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Scanned  from  the  collections  of 
The  Library  of  Congress 


Packard  Campus 
for  Audio  Visual  Conservation 
www.loc.gov/avconservation 

Motion  Picture  and  Television  Reading  Room 

www.loc.gov/rr/mopic 

Recorded  Sound  Reference  Center 
www.loc.gov/rr/record 


VOL.  XVI.  NO.  7 


SINGLE  COPIES.  25  CENTS 
PER  YfeAR.  TWO  DOLLARS 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  July  15,  1920 

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{  The  instrumeni  by  which 
I  the  value  of  all  musical 
I  instruments  is  measured 


This  trademark  and  the  trademarked  word 
"Victrola"  idcDtify  all  our  products.  Look 
under  the  lid  I   Look  on  the  label  t 

VICTOR  TALKING  MACHINE  CO. 
Camden,  N.  J.- 


Victrola  XVI 


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E|ljtMid.as«.ga?<>°d-clas8  matter  May  2,  1905,  at  the  post  office  at  New  York,  N.  Y.,  under  the  act  of  Conerc*»  of  March  3,  1879. 


THE   TALKING   MACHINE  WORLD 


Pride  of  Possession  Creates  Demand 


GRAND 


CONORA  sales  con- 
^  tinue  to  increase  at  a 
phenomenal  rate  be- 
cause the  purchaser  of 
a  So  nor  a  enjoys  the 
pride  of  possessing  the 
best  that  can  be  made. 
Not  "How  many?"  but 
"How  good!"  has  al- 
ways been  Sonora's 
motto. 

THE  INSTRUMENT  OF  QUALITY 


CLEAR    AS    A  BELL 


The  Highest  Class  Talking  Machine  in  the  World 


is  famous  for  its  wonderful 
tone,  for  its  superb  design  and 
for  its  many  important  features 
obtainable  in  no  other  phono- 
graph. 

The  Sonora  is  sold  as  soon  as 
it  is  seen  and  heard,  and  it  sells 
without  of  feting** easy  payments" 
as  the  leading  attraction. 

If  you  are  interested  in  han- 
dling the  Sonora,  write  us. 


NOCTURNE 


Sonora  ^tonograpf)  Company,  3nc. 

GEORGE  E.  BRIGHTSON,  President 
New  York:  279  Broadway  Canadian  Distributors:  I.  Montagues  &  Co.,  Toronto 

At  the  P«aama  Pacific  Exposition  Sonora  won  highest  score  for  tone  quality  and  its  supremacy  is  steadfastly  maintained 


NOTE ;   Sonora  is  licensed  and  operates  under  BASIC  PATENTS  of  the  phonograph  industry 


The  Talking  Machine  World 


Vol.  J6.    No.  7 


ADVERTISING  MAKES  FOR  HONESTY 

Remakes  the  Firm  That  Uses  It,  Says  Vice- 
President  of  George  Batten.  Co. — Advertising 
Expands  the  Business  Man's  Horizon 


"Advertising  remakes  the  firm  which  employs 
it,"  declared  William  J.  Boardman,  vice-president 
of  the  George  Batten  Co.,  New  York,  in  an  ad- 
dress before  the  sixteenth  annual  convention  of 
the  Associated  Advertising  Clubs  held  recently 
in  Indianapolis,  Ind. 

"No  man,"  he  said,  "ever  does  real  advertis- 
ing without  expanding  his  own  horizon.  Many 
a  man  who  was  local-minded  has  been  forced 
by  the  very  progress  of  his  advertising  into  na- 
tional mindedness.  For  national  mindedness  is 
merely  that  quality  of  mind  which  embraces  an 
imderstanding  of  the  habits  of  life  and  ways  of 
thinking  of  many  localities.  The  man  who  has 
successful  business  relations  with  representative 
houses  in  all  of  the  States  has  the  national  min  1 
as  truly  as  a  Secretary  of  State  or  Justice  of  the 
Supreme  Court. 

"Again  advertising  enforces  upon  the  adver- 
tiser the  practice  of  honesty.  It  is  an  organism 
which  the  instinct  of  self-preservation  auto- 
matically urges  to  cast  out  the  crook  exactly  as 
your  physical  bodies  strive  to  cast  out  the  un- 
wholesome foreign  substance. 

"Third,  advertising  forces  upon  its  practitioner, 
to  a  greater  degree  than  any  other  method  of 
commerce,  the  application  of  foresight  based  up- 
on accurate  knowledge  of  the  essential  facts. 
If  a  man  buys  land,  buildings  or  machinery  un- 
wisely he  can  recoup  a  part  of  his  losses  by  sell- 
ing at  a  sacrifice,  but  if  he  has  spent  his  money 
on  advertising  based  on  false  premises  he  has 
no  recovery. 

"Last  and  most  important,  advertising  forces 
upon  the  advertiser  a  revelation  of  the  enormous 
influence  in  human  affairs  of  the  unseen  and  the 
intangible.  He  learns  to  spend  his  money  on 
ideas  as  confidently  as  previously  he  spent  it  for 
bricks  and  steel.  Previously,  he  may  have  pat- 
tered glibly  of  supply  and  demand,  but  his  ad- 
vertising forces  upon  him  in  sharp  relief  a  new 
comparative  evaluation  of  supply — that  is  the 
material  things — and  of  demand — that  is  the  hu- 
man need  guided  by  public  information  both 
intangible  and  both  paramount." 


SELLING  RECORDS  BY  AUTOMOBILE 

Plaut-Cadden  Co.,  of  Norwich,  Conn.,  Are  Using 
a  Closed  Automobile  With  Record  Racks  and 
a  Full  Stock,  Accompanied  by  Competent 
Salesmen,  to  Cover  Specially  Arranged  Routes 


Something  entirely  novel  in  the  line  of  record 
demonstration  has  been  conceived  by  the  Plaut- 
'''^n  ,Co.,  the  widely  known  Victor  dealers  of 
i'ch,  Conn.  They  have  arranged  for  a 
closed  s^tomobile  with  record  racks  and  a  stock 
of  records,  and  with  a  staff  of  competent  sales- 
men will  visit  all  homes  in  which  there  is  a 
talking  machine  and  sell  the  records  from  the 
stock  carried  in  this,  car.  Special  routes  have 
been  laid  out  for  each  day  and  a  very  thorough 
canvass  of  the  territory  which  they  control  will 
be  made.  They  will  also  carry  one  of  the 
smaller  types  of  Victrolas  so  as  to  interest  pros- 
pects in  this  instrument,  and  it  can  be  used,  if 
necessary,  to  demonstrate  records. 

The  entire  idea  is  as  novel  as  it  is  excellent, 
and  is  one  that  should  be  especially  valuable  to 
dealers  who  desire  J«k  work  up  trade  among  Sum- 
mer hotels  and  boarding  houses  where  talking 
machines  are  sure  to  be  found.  Summer  board- 
ers are  invariably  anxious -to  purchase  records — 
it  breaks  the  monotony  and  adds  to  the  enjoy- 
ment of  their  country  stay  if  they  can  get  them 
conveniently.  A  visit  from  an  automobile 
equipped  with  a  stock  of  records  would  mean 
the  building  up  of  a  very  large  trade. 


New  York,  July  J  5,  1920 


MUSIC  IN  MILWAUKEE  SCHOOLS 

Superintendent  Potter  Praises  Values  of  Talking 
Machine  in  Educational  Work — Just  as  Im- 
portant as  Reading  and  Writing,  He  Says 


Milwaukee,  Wis.,  July  5. — Some  time  ago  one 
of  the  progressive  schools  of  this  city  purchased 
a  talking  machine  for  the  amusement  of  the 
children.  It  was  not  long  before  the  teachers 
discovered  that  this  machine  was  rendering  a 
very  real  service  in  all  round  musical  education. 
Milton  C.  Potter,  superintendent  of  schools,  is 
heartily  in  favor  of  the  talking  machine  in  educa- 
tion and  on  this  subject  recently  said: 

"Every  school  in  the  city  has  its  talking  ma- 
chine now — look  around  and  see,"  he  said. 

"In  typewriting  classes,  in  penmanship,  where 
the  rhythmic  training  gives  a  sure  style,  they 
have  their  everyday,  practical  use,  but  it  is  as  a 
matter  of  musical  education  that  the  talking  ma- 
chine has  proved  its  importance. 

"It  is  easy  to  teach  reading  to  a  child  who 
conies  from  a  literary  home,  where  good  books 
are  discussed  and  enjoyed. 

"But  our  problem  is  with  the  child  who  has 
not  that  background,  not  that  previous  training, 
who  would  not  recognize  poor  music  from  good 
unless  taught.  That  problem  the.  talking  ma- 
chine helps  to  solve. 

"Imagine  what  it  means  to  such  a  child  to  be 
able  to  get  at  the  finest  things  in  the  world's 
music,  to  have  that  musical  consciousness  really 
furnished  for  him,  built  up  for  him. 

"The  talking  machine,  in  my  opinion,  is  one 
of  the  greatest  forces  for  culture  in  the  world 
to-day." 


TALKING  MACHINE  EXPORTS  GROW 

Exports,  Including  Records,  for  Ten  Months 
Ending  April,  1920,  Total  $6,226,032 


W.\SHiNGTON,  D.  C,  July  5. — In  the  timely  sum- 
mary of  exports  and  imports  of  the  United 
States  for  the  month  of  April,  1920  (the  latest 
period  for  which  it  has  been  compiled),  which 
has  just  been  issued,  the  following  figures  on 
talking  machines  and  records  are  presented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  April,  1920,  amounted  in  value  to 
$34,784,  as  compared  with  $30,402  worth  which 
were  imported  during  the  same  month  of  1919. 
The  ten  months'  total  ending  April,  1920,  showed 
importations  valued  at  $641,585,  as  compared 
vs'ith  $233,128  worth  of  talking  machines  and 
parts  during  the  same  period  of  1919. 

Talking  machines  to  the  number  of '8,238, 
valued  at  $380,719,  were  exported  in  April,  1920, 
as  compared  with  3,743  talking  machines,  valued 
at  $141,057  sent  abroad  in  the  same  period  of 
1919.  The  ten  months'  total  showed  that  we 
exported  64,555  talking  machines,  valued  at  $2,- 
882,295,  as  against  41,184  talking  machines, 
valued  at  $1,244,583,  in  1919,  and  78,293  talking 
machines,  valued  at  $2,168,752,  in  1918. 

The  total  exports  of  records  and  supplies  for 
.April,  1920,  were  valued  at  $403,040,  as  compared 
v  ith  $266,730  in  April,  1919.  For  the  ten  months 
ending  April,  1920,  records  and  accessories  were 
exported  valued  at  $3,343,737;  in  1919,  $2,327,571, 
and  in  1918,  $1,653,390. 


LIBRARY  TO  ISSUE  RECORDS 

The  public  library  of  Dallas,  Tex.,  has  inaug- 
urated a  new  service  for  its  patrons.  A  large 
collection  of  talking  machine  records  has  been 
donated  by  the  Wednesday  Morning  Choral 
C  lub  and  these  records"  are  being  issued  by  the 
library  on  cards  just  as  books  are  issued.  As 
many  as  three  records  may  be  taken  out  on  one 
card.  The  collection  includes  all  types  of  rec- 
ords, both  popular,  classical  and  operatic.  This 
move  is  being  watched  with  interest. 


Price  Twenty-five  Cents 


CAMPAIGN  SPEECHES  IN  NORWICH 

Local  Columbia  Dealer  Draws  Many  Patrons  to 
His  Store  by  Advertising  Records  of  Debates 
and  Speeches  by  Several  Prominent  Men 

During  the  week  just  preceding  the  Republi- 
can convention,  and  also  just  before  the  Demo- 
cratic gathering  at  San  Francisco,  W.  H.  Grif- 
fin, a  Columbia  dealer  of  Norwich,  N.  Y.,  drew 
crowds  to  his  store  by  announcing  campaign 
speeches  given  by  well-known  statesmen  and 
politicians  by  means  of  the  campaign  records 
which  have  been  issued  by  the  Nation's  Forum 
and  the  Columbia  Co.  The  speakers  for  the 
Republican  party  were  Senators  Lodge  and 
Harding,  General  Wood  and  Governor  Coolidge 
of  Massachusetts.  Later  the  Democratic  speak- 
ers were  Attorney  General  Palmer,  William  G. 
McAdoo,  Dr.  Stephen  S.  Wise  and  Bainbridge 
Colby,  Secretary  of  State.  These  campaign 
speeches  on  current  topics  aroused  considerable 
attention  throughout  the  community. 


IMPORTANT  BEACON  CO.  MOVES 

J.  H.  Adamson  Appointed  Distributor  for  Large 
Territory — D.  J.  Speck  Gets  New  York  State 
and  Part  of  Eastern  Pennsylvania 

J.  H.  .-\damson,  who  for  many  years  has  been 
a  prominent  wholesale  furniture  dealer  in  New 
York,  has  been  appointed  a  distributor  for  the- 
Beacon  Phonograph  Co.,  Boston,  Mass.  Mr. 
Adamson  has  opened  offices  in  Philadelphia  and 
will  handle  a  considerable  part  of  Pennsylvania, 
Maryland,  Delaware,  Washington,  D.  C,  and  the 
lower  part  of  New  Jersey. 

D.  J.  Speck,  who  has  been  connected  with  the 
talking  machine  trade  for  a  number  of  years,  has 
been  appointed  Beacon  distributor  for  New 
York  State  and  a  part  of  eastern  Pennsylvania. 
Mr.  Speck  has  opened  offices  in  Syracuse  and  a 
staff  of  three  men  will  visit  the  trade  in  his 
territory. 

H.  Frank  Spurr,  who  has  been  opening  up 
New  York  State  territory  for  the  Beacon  Phono- 
graph Co.,  has  been  called  to  the  executive  of- 
fices in  Boston  and  will  spend  most  of  his  time 
in  sales  promotion  work  in  the  New  England 
territory. 

George  W.  Orcutt,  New  York  City  represent- 
ative for  the  Beacon  line,  has  opened  up  many 
desirable  accounts  and  reports  an  active  demand 
for  the  Beacon  product  in  New  York  City. 


MELBA  RECORD  MADE  BY  WIRELESS 

Song  Carries  1,000  Miles  and  Is  Recorded  by 
Receiving  Apparatus — Concert  Plainly  Heard 
by  Stations  Many  Miles  Distant 

Music  authorities  and  wireless  enthusiasts  in 
Europe  expressed  keen  satisfaction  at  results  of 
the  first  wireless  concert,  held  at  the  Chelms- 
ford Marconi  station,  near  London,  when  Mme. 
Melba  sang  into  a  wireless  telephone,  her  voice 
being  heard  full  and  mellow  over  a  radius  of 
1,000  miles. 

Melba  sang  "Home,  Sweet  Home,"  in  Eng- 
lish; a  song  in  French  and  two  selections  from 
"La  Boheme"  in  Italian.  She  also  rendered 
"God  Save  the  King"  in  both  French  and  Eng- 
lish. Her  singing  was  accompanied  by  a  piano- 
forte. 

Reports  indicated  that  wireless  stations  at 
Berlin,  Madrid,  The  Hague,  Christiania  and 
Warsaw  had  heard  the  concert  quite  clearly.  At 
Paris  a  talking  machine  record  was  made  of 
Melba's  voice  over  the  wireless  telephone,  the 
recorder  being  placed  close  up  to  the  wireless 
telephone  receiver 

After  the  concert  Melba  expressed  delight  at 
the  results.  "I  greatly  enjoyed  this  most  won- 
derful experience  of  my  life,"  she  said.  "It 
was  really  a  marvelous  accomplishment." 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Developing  the  Vast  Uncultivated  Field  of 
"Better  Class"  Prospects 


By  Courtney  Harrison  | 


llillllllllllllllllllillllllilliUIUH 

A  few  days  ago  I  made  an  interesting  experi- 
ment. It  happened  this  way.  I  had  just  been 
in  for  a  chat  with  a  furniture  dealer  friend  of 
mine  who  handles  talking  machines.  Notice  1 
say  "handles"  them.  Of  course  he  sells  a  few 
of  them  every  month,  but  I  happen  to  know 
quite  a  bit  about  the  "insides"  of  his  business 
and  I  told  him  some  time  ago  that  I  did  Jiot 
think  he  was  getting  near  the  amount  of  tally- 
ing machine  business  he  should;  that  he  wa.s 
allowing  his  advertising  man  and  sales  force  to 
consider  them  too  much  as  a  "side  line."  in 
other  words,  I  told  him  he  was  letting  talking 
machine  business  slip  past  his  doors  every  day. 
His  come-back  was:  "We  can't  see  where  it 
would  pay  us  to  put  a  lot  of  money  in  advertis- 
ing the  talking  machine  department  individually, 
sending  out  special  sales  letters,  or  having  sales- 
men devote  too  much  time  to  this  line.  Any- 
way, you  know  what  I  think?  I  believe  nine  ouc 
of  ten  of  .the  better  class  of  people,  the  people 
we  want  to  do  business  with  and  who  would  be 
liable  to  visit  our  store  to  buy  an  instrument, 
already  own  one."  I  assured  him,  of  course, 
that  he  was  all  wrong — that  he  still  had  a  vast 
uncultivated  field  of  "better  class'  prospects  to 
sell  machines  to.    But  he  didn't  believe  me. 

And  so  I  made  this  experiment  I  started  to 
tell  you  about.  And  here's  what  I  did.  I  started 
out  (it  was  then  about  10  o'clock  in  the  morn- 
ing) and  every  business  acquaintance  or  friend 
I  came  in  contact  with  that  day  I  asked  him  if 
he  had  a  talking  machine  at  his  house.  Remem- 
ber, I  didn't  pick  and  choose.  I  met  that  day 
what  you  might  call  the  "average  run"  of  busi- 
ness men,  taking  them  as  they  come,  and  to 
each  and  every  one  of  them  I  put  the  question: 
"Have  you  a  talking  machine  up  at  your  place?" 
And  if  the  answer  was  "no,"  I  asked  why  my  in- 
formant didn't  own  an  instrument. 

I  got  some  interesting  information.  First  off, 
what  do  you  suppose?  Fifty  per  cent  of  the 
sixty-three  business  men  I  put  the  question  to 
did  not  have  a  talking  machine  in  their  homes. 
To  be  exact,  thirty-three  owned  instruments  and 
thirty  did  not. 

Of  course,  it  would  not  be  possible  to  take  up 
the  necessary  space  here  to  tell  what  sort  of 
people  owned  the  most  machines  or  why  those 
who  did  not  own  them  had  not  bought  one,  but 
I  can  and  will  set  down  a  few  interesting  things 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiy 

in  connection  with  my  several  brief  interviews. 

The  first  man  I  put  the  questions  to  was  a 
chair  manufacturer.  I  took  it  as  a  matter  of 
course  he  would  have  a  machine,  as  he  certainly 
has  money  to  buy  anything  he  wants.  But  to 
my  surprise  he  said  he  didn't  own  one.  Why? 
He  had  no  particular  answer.  The  only  thing 
definite  I  could  get  out  of  him  was  that  "My 
wife  and  I  have  thought  several  times  about 
getting  one,  but  I  guess  nobody  has  kept  after 
us  hard  enough  to  make  us  buy  one." 

My  next  "victim"  was  an  advertising  man  (of 
all  people,  he  didn't  own  one  either).  He  laughed 
when  I  asked  why,  and  said:  "Oh,  I  don't  know 
hardly  myself;  of  course  we  can  afford  it,  but 
you  know  I  guess  there  are  so  many  ads  claim- 


■  Many  People  Do  Not  1 
J  Own  a  Talking  Ma-  ■ 
B  chine  Because  the  J 

■  Dealer  Has  NotUrged  J 

■  Them  to  Purchase  ■ 


ing  so  many  different  things  we  never  have 
gotten  right  down  to  brass  tacks  and  picked 
out  one.  Now,  I'm  an  advertising  man,  as  you 
know,  and  if  you  put  the  question  straight  up 
to  me  to  know  what  would  'get'  me — of  course 
I'm  not  the  average  case,  understand — I  would 
say  that  some  music  shop  would  have  to  either 
write  a  good  sales  letter,  or  send  out  -some  sort 
of  special  invitation  that  would  get  my  wife  and 
me  down  to  see  and  test  the  machine  the  store 
set  out  to  sell  us.  My  wife  doesn't  go  out  a 
great  deal,  and  perhaps  because  she  hears 
enough  about  advertising  from  me,  she  doesn't 
read  ads  a  great  deal.  As  I  naturally  would  wait 
for  her  to  take  some  initiative  before  I  spent  the 
money,  some  sort  of  appeal  would  have  to  reach 
her  that  would  give  her  the  right  'jolt.'  But,  as 
I  said  before,  we  are  not  average  cases." 


My  third  and  fourth,  also  the  fifth  man  I 
talked  to,  all  owned  talkers  (mechanical  ones,  I 
mean). 

The  sixth  chap  was  another  who  "didn't  own." 
His  reason  was  that  he  and  his  wife  had  been 
living  with  her  folks  until  a  month  or  two  be- 
fore, and  as  the  old  folks  owned  a  machine  the 
young  people  had  not  bought  one.  However, 
this  man  admitted  that  some  day  "the  fever" 
would  get  him,  and  he  would  go  down  and  buy 
a  machine.  Some  day,  he  said,  when  some  store 
ran  his  "buying  temperature"  up  to  the  proper 
degree. 

The  seventh  man  had  no  instrument  either. 
Said  they  had  a  piano  but  his  wife  seldom  played, 
v'as  all  out  of  practice.  Had  been  intending  all 
along  to  get  a  talking  machine,  but  "just  never 
had  done  it." 

And  so  it  went  throughout  my  interviews 
Some  of  these  people,  as  pointed  out,  may  have 
been  exceptional  cases  to  reach,  but  the  most 
of  them  were  just  average,  every-day,  better 
class  Americans.  The  fact  that  they  had  never 
bought  a  talking  machine  does  not  reflect  on 
talking  machine  advertising  or  special  talking 
machine  sales  efforts  either.  The  cumulative 
publicity  that  is  reaching  them  in  one  form  or 
another  will  some  day  turn  them  into  talking 
machine  owners.  In  the  meantime,  the  store 
that  puts  on  extra  steam  and  tries  the  hardest 
tc)  reach  them  can  cop  off  the  sales,  perhaps. 

But  this  was  not  intended  to  tell  you  par- 
ticularly how  to  sell  talking  machines.  It  was 
more  to  show  you  the  possibilities  for  making 
sales  that  are  at  hand. 

The  experiment  I  made  any  one  can  make, 
and  I  believe  you,  yourself,  will  be  surprised 
at  the  number  of  people  who  still  do  not  o_wn 
talking  machines.  Try  it  to-day.  Make  it  a 
point  to  ask  every  man  you  come  in  contact 
with  whether  or  not  he  owns  a  talking  ma- 
chine. And  if  he  doesn't,  ask  him  why.  It  will 
help  you  to  do  a  bigger,  better  business  through 
helping  you  to  get  the  right  angle  from  which 
to  appeal  to  the  folks  in  your  town. 


A.  I.  Namm  &  Son,  Brooklyn,  N.  Y.,  have  re- 
cently announced  an  increase  in  their  capital 
stock  from  $1,000,000  to  $2,500,000.  This  store 
has  a  large  talking  machine  and  record  depart- 
ment. 


Reasons  Why  NYACCO  Albums 

Are  the  BEST 

[In  Six  Chapters] 

CHAPTER  I 

The  first  consideration  in  the  making  of  a 
NYACCO  album  is  having  the  back  made  of  wood 
in  one  piece,  reinforced  with  cloth  hinges.  This  is 
a  positive  guarantee  that  the  back  will  never  loosen 
from  the  cover  of  the  album.  You  can  assure  your 
customer  of  this  when  you  sell  him  the  album. 

Watch  next  issue  for  the  second  Chapter 

New  York  Album  &  Card  Co. 


Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Boston,  Mass.:    Boston  Talking  Ma- 
chine &  Accessories  Co. 

Chicago,  111.:  T.  J.  Cullen 

Cole  &  Dunas  Music  Co. 


DISTRIBUTORS  : 

Cleveland,  O.:  Cleveland  Talking  Ma- 
chine Co. 

Milwaukee,  Wis.:  Yahr  &  Lange  Drug 
Co. 

New  York,  N.  Y.:  Plaza  Music  Co. 


Philadelphia,  Pa.:   Penn  Talking  Ma- 
chine Co. 
Pittsburgh,  Pa.:  C.  C.  Mellor  Co. 

Standard  T.  M.  Co. 

Washington,  D.C.:  E.  F.  Droop  &  Sons 
Co. 


-  -  a  r> 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


5 


Victor 
Supremacy 


The  enormous  public  demand  for 
the  Victrola,  the  unparalleled  suc- 
cess of  Victor  retailers  everywhere, 
unmistakably  tell  of  Victor  su- 
premacy. 


*  Victrola     is  the  Registered  Trademark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
W^arning  :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talking 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albaoy,  J*.  Y  Gately-Haire  Co.,  Inc. 

Atlanta,  Oa  Elyea  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,  Ud  Cohen  &  Hughes. 

E.  F.  Eh-oop  &  Sons  Co. 

H.  R.  Eisenorandt  Sons,  Ino. 
BlrmiDKham,  Ala,  ,  .Talking  Machine  Co. 
Boston,  Has*  Oliver  Ditson  Co. 

The  Extern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  T  Ameruin  Talking  Mach.  Co. 

G.  T.  Williams. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

Burllncton,   Vt.   ...American   Phonograph  Co. 

Butte,  Uont   .Orton  Broa. 

Chicago,  III  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 
Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Ohio  Talking  Machine  Co. 
ClcTcIaBd,  O  The   Cleveland  Talking  Ma- 
chine Co. 

The  Eclipse  Musical  Co. 

Columbus,  O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The   Knight-Campbell  Music 

Co. 

Des  Moines,  la  Mickel  Bros.  Co. 

Detroit,  such  Grinnell  Bros. 

Klmlra,  N.  T  Elmira  Arms  Co. 

El   Paso,   Tex  W.  G.  Wall  Co. 

Honolulu,  T.  H.  ...Bergstrom  Music  Co.,  Ltd. 

Houston,  Tex  The  Talking  Machine  Co.  of 

Texas. 

Indianapolis,  Ind.  . .  Stewart  Talking  Machine  Co. 

Jacksonville,  Fla.  ..Florida  Talking  Machine  Co. 

Kansas  City,  Ho,  ..J.   W.   Jenkins   Sons  Music 
Co. 

Schmelzer  Arms  Co. 
Lios  Angelas,  Cat.  ..Sherman,  Qay  &  Co. 

Memphis,  Tenn  O.    K.    Houck    Piano  Co., 

Wholesale     Dept.,  115 
Union  Ave. 


Milwaukee,  Wis.  ...Badger  Talking  Machine  Co. 
Minneapolis,  Ulna. .Beckwith,  O'Neill  Co. 

Mobile,  Ala.   Wm.   H.  Reynalds. 

Newark,  N.  J  CoUings  &  Co. 

New  Haven,  Conn.. The  Horton-Gallo-Creamer 
Co. 

New  Orleans,  La. ..  .Philip  Werlein,  Ltd. 

New  York,  N.  Y. ...  .Blackman  Talking  Mach.  Co. 

Emanuel  Blout. 

C.  Bruno  &  Son,  Inc. 

Charles  H.  Ditson  &  Co. 

Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 

L.anday  Bros.,  Inc. 

Musical  Instrument  Sales  Co. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 
Omaha,  Nebr  Ross  P.   Curtice  Co. 

Mickel  Bros.  Co. 

Peoria,  111  Putnam-Page  Co.,  Inc. 

Philadelphia,  Fa. .  ..Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe  &  Son. 
The  George  D.  Ornstein  Co. 
Penn  Phonograph  Co.,  Inc. 
The  Talking  Machine  Co. 
H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh,  Pa  W.  F.  Frederick  Piano  CO. 

C.  C.  Mellor  Co.,  Ltd. 
Standard  Talking  Mach.  Co. 

Portland,  He  Cressey  &  Allen,  Inc. 

Portland,  Ore  Sherman,  Clay  &  Co. 

Richmond,  Vn  The  Corley  Co.,  Inc. 

Rochester,  N.  Y....E.  J.  Chapman.  - 

Salt  Lake  City,  C.The  John  Elliott  Qark  Co. 

San  Francisco,  Cal,. Sherman,  Gay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Spokane,  Wash  Sherman,  Qay  &  Co. 

St.  Liouls,  Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Toledo  Talking  Machine 

Co. 

Washington,  D.  C. .Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 
Robt.  C,  Rogers  Co. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 

Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


6 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


ALL  RECORD  CUSTOMERS  ARE  ALBUM  CUSTOMERS 

A  Place  for  Every  Record  and  Every 
Record  in  its  Place 

Albums  are  an  Indiipensable  Requisite  in  the 

talking  machine  business  and  wherever  records  are 
sold.  Practical  and  handy.  Save  time  and  records. 
A  profitable  adjunct  to  the  business. 

We  manufacture  disc  Record  Albums  to  fit  cabi- 
nets of  all  sizes  and  styles.  With  the  indexes  they 
are  a  complete  system  for  filing  all  disc  records. 

We  have  unexcelled  manufacturing  facilities,  and 
considering  quality  our  prices  are  the  lovyest.  Write 
us,  giving  quantity  you  may  desire,  and  we  will 
quote  prices. 


MAKING  THEIR  SELECTION 


OUR  ALBUMS  ARE  MADE  TO  CONTAIN  VICTOR, 
COLUMBIA.  EDISON,  PATHE,  VOCAUON  AND 
ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


CHICAGO  OFFICE:  508  S.  Dearborn  Street 


THE  PERFECT  PLAN 


BRINGING  MUSIC  TO  THE  SOLDIER 


"Viccy"  Is  the  Daughter  of  the  Regiment  in  the 
Recreation  Rooms  of  the  Various  Outposts, 
Thanks  to  the  Splendid  Work  of  the  Ameri- 
can Red  Cross  Bureau  of  Camp  Service 


"Feed  her  some  jazz  records  and  -.ve'll  have 
this  little  old  truck  unloaded  so  quick  the  natives 
will  think  a  cyclone  struck  it!" 

Half  a  dozen  khaki-clad  fi^ires  gaily  .^him- 
mied  from  the  barracks  platform  at  Zapata  to 
the  big  truck  laden  with  equipment  which  had 
just  made  the  trip  from  San  Ygnacio,  Tex.,  each 
hugging  a  Victrola  record  to  his  breast,  while 
feet  and  shoulders  kept  time  to  the  strains  of 
"Dardanella."  It  was  the  first  music  of  any 
kind  the  doughboys  had  heard  since  leaving  Fort 
Mcintosh.  There  was  only  one  other  Victrola 
in  the  town  and  that  in  a  private  home,  where 
few  of  the  boys  had  ever  been  invited. 

When  the  American  Red  Cross,  Bureau  of 
Camp  Service,  Southwestern  Division,  decided  to 
equip  the  recreation  rooms  at  the  various  out- 
posts music  was  set  down  at  the  very  top  of  the 
list.  The  unrestrained  enthusiasm  with  which 
the  soldiers  welcomed  this  first  aid  to  the  colly- 
wobbles was  abundant  evidence  that  the  drive 
for  Victrola  records  to  go  to  camp  had  not  been 
a  mistake. 

"Gee,  buddy,  doesn't  that  tune  sound  like 
more?" 

"Give  John  McCormack  another  encore!" 
"Now  let's  have  'Oh,  What  a  Pal  Was  Mary,' 
and  everybody  come  in  on  it!" 

With  such  beguiling  accompaniments  the  big 


truck  was  soon  unloaded,  for  the  music-hun- 
gry lads  had  insisted  that  the  Victrola  should 
be  the  first  article  to  be  taken  ofT  and  it  was 
no  sooner  off  the  van  than  eager  hands  were  put- 
ting on  records  and  lusty  voices  were  joining 
their  rumbling  basso  or  clear  tenor  to  its  har- 
monies. 

Music  is  one  of  the  most  far-reaching  and 
satisfying  enjoyments  the  American  Red  Cross 
Bureau  of  Camp  Service  provides.  No  greater 
calamity  can  befall  a  recreation  room  than  to 
have  "Viccy"  lose  her  voice.  At  the  Marine  and 
Naval  Station  at  Point  Isabel,  Tex.,  where  the 
talking  machine  sustained  injuries  from  some 
unknown  cause  the  deepest  gloom  prevailed  un- 
til two  of  the  electricians  volunteered  to  give 
first  aid  treatment.  They  obtained  a  wheel  about 
the  size  of  the  disc  and  then  connected  it  with 
an  electric  fan,  slowed  down  to  low  speed.  The 
hilarity  which  burst  forth  when  the  anxiously 
watching  sailors  found  that  the  machine  would 
work  brought  every  one  at  the  Point  to  the 
recreation  room  under  the  impression  that  the 
circus  must  have  come  to  town. 

Two  Victrolas  are  in  use  at  the  Convalescent 
House  at  the  hospital  area  at  Camp  Pike,  and 
these  are  kept  merrily  jazzing  all  day  long,  for, 
as  the  boys  in  the  service  declare: 

"  'Viccy'  is  the  best  little  substitute  for  home 
and  mother  a  fellow  can  dig  up.  She's  the 
daughter  of  the  regiment,  all  right,  all  right!" 


EDISON  PRODUCTION  AT  HIGH  MARK 


Laboratories    Announce    Biggest    Output  Yet 
Reached  for  June 


It  is  announced  that  Re-Creation  production 
at  the  Edison  laboratories  has  reached  the  high- 
est point  since  April,  1919,  and  June  has  had 
by  far  the  largest  output  in  the  history  of 
the  business.  New  equipment  recently  installed 
promises  to  facilitate  the  output  of  catalog  num- 
bers, as  well  as  increase  the  rate  of  production 
of  new  numbers. 

Recognition  of  Edison  Re-Creation  by  per- 
sons of  a  high  degree  of  musical  culture  is  re- 
flected in  the  constantly  growing  demand  for 
classical  and  operatic  selections.  It  is  stated  at 
the  Edison  laboratories,  however,  that  there 
v/ill  be  no  dearth  of  popular  ballads  and  dance 
numbers,  despite  the  tremendous  strain  on  pro- 
duction facilities. 


The  man  who  gets  the  business  to-day  is 
the  one  who  does  something  different  from  his 
competitor  and  can  show  a  good  reason  why 
he  is  the  one  that  should  have  the  business. 


ART  HICKMAN  DEFINES  JAZZ 

Art  Hickman,  who  is  identified  with  the  Co- 
lumbia Co.  recording  department,  insists  that  his 
orchestra,  now  playing  on  the  Ziegfeld  roof,  is 
not  a  jazz  band.  "Jazz,"  says  Mr.  Hickman,  "is 
merely  noise,  a  product  of  the  honky-tonks,  and 
has  no  place  in  a  refined  atmosphere.  I  have 
tried  to  develop  an  orchestra  that  charges  every 
pulse  with  energy  without  stooping  to  the  skillet 
beating,  sleigh  bell  ringing  contraptions  and 
physical  gyrations  of  a  padded  cell." 


Be  a  hope  spreader  and  you  will  be  a  success 
getter. 


Associated  Furniture  Manufacturers 

Distributors  of 


^Ae  Phono^raphy'Mdi'velous  Tone 


PERSONAL  COOPERATION  IS  THE  BASIS  OF 
OUR  VERY  SUCCESSFUL  DEALER  SERVICE 


1209  Washington  Avenue 


ST.  LOUIS,  MO. 


JULY  15,  1920 


THE   TALKING    MACHINE  WORLD 


7 


Victrola  IV,  $25 
Oak 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  VIII,  $50 

Oak 


1^  i 


Victrola  IX,  $75 

Mahogany  or  oalc 


Victrola  X,  W  $125 

Mahogany,  oak  or  walnut 


Victor 
Supremacy 


The  universal  recognition  of  Victor 
supremacy  is  one  of  the  greatest  assets 
of  every  Victor  retailer. 

With  Victrolas  in  such  splendid  vari- 
ety, Victor  retailers  can  satisfy  every 
demand,  and  the  volume  of  business  is 
limited  only  by  the  individual  effort  of 
each  retailer. 


"Victrola"  i»  the  Registered  Trade  mark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
AVaming :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talkmg 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.     Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Talking  Machine  Co. 


Camden,  N.  J.,  U.  S.  A. 


Victrola  XI,  $150 

Mahogany,  uak  or  walnut 


Victrola  XIV,  $225 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


Victrola  XVII,  $350 

Victrola  XVII,  electric,  $41 S 
Mahogany  or  oak 


8 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 


J.  B.  SPILLANE,  Editor 
RAYMOND  BILL,  B.  B.  WILSON,  Associate  Editors 
L.  M.  ROBINSON,  Advertising  Manager 

Trade  Representatives :  Wilson  D.  Bush,  C.  Chace,  Edward  Lyman  Bill,  V.  D.  Walsh, 
E.  B.  Munch,  Chas.  A.  Leonard,  Scott  Kingwill,  L.  E.  Bowers,  A.  J.  Nicklin 

Western   Division:  Republic  Building,  209  So.  State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 

Boston:        John  H.  Wilson,  324  Washington  Street 
London,  Eng.,  Office:     2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the 
principal    cities   throughout  America. 


Published  the  ISth  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $3.00;  all  other  countries,  $4.00.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $5.50  per  inch,  single  colimin,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  JULY  15,  1920 


DEVELOPING  BUSINESS  IN  SUMMER  MONTHS 

IN  many  branches  of  the  music  trade  the  summer  months  have  long 
been  considered  a  period  of  inactivity — a  season  of  recreation 
when  no  special  effort  is  made  to  develop  prospects  and  expand  trade. 
No  progressive,  wide-awake  dealer  who  believes  in  constantly  ex- 
panding his  business  takes  stock  in  this  view  of  things.  To  him  the 
summer  months  are  as  prolific  of  results  in  a  business  way  as  are 
the  winter  months.  He  fails  to  see  the  wisdom  of  resting  on  his 
laurels — rather  he  calls  the  sales  force  around  him  and  perfects  plans 
and  policies  whereby  he  is  enabled  to  make  the  summer  months 
yield  new  business  and  profits. 

This  type  of  man  is  a  breaker  of  images.  He  takes  no  stock  in 
trade  superstitions.  With  him  there  are  no  slack  months.  Every 
month  in  the  year  is  a  producer,  and  this  is  made  possible  by  the 
inauguration  of  a  summer  campaign  that  will  mean  an  enhancement 
of  the  prestige  of  his  house  as  well  as  placing  a  very  substantial  sum 
on  the  right  side  of  the  ledger  in  the  way  of  sales. 

There  are  so  many  ways  in  which  talking  machine  business  can 
be  developed  profitably  during  the  summer  that  they  are  almost 
self-evident.  In  the  sales  of  records  particularly,  the  summer  months 
should  show  the  largest  output.  The  talking  machine  plays  as  effec- 
tively and  as  satis fyingly  on  the  porch  or  in  the  parlor  of  the  summer 
hotel  or  boarding  house  as  in  the  city.  It  must  also  be  remembered 
that  the  millions  of  people  who  cannot  get  away  from  their  cify 
home's  enjoy  the  talking  machine  in  the  summer  evenings  as  rauQi 
as,  in  the  winter,  and  those  who  do  not  can  be  educated  to  the 
recreative  value  of  the  talking  machine  at  all  times.  This  should 
be  the  work  of  the  dealer.  When  there  is  such  an  interesting  product 
as  the  talking  machine  to  talk  about  there  is  materia;l  at  hand  for 
most  effective  summer  work,  and  it  is  up  to  the  dealer  to  get  busy. 

TIME  FOR  CLEAR-HEADED  BUSINESS  JUDGMENT^ 

IT  is  but  natural  that  talking  machine  dealers  generally,  as  well  as 
merchants  in  other  so-called  stable  lines,  should  look  askance  at 
the  present  wave  of  price  cutting  that  has  existed  for  a  couple  of 
months  and  which  has  swept  across  the  country  with  an  effect  that 
is  calculated  to  alarm  even  the  retail  merchant  who  is  doing 
business  on  a  fair  margin  of  profit  and  seeks  to  maintain  that  margin. 
There  are  those  who  with  great  freedom  of  speech  are  declaring 


that  the  period  of  reaction  against  high  prices  is  here  and  that  the 
public  is  in  a  mood  where  it  will  refuse  to  buy  unless  coaxed  along 
with  a  substantial  price  reduction.  There  are  others  better  balanced 
who  view  conditions  as  they  actually  exist,  and  emphasize  the  fact 
that  material  and  labor  costs  and  the  general  overhead  met  in  the 
production  of  most  standard  products,  including  musical  instruments, 
preclude  any  possibility  of  retail  price  cutting  until  such  time  as 
manufacturing  costs  decrease. 

The  talking  machine  dealer  who  gets  panicky  and  is  somewhat 
inclined  to  follow  the  price  cutting  craze,  not  by  shaving  the  list 
price  necessarily,  but  by  offering  sales  terms  that  amount  to  the 
same  thing,  is  simply  starting  on  the  road  to  business  trouble.  If  he 
looked  about  him  he  would  find  that  the  wave  of  price  cutting  has 
struck  principally  what  are  termed  seasonable  lines  such  as  clothing, 
shoes  and  house  furnishings,  the  supplies  of  which  change  periodi- 
cally. A  late  spring  has  much  to  do  with  curtailing  the  buying  of 
such  articles,  particularly  clothing,  and  the  merchant  who  has 
announced  substantial  reductions  in  prices  of  these  goods  is  not  i,n 
any  sense  a  philanthropist.  He  is  simply  "showing  good  business 
judgment  by  taking  a  small  profit  right  now  rather  than  pay  storage 
charges  for  several  months,  tie  up  his  money  for  that  period,  and  be 
compelled  to  make  similar  reductions  later.  Remember,  if  a  talking 
machine  is  not  sold  to-day  it  can  be  sold  next  year  and  at  the  same 
price.  The  style  does  not  change  materially,  nor  does  the  machine 
lose  its  value  in  storage.  The  same  can  be  said  of  the  standard 
records  and  the  supply  of  popular  priced  records  in  proportion  to 
the  demand  is  generally  so  meagre  as  to  preclude  any  danger  from 
that  score. 

It  is  time  for  clear-headed  business  judgment,  when  the  mer- 
chant can  sit  tight,  conserve  his  resources  and  insist  upon  doing 
business  on  a  basis  that  will  insure  him  a  normal  profit.  If  he  makes 
any  change  in  the  system  let  it  be  a  change  in  selling  methods — a 
change  that  will  mean  going  after  business  just  a  little  harder  than 
before.  If  the  merchant,  or  salesman,  really  goes  after  trade  he  will 
have  ilittle  time  to  worry  about  what  the  drygoods  house  next  door  is 
doing,  for  the  wave  of  price  cutting  has  not  included  the  standard 
lines  of  talking  machines  and  records.  In  fact,  price  cutting  an- 
nouncements have  quite  ostentatiously  brought  attention  to  the  fact 
that  such  products  were  exempt,  and  this  fact  in  itself  should  inspire 
confidence.  / 


BENEFITS  FROM  TECHNICAL  CONFERENCES 

THE  suggestion  has  been  made  on  several  occasions,  and  very  re- 
cently in  The  World,  that  the  technical  experts  of  the'  industry 
evolve  some  plan  for  getting  together  at  regular  intervals  for  the 
purpose  of  exchanging  ideas  and  enjoying  mutual  discussion  rela- 
tive to  the  new  developments,  or  planned  developments  in  the  in- 
dustry. 

A  number  of  recording  laboratory  officials  in  and  about  New 
York  have  recently  adopted  the  idea  and  have  been  holding  a  most 
interesting  and  successful  series  of  conferences  relative  to  recording 
methods  and  practices  and  the  problems  that  are  common,  rather 
than  individual,  in  their  application.  It  has  been  found  that  although 
recording  experts  are  in  a  sense  competitors,  there  are  many  things 
connected  with  recording  processes  that  are  not  competitive,  and  by 
an  interchange  of  ideas  individuals  may  profit  by  the  actual  expe- 
riences of_others  and  thus  avoid  delays  and  expense  incident  to 
jixperiments  simMiT'Jto.  tlijpse  already  conducted  by  other  members 
of  the  trade.    ;  '- 

Technical  conferences  are  in  no  sense  new.  In  many  industries 
the  practice  of  holding  such  conferences  attended  by  the  technical 
men  representing  various  manufacturers,  has  been  long  established, 
and  has  proven  distinctly  successful.  In  the  piano  trade,  for  instance, 
there  have  been  conferences  of  technical  men  held  in  both  New  York 
and  Chicago  that  have  served  to  clear  up  many  disputed  points  and 
wrong  impressions  without  interfering  in  any  way  with  the  individual 
character  of  the  products  in  which  the  technical  men  were  inter- 
ested. 

With  a  score  of  men  working  for  talking  machine  and  record 
development,  it  is  but  natural  that  many  of  them  must  go  over  the 
same  ground  representing  a  duplication  of  effort  and  expense,  and 
what  is  more  important  a  waste  of  time  that  might  better  be  devoted 
to  genuine  progress.  Through  the  medium  of  conferences,  these 
men  can  exchange  ideas  regarding  the  fundamental  principles  of 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


9 


sound  reproduction  and  progress  to  a  definite  given  point  along 
recognized  lines  before  branching  out  according  to  individual  theories. 

The  conference  idea  is  worth  considering  seriously  with  a  view 
to  its  development  along  broad  lines  for  the  advancement  of  the 
industry  as  a  whole. 

I  THE  DEVELOPMENT  OF  THE  TALKING  MACHINE 

THE  interview  with  Eldridge  R.  Johnson,  president  of  the  Victor 
Talking  Machine  Co.,  which  appeared  recently  in  the  Philadelphia 
Public  Ledger,  is  of  particular  interest  to  the  talking  machine  trade 
as  a  whole,  not  alone  because  it  sets  forth  some  little  known  facts 
regarding  the  development  of  the  talking  machine,  but  because  in  it 
Mr.  Johnson  takes  occasion  to  prophesy  that  it  will  take  twenty-five 
years  more  to  perfect  the  talking  machine  and  that  in  the  end 
it  will  play  as  important  a  role  in  the  educational  field  as  the  printing 
press  does  to-day. 

When  one  considers  that  the  talking  machine  has  been  developed 
to  its  present  satisfactory  form  within  a  period  of  twenty-five  years, 
the  possibilities  of  twenty-five  years  more  of  development  work  ap- 
pear to  be  tremendous.  Along  just  what  lines  the  progress  will  be 
made  remains  to  be  seen,  but  it  is  certain  that  there  are  many  bright 
minds  in  the  industry  who  are  unceasingly  studying  and  inventing 
with  a  view  to  bringing  about  improvements  that  will  represent  real 
advancement  in  talking  machine  and  record  construction  and  opera- 
tion. Having  passed  the  experimental  stage,  future  developments, 
unless  they  are  distinctly  revolutionary,  must  of  necessity  be  rather 
slow,  but  the  fact  that  the  leaders  of  the  industry  realize  that  abso- 
lute perfection  has  not  yet  been  attained  holds  forth  distinct  promise 
and  is  an  earnest  of  continuous  effort  toward  new  achievements. 


I      WHY  DEALERS  SHOULD  STUDY  CONDITIONS 

WITH  the  coming  again  of  the  buyer's  market  in  the  talking 
machine  trade — ^and  a  change  in  the  market  is  distinctly  in 
evidence — the  average  dealer  will  be  compelled  to  give  more  atten- 
tion than  he  has  been  giving  to  the  question  of  service.  With  the 
shortage  of  goods,  too  many  dealers  have  apparently  been  quite  con- 
tent to  rest  in  the  assurance  that  the  public  was  happy  enough  to 
get  certain  desired  records  and  certain  desired  types  of  machines 
Ayithout  any  particular  amount  of  service  in  connection  therewith, 
"^ith  the  majority  of  dealers  well  supplied  with  both  machines  and 
records,  however,  a  condition  that  now  seems  imminent,  the  question 
of  service  will  enter  more  strongly  than  it  has  for  years  past. 

With  the  knowledge  that  a  certain  machine,  or  a  certain  record 
rmy  be  obtained  at  any  of  a  half  dozen  stores,  the  purchaser  is  going 
to  pat/onize  the  store  that  makes  the  strongest  appeal.  That  is 
human  nature,  and  the  retailer  should  see  to  it  that  his  particular 
store  offers  the  most  attractions  in  this  matter.  The  factor  in  service 
that  most  directly  appeals  to  the  customer  is  an  exhibition  of  a  more 


or  less  thorough  knowledge  of  his  tastes  and  requirements^ — a  knowl- 
edge gained  through  the  medium  of  the  first  and  succeeding  sales, 
and  carefully  listed  for  future  reference.  More  than  one  dealer 
enjoys  the  constant  patronage  of  a  man  simply  because  when  the 
customer  enters  the  store  he  is  welcomed  immediately  by  name. 
Other  customers  are  constant  in  their  patronage  because  a  certain 
salesman  knows  enough  to  offer  them  first  ofveratic  and  concert  songs 
rather  than  the  popular  records  of  the  day,  knowing  that  such  music 
is  most  desired.    And  so  it  goes. 

The  dealer  likewise  cannot  afford  to  hide  his  light  under  a 
bushel.  He  will  have  to  advertise  locally  to  tell  prospective  buyers 
where  his  store  may  be  found.  That  he  has  the  agency  for  a  well- 
known  line  of  machines  that  in  itself  is  well  advertised  nationally  is 
not  sufficient.  The  dealer's  profit  and  his  success  depend  upon  the 
manner  in  which  he  handles  the  line.  Babe  Ruth,  the  "home  run 
king,"  is  getting  large  money  and  much  fame  in  baseball  circles  not 
because  he  uses  a  Spaulding  bat,  but  because  he  uses  that  bat  in  a 
way  to  get  results.  The  dealer's  success  with  the  agency  of  an 
established  line  is  based  on  the  same  principle. 

The  handling  of  a  widely  known,  nationally  advertised  line  of 
machines  and  records  is  perhaps  the  greatest  asset  a  dealer  can  have 
in  meeting  business  conditions  that  are  to  come,  but  there  are 
undoubtedly  other  dealers  in  the  territory  that  handle  the  same  line 
as  direct  competitors,  offering  the  same  goods  at  the  same  list  prices. 
In  meeting  this  competition  the  dealer  must  depend  upon  the  element 
of  service,  and  it  is  a  matter  that  is  worthy  of  immediate  and  earnest 
attention,  if  such  attention  has  not  already  been  given  to  it. 

This  is  just  the  time  and  not  late  in  the  fall  to  give  this  subject 
earnest  consideration.  The  wise  business  man  lays  the  founda- 
tion for  success  by  building  his  plans  well  in  advance  of  their  bei  'g 
put  into  operation. 

THE  INFLUENCE  OF  ARTISTIC  CABINETS 

NOT  only  is  the  talking  machine  credited,  and  justly,  with  proving 
the  biggest  factor  in  the  development  of  musical  knowledge  and 
appreciation  in  the  United  States,  but  it  has  likewise  been  credited 
with  being  instrumental  in  stimulating  a  desire  for  better  home 
furnishings,  for  furniture  that  is  artistic  rather  than  simply  ornate. 
Perhaps  it  is  the  influence  of  the  music  of  the  talking  machine  that 
moves  the  possessor  thereof  to  desire  things  aboiutt  him  that  are 
better  and  more  artistic,  but  it  is  more  logical  to  assume  that  credit 
belongs  where  the  furniture  men  themselves  place  it,  to  the  simple, 
pleasing,  but  thoroughly  artistic,  lines  in  the  better  grade  of  talking 
machine  cabinets.  If  the  talking  machine  has  succeeded  in  placing 
artistic  cabinet  designs  within  the  I'each  of  the  average  home  owner 
and  by  that  means  made  him  prouder  of  his  home  and  desirous  of 
seeing  ft  furnished  properly,  then  it  has  accomplished  a  purpose 
quite  as  important  as  that  of  entertaining  and  perhaps  educating  its 
owner. 


10 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


INDIA  SHELLAC  AND  MICA  TRADE      VICTOR  DOG  INVITES  CUSTOMERS     COMBINES  BUSINESS  AND  PLEASURE 


Government  Shellac  Control  Removed  and 
Large  Decrease  in  Shipments  to  U.  S.  Noted — 
Mica  Exports  to  America  Likewise  Declined 


The  annual  review  of  the  trade  of  India  for 
the  fiscal  year  ending  March  31,  1919,  has  just 
been  issued  and  reported  to  the  Bureau  of  For- 
eign and  Domestic  Commerce  at  Washington  by 
Consul  General  James  A.  Smith,  Calcutta.  The 
year  covered  by  the  review  has  been  a  most 
unusual  one  in  point  of  volume  of  trade,  says 
the  report,  which  dwells  on  the  conditions  in  the 
shellac  and  mica  markets  as  follows: 

"The  scheme  introduced  in  January,  1917, 
under  which  all  shippers  of  shellac  guaranteed  to 
Government  suitable  shellac  in  quantities  repre- 
senting 20  per  cent  of  their  shipments  on  pri- 
vate account  at  a  fixed  f.  o.  b.  price  of  $13.63 
per  maund  (82  2/7  pounds),  was  in  force  during 
the  greater  part  of  the  year  under  review.  Con- 
trol was  removed  altogether  on  December  4, 
1918.  The  total  quantity  exported  decreased 
from  289,700  hundredweight  in  the  previous  year 
to  222,900  hundredweight.  The  value  of  the 
exports  was  $9,084,133.  The  declared  value  per 
hundredweight  in  the  previous  year  was  $40  23, 
as  against  $40.88  in  1918-19.  The  shipments  to 
the  United  States  decreased,  while  there  were 
larger  exports  to  the  United  Kingdom,  Japan, 
France  and  the  Philippines.  Of  the  total  ex- 
ports the  United  States  took  44  per  cent,  the 
United  Kingdom  29  per  cent,  Japan  8  per  cent, 
and  the  Philippines  S  per  cent. 

"There  was  a  decrease  in  the  quantity  of  mica 
exported  together  with  an  increase  in  the  value, 
due  largely  to  the  strength  of  the  demand  for 
superior  grades.  The  shipments  amounted  to 
2,800  tons,  a  decrease  of  IS  per  cent  as  compared 
v.-ith  the  preceding  year,  but  still  14  per  cent 
above  the  pre-war  average.  The  value  of  these 
exports  increased  by  4  per  cent  to  $2,915,034. 
The  entire  quantity  was  exported  to  the  United 
Kingdom.  The  exports  to  destinations  other 
than  the  United  Kingdom  were  prohibited." 


Style  A 


Dulcitone  Walnut,  Rich  Mahogany, 
Red  or  Brown 


Oregon  Dealer  Uses  Victor  Pup  as  a  Business 
Getter  and  Secures  Good  Results — Shop  Has 
Many  Features  Which  Increase  Service 


Miss  Hobson,  of  Stewart  Co.'s  Educational  De- 
partment, Spending  Vacation  on  Pacific  Coast, 
But  Will  Help  Mrs.  Clark's  Program 


Salem,  Ore.,  July  5. — The  H.  L.  Stiff  Furniture 
Co.  of  this  city  has  one  of  the  best  business  get- 
ters that  we  know  of.  A  large  Victor  dog  sits 
outside  the  store  with  a  basket  full  of  catalogs 
ii;  his  mouth,  with  the  sign  "The  Victor  Dog 
Says  Take  One."  Every  day  new  people  come 
into  the  store  with  the  catalogs  asking  to  hear 
records.  The  increase  in  business  has  been 
noticeable. 

The  talking  machine  department  was  opened 
March  1  with  a  full  line  of  Victor,  Columbia, 
Brunswick  and  Pathe  machines  and  records. 
This  department  is  managed  by  Olga  B.  More- 
land  and  has  a  number  of  original  features.  The 
six  record  booths  are  finished  in  white  and  old 
rose.  Instead  of  chairs,  an  upholstered  bench, 
holding  three  people  is  in  each  booth.  Under- 
neath these  seats  the  surplus  records  are  kept. 
The  record  racks  are  back  of  the  booths  and 
also  have  original  features.  Between  the  doors 
from  the  booths  into  the  racks  are  swinging 
shelves  that  can  be  hooked  up  to  hold  the  rec- 
ords before  putting  into  the  racks. 

Another  original  feature  is  the  method  in 
which  the  stock  cards  are  kept.  Any  salesman 
in  the  store  can  find  any  kind  of  record  he 
wishes  to  demonstrate  without  having  to  look 
in  the  catalog  or  memorize  the  number.  This 
is  not  a  color  system,  which  also  has  to  be 
memorized;  but  an  alphabet  system,  which  takes 
in  all  the  Red  Seal  records. 

A  signal  system  is  also  used  on  these  stock 
cards  which  shows  the  surplus  of  that  partic- 
ular record,  also  how  many  were  ordered,  when 
received  and  selling  history.  A  small  black- 
board is  used  to  suggest  records  to  the  salesmen. 


Indianapolis,  Ind.,  July  5. — Miss  Caroline  Hob- 
son,  head  of  the  Educational  Department  of 
the  Stewart  Talking  Machine  Co.,  is  enjoying  a 
two  months'  vacation  in  California  at  the  close 
of  a  most  active  season.  Although  she  planned 
her  vacation  as  a  complete  rest  from  educa- 
tional afifairs,  she  has  accepted  a  place  on  the 
educational  program  to  be  given  in  San  Fran- 
cisco July  19,  under  the  direction  of  Mrs. 
Frances  E.  Clark,  head  of  the  Educational  De- 
partment of  the  Victor  Co.  Miss  Hobson's  part 
of  this  program  deals  with  folk  dancing  and 
constructive  talks  to  dealers. 

When  she  returns  to  Indiana  in  August  her 
educational  work  will  be  given  entirely  to  aid 
ill  the  improvement  of  educational  departments 
in  the  various  Victor  stores  throughout  this  ter- 
ritory. She  will  take  a  leading  part  in  the  move- 
ment to  supply  six  or  eight  finished  teachers 
to  every  county  institute  in  Indiana,  spreading 
the  gospel  of  educational  music  and  the  value 
of  using  the  Victrola  in  rural  schools.  In  a  let- 
ter to  the  county  superintendents  she  has  invited 
their  co-operation  in  planning  a  definite  music 
course  involvirig  the  intelligent  use  of  the  Vic- 
trola. 


INSTALL  SEVERAL  NEW  BOOTHS 


There  is  nothing  else  which  will  fix  a  floating 
life  and  prevent  it  from  being  tossed  hither  and 
thither  like  forming  a  habit  of  prompt  decision. 


The  Plaut-Cadden  Co.,  of  Norwich,  Conn., 
have,  owing  to  the  increasing  demand  for  Victor 
machines  and  records,  been  compelled  to  add  to 
their  floor  space.  Plans  have  just  been  per- 
fected for  the  erection  of  five  modern  demon- 
stration booths,  which  gives  them  an  equipment 
of  eleven  rooms  for  displaying  Victor  talking 
machines  and  records.  This  establishment  is 
putting  a  number  of  ideas  into  force  that  will 
do  much  to  expand  their  business  during  the 
Simimer  and  Fall  months. 

Ill 


Dulcitone 

Tone    Appearance  Superiority 


The  wonderful  tone  of  the  Dulcitone  is  not  an  accident,  but  the  result  of  right 
development  of  known  principles  governing  tone  production.  The  especially 
constructed  tone  chamber,  embodying  proper  dimensions,  shape  and  quality 
of  material,  is  the  medium  by  which  tone  once  properly  started  in  the  repro- 
ducer is  amplified  and  brought,  out  full,  clear  and  rich. 

Dulcitone  appearance  is  one  of  the  prime  factors  in  its  popularity.  Veneered 
in  beautifully  matched  genuine  Walnut  and  Mahogany  veneers,  it  appeals 
instantly  to  the  eye  and  commands  admiration.  DULCITONE  WALNUT  IS 
THE  MOST  BEAUTIFULLY  FIGURED  AND  PERFECTLY  MATCHED 
VENEER  IN  THE  ENTIRE  PHONOGRAPH  INDUSTRY. 

TTie  combination  of  wonderful  tone  and  incomparable  beauty  of  finish  places 
the  Dulcitone  at  the  head  of  the  list  of  all  Phonographs  and  explains  its  un- 
questioned popularity  with  both  dealer  and  customer. 

Write  for  prices  and  further  interesting  information. 

PROMPT  SHIPMENTS. 


Dulcitone  Phonograph  Company 


Chicago  Office,  404  Republic  Bldg. 


limi 


SOUTH  HAVEN,  MICHIGAN  | 


The  Talking  Machine  World,  New  York.  July  15,  1920 


Wictor  magazine 
advertising  creates 
sales  forMctor 
retailers  right 
through  tiie^ear 


Every  Victor  advertisement  is  a 
salesman  for  every  Victor  retailer. 
These  current  magazine  advertise- 
ments are  a  part  of  your  sales  force 
right  now.  They  tell  the  public 
of  the  merits  of  Victor  products 
and  keep  on  impressing  them  with 
the  all-around  supremacy  of  the 
Victor. 


With  the  Victrola  and  Victor  Records 
you  hear  the  greatest  artists 
just  as  they  wish  to  be  heard 


Your  iii!(.rpn_l:!!i(in  nf  a  pn.^'.  '.-i  Jiiosic 
maj  iiL-  in  iHcIf  ,i  lii^iiiiy  .-.riivnt.-  ;!cliri,M.iiK,*iil. 
hut  iidt  if  M!pcriinpiist-tl  on  ihc  itUcrpruIalinti 
uf  a  niaMcr.  ft  lliLi)  \vi)ukl  he  iitilhcr  onc 
tliiin*  nor  f  lic  oilier. 

The  \  iclriil;i  i\  uqiiippcii  \\itli  tlnars  so 
Ui-jl  tilt  Milnnii.  iti  i-iiif  iivj>  he  re<*ul:itcti 
tf»  suit  \  .ir\  cuiuliliniis,  J  ln,\  are  imi 
ill  I  elided  ['*  he  u'sed  in  inipnsin:;  inn:Ueiir 
"interpret:ili(iiis"  npun  ihusc  of  llii.  oritS's 
i;ri.,ilest  istii'-i-.,  f'-r  ill, it  wouiJ  hf.  to  lusc  tht. 

ers  i  liiii^  >  <  Ml  s(  ;  —  U)e  (in est  kti(i\%  n  iiilef- 
p^el.di.ln^  mit^u-, 

A  VuA.u  HL.-.ud  ..i  (  ..M  N^.i  isl  ^iriivoliitu- 
sLlf— pr(.\  ided  id\v  .i\  s  Ui'jt  Millie  less  qir.dilie^! 
p'erM>ii  >.Iui(!  nii(  tjinper  i\itli  wh.il  ihv  ;iit*si 
hiiiKelf  fr.i^i  ddile. 

\'ic!rol:is  53  t..  SIS**".  \  Iclor  Je  tLf, 
i  \  er^  r>  Ik  fc  Nl  \\  \  ich"'  iiee'>i"ds  (ui  s;de  .lI 
;dl  dt.;ilers  ..Jl  lliu  isl  nl  each  nH.ntli. 


VICTROLA 


Victor  Talking  Machine  Co. 





Ttie   greatest  n 

In  tine  enl 

The  mighty  structures  of  steel  and  concrete  which  constitute  the  immense  Victor 
factories  at  Camden,  N.  J.,  are  a  living,  ever-growing  monument  to  the  pioneers  who 
blazed  the  way  in  the  talking-machine  industry,  who  developed  the  talking-machine  from 
a  mere  toy  into  the  greatest  musical  instrument  the  world  has  ever  known. 

Their  lifework  is  talking-machines,  and  all  the  experience  and  knowledge  gained  in 
nearly  a  quarter-century  devoted  entirely  to  the  talking-machine  art  is  summed  up  in 
Victor  products. 

The  Victor  Company  not  only  completely  revolutionized  talking-machine  construc- 
tion by  the  invention  of  the  cabinet-style  instrument — the  Victrola — but  every  worth- 
while accomplishment  in  the  higher  development  of  the  talking-machine  art  is  the  result 
of  Victor  skill  and  progressiveness,  and  its  artistic  achievements  have  been  one  un- 
broken series  of  successes. 

While  thus  leading  the  way  in  the  talking-machine  field,  the  Victor  factories  have 
grown  from  a  small  one-room  workshop  into  the  greatest  musical  industry  in  all  the 

VICTOR  TALKING  MAit 


I 

Shipping  Department 

1 1 

Record  Material  Factory 

2 

Motor  Factory 

12 

Printing  Department 

3 

Motor  Factory 

'3 

Garage 

4 

Record  Factory 

14 

Raw  Material  Stores 

5 

Recording  and  Research  Laboratory 

'5 

Raw  Material  Stores 

6 

Cabinet  Factory 

i6 

Lumber  Yards 

7 

Dry  Kilns 

17 

Victor  Lunch  Club 

8 

Cabinet  Factory 

18 

General  Offices 

9 

Raw  Material  Stores 

19 

Power  House 

lo 

Raw  Material  Stores 

20 

Coal  Yards  and  Docks 

^ctor  center  spreads  are 
the  big  broadsides  of  the 
Mctor  magazine  campaign 


The  Victor  center  spreads  in  the  Satur 
the  largest  single  advertising  units  in  the', 
month  in  the  year.  They  are  an  importan 
covers  the  entire  country  and  gives  added  |; 


part 
H 

m 


itiife  world 


Clot 


world.  They  siand  absolutely  unique  in  the  talking-machine  industry.  The  Victor  plant 
b  tli:;  largest,  the  most  modern,  the  best  equipped  plant  in  which  complete  talking-machines 
are  built.  Its  immense  buildings  were  specially  planned  and  erected  solely  for  the  pro- 
duction of  talking-machines,  and  represent  an  investment  of  many  millions  of  dollars. 

To  the  music-loving  public  these  facts  mean  more  than  a  mere  statement  of  size. 
They  mean  musical  quality.  They  mean  that  the  Victrola  stands  alone  as  the  su- 
premely satisfying  musical  instrument.  They  mean  that  the  Victrola  is  made  by  the  most 
completely  trained  specialists  in  the  most  completely  equipped  talking-machine  plant 
in  the  world. 

It  is  due  to  this  experienced,  highly  efficient  organization,  and  to  the  perfection 
of  its  products,  that  the  Victrola  has  achieved  its  world-wide  supremacy,  that  it  is 
universally  recognized  as  the  one  standard  talking-machine. 

There  are  Victor  dealers  everywhere  and  they  will  gladly  play  any  music  you  wish 
to  hear.   Victrolas  in  great  variety  of  styles  from  ^25  to  ^1500. 


4(DHINE  COMPANV  ""^W.^^"^ 


ordiy  Evening  Post  and  Literary  Digest  are  among 
le  nagazine  field,  and  the  Victor  uses  them  every 
]ni:^art  of  the  Victor  advertising  campaign  which 
ppstige  to  Victor  retailers  everywhere. 

Victor  center  spreads 
command  attention  and 
benefit  every  Victor  retailer 

i 

\5ctor  newspaper 
advertising  helps 
the  business  of 
Victor  retailers 
everywhere 


How  many  of  these  artists 
have  you  ever  heard? 


AIDA 

BESANZONl 
BOPJ 
BRASLAU 
CALVE 
CARUSO 
CLEMENT 
CORTOT 
GULP 

DEGOGORZA 
DELUCA 
DESUNN 
EAMES 
ELMAN 


FARRAR 
GALLI-CURa 
GARRISON 
GILLY 
GLUCK 
HARROLD 
HEIFETZ 
HOMER 
JOHNSON 
JOURNET 
KINDLER 
KREISLER 
KUBELIK 
MARTINELU 


McCORMACK 
MELBA 
MURPHY 
PADEREWSKI 
RUFFO 
SAMMARCO 
SCHLIMANNHEINK 

scorn 

SEMBRICH 
ItlRAZZINl 
WERRENRATH 
WITHERSPOON 
ZANELU 
ZIMBALIST 


And  every  one  of  them  is  a  Victor  artist. 
Their  fame  is  as  wide  as  the  world.  Their  names 
are  known  wherever  music  is  known,  and  with 
a  Victrola  their  art  becomes  as  familiar  as  their 
names. 

Any  Victor  dealer  will  gladly  play  any  music 
you  wish  to  hear.  Victrolas  $25  to  $1500.  New- 
Victor  records  demonstrated  at  all  dealers  on  the 
1  St  of  each  month. 


VICTROLA 


Victor  Talking  Machine  Company 

Camden  New  Jersey 


Supplementing  the  extensive 
Victor  magazine  advertising,  the 
Victor  newspaper  campaign  brings 
business  still  nearer  to  the  stores  of 
Victor  retailers.  Victor  advertising 
of  every  kind  all  works  together 
for  the  benefit  of  every  Victor 
retailer. 


July  15.  1920 


THE   TALKING    MACHINE  WORLD 


ffliniiimniiiiiii! 


Rare 
Have 


Records,  Like 
an  Increasing 


Rare  Coins  or  Books, 
Army  of  Purchasers 


It  is  nothing  unusual  for  The  World  to  re- 
ceive inquiries  from  talking  machine  enthusiasts 
regarding  records  of  special  selections  or  rec- 
ords by  certain  artists  such  as  are  not  generally 
obtainable.  It  quite  often  happens  that  these 
records  had  been  little  known  or  in  little  demand 
while  on  the  market  and  were  included  in  the 
cut-out  list  of  the  manufacturers  some  years 
ago.  It  is  likewise  no  unusual  thing  for  the 
inquirer  to  offer  a  substantial  bonus  for  some 
much-desired  selection,  even  though  it  may  have 
been  already  used. 

This  is  a  phase  of  the  record  question  that 
is  worthy  of  some  thought.  It  is  not  likely  that 
rare  records  will  ever  reach  the  point  of  value  of 
rare  stamps  and  coins,  for  the  simple  fact  that 
there  is  always  the  chance  ,  that  should  the  de- 
mand warrant  it  records  might  be  put  back  into 
the  catalog,  inasmuch  as  the  masters  have  been, 
and  are,  preserved  by  the  manufacturers.  This 
fact,  however,  does  not  prevent  the  layman 
from  offering  a  substantial  price  for  a  rare  rec- 
ord when  he  wants  it.  The  chance  of  it  again 
being  put  on  the  market  several  years  hence 
does  not  appeal  to  him. 

This  demand  for  old  records  is  not  in  any 
sense  confined  to  popular  numbers  of  brief  popu- 
larity. In  fact,  popular  numbers  are  seldom 
sought.  There  have  been  inquiries  for  records, 
however,  of  the  lesser-known  selections  made  by 
such  artists  as  Caruso,  principally  by  admirers 
of  one  artist  or  another,  who  when  the  records 
were  on  the  market  happened  by  chance  to  over- 
look them  and  found  out  too  late  that  the 
number  had  been  cut  out. 

One  enthusiast  in  Chicago  refused  to  set  a 
limit  on  the  amount  he  is  willing  to  pay  for  a 


lllllllllllllllllllllllllllllllllllllllllllll 
record  by  a  well-known  artist  now  deceased. 
This  enthusiast  had  a  sample  of  every  record 
known  to  have  been  made  by  that  artist  and  ac- 
cidentally broke  one  of  his  favorites  in  the  set. 
So  far  as  is  known,  he  has  not  as  yet  been  able 
to  get  a  duplicate  record,  but  this  failure  has 
not  been  due  to  lack  of  effort. 

The  talking  machine  dealer  and  salesman,  of 
course,  cannot  always  guard  against  the  unfilled 


I  Demand  for  Special 

I  Selections  by  Artists 

m  and  Enthusiasts  a 

I  A^e  w  Phase  of  Ta  I  king 

m  Machine  Industry 


llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 
time  to  be  included  in  the  cut-out  list  and  that 
it  would  be  advisable  to  purchase  them  as  a 
matter  of  self-protection  before  it  is  too  late. 

One  dealer,  as  a  matter  of  fact,  persuaded  the 
customer  to  buy  several  duplicate  records  listed 
as  cut-outs,  because  the  customer  was  partial  to 
those  several  selections  and  did  not  want  to 
run  the  risk  of  being  unable  to  replace  the  rec- 
ords should  they  become  broken  or  worn  out. 
Of  course,  this  is  an  extreme  case,  but  it  does 
not  seem  beyond  the  realms  of  possibility  that 
some  live  dealer  in  a  big  center  who  is  possessed 
of  the  gambling  instinct  will  make  it  a  point 
to  hold  out  samples  of  recor.ds  included  in  cut- 
out lists,  with  a  view  of  being  able  to  supply 
such  records  perhaps  at  a  premium  when  they 
are  no  longer  available  in  the  general  stocks. 
It  will  mean  a  fair  investment  of  money,  but  if 
the  venture  is  advertised  to  the  trade  itself  and 
perhaps  to  the  public  such  a  dealer  should  soon 
become  recognized  as  a  factor  in  that  particular 
field  just  as  certain  dealers  are  relied  upon  to 
provide,  or  secure,  rare  books.  It  is,  of  course, 
looking  somewhat  into  the  future,  but  the  idea 
seems  to  be  worth  while. 


Ilji; 


demand  of  some  enthusiast,  but  the  retailer  can 
take  the  precaution  of  keeping  such  enthusiasts 
as  are  numbered  among  his  customers  informed 
regarding  the  numbers  included  in  the  latest  cut- 
out lists,  so  that  the  desired  purchase  may  be 
made  before  it  is  too  late.  It  would  seem  a 
matter  of  wisdom  where  a  customer  shows  a 
strong  inclination  towards  the  records  made  by 
one  or  another  artist  to  bring  to  his  attention 
the  lesser-known  records  made  by  that  artist, 
v.'ith  the  suggestion  that  they  are  liable  at  any 


INCORPORATED  IN  BROOKLYN 


The  Arell  Phonograph  Co.  has  been  incor- 
porated in  Brooklyn,  N.  Y.,  to  do  a  business  in 
talking  machines  and  phonographs,  with  a  cap- 
ital of  $10,000.  The  incorporators  are  J.  D.  and 
D.  Freeman  and  J.  R.  King. 


No  matter  how  small  your  window,  no  matter 
how  small  your  stock,  you  cannot  afford  to  put 
in  an  indifferent  display. 


GUARANTEED 


Model  No.  2150  D.D 
2  Unit*  IllDttrated. 


Locking  RollTop  Pre- 
rentt  Dast  and  Theft, 
also  supplied  with 
Spanish  Leather  Cur- 
tain. 

350  10"  or  lOK" 
Records  on  each  shelf. 
Filed  in  Sales  System 
Covers  and  with  In- 
dex Guides. 

350  10"  or  10>^" 
Records  on  this  shelf, 
also  3  shelves  above. 


Soft  Flat  Supporting 
Springs  Prevent 
Warping  (Patented). 
Holds  350  10"  or  12" 
records. 

10  and  12"  Records 
Filed  en  same  shelf. 
Held  Flush  at  the 
front  by  Patented  Ad- 
juster. 

Sectional  Modelsl 
t  Stock   and  Help 


File  Your  Records  so  you  can  find 
them  and  it's  easy  to  sell  them 

This  System  pays  for  itself  by  increasing  Sales  through 
better  service  and  Automatic  ordering  of  "Sold  Out"  Records. 

Secure  These  From  Your  Jobber: 


COLUMBIA  DISTRIBUTORS 
Columbia  Co.,  All  Branches. 
Tampa   Hardware  Co. 

EDISON  DISTRIBUTORS 
Harger  &  Blish. 
C.  B.  Haynes  Co.,  Inc. 
Laurence  H.  Lucker. 
Montana  Phonograph  Co. 
Phonographs,  Inc. 
The  Phono  Co.  of  Chicago. 
The  Phono.  Co.  of  Cincinnati. 
The  Phono  Co.  of  Detroit. 
The  Phono.  Co.  of  Kansas  City. 
The  Phono  Co.  of  Milwaukee. 


2150  Thin  Records  in  Each  Unit.  SL{ 
4300  Records  in  These  2  Units  Illustrated. 
2150  Edisons  in  These  2  Units. 

Ogden  Sectional  Cabinet  Coa,  Inc. 

LYNCHBURG,  VA. 


The  Ogden  Sales  System  Is  Equivalent 
to  an  Extra  Clerk  and  Increases  Sales. 


VICTOR  DISTRIBUTORS 
W.  D.  &  C.  N.  Andrews 
Badger  Talking  Machine  Co. 
Blackman  Talking  Machine  Co. 
C.  Bruno  &  Son,  Inc. 
Louis  Buehn  Co.,  Inc. 
The  Cleveland  Talking  Machine  Co. 
The  John  Elliott  Clark  Co. 
Cohen  &  Hughes. 
W.  J.  Dyer  &  Bro. 
Elmira  Arms  Co. 
Eclipse  Musical  Co. 
Elyea  Talking  Machine  Co. 
J.  W.  Jenkins'  Sons  Music  Co. 
Mickel  Bros.  Co.,  Des  Moines. 
Mickel  Bros.  Co.,  Omaha. 
Putnam-Page  Co. 
Stewart  Talking  Machine  Co. 
The  Toledo  Talking  Machine  Co. 
Talking  Machine  Co.,  Birmingham. 
The  Perry  B.  Whitsit  Co. 

OTHER  DISTRIBUTORS 
Buffalo  Wholesale  Hardware  Co. 
Interstate  Phonograph  Co. 
C.  M.  McClurg  &  Co. 
Cabinet  &  Accessories  Co. 
Sonera  Dist.  Co.  of  Texas. 
Yahr  &  Lange  Co. 
Crafts-Starr  Phono.  Co. 
W.  H.  Caldwell. 
M.  Sellers  &  Co. 
L.  E.  Lines  Music  Co. 
Ellis  Jones  Drug  Co. 
H.  A.  Copeland  Sales  Co. 
Collier  Bros. 

SALESMEN 
W.  O.  Harris. 
W.    J.  Kelchum 


12 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


Columbia 

Practical  Selling 

Service  That  Rings  Your  Cash  Register 


Columbia  dealers  are  rapidly  realizing 
that  after  we've  delivered  the  goods  in 
Columbia  Grafonolas  and  Records,  we 
keep  right  on  delivering  the  goods  with 
the  most  efficient  Dealer  Service  that 
great  sales  experts  can  devise. 

Columbia  dealers  have  seen  their  busi- 
ness grow  at  an  astonishing  rate.  They 
know  that  the  possibilities  of  increase 
for  loyal  Columbia  dealers  are  practi- 
cally limitless.  Their  experience  of  past 
Columbia  service  has  filled  them  with 
faith  in  Columbia's  future. 

First  of  all,  our  nation-wide  advertis- 
ing campaign  keeps  our  product  before 
the  public  and  creates  continuous  de- 
mand. Secondly,  our  "built-to-dealer's- 
order"  sales  service  is  exclusive  for 
Columbia  dealers. 

Sales  are  the  first  consideration  of  this 
scientific  exclusive  sales  service.  Experi- 
ence is  at  the  root  of  every  plan  it 
recommends.    Every  Columbia  sales 


plan  is  prepared  by  a  corps  of  practical 
selling  experts  with  actual  retail  experi- 
ence of  all  kinds. 

These  plans  are  proved  in  actual  prac- 
tice before  we  ofler  them  to  our  dealers. 
The  best  brains  in  the  phonograph  busi- 
ness study  every  selling  problem  for 
months  in  order  to  make  this  selling 
service  scientifically,  mechanically,  and 
artistically  right. 

All  the  risk  of  manufacture  of  every 
Columbia  sales  device  is  ours;  the 
reduced  cost  due  to  quantity  manufac- 
ture is  yours,  however  small  your  re- 
quirements. Columbia  Dealer  Service 
will  help  every  department  in  your 
store. 

Place  your  summer  sales  requirements 
for  Columbia  Dealer  Service  Helps  with 
your  regular  Columbia  distributor  im- 
mediately. He'll  supply  you  with  the 
kind  of  service  that  will  wear  out  your 
cash  register  bell. 


COLUMBIA  GRAPHOPHONE  COMPANY,  New  York 


Jul  If  15,  1920 


THE   TALKING   MACHINE  WORLD 


13 


ealer 


ervice 


Sells  the  Goods 


The  Big  Exclusive 
Columbia  Feature 


Columbia  dealers  have  something  to 
offer  no  other  phonograph  dealers  can 
get.  The  only  Non  Set  Automatic  Stop 
is  now  a  part  of  the  new  Columbia 
Grafonola.  Built  right  into  the  motor. 
Invisible.  Automatic.  Operates  on  any 
record,  long  or  short.  Nothing  to  move 
or  set  or  measure.  Just  start  the 
Grafonola,  and  it  plays  and  stops  itself. 

No  other  phonograph  has  it.  No 
other  phonograph  can  get  it.  Basic 
patents  protect  the  Columbia  Non  Set 
Automatic  Stop.  It  is  the  last  touch  of 
comfort  and  convenience  added  to  the 
greatest  of  all  musical  instruments,  the 
Columbia  Grafonola. 

COLUMBIA  GRAPHOPHONE  COMPANY 

NEW  YORK 
Canadian  Factory :  Toronto 


14 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


CONVERTO 


PATENTED    DEC. II. 1917 


Talking  Machine  CABINET 


One  of  the  advantages  of  the  Coaverto 
is  that  the  Portable  Victor  that  fits  into 
it  remains  portable.  People  who  want  a 
machine  which  they  can  easily  move  to 
other  parts  of  the  house,  out  on  the  porch, 
into  the  garden  or  summer  house,  and 
about  vacation  camps  and  bungalows,  may 
still  have  a  neat  cabinet  and  record  file 
for  it  in  its  more  usual  place. 

The  C.  J.  Lundstrom  Mfg.  Co. 

LITTLE  FALLS,  N.  Y. 

Lundstrom  "Converto"  Cabinets  are  broadly 
covered  bx  patents.  Infringements  xvill  be  promptly 

prosecuted. 


mm 


Converto 

Wholesale  Distributors 


Atlanta,  G»  Elyea    Talking    Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,   Md  Cohen  &  Hughes,  Inc. 

E.  F.  Droop  ct  Sons  Co. 

Birminsham,  Ala.Talliing  Machine  Co. 

Boston,  Mass  Eastern  Talking  Machine  Co. 

Buffalo,  N.  T  W.  D.  &  C.  N.  Andrews 

BarlingtoD,  Vt  American  Phonograph  Co. 

Chicago,  111  Lyon  &  Healy 

Cincinnati,  Ohio. .  Rudolph    Wurlitzer  Co. 
Cleveland,  Ohio. .  .Cleveland  Talking  M;ich.  Co. 
Columbns,   Ohio.. The  Perry  B.  Whitsit  Co. 
Dallas,    Texas  Sanger  Bros. 

Denver,   Colo  The    Knight-Carapbell  Music 

Co. 


Des  Moines,  la. 
Elmira,  N.  Y... 
El  Paso,  Texas. 
Houston,  Texas. 
Jacksonville,  Fla. 
Kansas  City,  Mo. 

Memphis,  Tenn. . 
Milwaukee,  Wis. 

Mobile,  Ala  

Newark,  N.  J. . . . 
New  Orleans,  L.a 
New  York  City.. 


.Mickel  Bros.  Co. 

.Elmira  Arms  Co. 

.W.  G.  Walz  Co. 

.The  Talk.  Mach.  Co.  of  Texas 

.Florida  Talking  Machine  Co. 

.J.  W.  Jenkins'  Sons  Music  Co. 
SL-hmelzer  Arms  Co. 

.0.  K.  Houck  Piano  Co. 

.Badger  Talking  Machine  Co. 

.\\m.  H.  Reynalds 

.Collings  &  Company 

Philip  Werlein.  Ltd. 


.Emanuel  Blout 
Cabinet  &  Accessories  Co.,  Inc. 
Knickerbocker    Talking  Ma- 
chine Co. 


Omaha,  Nebr  Mickel  Bros.  Co. 


Peoria,   111  Putnam-Page  Co. 

Philadelphia,  Pa..C.  J.  Heppe  &  Son 

The  Geo.  D.  Ornstein  Co. 

Penn  Phonograph  Co. 

H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh,    Pa...W.  F.  Frederick  Piano  Co. 

Standard  Talking  Machiue  Co. 

t 

Portland,   Me  Cressey  &  Allen,  Inc. 

Richmond,   Va  The  Corley  Co.,  Inc. 

St.  Paul,  Minn...W.  J.  Dyer  &  Bro. 
San  Francisco,  Cal.Walter  S.  Gray  Co. 
Sioux  Falls,  S.  D. Talking  Machine  Exchange 
Syracuse,  N.  Y...W.  D.  Andrews  Co. 
Toledo,  Ohio  Toledo  Talking  Machine  Co. 

Washington,  D.  C.Cohen  &  Hughes.  Inc. 

E.  F.  Droop  &  Sons  Co. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


15 


Art  Studio  a  New  Field  of  Exploitation 
for  the  Talking  Machine 


By  Frank  B.  Parsons  | 


liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii!iiiiiiiii;iiiiiiiiiiiiiiiiii 

The  talking  machine  has  entered  'intc  so 
many  phases  of  modern  life  that  it  is  seldom 
that  an  unexploited  field  presents  itself.  Once 
in  a  while,  however,  there  is  presented  a  new 
opportunity  for  the  dealer  to  enlarge  the  scope 
of  his  activities.  In  the  field  of  photography 
there  have  been  many  improvements  and  new- 
means  are  constantly  sought  by  which  the 
efficiency  of  the  professional  studio  work  may 
be  increased. 

One  means  which  has  been  generally  over- 
looked up  to  the  present  time  is  the  talking 
machine  and  by  its  use  a  certain  photographer 
has  built  up  a  big  portrait  business  in  a  short 
time.  Music  has  come  into  its  own  these  days 
as  a  soother  of  tired  nerves.  Under  its  influ- 
ence the  mind  seems  to  forget  its  troubles  and 
the  world  looks  brighter.  This  successful 
photographer  realized  this  after  reading  an 
article  in  one  of  the  trade  papers  and  at  once 
put  the  plan  into  effect. 

In  his  studio  he  installed  a  talking  machine 
behind  a  screen  and  arranged  the  instrument 
so  that  the  music  was  subdued  and  soft  and 
seemed  to  come  from  a  distance.  He  believed 
that  an  atmosphere  of  music  which  would  be 
ever  present  and  impress  itself  upon  the  mind 
of  the  sitter  would  accomplish  the  desired 
result. 

The  machine  was  -placed  behind  one  of  the 
many  screens  which  are  to  be  found  in  every 
photographer's  studio.  Near  the  instrument  he 
had  a  special  record  rack  containing  a  number 
of  selections  ranging  from  the  classical  to  the 
popular  and  jazz.  Both  instrumental  and  vocal 
music  were  included  in  the  selection,  for  he 
realized  that  in  dealing  with  the  individual  he 
must  meet  many  different  conditions  and  tastes. 
When  his  subjects  came  into  the  studio  he  at 
once  tried  to  put  them  at  their  ease  by  his 
conversation,  and  if  he  decided  that  music 
would  be  acceptable  he  would  have  his  assistant 
place  a  record  on  the  machine.  In  case  his 
customers  were  fond  of  music  he  would  turn 
the  discussion  to  musical  matters  while  the 
music  played,  or,  as  often  happened  in  the  case 
of  older  people  when  they  heard  the  old  familiar 
strains  of  the  songs  of  long  ago,^  he  vyould 
remain  quiet  until  the'  last  notes  had  _ been 
played.  He  found  after  several  months  of  ex- 
periment that  by  the  time  he  had  played  one  or 


two  selections  the  feeling  of  unnaturalness 
began  to  pass  away  and  all  felt  more  at  home. 
Then  the  sittings  were  begun  and  the  results 
obtained  more  than  repaid  the  extra  time  taken 
in  preparation.  With  the  strained  feeling 
eliminated  the  pictures  were  true  likenesses  and 
often  somewhat  flattering,  which  is  what  most 
of  us  desire  in  a  portrait.  Consequently  his 
pictures  became  very  popular,  his  business  grew 
rapidly  and  he  soon  was  on  the  road  to  a 
substantial  income. 

This  particular  photographer  would  have 
made  a  wonderful  salesman  in  the  record  de- 
partment of  any  talking  machine  store,  for  i'l  the 
course  of  his  work  in  his  studio  he  came  to  un- 


How  the  Photograph 
Studio  Can  Be  Made 
Valuable  to  Dealers 
by  Proper  Co-opera- 
tion Is  Worth  Noting 


derstand  the  power  of  music  and  the  musical 
tastes  of  the  day.  He  found  that  older  people 
I'.ked  the  songs  of  long  ago  best  of  all.  He 
delighted  the  young  people  with  the  latest  dr.nce 
numbers  and  the  song  hits  from  the  reigning 
musical  shows.  With  little  children  especially 
he  found  the  talking  machine  invaluable.  Chil- 
dren are  the  hardest  subjects  for  the  photoy-- 
rapher  because  they  seldom  can  be  induced  to 
sit  still  and  if  they  do  sit  quiet  for  very  long 
at  a  time  they  either  have  a  scared  look  or  else 
look  so  solemn  that  when  the  proofs  are  shovvp 
to  the  parents  the  latter  either  fail  to  recognize 
their  progeny  or  else  rush  to  disclaim  ownership. 
However,  our  friend  the  photographer-musician 
found  that  band  selections  appealed  to  children 
and  made  them  laugh.  The  talking  book  and 
talking  doll  records  for  the  little  tots  never 
failed  to  amuse  and  once  in  a  good  humor  the 


work  of  taking  the  picture  was  thus  made  easy. 

His  unusual  success  .  with  photographs  of 
children  brought  in  a  steadily  increasing  pat- 
ronage and  he  was  obliged  to  enlarge  his  shop. 

He  employed  and  trained  assistants  carefully, 
teaching  them  his  own  method.  He  secured 
larger  quarters,  dividing  the  room  into  several 
sections  so  that  a  subject  could  be  photographed 
in  each  section  at  the  same  time  without  any 
interference  due  to  conflicting  musical  selections. 

By  arrangement  with  his  local  dealer  he  al- 
ways received  the  new  records  on  the  first  of 
the  month  or  on  whatever  date  they  were  re- 
leased. Consequently  his  studio  came  to  be 
known  as  the  place  where  the  latest  thing  in 
music  was  always  to  be  heard.  His  establish- 
ment was  really  one  of  the  best  advertisements 
for  the  local  dealer  that  the  latter  could  possibly 
have.  Realizing  this,  the  dealer  saw  to  it  that 
the  photographer  was  supplied  with  everything 
that  could  be  had  in  the  line  of  improvements. 
A  satisfactory  arrangernent  was  made  which  was 
mutually  advantageous. 

Photographers  can  well  profit  from  the  ex- 
ample of  this  man  who  cashed  in  on  one  of 
the  greatest  business-building  ideas  ever  tried 
out.  The  plan  requires  very  little  initial  invest- 
ment and  could  be  put  into  operation  with  the 
aid  of  the  local  talking  machine  dealer.  The 
possibilities  are  so  attractive  that  it  is  strange 
more  photographers  have  not  put  it  into  prac- 
tice. The  dealer  himself  would  do  well  to  sug- 
gest the  plan  to  his  local  photographers  for  his 
record  sales  certainly  would  increase  from  the 
free  advertising  received  in  the  studios.  An- 
other advantage  would  be  that  the  plan  would 
materially  cut  the  number  of  demonstrations 
required  at  the  talking  machine  store,  for  once 
the  record  was  heard  in  the  studio  it  would  be 
unnecessary  to  have  it  played  over  again.  All  in 
all,  the  use  of  the  talking  machine  in  the  photog- 
rapher's studio  should  be  pushed  by  both  parties 
to  the  advantage  of  each. 

The  "price"  of  what  you  sell  is  what  you  ought 
to  get.  Price  is  what  you're  entitled  to;  price 
is  always  right.  If  you  fail  to  get  that  much 
then  it's  you  that's  wrong — not  price. 

When  looking  for  that  flowery  bed  of  ease 
remember  that  every  rose  has  its  thorns. 


HERE  IT  IS 

FLETCHER  UNIVERSAL 
TONE  ARM  and  REPRODUCER 

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SAMPLES  $8.00  Specify  8^"  or  9H"  arm 

FLETCHER-WICKES  CO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE  GEORGE  McLAGAN  FURNITURE  CO..   STRATFORD,    ONTARIO,   EXCLUSIVE  CANADIAN  AGENTS 


16 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


THE  FUTURE  DEVELOPMENT  OF  THE  TALKING  MACHINE 

Eldridge  R.  Johnson,  President  of  the  Victor  Co.,  Tells  of  the  Greater  Field  of  Usefulness  Yet  to 
Be  Developed  for  the  Talking  Machine — The  Progress  of  the  Victor  Co. 


Almost  an  entire  page  in  the  Philadelphia 
Public  Ledger  was  devoted  recently  to  setting 
forth  the  character  and  service  of  Eldridge  R. 
Johnson,  president  of  the  Victor  Talking  Ma- 
chine Co.,  as  presented  in  a  sketch  and  inter- 
view by  William  A.  McGarry.  The  writer  told 
in  a  brief  way  of  the  development  of  the  tre- 
mendous talking  machine  business  bearing  the 
Victor  gonfalon  from  its  starting  point  in  an 
obscure  machine  shop  in  Camden  a  quarter  of 
a  century  ago,  and/ of  what  Mr.  Johnson  has 
accomplished  not  only  in  the  talking  machine 
field,  but  in  other  fields  where  his  work  has  not 
received  so  much  prominence. 

Of  direct  interest  to  the  talking  machine  in- 
dustry as  a  whole,  however,  afe  the  comments 
offered  by  Mr.  Johnson  on  the  future  develop- 
ment of  the  talking  machine  as  he  sees  it,  for 
he  takes  occasion  to  say: 

"It  will  take  twentj--five  j'ears  more  to  per- 
fect the  talking  machine,"  says  Mr.  Johnson. 
"What  the  future  holds  can  only  be  imagined 
by  those  who  are  learned  in  this  new  art.  It 
v/ill  play  as  important  a  part  in  future  educa- 
tional matters  as  the  printing  press  in  the  past. 

"Have  you  noticed  the  difference  in  reading 
one  of  Shakespeare's  plays  yourself  and  having 
it  read  bj-  a  world-renowned  elocutionist?  Per- 
haps because  I  am  a  slow  reader  myself  I  have 
always  taken  note  of  this.  And  it  has  occurred 
to  me,  as  undoubtedly  it  has  occurred  to  others, 
that  the  presentation  of  literarj:  masterpieces  on 
the  talking  machine,  reproducing  every  tone  and 
inflection  of  the  artist,  offers  one  of  the  widest 
fields  for  the  development  of  the  art.  The  value 
of  such  reproduction  can  hardlj'  be  overstated. 
We  are  working  on  the  problem,  and  we  think 
we  have  found  the  solution. 

"The  daj'  is  coming  when  you  will  be  able  to 
sit  in  an  easj^chair  at  home  and  hear  the  great- 
est prose  and  poetry  masterpieces  of  all  time, 
just  as  you  listen  to-daj'  to  operatic  selections. 
Improvements  come  hard  nowadays.  The  field 
is  no  longer  a  virgin  one.  Great  chunks  of  free 
gold  are  no  longer  lying  around  to  be  picked 
up  by  lucky  'hunters.  Comparatively  speaking, 
prospecting  must  be  done  with  a  diamond  drill, 
and  upon  the  location  of  a  good  vein  great 
shafts  must  be  sunk  and  an  expensive  plant  built 
before  pay  dirt  can  be  taken  out.  It  is  now  also 
necessary  to  dig  according  to  the  latest  scientific 
methods  and  keep  on  digging  with  the  best 
equipment  that  money  can  h\iy.  What  the  pub- 
lic is  eager  to  purchase  to-day  cannot  be  given 
away  to-morrow." 

In  telling  of  the  earlj'  days  of  the  talking  ma- 
chine, Mr.  Johnson  explained  that  a  quarter  of 
a  century  ago  inventors  were  numerous  and 
made  their  haunts  in  small  machine  shops.  They 
were  generally  impractical  and  visionary  and 


possessed  of  unbounded  enthusiasm.  He  says 
of  his  experiences  in  the  machine  shop: 

''It  was  interesting  work,  and  there  was  profit 
in  it  if  you  could  collect  your  bill;  but  in  many 
cases  the  machine  shop  proprietor  took  a  por- 
tion of  his  profit,  at  least,  in  experience.  During 
the  model-making  days  of  the  business  one  of 
the  very  early  types  of  talking  machines  was 
brought  to  the  shop  for  alterations.  The  little 
instrument  was  badly  designed.  It  sounded 
much  like  a  partially  educated  parrot  with  a 
sore  throat  and  a  cold  in  the  head,  but  the  little 
wheezy  instrument  caught  my  attention  and  held 
it  fast  and  hard. 

"I  became  interested  in  it  as  I  had  never  been 
interested  in  anything  before.    It  was  exactly 


E.  R.  Johnson 

what  I  was  looking  for.  It  was  a  great  oppor- 
tunity, and  it  came  to  me  as  it  can  never  come 
to  any  other  man  in  the  talking  machine  busi- 
ness again.  The  talking  machine  was  a  new 
art  with  a  boundless  future  waiting  only  to  be 
developed.  Contact  with  so  manj'  inventors  had 
inoculated  me  with  their  disease,  and  the  talk- 
ing machine  fever  broke  out  all  over  me. 

"Mr.  Berliner  had  given  the  world  the  great- 
est basic  improvement  in  talking  machines  since 
the  day  of  Mr.  Edison's  original  discovery,  and 
I  happened  to  be  the  man  who  happened  to  be 
there  at  the  right  time  to  give  this  great  dis- 
covery the  needed  improvements  and  refine- 
ments, and  to  manufacture  it  in  such  forms  and 
designs  as  to  become  most  popular  with  the 
buying  public.  My  years  of  hard  experience  in 
model  working  and  repair  work  had  well  quali- 
fied me  to  cope  with  intricate  designs  and 
processes. 


MICA 
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We  supply  the  largest  Phonograph  Manu- 
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Ask  for  our  quotations  and  samples  before 
placing  your  order. 

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47  West  St.  New  York 


"I  immediately  undertook  a  course  of  experi- 
menting with  talking  machines  and  made  dis- 
covery after  discovery  until  a  talking  machine 
of  the  disc  gramophone  type,  capable  not  only 
of  reproducing  sound  in  its  own  mechanical 
fashion  and  in  a  tone  of  its  own  but  of  reproduc- 
ing the  tone  true  to  the  original  sound,  stood 
in  my  laboratory. 

"The  Victor  Company  was  a  very  small  af- 
fair when  it  was  first  formed  in  1901,"  he  says, 
"but  it  has  grown  and  will  continue  to  grow 
as  long  as  its  products  continue  to  grow  better 
and  better.  The  Victor  Company,  with  its  or- 
ganization of  competent  experts,  is  able  to  ac- 
complish more  in  a  day  now  than  I  was  able  to 
accomplish  in  twelve  months  twenty  years  ago. 
Its  great  object  and  ambition  is  to  improve  its 
product.  Just  as  soon  as  a  certain  improvement 
is  secured  the  experts  in  the  organization  are 
set  to  the  task  of  making  something  new  that 
is  better  than  the  last  improvement.  The  Vic- 
tor Company'  is  now  in  possession  of  many 
patents  and  secret  processes,  but  our  greatest 
secret  process  is  this:  We  seek  to  improve 
everj'thing  we  do  every  day." 


SEND  INVITATION  TO  THE  TRADE 


Engraved  invitations  have  been  mailed  to  the 
trade  by  the  Remington  Phonograph  Corp.,  cor- 
dially inviting  the  trade  to  visit  its  new  ware- 
rooms  and  executive  oflfices  at  1662  Broadway. 
An  invitation  is  also  extended  to  dealers  to 
make  use  of  these  offices  as  headquarters  while 
in  the  city. 


M.  C.  SIMONS  BECOMES  DISTRIBUTOR 


M.  C.  Simons  has-been  appointed  sole  dis- 
tributor of  the  Lark  Talking  Machine  Corp.,  of 
Camden,  N.  J.,  with  offices  at  1-3  Delancej'  street, 
New  York  City.  Mr.  Simons  has  already  secured 
a  number  of  representative  agencies  for  this 
talking  machine  and  finds  the  outlook  bright. 


We  are  largely  the  sum  of  our  habits.  If  we 
go  to  our  duties  every  morning,  determined  to 
put  our  best  efforts  into  our  work,  we  will 
surely  accomplish  much  more  as  the  days  and 
months  roll  by  than  we  would  otherwise. 


The  "Don"  Variable  Tone  Needle 

The  "all-in-one"  phonograph  needle  which  enables  you  to  play  all  lateral  cut  records 

in  any  degree  of  tone  desired 

— Loud  Tone  — Medium  Tone  — Soft  Tone 

Without  removing  the  needle  from  the  sound  box.    The  needle  point  is  adjustable. 

When  set  as  indicated  above  the  various  gradations  of  tone  are  possible. 

The  "Don"  Variable  Tone  Phonograph  Needle  is  scientifically  constructed  throughout. 

The  ''Don''  Plays  1000  Records  Perfectly 

And  the  one-thousandth  playing  v^^ill  be  as  clear  as  when  used  on  the  first  record, 
The  needlepoint,  when  worn  out  can  be  replaced  without  trouble  or  annoyance. 
Retail  Price  Complete,  $1.00  Refiller  Points  25  cents  each 

JOBBERS  AND  DEALERS  WRITE  FOR  QUOTATIONS 
Sole  Distributors 

FRANKj.flART 
\OVTHERJiQUjlFORNIA 
jliMVSICtOMPANy 

S52-334  SOUTH  BROADWy.  LOS  ANGELES. 


—  For  Soft  Tone  extend  point  tKus:  — 

—  For  Medium  Tone  extend  point  tKus: 
— For  Loud  Tone  extend  point  tKus:  - 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


17 


The  Smallest  Thing 
You  Sell  Is  the 
Most  Important 


THE  most  beautiful  instrument  in 
your  shop  —  the  most  expensive 
records— are  lifeless  and  useless 
without  the  needle  that  draws  out 
their  hidden  tones. 

Until  you  have  pointed  it  out  to  them 
your  customers  have  never  realized 
how  important  that  little  bit  of  steel 
is.  Without  it  the  talking  machine  is 
dumb.  With  a  poor  needle  its  voice 
is  strained  and  hoarse,  but  with  a  per- 
fect needle— a  needle  that  is  always 
uniform  in  length,  uniform  in  its  fin- 
ish and  uniform  in  its  tempered  ball 
point— the  talking  machine  gives  out 
always  a  uniform"  fullness  and  rich- 
ness of  tone. 

More  than  any  other  one  thing  poor 
needles  have  caused  customers,  who 
once  were  enthusiastic  about  their 
talking  machines,  to  become  indiffer- 
ent, and  on  this  matter  as  on  many 
other  technical  points  the  customer 


must  look  to  his  dealer  for  guidance. 
You  know  the  importance  of  an  ab- 
solutely perfect  uniform  needle.  You 
can  impress  your  customer  with  your 
care  for  his  interest  by  showing  him 
that  the  needles  that  you  recommend 
— made  by  the  largest  needle  factory 
in  the  world — are  selected  by  you  be- 
cause of  their  unvarying  uniformity. 

If  you  like  you  can  prove  it  to  him. 
You  can  open  up  a  package  of  Uni- 
form, ball-point  needles  and  spread 
them  out  on  the  counter.  Every  one 
of  them  will  be  of  the  same  length, 
the  same  thickness,  with  the  same 
non-rust  finish,  and  with  the  Uni- 
formly rounded  point.  To  your  cus- 
tomer that  means  service.  In  these 
days  of  keen  competition  the  custo- 
mer is  going  to  buy  his  supplies  from 
the  man  that  he  trusts,  and  the  man 
that  gives  him  real  service. 


Tear  out  the  attached 
coupon  for  samples  of  the 
only  Ball- pointed  Steel 
Needle  in  the  world 


Condon  &  Company,  Inc. 

SOLE  AGENTS 

200  FIFTH  AVE.,     NEW  YORK  CITY 


Condon 
&  Co. 
Inc. 
200  Fifth  Ave. 
New  York  City 

Lj  Please  send  me  by 
mail,  without  obli- 
gation, free  samples  of 
the  Torrington  Uniform 
Needles. 

Name  

Street    

City  or  Town  

State  


I 


18 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


Don't  let  your  Grafonolas  and  record  cabinets  get 
cloudy  or  tinger-marked.  Shine  'em  up— keep  them 
shined.  Look  'em  over— "a  stitch  in  time  saved  mine" 
said  one  dealer  vi^ho  uses  our  Dealer's  Gratonola  Re- 
Finishing  Outiit.  Bright,  clean  goods  sell  quicker. 


Columbia  Graphophone  Co. 

NEW  YORK 


TRADING  ON  ESTABLISHED  NAME 

Misleading  Advertising  in  Indianapolis  Sup- 
pressed Through  Efforts  of  Stewart  Talking 
Machine  Co.  and  Better  Business  Bureau 


Indianapolis,  Ind.,  July  3. — Through  the  ef- 
forts of  George  E.  Stewart,  of  the  Stewart  Talk- 
ing Machine  Co..  and  G.  F.  Olwin,  of  the  In- 
dianapolis Better  Business  Bureau,  forward  steps 
have  been  taken  towards  eliminating  mislead- 
ing and  fraudulent  statements  in  the  advertising 
of  phonographs  and  talking  machines  in  this 
city. 

There  appeared  recently'  in  the  classified  de- 
partments of  two  Indianapolis  newspapers  this 
advertisement:  "Beautiful  mahogany  Victrqla. 
$150  size;  like  new,  and  records,  cheap:  cash  or 
bonds.    3137  Ruckle." 

Investigation  disclosed  that  a  man  lives  at 
this  address  having  the  agenc\'  for  the  Avalon 
talking  machine.  His  wife  was  asked  to  show 
the  mahoganj'  Victrola  advertised  for  the  sale 
as  a  ''$250  size,  used  about  three  months,  for 
$100,  partj-  leaving  citj%"  and  was  shown  a  ma;- 
chine  of  another  make.  When  attention  was 
called  to  the  fact  that  the  machine  was  not  a 
"Victrola"  the  lady  stated,  "It  is  not  a  'Victor 
Victrola,'  but  a  much  better  make."  She  was 
then  asked  to  show  the  $150  size  Victrola  ad- 
vertised, and  exhibited  a  machine  of  another 
make  priced  at  $150. 

The  identity  of  the  investigator  and  the  pur- 
pose of  the  visit  was  then  disclosed  and  the  lady 
was  very  profuse  in  her  apology,  pleading  that 
she  thought  all  talking  machines  were  "Vic- 
trolas"  and  that  the  "Victor  Victrola"  was  iden- 
tified bj^  the  name  "Victor."  She  was  told  that 
this  was  a  very  poor  excuse  in  light  of  the  fact 
that  her  husband  was  agent  for  another  make 
machine  and  that  any  repetition  of  this  false  ad- 
vertising would  be  prosecuted.  Promises  were 
secured  that  future  advertising  by  these  people 
would  be  without  offense. 

The  Indianapolis  newspapers  were  all  advised 


of  the  result  of  the  investigation  and  have  as- 
sured the  Stewart  Talking  Machine  Co.  and  the 
Better  Business  Bureau  of  their  full  co-opera- 
tion. 

The  story  of  this  investigation  is  just  one  storj- 
of  the  dozens  of  investigations  conducted  every 
month  at  the  instance  of  the  Stewart  Talking 
Machine  Co.  It  is  gratif3-ing  to  observe  that  the 
need  for  these  investigations  is  decreasing,  due 
to  the  wholehearted  efforts  of  the  newspapers 
and  the  Better  Business  Bureau. 


TWO  POPULAR  PATHE  RECORDS 

Rosalie  Miller  one  of  America's  favorite  so- 
pranos, who  records  for  Pathe  Freres,  has  just 
made  a  charming  record  of  "My  Love  Is  a  Mule- 
teer"' (Francisco  di  Nogero).  This  song  has 
been  received  with  acclamation  wherever  she 
has  sung.  The  same  firm  reports  an  increasing 
demand  for  the  same  composer's  "A  Sevilla  Love 
Song,"  as  recorded  bj'  Paul  Althouse  whose  love- 
ly tenor  voice  finds  expression  in  a  love  song 
of  unusual  qualities.  Those  who  know  Paul 
Althouse  best  are  aware  that  he  avoids  love 
songs.  "This  one  is  different,"  he  says,  and 
those  who  have  had  the  privilege  of  listening  to 
this  record  will  agree  with  Mr.  Althouse,  for  it 
is  a  record  worth  having. 


TO  OCCUPY  NEW  BUILDING 

Bain  Bros.  &  Friedberg,  Inc.,  235  Utica  ave- 
nue, Brookljm,  N.  Y.,  will  soon  occupy  a  hand- 
somely equipped  building  right  directly  across 
from  their  present  location,  with  Irving  A.  Feni- 
son  as  manager.  The  Victor  line  will  be  spe- 
cially featured  by  means  of  a  large  electric  sign 
in  front  of  the  building.  Other  branches  of 
this  concern  are  at  1525  and  1658  Pitkin  avenue, 
Brooklyn. 


There  is  just  a  little  difference  between  firm- 
ness and  obstinac}'.  When  it's  you,  it's  firm- 
ness: when  it's  the  other  fellow,  it's  obstinacy. 


ALYSWORTH=WILSON  WEDDING 

Daughter  of  General  Manager  of  Thomas  A. 
Edison,  Inc..  Marries  Walter  S.  Alysworth 


Miss  Helen  Julia  Wilson,  daughter  of  Mr.  and 
Mrs.  Carl  H.  Wilson,  vice-president  and  general 
manager  of  Thomas  A.  Edison,  Inc.,  was  mar- 
ried in  East  Orange,  N.  J.,  last  month  to  Walter 
Sanger  Alysworth,  who  is  also  connected  with 
the  Edison  laboratories.  The  groom's  father, 
the  late  Jonas  Walter  Alysworth,  was  asso- 
ciated with  Thomas  A.  Edison  for  many  years  in 
the  capacity  of  chief  chemist  and  was  also  an 
inventor  of  considerable  note.  The  wedding  was 
followed  by  a  brilliant  reception  at  the  Essex 
County  Country  Club,  at  which  were  preser 
a  number  of  officials  of  the  Edison  laboratories. 


COLUMBIA  DEALER  SERVICE 

The  Columbia  Dealer  Service  system  was  fully 
outlined  and  discussed  by  Cortland  B.  Shaw 
in  the  June  issue  of  Printers'  Ink  Monthly.  In 
the  article  the  basic  principles  of  the  service 
were  explained,  these  being  that  the  dealer  is 
open  to  any  proposition  that  will  enable  him  to 
sell  more  goods,  and  he  is  \\'illing  to  pay  for 
any  service  which  he  is  convinced  will  be  an 
asset  to  his  business. 


AVOID  THOSE  VAIN  REGRETS 

Show  me  the  business  man  who  gives  no 
thoughts  to  his  business,  who  neglects  his  trade 
or  technical  journal,  and  remains  in  ignorance 
of  the  important  things  going  on  in  his  line,  and 
I'll  show  you  a  man  who  trusts  somebody  to 
do  these  things  for  him,  or  who  will  have  some 
vain  regrets  when  he  wakes  up. 


A  real  salesman  is  one  part  talk  and  nine 
parts  judgment.  He  uses  the  nine  parts  of 
judgment  to  tell  him  when  to  use  the  one  part 
of  talk. 


Our  Complete  Stocks  of  _ 

Fmerjon  RdCDTds* 

assure  prompt  service  and  quick  deliveries 

Western  Iowa  and  Nebraska  Dealers 
Write    TODAY  for  this  Agency 

CARPENTER  PAPER  COMPANY 

OMAHA  Distributors  NEBRASKA 


r 


The  Talking  Machine  World,  New  York,  July  15,  1920 


To  Brunswick  Desders 
and  the  trade; 

Every  keen  analyst  of  business  strategy  knows  that  he  can  bank 
on  the  judgment  of  the  public  in  any  final  appraisal  of  any  product.  Quality 
never  is  overlooked  nor  unrewarded. 

Products  may  thrive  and  products  may  die,  but  the  reason  lies 
within  the  policies  of  the  makers,  not  in  the  complaint  that  the  public  is 
unappreciative. 

Witness  the  remarkable  success  of  the  Brunswick  Phonograph.  This, 
gentleman,  is  proof  sufficient  for  ajiy  business  man*    It  reetffims  an  ancient 
business  principle,  to  wit:     The  people  want  what  they  want  and  won't  have  what 
they  don't  want. 

One  can  force  anything  on  the  public  for  a  little  while,  but  not 
for  long.    This  isn't  Barntnn's  day.    Times  change.    Minds  change.  People 
change.    Phonographs  change. 

The  Brunswick  Phonograph  has  won  its  cherished  place  in  the  hearts 
of  the  people,  first  because  it  is  a  FINER  phonograph,  and  secondarily,  because 
of  the  integrity  of  Brunswick  Dealers. 


People  are  learning  to  refuse  a  lesser  phonograph  nowadays, 
have  learned  to  compare*    They  have  become  keener  judges.    They  know  the 
deeders  who  are  giving  them  the  utmost  for  their  money. 


They 


In  every  community  Brunswick  Dealers  have  won  the  respect  of 
people  who  judge  phonographs  the  new  way.    And  that  has  created  a  vast  momentum 
of  word-of-TOOuth  advertising—,  the  rarest  and  most  priceless  element  in  selling 

In  our  great  national  advertising  campedgn  we  set  people  thinking^ 
we  induce  them  to  come  sind  visit  a  Brunswick  Dealer.    We  appeeil  to  their 
curiosity.    We  make  them  choose  wisely. 

They  are  therefore  the  best  sort  of  prospects.    Such  a  clientele 
means  a  stabilized  business  for  a  Brunswick  Dealer,  one  that  gives  satisfaction 
daily,  and  one  that  grows  healthfully  through  the  years. 


The  Talking  Machine  World,  New  York,  July  15,  1920 


PHONOCRAPHS      AND  HEC 


i  \ 


ANNOU^ 

EXTRAC 


^  I  ^HE  Brunswick- Balke-Collender 
A  Company,  makers  of  The  Bruns- 
wick Phonographs  and  Records,  have 
the  distinction  to  announce  that 
through  arrangement  with  Mr.  James 
Slevin  they  have  concluded  nego- 
tiations for  the  return  to  America  of 
the  Vatican  Choir  and  Soloists,  so 
that  they  may  perpetuate  the  highly 
artistic  attributes  of  this  unique  and 
famous  organization  by  a  most  in- 
teresting series  of  records  typical  of 
its  liturgical  renditions. 


Branch  Houses 
in  Principal  Cities  of  United  States, 
Mexico  and  Canada 


THE  BRUNSWICK-BALK 


General  Offices:  623-634 


The  Talking  Machine  World,  New  York,  July  15,  1920 


PHONOGRAPHS      JVND  REG 


CEMENT 

miNARY 


'nr^HE  Vatican  Choir,  which  until 
^  its  limited  American  tour  last 
year,  had  not  left  the  Eternal  City, 
has  never  before  recorded  for  any 
phonograph  company.  The  Bruns- 
wick has  secured  the  exclusive 
recording  rights  in  the  interests  of 
countless  thousands  of  music  lovers 
who  expressed  a  genuine  regard  and 
a  keen  appreciation  of  the  superb 
artistic  qualities  of  that  aggregation 
of  talent. 


-COLLENDER  COMPANY 

Wabash  Avenue,  Chicago 


Canadian  Distributors: 
Musical  Merchandise  Sales  Company, 
SI 9  Yonae  Street,  Toronto 


The  Talking  Machine  World,  New  York,  July  15,  1920 


PHONOGRAPHS      AND  REC 


Display  them  prominently  and  proudly - 
they  will  win  respect  and  sales 


IN  every  town  in  the  land  there  are  people  to  whom  the 
Brunswick  story  has  had  a  tremendous  appeal. 

Our  constant  advertising  of  Brunswick  Phonographs  and 
Brunswick  Records  is  being  read  by  people  everywhere — in 
your  town  and  for  miles  around. 

But  people  want  to  know  where  to  come.  We  urge  them 
to  visit  a  Brunswick  Dealer — but  the  Brunswick  Dealer  must 
come  forward  and  identify  himself  with  the  entire  community. 

You  cannot  attain  the  full  value  of  Brunswick  Advertising 
until  you  stand  out  prominently  in  the  community  as  The 
Brunswick  Dealer. 

Once  the  public  locates  you  definitely,  you  will  find  a 
constantly  increasing  trade. 

So  we  point  out  again  the  value  of  local  advertising  and  a 
"tie-up"  with  our  national  campaign.  Our  extensive  Dealers 
Service  makes  this  easy.    We  co-operate  to  the  limit. 

Thus  the  value  of  a  Brunswick  Franchise  becomes  accumu- 
lative.   It  builds  you  a  permanent  business. 

Public  demand  on  the  one  hand  and  intelligent  salesman- 
ship on  the  other,  are  irresistible  factors  in  success. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:    623-633  S.  Wabash  Avenue,  Chicago 


Branch  Houses  in  Principal  Cities  of  United 
States,  Mexico  and  Canada 


Canadian  Distributors:  Musical  Merchandise 
Sales  Company,  819  Yonge  Street,  Toronto 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


19 


REFINISHING  DAMAGED  CABINETS 

Some  Excellent  Advice  to  Dealer  and  Repairman 
on  the  Handling  of  Cabinets  That  Have  Be- 
come Damage'^  While  in  Transit 

It  is  a  rare  ocm^j^nce  for  the  average  talking 
machine  dealer  to  receive  any  large  shipment 
of  machines  without  finding  one  or  more  of  the 
instruments  in  need  of  some  slight  touching  up. 
Sometimes  it  is  only  a  light  scratch  or  bruise. 
Then  again  there  may  be  more  serious  damage 
to  look  after  before  the  machine  can  be  put  on 
the  floor  for  sale. 

In  the  "Voice  of  the  Victor"  there  were  re- 
ct  ntly  offered  some  excellent  suggestions  on  the 
subject  of  refinishing  cabinets,  suggestions  that 
may  be  adapted  in  the  refinishing  of  any  style 
cabinet.    The  article  reads; 

"When  a  Victrola  leaves  the  factory  it  is  in 
perfect  condition,  and  knowing  the  rough 
handling  it  is  liable  to  receive  our  shippers  take 
the  greatest  care  in  packing  it,  but  still  it  is 
impossible  to  guarantee  that  every  instrument 
will  reach  its  destination  in  the  same  perfect 
condition.  By  following  the  instructions  given 
here  you  will  be  able  to  put  damaged  cabinets 
in  perfect  condition  again. 

"After  carefully  unpacking  the  Victrola,  wipe 
it  off  with  a  piece  of  fine  cheesecloth  to  remove 
all  dirt  and  marks  of  packing.  Then  with  a  clean 
piece  of  cheesecloth  rub  the  cabinet  with  a  small 
portion  of  cleaner.  Never  use  ready-made  liquid 
polishes  which  are  so  extensively  advertised  as 
wonder  workers.  They  will  make  the  surface 
sticky,  spotted  and  clouded,  and  destroy  the 
hnish. 

"By  mixing  three  parts  benzine  to  one  part 
paraffin  rubbing  oil  you  will  have  the  best  pos- 
sible cleaner  and  polisher  for  a  Victrola  cabinet. 
Rub  briskly,  always  lengthwise  of  the  grain, 
cleaning  off  all  surplus  polish.  Brush  out  all 
the  corners  with  a  brush,  preferably  a  soft,  round 
3°  bristle  varnish  brush. 

"If  paper  has  become  stuck  to  the  cabinet  it 
can  easily  be  removed  with  a  cloth  and  water. 
The  cabinet  should  then  be  carefully  dried  and 
the  surface  rubbed  with  a  3°  pumice  stone,  a 
soft  felt  and  paraffin  oil.  Care  should  always 
be  taken  to  rub  lengthwise  of  the  grain. 

"Never  sponge  a  cabinet  and  then  expose  it 
to  the  sun  in  the  show  window.  The  glass  in- 
tensifies the  heat,  which  may  blister  the  varnish, 
or  fade  the  color  and  ruin  the  whole  finish. 
When  this  happens  the  whole  finish  must  be 
removed  by  an  expert  mechanic,  carefully  re- 
finished  and  carefully  French  polished. 

"Bruises  or  scratches  should  be  rubbed  out 
with  a  piece  of  soft  felt,  a  3-F  pumice  stone 
and  paraffin  rubbing  oil.  Go  only  so  far  as  the 
body  varnish  will  permit  and  rub  only  length- 
v/ise. 

"If  the  bruise  or  scratch  is  too  deep  to  rub 
out,  it  will  have  to  be  burned  in  with  shellac 
cement,  the  spot  leveled  up  with  fine  sandpaper 
and  touched  up  to  the  required  color.  It  will 
then  be  necessary  to  French  polish  it  with  a  so- 
lution of  shellac,  alcohol  and  raw  linseed  oil, 
using  a  piece  of  cotton  covered  with  a  piece  of 
fine  linen  cloth.    This  requires  skill  and  experi- 


ence and  should  never  under  any  circumstances, 
be  attempted  on  a  large  flat  surface  by  a  novice. 

"Rubbed  spots  and  white  corners  on  a  red 
mahogany  cabinet  can  be  touched  up  with  spirit 
stain  made  from  Bismarck  brown  dissolved  in 
alcohol,  to  which  a  little  shellac  is  added.  For 
English  brown-finished  cabinets  add  a  little 
nigrosine  to  the  above-mentioned  solution.  Spe- 
cial finishes  and  oak  require  the  color  adapted 
to  the  finish. 

"If  after  treating  the  cabinet  in  any  or  all  of 
these  ways  scratches  and  marks  still  show  it 
will  be  necessary  to  employ  a  skilled  polisher 
to  French  polish  the  whole  cabinet  to  the  de- 
sired finish,  which  must  then  be  dulled  off  with 
a  soft  brush  dipped  in  3-F  pumice  stone  and 
cleaned  as  before  mentioned. 

"If  the  finish  has  turned  gray  or  become 
spotted  by  being  exposed  to  dampness  or  some 
other  unusual  condition,  the  whole  finish  will 
have  to  be  removed  by  an  experienced  wood  fin- 
isher and  refinished  as  above  mentioned." 


H.  H.  DOEHLER'S  SPLENDID  WORK 


Headed  Salvation  Army  Home  Service  Drive  in 
Brooklyn — First   Anniversary   of  Topics 


The  deep  interest  shown  by  H.  H.  Doehler, 
president  of  the  Doehler  Die  Casting  Co.,  of 
Brooklyn,  N.  Y.,  in  civic  and  altruistic  cam- 
paigns is  once  more  manifested  in  the  recent 
announcement  that  Mr.  Doehler  accepted  the 
chairmanship  of  the  Salvation  Army  Home  Serv- 
ice Appeal  in  Brooklyn.  Mr.  Doehler's  unself- 
ish work  in  the  somewhat  recent  Liberty  Loan 
drives  is  well  remembered  and  he  has  put  the 
same  enthusiasm  into  the  Salvation  Army  Fund 
drive,  of  which  he  was  the  head  in  Brooklyn. 
Mr.  Doehler  outlined  the  situation  and  made  a 
specific  appeal  to  Doehler  employes  in  the  June 
issue  of  Doehler  Topics. 

The  June  issue  of  Doehler  Topics  marks  the 
first  anniversary  of  the  appearance  of  this  news- 
paper for  Doehler  employes.  Doehler  Topics 
has  been  published  throughout  the  year  without 
missing  an  issue  and  during  that  period  has  not 
only  grown  remarkably  in  size,  but  has  become 
firmly  established  among  thousands  of  employes 
at  the  Doehler  plant.  In  the  June  issue  an  item 
in  the  phonograph  department  reports  that  a 
recent  record  was  established  in  that  depart- 
ment, when  7,974  tone  arms,  each  one  perfect, 
were  turned  out  in  one  day. 


ESTEY  STORES  HAVE  CRAFTS  LINE 

Richmond,  Va.,  July  8. — A.  J.  Crafts,  jjresideni 
of  the  A.  J.  Crafts  Piano  Co.,  recently  returned 
from  his  trip  to  New  York,  and  has  made  the 
important  announcement  that  the  Estey  Piano 
Co.  will  hereafter  carry  the  Crafts  phonographs 
in  all  their  various  warerooms.  Mr.  Crafts  also 
closed  very  satisfactory  arrangements  for  his 
export  business  while  in  New  York  recently. 

The  general  offices  of  the  A.  J.  Crafts  Piano 
Co.  have  been  moved  to  the  factory  building  at 
Twentieth  and  Franklin  streets,  and  the  retail 
store  of  the  company,  at  218-220  North  Second 
street,  will  be  placed  under  the  direction  of  a 
branch  manager. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  SO  cents  for  Sample  Stop 


Kirkman  Engineering  Corporation 

484-490  Broome  St.,  New  York 


Your  Customers 
Want  to  Know 
About 

"GLISS" 


The  other  day  I  had  the  oppor- 
tunity of  visiting  one  of  the  largest 
piano  factories  in  the  country. 

In  passing  from  one  department  to 
another  I  was  most  impressed  by  the 
painstaking  care  in  the  pohshing  de- 
partment. More  time  is  spent  in  giv- 
ing a  lasting  finish  than  in  any  other 
one  operation. 

Out  of  long  experience  manufac- 
turers of  pianos  and  talking  machines 
realize  that  the  appearance  and  very 
often  the  sale  of  an  instrument  de- 
pends upon  the  highly  finished  case. 

Your  customers  are  just  as  anxious 
to  keep  their  talking  machine  or  piano 
looking  as  spick  and  span  as  the  day 
it  came  from  your  store,  and  it  is 
equally  to  your  interest  to  have  the 
instrument  you  sold  them  always 
looking  its  very  best. 

"GLISS"  is  a  polish  whose  "lustre 
lasts."  It  is  the  only  polish  on  the 
market  scientifically  blended  to  bring 
out  the  maximum  lustre  in  a  piano  or 
talking  machine  case.  It  is  used  by 
rnany  of  the  foremost  manufacturers. 
It  is  sold  to  you  on  the  right  terms, 
with  an  unqualified  guarantee  of 
money  back  if  not  satisfactory. 

You  can  recommend  "GLISS" 
without  reservation  to  your  customers, 
but  first  I  would  suggest  that  you  try 
it  out  in  your  own  store.  You  will 
be  surprised  at  the  ease  with  which 
it  is  applied,  and  the  lasting  character 
of  the  brilliant  finish  that  it  adds  to 
your  instruments. 

Simply  sign  and  mail  the  attached 
coupon,  and  I  will  be  glad  to  send  you, 
without  obligation,  a  free  sample. 


President 


COUPON 


CONDON  &  CO.,  INC., 

200  Fifth  Ave., 
New  York  City. 

Please  send  me  a  free  sample  of  "Gliss," 
the  polish  whose  "lustre  lasts." 


Name 
Street 
City  . 


State 


20 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


yi  CTO  n/ 

Amerieas^avorite 


XHE  Supremacy  of  Vic- 
tor, "America's  Favorite," 
has  already  been  estab- 
lished. 

WE  believe  the  dealer 
handling  Victor  Exclusive- 
ly will  have  no  regrets,  as 
specialization  brings  the 
best  results. 

ORMES,  Inc. 

Wholesale  Exclusively 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


21 


EXPORTING  OF  TALKING  MACHINES 

Some  Facts  Regarding  Foreign  Demand  for 
American  Talking  Machines  and  the  Problems 
It  Presents  to  the  Domestic  Manufacturer 


The  demand  for  American  phonographs 
abroad  is  so  persistent,  according  to  J.  B.  Wil- 
meth,  assistant  manager,  export  department, 
Victor  Talking  Machine  Co.,  Camden,  N.  J., 
in  an  interview  published  in  the  New  York  Eve- 
ning Post,  that  more  and  more  production  is 
the  industry's  chief  concern. 

"It  is  not  to  be  assumed  from  this,  however," 
went  on  Mr.  Wilmeth,  "that  all  is  plain  sailing 
and  easy  going.  We  have  our  troubles,  our  ob- 
stacles to  overcome  just  as  other  industries  do. 
Some  foreign  governments,  even  of  non-manu- 
facturing countries,  have  been  inclined  to  look 
upon  the  talking  machine  and  records  from  a 
lu.Kury  standpoint,  at  the  expense  of  a  proper  re- 
gard for  the  educational  and  spiritual  worth  of 
good  music,  thus  seriously  handicapping  the 
business  through  excessive  import  duties  and 
other  taxation.  These  difficulties  are,  however, 
in  the  main,  gradually  becoming  less  pronounced 
as  a  broader  appreciation  is  being  accorded. 

"Complicated  customs  regulations  are  the  com- 
mon lot  of  all  American  exporters  in  dealing 
with  many  countries.  But  improvements  in  this 
direction  are  also  gradually  being  made,  and  an 
intimate  understanding  of  their  minutiae  and 
strict  conformity  reveals  them  as  more  an  im- 
aginary than  a  real  obstacle. 

"So  far  as  shipping  and  burdensome  handling 
charges  are  concerned,  reform,  like  charity,  may 
well  begin  at  home.  In  some  instances  it  costs 
more  to  clear  goods  from  an  American  port  than 
ocean  freight  to  a  distant  country  amounts  to. 

"The  world  at  large  has  never  before  been  so 
eager  for  standard  American  products.  It  is  not 
so  much  a  selling  proposition  as  one  of  satisfy- 
ing the  conscious  wants  of  the  various  peoples 
wnth  the  genuine  article,  which,  after  all,  is  the 
essence  of  good  salesmanship." 


NEW  BEACON  DISTRIBUTORS 

J.  N.  England,  of  Atlanta,  and  Chas.  B.  Branner, 
of  Richmond,  Appointed  Distributors  for  Im- 
portant Territory  in  Southern  States 

The  Beacon  Phonograph  Co.,  of  Boston, 
Mass.,  announced  recently  that  distributing  ar- 
rangements have  been  made  with  J.  N.  England, 
who  for  a  number  of  years  has  been  Southern 
representative  of  the  Kroeger  and  Straube 
pianos,  with  headquarters  in  Atlanta,  Ga.  He 
will  distribute  the  Beacon  line  in  the  States  of 
Georgia,  Alabama,  Florida,  Tennessee  and 
Louisiana. 

Similar  arrangements  have  been  made  with 
Charles  B.  Branner,  who  for  twenty  years  has 
represented  the  Chase-Hackley  Piano  Co. 
throughout  the  South.  His  quarters  are  in 
Richmond,  Va.,  and  the  territory  he  will  cover 
comprises  Virginia,  North  and  South  Carolina. 

MACK  HOWE  APPOINTED  MANAGER 

Mack  Howe,  one  of  the  popular  young  busi- 
ness men  of  Nashville,  Tenn.,  has  taken  charge 
of  the  Pathe  department  of  the  Sharp-Howse 
Furniture  Co.  in  that  city.  He  has  had  consid- 
erable experience  in  the  piano  and  talking  ma- 
chine field  and  is  well  fitted  to  take  charge  of 
the  department  in  the  Sharp-Howse  store. 

SAM  SCHAER  A  BENEDICT 

Sam  Schaer,  of  the  sales  staff  of  the  Amal- 
gamated Phonograph  Accessories  Corp.,  and  the 
Independent  Talking  Machine  Co.,  New  York, 
was  married  on  June  15  to  Miss  Solomon,  of 
BufTalt),  N.  Y.  His  honeymoon  was  spent  on 
visits  to  several  trade  centers  where  he  combined 
both  business  and  pleasure. 

The  Delaware  Talking  Machine  Co.,  Wilming- 
ton, Del.,  has  been  incorporated  with  a  capital 
of  $100,000  by  Franklin  Mettler,  M.  E.  and  L.  F. 
Mettler. 


IOWA  VICTOR  DEALERS  TO  MEET 

Annual  Convention  of  State  Association  to  Be 
Held  in  Des  Moines  on  August  2 — Victor  Golf 
Tournament  Under  Way — New  Exclusive 
Columbia  Store  to  Open  in  Des  Moines 


Des  Moines,  Ia.,  July  5. — The  date  of  the  fourth 
annual  convention  of  the  Iowa  Victor  Dealers' 
Association  has  been  changed  from  Tuesday, 
August  3,  to  Monday,  August  2.  This  has  been 
necessary  in  order  to  make  satisfactory  arrange- 
ments with  different  features  of  the  program. 
An  attendance  of  over  200  is  already  assured. 

John  Gregg  Paine  of  the  legal  department  of 
the  Victor  Co.,  will  address  the  members  of  the 
Iowa  Victor  Dealers'  Association  at  their  con- 
vention. 

The  annual  Victor  golf  tournament  was 
held  in  Des  Moines  last  month.  A  number  of 
matches  have  already  been  played  with  the  lead- 
ir.g  players,  H.  B.  Sixsmith  and  E.  H.  Haglind 
of  Mickel  Bros.,  Oliver  Pearson  of  the  Victor 
traveling  department  and  Dave  Walsh  of  the 
Victor  Educational  department. 

Oliver  Pearson,  Iowa  representative  of  the 
Victor  Co.,  has  just  finished  his  work  in  Des 
Moines  and  will  call  on  the  Victor  trade  in  the 
eastern  section  of  the  State  during  June  and 
July.  Mr.  .Pearson's  previous  work  has  been 
in  the  eastern  part  of  the  State,  where  he  has 
made  a  host  of  friends. 

David  Walsh,  the  educational  representative  of 
the  Victor  Co.,  is  conducting  a  series  of  "Mu- 
sical Appreciation"  talks  at  the  Summer  school 
at  Carroll,  la. 

H.  Wilson  will  shortly  open  an  exclusive  Co- 
lumbia store  at  Sixth  and  Locust  streets,  this 
city.  The  installation  will  consist  of  two  booths 
on  the  first  floor  and  two  in  the  basement,  a 
large  record  rack  and  a  service  counter.  The 
offices  will  be  on  a  balcony  in  the  rear. 


The  impressions  created  through  good  window 
displays  are  of  a  lasting  quality. 


INSTRUCT  Your 

Customers  How  to 
Save  their  Records 


Advocate  the  use  of  the 

t 

Victrola  Tungs-tone  Stylus 

It  gives  the  best  possible  reproduction  with  the  least  wear  on  the  record. 

It  is  an  exclusive  Victor  product,  and  in  its  sale  VICTOR  DEALERS  have  the 

opportunity  of  supplying  the  public  exclusively  with  this  wonderful  needle. 

COLLINGS   &  COMPANY 

Plum  jBuilding,  Clinton  and  Beaver  Streets,  Newark,  N.  J. 
VICTOR  DISTRIBUTORS  for  Northern  New  Jersey  and  North  Eastern  Pennsylvania 


22 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


PHONO GRAPH 

To  be  without  this  sensational  phonograph  is 
like  saying  "We  don't  want  to  make  money'' 

IT'S  the  biggest  selling  prop- 
osition in  the  phonograph 
world — ^one  of  the  fastest  and 
most  profitable  specialties 
ever  devised !  Its  amazingly 
low  price — its  wonderful  tone 
quality — its  rich  appearance 
— its  portability — all  combine 
to  make  it  an  unparalleled 
sensation ! 


Plays  All  Makes  of  Records 

Any  size,  any  style,  any  pricey 

Improved  and  refined  at  man)) 
points.  Now  finished  in  rich 
mahogan])  enamel  with  fine 
nicliel  trimmings.  Universal 
reproducer.  The  finest  motor 
of  its  type  '^et  achieved — tested 
to  plav  irvo  1 0-inch  records  rvith 
one  winding.  Its  wonderful 
volume  and  qualit})  of  tone  will 
amaze  you. 


The  whole  world  has  welcomed 
the  return  of  the  famous  Stewart 
Phonograph.  From  almost  every 
civilized  country  orders  are  pouring 
in.  Jobbers  and  merchants  all  real- 
ize that  the  Stewart  is  a  phono- 
graph for  everyone  —  a  universal 
entertainer  —  that  brings  the  good 
cheer  of  music  whenever  and  wher- 
ever desired. 

STEWART  PHONOGRAPH 
CORPORATION,  Inc. 

Lincoln  Building  BUFFALO,  N.  Y. 


MERCHANTS  in 
every  line  of 
business  are  making 
big  money  selling  the 
popular  -  priced 
Stewart  phonograph. 
Demand  will  soon 
overtax  our  vast  pro- 
duction. Now  is  the 
season  when  sales  hit 
a  high  peak.  Wire  for 
our  proposition.  Dis- 
tributors are  now 
being  allotted  terri- 
tory. Get  in  touch 
with  us  at  once  ! 


July  IS,  1920 


THE   TALKING    MACHINE  WORLD 


23 


m 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


Creating  Summer  or  "Outing"  Atmosphere 
in  Talking  Machine  Advertising  -  By  w.  b.  stoddard 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

A  lover  of  music — not  a  professional,  but  one 
reared  in  the  atmosphere  of  the  best  musicians, 
and  accustomed  to  hearing  each  season  the  finest 
artists,  both  vocal  and  instrumental — who  spent 
a  year  in  Alaska,  teaching  the  Indians  in  a  small 
town  far  distant  from  the  mainland,  where  some- 
times for  several  weeks  she  saw  no  white  face, 
wrote  to  her  friends  back  home: 

"More  than  anything  else  I  miss  the  thrill  of 
the  violin  and  the  magic  of  the  spell  woven  by 
Gluck.  When  the  longing  becomes  irresistible 
I  get  out  the  little  old  music  box — Heavens  only 
knows  how  it  found  its  way  up  here — and  start 
it  going.  As  it  screeches  and  rasps  its  way  to 
the  bitter  end  I  try  to  imagine  I  hear  the  won- 
derful voices  that  used  to  delight  me — but  it  is 
terribly  hard  on  the  imagination.  O,  for  my 
beautiful  Victrola,  or  a  compact,  high-grade  little 
machine  that  I  could  tuck  under  my  arm — one 
that  would  really  give  me  some  real  music,  even 
if  it  is  canned!" 

Doesn't  a  letter  like  that  open  up  vistas  of 
sales  to  the  modern,  up-to-date  dealer  in  talk- 
ing machines?  There  are  hundreds,  perhaps 
thousands  of  such  people  scattered  all  over  the 
country — on  the  lonely  prairies,  in  the  deep  for- 
ests, on  the  high  mountains — people  to  whom 
music  of  the  right  sort  would  be  a  greater  bless- 
ing even  than  books. 

This  was  the  idea  of  the  Chapin  Music  Store, 
Medicine  Hat,  Canada,  whose  display  set  forth 
eloquently  the  value  of  music  in  the  wilderness. 
The  interior  of  a  rude  cabin  was  depicted,  with 
a  rag  rug  on  the  floor,  and  the  log  walls  hung 
with  skins.  There  was  a  cot  in  one  corner,  a 
rude  table  holding  a  lamp  and  several  magazines, 
a  great  fireplace  filled  with  logs  (back  of  the  logs 
were  several  bulbs,  and  red  paper  stuffed  be- 
tween them  gave  the  simulation  of  fire),  and 
above  the  mantel,  on  a  pair  of  antlers,  rested  a 
rifle.  Seated  in  a  big  chair,  in  rough  outing 
clothes,  a  pipe  between  his  teeth,  was  a  young 
man  listening  to  a  talking  machine  which  stood 
on  a  box  near  the  cot.  A  large  card  attached 
was  lettered: 

giiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

1  THERE  IS  NOTHING  SO  VALUED  AS  GOOD  1 

I  COMPANY  I 

1  It  comforts  a  person;  it  makes  him  forget  life's  1 

=    little  worries,  and  keeps  him  cheerful.    The    g 

H  talking  machine  is  the  most  perfect  of  instruments,  g 

1  Buy  one  now  for  that  camping  trip,  or  sojourn  in  1 

1  the  wilderness,  far  from  the  sound  of  human  voice,  g 

1  YOU  WILL  NEVER  FEEL  LONESOME  WITH  1 

1  A  TALKING  MACHINE  FOR  A  PAL  E 


This  display  was  backed  up  with  some  snappy 
advertising.  The  major  part  of  one  of  the  ads 
consisted  of  a  cut  made  from  a  photograph  of 
the  window  trim.  The  picture  was  captioned: 
"Scenes  like  this  are  common  wherever  one  of 
our  portable  talking  machines  are  included  in 
the  luggage.  Note  the  look  of  aboslute  content 
upon  the  face  of  the  young  man  in  the  chair. 
Truly  'You  will  never  feel  lonesome  with  a  talk- 
ing machine  for  a  pal.' " 

The  Eastern  Outfitting  Co.,  Seattle,  Wash., 
was  another  concern  that  made  a  play  for  the 
outing  trade.  In  the  early  Fall  it  sent  to  its 
regular  trade  and  to  a  selected  list  of  business 
and  professional  people  whom  it  was  desired 
to  gain  for  customers  a  neat  little  letter  adorned 
with  a  cut  of  a  portable  phonograph.  The  an- 
nouncement was  captioned: 


I  TAKE  A  PHONOGRAPH  TO  THE  PICNIC  | 

1  and  double  the  enjoyment  of  the  whole  party.    You  i 

g  can  dance  to  the  latest  music  or  listen  to  the  newest  g 

H  song  hits  and  old  favorites  as  well.  g 

§  Your  picnic  can't  be  anything  BUT  a      success  g 

g  if  you  take  along  a  = 

I  BLANK                       -  1 

i  A  Portable  Model  Like  This  s 

I  (Cut)  I 

=  will  cost  you  only  $20.00,  and  paid  on  the  Eastern  g 

g  Plan  of  "as  little  as  you  like,"  you'll  never  know  g 

g  you're  paying  for  it.     Come  in  and  hear  some  of  g 

1  the  new  music  on  this  very  instrument.  g 

I  THE  EASTERN  OUTFITTING  CO.  | 
^iiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiniiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


lllllllllllllllllllllllll! 

The  Hopper-Kelly  Co.,  Seattle,  Wash.,  went 
a  step  further  in  pushing  its  line  of  talking  ma- 
chines, for  in  addition  to  window  signs  and 
newspaper  ads  suggesting  the  purchase  of  a  port- 
able machine  for  the  Summer  vacation,  and  offer- 
ing same  on  the  weekly  payment  plan,  it  clinched 
many  a  deal  with  this  additional  offer:  "We  al- 
low full  value  on  exchange.  Should  you  buy  any 
of  the  portable  models  for  Summer,  and  want  a 
larger  one  in  the  Fall  we  will  allow  full  price 
on  the  exchange." 

Meier  &  Frank,  Portland,  Ore.,  recently  ad- 
vertised talking  machines  for  outings  very  ef- 
fectively. A  canvas  drop  in  the  background 
showed  a  blue  sky  and  sparkling  waters,  while 
set  in  front  of  it  were  "a  "number  of  young  fir 
trees.  It  was  floored  with  moss  and  twigs  and 
at  one  end  was  a  tent.  In  front  of  the  tent 
was  a  camp  stool  on  which  reposed  a  portable 
machine.  There  was  a  simulated  fire  of  logs 
at  the  other  end  and  scattered  through  the  dis- 
play were  many  of  the  accessories  of  camp  life. 
What  attracted  the  widest  attention,  however, 
were  the  living  models  used  to  demonstrate  the 
njachine.  There  were  two  of  them,  a  young  man 
and  young  woman,  both  clad  in  hiking  or  camp- 
ing togs.  Two  demonstrations  of  an  hour  each 
were  given — one  in  the  afternoon  and  the  other 
in  the  evening.  The  couple  came  out  of  the 
tent,  with  guitar  and  mandolin  and  played  sev- 
eral selections.  Then  the  young  man  placed  a 
record  on  the  machine,  and  they  grouped  them- 
selves in  picturesque  attitudes  to  listen.  After 
this  both  sang,  with  the  "talker"  as  an  accom- 
panist; and  the  performance  was  concluded  with 
several  dances,  both  solo  and  duet,  with  the 
talking  machine  to  furnish  the  music.    At  night 


iiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiS 

gay  Japanese  lanterns  were  strung  across  the 
window,  and  it  was  lighted  by  blue  bulbs,  giving 
an  excellent  simulation  of  moonlight.  A  tall 
dead  tree  at  one  side  was  hung  with  records, 
each  with  a  card  giving  the  name  and  price, 
while  a  bulletin  board  down  front  gave  the  name 
of  the  selection — solo,  march,  or  dancestep — 
that  was  being  played  at  the  time.  At  the  other 
side  was  a  long,  narrow  panel  with  the  caption: 
"Easy  Terms  on  Our  Portable  Talking  Ma- 
chines," followed  by:  "Come  in  and  listen  to 
the  clear  tones,  and  find  out  how  easily  you 
may  become  the  possessor  of  a  standard  portable 
machine.  Just  the  thing  to  take  along  in  your 
canoe  on  a  camping  trip,  or  to  beguile  the  eve- 
ning on  a  hunting  or  fishing  expedition." 


TO  INSTALL  43  UNICO  ROOMS 


Gimbel  Bros.  Talking  Machine  Department  Will 
Have  One  of  the  Largest  Record  Equipments 
in  Country — Installation  Now  Under  Way 


An  indication  of  the  big  business  expected  in 
the  talking, machine  trade  in  New  York  City  is 
to  be  found  in  the  extensive  equipment  to  be 
installed  in  the  talking  machine  department  of 
Gimbel  Bros,  department  store  during  the'  Sum- 
mer months  by  the  Unit  Construction  Co.,  of 
Philadelphia,  Pa.  Forty-three  Unico  demon- 
strating rooms  have  been  ordered,  finished  in 
mahogany.  In  the  record  department  there  will 
be  installed  one  of  the  largest  record  filing 
equipments  in  the  country.  It  is  planned  to 
carry  the  entire  stock  of  records  on  the  floor, 
entirely  surrounded  with  record  counters,  in 
this  way  making  all  records  accessible. 


VICTOR  SUPREMACY 


'HIS   MASTER'S  VOICE 


ReG.U.3.PAT.OFF. 
M.  DE  F.      MARCA  INDUSTRIAL  REQISTRADA 


VICTROLAS 
VICTOR  RECORDS 
VICTOR  TUNGS-TONE  NEEDLES 

Co-ordinated  to  produce  the  most 
perfect  sound  reproduction.  By 
educating  your  customers  regarding 
this  fact  you  will  have  an  everlasting 
flow  of  customers  into  your  store. 

Knickerbocker  Talking  Mactiine  Co. 

VICTOR  WHOLESALERS 

138-142  West  124tli  Street  New  York  City 


24 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


THE  QUESTION  OF  TAX  RETURNS  ON  INSTALMENT  SALES 

Music  Industries  Chamber  of  Commerce  Sends  Out  Bulletin  of  Information  to  Members  of  the 
Trade  Following  Complaints  of  Demands  for  Double  Payment  of  Taxes 


The  Music  Industries  Chamber  of  Commerce 
has  received  complaints  from  members  of  the 
trade  that  the  Internal  Revenue  Department  has 
apparently  endeavored  to  impose  payment  of  a 
tax  twice  on  dealers  who  have  previously  made 
tax  returns  on  a  cash  basis  and  have  now 
changed  to  an  income  basis,  under  which  lat- 
ter form  of  return  the  sale  of  an  instrument  on 
instalment  is  not  included  except  in  so  far  as 
instalments  are  actually  paid. 

In  case  a  change  is  made  from  cash  basis  to 
income  basis  care  should  be  taken  that  all  sale 
payments  previously  reported  are  excluded  in 
the  following  year's  return.  In  case  representa- 
tives of  the  Internal  Revenue  Department  advise 
to  the  contrary,  or  taxes  are  imposed  on  the 
amount  of  sales  previously  reported,  members 
of  the  trade  are  advised  to  communicate  imme- 
diately with  the  Chamber  and  the  matter  will 
receive  the  prompt  attention  of  Mr.  Pound,  its 
general  counsel. 

The  complete  statement  of  the  Chamber  on 
this  important  matter  follows: 

"The  War  Revenue  Tax  Act  of  1918  has  now 
been  in  force  long  enough  to  develop  its  tech- 
nical income  and  accounting  features.  Many  of 
our  members  are  experiencing  perplexity  in  re- 
porting and  accounting  on  their  instalment  plan 
sales.  Two  general  methods  are  in  the  purview 
of  t,he  Internal  Revenue  Department.  One,  and, 
of  course,  the  simplest,  is  to  treat  the  entire  de- 
ferred payment  transaction  as  cash.  The  ob- 
vious objection  to  this  is  that  the  vendor  is  ad- 
vancing the  tax  upon  t,he  unpaid  instalments. 

"Then  when  it  is  necessary  to  repossess  prop- 
erty due  to  the  failure  of  the  purchaser  to  make 
payments  or  otherwise,  the  corporation  may  de- 
duct as  a  loss  so  much  of  the  profit  reported  on 
the  original  transaction  as  was  represented  in 
the  unpaid  instalments  and  the  repossessed 
property  should  be  taken  into  stock  at  its  then 

lyiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


value.  The  first  transaction  was  closed  with  the 
charging  off  of  the  loss  so  that  the  reposses- 
sion of  the  property  is  in  effect  a  purchase  of  the 
property  at  its  then  value  and  gain  or  loss  on 
the  next  sale  will  be  determined  as  in  the  first 
sale;  that  is,  on  the  basis  of  the  difference  be- 
tween the  repossessed  value  at  which  it  was 
taken  back  into  stock  and  the  new  selling  price 
of  the  article. 

"The  other  method,  more  economical  in  cash 
payment  of  taxes,  but  necessitating  more  book- 
keeping and  therefore  objectionable  to  some 
merchants,  is  quite  fully  set  forth  in  Artjcle  42 
of  Regulations  45  of  the  Internal  Revenue  De- 
partment. The  rule  there  is  that  in  the  in- 
stalment plan  the  income  to  be  returned  by  the 
vendor  will  be  that  proportion  of  each  instal- 
ment payment  which  the  gross  profit  to  be  bears 
10  the  gross  contract  price.  In  this  case,  if  the 
vendee  defaults  and  the  vendor  repossesses,  the 


entire  amount  received  on  instalments  less  the 
profit  already  reported  will  be  income  of  the 
vendor  in  the  year  of  repossession  and  the  prop- 
erty repossessed  must  be  included  in  the  inven- 
tory at  its  original  cost  to  himself  less  proper 
allowance  for  use  and  damage. 

"It  has  come  to  our  attention  that  many  of 
our  merchants  are  changing  their  system  of 
bookkeeping  and  changing  over  from  the  first 
to  the  second  method  in  handling  this  tax.  Any 
change  in  bookkeeping  at  this  time  is  scruti- 
nized by  the  Internal  Revenue  Department  and 
care  should  be  exercised.  In  the  second  method 
as  ordinarily  used  the  annual  report  includes 
payments  received  in  the  taxable  year  on  ac- 
count of  sales  effected  in  earlier  years  as  well 
as  those  effected  in  the  taxable  year.  Where 
returns  had  previously  been  made  on  the  cash 
basis  this  would  result  in  a  duplication  of  tax 
payment  if  care  is  not  exercised.  Regulations 
apparently  to  the  contrary  notwithstanding,  the 
Department  should  not  impose  payment  of  a 
tax  twice.  Therefore  sales  payments  previously 
returned  should  be  excluded  in  the  following 
year's  return." 


THE  "ARIETTA"  MAKES  ITS  DEBUT 


The  Rountree  Corp.,  of  Richmond,  Places  New 
Talking  Machine  on  Market — Being  Made  in 
Four  Styles — Many  Agents  Being  Appointed 


Richmond,  Va.,  July  9. — The  Rountree  Corpo- 
ration, well  known  throughout  the  talking  ma- 
chine trade  as  distributor  of  Emerson  records, 
has  placed  on  the  market  a  new  talking  machine 
named  the  "Arietta."  Although  only  recently 
generally  announced  to  the  trade,  this  instru- 
ment has  been  in  existence  for  some  time  past 
and  has  achieved  much  popularity  in  the  ware- 
rooms  of  the  various  dealers  who  are  carrying 
the  line.  The  production  at  the  factory  in  this 
city  has  now  reached  the  point  where  prompt 
shipments  on  all  models  are  possible  and  agen- 
cies are  being  established  in  Virginia,  West  Vir- 
ginia,  North   and   South   Carolina,  -where  the 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiin 


Rountree  Corp.  has  a  well-established  selling 
force,  covering  the  record  end  of  its  business. 

The  Arietta  line  will  consist  of  four  models, 
one  table  model  and  three  floor  models.  In  an 
attractive  six-page  folder  which  the  company 
has  issued  the  models  are  illustrated  and  a  full 
description  is  given.  Many  high  claims  are 
made,  for  this  new  talking  machine  and  much 
care  has  been  given  to  the  selection  of  its  equip- 
ment. The  Arietta  is  the  newest  addition  to  the 
talking  machines  which  are  being  manufactured 
in  the  South,  and  the  location  of  the  plant  in  this 
city  provides  excellent  facilities  in  the  prompt 
shipment  of  orders. 


Every  knock  is  a  boost — let  the  other  fellow 
do  the  knocking,  and,  if  he  can  use  it,  hand  him 
a  big  hammer.  The  bigger  the  hammer,  the 
sooner  he'll  tire,  and  the  more  business  he'll 
knock  in  your  direction. 

Illllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll! 


Back  on  the  Job 

Just  returned  from  A.  C.  where  I  thor- 
oughly enjoyed  myself — lots  of  fun  hut 
lots  of  ''good  stuff  at  the  Victor  meet- 
ings. 

Feel  fme,  with  plenty  of  Victor  pep, 
energy,  and  optimism.  Every  Victor 
dealer  should  feel  the  same  Way,  for  we 
are  getting  ready  for  the  biggest  Victor 
year  in  history. 


SILAS  E.  PEARSALL  COMPANY 


WHOLESALE  ONLY 
Victrolas  and  Victor  Records  10  East  39th  Street,  New  York 


liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiip 


July  15. 1920  THE   TALKING   MACHINE   WORLD  25 


VITANGLA  EXHIBIT  SECTION  20 


Quality — 

Vitanola  quality  is  unquestioned. 

It  is  born  of  ample  facilities — "know 
how"  and  wide  experience — for  in- 
stance, the  first  practical,  all-disc  rec- 
ord machine  was  produced  by  Vitanola. 

Stand  the  Vitanola  side  by  side  with 
any  machine  on  the  market — it  sells 
itself  either  from  the  standpoint  of 
appearance  or  performance. 

And  Vitanola  buyers  are  satisfied  cus- 
tomers. 


Publicity- 
Look  in  the  big  newspapers  —  the 
Saturday  Evening  Post. 

You'll  find  Vitanola  advertised— regu- 
larly— with  large  size  copy. 

And  the  big  campaign  back  of  this 
instrument  is  worth  the  money  it  costs 
because  it  helps  our  dealers  cash  in  on 
what  they  say  is  the  finest  instrument 
ever  produced. 


Write  for  the  book,  "How  to 
Make  a  Phonograph  Depart- 
ment Pay."    It's  Free. 


SIXTH  FLOOR  1319  BUILDING  CHICAGO,  TO  JULY  30TH. 


VITANOLA  TALKING  MACHINE  COMPANY,  508  West  35th  Street,  CHICAGO,  U.  S.  A. 


MtlTOpolHan  Salts  Rioruentatiets:  M.  M.  ROEMER  SALES  CORP..  1 123  Broadway,  New  York,  N.  Y. 


26 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


iiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiDiii^ 

The  Advantages  of  Operating  a  Store  With  | 
Novel  Display  Features 


By  Warfield  Webb  | 


fiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiioiiiiiiim^ 

One  way  to  increase  sales  for  talking  ma- 
chine records,  player  rolls,  players  and  even 
pianos  is  to  have  the  interior  of  the  store  at- 
tractive and  home-like.  The  latter  term  is 
coming  to  have  a  greater  meaning  to  the 
retailer,  and  if  he  can  demonstrate  this  in 
a  way  that  will  help  to  make  his  store 
attractive  he  has  done  something  at  least 
to  encourage  trade  to  seek  his  place  of  business 
The  main  plan  in  mind  to-day  is  that  of  appeal- 
ing to  the  prospective  customer  to  come  to  your 
store  because  of  the  atmosphere  that  can  be 
found  there. 

Novel  eflfects  are  being  tried  out  that  help  this 
sales  plan  and  in  Cincinnati  there  is  a  new  one 
now  in  operation.  George  P.  Gross,  the  well- 
known  piano  and  talking  machine  dealer,  who 
handles  a  very  extensive  line  of  Victor,  Edison, 
and  Columbia  machines,  has  very  recently  opened 
his  fourth  store  in  that  city.  It  is  located  on 
Vine  street,  in  a  section  that  is  populus  and 
where  many  people  daily  pass  the  door.  There 
are  attractive  show  windows  that  act  as  an  in- 
vitation to  the  passerby  and  inside  the  store 
other  features  make  this  a  reality. 

There  is  a  long  counter  where  are  placed,  easy 
to  select  from,  a  large  assortment  of  late  rec- 
ords. These  can  be  looked  over  by  the  cus- 
tomer and  a  selection  made  without  delay.  It 
is  a  self-service  plan,  and  after  a  selection  has 
been  made  one  can  enter  the  Swiss  Cottage,  a 
few  feet  farther  back,  where  the  demonstration 
rooms  are  found.  The  exterior  of  these  rooms 
resembles  a  Swiss  cottage.  There  are  two  win- 
dows on  either  side  of  a  doorway,  where  bracket 
electric  lights  are  seen.  The  exterior  is  of 
stucco,  and  the  red  tile  roof  makes  the  effect 


IIIIIIIIHIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIiy^ 

most  homelike  as  the  customer  approaches  the 
same. 

The  doorway  leads  to  a  hall,  on  either  side  of 
which  are  the  booths  for  machine  or  record 
demonstration.  The  interior  of  these  booths  is 
most  delightful  and  the  walls  and  general  effect 
make  them  like  rooms  in  a  private  home.  There 
is  a  tall  standing  electric  lamp,  chairs,  talking 
machine  and  table.  The  light  is  soft  and  the 
effect  soothing.    One  can  enter  here  and  seat 


lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^^ 
own  selection  of  the  records  without  much  aid 
from  the  salesperson. 

If  the  dealer  can  give  quick  and  effective  serv- 
ice, can  offer  by  way  of  inducement  a  reason  for 
the  customer  seeking  him,  there  is  a  combina- 
tion of  sales  ,  helps  that  are  sure  to  be  found 
most  effective  in  making  his  store  a  popular  one 
and  in  making  his  sales  show  an  increase  at  all 
times.  This  is  being  given  a  practical  test  here 
that  is  sure  to  be  found  most  helpful  and  adds 
to  the  arguments  why  sales  will  increase  where 
the  foundation  elements  are  not  overlooked. 


PACIFIC  PHONOGRAPH  CO.  BUYS 


Acquires  Additional  Warehouse  Which  Will  Be 
Used  for  Storage  Purposes 


The  Swiss  Cottage  Feature 

himself  and  at  once  feel  at  home.  The  music 
always  sounds  sweeter  where  the  surroundings 
are  so  satisfying.  Can  one  wonder  that  sales 
could  be  made  with  this  environment? 

Back  of  the  record  booths  there  is  a  demon- 
stration room  for  players  and  still  further  back 
a  room  for  player  roll  demonstration.  The  plan 
of  arrangement  here  is  ideal.  The  big  feature 
is  the  Swiss  Cottage,  and  then  the  idea  of  the 
record  self-service  is  also  a  help,  inasmuch  as 
the  customer  has  an  opportunity  to  make  her 


PoRTL.AND,  Ore.,  July  6. — The  Pacific  Phonograph 
Co.  has  purchased  the  "Old  Crow"  warehouse, 
which  is  situated  at  1036  East  Broadway  and 
adjoining  the  present  plant  of  the  company,  to- 
gether with  a  piece  of  ground  60x100  feet,  from 
Frank  Masson.  The  consideration  was  $12,000. 
The  warehouse  will  be  used  for  storage  purposes 
by  the  company.  The  Pacific  Phonograph  Co.'s 
business  is  increasing  very  rapidly  and  accord- 
ing to  E.  M.  Barlow,  vice-president  and  man- 
ager, the  new  storage  space  will  allow  space 
for  added  equipment  to  the  plant.  It  is  the  pur- 
pose of  the  company  to  eventually  use  the  ad- 
ditional ground  purchased  for  building  purposes 
when  the  increase  in  business  demands  an  ad- 
ditional unit. 


Sunshine  is  the  reward  of  those  who  don't 
kick  about  the  clouds. 


STODART 


The  sign  of  a  quality  phonograph 

A  high  grade  instrument  appeaUng  to  high  grade  prospects 
Exemplifies  its  superiority — in  Case  Design,  Tone  and  Equipment 

Five  handsome  and  distinctive  models  in  mahogany. 

Stephenson  Precision-made  motor  with  velour  turn-table, 
f  Universal  Tone  Arm. 

Its  remarkable  re*>roducing  device  creates  extraordinary 
tonal  volume  and  tonal  beauty.    Tone  modifying  rod. 

The  Stodart  Phonograph  is  distinguished  for  the  identica 
quality  which  has  made  the  Stodart  Piano  famous  for  a  century. 

A  constantly  growing  demand  is  reported  by  pur  enthusi- 
astic chain  of  nationally  distributed  Dealers. 


you. 


Find  out  how  and  why  this  Leader  can  make  money  for 
Write  right  now. 


STODART  PHONOGRAPH  CO.,  Inc 


"PHONOGRAPHS  WITH  A  PEDIGREE" 

GEORGE  H.  BEVERLY,  General  Manager 

119  West  42nd  Street  NEW  YORK 


The  Talking  Machine  World,  Nezv  York,  July  15,  1920 


Records 

4 STARTLING  SPECIALS  4. 
ON  SALE  AS  SOON  AS  RECEIVED  ^^BL 


4118 
10-in. 
$1.00 

4119 
10-in. 
$1.00 


IN  SWEET  SEPTEMBER— Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boys 

MY  SAHARA  ROSE— Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 

ROSE  OF  SPAIN— Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boys 

KISMET — Fox-trot...Green  Brothers'  Novelty  Band 


4120 
10-in. 
$1.00 

4121 
10-in. 
$1.00 


TELL  ME  PRETTY  MAIDEN  (From  Musical 
Comedy,  "Florodora") — Fox-trot, 

Rega  Dance  Orchestra 

POLLY — One-step, 

I        Jos.  Knecht's  Waldorf  Astoria  Dance  Orchestra 

LE  WANNA— Fox-trot, 

Green  Brothers'  Novelty  Band 

JEAN — Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 


RAY  MILLER'S 


BLACK  and 

WHITE 


RAY  MILLER  has  devel- 
oped  the  Black  and  White 
Melody  Boys  to  a  perfection 
of  superiority. 

They  are  nationally  elected 
the  Kings  of  Syncopated 
Harmony.  When  they  play 
a  dance  tune  the  rhythm 
and  pure  melody  are  not 
sacrificed  by  their  spirited 
verve. 


MELODY 

BOYS 


They  are  producers  of  su- 
perior jazz  marvels. 

Ray  Miller  comes  from  San 
Francisco;  between  the 
East  and  West  he  has  blazed 
a  trail  of  glowing  popularity. 

His  incomparable  reputation 
will  win  YOU  instantaneous 
sales  of  OKEH'S  SENSA- 
TIONAL SPECIALS. 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street,         New  York  City,  N.  Y. 

Factories  :    Newark,  N.  J.      Elyria,  Ohio     ^Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices  :    Chicago,  111.      San  Francisco,  Cal.      Toronto,  Can.      London,  Eng. 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


27 


Don't  hide  your  light  under  a  bushel.  You  don't  have 
to  if  you  put  up  the  Columbia  Awning.  True,  it's  an 
awning  plus— it  has  an  attractive  color— it  carries  the 
Columbia  Trade  Mark  and  it  protects  the  goods  in 
your  display  window.  Nobody  can  miss  it. 


Columbia  Graphophone  Co 

NEW  YORK 


MARION  HARRIS  WITH  COLUMBIA 


Popular  Comedienne  to  Make  Columbia  Records 
— Will  Be  Introduced  During  Special  Week 
From  August  28  to  September  3 


The  Columbia  Graphophone  Co.  announced 
this  week  that  arrangements  have  been  com- 
pleted whereby  Miss  Marion  Harris  becomes  an 
exclusive  Columbia  artist.   To  properly  celebrate 


is  known  as  "The  girl  with  the  voice  which 
chases  the  'blues'  away  by  singing  them." 

Miss  Harris  is  a  Kentucky  girl  and  a  de- 
scendant of  Benjamin  Harrison.  For  over  six 
months  she  has  charmed  thousands  of  music- 
loving  vaudeville  fans  and  the  announcement  of 
the  Columbia  Graphophone  Co.  that  she  is  now 
an  exclusive  Columbia  artist  will  be  welcome 
news  to  Columbia  dealers  everywhere. 

In  order  to  co-operate  with  Columbia  repre- 
sentatives in  adequately  announcing  Miss 
Harris'  engagement  as  an  exclusive  Columbia 
artist  the  Columbia  Graphophone  Co.  has  pre- 
pared an  intensive  advertising  campaign.  This 
will  include  window  streamers  for  the  dealers' 
windows,  units  in  the  September  window  dis- 
play, hearing-room  hangers,  advertising  for  the 
dealers'  local  newspapers  and  a  full  page  in  the 
August  28  issue  of  the  Saturday  Evening  Post. 


MACHINE  PLAYS  HOUR  AT  A  TIME 

Boston  Inventor  Has  New  Device  Embodying 
Radical  Departure  in  Playing  Methods  . 


VALUABLE  WORK  ON  CREDITS 


Marion  Harris 

this  important  announcement,  there  will  be  a 
special  Marion  Harris  week  from  August  28  to 
September  3,  featuring  her  first  Columbia  rec- 
ords, which  will  be  ready  for  the  trade  August 
10. 

Miss  Marion  Harris  is  well-known  to  talking 
machine  dealers  and  to  the  general  pubilc  from 
Coast  to  Coast.  Since  the  advent  of  the  "Blues" 
type  of  song  she  has  risen  to  pre-eminent  height 
as  a  singer  of  this  character  song.    In  fact,  she 


"The  Technics  of  Credit"  is  the  title  of  an  in- 
teresting twenty-four-page  booklet  written  by 
E.  O.  Rockwood,  credit  manager  of  the  Colum- 
bia Graphophone  Co.,  New  York.  Mr.  Rock- 
wood  is  one  of  the  recognized  authorities  on 
credits  in  the  talking  machine  industry  and  the 
booklet  that  he  has  prepared  for  the  use  of  the 
Columbia  organization  has  won  the  enthusiastic 
approval  of  every  member  of  the  sales  and 
executive  staffs. 

In  this  publication  Mr.  Rockwood  gives  in- 
teresting facts  and  figures  as  to  the  most  logi- 
cal methods  of  determining  the  credit  possibili- 
ties of  the  talking  machine  dealers.  From  his 
many  years'  experience  in  the  industry  Mr.  Rock- 
wood has  developed  an  intimate  knowledge  of 
every  phase  of  the  credit  situation  and  his  book- 
let is  therefore  practical  and  valuable. 


By  making  records  as  interchangeable  sections 
fitting  on  a  common  mandrel,  George  W.  Bow- 
ers, a  mechanical  and  consulting  engineer  of 
Boston,  has  introduced  a  new  phase  in  record 
music,  according  to  the  Scientific  American. 
Whereas  the  average  talking  machine  does  not 
handle  records  larger  than  twelve  inches  in 
diameter,  with  a  playing  time  of  four  minutes, 
Mr.  Bowers  has  a  machine  which  plays  for  an 
hour  without  a  break. 

The  new  invention  makes  use  of  an  excep- 
tionally large  mandrel  on  which  records,  in  the 
form  of  large  cylinders  of  narrow  width,  are 
placed  side  by  side.  The  needle  or  stylus  passes 
over  one  record  and  right  on  to  the  next  with- 
out a  break,  according  to  the  inventor.  In  this 
manner  the  machine  can  be  made  to  play  for 
one  hour,  if  desired;  or,  again,  it  can  be  ad- 
justed to  stop  automatically  at  any  pre-deter- 
mined  time  or  spot. 

The  tone-arm  arrangement  of  this  machine 
is  as  ingenious  as  it  is  interesting.  It  permits 
the  reproducer  to  cover  the  entire  length  of  the 
mandrel  without  a  hitch.  The  reproducer  is  ar- 
ranged to  play  the  hill-and-dale-cut  records, 
which  system,  in  this  case,  is  far  simpler  to 
accommodate  than  would  be  the  lateral-cut  sys- 
tem, which  predominates  in  the  usual  disc 
records. 


If  you  can't  figure  out  why  you  should  do 
more  work  than  you  get  paid  for,  do  it  any- 
how just  to  prove  to  yourself  that  you  can  do 
work  which  will  warrant  more  pay. 


FRED  BURBICK  NOW  IN  CANTON 

Fred  H.  Burbick,  for  several  years  connected 
with  the  talking  machine  department  of  the 
I<ewis  Bros.  Co.,  East  Liverpool,  O.,  has  joined 
the  sales  force  of  the  talking  machine  depart- 
ment of  the  D.  W.  Learch  Co.,  in  Canton. 


It  is  not  enough  to  be  industrious;  so  are  the 
ants.    What  are  you  industrious  about? 


FOUNDED  1835 


ARMSTRONG'S 


Distributors 


There  are  certain  desirable  localities  still  open  for  wide-awake  Pathe  dealers  in 
the  South. 

Our  Superior  Service,  co-operation  and  jobbing  experience  enable  us  to  give  all  dealers 
the  right  start.     A  good  start  is  half  the  game.     Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO. 


59  and  61  North  Main  Street 


Memphis,  Tenn. 


28 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


Model  506   -  $280.00 


Model  502 

-  $140.00^^^ 

K 

The  finest  reproducing 
phonograph  in  the  'world 

BUILT  along  artistic,  harmonious  lines,  a 
distinct  creation  of  the  wood-crafter's 
highest  art,  the  Steger  makes  an  eloquent 
appeal  to  every  lover  of  the  beautiful. 

It  is  an  exquisite  adornment  of  the  home — 
and  more.    It  is  the  soul  of  music. 

The  masterful  artistry  of  living  genius  finds 
in  the  Steger  its  most  faithful  medium  of 
expression.  Every  beauty  of  score,  every 
delicate  shading  of  sound  is  as  exact  in  its 
rich  quality  as  if  emanating  direct  from  artist 
or  instrument.  It  plays  all  records  correctly — 
no  parts  to  change. 

This  marvelous  fidelity  to  original  tone  value 
is  chiefly  attributable  to  the  patented  Steger 
tone  arm  and  tone  chamber,  triumphs  of 
human  ingenuity  and  skill. 

Active  dealers  have  found  that  the  interest 
and  appreciation  of  critically  inclined  buyers 
eventually  center  on  the  Steger. 

You  can  make  it  a  big  asset  of  your  business 
because  of  the  quick  turn-over — and  because 
we  can  ship  at  once  upon  receipt  of  order. 

Write  for  Steger  phonograph  style  brochure  today 

STEGER  Phonograph  Wholesalers 


Iver  Johnson  Sporting  Goods 
Co.,  155  Washington  Street, 
Boston,  Mass. 

Steger  &.  Sons  Piano  Mfg.  Co., 
867  Broad  St.,  Newark,  N.  J. 

Jones  Brothers  Co.,  317 
Main  St.,  Jacksonville,  Fla. 

Jones  Brothers  Co.,  137 
Whitehall  Street,  Atlanta, 
Georgia- 


Smith  &  Nixon  Co.,  306  West 
Walnut  St.,  Louisville,  Ky. 

Hall  Music  Company,  246 
Pine  Street,  Abilene,  Texas. 

Warfield-Pratt-Howell  Co.,  1st 
and  Court  Sts.,  Des  Moines, 
Iowa. 

Campbell  Phonograph  Sales 
Co.,  60  East  South  Temple 
Street,  Salt  Lake  City,  Utah- 


STEGER  &  SONS  ^J^^SS?" 

Steger  Building,  Chicago,  III. 


Model  505   -  $210.00 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


29 


THE  PERSONAL  TOUCH  BETWEEN  CLERK  AND  CUSTOMER  WELBURN  RESIGNS  FROM  HOUCK  CO. 


How  One  Western  Department  Cultivates  the  Personal  Element  to  Its  Great  Business  Advantage 
— Listing  the  Peculiarities  of  the  Customer  for  Future  Reference 


The  average  talking  machine  dealer  realizes 
fully  the  value  of  the  personal  element  in  pro- 
moting business,  and  takes  due  cognizance  of  the 
fact  that  regular  customers  like  to  be  waited  on 
by  sales  people  with  whom  they  are  acquainted 
and  who  have  some  idea  of  their  likes  and  dis- 
likes in  the  matter  of  records.  It  is  the  usual 
thing,  of  course,  for  the  regular  customer  to 
ask  for  a  certain  sales  person  when  entering  the 
store,  with  the  feeling  that  that  person  best 
i  nderstands  what  is  wanted. 

A  Western  talking  machine  department  man- 
ager feeling  that  certain  customers  should  be 
credited  to  certain  members  of  the  sales  staff, 
enlarged  upon  the  personal  touch  idea  by  pro- 
viding a  separate  card  index  for  each  member 
of  the  sales  staff  in  which  index  was  listed  the 
name  and  address  of  the  customer,  information 
regarding  their  likes  and  dislikes,  peculiarities, 
etc.,  numbers  of  records  asked  for  but  not  in 
stock,  together  with  the  numbers  of  records 
that  had  already  been  bought.  This  is  all  in- 
formation that  every  sales  person  should  have 
at  hand,  and  it  was  felt  by  the  department  man- 
ager that  it  was  better  to  have  such  informa- 
tion on  a  permanent  card  record  than  simply 
tc  trust  to  memory. 

With  a  separate  file  each  member  of  the  sales 
staff  naturally  takes  a  personal  interest  in  keep- 
ing the  information  on  the  card  accurate  and 
up-to-date,  and  is  inclined  to  list  items  that 
would  never  appear  on  cards  in  a  general  cus- 
tomers' file.  The  sales  people  are  instructed  to 
receive  the  customer  in  the  usual  manner  and 
ascertain  what  particular  record  is  desired.  As 
soon  as  the  record  has  been  secured,  and  while 
it  is  being  demonstrated  for  the  customer  in 
one  of  the  hearing  rooms,  the  clerk  goes  im- 
mediately to  his,  or  her,  private  file  and  at  a 
glance  refreshes  the  memory  regarding  the  sort 
of  records  favored  by  the  customer  and  what 
records  he  was  unable  to  obtain  on  his  last 
visit.  With  this  information  at  hand  the  clerk 
is  able  to  make  suggestions  of  a  sort  that  are 
acceptable  to  the  customer,  and  indicate  a  dis- 
tinctly personal  interest  on  the  part  of  the  sales 
person  as  representative  of  the  store. 

Each  sales  person  is  provided  with  a  busi- 
ness card,  and  a  card  is  always  slipped  in  the 
corner  of  the  package  or  handed  to  the  customer, 
with  the  suggestion  that  the  same  sales  person 
be  asked  for  on  the  next  visit.  Customers  ap- 
pear to  appreciate  this  personal  attention,  and 
hardly  one  comes  back  the  second  time  with- 
out making  definite  inquiries  for  some  member 


of  the  staff.  The  employes,  too,  seem  to  ap- 
preciate the  opportunity  of  asserting  their  in- 
dividuality to  a  certain  extent.  Where  the  sales 
person  called  for  by  name  is  not  present,  a  sub- 
stitute by  quick  reference  to  the  absentee's  per- 
sonal file  can  gather  the  necessary  information 
regarding  the  customer's  characteristics  to 
smooth  the  way  in  handling  the  sale. 

It  is  human  nature  to  appreciate  doing  busi- 
ness with  people  whom  one  knows,  whether  it 
be  the  waiter  in  the  restaurant  where  one  eats, 
or  the  clerk  in  the  store  where  one  shops.  The 
acquaintanceship  is  believed  to  insure  a  certain 
amount  of  special  attention  that  would  not  be 
forthcoming  to  a  stranger,  and  the  theory  has 
an  excellent  foundation  in  fact.  In  promoting 
the  personal  touch  between  the  sales  person  and 
the  customer,  the  Western  department  has 
simply  been  working  along  well  established  lines. 


Severs  Connection  as  Director  and  Branch  Man- 
ager of  the  O.  K.  Houck  Piano  Co.— Has  Not 
Announced  Definite  Plans  for  the  Future 


N'ASHViLLE,  Tenn.,  July  1. — Allan  Welburn, 
member  of  the  board  of  directors  of  the  O.  K. 
Houck  Piano  Co.  and  manager  of  the  Houck 
Nashville  store,  has  tendered  his  resignation, 
which  took  effect  to-day,  both  as  manager  and 
director  of  the  concern. 

Mr.  Welburn  has  been  connected  with  the 
Houck  interests  for  fifteen  years,  with  the  ex- 


TRADE  ACTIVITY  IN  RALEIGH 


Raleigh,  N.  C,  July  9. — The  branch  wareroom 
of  the  A.  J.  Crafts  Piano  Co.,  of  Richmond,  Va., 
in  this  city,  has  increased  its  sales  force  and 
added  several  new  delivery  trucks  to  take  care 
of  its  phenomenally  increasing  business  in  both 
pianos  and  Crafts  phonographs.  The  distribut- 
ing business  throughout  North  Carolina  has 
grown  to  such  an  extent  that  it  has  been  found 
necessary  to  secure  a  large  warehouse  in  this 
city  for  storage  purposes.  Crafts  phonographs 
will  be  shipped  in  carload  lots  from  Richmond, 
Va.,  to  Raleigh,  where  they  will  be  promptly  re- 
shipped  to  the  Crafts  dealers.  It  is  expected  that 
this  change  will  eliminate  delay  in  filling  orders 
and  will  offer  the  individual  dealer  not  only  more 
prompt  deliveries,  but  a  considerable  saving  in 
freight  charges. 


PHONOGRAPH  CO.  ENTERTAINS 


Edison  dealers  located  in  the  vicinity  of  Cin- 
cinnati met  informally  in  that  city  last  month 
at  the  invitation  of  The  Phonograph  Co.,  Edi- 
son jobbers,  to  discuss  existing  conditions  in  the 
phonograph  industry.  P.  H.  Oelman,  manager 
of  The  Phonograph  Co.,  acted  as  chairman,  and 
William  Maxwell,  vice-president  of  Thomas  A. 
Edison,  Inc.,  who  stopped  at  Cincinnati  on  his 
return  from  Atlanta,  Ga.,  represented  the  Edi- 
son laboratories. 


A  discourteous  clerk  should  remain  in  your 
employ  only  long  enough  to  write  his  pay  check. 


Allan  Welburn 

ception  of  three  years,  during  which  time  he  was 
associated  with  the  Musical  Instrument  Sales 
Co.  of  New  York,  While  with  the  M.  I.  S.  Co. 
he  was  active  and  instrumental  in  opening  a 
number  of  piano  and  Victor  departments  in  New 
York  and  other  cities.  In  June,  1916,  he  returned 
to  the  O.  K.  Houck  Piano  Co.  as  manager  of 
the  Nashville  store  and  was  made  a  member  of 
the  board  of  directors  of  the  company,  in  which 
capacity  he  has  served  since  that  time. 

In  tendering  his  resignation  to  the  Houck  Co. 
he  has  expressed  his  best  wishes  for  the  future 
of  the  company  and  his  regrets  at  leaving  his 
associates  of  many  years.  Mr.  Welburn's  fu- 
ture plans  have  not  been  completed,  but  we 
understand  they  will  be  announced  to  the  trade 
at  an  early  date. 


WiU  Play  100  to  200  Records  Without  Changing 

Is  What  We  Claim  and  Expect  of 

The  E)e  Luxe  Stylus 

THE  BEST  SEMI  •  PERMANENT  NEEDLE  MADE 

3  for  30  cents 

Let  the  "De  Luxe"  Speak  for  itself  and  Send  for  Free  Samples,  Discounts,  etc. 


Medium  Tone 


DUO  TONE  COMPANY,  Inc. 

Sole  Manufacturers  of  De  Luxe  Needles 

ANSONIA,  CONN. 


Full  Tone 


ilUIUlMliHHMllllgHMnilUlllinilll 


30 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


1921  isn't  so  far  away.  Thafs  why  wc 
stress  tlie  1921  Columbia  Calendar.  It's  an 
elaboration  on  the  1920  issue  and  an  attrac- 
tive proposition  to  the  dealer.  Ask  us  about 
it  now— the  edition  is  limited. 

Columbia  Graphophone  Co. 

NEW  YORK 


FAMOUS  ARTISTS  IN  WOONSOCKET 


Record  Makers  Delight  Large  Audiences  With 
Elaborate  and  Interesting  Program 


FACTORY  OUTPUT  INCREASES 

Beacon  Phonograph  Co.  Making  Large  Ship- 
ments to  Trade  Throughout  Country 


WooNSOCKET,  R.  I.,  July  5. — The  appearance 
here  last  month  of  the  Eight  Famous  Record 
Artists  under  the  auspices  of  La  Roe's  Music 
Store,  Victor  dealers,  was  a  notable  event  in 
musical  circles.  These  well  known  artists,  Al- 
bert Campbell,  Henry  Burr,  John  Meyers,  Frank 
Croxton,  Monroe  Silver,  Fred  Van  Eps,  Billy 
Murray  and  Frank  Banta,  rendered  an  extensive 
program  at  the  Park  Theatre.  La  Roe's  Music 
Store  received  many  compliments  for  the  way 
the  afifair  was  handled  and  the  record  sales  of 
the  numbers  recorded  by  these  artists  was  very 
large.  A  special  program  was  printed  and  dis- 
tributed to  the  guests.  This  program  contained 
on  the  back  cover  a  list  of  records  by  each  of 
the  artists  and  stated  that  these  could  be  ob- 
tained at  La  Roe's,  which  is  an  exclusive  Victor 
store. 


Boston,  Mass.,  July  6.— During  the  past  two 
months  the  production  at  the  factory  of  the 
Beacon  Phonograph  Co.  has  increased  rapidly. 
A.  R.  MacDonald,  president  of  the  company, 
who  was  formerly  connected  with  one  of  the 
largest  production  enginee-ring  organizations  in 
the  country,  has  spent  most  of  his  time  at  the 
factory,  where  changes  have  been  made  which 
have  resulted  in  a  tremendous  increase  of  pro- 
duction. Additional  new  machinery  has  been 
installed,  and  other  factory  space  has  practically 
been  obtained  which  will  enable  the  company  to 
fulfill  its  promises  to  Beacon  dealers  and  make 
prompt  shipments  on  all  orders  received. 

At  the  present  time  large  shipments  are  being 
made  to  the  dealers  throughout  the  East  and 
Middle  West.  All  the  territory  East  of  the  Mis- 
sissippi is  now  closed  for  distributing  represen- 


tation, and  all  goods  are  shipped  from  the  ten 
distributing  points  located  in  this  territory.  It 
is  planned  by  Fall  to  open  up  the  Far  West 
and  also  develop  the  export  trade  which  the 
Beacon  Co.  has  heretofore  been  unable  to  handle 
because  of  the  requirements  of  domestic  dealers. 


PATHE  DEALER  HOLDS  CONCERT 


Mt.  Morris,  N.  Y.,  July  5.— A.  H.  Jenks  & 
Son,  progressive  Pathe  phonograph  dealers  of 
this  locality,  arranged  a  very  attractive  concert 
recently  which  was  well  attended  and  proved  a 
decided  success.  Alonzo  Jenks,  manager  of  the 
phonograph  department,  was  formerly  a  profes- 
sional musician,  and  his  "Jenks  Ensemble"  is 
now  giving  a  series  of  concerts  in  the  western 
part  of  the  State.  He  is  director  of  the 
Genesee  Valley  Band  of  thirty-five  players  and 
also  of  the  Livingston  county  orchestra.  The 
program  recently  rendered  at  Mt.  Morris  con- 
sisted of  nine  numbers,  including  gems  from 
eminent  composers  of  Pathe  records. 


I 

Sell  what  the  people  want  to  hear 


THE  writer  of   this  ad  recently 
asked  a  saleswoman  in  a  New 
York  phonograph  shop  what  class 
of  music  sold  better  than  anythingelse. 

The  girl's  eyes  got  big  and  round  as 
she  replied  in  a  stage  whisper, 
"HITS!" 

It  was  the  same  all  along  the  line. 
"People  want  lively  stuf?  —  HITS," 
said  one  salesman.  Another  replied, 
"We  sell  mostly  popular  music — it's 
what  everybody  wants." 

Just  then  a  woman  came  in  and  asked 
for"Jingo"and"WashingtonSquare." 

It  is  easy  to  see  why  Emerson  Records 


are  so  popular  with  dealers  in  the 
Metropolitan  territory. 

Eight  out  of  every  ten  customers  ask 
for  song  hits  and  dance  hits.  No  won- 
der Emerson  dealers  are  wearing  the 
smile  that  won't  come  ofif.  Here  are 
two  Emersons  that  are  going  big 
right  now: 

10192 

So  Long,  Oolong,  How  Long  You  Gonna 
Be  Gone? 

Fox  Trot  Green  Brothers  Novelty  Band 

Yokohama 

Japanese  Fox  Trot  .   Knickerbocker  Specialty  Orchestra 

10194 
Jean 

Fox  Trot  All  Star  Trio 

Wild  Flower 

Waltz  All  Star  Trio 


Emerson  Record  Sales  Company,  Inc. 

EXCLUSIVE  METROPOLITAN  DISTRIBUTORS 

6  West  48th  Street,  New  York  City 


I 


^mersoTi 

Records  q.nd 
Phonographs 


I 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


31 


The  playing  of  The  Cheney 
reveals  an  unsuspected 
wealth  of  harmony  because 
of  new  principles  of  design. 
All  music  finds  full  and 
true  expression  in  its  mel- 
low tones. 


to  the  Furniture  Market  at  Grand  Rapids 
will  find  more  than  usual  interest  in  the  showing  at  The 
Cheney  display  rooms,  423  Monroe  Avenue,  N.  W. 

In  addition  to  our  regular  upright  and  console  models,  espe' 
cially  designed  art  cabinets  will  be  displayed.  These  creations 
offer  a  combined  beauty  of  tone  and  cabinet  work  which 
will  win  the  admiration  and  approval  of  dealers  and  public 
throughout  the  display,  from  June  28th  to  July  24th. 

A  cordial  invitation  is  extended  all  who  attend  the  Market 
to  call  upon  us  for  a  demonstration. 

'CHENEY    TALKING    MACHINE    COMPANY  CHICAGO 


32 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


You  can't  take  it  easy  if  you  carry  "Talce  it  Easy"  fox- 
trot by  Art  Hickman's  Orctiestra.  And  if  you  liear 
tlieir  "Come  Back  to  Georgia"  you'll  want  to  buy 
your  ticket  for  Dixie.  This  record  will  be  heard  this 
summer  wherever  there  is  dancing.  A-2938. 

Columbia  Graphophone  Co. 

NEW  YORK 


MAURICE  EDITS  EMERSON  RECORDS 

World-famous  Ballroom  Dancer  to  Put  Stamp  of 
Approval  on  Emerson  Records  for  Dancing 


The  Emerson  Phonograph  Co.  announced  re- 
centh-  that  arrangements  have  been  completed, 
wh^rebj^  Maurice,  the  world's  most  famous  ball- 
room dancer,  will  place  his  personal  stamp  of 
approval  on  the  rhythm  of  all  Emerson  dance 


Maurice  and  Hughes 
records,  thereby  insuring  Emerson  dealers  and 
their   clientele   perfect   rhythm   for  Emerson 
fox-trots,  one-steps  and  waltzes. 

"this  announcement  is  particularly  interesting 
in  view  of  the  fact  that  Maurice  is  internation- 
ally famous,  having  attained  phenomenal  suc- 
cess in  Paris,  London  and  New  York.  His  fame 
has  steadih-  increased  and  to-daj-  he  is  acknowl- 
edged everywhere  as  the  foremost  exponent  of 
modern  ballroom  dancing. 

At  the  present  time  Maurice  is  appearing  in 
London  with  Miss  Leonora  Hughes.  They  have 
scored  a  triumph  with  their  act  and  in  all  prob- 
ability will  appear  shortlj-  in  New  York.  Emer- 
son dealers  who  have  been  advised  of  the  con- 
tract closed  with  Maurice  are  planning  to  fea- 
ture it  extensively  in  their  respective  territories, 
realizing  the  fact  that  Maurice  is  very  popular 
among  all  devotees  of  modern  dancing. 


WHAT  IS  APEPTIMIST? 


A  peptimist  is  a  man  who  sticks  more  than 
he  straggles,  tackles  more  than  he  talks,  com- 
piles more  than  he  complains,  works  more  than 
he  worries,  deserves  more  than  he  desires,  and 
is  rewarded  in  waj^s  never  guessed  by  a  mere 
dollar  counter. — The  Peptimist. 


ARE  YOU  PLANNING  AHEAD? 


Customers  you  now  have  will  not  always  be 
with  you.  Some  will  move  out  of  the  com- 
munity— some  will  die,  while  others  will  go  to 
your  competitors  in  spite  of  all  you  can  do  to 
hold  them.  What  are  you  doing  to  recruit 
others  to  fill  their  places? 


IMMORTALIZING  THE  ARTIST 


Why  Maud  Powell,  the  Great  Violiniste,  Will 
Live  Forever  Through  Her  Victor  Records 


One  of  the  pleasing  signs  of  the  times  is  the 
new  conception  among  musicians  of  the  value 
of  the  talking  machine.  It  has  demonstrated  its 
worth  as  one  of  the  greatest  factors  in  develop- 
ing musical  taste  and  appreciation  in  historj-. 
In  this  connection,  the  following,  which  we  clip 
from  The  Voice  of  the  Victor,  is  as  significant 
as  it  is  interesting: 

"Hardly  yet  do  people  realize  the  value  of  the 
A'ictrola  in  giving  permanence  to  the  interpreta- 
tive artist.  The  composer  at  least  has  a  writ- 
ten record  of  his  musical  dreams  from  which 
they  can  be  rebuilt  after  his  death:  but  when  the 
singer  dies,  then  also  dies  the  song  upon  his  lips 
unless  the  Victrola  has  managed  'to  recapture 
the  first  fine  careless  rapture.'  The  fact  that  she 
made  so  many  Victor  records  is  one  of  the  few 
consolations  that  help  to  lighten  the  loss  to  the 
world  of  music  of  Maud  Powell.    As  an  artist 


she  was  intensely  personal;  all  her  moods,  all 
the  varied  moods  of  the  human  heart,  found  ex- 
pression through  her  violin.  Every  performance 
an  artist  gives  is  something  of  a  creative  act; 
something  illumined  by  the  vital  spark  of  life 
itself.  That  is  certainly  true  of  Maud  Powell's 
Victor  records.  In  having  them  we  not  only 
retain  something  of  her,  but  we  have  her  in  her 
most  exalted  moods." 


HEIFETZ  SCORES  IN  LONDON 


Famous  Victor  Artist  Not  Only  Duplicates  but 
Enhances  New  York  Success  in  London 


Jascha  Heifetz,  the  celebrated  violinist,  who 
has  scored  such  a  tremendous  success  in  the 
United  States,  and  who  is  made  more  familiar 
to  the  general  public  through  his  very  excel- 
lent Victor  records,  has  made  a  remarkable  hit 
in  London,  England — in  fact  he  has  become 
quite  a  fad  there  and  his  various  records  are 
having  sales  of  unparalleled  magnitude  among 
all  classes. 


Genuinely  Interested  in  the 
Dealer  Who  is  Genuinely 
Interested  in  Victor 


Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 
Exclusively  Victor  Strictly  Wholesale 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


33 


EI 


Many  of  our  dealers  have 
profited  the  past  twelve 
months  by  timing  their 
purchases  according  to 
our  advice.  We  now 
suggest  that  it  will  be  to 
your  material  interest  to 
book  your  Fall  require- 
ments for 

BRILLIANTONE 
STEEL  NEEDLES 

now,  and  thereby  not  only  get 
the  benefit  of  present  low 
prices,  but  also  to  assure 
yoursellF 


Write  for  samples  and  prices  to  your  nearest  distributor. 
If  he  cannot  supply  you,  write  direct  to  us. 

BRILLIANTONE 

STEEIiNEEDIiE  OO.mc^orate^ 


AT  34th  STREET 


347  FIFTH  AVENUE, 

New  York 


SUITE  1003 


34 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


CLOSE  NEW  PORTOPHONE  ACCOUNTS 

M.  I.  Mayer,  President  of  the  Tri-Sales  Co., 
Returns  From  Canadian  Trip — Business  Ac- 
tive— To  Introduce  Line  of  Turn-table  Toys 


Mr  I.  "Mayer,  president  of  the  Tri-Sales  Co., 
St.  Louis,  Mo.,  was  a  visitor  to  New  York  last 
week,  after  making  an  extensive  trip  through 
Canada.  This  company  is  a  distributor  for  the 
Portophone  machine  and  has  developed  a  phe- 
nomenal demand  for  this  instrument  in  its  ter- 
ritorj-. 

In  a  chat  with  The  World  Mr.  Mayer  stated 
that  the  Portophone  was  verj^  well  received  in 
Canada  and  that  important  agency  connections 
were  established.  The  distinctive  merits  of  the 
machine,  together  with  its  musical  quality,  won 
the  approval  of  the  •  Canadian  dealers  and  an 
aggressive  campaign  in  behalf  of  the  instrument 
is  now  being  launched  in  the  leading  trade  cen- 
ters in  Canada. 

Upon  his  arrival  in  New  York  Mr.  Maj^er 
received  enthusiastic  letters  from  G.  H.  Phelps, 


treasurer  and  general  manager  of  the  Tri-Sales 
Co.,  who  stated  that  the  sale  of  the  Portophone 
in  the  Middle  West  is  steadily  increasing.  The 
company  has  an  efficient  sales  staff  visiting  the 
trade  throughout  the  West  and  agency  connec- 
tions have  been  established  everywhere. 

While  in  New  York  Mr.  Mayer  stated  that  the 
Tri-Sales  Co.  was  practically  ready  to  announce 
an  addition  to  its  line  of  products,  constitut- 
ing a  set  of  turn-table  toys,  embodying  many 
features.  Plans  have  been  made  whereby  the 
company  will  absorb  the  entire  output  of  a  large 
manufacturer  in  St.  Louis,  and  judging  from 
the  comments  of  the  New  York  trade,  these 
t05's  will  be  accorded  a  hearty  welcome  by  the 
dealers. 


The  Liberty  Phono  Motors  Corp.,  Brooklyn, 
N.  Y.,  has  been  incorporated  under  the  laws  of 
New  York  State  to  do  a  business  in  foundry  and 
factory  supplies.  The  new  corporation  starts 
business  with  a  capital  of  $12,000.  The  incor- 
porators are  C.  F.  Hahn,  J.  J.  Braun  and  J.  J. 
Braun,  Jr,  1321  Gates  avenue,  Brooklyn. 


YEAQER  TAKES  UP  NEW  DUTIES 

Former    Victor    Man    Joins    Hunt's  Leading 
Music  House  in  White  Plains  as  Director 

White  Plains,  N.  Y.,  July  3. — Lawrence  R. 
Yeager,  who  recently  purchased  the  stock  hold- 
ings of  Deputy  Cou»ty  Treasurer  Leonard  E. 
Teed  in  Hunt's  Leading  Music  House,  Inc.,  has 
been  elected  to  the  board  of  directors  of  the 
company  and  made  secretary  and  treasurer. 
He  has  officially  taken  up  his  active  duties  as 
a  member  of  the  corporation.  He  will  bring 
his  family  here  some  time  this  month. 

Mr.  Yeager  was  for  several  years  on  the 
traveling  staff  of  the  Victor  Talking  Machine 
Co.,  of  Camden,  N.  J.  In  making  his  rounds 
of  Victor  dealers  he  became  favorably  impressea 
with  the  possibility  of  entering  the  music  and 
Victrola  business  in  White  Plains. 


QRAFONOLA  POLISH  INTRODUCED 

Announcement  Contained  in  Circular  Sent  Out 
by  Dealer  Service  Department 

The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  has  just  issued  a  circular 
announcing  a  new  Grafonola  accessory,  which 
will  be  known  as  Grafonola  polish.    The  litera- 


Grafonola  Polish  Counter  Display 
ture   emphasizes   the   fact   that  a  satisfactory 
polish  is  extremely  important,  as  it  furnishes  a 
distinct  service  of  real  benefit  to  the  dealers' 
customers. 

The  new  Grafonola  polish,  which  was  tested 
and  approved  by  the  Columbia  Co.  before  being 
of¥ered  to  the  dealers,  is  scientifically  prepared 
to  maintain  the  genuine  lustre  of  finely  finished 
surfaces.  Each  bottle  bears  the  famous  Co- 
lumbia trade-mark,  and  Columbia  dealers  can 
undoubtedly  feature  this  accessory  to  advantage. 


Be  a  man  with  ideas — an  information  bureau — 


The  New  Model  "E" 

Garford  Phonograph 

The  Greatest  Value  on  the  Market 

IMMEDIATE   DELIVERIES   IN  ANY  QUANTITY 


tn 
Price 


New  Model  "E "  Garford  Phonograph 

The  New  Model  "E"  Garford  Phonograph 
has  every  desirable  feature  of  the 
high  price  phonograph 

1  Plays  all  makes  of  records  without  an  attachment. 

2  Superior  Tone  Quality. 

3  Standard  Motor  of  Recognized  Merit. 

4  Artistic  Appearance. 

5  Guaranteed  to  Give  Excellent  Service. 

Order  Now  for  Immediate  Deliverv 
SELLS  LIKE  "WILD-FIRE"  THE  YEAR  ROUND 
We  have  an  Attractive  Dealer  Proposition 

The  General  Phonograph  Mfg.  Co. 

(FORMERLY  NAMED  THE  GARFORD  MFG.  CO.) 

ELYRIA,  OHIO 


and  keep  your  information  always  on  tap. 


Why  Break  Records? 
Just  File  Them! 

That  is  if  you  have  the  wonderful  Record  filing  sys- 
tem which  is  a  feature  of 

The  Marvelous  MAGNOLA 


Ws.tcKir\J  tke  Music  Corr\e  Out 


This  is  only  one  feature  of  many  that  will  command 
^our  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  our 
plans  for  helping  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  President 
General  Ofllcet  Southern  Wheleule  Branek 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDQ. 

CHICAGO  ATLANTA,  OA. 


OtVQ  P 

IS    ITS    BE  ST 


SAI.e  s  MAN 


IN  TONE  as  in  every  other  essential  to  the  phonograph— 
Pathe  is  supreme,  Pathe  Phonographs  and  records  give  an 
absolute  duplication  of  the  artist's  original  interpretation* 

Pathe  TONE  is  the  difference  between  metal  and  life. 

Pathe  TONE  is  the  difference  between  the  strident  harshness  of  steel  needles 
and  the  gliding  smoothness  of  a  rounded,  jewel-polished  sapphire! 

To  the  experienced  or  inexperienced  prospective  customer  but  little  dealer 
demonstration  is  necessary  to  prove  the  superior  qualities  of  the  Pathe  over 
other  phonographs  or  talking  machines. 

The  Pathe  is  almost  a  self  selling  proposition  for  the  dealer! 

Pathe  Records  played  on  the  Pathe  Phonograph  compose  a  combination 
unsurpassed. 


Costs  no  more 
than  the  ordinary 

PHONOGRAPH 


PATHE  RECORDS 
SPIN  PROFITS 


THEY  are  the  weavers  who  are  "making 
a  turn"  for  the  benefit  of  the  Phono- 
graph Dealer,  Every  turn  table  on  every 
Phonograph  is  the  place  for  you  to  put  Pathe 
Records  at  a  profit — we  say  Pathe  Records,  we 
mean  Pathe  Records — 


BECAUSE: 

Every  day  the  demand  for  Pathe  Records  increases. 
Every  day  more  people  recognize  the  exquisite 
tone  quality  of  Pathe  Records. 

Every  day  more  people  discover  that  Pathe  is  first 
with  the  hits  that  make  Broadway  famous. 

Every  day  people  find  out  that  they  get  the  widest 
possible  choice  in  Pathe  Records  —  everything  in 
music — operatic,  orchestral,  band  and  vocal — from 
the  classical  favorites  and  the  "songs  that  never 
grow  old"  to  the  raggy,  jazzy  popular  melodies 
of  the  day. 

Because  of  Pathe  National  Advertising  which 
is  effectively  telling  the  public  about  Pathe 
Records  day  by  day,  week  by  week,  month 
by  month.  And  every  time  24  hours  go 
by,  ten  times  that  many  people  right  in 
your  neighborhood  have  discovered  that 
Pathe  Records  give  them  the  music  they 
want — and  surpassing  tone. 


THE  IMMIGRANT  AND 
HIS  MUSIC 


Pathe  Foreign  Records 

EVERY  population  center  in  this  country  has  its  foreign 
language  colony.   The  American  catalogue  means 
nothing  to  those  people — yet.    They  want  their  own 
music  from  their  own  country — and  they  can  afford  to  pay  for  it. 

They  can  get  it — and  get  more  of  it — from  the  Pathe  catalogue 
than  from  any  other  source,  because  the  Pathe  repertoire  is  the 
largest  in  the  world.  It  puts  the  Pathe  dealer  here  in  a  class  by 
himself— beyond  any  possible  serious  competition  in  the  foreign 
language  and  music  field. 

The  Pathe  message  reaches  these  people  regularly  and  all  the 
time  in  their  own  newspapers.  We  are  using  every  foreign 
language  paper  of  standing  in  the  country.  We  have  blazed  the 
trail  for  you  to  this  business — it  is  up  to  you  to  make  sure  of  it. 

It's  doubly  worth  while :  first  because  of  the  immediate  dollars 
and  cents  that  are  in  it ;  and  also  because  it  will  lay  the  founda- 
tion  for  the  American  record  business  that  will  follow  as  these 
people  become  Americanized. 


PATHE 
DISTRIBUTORS 


ARMSTRONG  FURNITURE  CO. 

59  N.  -Alain  St.,  JMEMPHIS,  TENN. 

BRISTOL  &  BARBER 

3  East  14th  St.,  l^EW  YORK 

BUFFALO  WHOLESALE  HARDWARE  CO. 

317  Washington  .St.,  BUFFALO,  N.  Y. 

BURNHAM,  STOEPEL  &  CO. 

19  E.  Lamed  Street,  DETROIT,  MICH. 

CHURCHILL  DRUG  CO.,  BURLINGTON,  L\. 
CHURCHILL  DRUG  CO.,  CEDAR  RAPIDS,  lA. 
CHURCHILL  DRUG  CO.,  PEORIA,  ILL. 

COMMONWEALTH  PHONOGR-4PH  CO. 

19  and  21  Lyman  St.,  SPRINGFIELD,  JMASS. 

THE  FISCHER  COMPANY 

9-13  Chestnut  Ave.,  CLEVEU\ND,  O. 

THE  FISCHER  COMPANY 

44-46  Vine  Street,  CINCINNATI,  O. 

FULLER-MORRISSON  CO. 

540  W.  Randolph  St.,  CHICAGO.  ILL. 

JOHN  A.  FUTCH  CO. 

35  Auburn  Ave.,  ATLANTA,  GA. 

JOHN  A.  FUTCH  CO. 

1500  S.  Boulevard,  CHLARLOTTE,  N.  C. 

JOHN  A.  FUTCH  CO. 

630  ^^  ashington  St..  JACKSON'VILLE,  FLA. 

GRAY  &  DUDLEY  CO.,  NASm  ILLE,  TENN. 

HALLET  &  DAVIS  PIANO  CO. 

146  Bovlston  St.,  BOSTON,  MASS. 

HARBOUR-LONGMIRE  PHONOGR.\PH  CO. 

1001  Elm  St.,  DALLAS,  TEXAS 

IL\RBOUR-LONGMIRE  PHONOGRAPH  CO. 

311  W.  iMain  St..  OKLAHO:\IA  CITY,  OKL,\. 

INTERSTATE  PHONOGRAPH  CO. 

1026  Chestnut  St.,  PHILADELPHIA.  PA. 

W.  W.  KIMBALL  CO. 

Jackson  and  Wabash  Aves.,  CHICAGO.  ILL. 


F.  P.  MAY  HARDWARE  CO. 

469  C  Street,  WASHINGTON,  D.  C. 

MOON^Y,  3ILT:LLER  &  WARD  COMPANY 

101  S.  Meridian  St.,  INDIANAPOLIS,  IND. 

MORLEY  murphy  hardware  COMPANY 

GREEN  BAY,  WIS. 

PATHE  CITY  SALES 

18  East  42nd  Street,  NEW  YORK  CITY,  N.  Y. 

PITTSBURGH  TALKING  MACHINE  CO. 

963  Liberty  Ave.,  PITTSBURGH,  PA. 

RICE-STIX  DRY  GOODS  CO.,  ST.  LOUIS,  MO. 

RICE-STIX  DRY  GOODS  CO. 

NEW  ORLEANS,  LA. 

ROCHESTER  PHONOGRAPH  CO..  Inc. 

14  Clinton  Ave.,  North,  ROCHESTER,  N.  Y. 

SALT  LAKE  HARDWARE  CO. 

SALT  LAKE  CITY,  UTAH 

:m.  seller  &  CO. 

Fifth  and  Pine  Streets,  PORTLAND,  OREGON 
M.  seller  &  CO.,  SPOKANE,  WASHINGTON 

G.  SOMMERS  &  CO. 

Park  Square,  ST.  PAUL,  MINN. 

WM.  VOLKER  &  CO.,  DENVER,  COLORADO 
W:M.  VOLKER  &  CO.,       HOUSTON,  TEXAS 
VOLKER  &  CO. 

-Main,  2d  and  3d  Sts.,  KANSAS  CITY,  MO. 
WEAVER  PIANO  COMPANY.        YORK,  PA. 

WESTERN  PHONOGRAPH  CO. 

820  S.  Broadway,  LOS  -\NGELES,  C.AL. 

\^t:stern  phonograph  co. 

985  :\rarket  St.,  S-\N  FRANCISCO,  CAL. 

WRIGHT  &  wilhel:my  CO. 

Tenth  and  Jackson  Sts..  OMAHA.  NEB. 


PATHE  FRERES  PHONOGRAPH  CO. 

EUGENE  A.  WIDMANN,  President 

10-56  GRAND  AVENUE  BROOKLYN,  N.  Y.,  U.  S.  A. 

London,  England  The  Pathe  Freres  Phonograph  Co.  of  Canada,  Ltd.,  Toronto 


July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


35 


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Assemble  IJour  Oiun  'Equipmenl 


U5 


E  OlDN  the  Dies  for  producing  the  Die  Cast  parts  C  FECIAL  Connections  can  be  produced  for  adapting 
of  the  aboue  Sound  Box  and  Tonearm  designs,  and  ani]  make  of  Sound  Box  to  these  Tonearms.  Prices  on 

furnish  Die  Castings  to  large  users  at  no  expense  for  Dies  |   appUcation.  Samples  sent  prepaid  upon  deposit  of  $  1.50 

Barnharl  Brolkers  &  Spitidler 


Die  Casiinq 

DepaTlmenl 


TUonroe  &  Throop  Streets 
CHlCAqO 


iiiiiiiiiiiiiiiiiiiiiirnmMMnTMiMnm^^ 


TIMELY  SUGGESTIONS  FOR  SELLING  CUT-OUT  RECORDS 

Selling  Discussion  at  Recent  Meeting  of  the  Pittsburgh  Talking  Machine  Dealers'  Association 
Prolific  of  Some  Interesting  Schemes  for  Disposing  of  Cut-out  Records 


During  a  record  selling  discussion  at  a  meeting 
of  the  Pittsburgh  Talking  Machine  Dealers'  As- 
sociation last  month,  a  number  of  very  excellent 
schemes  were  suggested  for  selling  cut-out  rec- 
ords which  dealers  in  that  city  and  vicinity  had 
tried  out  and  found  successful.  These  schemes 
have  been  collated  and  sent  out  by  the  Standard 
Talking  Machine  Co.  of  Pittsburgh  to  dealers  for 
their  use.  They  are  not  visionary  suggestions, 
but  rather  practices  of  difYerent  members  of  the 
Association  who  have  found  them  available  and 
which  should  be  equally  successful  in  developing 
sales  in  talking  machine  stores  generally. 
These  suggestions  follow: 

^    ^  ^ 

By  placing  white  or  colored  tape  on  the  out- 
side edge  of  the  green. stock  record  envelope  of 
all  cut-out  records  in  stock,  a  salesman  can  pick 
out  such  records  at  a  glance  when  in  search  of 
■^records  to  push. 

*  -+  * 

Nearly  all  dealers  find  that  self-service  racks 
create  record  sales.  When  cut-outs  are  mixed 
with  quicker  selling  numbers  on  the  self-service 
displays,  customers  will  often  select  cut-out 
records  they  would  not  listen  to  if  recommended 
by  a  salesman. 

lie       ^  ^ 

If  albums  are  filled  with  records  you  wish  to 
push,  with  a  brief  typewritten  description  pasted 
on  each  pocket  and  placed  in  booths  and  on 
counters,  customers  will  browse  through  them 
while  waiting  and  make  purchases  from  them. 

*  *  * 

Classify  your  cut-outs  in  every  way  possible. 
In  making  up  lists  for  booths,  window,  for  a  cir- 
cular, or  for  salesmen,  divide  your  selections 
under  such  heads  as   dances,  violin  numbers, 


band  selections,  male  quartets,  humorous,  and 
the  like.  Display  the  records  themselves  in 
groups  of  similar  classifications.  A  dance  fan 
cannot  resist  thumbing  through  a  record  display 

labeled  "Delightful  Dances." 

^    ^  ^ 

When  a  customer  hurries  in  and  turns  to  hurry 
out  when  you  say  "No  we  haven't  that,"  stop 
him  and  say,  "Let  me  have  your  address  and 
I'll  notify  you  when  we  get  that  record."  With- 
in a  few  days  he  will  be  pleased  by  a  polite  note 
stating  that  the  record  has  not  arrived  but  that 
you  have  the  following  similar  numbers,  which 
you  will  be  very  glad,  etc.,  etc.  You  are  thus 
adding  to  your  live  mailing  list  and  demonstrat- 
ing your  good  service.    The  S.  Hamilton  Co. 

sent  out  106  such  cards  and  received  returns. 

^    ^  ^ 

Many  customers  bring  in  lists  of  selections 
they  wish  to  hear.    Intersperse  such  of  these  as 


you  have  in  stock  with  similar  selections  from 
3'our  cut-outs.  Boggs  &  Buhl  find  these  will 
often  prove  more  acceptable  than  those  on  the 
list. 

iK      *  * 

A  postal  card,  announcing  to  patrons  that  you 
have  just  received  a  limited  supply  of  Werren- 
rath's  "Neapolitan  Love  Song,''  which  will  never 
again  be  available  when  these  few  records  are 
gone,  has  produced  surprising  returns  for  some 
dealers. 

*  *  * 

It  will  pay  you  well  to  make  an  arrangement 
with  a  good  card  writer  and  have  frequent  lists, 
well  lettered,  for  your  window,  booths  and  store. 
Change  them  often.  Classify  your  selections. 
Keep  them  new  and  fresh.  The  sales  will  amply 
justify  the  small  expense. 

*  *  * 

The  Standard  Talking  Machine  Co.  also  en- 
closed in  its  letter  a  list  of  its  cut-out  stock, 
urging  that  the  recipient  check  his  cut-out  stocV; 
against  this  list  at  once  and  return  copy  as  an 
order.  In  this  way  it  was  believed  that  mutual 
benefit  would  accrue. 


OGDEN  SALES  SYSTEM  GUIDE 


Featured  in  Spanish  Edition  of  "The  Voice  of 
the  Victor" — J.  B.  Ogden  Visits  New  York 


Lynchburg,  Va.,  July  2. — Much  space  was  ac- 
corded a  description  of  the  Ogden  Sectional 
Cabinet  Co.,  of  this  city,  in  a  recent  number 
of  the  Spanish  edition  of  "The  Voice  of  the 
Victor,"  which  is  published  for  and  circulates 
throughout  the  Latin  American  countries.  The 
various  models  of  record  files  for  the  dealer 
were  illustrated  as  well  as  the  Ogden  Sales 
System  Guide^  which  is  a  combination  num- 
bered index  made  to  fit  these  cabinets  which 
serves  as  a  sales  record  and  locates  imme- 
diately all  record  files,  and  eliminates  the  use 


of  stock  envelopes.  The  entire  system  with  its 
many  advantages  is  printed  in  Spanish. 

J.  B.  Ogden,  president  of  the  company,  was 
a  visitor  in  New  York  recently  on  his  return 
from  a  trip  which  he  made  to  Connecticut.  Mr. 
Ogden  reports  that  his  factory  is  very  busy  and 
increasing  numbers  of  dealers  are  adding  his 
record  filing  equipment  in  anticipation  of  the 
big  business  ahead. 


COOK  BROS.  CLOSE  MUSIC  STORE 

The  music  business  formerly  conducted  in 
Holland,  Mich.,  by  Cook  Bros,  was  discontinued 
on  July  1.  This  house  has  been  in  business  in 
Michigan  for  more  than  twenty  years  and  has 
a  large  clientele. 


THE  PHONOSTOP-yVo  Machine  Is  Complete  Without  It 


C  This  stop  is  now  tested  and  adjusted  in  actual  use  at  our  factory  before 
shipping,  and  is  guaranteed  to  do  the  work.  It  stops  on  the  line. 

C  More  PHONOSTOPS  in  use  than  all  other  makes  put  together. 

C  Adjustability  is  one  of  our  features,  and  it  is  an  exclusive  one. 


500,000 

IS  OUR  1920 
OUTPUT 
FIGURE 


Made  Right        Stays  Right        Acts  Right 
Order  early — we  will  ship 
Immediate  Delivery  up  to  10,000. 


THE  PHONOMOTOR  CO. 


121  WEST  AVENUE 
-     ROCHESTER,   N.  Y. 

CHICAGO  REPRESENTATIVE:  Henry  Engel,  McClurg  Building 


36 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


VATICAN  CHOIRS  TO  RECORD  FOR  BRUNSWICK  RECORDS 

Contract  Put  Through  by  Brunswick  Officials  and   James    Slevin    Sails    for    Europe    to  Bring 
Famous  Organization  Back — First  Time  in  History  that  Such  Music  Is  to  Be  Recorded 


One  of  the  most  important  additions  to  the 
realm  of  record  music  will  soon  be  released 
from  the  Brunswick  recording  laboratories, 
when  the  remarkable  music  of  the  Vatican 
Choirs  of  Rome  recorded  for  the  music  lovers 
of  the  world  will  be  announced.  This  famous 
organization  which  visited  this  country  last  year 
and  won  instant  and  enthusiastic  approval 
among  music  critics  throughout  the  land,  will 
record  exclusively  for  Brunswick  records.  The 
contract  was  closed  by  Percy  L.  Deutsch,  one 
of  the  directors  of  the  Brunswick-Balke-Collen- 
der  Go.,  and  William  A.  Brophy,  general  man- 
ager of  the  recording  laboratories  at  a  confer- 
ence with  James  Slevin,  the  well-known  im- 
presario, who  sailed  on  July  19  for  Europe  to 
bring  back  the  famous  Vatican  Choirs  with  him. 

Mr.  Slevin  takes  with  him  to  Rome  the  official 
requests  of  the  leading  Roman  Catholic  prelates 
in  the  United  States,  urging  the  Vatican  Choirs 
to  return  to  this  country  and  record  their  music 
and  make  a  tour  of  the  entire  country.  Last  year, 
at  the  close  of  their  tour,  Monsignor  Casimir 
Casimiri,  leader  of  the  choir,  expressed  a  will- 
ingness to  return  to  the  United  States  at  some 
future  time.  Pope  Benedict  XV  gave  his  per- 
mission and  the  arrangements  were  concluded 
by  Mr.  Slevin  through  the  International  Con- 
cert Bureau,  directed  by  Milton  Diamond. 

The  acquisition  of  the  Vatican  Choirs  con- 
tiact  by  the  Brunswick  Co.  marks  an  im- 
portant step  in  the  extensive  program  laid  out  by 
Mr.  Brophy  and  his  department  for  their  high- 
class  record  catalog.  '  In  discussing  the  move 
with  The  World,  Mr.  Brophy  said  that  he  was 
highly  gratified  that  the  negotiations  had  been 
successfully  carried  through  and  he  expected  to 
have  some  remarkable  recordings  ready  soon 
after  the  choirs  arrive.  The  new  recording 
rooms  of  the  laboratories  are  now  nearly  fin- 
ished and  within  a  few  weeks  will  be  ready  for 
the  strenuous  demands  which  will  be  put  upon 
them. 

Just  before  he  sailed  on  the  "Patricia"  Mr. 
Slevin  was  asked  for  his  opinion  on  the  possi- 
bilities   of    the    talking   machine    in  spreading 


abroad  the  gospel  of  music,  especially  of  such 
music  as  is  furnished  by  the  choirs  from  the 
Vatican  and  the  Roman  Basilicas.  He  replied: 
''To  afiford  the  greatest  possible  opportunity  to 
stimulate  that  interest  universally  it  is  felt  that 
the  talking  machine  offers  opportunities  un- 
equaled  in  any  other  direction  and  it  was  par- 
ticularly gratifying  to  Rome  that  this  great  en- 
terprise is  to  be  undertaken  by  an  American 
concern.  It  is  conceded  that  to  undertake  to 
record  the  voices  of  so  large  a  personnel  is  an 
innovation  without  precedent.  At  the  same  time 
confidence  in  Yankee  ingenuity  prevailed. 

"As  relates  to  the  concert  tour  incidental  to 
this  undertaking  it  will  be  remembered  that  last 
year's  tour  was  cut  short  by  the  recall  of  the 
singers  to  Rome  to  conduct  the  ritual  of  im- 
portant holidays,  with  the  result  that  many 
communities  that  were  eager  to  hear  the  Vati- 
can singers  and  which  had  made  elaborate  ar- 
rangements to  that  end  were  deprived  of  the 
privilege.  There  is  a  disposition  in  Rome  to 
consider  the  disappointment  of  those  centers 
and  to  go  to  great  lengths  to  permit  of  the  ful- 
fillment of  deferred  engagements  in  order  that 
the  Papal  choirs  may  be  heard  in  person.  My 
visit  will  be  largely  in  the  interests  of  that  aim 
to — crystallize  the  generous  sentiment  that 
prompts  the  Roman  Basilicas  to  contemplate  the 
absence  of  their  most  cherished  ritualistic  fea- 
ture in  order  that  these  neglected  American 
communities  may  not  be  longer  slighted.  1 
have  reason  to  hope  that  arrangements  can  be 
reached  to  embrace  every  city  so  situated." 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  century 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 


The  Best  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 
famous  watch  oil  receives.  All  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust, 

NYOIL  is  put  up  in  1-oz.,  3H-oz.  and  8-oz.  Bottles 

and  in  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass..  U.S.A. 


their  headquarters  while  in  the  city.  James  S. 
Holmes,  vice-president  and  general  manager  of 
the  company,  is  in  charge  of  these  very  attrac- 
tive quarters. 


DOEHLER  CO.  SECURES  INJUNCTION 


OPEN  NEW  YORK  HEADQUARTERS 

Remington  Phonograph  Corp.  Establishes  Ware- 
rooms  and  Offices  on  Broadway 


The  Remington  Phonograph  Corp.  has  opened 
new  warerooms  and  executive  offices  at  1662-1666 
Broadway,  New  York,  where  adequate  quarters 
have  been  provided  for  a  display  of  the  com- 
pany's products  and  the  reception  of  the  visiting 
trade,  who  are  invited  to  make  the  new  offices 


An  injunction  has  been  granted  the  Doehler 
Die  Casting  Co.,  of  Brooklyn,  N.  Y.,  against 
August  G.  Gutmueller,  a  former  employe,  and 
the  Accurate  Brass  Casting  Co.,  which  he  organ- 
ized after  leaving  the  Doehler  Co.  In  the  com- 
plaint made  by  the  Doehler  Die  Casting  Co.  it 
is  alleged  that  Gutmueller,  after  working  his 
way  from  chauffeur  to  head  of  the  brass  casting 
department,  left  the  company's  employ,  taking 
with  him  certain  secret  processes  of  manufac- 
turing. Since  then,  it  is  stated,  the  Doehler 
Die  Casting  Co.  has  found  castings  marketed 
and  bearing  the  very  earmarks  of  Doehler  cast- 
ings. A  motion  for  the  continuation  of  the 
injunction  is  to  be  made. 


REED  DISPLAY  FIXTURES 

Make  every  inch  of  your  store,  booth  or  window  space  produce  more  business.  There  is  a  Reed  Displayor 
for  your  every  need. 

Illustrated  herein  are  but  a  few  of  the  large  variety  of  Displayors  we  carry  in  stock  at  all  times.  Write  for 
circular  showing  our  complete  line. 

Discount  for  30  days  for  styles  now  in  stock  40%  F.  O.  B.  Pittsburgh. 


"UNIVERSAL  FIXTURES' 


in  Stock 

style 

No.  in  Stock 

Style 

No.  in  Stock 

Style 

37 

550 

16 

513 

3 

563 

12 

528 

4 

513-L 

51 

556 

16 

557 

17 

503 

38 

558 

IS 

518 

14 

502 

6 

519 

36 

507 

29 

506 

38 

508 

18 

500 

19 

505 

31 

501 

No. 


in  Stock 
34 
28 

3 
35 

3 
11 
27 


Style 
514 
SOO-A 
527-S 
504 
559 
551 
552 


5748-50  Ellsworth  Avenue 


THE  REED  COMPANY 


Pittsburgh,  Penna. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


37 


38 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


#tratfnrjr 

The  Shakespeare  of  Phonographs 


NOTED  FOR: 


Tone 
Quality 
Distinction 
Service 


MODELS: 


Adam 
Louis  XVI 
Sheraton 
Queen  Anne 


S»trtxtfor6 

ttntfath 

3 


The  Shakespeare  of  Phonographs 


World's  Finest  Reproducing  Instrument 

As  Shakespeare,  born  at  Stratford-on-Avon,  Warwickshire,  England,  was 
the  world's  greatest  poet,  so  is  the  Stratford  the  world's  greatest  phono- 
graph, says  one  of  America's  great  Bachelors  of  Music. 

Tone  of  the  Stratford  has  richness,  depth,  purity  and  beauty  that  has  brought 
the  musical  world  to  a  new  appreciation  of  the  phonograph. 

Stratford  Phonographs  give  a  perfect  reproduction  of  either  Lateral  or  Hilland- 
dale  cut  records  without  any  change  of  parts. 

In  design,  motor,  method  of  amplification,  workmanship,  choice  of  woods, 
finish  and  tonal  quality  the  Stratford  is  announced  by  critics,  musicians  and 
dealers  as  the  world's  finest  reproducing  instrument. 

Quality  rep/'esentation  solicited.  Artistic  catalogues,  window 
display  cards  and  newspaper  mats  furnished  to  Stratford  dealers 

The  Stratford  Phonograph  Co.,  inc. 

Ashland,  Ohio 


Factories 


General  OfficeB 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


39 


THE  MISTAKE  MADE  IN  PLAYING  UP  THE  "TRIAL  ORDER" 

Ray  Giles  Offers  Some  Interesting  Information  Regarding  the  Working  Out  of  the  "Trial  Order" 
Plan  in  a  Recent  Issue  of  Printers'  Ink— A  Trade  Illustration  That  Is  Worth  Noting 


Many  manufacturers  in  various  lines  of  in- 
dustry have  become  convinced  that  the  building 
up  of  new  business  on  the  "trial  order"  basis  is 
a  game  that  is  seldom  worth  the  candle,  and 
have  taken  a  strong  step  to  discourage  the  prac- 
tice on  the  part  of  their  salesmen,  while  at  the 
same  time  making  an  energetic  drive  for  ex- 
clusive representation. 

The  main  objection  to  the  practice  is  that  it 
enables  the  buyer  to  get  rid  of  the  salesman  by 
giving  him  a  trial  order  and  then  declaring  that 
the  goods  are  not  up  to  standard,  or  do  not 
meet  his  requirements.  Being  placed  in  the 
store  on  a  trial  basis,  the  buyer,  or  manager,  is 
not  inclined  to  devote  any  great  attention  to 
featuring  the  product^in  competition  with  other 
goods  of  the  same  sort  for  which  he  has  paid, 
and  which  he  must  sell  to  make  the  proper 
showing  for  his  department. 

In  an  article  in  a  recent  issue  of  Printers'  Ink, 
Ray  Giles  offers  some  interesting  information  re- 
garding the  working  out  of  the  trial  order  plan 
and  cites  an  instance  of  particular  interest  to 
the  talking  machine  man,  an  instance  that  should 
make  a  distinct  impression.    He  says,  in  part: 

"Out  of  experiences  with  salesmen  and  selling 
methods  there  stand  some  striking  examples  of 
mistakes  made  in  playing  up  the  'trial  order,'  and 
perhaps,  as  the  branch  manager  declared,  the 
average  trial  order  is  about  as  respectable  as  a 
'trial  marriage.' 

"Over  and  over  the  attitude  of  the  dealer  or 
buyer  has  proved  wrong  toward  the  trial  order. 
Ihe  word  'trial'  fastens  itself  in  his  mind  more 
strongly  than  any  single  virtue  which  the  sales- 
man has  claimed  for  the  goods.  The  dealer  is 
not  really  sold  on  the  rnerits  of  the  merchan- 
dise— it  is  made  plain  to  him  that  he  is  simply 
'trying  them  out.'  Didn't  the  salesman  admit  as 
much?  The  result  is  that  the  user  is  looking  for 
defects  quite  as  expectantly  as  he  looks  for  vir- 
tues, and  he  finds  that  it  is  quite  as  easy  to  dis- 
cover the  former  as  the  latter.  In  other  words, 
he  gets  what  he  looks  for. 

"A  dealer  in  musical  instruments  placed  side 
by  side  on  his  floors  three  makes  of  phono- 
graphs. One  day  the  salesman  for  one  of  the 
phonograph  houses  dropped  in,  and  had  brought 
home  to  him  for  the  first  time  the  evils  that 
sometimes  attend  the  trial  order.  As  he  recalls 
it,  the  confession  made  by  the  dealer  was  some- 
thing like  this: 

"  'From  now  on  I  am  going  to  sell  only  your 
machine.  I  have  come  to  the  conclusion  that 
there  is  too  much  matching  up  of  models  and 


tone  and  features  all  through  this  shop,  and  that 
it  doesn't  do  either  me  or  my  sales  force  any 
good.  I  think  the  trouble  all  started  with  you 
fellows,  who  sold  me  your  machines  just  hard 
enough  to  get  me  to  put  in  a  partial  stock  of 
them.  When  I  got  the  three  on  the  floor  I  was 
naturally  fairly  warm  on  all  of  them,  but  not 
completely  sold  on  any  one.  I  can't  put  my  at- 
titude in  a  chart  or  analyze  it  down  to  a  fine 
point,  but  I  know  that  it  hurt  my  business,  and 
this  same  attitude  I  passed  on  to  the  boys  on 


the  floor  by  my  even  praise  for  all  three  instru- 
ments. Then  they  passed  it  on  to  the  customer, 
and  the  result  has  often  been  that  the  customer 
got  warmed  up  on  all  three  makes  and  then  left 
without  buying,  saying  that  he  wanted  to  think 
it  over  before  deciding  which  he  preferred. 

"  'I  am  still  of  the  opinion  that  each  of  the 
three  has  its  good  features,  but  lately  I  have 
thought  it  out  to  a  point  where  I  believe  that 
yours  has  something  of  a  bulge  on  the  others, 
and  from  now  on  we  are  going  to  sell  your 
phonographs  instead  of  comparing  them  with  a 
couple  of  other  makes.  Sales  forces  and  floor 
space  come  too  high  these  days  for  me  to  be 
able  to  afford  to  use  my  store  and  sales  people 
for  exhibition  purposes.'  " 


OPTIMISTIC  REGARDING  BUSINESS     CHANGES  IN  COLUMBIA  SALES  STAFF 


A.  L.  Crane,  of  the  Western  Jobbing  &  Trading 
Co.,  Los  Angeles,  Tells  of  General  Conditions 
and  Prospects  in  Visit  to  New  York 


Important  Announcement  Regarding  Changes  in 
Sales  Staff  of  the  Organization 


A  recent  visitor  to  the  executive  offices  of  the 
Emerson  Phonograph  Co.,  New  York,  was  A.  L. 
Crane,  of  the  Western  Jobbing  &  Trading  Co., 
Los  Angeles,  Cal,  distributors  of  Emerson  rec- 
ords, who  spent  some  time  with  Joseph  I.  Car- 
roll, manager  of  sales  of  the  company,  and  Har- 
vey Morrison,  his  assistant. 

Discussing  general  conditions,  Mr.  Crane  was 
optimistic  regarding  present  business  and  the 
outlook  for  the  future.  He  was  particularly 
anxious  to  see  the  new  Emerson  phonograph, 
admitting  frankly  that  he  expected  to  see  some- 
thing very  fine.  After  a  thorough  investigation 
of  the  new  instrument,  he  expressed  his  keen 
enthusiasm  regarding  every  musical  and  sales 
feature.  Mr.  Crane  stated  that  when  he  re- 
turned to  California  he  would  start  an  ener- 
getic campaign  in  behalf  of  the  Emerson  Phono- 
graph Co.,  for  he  was  "sold"  to  the  last  degree 
on  the  line,  and  would  convey  this  enthusiasm 
to  J.  W.  Booth,  manager  of  his  company. 

In  the  course  of  his  conversation,  Mr.  Crane 
commented  on  the  loyalty  of  his  organization 
towards  the  Emerson  product,  referring  to  the 
splendid  sales  totals  already  achieved  in  his  ter- 
ritory, and  the  extensive  plans  in  preparation. 

A  considerable  part  of  his  time  in  New  York 
was  spent  by  Mr.  Crane  in  a  detailed  examina- 
tion of  Emerson  cabinet  work  and  the  "Music 
Master"  horn.  Mr.  Crane  is  a  specialist  on 
furniture  and  cabinet  construction,  and  is  just 
completing  an  eight  months'  investigation  which 
carried  him  to  practically  every  furniture  and 
cabinet  plant  in  the  United  States.  His  hearty 
approval,  therefore,  of  the  Emerson  phonograph, 
particularly  its  cabinet  work,  constituted  a 
tribute  of  unusual  importance. 


Geo.  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  New  York, 
sent  out  to  the  Columbia  sales  organization  this 
week  an  important  announcement  in  connection 
with  changes  in  the  sales  staff. 

Effective  July  1,  N.  F.  Milnor,  manager  of  the 
San  Francisco  branch,  resigns  on  account  of  ill 
health. 

N.  J.  Wilcox,  formerly  manager  of  the  Phila- 
delphia branch,  has  been  appointed  manager  of 
the  San  Francisco  branch,  effective  July  1. 

Pearson  C.  Cummin  has  been  appointed  man- 
ager of  the  Philadelphia  branch.  Mr.  Cummin 
has  had  extensive  experience  in  the  sales  field, 
having  been  connected  with  the  National  Cash 
Register  Co.,  and  more  recently  with  the  Smith, 
Kline  &  French  Co.,  Philadelphia. 

Robert  E.  Rae,  of  the  Columbia  executive  of- 
fices, has  been  appointed  manager  of  the  new 
Columbia  branch  at  Omaha,  Neb.  This  new 
branch  will  be  one  of  the  most  up-to-date  whole- 
sale establishments  in  the  West,  and  under  Mr. 
Rae's  direction,  will  undoubtedly  achieve  pleas- 
ing success. 

H.  L.  Pratt  succeeds  Mr.  Rae  in  the  executive 
offices.  Mr.  Pratt  is  well  qualified  for  his  new 
post,  having  been  associated  recently  with  the 
Roger  W.  Babson  Co. 


NEW  DETROIT  PATHE  DISTRIBUTORS 


Burnham,  Stoepel  &  Co.,  with  headquarters 
at  19  East  Earned  street,  Detroit,  Mich.,  have 
succeeded  Williams,  Davis,  Brooks  &  Hinch- 
nian's  Sons  as  Pathe  distributors  in  that  city. 
The  change  took  place  on  June  22.  C.  H.  Cham- 
bers will  have  charge  of  the  Pathe  work  of  the 
new  distributors. 


ECLIPSE 


BOOST! 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


40 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


Edison  Message  No,  73 


In  our  opinion  it  will  be  many 
years  before  the  general  price 
level  is  as  low  as  the  present 
prices  of  Edison  Phonographs. 

The  increase  since  1914  has 
been  less  than  1  5  per  cent — 
and  this  includes  the  War  Tax. 


''Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE.  N.  J. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


41 


|iiiiiiiiiiiiiiiiiiiiimiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I  Enthusiasm  One  of  the  Greatest  Factors  in  | 
I  Successful  Salesmanship  ::       -  By  chades  l.  smith  | 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


There  is  perhaps  no  single  factor  of  greater 
value  in  closing  talking  machine  sales  these 
days  than  enthusiasm.  This  refers  to  the  usual 
sale  where  a  machine  is  chosen  for  the  home 
where  it  will  be  a  permanent  part  of  the  fur- 
nishings and  is  chosen  on  its  merits  as  a  musical 
instrument.  In  the  selling  of  the  small  portable 
type  of  machine  which  is  used  in  most  cases 
just  for  the  Summer  at  camp  or  seashore  the 
finer  points  of  salesmanship  are  not  observed 
quite  so  closely  because  the  customer  does  not 
demand  it. 

It  is,  of  course,  assumed  that  the  salesman 
knows  the  fine  points  of  the  particular  instru- 
ment he  is  selling,  for  his  enthusiasm  must  in 
large  measure  be  based  on  his  belief  in  the 
superiority  of  his  instrument  over  all  others. 
He  must  also  know  all  the  good  points  of  his 
competitors'  machines  and  he  must  be  able  to 
prove  that  his  machine  is  superior  on  these  very 
points,  not  by  knocking  the  rival  machine  but 
by  showing  through  his  knowledge  just  where 
his  own  product  has  the  advantage. 

Knocking  the  other  fellow's  goods  has  long 
been  condemned  in  every  line  of  selling  but  it 
still  persists  in  some  circles  because  there  are 
salesmen  who,  not  looking  into  the  future,  think 
that  the  present  moment  is  all  that  counts  and 
that  anything  they  can  say  against  the  other 
talking  machine  will  redound  to  their  own  ad- 
vantage. These  salesmen  fail  to  remember  that 
all  the  time  they  are  knocking  the  other  fellow 
they  are  keeping  the  customer's  mind  fixed  on 
the  other  fellow's  product  while  the  one  which 
is  to  be  sold  is  kept  in  the  background. 

Forget  the  other  machine  for  a  moment.  Act 
as  if  your  talking  machine  was  the  only  one  in 
existence.  Then  turn  on  your  enthusiasm.  Any 
talking  machine  is  a  wonderful  thing  when  you 
stop  to  consider  just  what  it  is  and  does.  It 
is  a  musical  marvel,  especially  at  the  present 
time  when  the  union  of  science  and  art  has 
brought  about  so  many  refinements  and  im- 
provements. Look  back  a  few  years  and  com- 
pare the  machine  of  that  day  with  the  present 
instrument.  Surely  the  picture  is  enough  to 
arouse  enthusiasm  in  any  music  lover. 

This  thought  alone  will  create  enthusiasm  in 
the  prospect  if  dwelt  upon  in  the  proper  way. 
The  salesman  should  be  full  of  this,  his  subject. 
He  should  be  fairly  bubbling  over  with  enthus- 
iasm. Enthusiasm  is  contagious.  There  is  noth- 
ing which  will  spread  more  quickly  from  one 
person  to  another.  Battles  have  been  won  by 
enthusiasm.  And  in  the  prospect  the  enthusiasm 
can  be  aroused  by  picturing  the  joys  that  a  real 
talking  machine  will  bring  into  the  home.  Once 
you  have  convinced  him  of  these  facts  he  will 
always  associate  these  advantages  with  your 
own  instrument.  You  have  made  a  permanent 
convert  and  a  permanent  advertisement  and 
booster  for  your  line. 

There  is  a  certain  salesman  in  a  large  New 
York  talking  machine  store  who  has  won  great 
success  and  whose  biggest  asset  is  enthusiasm. 
He  is,  first  of  all,  a  real  talking  machine  man, 
for  he  has  served  his  apprenticeship  and  knows 
the  intimate  details  of  construction  from  every 
angle.  He  has  studied  selling  in  many  cities 
and  has  learned  from  the  experiences  of  many. 
While  many  salesmen  would  be  content  with 
having  reached  that  stage  of  the  game,  believing 
that  anyone  with  such  accurate  technical  knowl- 
edge would  be  the  most  successful  salesman  in 

SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS,  PIANOS.  ETC. 

GLOBE    DECALCOMANIE  CO. 
JERSEY  CITY,  N.  J. 


the  world,  this  New  York  salesman  looks  fur- 
ther. He  does  not  rely  entirely  upon  his  knowl- 
edge of  construction.  His  one  best  bet  is  en- 
thusiasm. When  he  unlimbers  his  heavy  ar- 
tillery he  fairly  sweeps  his  customers  ofif  their 
feet  by  his  enthusiasm.  He  convinces  them  of 
his  sincerity,  of  his  belief  in  the  talking  machine 
he  is  selling.  He  does  it  in  such  a  way  that  he 
cannot  possibly  ofTend  the  customer  and  his 
argument  is  all  the  stronger  because  he  arouses 
the  enthusiasm  which  makes  the  prospect  con- 
vince himself.  His  sincerity  is  so  evident  that 
the  customer  cannot  fail  to  believe  in  it.  This 
sincerity  is,  after  all,  the  basis  of  enthusiasm. 

Any  talking  machine  salesman  can  acquire  this 
enthusiasm  in  selling  if  he  studies  the  game  hard 
enough.  He  will  not  learn  by  warming  a  chair 
in  the  warerooms,  but  he  must  study  the  talk- 


ing machine  problem.  He  must  profit  by  the  ex- 
perience of  others  who  have  gone  before  him. 
Once  he  has  started  he  should  find  it  such  an 
interesting  study  that  he  will  want  to  follow  it 
to  the  end.  If  the  salesman  fails  to  find  any 
absorbing  interest  in  his  work  he  should  get  out 
of  the  game  and  try  his  hand  at  some  other  line 
of  effort.  He  can  never  succeed  at  anything  in 
which  he  has  not  whole-hearted  interest.  He 
must  work  to  arouse  enthusiasm  in  his  own  self. 
After  that  the  task  of  communicating  it  to  others 
will  be  easy. 


Duncanson  Bros.,  of  Lynchburg,  O.,  have 
opened  a  branch  store  in  Hillsboro  in  the  Bell 
Opera  House  block.  A  general  line  of  musical 
goods,  including  talking  machines,  will  be  car- 
ried by  this  establishment. 


The  same  organization  that 
builds  Bush  &  Lane  Pianos  and 
Cecilian  Player-Pianos  makes 
Bush  &  Lane  Phonographs. 

TKe  same  men  and  the  same  resources  that 
have  made  the  name  of  Bush  &  Lane  dom- 
inant in  the  field  of  pianos  and  players,  are  back 
of  Bush  &  Lane  Phonographs. 

Phono^rapK  dealers  can  find  no  better  guarantee  than 
this,  either  on  the  phonograph  itself,  or  on  the  org,aniza- 
tion  back  of  it.  Decades  of  success  have  proved  that 
buyers  may  safely  trust  any  instrument  that  bears  the 
name  of  Bush  &  Lane. 

Dealers  who  associate  themselves  with  this  famous  name, 
^ain  not  only  in  prestige,  but  in  the  support  they  secure 
from  a  ^reat  manufacturing  organization  that  works  sin- 
cerely for  the  best  interests  of  its  distributors. 

Bush  &  Lane  Piano  Co.,  Holland,  Mich. 


"A  phonograph  with 
such  backing  as  this 
must  be  profitable^" 


42 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


BUFFALO  DEALERS  HOLD  OUTINQ 


Automobile  Club  Grounds  Thrown  Open  to  100 
Dealers  and  Their  FamiUes — Skirmishes  With 
Town  Constable  and  Victor  Pups  Liven  Up 
Day — Ball  Game  Brings  Call  for  Safety  Pins 


Buffalo^  N.  Y.,  July  2. — The  Talking  Machine 
Dealers'  Association  of  Buffalo  held  its  annual 
outing  on  Wednesdaj%  June  16,  at  the  Auto- 
mobile Club  grounds,  which  is  about  eighteen 
miles  from  this  city.  About  100  peopfe,  con- 
sisting of  dealers  and  jobbers  and  their  fami- 
lies, attended. 

The  arrangements  committee,  consisting  of 
T.  A.  Goold,  of  Goold  Bros.;  C.  Bellanca,  of 
A.  Bellanca  &  Son,  ajid  B.  E.  Neal,  of  Neal, 
Clark  &  Neal,  planned  an  admirable  program. 
The  weather,  however,  was  not  favorable  as  it 
rained  all  the  forenoon  but  having  a  wet  com- 
mittee, naturallj-  a  wet  day  was  expected. 

The  trip  out  to  the  club  was  made  in  auto- 
mobiles shortly  after  the  noon  hour.  On  the 
wav  out  A'.         ^loodv.  of  the  Buffalo  Talking: 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


Machine  Co.,  endeavored  to  see  how  fast  he 
could  drive  through  one  of  the  small  villages. 
The  town  constable  told  him,  but  it  cost  him 
$15  for  the  information.  This  little^ incident, 
however,  did  not  seem  to  impair  Mr.  Moody's 
high  spirits.  A  small  Victor  dog  mounted  on 
the  radiator  of  C.  E.  Siegesmund's  car  also 
caused    considerable    trouble    as    several  dogs 


Line  Up  with  a  Leader-Link  Up  to  LAUZON! 


A  product  of  one  of  the  oldest  and  finest 
furniture  factories  in  Greoid  Rapids. 

Backed  by  a  plant  that  for  memy  years  has 
made  the  art  furniture  requirement  of  great 
home  furnishing  houses  and  leu-ge  depeu-tment 
stores  from  coast  to  coast. 

Containing  the  highest  standeu-ds  of  mo- 
tive power,  tone  reproduction  and  accessory 
equipment. 

LAUZON  cabinet  construction,  plus  the 
STANDARD  motor,  plus  the  FLETCHER 
tonearm,  plus  Eunple  resources,  plus  squeu-e 
desding,  equals  success. 

Line  up  with  a  leader  —  link  up  to 
LAUZON! 

SEVEN  UPRIGHT  AND  TWO  CONSOLE 
MODELS 
IMMEDIATE  SHIPMENTS 
Attractive  Proposition  for  Jobbers  and  Dealers 
FOR  AVAILABLE  TERRITORIES 

ADDRESS 

MICHIGAN  PHONOGRAPH  COMPANY 

Office  Address:  National  City  Bank  Building 
Factory  Address:  Monroe  Ave.  and  Sixth  St. 
GRAND  RAPIDS,  MICHIGAN. 


challenged  him  on  the  way  out.  Victor 
supremacy,  however,  reigned. 

The  afternoon  was  given  over  to  games  and 
sports  of  all  kinds,  which  were  in  charge  of 
E:  Burley  and  A.  Biesinger,  of  Burley  & 
Biesinger.  The  feature  of  the  day  was  a  ball 
game  made  up  of  two  teams  picked  at  random 
and  captained  by  Ed.  Van  Dyne,  of  Goold 
Bros.,  and  William  Melzer,  of  the  I.  Melzer 
Co.,  both  heavyweights  of  the  300-pound  class. 
After  twelve  innings,  "Bill"  Alelzer's  team  won 
by  a  score  of  12  to  9.  The  captain  of  the  op- 
posing team  laid  his  defeat  to  an  accident  to 
his  trousers  which  required  him  to  carry  around 
large  safety  pins.  During  the  game,  C.  N. 
Andrews,  who  was  official  score  keeper,  re- 
ceived many  presents  in  the  form  of  baseballs 
and  clubs  from  his  many  admirers. 

Other  games,  consisting  of  running  races  for 
both  men  and  women,  tug-o'-war,  putting  the 
shot,  were  also  played,  and  suitable  prizes  were 
awarded  for  the  first  and  second  places.  V.  W. 
Moody  continued  his  automobile  speed  in  most 
of  the  races  and  succeeded  in  winning  more 
prizes  than  the  other  contestants  who  partic- 
ipated in  the  meet. 

Toward  evening  the  party  adjourned  to  the 
dining  room  of  the  club,  where  a  lobster  and 
beefsteak  dinner  was  served.  During  the  din- 
ner Miss  Dorothy  Aylward,  of  Neal,  Clark  & 
Neal,  favored  the  party  with  an  appropriate 
ballad  song  rendered  in  a  most  beautiful 
manner. 

After  dinner  dancing  was  greatlj-  enjoyed  until 
a  late  hour.  All  pronounced  the  outing  one  of 
the  most  successful  ever  held  and  expressed 
their  appreciation  to  the  committee  for  their 
splendid  work. 


WEEKLY  RECORD  RECITALS  POPULAR 


W'eekh-  record  recitals  given  in  the  talking 
machine  department  of  the  Crescent  Depart- 
ment Store  in  Spokane,  Wash.,  have  increased 
the  record  and  talking  machine  sales  to  a 
marked  degree,  according  to  the  report  of  Mrs. 
L.  H.  O'Dea,  manager.  These  concerts  are 
held  at  the  same  hour  on  Thursday  of  each 
week  and  it  is  noticed  that  many  people  form 
the  habit  of  dropping  into  the  comfortable  talk- 
ing machine  section  to  hear  a  few  selections  and 
later  purchase  them. 


Miller  &  Levj-.  Petersburg,  Va.,  have  taken 
the  agency  for  the  New  Comfort  talking  ma- 
chine. Several  instruments  are  on  display  and 
an  active  drive  will  be  made  during  the  Sum- 
mer months. 


ACME-DIE 


•CASTINGS- 

AIDMINUM-ZINC-TINaLEAD^«Tre 

Acme  Die-Cajsiin^  Corp 


The  Talking  Machine  World,  New  York,  July  15.  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  .O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 


TORONTO 


SAN  FRANCISCO 


LONDON,  ENG. 


The  Sensation  of  the  Trade! 

OKEH  MOTOR  with  the 
OKEH  PLUSH  TURNTABLE 


OKEH  MOTOR  No.  44 


THE  PERFECT  PHONOGRAPH  MOTOR 

Silent  Winding    •/    Silent  Running 

Ready  for  Delivery  Order  Now 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 


CHICAGO 


TORONTO 


SAN  FRANCISCO 


LONDON,  ENG. 


I 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


43 


Lassie"  and  "Alabama  Moon/'  both  medley 
waltzes  by  Prince's  Orchestra,  get  every- 
body on  their  toes.  It  may  be  the  swing,  the 
rhythm  or  just  the  way  the  orchestra  plays 
them.  Your  sales  will  tell.  A-6153. 


Columbia  Graphoplione  Co 

NEW  YORK 


BEAUTIFUL  SONORA  CALENDAR 


JOBBER  COMMENDS  EDISON  POLICY      MAKING  DELIVERY  BY  "FLIVVER" 


The  accompanying  illustration  showing  the 
1921  calendar  hardly  does  justice  to  this  beau- 
tiful calendar,  which  is  made  up  exclusively  for 
Sonora  dealers  in  de  luxe  style,  embossed  white 
front  sheet  and  baby  blue  back  sheet,  tied  with 
a  blue  tassel. 

The  calendars  are  imprinted  with  dealers'  ad- 


V.   .-\  PENDLCTON 


Reasons 


New  Sonora  Calendar 

vertisements  and  furnished  with  envelopes.  Dur- 
ing recent  years,  Sonora  dealers  have  used  calen- 
dar advertising  to  excellent  advantage,  and  there 
is  every  reason  to  believe  that  the  1921  calendar 
will  meet  with  an  enthusiastic  reception. 


The  early  bird  catches  the  worm;  but  what 
good  that  does  the  worm  has  never  been  clearly 
explained. 


REPAIRING 

AND 

REPAIR  P  ARTS 

for  all  makes  of 

Talking  Machines 

BOND'S  GRAPHOPHONE  SHOP 

38  Arcade  ::  Nashville,  Tenn. 


Phonographs,  Ltd.,  Pacific  Coast  Edison  Jobber, 
Sends  Letter  to  Coast  Dealers 


Memphis,  Tenn.,  July  6. — The  customers  of 
Zumsteg  Bros,  are  so  anxious  to  get  Sonora  ma- 
chines that  the  dealers  have  to  work  fast.  As 


Following  the  announcement  made  by  the  Edi- 
son Laboratories  that  the  Edison  Co.  has  been 
doing  business  in  phonographs  and  records 
under  a  narrower  margin  of  profit  than  some 
other  concerns,  themselves  absorbing  about  half 
of  the  increased  cost  of  production,  Edison 
Phonographs,  Ltd.,  the  Pacific  Coast  jobbing 
agency  handling  the  New  Edison  in  the  Pacific 
region  and  the  so-called  inland  empire  States, 
sent  out  a  letter  to  their  dealers,  informing  them 
of  the  Edison  price  policy.  This  letter  outlined 
the  reasons  why  Thomas  A.  Edison,  Inc.,  have 
decided  not  to  increase  their  prices  and  prepare 
for  "the  long  pull"  in  the  future  when  their  line 
will  not  be  affected  by  radical  price  reductions. 


Lose  no  time — be  always  employed  in  some 
ling  useful;  avoid  all  unnecessary  actions. 

Illllllllllllll 


.  How  Zumsteg  Bros.  Deliver 

the  illustration  shows,  they  simply  hoist  a 
Sonora  on  a  "flivver"  and  rush  it  off  to  the  buy- 
er's home  in  a  couple  of  minutes.  This  not  only 
saves  delay,  but  makes  packing  unnecessary. 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


"  L I  B  R  O  L  A 

A  Library  Table  PHONOGRAPH 


Two  thirds  of  top  is  stationary,  no 
need  to  move  anything  when  playing 
phonograph. 

Fully  equipped  to  play  all  disc  records. 
Your  satisfaction  guaranteed. 
Large  percentage  of  re-orders  indicates 
satisfied  dealers. 

Write  for  prices  and  exi'lusive  terri- 
tory. 


SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 

llllllllllllllllllllllllllllllllllllllllllllllllllllllllilllllllllllllllllllllliy^ 


44 


THE    TALKING    MACHINE  WORLD 


JxjLY  IS,  1920 


MR.  JOBBER 

We  want  you  to  investigate  the  Independent  line  as 
a  leading  jobbing  proposition 

We  have  one  jobber  in  the  South  who  sells  1,000 
Independents  per  month. 

We  have  a  jobber  in  New  England  who  sells  850 
Independents  per  month. 

We  have  a  department  store  in  the  middle  West 
which  sells  500  Independents  per  month. 

We  have  several  large  dealers  whose  monthly  busi- 
ness with  us  is  in  excess  of  200  machines  per  month. 

We  own  and  operate  3  large  factories  which  are 
building  quality  machines,  which  it  will  pay  you  to 
investigate. 

Our  manufacturing  facilities  have  been  greatly  en- 
larged, and  we  want  a  few  more  live  responsible 
jobbers  who  have  a  following  and  who  want  high  class 
talking  machines  at  prices  which  are  lower  (quality 
considered)  than  anything  on  the  market. 

Our  discounts  are  liberal,  our  co-operation  of  the 
very  highest  order.  Our  representative  will  call  on 
responsible  people  who  request  same  in  response  to 
this  ad. 


INDEPENDENT  TALKING  MACHINE  CO.,  Inc. 

12  East  42nd  Street,  New  York  City 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


45 


COLUMBIA  CO.  PREPARES  ROAD  SIGN  FOR  DEALERS'  USE 

Farm  Paper  Advertising  Campaign  Given  Added  Support  by  Preparation  of  Novel  Sign  to  Be 
Posted  by  Rural  Dealers  in  Their  Communities — Prepared  by  Dealer  Service  Department 


The  Dealer  Service  department  of  the  Co- 
lumbia Graphophone  Co.  announces  a  "Tack- 
around"  Road  Sign  for  dealers,  in  support  of 
the  Columbia  Co.'s  farm  paper  advertising  cam- 
paign. The  signs  have  been  prepared  in  a 
quantity  sufficient  to  allow  each  of  their  many 
dealers  a  widespread  publicity  on  the  highways 
and  byways  leading  from  the  outlying  districts 
to  their  shops.  Signs  being  available  at  this 
particular  period  of  the  year  allow  the  dealer 


tion  of  the  wording  'Columbia  Grafonolas  and 
Records'  and  a  mention  of  the  non-set  auto- 
matic stop.  Only  the  dealer's  name  appears 
in  a  four  or  five  line  imprint  in  the  body  of 
the  sign." 

The  Columbia  road  sign  is  of  particular  value 
to  the  city  dealer  inasmuch  as  suburbanites, 
traveling  the  road  daily  to  their  work  in  the 
city,  become  acquainted  with  the  shop  where 
they    may    purchase    Columbia    records  and 


is  made  of  29  gauge  metal  and  lithographed  in 
four  brilliant  colors  which  are  baked  on  and 
varnished  for  preservation.  The  back  of  the 
sign,  in  order  to  give  a  maximum  service  by 
preventing  rusting,  is  given  a  heavy  coat  of 
paint.  Properly  punched  holes  make  tacking 
a  simple  matter  which  likewise  eliminates  the 
danger  of  injury  by  hammering.  Important  sug- 
gestions for  use  accompany  data. 


AMERICAN  TRADE  BREAKS  RECORD 


Huge  Balance  of  $17,000,000,000  Rolled  Up 
Against  the  World  Since  Beginning  of  War — 
Largely  With  Countries  of  Europe 


olumbi 

Grafonolas 
and  Records 

The  onh'  ln»ti  iimont  with 
tho  Noiisel  Automdtic  stop 

THOS.   SMITH   &  CO 
229   MAIN  STREET 
GLENFIELD 

GENERAL  MERCHANDISF 


The  Columbia  "Tackaround"  Road  Sign  Featuring  the  Grafonola  and  the  Local  Dealer 


ample  time  in  which  to  get  them  around  and 
to  benefit  by  the  direct  advertising  to  the  heavy 
traffic  on  the  country  roads  during  the  Summer 
season. 

In  a  chat  with  The  World  regarding  this 
new  sign,  a  member  of  the  Dealer  Service  de- 
partment said: 

"The  road  sign  is  a  type  of  advertising,  dis- 
tinct and  apart  from  other  outdoor  forms  such 
as  the  billboard.  'Its  value  from  the  standpoint 
of  circulation  is  unlimited;  in  comparison  with 
other  media  it  is  one  of  the  least  expensive. 
There  are  seldom  any  costs  for  distribution  or 
space  rates.  While  the  average  newspaper 
would  never  consider  a  contract  for  an  equal 
amount  of  space  in  even  one  issue,  the  road 
sign  is  practically  permanent  and  occupies 
valuable  advertising  space  that  is  free  to  the 
dealer. 

"Tacked  up  on  old  barns,  sheds  and  fences, 
the  road  sign  becomes,  by  familiarity,  a  land- 
mark and  an  indicator  of  distances  to  all  who 
pass;  it  catches  the  eye  and  registers  an  im- 
pression on  the  transients  of  the  road,  whether 
they  ride  in  automobile,  buggy  or  are  traveling 
afoot.  The  landscape  holds  but  little  interest 
for  the  average  farmer,  for  its  details  are  cus- 
tomary and  therefore  monotonous,  but  the  road 
sign  offers  diversion  for  the  eye  and  food  for 
thought. 

"The  farmer  who  may  read  the  Columbia  ad- 
vertisement in  his  trade  paper  one  evening  and 
on  his  way  to  town  the  next  day  has  his  at- 
tention attracted  to  the  Columbia  road  sign  is 
definitely  directed  to  the  Grafonola  Shop.  The 
Columbia  road  sign,  in  every  case,  is  the  dealer's 
sign;  its  letters  are  designed  flat  instead  of  the 
usual  embossed  type,  in  such  a  way  as  to  make 
the  dealer's  name  and  address  an  actual  part 
of  the  design.  There  are  no  suggestions  that 
the  placing  of  the  dealer's  name  on  the  sign  is 
an  after-thought  or  a  later  addition,  and  so  that 
the  dealer  is  assur^ed  of  receiving  full  value  for 
the  sign,  all  text  is  eliminated,  with  the  excep- 


Grafonolas.  The  aggressive  far-seeing  city 
dealer  therefore  has  equal  opportunities  to 
capitalize  on  the  widespread  use  of  the  road 
sign  as  well  as  the  country  dealer.  Again, 
there  are  those  suburban  districts  from  which 
people  are  daily  attracted  to  the  city  for  shop- 
ping and  while  in  town  have  the  time  and 
leisure  to  step  into  the  Grafonola  Shop  and 
listen  to  the  latest  records. 

The   Columbia  road  sign   measures  14"x20", 


Since  the  beginning  of  the  world  war  in  1914 
the  United  States  has  rolled  up  a  trade  balance 
of  approximately  $17,000,000,000  against  the 
world.  This  exceeds  by  several  billions  the  total 
balance  in  favor  of  the  United  States  from  1875 
to  1914. 

Department  of  Commerce  figures  just  issued 
show  that  the  trade  balance  made  in  favor  of 
the  United  States  in  the  fiscal  year  ending  in 
1914,  one  month  before  the  war  began,  was  only 
$470,000,000.  During  the  first  year  of  the  war 
it  was  $1,094,419,600,  and  in  ithe  next  year,  end- 
ing June  30,  1916,  it  was  $2,135,599,375.  Dur- 
ing the  succeeding  year  the  total  was  $3,530,- 
693,209. 

Meantime  the  United  States  had  entered  the 
struggle  and  in  the  year  ending  June  30,  1918 — 
the  first  full  fiscal  year  of  America's  participa- 
tion—the balance  was  only  $2,974,055,973.  In  the 
next  year  ending  last  June  30,  however,  it  was 
$4,136,562,618. 

During  the  first  eleven  months  of  this  fiscal 
year  the  balance  was  only  $2,788,451,602,  but  ex- 
ports were  larger  in  those  eleven  months  than 
in  any  other  full  fiscal  year  in  the  nation's  his- 
tory, totaling  $7,474,193,349,  as  against  the  pre- 
vious twelve  months'  record  of  $7,232,282,686. 

At  the  same  time  that  America's  export  trade 
began  to  advance  by  leaps  and  bounds  the  im- 
port trade  also  showed  an  enormous  increase, 
totaling  $2,917,883,510  in  the  year  ending  June 
30,  1916,  and  advancing  steadily  each  year  to  a 
new  high  record  of  $4,685,741,747  during  the 
eleven  months  of  the  present  fiscal  year.  The 
previous  high  record  was  $3,095,720,068  last  year. 

Most  of  the  favorable  trade  balance  of  the 
United  States  has  been  against  the  allied  and 
neutral  countries  of  Europe.  Many  of  the  South 
American  and  North  American  countries  and 
some  of  those  in  the  Far  East  have  a  balance 
apainst  the  United  States. 


Victor  Dealers 

Everywhere 


Regardless  of  your  location  or  prestige,  the 
most  valuable  asset  you  have  in  your  business 
is  the  Victor  Trade  Mark,  "His  Master's 
Voice,"  on  the  goods  you  sell  identifying  them 
as  genuine  and  thus  assuring  your  customers 
that  you  offer  nothing  but  the  best  obtainable. 


TALKING  MACHINE  GO. 

BIRMINGHAM 


46 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


RAPIDLY  INCREASING  COST  OF  PHONOGRAPH  PRODUCTION 

Some  Interesting  Figures  Presented  by  "Sonora  Bell"  Which  Give    a  Very  Excellent  Idea 
of  the  Increased  Cost  of  Making  Talking  Machines  To-day  in  Contrast  to  Years  Ago 


In  an  interesting  article  pubHshed  in  a  re- 
cent issue  of  the  "Sonora  Bell"  pertinent  facts 
and  figures  are  presented  showing  that  the 
present  prices  of  talking  machines  are  not  high 
considering  the  tremendous  increase  in  the  cost 
of  labor  and  material.  One  section  of  this 
most  timely  and  illuminating  contribution  reads 
as  follows: 

"A  buyer  of  one  of  the  finer  Sonora  models 
owns  something  which  is  of  real  and  lasting 
value.  The  prices  quoted  on  Sonoras  are  fair 
and  reasonable.  In  distinction  from  such 
articles  as  clothing,  foodstuffs,  etc.,  which  are 
precisely  the  same  as  they  were  seven  years 
ago,  the  phonograph  of  1920  is  an  immense 
improvement  over  the  phonograph  offered  be- 
fore the  war. 

"It  is  evident  that  the  price  of  the  1920 
phonograph  cannot  be  fairly  compared  with 
the  price  of  the  pre-war  phonograph  because 
the  buyer  to-day  is  securing  an  infinitely  higher 
grade  instrument. 

"However,  neglecting  this  important  consid- 
eration, an  investigation  shows  that  the  in- 
crease in  prices  in  Sonoras  has  been  extrerhely 
modest  in  comparison  with  the  increase  in 
prices  of  such  other  articles  as  diamonds,  cloth- 
ing, shoes,  sugar,  linens,  cottons,  furniture,  and 
a  long  list  of  other  commodities  which  are  not 
singled  out,  particularly  to  be  pointed  at  as 
examples  by  the  Federal  Reserve  Bank. 

"An  investigation  of  the  prices  paid  for  mate- 
rials in  1915  and  those  paid  in  1920  is  illumi- 
nating as  showing  why  phonograph  prices  have 
advanced.    Study  this  table." 

Lumber—  1915 

Sound  Wormy  Chestnut   $22.50  M 

Birch,    No.    1    common   28.00  M 

Mahogany,   1st  and  2nd   150.00  M 

Gum,   No.   1   common   29.00  M 

Oak,   No.    1    common   35.00  M 


I'eiieer — 

1915  1920 

Poplar                                                3.50  14.00  M  ft.  up 

Mahogany   54  to  5^ c  ft.  .055    ft.  up 

Qrt.  Oak                                          16.00  M  60.00  M  ft.  up 

Cir.   Walnut  06  ft.  .18      ft.  up 

Shellac                                                 .95  gal.  cannot  get 

Stains,   dry                                         .60  lb.  1.75  lb. 

Varnishes                                           1.35  gal  2.15  gal. 

"It  will  be  seen  that  lumber  has  advanced 
from  over  250  per  cent,  to  500  per  cent.;  shellac 
is  simply  out  of  the  market;  stains  are  triple 
and  varnishes  have  almost  doubled. 

Cabinet  Makers'  Rates  During  1915  and  1920: 

Hours  Per  Week  Minimum  Maximum 

March   1,  1915    60  .19  hour       .22  hour 

March  1,  1920    50  .55  hour       .68  hour 

"Wages,  it  is  apparent,  have  increased  over 
300  per  cent  and  the  working  week  has  short- 
ened from  sixty  hours  per  week  to  fifty  hours 


per  week,  a  decrease  of  one-sixth  in  working 
time. 

"With  all  these  remarkable  increases  in  the 
cost  of  labor  and  materials,  the  prices  of  Son- 
eras  have  been  held  down  to  extremely  -reason- 
able levels. 

"Only  through  production  on  an  extremely 
large  scale  has  it  been  possible  for  Sonora  to 
keep  the  price  of  the  completed  phonograph 
from  mounting  as  did  the  individual  items  of 
materials  which  entered  into  the  production  of 
the  instrument  and  as  did  the  labor  costs. 

"In  conclusion,  there  is  given  a  comparison  of 
the  average  prices  received  March  1,  1914,  and 
March  1,  1920,  by  producers  in  the  United  States 
of  eight  important  agricultural  products.  These 
are  figures  given  out  by  the  bureau  of  crop  esti- 
mates of  the  Department  of  Agriculture  and 
show  the  following  increases:  Cotton,  200  per 
cent;  wheat,  173  per  cent;  corn,  116  per  cent; 
potatoes,  244  per  cent;  hay,  91  per  cent;  eggs, 
96  per  cent;  butter,  115  per  cent;  wool,  231  per 
cent." 


EDISON  ELECTED  TO  ROTARY  CLUB 


Organization  in  Orange,  N.  J.,  Makes  Inventor 
Honorary  Member  at  Monthly  Dinner 


1920 
$85.00  M  ft. 
125.00  M  ft. 
360.00  M  ft. 
150.00  M  ft. 
125.00  M  ft. 


Honorary  membership  in  the  Rotary  Club  of 
the  Oranges  was  accepted  by  William  H. 
Meadowxroft  on  behalf  of  Thomas  A.  Edison 
at  the  monthly  dinner  of  that  organization  held 
in  West  Orange,  N.  J.  Mr.  Edison  commended 
the  work  of  the  club  in  the  following  letter, 
which  was  read  by  the  secretary: 

"Your  invitation  to  me  to  accept  honorary 
membership  in  the  Rotary  Club  of  the  Oranges 
is  greatlj'  appreciated  and  it  gives  me  much 
pleasure  to  express  my  acceptance. 

"I  must  ask  you,  however,  to  excuse  me  from 
attending  your  next  meeting.  My  hearing 
has  grown  so  poor  and  my  time  is  so  taken  up 
Vv'ith  a  vast  arra}"-  of  work  that  I  have  given  up 
the  idea  of  attending  any  social  functions. 


"I  appreciate  the  good  features  of  the  Ro- 
tarian  idea  and  the  club  has  my  most  cordial 
good  wishes." 

Mr.  Edison  continues  to  devote  as  much  of 
his  time  at  work  as  anyone  at  his  vast  labora- 
tories in  Orange  and  still  sets  the  pace  for  his 
associates. 


NEW  SHOP  OPENS  IN  NEW  HAVEN 


Wittstein's  Music  House  has  opened  in  New 
Haven,  Conn.,  as  a  Columbia  shop.  The  open- 
ing was  held  some  time  ago  and  the  store  was 
thronged  with  visitors  during  the  day.  A  very 
attractive  window  display  showing  several  Co- 
lumbia Grafonolas  in  a  setting  of  palms  and 
flowers  was  a  feature  of  the  day. 


Yours  may  be  just  one  in  a  hundred  advertise- 
n;ents  in  to-morrow's  paper — then  make  it  stand 
out. 


The  New 
Portable 
CIROLA 


Although  the  Cirola  is  a  good  all  year 
round  selling  proposition,  the  extreme  ease 
with  which  it  may  be  carried  makes  it 
especially  attractive  to  the  Vacationist. 

Dealers  would  do  well  to  take  care  of 
this  trade  with  the  Cirola.  It  measures 
123/^"  X  113/^"  X  6K%  is  attractive  in 
appearance.  It  is  without  sound  cham- 
ber, has  remarkable  tonal  volume  and 
many  exclusive  features.  Covers  may 
be  had  if  desired. 

Territory  is  open  for  distributors. 
Write  today. 

Cirola  Phonograph  Corporation 

Factory  General  Offices 

Mil  Germantown  Avenue       Colonial  Trust  Co.  Bl'd'g 
Philadelphia  Pa. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


47 


A  phonograph  with  a  variety  of 

sale  appeals 


THE  unusual  appearance  and  purity  of 
tone  of  the  Heywood- Wakefield  have 
attracted  the  favorable  attention  of  thou- 
sands. People  everywhere  want  to  see 
and  hear  it,  and  learn  all  about  it. 

The  dealer  who  stocks  and  displays  this 
instrument  is  capitalizing  a  sound  selling 
proposition.  Its  advantages  are  clear-cut 
facts. 

A  reed  cabinet  which  eliminates  vibra- 
tory noises;  a  cushioned  reproducer  con- 
structed on  the  principles  of  the  human 
organs  of  sound — faultless  in  reproduction, 
and  unmarred  by  metallic  taint.  And  for 
those  who  prefer  it,  the  dealer  will  find 
the  electric  motor  a  good  point.    It  never 


heats,  is  always  uniform  in  speed  and  abso- 
lutely silent  in  operation. 

Of  special  interest  are  the  artistically 
designed  cabinets  of  reed,  which  may  be 
finished  in  any  one  of  three  himdred  dif- 
ferent color  schemes.  Their  rare  decora- 
tive qualities  are  a  strong  selling  factor,  for 
they  harmonize  with  all  styles  of  furniture. 

This  phonograph  is  a  new  creation — an 
instmment  that  fills  every  requirement. 
Its  variety  of  appeals  make  it  an  excep- 
tionally profitable  phonograph  for  the 
dealer  to  handle.  The  Heywood-Wake- 
field  is  made  under  the  Perfek'tone  pat- 
ents. Write  today  for  details  of  models, 
prices  and  specifications.  Address  the 
nearest  office  of 


HEYWOOD  BROTHERS  AND  WAKEFIELD  COMPANY 

New  York     Philadelphia     Boston     Baltimore     Buffalo     Chicago     Portland,  Ore.     San  Francisco     Los  Angeles 

Factories:    Gardner,   Mass.;   Chicago;   Wakefield,  Mass. 
When  you  visit  Atlantic  City  see  all  models  of  the  Heywood-Wakefield  at  the  Perfek'tone  Store,  517  Boardwalk 


48 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


TONE  ARMS  &  SOUNDBOXES 


We  take  Pride  in 
this  Achievement! 


In  experimenting  on  this  new 
type  of  sound  box,  we  realized 
from  the  very  start  that  the 
tone  produced  was  unusually 
clear  and  resonant.  Per- 
fected after  considerable  re- 
search, the  new  Hub  Sound 
Box  is  a  revelation  for  vol- 
ume and  purity  of  tone. 

Sample  in  nickel  $3.00 

Send  today  for  a  New  Hub 
Sou7id  Box  and  put  it  to  a 
test. 


Just  a  word  about  the  Supreme  Tone  Arm 

We  know  of  no  better  recommendation  of  quaHty  than  the  fact 
that  we  have  sold  more  Supreme  Tone  Arms  without  a  come-back 
than  any  other  tone  arm  manufacturer  in  America. 


WILLIAM  PHILLIPS  SERVICE 

Manufacturers  of  Supreme  Tone  Arms  and  Sound  Boxes 


145  West  4Sth  Street 


New  York 


Chicago  Representative :  H.  ENGEL,  McClurg  Bldg.,  218  S.  Wabash  Ave. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


49 


PLAYS  MUSIC  WITHOUT  RECORDS 


NEW  PATHE  JOBBERS  IN  DETROIT 


PRICE  MAINTENANCE  ON  TRIAL 


Visitors  at  Advertising  Convention  in  Indian- 
apolis Entertained  by  Orchestra  Concealed 
Within  Huge  Model  of  Talking  Machine 


Burnham,  Stoepel  &  Co.  Appointed  Distributors 
for  This  Important  Territory — C.  H.  Cham- 
bers in  Charge  of  Phonograph  Department 


Beech-Nut  Packing  Co.  Case  to  Go  Before  U.  S. 
Supreme  Court — Powers  of  Federal  Trade 
Commission  to  Regulate  Prices  to  Be  Tried 


Indianapolis,  Ind.,  July  6. — Can  music  come 
from  an  imitation  talking  machine  which  has  no 
motor  and  no  records?  Ask  any  of  the  young 
women  who  are  employed  in  the  offices  at  the 
Statehouse. 

An  interesting  exhibit  among  the  displays  of 
the  Associated  Advertising  Clubs  of  the  World 
held  in  the  spacious  rotunda  of  the  Statehouse 
last  month  was  a  big  reproduction  of  a  popular  • 
type  of  talking  machine,  about  twelve  feet  high. 

A  crowd  of  visiting  advertisers  stood  about 
the  "phony"  machine,  when  suddenly  music  burst 
from  the  hollow  instrument.  An  air  of  mystery 
was  created  as  snappy  one-steps  and  "blues" 
were  reeled  off.  The  puzzle  was  solved  only 
when  one  of  the  members  of  a  three-piece  or- 
chestra, concealed  in  the  interior  of  the  frame- 
work, could  hold  out  no  longer  and  lighted  a 
cigarette. 

Then  followed  a  musical  program  that  made 
a  big  hit  with  the  girls  of  the  Statehouse  offices, 
for  with  most  of  their  bosses  absent  from  the 
city,  due  to  a  certain  gathering  in  Chicago,  there 
wrs  little  work  to  do.  The  tile  floor  of  the  State- 
house  corridors  is  pretty  fair  and  some  of  the 
delegates  to  the  advertising  convention  knew  all 
the  wild  steps. 


Announcement  has  been  made  from  the  head- 
quarters of  the  Pathe  Freres  Phonograph  Co. 
in  Brooklyn,  N.  Y.,  that  Burnham,  Stoepel  & 
Co.,  of  19  East  Larned  street,  Detroit,  Mich., 
have  been  appointed  Pathe  distributors.  This 
concern  succeeds  Williams,  Davis,  Brooks  & 
Hinchman's  Sons,  who  no  longer  handle  the 
Pathe  line.  C.  H.  Chambers,  thoroughly  ac- 
quainted both  with  Pathe  distributing  and  the 
Michigan  trade,  is  in  charge  of  the  phonograph 
department  of  Burnham,  Stoepel  &  Co. 


SURE  CURE  FOR  SUMMER  DULLNESS 


FERQU^JON  CO.  LEASES  ANNEX 


C.  W.  Ferguson,  of  the  Ferguson  Co., 
Kewanee,  111.,  has  leased  the  Albrecht  Building 
in  that  city  and'  will  occupy  that  location  as  an 
annex  to  the  main  store  at  217  Third  street. 
The  present  quarters  of  the  company  are  not 
large  enough  for  the  adequate  handling  of  the 
growing  music  business  and  the  change  was 
deemed  imperative.  The  new  building  is  being 
remodeled,  and  it  is  hoped  that  it  will  be  ready 
for  occupancy  by  the  end  of  the  month. 


Victor  Co.  Urges  Dealers  to  Make  Special  Drive 
for  Business  During  Summer 

"There  is  one  sure  cure  for  hot  weather  dull- 
ness," says  the  Victor  Co.  in  its  letter  to  the 
trade  enclosing  its  advance  August  order  list, 
"and  that  is  to  make  a  special  drive  for  business, 
and  center  the  drive  on  the  August  Victor 
records.  The  new  records  provide  the  right 
kind  of  ammunition,  and  Saturday,  July  31, 
opens  up  the  way  to  a  flying  start.  The  mer- 
chant who  keeps  constantly  plugging  through- 
out the  hot  months  need  entertain  no  useless 
regrets  when  he  closes  out  his  books  at  the 
end  of  the  year.  Study  your  requirements  care- 
fully before  ordering,  and  then  read  in  the 
advance  list  the  interesting  word  pictures  of 
the  musical  content  of  each  new  record." 


In  the  well-known  price  maintenance  case  of 
the  Federal  Trade  Commission  vs.  the  Beech- 
Nut  Packing  Co.  a  writ  of  certiorari  has  been 
issued  by  the   United   States   Supreme  Court. 

It  will  be  recalled  .  that  this  case  attained 
prominence  some  time  ago,  not  only  because  it 
involved  the  legality  of  a  certain  method  of  re- 
sale price  maintenance,  but  also  because  the  Fed- 
eral Trade  Commission,  which  regarded  the 
Beech-Nut  price  maintenance  plan  as  unfair 
competition  and  therefore  illegal,  suffered  a  re- 
versal of  its  restraining  order  by  the  United 
States  Cii'cuit  Court  of  Appeals. 

In  trade  circles  generally  this  decision  of  the 
Circuit  Court,  taken  in  connection  with  the  prior 
Supreme  Court  ruling  in  the  Colgate  case,  was 
regarded  as  a  distinctive  victory  on  the  part 
of  those  interested  in  maintaining  the  power  of 
resale  price  control  over  trade-marked  specialties 
ii:  the  hands  of  the  manufacturer.  At  the  same 
time,  it  was  recognized  that  the  decision  was  in 
sharp  conflict  with  certain  avowed  policies  of 
the  Trade  Commission  and  would  necessitate 
changes  in  its  practice  and  principles  so  far- 
1  caching  as  to  occasion  probably  no  little  em- 
barrassment to  that  body. 


TEXAN  DEALER  RETIRES 


T.  E.  Davis  has  purchased  the  interests  of 
his  partner,  J.  F.  Freeman,  in  the  music  busi- 
ness of  Freeman  &  Davis,  Brady,  Tex.  Mr. 
Freeman  decided  to  retire  from  business  on  ac- 
count of  ill  health  and  has  left  for  his  home 
in  Waco. 


PORTSMOUTH  MUSIC  SHOP  OPENS 

PoRTS.MOUTH,  Va.,  July  6. — The  Portsmouth 
Music  Shop,  Inc.,  opened  for  business  last  week 
at  715  High  street,  with  a  complete  line  of  Co- 
lumbia Grafonolas  and  records.  J.  Henry  Resch 
is  president  of  the  shop.  Every  effort  has  been 
made,  in  the  arrangement  of  the  shop,  to  pro- 
vide accommodations  for  those  desiring  to  hear 
the  latest  Columbia  records,  and  to  display  the 
stock  of  the  shop  to  the  best  advantage.  Care- 
ful thought  has  been  given  to  the  furnishings 
which  are  harmonious  and  attractive  throughout. 


Just  What  You  Have  Been  Waiting  For 

The  GATELY  Carrying  Case 

for  VIGTROLA  VPs 

^  This  handsome  carrying  case  will  help  in- 
H  crease  your  VICTROLA  VI  sales. 

B  The  Gately  Carrying  Case  is  constructed 

■  of  wood,  covered  with  black  waterproof 

B  fibre  and  substantially  made  so  that  it  can 

H  be  carried  by  one  man  or  as  baggage. 

B   Each  case  is  arranged  to  hold  thirty  10-in. 
^    or  12-in.  records,  and  has  a  separate  place 
for  a  sound  box,  winding  key  and  needles. 

Price,  $8.50  Wholesale 

Write  for  Descriptive  Circulars 


GATELY-HAIRE  CO.,  Inc. 


Albany,  N.  Y. 


50 


THE   TALKING    MACHINE  WORLD 


July  IS,  1920 


All  The  Boys  Love  Mary,"  and  If  you  don't  believe  It, 
let  Van  &  Schenck  sing  this  dry-time  song  for  you. 
For  a  real  Blues-Killer  follow  Harry  Fox's  "Way 
Down  Barcelona  Way."  Both  of  these  songs  ring  the 
cash  register  bell.  Get  ready!  A-2942. 


Columbia  Graphoptione  Co 

NEW  YORK 


SALESMEN  WHO  ADHERE  TO  HONESTY  IN  STATEMENT  WIN 

Some  Reflections  on  Selling  Methods  That  Should  Be  UniversaUy  Adopted— Written  for  The 
World  by  J.  H.  Winnsr,  Who  Knows  His  Field  of  Operations 


To  most  people  the  phonograph  is  a  most 
mysterious  and  compHcated  piece  of  merchan- 
dise, so  there  is  only  one  policy  for  a  sales- 
man to  pursue,  and  that  is  one  of  absolute 
honesty  in  the  statement  of  facts.  A  small  lie 
may  later  bring  you  trouble.  Far  better  to  have 
lost  the  sale.  The  customer  will  soon  become 
familiar  with  the  workings  of  the  phonograph, 
and  the  small  he,  having  made  an  impression, 
comes  back  to  the  salesman  and  the  house  later. 
Honesty,  and  a  plain,  sincere  statement  of  facts 
will  pay  bigger  dividends  in  the  long  run. 

The  salesman  must  take  it  for  granted  that 
the  prospective  customer  is  familiar  with  the 
good  points  of  the  machines  of  your  competi- 
tors, so  build  your  suggestions  around  the 
points  in  which  the  customer  seems  the  most 
interested.  Drive  your  point  home  by  an  ex- 
oression    of    enthusiastic    suggestion,  ringing 


true  with  honesty  of  purpose,  and  you  cannot 
help  but  make  a  lasting  impression  for  your 
merchandise.  A  salesman  cannot  afford  to 
jump  at  conclusions.  Size  up  the  situation 
first.  Feel  that  you  are  right  and  act  accord- 
ingly. Even  if  a  prospect  does  decide  to  "look 
around,"  you  stand  99  per  cent  more  of  a  chance 
of  having  them  come  back  if  you  stated  the 
truthful  facts  about  your  merchandise. 

The  dealer  in  the  smaller  city  comes  in  per- 
sonal contact  with  many  of  his  customers,  and 
his  reputation  enters  largely  into  selling.  The 
small  city  dealer  has  an  opportunity  to  know 
the  customer's  financial  standing,  the  size  of  the 
family,  and  the  home  surroundings,  but  the 
dealer  in  the  large  city  must  act  on  his  judg- 
ment by  quick  thinking  and  build  his  plan  of 
action  from  the  few  words  he  may  get  from 
the  prospective  customer. 


Ward^s  Khaki  Moving  Covers 


Distributors 

BRISTOL  &  BARBER,  INC. 
Ill  E.  14tli  St.,  New  York  City 


YAHR  &  LANGE  DRUG  CO.  ! 
207-215  E.  Water  St.,  Milwaukee,  Wis. 


COHEN  &  HUGHES,  INC. 
Washington,  D.  C. 


BECKWITH-O'NEILL  CO. 
Minneapolis,  Minn. 


STREVELL-PATERSON  HARDWARE  CO. 
Salt  Lake  City,  Utah 


C.  L.  MARSHALL  CO.,  INC. 
Beckman  Bldg.,  Cleveland,  O. 
Butler  Bldg.,  Detroit,  Mich. 


THE  REED  CO. 
237  Fifth  Avenue,  Pittsburgh,  Pa. 

C.  J.  VAN  HOUTON  &  ZOON 
140  S.  Dearborn  St.,  Chicago,  111. 

SONORA  DISTRIBUTING  CO.  OF  TEXAS 
Dallas,  Texas 


Grade  "D"  Cover  with  No.  3  Straps. 


The  C.  E.  Ward  Co. 

(WeU-Known  Lodge  Regalia  House) 
101  William  St.,  New  London.  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


CHAS.  H.  YATES 
311  Laughlin  Bldg.,  Los  Angeles,  Cal. 

W.  D.  &  C.  N.  ANDREWS 
Buffalo,  N.  Y. 

SACHS  &  CO. 
425  So.  Wabash  Ave.  Chicago 

SHERMAN,  CLAY  &  CO. 
741  Mission  St.,  San  Francisco,  Cal. 

JOHN  A.  FUTCH  CO. 
35  Auburn  Ave.,  Atlanta,  Georgia 
1500  South  Boulevard,  Charlotte,  N.  C. 
630  Washington  St.,  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte,  Mont. 


GRAY  &  DUDLEY  CO. 
Nashville,  Tenn. 


Conditions  brought  about  during  the  war 
have  created  many  different  makes  of  phono- 
graphs. I  have  found  as  many  as  eight  deal- 
ers, representing  ten  different  makes  of  phono- 
graphs in  towns  of  one  thousand  population. 
The  manufacturers  of  the  cheap  machines  have 
established  agencies  at  any  place  where  one  or 
two  phonographs  could  be  sold.  I  have  found 
barbers,  butchers,  milliners  and  garages  selling 
phonographs.  This  has  brought  into  the 
phonograph  field  a  large  number  of  people  who 
try  to  sell  by  knocking  their  competitors'  mer- 
chandise and  personality.  Now,  no  good  sales- 
man will  try  to  fight  a  competitor  at  his  own 
game,  when  it  comes  to  knocking  his  mer- 
chandise and  personality,  so  the  salesman  who 
sticks  to  the  policy  of  honesty  in  statement  of 
facts,  and  hangs  on  to  the  sound  ethical  funda- 
mentals of  salesmanship  is  the  one  who  will 
win. 


THREE  INDICTED  IN  THEFT  CASE 

Grand  Jury  Moves  Against  Brooklyn  Dealers 
Charged  With  Stealing  Machines  in  Camden 


Aaron  Frelich,  a  talking  machine  dealer  of 
59  Graham  avenue,  Brooklyn,  N.  Y.,  was  in- 
dicted recently  by  the  Grand  Jury  in  that  city 
for  criminally  receiving  stolen  property  in  con- 
nection with  the  theft  of  $15,000  worth  of  talk- 
ing machines  from  a  firm  in  Camden  about  a 
month  ago.  Frelich  is  charged  with  having 
seven  of  the  forty-three  stolen  machines  in  his 
store.  With  him  were  indicted  Louis  Abrams 
of  1175  Broadway,  from  whom  Frelich  is  al- 
leged to  have  purchased  the  talking  machines, 
and  Benjamin  Ginsberg  of  543  Myrtle  avenue. 

District  Attorney  Lewis  asked  that  each  be 
held  in  $5,000  bail  for  trial.  This  amount  was 
fixed  for  Abrams  and  Ginsberg,  while  Frelich 
was  held  in  $3,500  bail. 


THE  VALUE  OF  TEAM  WORK 

A  little  relaxation  not  only  refreshes  a  man 
but  it  relieves  him  from  what  might  be  termed 
a  fixed  viewpoint  and  when  he  again  takes  up 
his  problems  he  may  see  them  in  a  different 
light  and  find  their  solution  easier.  Another 
thing  the  ball  game  should  remind  us  of  is  the 
importance  of  team  work,  and  the  fact  that  in- 
dividual starring  without  team  work  support  will 
not  get  a  man  very  far.  Rest  and  recreation 
are  just  as  essential  to  good  health  and  progress 
as  earnest  application  to  the  business  itself.  Get 
the  proper  mixture  and  you  will  get  good  re- 
sults. 


Factory  rules  and  bulletins  should  have  ap- 
plied in  their  making  the  theory  that  the  simpler 
they  are  the  better. 


COTTON  FLOCKS 


FOR. 


Record  Manufacturing 
THE  PECKHAM  MFG.  CO.,  ^EWAEK.^Jf"! 


I 


The  Talking  Machine  World,  Netv  York,  July  15,  1920 


The  Talking  Machine  World,  Neiv  York,  July  15,  1920 


The   future  of  any  phonograph 
concern  lies  in  the  appreciation  of  its 
product  by  the  ultimate  purchaser. 

The  dealer  who   is    now  buying   a  mediocre 
product  for  a  quick  sale  with  excessive  profits  for 
himself  is  not  looking  ahead. 
The  iSeacon  is  created  for  the  progressive  merchant  who  has 
foresight  enough  to  realize  that  he  must  handle  a  product  which 
advertises  itself  through  its  owner.     In  this  way  only  can  he  be  assured 
of  permanent  profits  and  a  growing  future  business. 
The  ^racon  is  distinctly  a  quality  product. 
The  design  is  exclusive  and  covered  by  basic  patents. 
The  tone  is  musical,  pure  and  scratch/ess. 
The  motor  is  silent  and  durable. 
Write  to  us  at  once. 

If  you  qualify  for  an  agency,  you  will  be  granted  a  franchise  and  may 
have  shipment  of  goods  deferred  until  Fall  if  desired. 

Distributors  everywhere  East  of 
the  Mississippi  River. 


ISeacon  $f)onog;rapi)  Co.,  Dnr. 

19  Milk  Street  Boston,  Mass. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


51 


MAKE  THE  STRATFORD  PHONOGRAPH 


The  Stratford  Phonograph  Co.  Organized  With 
Capital  of  $1,000,000,  With  a  Strong  Direc- 
torate— Large  New  Factory  Arranged  For 

Ashland,  O.,  July  7.— There  has  been  recently 
incorporated  in  this  city  the  Stratford  Phono- 
graph Co.,  which  has  already  begun  the  manu- 


Frank  K.  Amreihn,  President 

iacture  of  a  line  of  talking  machines  to  be 
known  as  the  "Stratford — The  Shakespeare  of 
Phonographs."  It  is  expected  that  a  complete 
line  of  Stratford  phonographs  will  be  available 
for  the  trade  at  the  end  of  the  month.  This  new 
enterprise  is  capitalized  for  $1,000,000,  consisting 


Charles  H.  Yahrling,  Vice-president 

of  $400,000  of  eight  per  cent  preferred  stock,  and 
$600,000  common  stock,  par  value  $10  each. 

Frank  K.  Amreihn,  who  has  spent  a  number 
of  years  in  the  piano  and  talking  machine  in- 
dustries, and  who  was  recently  manager  of  the 
r.  A.  Starck  Piano  Co.  in  Detroit,  is  president 
and  general  manager  of  the  Stratford  Phono- 
graph Co.  Charles  H.  Yahrling,  president  of 
the  Yahrling-Raynor  Piano  Co.,  of  Youngs- 
town,  O.,  and  also  president  of  the  Ohio  Music 
Men's  Association,  is  vice-president.  A.  B.  Cor- 
nell, president  of  the  A.  B.  Cornell  Co.,  New 
York,  and  a  well-known  consulting  engineer,  is 
secretary.  S.  E.  Gongwer,  county  treasurer  of 
Ashland  county,  O.,  is  treasurer. 

A  large  new  factory  located  on  the  main  line 
of  the  Erie  R.  R.,  is  now  being  erected,  and 
E.  C.  Cnrtis,  formerly  production  manager  for 
several  well-known  talking  machine  manufactur- 
ing companies,  is  in  charge  of  the  production. 


Dealers  in  various  parts  of  the  country  are 
now  receiving  their  first  shipments  of  Stratford 
talking  machines,  and  the  company  e.xpects  to 
institute  a  nation-wide  advertising  campaign  in 
conjunction  with  extensive  dealer  helps. 


PRAISES  WORK  OF  DETROIT  BUREAU 


Manager  of  J.  L.  Hudson  Co.  Lays  Improve- 
ment in  Advertising  to  Local  Bureau 


Oscar  Webber,  general  manager  of  the  T.  L. 
Hudson  Co.  of  Detroit,  is  authority  for  the 
statement  that  the  tone  of  advertising  in  that 
city  is  much  improved  when  compared  to  that 
of  two  or  three  years  ago./  He  ascribes  this 
to  the  work  of  the  Detroit  Bureau. 

Similar  results  are  reported  from  other  cities. 
In  Baltimore  the  total  cases  investigated  dur- 
ing the  last  year  were  15  per  cent  less  than  the 
year  preceding,  while  the  percentage  of  decrease 
in  complaints  found  to  be  justified  was  34  per 
cent.  The  conclusion  may  well  be  drawn  that 
when  advertisers  know  that  the  Bureau  is  there 
to  check  their  copy,  they  are  so  careful  in  pre- 
paring it  that  there  is  one-third  less  chance  that 
any  reasonable  objection  may  be  found  to  it. 
Another  interesting  phase  of  the  Baltimore  re- 
port is  that  the  decrease  is  spread  through  all 
lines  of  business,  instead  of  being  limited  to 
a  few. 


STRIKING  USES  OF  VENEERS 


In  studying  all  late  offerings  in  furniture  and 
talking  machines  the  domineering  note  in  the 
use  of  veneer  is  one  of  neatness  rather  than 
striking  efifect.  There  is  evidence  of  more 
thoughtful  matching  of  veneer,  more  careful  lay- 
ing and  a  general  refinement  in  the  use  of  fig- 
ured wood.  It  indicates  that  the  artistic  sense 
is  strengthening,  as  it  should,  and  that  the  furni- 
ture of  the  day  will  come  nearer  heitig  v;orth 
the  price  than  in  bygone  days,  when  both  the 
material  and  furniture  were  much  lower  in  price. 


^^eHOWE 


52 


THE    TALKING    MACHINE  WORLD 


July  15.  1920 


MODEL  lis 


MODEL  135 


Quality  Instruments 
Assure  Permanent  Success 

That's  why  the  'dealers'  choice  is 

/\^HE  PERFECT  TONE  ^ 
^  FOR  EVERY  HOM^^ 

Reg.  Trade  Mark  for  Operollo  Phonographs 

Prominent  features  which  made  "Operollo"  famous  and  popular: 

EXCLUSIVE  DESIGNED  CABINETS— SUPERB  FINISH 

CONSTRUCTION  EQUIPMENT  BASED 
ON  LATEST  SCIENTIFIC  PRINCIPLES 

QUALITY  AND  DISTINCTION  THROUGHOUT 

No  'Taper  Guarantee/'  but  100%  Perfection  and 

Service  which  Satisfies 

These  are  no  shallow  words,  we  mean  exactly  what  we  say  and  are  ready 
to  back  our  statement.  We  invite  dealers  to  make  a  test  case  of  the  merits 
of  our  instruments  and  compare  our  quotations.  We  shall  continue  to  lead 
as  before  in  the  American  Market  with  "Quality  Instruments  for  Less 
Money,"  as  we  concentrate  only  on  popular-priced  Machines  which  sell  on 
the  strength  of  incomparable  Values. 

Demand  for  Operollos  increasing  tremendously 

In  order  to  give  the  trade  better  service,  we  are  now  turning  the  business 
in  numerous  states  over  to  Operollo  Distributors.  In  a  later  number  of 
the  World  we  shall  announce  the  appointed  State  Distributors. 

New  Models  added  during  1920 

EIGHT  CABINET  MODELS,  RETAIL  PRICES,  $110  to  $275 
Attractive  Discounts — Prompt  Service  assured 

Write  for  1920  Catalogue  and  Dealers'  Discounts 

Operollo  Phonograph  Company 

54  West  Lafayette  Blvd. 
Detroit,  Mich. 


MODEL  175 


MODEL  275 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


53 


Display  a  carton  of  Grafonola  Polish  in  your  slorc. 
Watch  it  sell.  Make  a  bottle  of  this  polish  part  of 
the  Grafonola  outfit  at  the  time  of  sale.  It  will  be  a 
real  service  to  your  customer  and  a  profit  to  you. 
Then  there  are  the  repeats. 


Columbia  Graphophone  Co 

NEW  YORK 


SOME  NEW  HAVEN  HAPPENINGS 


TO  OPEN  BRANCH  AT  MASSILLON       MARKET  GROWS  BY  ADVERTISING 


Columbia  Branch  in  This  City  a  Live  Trade     Canton  Music  House  to  Feature  Brunswick  at     Every  Misleading  Advertisement  Weakens  the 
(Ijgn^gj.  News  of  Interest  New  Branch  Establishment  Power  of  Good  Ads,  Says  Roger  Babson 


New  Haven,  Conn.,  July  6.— H.  E.  Gardiner, 
manager  of  the  Columbia  Graphophone  Co.'s 
branch  in  this  city,  spent  a  few  days  recently 
visiting  dealers  in  the  Western  part  of  his  ter- 
ritory, and  his  reports  on  general  conditions 
are  very  optimistic. 

Frederick  C.  Collins,  manager  of  the  Dealer 
Service  department  of  this  branch,  visited  the 
Columbia  executive  offices  a  few  days  ago,  get- 
ting some  ideas  on  dealer  service  and  advertis- 
ing. Mr.  Collins  met  the  heads  of  all  of  the  de- 
partments at  the  executive  offices,  and  was  sup- 
plied with  some  very  interesting  data  on  Sum- 
mer advertising,  together  with  details  regard- 
ing campaigns  introduced  by  dealers  who  are 
canvassing  the  farm  trade  with  motor  trucks. 

The  New  Haven  Columbia  baseball  team  has 
just  been  formed  and  consists  of  employes  of 
the  local  branch.  It  is  under  the  guidance  of 
Mr.  Collins,  who  is  well  known  in  local  athletic 
circles,  and  T.  McKiernan,  who  is  captain. 

O.  F.  Benz,  of  the  Columbia  executive  offices, 
visited  Hartford  and  New  Haven  recently,  call- 
ing upon  some  of  the  dealers  in  each  city,  and 
also  addressed  a  branch  sales  meeting  in  the 
evening.  Mr.  Benz  outlined  various  sales  plans, 
and  told  of  the  efforts  being  put  forth  by  the 
factories  to  keep  pace  with  the  tremendous  de- 
mand for  Columbia  products. 

Visitors  at  the  New  Haven  Columbia  branch 
the  past  week  were  as  follows:  Nathan  Belly, 
of  the  South  Norwalk  Music  Shop;  M.  Quad- 
retti,  Shelton,  Conn.;  David  Bedrick,  Hartford, 
Conn.;  F.  Abbott,  Derby,  Conn.;  S.  Finkelstein, 
Bridgeport,  Conn.;  Homer  Klock.  Stamford, 
Conn.;  Roy  Ward,  New  Haven;  E.  Wittstein, 
New  Haven,  and  Frank  David,  Bridgeport,  Conn. 

Miss  Florence  Collins,  a  member  of  the  Co- 
lumbia Graphophone  Co.'s  office  stafi,  has  ten- 
dered her  resignation  so  that  she  may  embark 
on  the  sea  of  matrimony. 


Canton,  O.,  July  6. — The  George  C.  Wille  Co., 
an  old  established  Canton  firm,  will  open  a 
new  branch  store  this  week  at  200  West  Main 
street,  Massillon,  O.,  just  eight  miles  west  of 
Canton.  The  new  store  has  all  modern  appoint- 
ments and  a  complete  line  of  talking  machines, 
pianos  and  musical  merchandise  will  be  carried. 
The  leader  among  phonographs  will  be  the 
Brunswick.  The  Canton  store  is  located  at  410 
Market  avenue  North.  Mr.  Wille  is  the  first 
Canton  music  dealer  to  extend  his  business  to 
Massillon. 


THESE  CRAZY  JAZZ  TIMES 


Strike  and  the  world  strikes  with  you,  work 
and  you  work  alone;  our  souls  are  ablaze  with' 
a  Bolshevik  craze,  the  wildest  that  ever  was 
known.  Groan  and  there'll  be  a  chorus,  smile 
and  you  make  no  hit;  for  we've  grown  long  hair 
and  we  preach  despair  and  show  you  a  daily  fit. 
Spend  and  the  gang  will  cheer  you,  save  and 
you  have  no  friend;  for  we  throw  our  bucks  to. 
birds  and  ducks  and  borrow  from  all  who'll 
lend.  Knock  and  you'll  be  a  winner,  boost  and 
you'll  be  a  frost;  for  the  old  sane  ways  of  the 
pre-war  days  are  now  from  the  program  lost. 
Strike  and  the  world  strikes  with  you,  work  and 
you  work  alone;  for  we'd  rather  yell  and  raise 
blue  hell  than  strive  for  an  honest  bone.  Rant 
and  you  are  a  leader,  toil  and  you  are  a  nut; 
'twas  a  bitter  day  when  we  pulled  away  from 
the  old-time  workday  rut.  Wait  and  there'll  be 
a  blow-up,  watch  and  you'll  see  a  slump,  and 
the  fads  and  crimes  of  these  crazy  times  will  go 
to  the  nation's  dump. — New  York  Sun. 


Roger  W.  Babson,  the  well-known  statistical 
expert,  analyzes  the  results  of  misleading  and 
fraudulent  advertising  in  an  interesting  way. 

"Every  time  a  man  or  woman  is  cheated  by  a 
bogus  advertisement,"  he  says,  "the  pulling 
power  of  advertising  is  weakened.  Advertisers 
ask  themselves:  'Why  don't  I  get  more  replies, 
more  customers,  more  orders?'  One  reason  is 
because  the  fakers  have  taught  the  public  to  sus- 
pect the  truth  of  advertising.  That  is  why  the 
honest  advertiser  has  to  put  forth  so  much  more 
effort  to  get  business. 

"Again,  every  time  a  community  is  robbed  of 
its  money  in  exchange  for  worthless  goods  the 
purchasing  power  of  that  community  is  partially 
destroyed.  The  faker  has  killed  the  market  and 
soured  the  trade.  It  is  a  practical  principle  of 
economics  that  in  any  community  there  is  a 
fc'od  fund,  a  clothing  fund,  an  investment  fund 
and  so  on.  The  amount  spent  on  each  line  per 
family  averages  about  so  much  comparatively  in 
a  year.  Therefore,  if  the  family  fund  is  squan- 
dered on  worthless  merchandise  in  some  lines, 
it  is  an  economic  impossibility  for  other  mer- 
chants, manufacturers  and  bankers  to  get  the 
patronage  to  which  they  are  rightfully  entitled. 

"Honest  advertising  develops  the  market.  Dis- 
honest advertising  exploits  it  and  turns  good 
customers  into  poor  ones.  The  movement  for 
honest  advertising  is  to  conserve  the  public 
purse  for  the  benefit  of  legitimate  business."  . 


GEORGIA  EDISON  MEN  MEET  SEPT.  1 


In  the  early  days  of  opera  no  women's  voices 
were  employed.  The  part  for  women  in  the 
drama  was  taken  by  men  with  alto  voices. 
Times  have  surely  changed! 


Atlanta,  Ga.,  July  6. — The  Edison  Dealers' 
Association,  composed  of  the  dealers  in  the 
southeastern  States,  has  accepted  the  invitation 
of  Herbert  R.  Brown,  of  Brunswick,  Ga.,  to  hold 
the  next  meeting  in  that  city  on  September  1. 
The  invitation  was  extended  to  the  association 
at  its  last  meeting  held  in  this  city. 


VITANOLA  DISTRIBUTING  AGENCY  OF  TEXAS 

THE  TEXAS  DISTRIBUTORS  OF 

THE  VITANOLA 


"The  Phonograph  of  Marvelous  Tone 


If  you  are  in  Texas  territory,  write  for  informa- 
tion regarding  an  agency  for  this  progressive  line. 


907  COMMERCE  ST. 


'Phone  X-5511 


DALLAS,  TEXAS 


54 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


And  again  Sonora  leads! 


ly'EEPING  a  close  watch  on  the  trend  of  the  public's  taste,  the 
-'■^  makers  of  Sonora  discerned  three  important  facts : 

(1)  The  call  for  our  high  quality  period  styles  is  increasing. 

(2)  There  are  many  requests  for  our  attractive  high-grade  period 
styles  at  moderate  prices. 

(3)  The  buyers  who  want  the  finest  period  phonographs  that 
can  be  made  are  ready  to  pay  for  value  received. 

To   satisfy   the   demand   we  have  ready  wonderful  new 
models  of 


LEAB  AS 


^TpHE   new  line  of  Sonora 
^    period  styles   retails  at 
$325' 

These  are  meeting  with  a 
most  enthusiastic  reception. 

There  are  also  available  now 
the  most  wonderful  phono- 
graphs produced  by  any  manu- 
facturer— the  Sonora  de  luxe 
period  models  which  are  priced 


ELL 


up  to  $2,500  and  whicn,  be- 
cause of  their  superb  tone, 
exquisite  artistic  cabinetry  and 
flawless  construction,  are  un- 
equaled  and  are  worth  all  that 
is  asked  for  them. 

Both  in  period  and  upright 
styles  Sonora  maintains  its 
supremacy  and  is  in  tremen- 
dous demand  because  of  its  un- 
rivaled value. 


~7 


5 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


55 


IF  you  are  interested  in  handling  Sonora,  The  Highest 
Class  Talking  Machine  in  the  World,  write  today  to 
the  jobber  covering  your  territory. 


Missis- 


\MERICAN    HARDWARE    tt  EQVIP- 

SrENT  CO.. 

Cliarlotte,  N.  C. 

Nurtli  Caroliuji  and  South  Cai'oliua 

GIBSON-SJfOW  CO., 

Syracuse.  N.  Y. 

St.nte  of  New  York  witb  tbe  exception 
of  towns  on  Hudson  River  below  Pougb- 
keepsie  and  excepting  Greater  New  York. 

VV.  B.  GLVNN  DISTRIBl'TING  CO., 

Saxtons  River,  Vt. 

States  of  Maine,  New  Hampshire,  Ver- 
mont and  part  of  Massachusetts 
GRIFFITH  PIANO  CO., 

fiO.5  Broad  St.,  Newark,  N.  J. 

Northern  New  Jersey 

HESSIG-ELLIS  DRCG  CO.. 

Memphis,  Xenn. 

Arkansas,  Louisiana,  Tennessee, 
sippi 

HILLMAN   PHONOGRAPH  CO., 
Wheeling,  W.  Va. 

Virginia  and  West  Virginia 


L,EE-COIT-ANDREESEN  HARDWARE 
CO., 

Onialia,  Nebraska 

State  of  Nebraska 

THE  MAGNAVOX  CO., 

616    Mission    St.,    San  Frant'isco, 
Cal. 

Washington,  California.  Oregon, 
Arizona,  Nevada.  Hawaiian 
Islands,  Northern  Idaho. 


M  S  ft  E, 

Til  Columbus  Ave.,  Boston,  Mass. 

Connecticut.  Rhode  Island  and  Eastern 
■Massachusetts 

SONORA   DISTRIBUTING  COMPANY 
OF  TEXAS 

Dallas,  Texas 
Western  part  of  Texas 

SONORA  PHONOGRAPH  COMPANY, 
INC., 

27!)  Broadway,  New  York 

Distributors  for  Greater  New  Y'ork 

SOUTHERN  DRUG  CO., 

Houston,  Texas 

Southeastern  part  of  Texas 

SOUTHERN  SONORA  CO., 

310-314  Marietta  St.,  Atlanta,  Ga. 

.Vlabama,  Georgia  and  Florida 


SOUTHWESTERN   DRUG  CO., 
Wichita,  Kans. 

Southern  part  of  Kansas,  Oklahoma 
(except  5  N.  E.  counties),  and  Texas 
Panhandle 

C.  Ij.  MARSHALL  CO..  INC., 

82  Griswold  St.,  Detroit,  Mich. 
409  Superior  St.,  Cleveland,  Ohio 

Michigan  and  Ohio 

MINNEAPOLIS  DRUG  CO., 
Minneapolis,  Minn. 

States  of  Montana,  North  Dakota,  South 
Dakota,  Minnesota 


I.  MONTAGNES  ft  CO.. 

Ryrie  Bldg.,  Toronto,  Canada 

Ciinada 

MOORE-BIRD  *  CO., 
1751  California  St.,  Denver,  Colorado 

States  of  Colorado,  New  Mexico  and 
Wyoming  east  of  Rock  Springs. 

ROBINSON-PETTET  CO.,  INC., 
622  West  Main  St.,  Louisville,  Ky. 

State  of  Kentucky 

C.  D.  SMITH  DRUG  CO.. 

St.  Joseph,  Mo. 

Missouri,  Northern  and  Eastern  part  of 
Kansas  and  5  counties  of  N.  B.  Okla- 
homa 


SMITH,  KLINE  &  FRENCH  CO., 
Philadelphia,  Pa. 

States  of  Pennsylvania,  Maryland,  Dela- 
ware, District  of  Columbia,  and  New 
Jersey  south  of  and  Including  Trenton 


STREVELL-PATERSON 
CO., 

Salt  Lake  City,  Utah  . 

Utah,  Western  Wyoming  and  Southern 
Idaho 

C.  J.  VAN  HOUTEN  &  ZOON, 

Marquette  Bldgr.,  Cliicago,  III. 

Illinois  and  Iowa 


YAHR  «  LANGB  DRCO  CO., 
Milwaukee,  Wis. 

Wisconsin,  Upper  Michigan 


56 


THE    TALKING   MACHINE  WORLD 


July  IS,  1920 


END  OF  MUSIC  MEMORY  CONTEST  IN  NEW  YORK  SCHOOLS 

Widespread  Interest  Shown  in  Second  Annual  Contest  With  Silver  Loving  Cup  Donated  by 
Chas.  M.  Schwab  as  Grrand  Prize — Several  Hundred  Thousand  Children  Participate 


The  silver  loving  cup  donated  by  Charles  M. 
Schwab  as  the  grand  prize  for  the  winning  team 
in  the  second  annual  Music  Memory  Contest  of 
the  Department  of  Education  of  New  York  City 
was  won  by  Public  School  127  of  Brook^m  with 
a  score  of  199.9  points  out  of  a  possible  200. 
Public  School  108  of  Brooklyn  was  second  with 
199.8  points  and  Public  School  93  of  Manhattan 
third,  with  197.  The  contest  was  held  in  the 
auditorium  of  the  Washington  Irving  High 
School,  in  Irving  Place,  the  middle  of  last 
month.  Despite  the  excessive  heat  a  large  au- 
dience was  present.  George  H.  Gartlan,  direc- 
tor of  music  of  the  New  York  schools,  presided. 

The  cup  presented  to  the  winning  team  last 
year  was  donated  by  Otto  H.  Kahn.  The  fact 
that  men  of  the  calibre  of  Mr.  Schwab  and  Mr. 
Kahn  should  show  sufficient  interest  in  music 
memory  contests  as  to  give  valuable  prizes  is 
regarded  as  significant  of  the  trend  of  the  times. 

The  contest  held  last  month  was  the  culmina- 
tion of  a  series  of  eliminating  contests  in  the 
schools  throughout  the  city.  First  a  contest 
was  held  in  each  school  to  determine  by  elim- 
ination who  should  represent  the  various  schools 
in  the  district  contests.  In  the  district  contents 
the  winning  teams  to  appear  in  the  final  contest 
were  determined. 

In  the  final  contest  in  the  Washington  Irving 
High  School  eleven  of  the  numbers  selected  to 
test  the  memory  of  the  pupils  were  played  by 
Mr.  Gartlan  on  a  Stieff  piano,  six  on  the  audi- 
torium organ  and  three  on  a  Victrola. 

While  the  records  turned  in  by  the  children 
were  being  examined  instrumental  and  song 
music  was  furnished  by  Jerome  Swinford,  bari- 
tone, and  Gabriel  Engel,  violinist;  Miss  Lois 
Ewell,  soprano,  of  the  Haywood  Institute  of 
Universal  Song,  accompanied  by  Miss  May  Fine, 
and  Alexander  Fichandler,  pianist,  principal  of 
Public  School  165  of  Brooklji-n.    The  contest  was 


arranged  and  conducted  by  Frederic  M.  David- 
son. 

The  winning  team,  as  announced  by  James 
J.  McCabe,  district  superintendent  of  Brooklyn 
schools,  was  composed  of  four  girls  and  one  boy. 
The  boy  was  George  Rocklein  and  the  girls 
were  Rosa  Cohen,  Marguerite  Crane,  Esther 
Ratner  and  Evelyn  Davren.  Of  particular  in- 
terest was  the  disclosure  that  Rosa  Cohen  is 
totally  blind.  Miss  Josephine  M.  Burnett  is 
principal  of  Public  School  127  and  Miss  Flor- 
ence Piretti,  special  music  teacher. 

In  his  introductory  remarks  Mr.  Gartlan  said 
that  the  number  of  pupils  who  participated  in 
the  contest  this  year  had  not  yet  been  deter- 
mined. Last  3'ear,  he  said,  the  number  of  par- 
ticipants reached,  the  enormous  total  of  254,000. 
He  paid  tribute  to  all  who  had  aided  in  the 
tremendous  task  of  bringing  the  contest  to  a 
successful  conclusion,  and  commended  the  Na- 
tional Bureau  for  the  Advancement  of  Music 
for  the  work  it  is  doing  in  instigating  such  con- 
tests in  all  parts  of  the  country  and  furnishing 
information  of  assistance  to  the  persons  con- 
ducting them. 

Mr.  Gartlan  referred  specifically  to  the  cup 
donated  by  Mr.  Schwab  and  the  banners  given 
by  the  National  Bureau  for  the  winning  teams 
in  the  district  contests  in  the  Boroughs  of  Man- 
hattan, Brooklyn,  Queens  and  Richmond. 

C.  M.  Tremaine,  director  of  the  National  Bu- 
reau for  the  Advancement  of  Music,  who  with 
other  representatives  from  his  office  was  an  in- 
terested spectator  of  the  contest,  said  that  the 
Bureau  has  received  a  remarkable  number  of 
letters  from  schools  throughout  the  United 
States  in  reference  to  music  memory  contests. 
One  of  the  most  interesting  features  to  him,  he 
said,  is  that  these  contests  are  becoming  per- 
manent institutions.  For  instance,  the  New  Or- 
leans public  schools  have  just  held  their  third 


annual  contest  with  100  perfect  scores  out  of 
300  participants. 

So  widespread  has  become  the  adoption  of  this 
form  of  musical  development,  Mr.  Tremaine  said, 
that  the  Bureau  has  in  preparation  a  booklet 
designed  as  an  aid  to  newspapers  in  arousing 
public  interest  in  such  contests  and  carrying 
them  along  from  stage  to  stage  to  a  successful 
end.  This  is  in  addition  to  two  other  pamphlets 
already  issued  on  the  subject,  which  are  now  in 
wide  circulation. 


C.  L.  WAINWRIQHT  MADE  MANAGER 

Takes  Charge  of  Edison  Department  of  Memphis 
House — Knows  Southern  Territory  Well 


Memphis,  Tenn.,  June  28.— The  Bry-Block  Mer- 
cantile Co.,  prominent  music  dealers  of  this 
city,  has  announced  the  appointment  of  C.  L. 
Wainwright  as  manager  of  the  phonograph  de- 
partment. Mr.  Wainwright  has  had  a  wide  ex- 
perience in  selling  the  New  Edison  and  has 
gained  a  broad  acquaintance  with  Edison 
patrons  in  this  territory.  He  was  for  many 
years  with  the  Armstrong  Furniture  Co.  here 
and  later  was  promoter  and  manager  of  the 
Edison  Phonograph  Shop. 


HE  SPENT  A  PLEASANT  EVENING 


Caruso  was  recently  invited  to  a  reception  at 
the  home  of  a  wealthy  society  woman.  Know- 
ing that  he  would  be  called  upon  some  time  in 
the  evening  to  sing,  the  great  tenor  decided  to 
take  steps  to  protect  himself.  He  walked  over 
to  the  grand  piano  and  when  no  one  was  looking 
locked  the  lid  and  put  the  key  in  his  pocket. 
Later,  after  a  diligent  search,  in  which  the  famous 
Victor  star  was  an  industrious  helper,  they  gave 
up  the  hope  of  hearing  him  and  he  spent  an 
enjoyable  evening.  When  he  was  saying  good- 
by  to  the  hostess  he  handed  her  back  the  key 
with  his  compliments. 


"Pull"  takes  all  the  "push"  out  of  many  a 
good  man. 


Three  Big  Factories-and  ''Knowing  How*' 


Made  of  5  ply  Panel  Stock 


6  Models  at  Popular  Prices 


Still 

Have 

Some 

Territory 

Dpen 


rima-innna 

"  The  Phonograph  Inspired" 

BUILT  in  our  tKree  lar^e,  efficient 
plants  from  lumber  to  finished 
product  by  master  craftsmen  who 
know  the  Ki^h  standard  a  successful 
phonograph  must  measure  up  to;  and 
marketed  by  a  sales  organization  of  wide 
experience  in  the  phono3,raph  field,  that 
aids  the  jobber  and  the  retailer,  thru  our 
advertising,  and  sales  helps,  to  bring,  the 
Prima-Donna  to  the  ultimate  user. 

Mr.  Retailer  we  have  a  jobber  in  your 
territory  who  can  supply  you  over  ni^Kt 
■with,  tbese  bi^  value  phono|,raphs  at  a 
liberal  discount. 

Also  manufacturing  other  well  known  brands. 


Guaranteed  One  Year 


6  Models  at  Popular  Prices 


General  Sales  Corporation 


1520  BUFFUM  STREET 


MILWAUKEE,  WIS. 


OWNING  &  OPERATING 
GENERAL  MFG.  CORPORATION        RECORDEON  PHONOGRAPH  CO. 
HEANEY-SCHWAB  BILLIARD  MFG.  CO. 


Makers  of  Fine  Billiard  Tables  Since  1882 


Write 

For 

Our 

Liberal 

Proposition. 


July  IS,  1920 


THE   TALKING    MACHINE  WORLD 


57 


TONOFONE~Jhe  Needle  Triumphant— 

The  Needle  that  Everybody's  Talking  About 

TONOFONE  has  won  its  long  battle 
for  better  phonograph  music.  It  has 
reached  the  pinnacle  of  its  own  renown 
and,  by  force  of  its  own  distinctive  merit, 
.  it  has  raised  the  modern  talki  ng  machine 
to  the  highest  plane  of  musical  excellence. 

The  Needle  with  the  Flexible  Point  of  Uniform  Diameter 
that  brings  out  every  Tone  like  a  Grand  Piano 


TONOFONE  should  be  on  sale  in 
every  shop  in  the  world.  The  dealer  who 
does  not  handle  this  "needle  that's  differ- 
ent "denies  to  his  customers  what  is  theirs 
by  right  and  so  turns  from  his  door  the 
ever-growing  throng  of  those  who  demand 
the  best. 


Remember  TONOFONE— the  Needle  that's  different 
The  Needle  with  the  Flexible  Point 


If  you  are  not  already  using  and  selling  this 
needle  that  everybody's  talking  about,  it  is 
high  time  that  you  ask  us  for  full  particulars 
and  the  address  of  our  nearest  distributor. 

R.  C.  WADE  CO. 

110  South  Wabash  Avenue 

CHICAGO,  ILL.,  U.  S.  A. 

Inventors  and  Sole  Makers 


N/VXSTL-N^  BETTER 


58 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


CALL  FOR  INTERNATIONAL  RECORDS 


R.  F.  Bolton,  of  the  Columbia  International 
Record  Department,  Tells  of  Conditions  in 
Various  Important  Centers  of  Country 


R.  F.  Bolton,  sales  manager  of  the  interna- 
tional record  department  of  the  Columbia 
Graphophone  Co.,^  returned  recentlj-  from  an 
Eastern  trip  which  included  a  visit  to  Columbia 
branches  in  Philadelphia,  Baltimore,  Boston, 
Portland,  Me.,  Pittsburgh  and  Buffalo.  On  this 
trip,  Mr.  Bolton  conferred  with  the  branch 
managers  and  the  sales  organizations  regarding 
the  development  and  e.xpansion  of  foreign 
language  record  business. 

In  a  chat  with  The  \\'orld.  Mr.  Bolton  stated 
that  the  sale  of  international  records  is  steadily 
increasing,  and  that  the  dealers  are  optimistic 
in  their  predictions  for  the  future.  .Arrange- 
ments were  made  recenth'  with  the  Columbia 
factories  whereby  the  international  record  de- 
partment will  get  a  much  larger  output  of  "Ji" 
series  records  than  heretofore,  which  will  enable 
the  branches  to  co-operate  with  the  dealers  more 


efficiently    than    they   have    done    in    the  past. 

Prospects  for  Summer  business  are  verj-  satis- 
factor)-.  and  one  of  the  reasons  for  this  general 
optimism  is  the  fact  that  thousands  of  immi- 
grants are  arriving  here  each  week,  and  the  cur- 
rent statistics  indicate  that  immigration  is  stead- 
ily outdistancing  emigration.  Moreover,  as  Mr. 
Bolton  points  out,  these  immigrants  are  100  per 
cent  buyers  of  foreign  language  records,  where- 
as the  great  majoritj-  of  emigrants  were  con- 
siderablv  less  interested  in  this  class  of  music. 


EVAN  WILLIAMS  POINTS  A  MORAL 


The  late  Evan  Williams,  entertained  by  a 
wealthy  European  shoe  manufacturer,  was  asked 
to  give  some  numbers.  He  sang  several  selec- 
tions for  the  guests  and  was  much  applauded 
The  next  day  he  visited  the  store  of  his  host, 
put  on  a  pair  of  the  best  shoes  in  the  place  and 
started  to  walk  out.  The  shoe  man  wanted  to 
know  if  Mr.  \\"illiams  wished  him  to  send  a 
bill.  "Xo."  said  \\'illiams,  "T  am  a  professional 
singer  and  make  my  living  that  way.  You  make 
x  our  living  m^k'-ig  .^hoes."    They  were  quit-. 


LOYALTY 

Victor  Dealers: 

Lo^^alty  is  a  word  ofttimes  lightly  used,  and 
readily  forgotten  when  its  observance  means 
personal  discomfort  or  fmancial  loss. 

WHY 

WHY  push  other  goods  at  the  expense  of 
the  line  that  has  made  it  possible  for  you  to 
be  in  the  Talking  Machine  business? 

ACT 

Become  Victor  Exclusively,  and  know  that 
your  act  of  today  will  bring  its  reward  to- 
morrow. 

Think  It  Over. 


HIS  MASTERS  VOICE" 


BEG.  as.  PAT.  Cf. 


Victor  Wholesalers 


The 

Toledo  Talking  Machine 
Company 

:       Toledo,  Ohio 


SOME  CLEVER  MOVIE  PUBLICITY 


How  Olive  Thomas,  the  Famous  Selznick  Movie 
Star,  Pays  Tribute  to  the  Sonora 


01i\  e  Thomas,  the  famons  Selznick  movie  star, 
is  an  ardent  admirer  of  the  Sonora  phonograph 
and  one  of  her  most  treasured  Christmas  pres- 
ents was  a  Louis  X\"I  Sonora.  That  this  tal- 
ented )"oung  actress  does  not  forget  about  the 
Sonora  in  her  travels  is  shov^m  in  one  of  her 
recent  films,  "The-  Flapper."  In  this  film  a 
boarding  school  miss  who  passes  through  New 
York  on  her  way  to  her  home  down  South 
decides  to  see  a  little  of  Xew  York's  "high 


Olive  Thomas 

life"  and  takes  a  bus  down  Fifth  avenue.  As 
the  bus  passes  Forty-second  street  the  big  Sonora 
sign  with  the  Sonora  slogan,  "The  Highest  Class 
Talking  Machine  in  thg  World, "  is  clearly  seen. 
This  Sonora  advertising  will  be  seen  by  hun- 
dreds of  thousands  of  theatre  patrons. 

The  nuifiber  of  well-known  actresses  who  are 
owners  of  Sonoras  is  growing  steadilj-  from 
mo!rth  to  month.  Among  those  who  have 
Sonoras  in  their  homes  are  Lillian  Russell, 
Julia  Sanderson,  Blanche  Ring  and  Xorma  Tal- 
madge. 


FORM  AMERICAN  MUSEUM  OF  MUSIC 


Building  Will  Be  Erected  to  Preserve  Works  of 
Art  and  Representative  Instruments 


Supreme  Court  Justice  Tierney  approved  re- 
cently the  incorporation  of  the  American  Mu- 
seum and  Temple  of  Music.  Inc.,  which  purposes 
to  "erect  and  maintain  a  building  suitable  to 
contain  and  preserve  objects  of  art,  interest  and 
instruction  relating  to  the  history,  science,  art 
influence,  utilitj'  and  production  of  music."  The 
organization  expects  to  become  affiliated  with 
the  National  Federation  of  Music  Clubs. 

Mrs.  Frank  A.  Sieberling  has  been  elected 
president  and  the  directors  chosen  are  Charles 
Sumner  Ward,  Sarah  Cleveland  Clapp,  Edna 
Marione,  Airs.  David  Allen  Campbell.  Supreme 
Court  Justice  Guy  and  Albert  E.  RufT. 


ROHEN  STONE 


We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


The  Talking  Machine  World,  New  York,  July 


A  Scientific  Reason  for 
Every  Detail 

In  every  detail  of  the  Sphinx — in  the  principles  on  which  it  is  based;  in 
the  nature,  quality  and  weight  of  the  materials  employed;  in  the  design  and 
construction  of  the  three  independent  self-contained  units  of  which  it  is  com- 
posed; in  the  alignment,  balance  and  inter-relation  of  the  parts — the  problem 
of  permanent  and'  dependable  uniformity  of  service  has  been  worked  out  by  a 
corps  of  able  and  experienced  motor  engineers.  The  Sphinx  was  not  offered 
to  the  trade  until  that  problem  had  been  finally  and  positively  solved. 

Hence,  for  every  detail  in  the  Sphinx  there  is  a  sound,  scientific  reason 
and  a  practical  and  essential  reason.    Send  for  catalog. 


SPHINX  GRAMOPHONE  MOTORS,  Inc. 

512  Fifth  Ayenue         ■:-  -:-         New  York 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


ELBEL  BROS.  BUY  VICTOR  STOCK 

Acquire  Entire  Holdings  of  C.  W.  Copp  Music 
Shop  and  Will  Enlarge  Victor  Service 


South  Bend,  Inr.,  July  6. — The  entire  Victrola 
stock  of  machines  and  records  formerly  held  by 
C.  W.  Copp,  proprietor  of  the  C.  W.  Copp 
Music  Shop  of  this  city,  has  been  purchased  by 
Elbel  Brothers,  an  establishment  which  has  been 
known  here  as  a  music  center  for  thirty-five 
years.  For  the  past  twenty  years  this  house 
has  handled  the  Victor  line  on  a  large  scale 
and  this  latest  purchase  was  made  in  the  in- 
terests of  consolidating  the  Victor  interests  in 
order  to  afford  the  most  complete  Victor  service 
possible. 


PAPER  SCARCITY  AND  ALBUMS 

Some  Timely  Topics  Discussed  by  Max  Will- 
inger,  President  of  the  New  York  A'.bum  & 
Card  Co. — New  York  and  Chicago  Plants 
Busy — The  Advantages  of  Location 


Max  Willinger,  president  of  the  New  York 
Album  &  Card  Co.,  returned  to  New  York 
itcently  after  some  weeks  spent  at  the  Chicago 
factory  of  the  company.  He  reported  great 
activity  at  the  Chicago  plant  and  remarked  that 
this  as  well  as  the  New  York  factory  had  mate- 
rially increased  their  production.  Mr.  Will- 
in-ger,  in  discussing  the  album  situation,  said 
in  part:  "The  tremendous  demand  for  albums 
continues  from  all  quarters  without  abatement. 
Our  business  thus  far  this  year  has  exceeded 
all  former  records  by  a  wide  margin.  There 
is  every  indication  that  this  good  business  will 
continue  for  an  indefinite  period  ahead.  The 
only  cloud  in  an  otherwise  clear  sky  is  the 
paper  situation.  I  believe  that  the  trade  as  a 
whole  are  aware  that  there  is  a  great  scarcity 
of  paper,  but  the  greatest  realization  of  this 
condition  comes  in  actually  trying  to  secure 
this  commodity  in  the  market.  We  have  al- 
ways used  a  certain  high  quality  of  paper  in 
Nyacco  albums  and  we  are  expending  our  entire 
energies  in  securing  the  necessary  paper  stock 
in  order  to  fill  the  large  orders  we  have  on 
hand.  It  is  gratifying  to  be  able  to  state  that 
we  have  thus  far  been  able  to  overcome  the 
difficulty,  and  the  same  high  quality  paper  stock 
is  being  continued  in  Nyacco  albums.  Of 
course,  the  price  of  any  commodity  is  gov- 
erned by  the  law  of  supply  and  demand  and 
ihe  paper  scarcity  has  greatly  increased  its 
market  price  thus  far,  and  there  is  every  indi- 
cation that  prices  will  advance  still  further. 
The  advantage  of  having  two  factories,  one 
in  the  East  and  one  in  the  West,  has  been 
demonstrated  recently  during  the  railroad 
crisis.  With  these  two  factories,  widely  sepa- 
rated geographically,  our  deliveries  were  not 
nearly  so  seriously  handicapped  as  they  might 
have  been  had  we  been  dependent  upon  a 
single  factory  located  in  any  one  city." 


Every  man  has  two  educations — that  which 
is  given  him,  and  that  which  he  gives  himself. 
Of  the  two  kinds,  the  latter  is  by  far  the  most 
valuable.  Indeed,  all  that  is  most  worthy  in  a 
man,  he  must  work  out  and  conquer  for  him- 
self. It  is  that  that  constitutes  our  real  and 
best  nourishment.  What  we  are  merely  taught 
seldom  nourishes  the  mind  like  that  which  we 
teach  ourselves.- — Richter. 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadway,  N.  T. 


Harponola  s  Hidden 
Beauty 

Harponola  dealers  are 
in  position  to  make  an 
unusual  appeal  both  to  the 
ear  and  the  eye  of  music 
lovers. 

This  "phonograph  with 
the  golden  voice"  pro- 
duces the  mellowest  and 
richest  of  music. 

It  is  as  beautiful  to  hear 
as  it  is  to  see. 

And  there  is  even  more 
beauty  concealed  within 
the  cabinet  than  exposed 
to  the  casual  gaze. 

Music  lovers  thrill  with 
approval  when  the  grille 
is  removed,  and  the  rare 
beauty  of  the  golden  horn 
is  brought  to  view. 

This  horn,  scientifically 
built  of  mellow  spruce — 
nature's  most  vibrant  of 
woods — is  the  real  heart 
of  Harponola's  beauty.  It 
is  the  reason  for  the  clear, 
pure  music  that  differ- 
erttiates  Harponola  from 
other  makes.  It  is  the 
reason  for  the  easy  sales 
being  built  up  by  Har- 
ponola dealers. 

THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS.  President 

A  limited  amount  of  job- 
bing territory  now  open.  Get 
our  combination  proposition 
on  Harponolas  and  OkeH 
Records. 


PHONOGRAPH 

W/fA  the 


60 


THE    TALKING   MACHINE  WORLD 


July  15,  1920 


A  UDELL 
CABINET 


IS  a  legitimate  part  of 
every  sale  of  a  tatle 
macliine  —  it  doubles 
tlie  value  to  tlie  cus- 
tomer and  tke  profit 
to  tke  dealer — 

And  tke 

UDELL 


TO  RECORD  FOR  PATHE  FRERES 

Helen  Yorke,  Coloratura  Soprano,  Latest  Ad- 
dition to  Increasing  List  of  Pathe  Artists 


TRADE-MARK 

Guarantees 
Satisfaction 


(Horizontal   Shelyes)             H       No.  1405 
  For  New  Victrola  IX-A 

B  Height,  36%  in.    Width,  19  In.    Depth.  22Vi 

g  in.   Holds  10  Victor  albums.    Mahogany  Front 

g  or   Quartered    Oak   Front.     Average  weight, 

g  crated,  90  pounds. 

M  [It  vertical  interior  is   desired,  order  No. 

1  405.] 

S  [If  felt   interior  is  wanted,   ask  for  No. 

■  405F;] 

=  Catalog  on  Bequest 

I  Tke  UJell  Works 

I  1205  W.  Twenty-eigkL  St. 

1  Indianapolis       ::      ::  Ind. 

iiniiiiiiiiiDiMiiiiiiiiiiiiiiiiiiiniiiiiin 


Helen  Yorke,  coloratura  soprano,  is  the  latest 
acquisition  to  the  large  list  of  nationally  known 
artists  whose  recordings  appear  exclusively  on 


Helen  Yorke 

Pathe  records.  Miss  Yorke  is  favored  in  musi- 
cal circles  and  her  various  appearances  in  re- 
citals at  Carnegie  Hall  have  earned  well-merited 
commendation  from  critics.  Musical  authorities 
have  acclaimed  the  quality  of  her  voice.  It  is 
expected  that  the  first  recordings  by  Miss  Yorke 
will  appear  in  an  early  Pathe  supplement.  Miss 
Yorke  in  private  life  is  Mrs.  Misha  Appelbaum. 
The  good  works  of  her  husband  as  founder  and 
head  of  the  Humanitarian  Cult  are  well  known 
throuarhout  the  country. 


EDISON  RECITAL  DIRECTOR  WEDS 


Arthur  L.  Walsh  Marries  Miss  Agnes  E.  Mul- 
vey,  a  Resident  of  Newark 


Arthur  L.  Walsh,  director  of  the  tone-test  re- 
cital department  at  the  Edison  laboratories,  was 
married  in  Newark,  N.  J.,  last  month  to  Miss 
Agnes  E.  Mulvey,  daughter  of  Mr.  and  Mrs. 
Martin  Mulvey,  of  that  city.  The  wedding  was 
the  outcome  of  a  romance  which  began  five 
years  ago  while  Mr.  Walsh  was  touring  the 
country  as  a  concert  violinist.  Following  a  trip 
to  Colorado  Springs,  where  they  are  spending 
their  honeymoon,  the  couple  will  return  at  the 
end  of  June  to  reside  in  East  Orange. 

Mr.  Walsh  has  been  connected  with  the  Edi- 
son laboratories  for  over  five  j'ears,  during  which 
time  he  has  visited  every  State  in  the  Union 
as  a  conductor  of  tone-test  recitals.  Last  Au- 
gust he  was  made  director  of.that  department 
and  much  of  its  success  since  that  time  is  at- 
tributed to  his  careful  guidance. 


i    JOINS  COLUMBIA  BUFFALO  BRANCH 


R.  J.  Milholland  has  been  appointed  a  mem- 
ber of  the  stales  staff  of  the  Buffalo  branch  of 
the  Columbia  Graphophone  Co.  He  spent  some 
t-me  recently  at  the  Columbia  executive  offices 
in  New  York  and  visited  the  factories  at  Bridge- 
port acquiring  an  intimate  knowledge  of  Co- 
lumbia merchandising  and  manufacturing  plans. 


EXTRA  DIVIDEND  DECLARED 


The  Columbia  Graphophone  Manufacturing 
Co.  has  declared  an  extra  dividend  of  one- 
twentieth  of  a  share,  payable  in  common  stock, 
in  addition  to  the  regular  quarterly  dividend  of 
25  cents  a  share,  and  $1.75  a  share  on  the  pre- 
ferred. All  these  advances  were  payable  July  1 
to  stockholders  of  record  of  June  18. 


Disc  Record 
Manufacturers 

AHENTION 


If  you  are  not  satisfied  with 
your  product — 

If  some  part  of  the  manu- 
facture needs  perfection — 

Let  me  help  you. 

I  was  the  pioneer  to  intro- 
duce the  present  disc  rec- 
ord into  Europe  in  1  90 1 . 
Successful  factories  were 
erected  in  England,  France, 
Spain,  Germany,  Austria, 
and  Brazil  under  my  man- 
agement. I  know  the  record 
business  from  A  to  Z,  and 
can  straighten  out  your 
difficulties. 

The  present  system  of  per- 
manent masters  was  per- 
fected in  my  laboratories  in 
1 904  and  has  never  been 
improved  upon. 

The  double  -  sided  record 
was  my  patent  and  brought 
out  in  1  903. 

If  you  want  the  best  to  be 
had  in  recording  machines; 
if  you  want  the  latest  devel- 
opment in  pressing  records 
from  shells;  if  you  want  in- 
creased record  production 
in  power  -  driven  presses 
— I  can  help  you. 


Complete  installations 
taken  charge  of 


F.  M.  PRESCOn 

RIVERDAIE,  IV.  J. 


Phone 
No.  2  Pompton  Lakes 
N.  J. 


Telegrams 
Prescott,  Pomptoo  Lakes 
N.J. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


01 


lOfflDiimomaDDafEDiffl], 

The  Superior 
Lid  Support 

CA  Spring  Balance  T5hat 
Does  Not  Warp  the  Lid 


A  mere  toucK  of  the  fing,er  lifts  or 
closes  the  lid,  wKicK  stops  at  any 
point  desired.  The  simplest  sup- 
port made.  Easiest  to  install.  Pos- 
itive and  noiseless  in  operation. 
Sample-Nickel  75c,  Gold  $1.50 

Prepaid  anywhere  upon  receipt  of  price.  Sub- 
mitted on  approval,  subject  to  return  within  a 
reasonable  time,  in  which  event  the  full  price  will 
be  refunded. 

Quantity  Prices  Quoted  on  Application 

Barnhart  Brothers  & 

Monroe  &  Throop  Sts. 

er  CHICAGO 


Spindl 


laoDDODDmoraoDDmamaDD 

PATHE  DEALERS 
and  JOBBERS 


The  SCOTF2RD  Model  I 
REPRODUCER 

Will  be  a  great  aid  in  developing  the  sale  of  Pathe 
Records.  Made  to  fit  the  Victor  gooseneck  exactly 
— it  is  as  quickly  attached  as  the  Victor  Reproducer 
isquicklyremovable.  An  Attachment  also  made  for 
applying  it  to  the  Columbia  Tonearm.  Order  a  sample 
andrealizetheprofitforyou  in  the  richness  of  its  tone 
— surpassing  all  in  purity,  sweetness  and  power. 

HET  PRICES  OF  SAMPLES  PREPAID 
Nickel  Plated  Scotfsrd  Model  I  Reproducer  ■  S5.50 
Cold  Plated  Scotfsrd  Model  I  Reproducer  ■  6.50 
nickel  Plated  Scotfsrd  Attaclimeni  for  Columbia  .35 
Oold  Plated  Scotfsrd  Attachment  for  Columbia  .50 

Submitted  on  Approval,  subject  to  return,  in  which 
event  the  full  price  paid  will  be  promptly  refunded. 

Liberal  Reduction  on  Quantity  Orders 
Profitable  Arrangement  for  Jobbers 

Barnhart  Brothers £c  Spindlcr 

Superior  Specialties  fsr  PhonoSraplis 
Monroe  and  Tlipoop  Streets,  Cliicnco 

IQQDQDQDaQDlJiaDDaQDQQDDODDB 


i^Thru  the 

square  turn 
the  weight 
is  supported 
by  the  base, 
effecting  a 
lifeht  pres- 
sure at  the 
needlepoint, 
so  that  all 
makes  of 
records 
are 
played 
without 
undue 
wear 


^Turned  up  from  either  lateral  or  ver- 
tical playing  position,  cabinet  lid  when 
lowered  cannot  strike  the  reproducer 


Why  the  Owner  o£  the  Ordinary 
Phonograph  Soon  Tires  of  It 

C  /  HERE  are  lately  a  few  phono|,rapK  reproducers  whicK  avoid  the  usual  phon- 
og,rapKic  sharp  metallic  tone  by  ^oin^  to  tKe  other  extreme  and  producing  a 
flat,  unmusical  sound.  But  the  vast  majority  are  disag,reeably  sharp  in  playing  the 
hi^h  notes.  This  sharpness  becomes  an  irritant  to  the  ear,  so  that  owners  of  such 
phonographs  soon  tire  of  playing,  them,  lose  interest,  and  stop  buying  records. 
Nobody  ever  tires  of  genuine  music.  The  human  soul  craves  the  comforting  solace  and  ennobling 
inspiration  that  only  music  can  ^ive.  It  must  be  our  aim  to  satisfy  this  ^reat  need — not  the  passing 
ja^  of  jazz.  The  phonograph  must  become  an  instrument  of  genuine  music  if  it  is  to  endure. 
There  is  one  reproducer  that  measures  up  to  the  job  of  reproducing  musically  all  the  varying  qual- 
ities of  instrumental  and  vocal  tones.  It  is  never  sharp,  nor  in  avoiding  this  does  it  ever  descend  to 
the  other  extreme  of  flatness,  but  is  always  on  the  pitch,  exactly  reproducing  the  original  rendition 
in  all  its  purity,  sweetness  and  power.  This  lon^  sought  ^oal  is  attained  in  the  Superior  Reproducer 
through  its  split  frame,  making  the  entire  soundbox  in  effect  a  spring  held  under  tension  by  a  lon^ 
adjusting  screw  through  the  two  pivot  lu^s  at  bottom. 


DISTINCTIVE  FEATURES  OF 
THE  SUPERIOR  REPRODUCER 

The  frame  of  the  reproducer  is  split  throufeh,  making  the 
frame  in  effect  a  spring,  held  under  tension  by  an  adjusting 
screw  through  the  pivot  lu^s  at  bottom.  The  back  plate  is 
entirely  separate,  insulated  from  the  frame  by  a  rubber 
feasket,  and  does  not  interfere  with  tensioning  the  frame. 

It  is  the  spring  frame  of  this  reproducer  that  accomp- 
lishes the  important  achievement  of  absolutely  overcom- 
ing without  any  loss  of  volume  or  musical  quality  the 
usual  phonographic  sharp  metallic  tone  on  hi^h  notes.  It 
is  plain  that  tones  picked  up  from  the  record  by  the  needle 
and  diaphragm  mounted  in  a  spring  body  will  be  more  mu- 
sical than  will  resuh  when  the  body  is  of  solid  and  hard 
metal,  or  of  toneless  and  absorbent  material. 

Note  particularly  that  the  entire  soundbox  is  in  effect  a 
spring.  The  split  which  accomplishes  this  result  is  the  most 
important  of  the  several  Scotford  patents.  Soundboxes 
which  attempt  to  overcome  the  sharpness  of  tone  by  em- 
ploying springs,  rubber,  fibre  or  other  cushioning  for  the 
needle  bar  pivotal  mounting,  or  use  a  composition  dia- 
phragm of  sound-absorbing  nature,  result  only  in  making 
the  diaphragm  less  sensitive  and  prevent  it  from  repro- 
ducing the  finer  shadings  and  overtones  in  the  record. 

The  springlike  frame  also  absorbs  the  extraneous  vibra- 
tions so  that  the  surface  noise  is  practically  eliminated. 
A  manufacturer  of  a  well-known  machine  who  is  an 
enthusiastic  use;^of  the  Superior  reproducer  advertises 
as  his  slogan  "the  tone  without  the  scratch." 

Strong  basic  patents  have  been  granted  Mr.  Scotford  on 
the  universal  feature  of  his  reproducer  and  our  company 
holds  the  exclusive  franchise  to  manufacture  for  general 
sale  under  these  patents.  Mr.  Scotford  in  his  contract 
with  us  agrees  to  co-operate  in  developing  improvements, 
and  covenants  to  feive  us  before  others  the  opportunity  to 
review  all  new  ideas  or  inventions  he  may  originate  in  this 
line,  with  priority  rights  to  manufacture  and  sell  any  such 
that  are  approved. 

The  universal  feature  is  unique  in  that  the  needle  aliens 
with  the  pivotal  axis  on  which  the  reproducer  turns  from 
one  position  to  the  other.  This  holds  the  needle  on  exactly 
the  same  center  at  the  same  correct  an^le  in  both  lateral 
and  vertical  (hill-and-dale)  positions.  The  plane  of  the 
diaphragm  beinfe  inclined  with  respect  to  the  pivotal 
axis,  instead  of  the  ordinary  straight  needle  bar  of  normal 
leverage,  it  is  practicable  to  use  the  more  desirable  bar  of 
angular  shape  effecting  longer  leverage,  making  the  dia- 
phragm more  responsive  to  the  needle  action. 

The  needle  bar  is  pivoted  on  sharp  pointed  steel  screws, 
and  is  easily  kept  in  perfect  adjustment,  free  from  side 
play,  by  the  lonfe  adjusting  screw  through  the  lu^s  above 
the  pivots.  Any  contraction  of  the  metal  parts  that  takes 
place  cannot  pinch  the  needle  bar  in  its  pivotal  mountin|,, 
and  thus  interfere  with  its  free  vibration,  owin^  to  the 
sprin^constructionof  the  frame.  Any  expansion  that  takes 
place,  or  wear  of  the  pivot  points,  causing  looseness  and 
side  play,  can  be  instantly  corrected  by  ti^htenin^  the 
lon^  adjusting,  screw. 


DISTINCTIVE  FEATURES  OF 
THE  SCOTFORD  TONEARM 

The  connection  between  the  tonearm  and  reproducer  is 
perfectly  insulated  with  a  hard  rubber  bushing.  No  rattle 
of  one  metal  part  against  another  can  take  place  at  this  point 
of  greatest  wear.  Even  though  looseness  mifeht  possibly 
develop  from  lon^  use  or  abuse,  because  of  the  rubber  be- 
tween the  two  metal  parts,  no  rattle  can  ever  result. 

Two  methods  of  raising  the  reproducer  for  chanfeinfe  the 
needle  are  provided.  The  reproducer  and  tonearm  may  be 
lifted  straight  up  and  held  with  the  left  hand  while  chanfe- 
in^  the  needle  with  the  ri^ht  hand.  Orthe  reproducermay 
be  ^iven  a  side  turn  to  the  rifeht.  when  only  one  hand  is  used 
for  making  the  change  of  needle.  When  the  reproducer  is 
off  the  record  it  cannot  drop  low  enough  for  the  needle  to 
strike  the  motor  board, and  thus  chance  shattering  thepivot 
points  and  at  the  same  time  mar  the  cabinet.  When  the  re- 
producer is  left  turned  up  from  either  lateral  or  vertical 
playing  position,  cabinet  lidcannotstrikeit  whenlowered. 

In  the  SCOTFORD  Tonearm  the  sound  waves  travel  in 
the  straifehtest,  most  direct  line  possible.  There  is  no  ob- 
struction anywhere  inside — an  absolutely  clear  passage  for 
the  sound  waves.  The  square  turn  offers  less  resistance  to 
the  sound  waves  than  is  met  with  in  an  arm  of  the  curved 
type.  Most  tonearms  follow  the  traditional  curve  of  wind 
instruments,  but  in  a  phonograph  tonearm  there  is  no  air 
pressure  to  force  the  sound  around  the  curve.  That  the 
square  turn  is  superior  to  the  curve  is  proven  in  the  play- 
ing. The  SCOTFORD  square  design  loses  none  of  the 
sound  in  the  passage,  but  delivers  the  tones  outward  in  full 
power  and  clarity. 

The  lon^  tube  is  very  lifeht,  and  this,  together  with  the 
exceptionally  lifeht  construction  of  the  reproducer,  feives  a 
much  lig.hter  pressure  of  the  needle  on  the  record  than  ap- 
pearance mig.ht  indicate.  With  a  needle  of  medium  Ieng.th 
the  pressure  is  less  than  6  ounces.  This  weight  brings  out 
the  full  volume  of  tone  without  injury  to  records  of  any 
make.  A  curved  tonearm  with  the  swivel  joint  located  at 
the  base  would  throw  too  much  pressure  at  the  needle 
point.  In  the  square  turn  of  the  SCOTFORD  design  much 
of  the  weight  is  supported  by  the  base. 

The  main  tonearm  casting  supported  by  the  base  is  very 
heavy;  this  weight  prevents  a  rattle  developing  at  any  time 
in  the  base  bearings.  The  radial  movement  at  the  base  is 
extremely  simple  and  perfectly  free  in  action.  A  cast  rin^ 
slides  around  on  four  smoothly  machined  bearing  points. 
This  construction  permits  a  clear  interior,  and  is  far  sup- 
erior to  the  obstructed  condition  in  other  tonearms  which 
swin^  on  an  interior  pivot. 

The  inside  diameter  of  the  tonearm  at  the  base  is  2  inches , 
which  is  correct  to  accommodate  the  volume  of  sound 
obtainable  from  the  newest  records.  The  inside  rim  of  the 
base  is  extended  one-eighth  inch  below  the  fiance,  fitting 
into  the  neck  of  the  cabinet  amplifying  chamber.  This 
obviates  usin^  a  rubber  or  felt  feasket  between  the  tonearm 
base  and  cabinet  mounting,  usually  necessary  in  other 
designs  to  prevent  a  leak  of  the  sound  at  this  point. 


Nickel 


Sample  SCOTFORD  Tonearm  and  Superior  Reproducer  with  Mica  Diaphragm  $9.25 
Extra  Reproducer  with  SCOTFORD  Black  Diaphragm  5.00 

Prepaid  anywhere,  on  receipt  of  price.  Submitted  on  approval,  subject  to 
return  within  a  reasonable  time;  in  which  event  the  full  price  will  be  refunded 

Quantity  Prices  on  Application 

BARNHART  BROTHERS  &  SPINDLER 


Gold 
$11.25 
6.00 


Makers  of  SUPERIOR 
Specialties  for  Phonographs 


Monroe  and  Throop  Streets 
CHICAGO,  ILLINOIS 


'aramQIffiQDDaDQOQDDaQttljDI 


62 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Responsibility 


According  to  statistics  onl}'  a  very  small  percentage  of  those  entering  busi- 
ness succeed.    The  others  would  not  or  could  not  master  the  responsibilities. 

Responsibility  is  something  we  may  avoid  or  refuse  to  take,  but  we  even- 
tually pay  the  price  in  any  event. 

The  \'ICTOR  Company  accepts  the  responsibilitv  of  maintaining  \TCTOR 
SUPREMACY. 

The  \'ICTOR  distributor's  responsibility  does  not  end  with  past  perform- 
ance, but  is  a  continual  obligation.  He  is  responsible  not  only  to  the  VICTOR 
factory,  but  to  the  A~ICTOR  dealers  he  serves. 

Responsibility  shouldered  and  mastered  by  the  majority  of  VICTOR  dis- 
tributors and  dealers,  will  correct  manv  evils  and  best  insure  VICTOR 
SUPREMACY. 

To  be  listed  as  a  A'ICTOR  distributor  or  dealer  is  a  valuable  asset,  but  not 
without  its  responsibilities. 

It  is  our  desire  to  not  only  master  our  responsibility  as  a  A'^ICTOR  distributor, 
but  to  help  our  \''ICTOR  dealers  meet  theirs.  If  we  fail  ourselves  or  through 
our  dealers,  we  are  not  fulfilling  our  mission  and  we  are  contributing  to  a  result 
in  which  we  alone  do  not  suffer.  • 

A'^ICTOR  dealers,  we  believe,  should  and  will  support  those  distributors 
whom  they  consider  responsible  and  therefore  dependable.  Likewise,  they 
should  expect  support  if  they  meet  their  responsibilities  as  A'^ICTOR  dealers. 

The  responsibility  of  A'ICTOR  distributors  and  dealers  during  1920,  to 
intelligently  distribute  and  market  a  greatly  increased  VICTOR  product,  will  be 
an  obligation  to  be  treated  seriously. 

Be  responsible,  Mr.  A'lCTOR  Dealer, — be  loyal,  be  efficient,  and  you  will 
be  successful.  Do  not  worry  or  be  side-tracked  from  your  purpose  through  bad 
example  or  unfair  competition. 

Responsibility  mastered,  opens  the  path  to  further  opportunity,  and  will 
ensure  success  in  the  A'ICTOR  business,  or  any  business. 

J.  NEAVCOMB  BLACKMAN. 


Talking  Machine  Co. 

81  Reade  St.  New  York  N.Y. 

VICTOR  DISTRIBUTORS -WHOLESALE  ONLY 


m 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


63 


SELLING  TALKING  MACHINES  IN  THE  FOREIGN  MARKETS 

Recording  of  Local  Folk  Songs  and  Operettas  an    Important    Feature    of    Any    Campaign  for 
Foreign  Trade,  Declares  Edmond  Sause  of  the  Columbia  Graphophone  Co. 


Operations  of  the  larger  talking  machine  com- 
panies in  the  export  markets  of  the  world  par- 
take of  a  two-fold  character,  in  that  not  only 
do  they  effect  the  sale  of  their  instruments  and 
records,  but  one  of  their  chief  sources  both  of 
revenue  and  of  popularity  in  foreign  countries  is 
the  recording  in  those  lands  of  the  individual 
and  characteristic  music  of  each  and  from  the 
actual  singing  and  playing  of  native  artists  and 
vocal  and  instrumental  ensembles  on  the  ground. 

Some  idea  of  what  these  activities  represent 
in  outlay  of  labor,  time  and  money  and  as 
wholly  preliminary  to  and  apart  from  the  later 
routine  work  of  serving  the  export  trade  as  such, 
was  set  forth  for  a  representative  of  the  New 
York  Evening  Post,  by  Edmond  Sause,  manager 
of  _  the  e.xport  department  of  the  Columbia 
Graphophone  Co.,  this  city,  in  discussing  the  pe- 
culiarity of  this  phase  of  the  company's  export 
business.    He  said: 

"Not  only  the  standard  music  of  whole  na- 
tions and  whole  races — that  is  to  say,  music  of 
a  traditional  character  such  as  folk  songs  and 
folk  dances,  national  hymns,  favorite  selections 
from  their  musical  literature,  such  as  operas, 
operettas  and,  in  the  case  of  Spain,  Portugal  and 
the  Latin-.American  countries,  zarbuelas  and 
concert  and  band  pieces — must  be  recorded,  but 
obviously  it  is  a  question  of  commercial  policy 
10  keep  abreast  of  their  newest  and  latest  of- 
ferings in  songs  and  instrumental  music. 

"This  necessitates  sending  to  the  scene  of  such 
recording  to  be  done  by  us  not  only  a  high-sal- 
aried and  thoroughly  trained  musical  director, 
one  familiar  with  the  peculiarly  exacting  require- 
ments of  voice  and  instrument  recording,  but 
a  mechanician  no  less  experienced  and  qualified 
in  his  calling  and  very  often  an  accompanying 
staff  of  musical  and  laboratory  aides.  Then 
they  have  to  take  along  with  them  a  considerable 
paraphernalia,  including  'wax  masters,'  or  large, 
matzoth-like  crude  discs  of  wax  composition, 
most  carefully  packed  in  cotton-lined  boxes,  to 
be  used  in  recording  each  composition.  These 
are  much  larger  in  circumference  than  the  aver- 
age finished  disc  and  very  thick.  Each  of  these, 
more  carefully  packed  after  recording  than  be- 
fore, has  to  be  returned  to  the  factory  in  the 
United  States,  where  steel  dies  or  matrices  are 
produced  from  the  engraved  wax  and  from  which 
the  commercial  phonograph  records  are  made. 

".-Ml  this  naturally  represents  expense,  but- the 


most  expensive  item  lies  in  the  fact  that  after 
ofttimes  interminable  journeys  over  sea  and 
land,  when  the  'scene  of  action'  is  reached,  it 
not  infrequently  happens  that  a  protracted  period 
of  tedious  preparation  and  'coaching'  of  the 
singers  or  instrumentalists  to  be  recorded  is 
found  to  be  necessary,  as  also  acoustically  suit- 
able recording  chambers  or  quarters.  When  we 
realize  that  some  of  our  greatest  and  best 
schooled  opera  singers  and  concert  artists  re- 
quire the  most  careful  and  painstaking  instruc- 
tion before  they  can  properly  gauge  their  voice 
oi  instruments  for  the  'speaker'  or  'receiving 
born,'  it  follows  that  musicians  in  remote  places, 
sometimes  in  primitive  regions,  however  capable 
they  may  be  as  performers,  are  pretty  sure  to 
require  the  greatest  effort  and  care  in  coaching 
before  they  can  be  recorded.  Then,  when  the 
record  has  been  obtained,  it  has  to  be  packed 
and  handled  and  conveyed  with  infinite  caution. 
1'he  slightest  contact  of  the  recorded  surfaces  of 
these  original  wa.x  master  records  would  destro}' 
them  completely,  as  the  engravings  are  some- 
times less  than  3/1,000  of  an  inch  deep. 

"Like  the  sewing  machine,  typewriter  and 
cash  register,  the  talking  machine  can  be  said  to 
be  an  American  product.  Its  possibilities  in  for- 
eign trade  were  appreciated  practically  from  the 
beginning.  While  the  industry  was  still  strug- 
gling in  home  markets,  progress  was  being  made 
ill   developing  foreign  trade. 

"Few  .'American  industries  can  show  as  large 
a  percentage  of  foreign  trade  to  its  total  turn- 
over as  the  talking  machine  industry  during  the 
last  twenty  years." 


JACOBSEN'S  AMERICAN  CAREER 


-\lthough  Sascha  Jacobsen,  the  talented  Co- 
lumbia artist,  is  generally  thought  of  as  a  native 
Russian,  he  was  born  at  Finland  twenty  years 
ago.  He  commenced  study  of  the  violin  at  8 
years  of  age  and  at  11  came  to  America,  where 
he  completed  his  study  under  the  guidance  of 
Franz  Kneisel,  made  his  debut  in  New  York 
and  is  probably  the  only  great  violinist  who  has 
scaled  the  tops  of  fame  and  reputation  solely 
on  an  American  career. 


There  is  nothing  in  the  world  that  coinmands 
such  a  high  price  as  effective  ideas,  and  this  ob- 
tains in  ail  fields  of  effort. 


The  Portophone  h 


A  High  Grade 


Portable  Phonograph  that  is 
High  Grade 


'  J  aisc  recoru 


nUys  tiny  an 


Container  in  Lid 
Holds  Twenty- 
four  Selec  tions 


Examine  the  motor  and  listen 
to  the  tone.  You  will  be 
convinced  that  it  is  the  kind 
of  a  Phonograph  all  Reputable 
dealers  should  sell. 


The  TRI-SALES  CO. 


Victoria  BIdg. 


St.  Louis,  Mo. 


Semi -Permanent  Phonograph 

NEEDLES 


Well  known,  well  advertised, 
Sonera  Semi-Permanent 
Needles  are  favorites  with 
owners  of  ALL  MAKES  of 
phonographs. 

These  needles  are  in  de- 
mand, they  sell  for  25c  a 
package,  they  bring  you  a 
larger  profit  per  sale  than  any 
other  make  of  needles  and 
their  beautiful  playing  quali- 
ties make  them  imequalled  in 
value  from  the  buyer's  point 
of  view. 

If  you  haven't  yet  ordered 
these  needles,  do  so  now.  If 
your  stock  is  incomplete,  re- 
order. 

25c  per  package  of  5    40c  in  Canada 

g'0nnra  pijunngrapl) 

GEORGE  E.  BRIGHTSON.  'President 

NEW  YORK:  279  Broadway 

Canadian  Distributors  : 
I.  Montagnes  &  Co. 
Toronto 


I*       I  Beware  of  timilarly 
VaulIOn*  constructed  needlei 
I  luiiiiiiii  Miim  .11  of  ioferior  quality. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


65 


Three  hundred  Unico 
Equipments  have  been 
ordered  and  installed 
since  January  first 


More  than  40  per  cent, 
of  these  installations 
were  repeat  orders. 


THE  thirty  installations  shown  on  the  opposite  page  were  taken  at  random  from 
our  files  and  are  typical  of  what  the  Unico  System  does  towards  creating  atmos- 
phere to  stimulate  sales. 

Our  customers  are  located  in  virtually  every  State  and  principal  City  in  the  country. 

The  Unico  System  is  adapted  to  your  individual  use  by  our  Planning  Department, 
in  order  to  insure  the  most  desirable  medium  for  the  proper  display  of  goods 
and  the  establishment  of  an  inviting  atmosphere. 

The  flexibility  of  the  equipment  allows  for  rearrangement  and  relocation.  More  than 
40  per  cent,  of  the  installations  shown  were  repeat  orders,  where  Unico  Equipment  had 
developed  requirements  for  increased  facilities.  Experience  with  hundreds  of  instal- 
lations has  shown  a  resulting  business  growth,  which  can  be  readily  cared  for  by  the 
use  of  our  equipment. 

If  you  have  not  installed  the  Unico  System  with  its  sales  compelling  force,  7iow  is  an 
excellent  time  to  do  so,  in  order  to  take  care  of  the  coming  fall  and  holiday  activities. 

Ask  your  friends  and  competitors  about  Unico  Equipment;  they  are  probably  using 
it  now. 


Key  to  Photographs  on  Opposite  Page: 


1. 

2. 
3. 

4. 

5. 

6. 

7. 

8. 

9. 
10. 
11. 

12. 
13. 
14. 


GREGORY'S  MUSIC  HOUSE, 
MAISON  BLANCHE  COMPANY, 


Saginaw,  Mich. 
New  Orleans,  La. 


New 


KNICKERBOCKER    TALKING    MACHINE  CO., 

New  Yorii  City,  N.  Y. 


YAHRLING  &  RAYNOR  PIANO  CO., 
WILSON  MUSIC  COMPANY, 
B.  B.  TODD, 


Youngstown,  Olilo 
Oslikosli,  Wis. 
Pliiladelptiia,  Pa. 


F.  L.  STEERS  &  CO.,  New  Yorli  City,  N.  Y. 

C.  C.  MELLOR  COMPANY,  LTD.,  Pittsburgli,  Pa. 

ECLIPSE  MUSICAL  COMPANY,  Cleveland,  Oiiio 

COHEN  &  HUGHES  COMPANY,  Washington,  D.  C. 

NEW  YORK  TALKING  MACHINE  COMPANY, 

New  Yorlc  City,  N.  Y. 

CRESSEY  &  ALLEN,  Portland,  Me. 

RUDOLPH  WURLITZER  CO.,  Columbus,  Ohio 

CLARK  WISE  &  COMPANY,  San  Francisco,  Cal. 


on 

15.  GIMBEL  _BROTHEBS, 

16.  F.  J.  WEIGAND, 

17.  M.  STEINERT  &  SONS  CO., 

18.  M.  O'NEILL, 

19.  G.  A.  BARLOW  SONS  CO., 

20.  BLOCK  &   KUHL  COMPANY,  . 

21.  KRAFT,  B.ATES  &  SPENCER, 

22.  HERBERT  THIELE, 

23.  TREMONT  TALKING  MACHINE  CO., 

24.  GEWEHR  PIANO  COMPANY, 

25.  KESSpLiVIAN   O'DRISCOLL  CO., 

26.  NEAL,  CLARK  &  NEAL  CO., 

27.  THE  BUESCHER  COMPANY, 

28.  McCOY'S,  INCORPORATED, 

29.  LANDAY  BROTHERS,  INC.,  New 

30.  W.  I".  FREDERICK  PIANO  COMPANY, 


York  City,  N.  Y. 
Barberton,  Ohio 
Boston,  Mass. 

Akron,  Otiio 
Trenton,  N.  J. 

Peoria,  lU. 
Boston,  Mass. 
Brooklyn,  N.  Y. 
Boston,  Mass. 
Wilmington,  Del. 
Milwaukee,  Wis. 
Buffalo,  N.  Y. 
Cleveland,  Ohio 
Hartford,  Conn. 
York  City,  N.  Y. 
Pittsburgh,  Pa. 


Unico 

Construction 
is  Patented 


UNIT  CONSTRUCTION  CQME^NY 


NEW  YORK 
299  Mad  I  son  Ave. 
Corner  41  St. 


Ratjbum  Clark  SmitK  President 

58  —  Street  &  Grains  A.ve 

PHIL^ADELPHL^ 


CH  ICAGO 

WHIoughby 
BuikJinjg 


Unico 

Designs 

are  Patented 


1^ 


66 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


^^^^ 


Manufacturer  of 


Exclusive  Cabinet  Hardware  and  Accessories 


60  Grand  Street 


New  York  City 


NEW  CARRYING  CASE  POPULAR 


Knickerbocker  "Ready  to  Play"  for  Victrola 
IV  in  Demand — Dealers  Installing  Jones- 
Motrolas  Electric  Winding  Device 


Quantity  production  of  the  new  Knicker- 
bocker ''Read}'  to  Play''  carrying  case  for  Vic- 


the  machine  may  be  played  without  removing 
it  from  the  case.  The  case  is  very  attractive 
in  appearance,  and  it  is  expected  that  it  will 
prove  an  all-year-round  seller  and  not  be 
limited  to  any  one  season. 

The  Knickerbocker  Talking  Machine  Co., 
New  York'  City,  Victor  wholesalers  and  pro- 
ducers of  this  carrying  case,  have  had  remark-, 
able  success  with  the  Tones-Motrola  electric 
winding  device,  which  they  also  distribute.  A 
number  of  the  large  Victor  dealers  in  New 
York  City,  u-pon  the  suggestion  of  the  Knicker- 
bocker Talking  Aiachine  Co.,  are  installing 
Jones-Motrolas  on  the  machines  in  their  dem- 
onstrating booths  in  addition  to  retailing  this'^ 
device.  The  Jones-Motrola  in  the  demonstrat- 
ing booth  has  proved  a  valuable  time  and  labor 
saver  to  the  salesmen  in  the  demonstration  of 
both   records   and  machines. 


only  about  600  and  the  town  is  surrounded  by 
farming  and  grazing  regions,  with  a  total  popu- 
lation slightly  under  5,000. 

This  live-wire  merchant,  however,  realized  the 
fact  that  the  extensive  advertising  used  by  the 
Sonora  Phonograph  Co.  could  be  utilized  as  the 
basis  for  an  intensive  co-operative  campaign 
and  started  immediately  to  feature  the  Sonora. 


JEWETT  PHONOGRAPH  CO.  OFFICERS 

Complete  Line  of  Instruments,  Including  Cab- 
inet and  Console  Models,  to  Be  Introduced 


'RIGHT  ON  THE  JOB" 


Kiiickerbocker  Carrying  Case  for  Victrola  IV 

trola  IA"s  will  shortly  be  under  way.  The  first 
models  of  this  new  case  made  of  both  wood 
and  fiber  have  earned  enthusiastic  comment 
where  shown.  One  of  the  novel  features  of 
this  new  case,  which  is  said  not  to  be  con- 
tained in  any  other  carrying  case  made,  is  that 


The  same  day  that  the  advertising  department 
o!  the  Sonora  Phonograph  Co.  received  word 
from  its  jobber  covering  that  territory  that 
Rowell's  Pharmac}',  of  Benkelman,  Neb.,  had 
been  appointed  a  Sonora  dealer  the  following 
Utter  was  received: 

"Please  rush  some  newspaper  cuts  of  the 
Sonora  machines.  We  want  to  hook  up  with 
your  national  advertising.  This  national  adver- 
tising has  put  several  people  in  our  store  this 
week  and  we  feel  we  can  help  a  lot  with  some 
local  ads.        (Signed)  "Rowell's  Pharmacj-." 

The  interesting  part  of  this  communication 
is  the  fact  that  the  population  of  Benkelman  is 


-Detroit,  Mich.,  July  6.— George  Seymour, 
vice-president  of  the  newly  organized  Jewett 
Phonograph  Co.  of  this  city,  recently  announced 
that  there  will  soon,  be  ready  for  the  trade  a 
complete  line  of  instruments,  including  standard 
cabinet  models  and  console  styles.  Excellent 
progress  is  being  made  towards  heavy  produc- 
tion, and  merchandising  plans  will  be  ready 
shortly. 

The  president  of  the  Jewett  Phonograph  Co. 
is  Edward  H.  Jewett,  of  Jewett,  Bigelow  & 
Brooks,  coal  producers.  Harry  M.  Jewett,  presi- 
dent of  the  Paige-Detroit  Motor  Car  Co.,  one 
of  the  leading  automobile  manufacturing  con- 
cerns in  the  country,  is  vice-president  of  the 
company;  Frederick  L.  Jewett,  vice-president 
of  the  Paige  interests,  is  treasurer  of  the  Jewett 
Phonograph  Co.,  and  John  D.  MacKay,  of  Stell- 
wagen,  MacKay  &  Wade,  well-known  lawyers, 
is  secretary-.  Mr.  Seymour  is  in  charge  of  sales, 
and  an  aggressive  campaign  in  behalf  of  the 
new  line  will  be  launched  in  the  near  future. 


The 

"LARK"  TALKING  MACHINE  CORPORATION 

CAMDEN,  N.  J. 

Announce  to  the  trade 
the    appointment  of 

M.  C.  SIMONS 

As     sole    distributor    of    their  products 


Model  V,  in  Mahogany,  now  retailing  at  $200,  is  undoubtedly 
the  most  accurate  and  perfect  musical  instrument  in  the 
talking  machine  line. 

Available  territory  is  now  open  for  progressive  dealers  to 
secure  the  exclusive  sales  rights  in  their  locality  for  this  new 
talking  machine  of  exceptional  qualities. 

Write  today  for  your  territory  and  full  information  to 

M.C.SIMONS 

1-3  Delancey  Street  New  York  City 


The  Talking  Machine  World,  Nczv  York,  July  15,  19Z() 


Lateral 
Cut 


QKeL 

Records 


Tenth  Supplement 


Lateral 
Cut 


PLACE  YOUR  ORDER  NOW 


4108 
10-in. 
$1.00 


4109 

10-in  ^ 
$1.00 


DADDY,  YOU'VE  BEEN  A  MOTHER  TO 

ME — Tenor,  with  orch    Lewis  James 

WHO'LL  TAKE  THE  PLACE  OF  MARY?— 

Vocal  Trio,  with  orch-.  Crescent  Trio 

fMANYANA— Fox-trot, 

Green  Brothers'  Novelty  Band 

WHOSE  BABY  ARE  YOU ?— One-step, 

All  Star  Trio 


4110  fD-^NCE-O-MANIA— Fox-trot, 

•  J  Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 
10-in  1 

$1.00  [WOND'RING— Fox-trot  All  Star  Trio 


4111 

10-in  K 
$1.00 


4112 
10-in 
$1.00 


AGES  AND  AGES— Tenor,  with  orch  Sam  Ash 

EVERYBODY'S  BUDDY— Tenor,  with  orch., 

Billy  Jones 

MARION  (YOU'LL  SOON  BE  MARRYIN' 
ME) — Soprano-Tenor  Duet,  with  orch., 

Rachel  Grant-Billy  Murray 

I'M  ALWAYS  FALLING  IN  LOVE  WITH 
THE  OTHER  FELLOW'S  GIRL— Con- 
tralto-Baritone Duet,  with  orch., 

Helen  Clark-Joseph  Phillips 


4113 

10-in.- 

$1.00 


4114 

10-in.^ 
$1.00 


4115 

10-in.-^ 
$1.0C 


4116 

10-in.<; 

$1.00 


THAT  THING  CALLED   LOVE— Contralto, 

with  orch    Mamie  Smith 

YOU  CAN'T  KEEP  A  GOOD  MAN  DOWN— 

Contralto,  with  orch  --.Mamie  Smith 

'MISSY  (Intro.:  "Rainbow  of  My  Dreams")— 

Fox-trot  -  -  .Rudy  Wiedoeft's  Palace  Trio 

ALABAMA  MOON— Waltz, 

Green  Brothers'  Novelty  Band 

ZOMA— Fox-trot, 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

I  LIKE  TO  DO  IT— Fox-trot, 

Green  Brothers'  Novelty  Band 

WAILANA  WALTZ  ("Drowsy  Waters")— Ha- 
waiian Guitar  Duet  Ferera-Franchini 

BEAUTIFUL      HAWAII— Hawaiian  Guitar 

Duet      Ferera-Franchini 


'BEAUTIFUL    ISLE    OF  SOMEWHERE— 
4117  Mezzo  Soprano-Baritone  Duet,  with  orch., 

10-in  s  Jean  Nealson-James  Jordon 

$1.00  HOLY    GHOST    WITH    LOVE  DIVINE— 

L       Tenor,  with  orch   .Reed  Miller 


SEASON'S  BIGGEST  HIT! 


4146 
10  Inch 
$1.00 


THE  LOVE  NEST  (from  Musical  Comedy  "Mary")— Fox-trot 

Lanin's  Roseland  Orchestra 

The  intrinsic  freshness  of  this  Fox-trot  and  the  instantaneous  popularity  of  Geo.  M. 
Cohan's  late  production,  "Mary,"  have  won  for  THE  LOVE  NEST  a  first  place  as  a 
POPULAR  Favorite. 

Okeh  was  quick  to  recognize  its  VALUE  FOR  YOU,  and  have  made  a  special 
recording  that  you  may  have  an  EARLY  release  of  that  which  is  to  be  "a-most-in-1 
demand  record." 

ENTICING  (Seduisante)— Waltz 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orchestra 
SPECIAL  RELEASE— BEGIN  DELIVERY  JULY  20th 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 


25  West  45th  Street 

Factories  : 

NEWARK,  N.  J. 
ELYRIA,  OHIO 
PUTNAM,  CONN. 
SPRINGFIELD,  MASS 
KITCHENER,  ONT 


New  York  City,  N.  Y. 

Branch  Offices  : 

CHICAGO,  ILL. 
SAN  FRANCISCO,  CAL. 
TORONTO,  CAN. 
LONDON  ENG. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


67 


Summer  will  soon  be  In  full  swing.  There  are  74 
Special  Summer  Dance  Records— jazz  band  jazzes, 
saxophone  waltzes  and  rollicking  fox -trots  with 
popular  one-steps.  Every  one  is  a  dancing  ace.  Get 
them,  but  you  can't  keep  them. 

Columbia  Graphophone  Co 

NEW  YORK 


THE  STORY  THAT  NEVER  GROWS  OLD 


Love  and  War  Seek  Music's  Aid  to  Bring  Ro- 
mance to  Happy  Ending — Love  at  First  Sight 
Over  the  Record  Counter  Brings  Congratula- 
tions and  Orange  Blossoms 


The  story  of  a  war  romance  in  which  a  sol- 
dier, a  pretty  girl  and  a  Victrola  were  the  lead- 
ing characters  is  being  told  by  James  J.  Davin, 
of  the  New  York  Talking  Machine  Co.  The  girl 
is  Miss  Grace  C.  Gallagher,  of  152  Eighteenth 
street,  Flushing,  L.  I.,  and  the  hero  is  Edward 
E.  Lyden,  of  Youngstown,  O.  This  is  how  it 
all  came  about: 

Miss  Gallagher,  who  is  now  in  charge  of  the 
Victrola  department  of  Irving  Reisenburger's 
store  at  27  Main,  was  employed  four  years  ago 
by  Mrs.  M.  B.  Kaplan,  who  conducted  a  store 
on  Fulton  street,  Jamaica,  where  the  sale  of 
Victrolas  was  the  principal  feature.  Mr.  Lyden 
had  enlisted  during  the  early  part  of  the  war,  in 
Youngstown,  and  had  been  assigned  to  the  803rd 
Air  Squadron,  and  sent  to  Camp  Mills,  Long 
Island,  with  some  other  troops.  While  in  camp, 
which  was  at  Mineola,  Lyden  frequently  went 
into  Jamaica,  and  when  the  boys  of  his  company 
decided  to  purchase  a  Victrola  he  said  that  he 
knew  a  store  in  Jamaica  where  they  sold  them, 
and  he  would  ascertain  how  much  they  were. 

While  it  seems  hardly  necessary  to  tell  the 
rest,  the  story  would  be  incomplete  from  a 
writer's  standpoint,  were  it  not  said  that  he 
went  into  Mrs.  Kaplan's  store,  met.  Miss  Gal- 
lagher and — but  what's  the  use.  Well,  anyhow, 
she  started  to  show  him  the  Victrolas,  and  you 
know  how  it  is  when  a  pretty  girl  commences 
to  play  modern  melodies  on  a  Victrola.  She 


played  most  of  the  latest  tunes,  but  it  is  a  ques- 
tion whether  the  soldier  heard  them  or  not,  be- 
cause he  was  busily  engaged  in  looking  at  the 
young  lady. 

Strange  as  it  may  seem,  Lyden  bought  a  new 
record  whenever  he  went  into  Jamaica,  and  he 
bought  them  all  at  Mrs.  Kaplan's  store,  and 
sometimes  he  got  to  Jamaica  twice  a  day  and  as 
many  times  in  the  evening. 

Finally,  when  his  company  received  orders  to 
go  to  France  he  fixed  e-verything  up  before  he 
left.  So  the  last  tune  he  heard  in  Mrs.  Kaplan's 
store  was  "Till  We  Meet  Again."  He  was  in 
France  eighteen  months.  Now  he  is  back,  and — • 
it's  going  to  take  place  in  September.  The 
bride-to-be  is  wearing  a  handsome  diamond  and 
also  a  prettier  smile  than  she  ever  wore  before, 
and  that's  smiling  some. 

Miss  Gallagher  is  a  daughter  of  Mr.  and  Mrs. 
Charles  Gallagher,  and  her  liubby-to-be  lives 
with  his  parents  at  Youngstown.  He  is  com- 
ing to  Flushing  in  the  early  Fall,  alone,  but  he 
won't  go  home  alone — Oh,  no.'  It  will  be  a 
church  wedding  and  all  Miss  Gallagher's  friends 
are  congratulating  her. 

The  young  couple  will  make  their  home  in 
Youngstown,  where  Mr.  Lyden  is  engaged  in 
business,  and  where  they  will  have  a  little  Vic- 
trola all  their  own. 


SENDS  RECORDS  BY  PARCEL  POST 

Columbia  Co.  at  Bridgeport  Has  Own  Post  Of- 
fice Branch  in  Factory — Several  Tons  of 
Records  Sent  by  Mail  Every  Day 


Bridgeport,  Conn.,  July  6. — There  is  hardly  a 
factory  or  manufacturing  establishment  in  this 
city  which  is  not  using  the  parcel  post  to  place 
its  products  on  the  market  in  the  face  of  the 
great  difficulties  in  making  shipments  by  freight 
or  express.  The  Columbia  Graphophone  Co., 
for  example,  is  making  large  shipments  of  rec- 
ords by  parcel  post,  often  sending  out  as  many 
as  two  or  three  tons  a  day  in  this  way.  Two 
regular  postal  distributors  are  now  on  duty  at 
the  plant  sorting  the  packages  and  placing  them 
in  the  mail  sacks.  So  great  has  been  the  de- 
mand on  the  postal  facilities  that  additional 
equipment  is  being  arranged  for. 

The  cream-tinted  walls  are  a  pretty  back, 
ground  for  the  shade  lights  and  mahogany  furni- 
ture, and  make  a  perfect  setting  for  the  strain* 
of  all  music  from  opera  to  jazz. 

Mr.  Sims,  the  manager,  has  been  connected 
with  some  of  the  largest  music  houses  in  the 
South,  and  his  experience  in  these  lines  will  be 
of  material  benefit  to  purchasers. 


MINISTER  ASKS  FOR  VICTROLA 


THE  "PORTOPHONE"  IN  MONTREAL 


Montreal,  Can.,  July  2. — Louis  J.  Bourgette, 
whose  offices  are  located  at  93  City  Councillor's 
street,  this  city,  is  representing  the  "Portophone" 
in  the  interests  of  the  Esco  Music  &  Accessories 
Co.,  in  addition  to  the  other  lines  of  talking 
machine  accessories  which  he  carries. 


Ottawa,  Ont.,  July  6. — At  a  recent  session  of 
the  Presbyterian  General  Assembly  held  in  this 
city,  Rev.  Mr.  Johnson,  Assinaboia,  Sask.,  stated 
that  if  a  congregation  could  not  support  a  min- 
ister that  congregation  should  get  a  Victrola 
with  records  of  sacred  music  and  sermons  and 
let  the  minister  go  somewhere  where  he  would 
be  paid  a  fair  remuneration. 


Foreign  Music  Rolls 

££Ll£^  Foreign  Record  Customers 


ITALIAN  MUSIC  ROLLS 


JEWISH  MUSIC  ROLLS 


POLISH  MUSIC  ROLLS 


MUSICA  ITALIANA 
Sonata  da  pianisti  Italiani 


POLSKA  MUZYKA 
Przez  Polskich  Pianistow 


AUTHENTIC  IN  EVERY  DETAIL  .  MUSIC  AS  IT  SHOULD  BE  PLAYED 

From  the  Original  Scores  and  with  all  the  characteristics  of  their  respective  nationalities 
'  OPEN  CUT  ROLLS  ON  BEST  PAPER 

THE     MONOROLL  Four  Sizes:  75  cents  to  $1.25  Retail 

Jewish,  Italian  and  Polish  Rolls  now  ready.     In  preparation:  Hungarian,  Bohemian  and  Lithuanian  Rolls 

Made  by  THE  ROSE  VALLEY  GO„  55th  St.  and  Hunter  Ave.,  Philadelphia 


68 


THE    TALKING    MACHINE  WORLD 


The  Individuality  of  3V[usic 

as  conceived  and  interpreted  by  the  artist,  is  offered  in  the  new  Gennett  Records. 
They  endow  your  phonograph  with  a  new  and  entrancing  charm.  Try  these 
new  Gennett  Records.  july  list 


9033—  Daddy,  You've  Been  a  Mother  to  Me 

(Fisher)  Tenor  Solo  with  Orchestra  Accompaniment. 

George  Wilton  Ballard 

Cuddling  Anns  (Jerome-Lewis  Young)  Tenor  and 
Bariton  Duet  with  Orchestra  Accompaniment. 

Chas.  Hart  and  Elliott  Shaw— $1.00 

9034—  I'm  Always  Falling  in  Love  (With  the 
Other  Fellow's  Girl)  (Meyer-Caesar)  Tenor  Solo 
with  Orchestra  Accompaniment. 

George  Wilton  Ballard 
Hand  in  Hand  Again  (Whiting  Egan)  Tenor  and 
Baritone  Duet  with  Orchestra  Accompaniment. 

Chas.  Hart  and  Elliott  Shaw — $1.00 


9035 —  Blues,  My  Naughty  Sweetie  Gives  to  Me 

(Fox  Trot]  (Swanston-Carron-Morgan). 

Harry  Raderman's  Orchestra 
Son  of  Omar   (Edwards)    (Novelty  Fox  Trot). 

Harry  Raderman's  Orchestra — $1,00 

9036 —  Karzan  (Dulmage)   (Fox  Trot)  Saxophone 
Solo  w.ith  Orchestra  Accompaniment. 

Duane  Sawyer  and  his  Novelty  Orchestra 
Miss  Me  (Holland)  (Fox  Trot)  Cordes' Orchestra. 

Billy  De  Rex  sings  the  chorus — $1.00 
9042  — On  Miami  Shore  (Jacobi)  (Waltz) 

Cumberland  Lane  Orchestra 
Wild  Flower  Waltz  (Marten  Earl) . 

Diarilof's  Orchestra — $1.00 


Any  Starr  Dealer  will  be  glad  to  demonstrate  the  new  standard  of  Gennett  Record  Perfection. 
They,  as  well  as  the  Starr  Phonographs  are  a  revelation.    Hearing  is  believing. 

THE   STARR  PIANO   COMPANY,   Richmond,  Indiana 


NEW  YORK         CHICAGO         LOS  ANGELES  BIRMINGHAM 


CINCINNATI        CLEVELAND         INDIANAPOLIS        LONDON.  CANADA 


15,  1920 


THE   TALKING    MACHINE  WORLD 


STARR  PHONOGRAPHS 

and 

GENNETT  RECORDS 

Are  distributed 
throughout  the  Eastern  States 

By 

J.  SAMUELS  &  BRO.  Inc. 

Providence,  R.  I. 

For  Is! CIV  England 

THE  WITLIN  MUSICAL  INSTRUMENT  CO. 

8th  and  Chestnut  Streets,  Philadr-lphia 

For  Eastern  Pennsylvania,  Delaware,  Maryland ,  Dis- 
trict of  Columbia  and  South  Western  New  Jersey. 

THE  WALTERS  &  BARKY  CORP. 

256  Main  Street,  Buffalo,  N.  Y. 
For  W estern  New  York 

THE  STARR  PIANO  CO. 

9  and  11  East  37th  Street,  New  York  City 

For  Eastern  and  Southern  New  York  and  North 
Eastern  New  Jersey 

Application  ior  local  selling  rights  from 
dealers  within  the  territories  outlined 
should  be  addressed  to  the  distributor 
covering  that  local  territory.  All 
other  applications  should  be  addressed  to 

THE    STARR    PIANO  COMPANY 

RICHMOND,  INDIANA 

NEW  YORK        -        CHICACO        -        LOS  ANGELES 
BIRMINGHAM        -        DETROIT        -        CINCINNATI        -  CLEVELAND 
INDIANAPOLIS        -        LONDON,  CANADA 


70  THE    TALKING    MACHINE    WORLD  July  is,  1920 


TfflNK  IT  OVER 

llllliilllllllilliiililllliiiiilllllllllllllllllllllllllllllllllllllllllllllllllllllliy^ 


Mr.  Victor  Dealer: 

Summer  is  here,  but  for  only  a  short  time  and  THEN  WILL  COME 
THE  BUSIEST  SEASON  VICTOR  DEALERS  HAVE  EVER  KNOWN. 

ARE  YOU  PREPARED  to  do  a  bigger  and  better  business  and  DO  IT 
RIGHT,  to  the  SATISFACTION  OF  YOURSELF  AND  YOUR  CUS- 
TOMERS? 

Now  is  the  time  to  take  stock  of  your  condition  and  make  plans  to 
IMPROVE  it,  unless  you  feel  that  there  can  be  no  improvement.  ^ 

See  that  you  are  THOROUGHLY  EQUIPPED  to  do  an  up  to  date 
business.  METHODS  OF  SEVERAL  YEARS  AGO  WILL  NOT  DO  TO- 
DAY. You  must  be  up  to  date  or  you  cannot  expect  to  be  one  of  the 
LEADERS  IN  YOUR  LINE. 

Plan  your  Fall  advertising  campaign  now  for  the  season  and  get  it  ofif 
your  mind  before  the  rush  arrives. 

YOU  ARE  SELLING  A  FIRST-CLASS  PRODUCT,  therefore  see 
that  your  EQUIPMENT  IS  WORTHY  OF  REPRESENTING  THAT 
PRODUCT. 

You  do  not  have  to  make  excuses  for  your  merchandise,  therefore  do 
not  be  obliged  to  make  any  for  your  selling  methods  or  your  establishment. 

Live  dealers  are  looking  into  the  future  and  it  is  THE  DEALER  WHO 
GIVES  THE  BEST  REPRESENTATION  OF  THE  VICTOR  PRODUCTS 
WHO  WILL  BENEFIT  MOST  IN  THE  END. 

GET  INTO  THE  GAME  WITH  ALL  YOU  HAVE  IN  YOU. 

Remember — There  is  business  in  Summer  as  well  as  in  the  Winter  for  the 
live  dealer.  Do  not  say,  "IT  CANNOT  BE  DONE"  but  "GO  OUT  AND 
GET  IT." 

We  are  always  glad  to  consult  with  our  dealers  in  regard  to  any  improve- 
ments they  may  contemplate  and  give  them  the  benefit  of  our  long  experience. 

Our  service  department  is  at  your  disposal.  It  may  suggest  something  that 
you  have  not  thought  of. 

Yours  for  service, 
AMERICAN  TALKING  MACHINE  CO. 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

AMERICAN  TALKING  MACHINE  CO. 

356  Livingston  Street       -       -       BROOKLYN,  N.  Y. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


71 


DEALERS  IN  INDIANAPOLIS  ARE  GOING  AFTER  BUSINESS 

Any  Temporary  Slowing  Up  Is  Being  Counterbalanced  by  the  Active  Campaign  Now  Conducted 
by  Leading  Merchants  Who  Are  Selling  More  Talking  Machines  and  Records  Than  Ever  Before 


Indianapolis,  Ind.,  July  6. — With  the  Summer 
weather  having  a  tendency,  along  with  other 
factors,  to  slow  up  business,  the  live  local  deal- 
ers are  stimulating  business  by  "going  out  after 
them." 

E.  R.  Eskew,  manager  of  the  Pathe  Shop,  has 
out  a  corps  of  women  solicitors.  Whenever 
these  women  locate  a  prospect  a  salesman  fol- 
lows up  and  closes  the  deal.  If  a  prospect 
wishes  it,  a  machine  is  placed  in  the  home  for 
demonstration  and  the  salesman  makes  it  a  point 
to  get  out  to  the  house  early  in  the  evening, 
when  the  man  of  the  house  is  at  home. 

Other  dealers  are  using  similar  campaigns  on 
the  outside.  The  results  of  these  campaigns  are 
two-fold — they  keep  up  the  morale  of  the  sales 
force  during  the  hot  weather  and  they  keep  the 
people  thinking  and  talking  about  talking  ma- 
chines, bringing  in  a  certain  percentage  of  busi- 
ness that  could  not  be  had  otherwise  in  the 
Summer  months. 

Morris  Rosner,  manager  of  the  Pearson  Piano 
Co.  talking  machine  department,  noticed  a  de- 
cided improvement  in  business  during  the  last 
ten  days.  Two  of  his  sales  force.  Miss  Ruth 
and  Miss  Hankins,  have  gone  to  Portland,  Ore., 
to  attend  the  Shriners'  convention. 

George  Standke,  manager  of  the  Brunswick 
Shop,  said  that  the  trend  of  business  continues 
to  be  toward  the  higher-priced  instruments  and 
that  the  demand  for  lower-priced  and  smaller  in- 
struments is  negligible.  Harry  Bibb,  of  the 
Chicago  office  of  the  Brunswick-Balke-Collender 
Co.,  visited  the  local  store  last  week. 

W.  O.  Hopkins,  formerly  of  Evansville,  Ind., 
has  succeeded  A.  H.  Snyder  as  manager  of  the 
Edison  Shop.  Mr.  Hopkins  is  contemplating  the 
purchase  of  the  shop. 

Carl  Anderson,  manager  of  the  Indianapolis 
Talking  Machine  Co.,  obtained  much  favorable 
publicity  for  his  shop  and  the  Victrola  in  con- 
nection with  the  showing  here  of  the  movie 
'"Why  Change  Your  Wife?"  Mr.  Anderson  sup- 
plied a  Victor  machine  and  records,  which  were 
used  effectively  in  connection  with  the  picture. 
Business  has  been  brisk  in  the  portable  models, 
Mr.  Anderson  said.  The  month  of  June  brought 
wedding  bells  to  the  shop  twice — Roy  Cooper, 
of  the  sales  force  being  married  last  week,  and 
Miss  Ruth  Tamblym  being  married  this  week. 
Al  Bates,  of  the  Ohio  Talking  Machine  Co.  of 
Cincinnati,  visited  Mr.  Anderson  and  other  Vic- 
tor dealers  recently.  Miss  Lois  Killen  has 
joined  the  record  sales  force  of  Mr.  Anderson. 

The  remodeling  of  Wideners'  Grafonola  Shop 
has  been  completed  with  the  exception  of  a  few 
•finishing  touches.  W.  G.  Wilson,  manager,  is 
proud  of  the  shop  and  he  has  reason  to  be. 
Jn  L.  Peters  is  spending  his  vacation  at  Lake 
TTppecanoe.  Miss  Dorothy  Jones,  in  charge  of 
th«  record  department,  has  returned  after  a  two 
months'  leave. 

i"What  Indianapolis  Missed  in  1820"  was  tlie 
title  of  a  clever  window  display  featured  by  H. 
E.  Whitman,  of  the  Circle  Talking  Machine 
Shop,  during  the  Centennial  celebration.  His 
window  was  covered  with  a  canvas  log  cabin 
and  by  looking  through  the  "window"  of  the 
cabin  one  could  see  an  electr'c  Victrola. 

Ernest  Arthur,  manager  of  the  Sonora  de- 
partment of  Charles  Mayer  &  Co.,  said  the  news- 
paper advertising  campaign  being  carried  on 
was  getting  results. 

Taylors  is  featuring  the  Victor  machines  and 
records  with  a  large  illuminated  billboard  in 
the  heart  of  the  downtown   business  district. 

C.  O.  Mueller,  manager  of  the  talking  machine 
department  of  Mooney-Mueller-Ward  Co.,  Pathe 
distributor,  said  that  the  dealers  in  this  territory 


"WHAT  ARE  YOU  SHORT?" 
Get  in  touch  with  us.  We  haye  everything  in 
the  phonograph  line — ^Needles,  Tone  Arms,  Motors, 
Cabinets,  all  kinds  of  accessories  and  repair  parts. 
We  specialire  on  Main  Springs,  Bettertone  Phono- 
graphs.   Let  us  do  your  repairs. 

PLEASLNC  SOUND  PHONOGRAPH  CO., 
204-206  East  113th  St.,  New  York. 


who  have  seen  the  new  Model  T  Actuelle 
Classique  are  enthusiastic  over  it  and  predict  a 
big  sale.  The  Schneider  Music  Co.,  of  Vin- 
cennes,  Ind.,  has  taken  on  the  Pathe  agency 
there. 

George  Stewart,  of  the  Stewart  Talking  Ma- 
chine Co.,  said  that  the  reports  from  his  sales- 
men indicate  a  great  activity  among  Victor  deal- 
ers in  making  preparations  for  increased  busi- 
ness. Many  dealers  are  remodeling  their  stores 
and  enlarging  them,  Mr.  Stewart  said. 

W.  S.  Barringer,  who  has  been  in  charge  of 
buying  for  tlie  Stewart  Co.  for  the  last  eleven 
years,  has  resigned  his  position  to  go  into  busi- 
ness for  himself  in  Kokomo,  Ind.  Mr.  Barringer 
will  open  a  high-grade  Victrola  store.  As 
photography  has  been  his  life-long  hobby,  Mr. 
Barringer  also  expects  to  carry  a  line  of  photo- 
graphic supplies. 

The  New  York  Store,  of  this  citv,  which  han- 


dles the  Victor  line,  has  enlarged  and  remodeled 
its  Victrola  department.  It  now  has  a  forty- 
foot  record  counter. 

Walter  E.  Kipp,  of  the  Kipp  Phonograph  Co., 
expects  that  at  least  100  dealers  from  this  ter- 
ritory will  attend  the  Edison  convention  in  Chi- 
cago July  12. 

Among  the  new  Columbia  dealers  in  this  ter- 
ritory, as  announced  by  the  Indianapolis  branch, 
are  Scott  &  Hart,  of  Clinton,  Ind.;  S.  C.  Prevo  & 
Sons,  of  Greencastle,  Ind.;  Odon  Music  Store, 
of  Odon,  Ind.,  and  R.  W.  Wade,  of  Ladoga,  Ind. 


PIERSON  CO.  BEING  ORGANIZED 

A  correspondent  in  Rockford,  111.,  informs  us 
that  efforts  are  being  made  in  that  city  to  or- 
ganize a  company  for  the  manufacture' of  talk- 
ing machine  cabinets.  The  new  organization, 
when  it  is  formally  launched,  will  be  known  as 
the  Pierson  Phonograph  Parts  Co. 


Remember  that  there  is  one  teacher  who  is  al- 
ways satisfied  with  his  salary,  and  he  is  experi- 
ence. 


A 

RECORD  CABINET 

MATCHING 
VICTROLA   NINE  A 


30914. — Mahogany,  golden  oak,  fumed  oak, 
weathered  oak,  nickel  plated  trimmings,  lock 
and  key,  shelves  interior,  casters.  Height,  33 
inches.  Top,  18^x21^  inches.  Matches  New 
Victrola  IX  A.  Patented  rimmed  moulding  with 
removable  back  piece,  so  machine  can  easily 
slide  in,  giving  a  perfect  "Cabinet-match"  ap- 
pearance. Average  weight,  crated,  70  pounds. 


MANUFACTURED  BY 

SCHLOSS  BROS. 

637-645  West  55th  Street        New  York 

Cabinets  of  all  descriptions  and  finishes 

Catalogue  No.  20  Ready  for  Distribution  Have  You  One  ? 


72 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


The  AEOLIAN-VOCALION 

The  ThoJiograph  that  has  made  the  Talking  Machine  a  l^eal 
Musical  Instrument.  Manufactured  by  the  Aeolian  Compa7ry — 
Foremost  Manufacturers  of  Musical  Instruments  in  the  JV irld 

REPRESENTATION  A  VALUABLE  ASSET 

FOR  THE  DEALER 

VOCALION  representation  will,  in  the  near  future, 
be  at  a  premium.  The  superiority  of  the  Vocalion 
itself  in  musical  quality,  durability,  appearance  and 
''selling"  features  like  the  Graduola,  etc.,  the  superiority 
of  the  Vocalion  Records  and  the  magnificent  national  ad- 
vertising being  carried  on  in  the  Saturday  Evening  Post  and 
other  mediums  is  having  a  steady,  strong,  cumulative  effect. 

Progressive  merchants  who  would  appreciate  the  oppor- 
tunity to  handle  a  product  which  will  be  not  only  exceed- 
ingly profitable,  but  will  add  measurably  to  the  prestige 
of  any  establishment,  are  invited  to  communicate  with 

SOUTHERN  DISTRIBUTORS 


O.  J.  DeMOLL 


A  EOLIA  N-  VO  CA  LIONS  ■ 


O.  J.  DeMOLL  &  COMPANY 

WASHINGTON,  D.  C. 


MELODEE  PIANO  PLA  YER  ROLLS 


EMMONS  S.  SMITH 


VOCALION  RECORDS 


July  IS,  1920 ' 


THE    TALKING    MACHINE  WORLD 


73 


ADVOCATES  USE  OF  MOTOR  TRUCKS     SHAW  SUPPLY  STORE  REMODELED 


Geo.  W.  Hopkins  Addresses  Columbia  Dealers 
at  Indianapolis  Meeting  of  Branch  Managers 
— Ben  Brown  Tells  of  Visit  to  Bridgeport 


Indianapolis,  Ind.,  July  6. — The  Indianapoli.s 
branch  of  the  Columbia  Graphophone  Co.  held 
a  meeting  of  its  dealers  at  the  Lincoln  Hotel 
here  recently.  George  W.  Hopkins,  of  the  Co- 
lumbia Co.,  addressed  the  dealers  on  the  use 
of  motor  trucks  in   selling  the  country  trade. 

"Just  consider  what  your  sales  would  be  if 
you  sold  every  person  in  your  territory  just  $1 
worth  of  Columbia  product  each  year,"  said  Mr. 
Hopkins.  "It  seems  absurd  to  mention  such 
a  figure  and  yet  an  actual  check  on  your  busi- 
ness will  show  you  that  in  most,  cases  your 
average  is  not  equal  to  this  amount.  But  by 
bringing  your  store  to  the  people,  with  the 
use  of  the  truck,  you  have  the  problem  solved." 
H.  L.  Tuers  sold  the  idea  of  Dealer  Service  to 
every  dealer  present.  He  explained  in  detad 
the  policy  of  the  company  in  its  efforts  to 
serve  the  dealer. 

Robert  Porter,  new  field  sales  manager  of 
the  company,  was  introduced  to  the  dealer.s, 
and  he  talked  to  them  on  the  importance  of 
proper  location  for  their  stores,  the  class  of 
trade  they  cater  to,  and  the  idea  of  having  a 
definite  quota  each  week  as  their  working 
basis  throughout  the  year. 

Charles  B.  Lang,  assistant  branch  manager, 
assured  the  dealers  that  the  aim  of  the  com- 
pany men  was  to  show  a  daily  improvement  in 
the  service  to  the  dealers.  Mrs.  Nellie  I. 
Sharpe,  educational  representative  working  out 
of  this  branch,  outlined  the  activities  of  the 
educational  department. 

Ben  Brown,  manager  of  the  local  branch,  re- 
quested Manager  McKenna,  of  the  St.  Louis, 
Mo.,  branch  to  tell  about  the  trip  made  to 
the  New  York  and  Bridgeport  factories  with 
the  St.  Louis  branch  ^dealers.  Mr.  Brown  hopes 
to  have  his  dealers  make  the  same  trip  shortly. 


Tacoma  Victor,  Edison  and  Columbia  House 
Now  Installed  in  Handsome  Building — Large 
Electric  Signs  Advertise  Location  From  Afar 


Tacoma,  Wash.,  July  3. — Alterations  which  have 
been  in  progress  in  the  building  of  the  Shaw 
Supply  Co.,  Inc.,  for  the  past  two  months  have 
been  completed.  This  company,  which  handles 
the  Victor,  Edison  and  Columbia,  has  completely 
remodeled  the  building  and  has  greatly  increased 
the  facilities  for  the  display  of  talking  machines 
and  records.  The  talking  machine  and  record 
department  is  now  located  on  the  first  floor  and 
has  been  handsomely  finished  in  ivory  enamel. 

The  general  offices  have  been  moved  to  the 
third  floor  of  the  building,  wh^re  the  accountants 
have  what  are  said  to  be  the  best  working  con- 
ditions of  any  similar  office  in  the  city,  on  ac- 
count of  the  abundance  of  daylight  and  fresh  air. 
The  new  private  offices  of  Paul  T.  Shaw  and 
Henry  G.  Shaw  are  also  on  the  third  floor  and 
have  been  handsomely  fitted  out  in  golden  oak 
and  mahogany.  The  entire  store  front  of  the 
building  has  been  cleaned  and  four  large  elec- 
tric signs  have  been  added. 


OPENS  NEW  STORE  IN  ENSLEY,  ALA. 

Ellis  Jewelry  Co.  Music  Store  Becomes  New 
Music  Center  for  Victor  and  Columbia 

Birmingham,  Ala.,  July  6. — The  formal  opening 
of  the  Ellis  Jewelry  Co.  Music  Store  in  Ensley, 
which  took  place  last  month,  marked  another 
advancement  in  the  tide  of  that  city's  progress. 

This  store  occupies  the  place  formerly  occu- 
pied by  the  jewelry  store,  and  has  been  con- 
verted into  a  modern  home  for  the  fifty-seven 
varieties  of  music  that  are  now  being  offered  to 
the  public.  With  sound-proof  booths  in  which 
to  hear  the  latest  Victor  and  Columbia  records, 
one  can  let  the  rest  of  the  world  go  by  and  not 
be  disturbed. 


BUYS  INTEREST  IN  CAPITAL  CO. 

Jay  T.  Kanney,  Formerly  of  La  Porte,  Ind., 
Will  Have  Charge  of  Olsrmpia  Store 


Olympia,  Wash.,  July  6. — Announcement  has 
been  made  of  the  sale  of  half  interest  in  the 
Capital  Music  Co.  by  L.  R.  Mcintosh  to  Jay  T. 
Kanney,  recently  of  LaPorte,  Ind.  Mr.  Kanney 
has  had  ten  years'  experience  in  the  talking  ma- 
chine business  and  will  have  charge  of  the  in- 
side work  at  the  store.  He  is  a  son-in-law  of 
J.  D.  Kuhns,  manager  of  the  Sloan  shipyards 
for  the  Emergency  Fleet  Corp.  Mr.  Mcintosh 
retains  half  interest  in  the  business  and  will  de- 
vote his  attention  to  the  outside  sales.  The 
Capital  Music  Co.  is  one  of  the  best  known  con- 
cerns in  its  line  in  Thurston  county  and  special- 
ises on  talking  machines.  Its  stock  of  records 
is  said  to  be  one  of  the  most  complete  in  this 
section  of  the  State,  comprising  more  than  3,000 
records. 


A.  C.  HUFF'S  BEAUTIFUL  STORE 


A.  C.  Huf¥,  of  Allentown,  Pa.,  is  converting  his 
place  into  one  of  the  most  beautiful  establish- 
ments in  the  Lehigh  Valley  handling  talking 
machines.  He  just  completed  alterations  in  a 
large  double  property  adjoining  his  present  lo- 
cation. He  has  fitted  up  one  of  the  most  at- 
tractive piano  and  talking  machine  establish- 
ments to  be  found  in  that  section.  He  has 
installed  twelve  attractive  demonstrating  rooms 
and  four  player-piano  rooms.  His  recent  open- 
ing was  largely  attended  by  the  people  of  the 
city. 


TO  BUILD  FACTORY  ADDITION 

The  Rentz  Talking  Machine  Co.,  Wells,  Minn., 
is  planning  to  build  an  addition  to  its  factory 
in  that  city.  Several  shipments  of  material  have 
already  arrived  and  work  will  begin  as  soon  as 
possible. 


fl 


VICTOR  SUPREMACY 

VICTOR  Retailers  can  look  forward 
to  a  Banner  1920  Fall  Season,  for 
behind  their  product  stands  the  ac- 
knowledged supremacy  and  leadership 

of  the  VICTROLA  and 
VICTOR  RECORDS 

Are  You  Prepared  to  Handle  this  Trade? 
G.  T.  WILLIAMS  CO.,  Inc. 

217  Duffield  Street 
Brooklyn 
N.  Y. 


74 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


EQUIPMENT  . 

Blood  Universal  Tone  Arm 

Heineman    No.  36  motor 

12-inch    12   record  album 

Specially  designed  needle  containers 

Plywood 
construction 

Extra  heavy  nickel  plated  hardware 

Piano  finish 


List  price  $52.50 


with  Little  Wonder  "WI"  Motor 


$45 


C TRADE  MARK  ^ 

Patent  Pending 


The  instrument  for  every 
home  as  well  as  for  every 
occasion  requiring  a  portable 
phonography 

Dealers  interested  in  high 
grade,  standard  machines  can 
secure  immediate  shipments. 
Insure  Christmas  deliveries 
by  ordering  now. 


Size  8x13x15  inches 
Weight  16  pounds 
A  Portable  in  30  seconds 
Carries  12,  12-inch  records  in  album 


PIKNIK  PORTABLE  PHONOGRAPH,  Inc.    ::   ::    ::    Lakewood,  N.  J. 


SEES  HEAVY  FALL  RECORD  TRADE 


Manager  of  Independent  Record  Department 
Which  Features  Qkeh  Records  Finds  Busi- 
ness on  the  Increase — Dehveries  Maintained 


S.  F.  Nusbaum,  manager  of  the  record  de- 
partment of  the  Independent  Talking  Machine 


Mr.  Nusbaum  has  been  connected  with  the 
talking  machine  industry  for  the  past  ten  years. 
Prior  to  his  joining  the  Independent  forces  he 
was  a  member  of  the  staff  of  the  General 
Phonograph  Corp.  His  department  carries  ex- 
clusively the  Qkeh  record,  a  product  of  which 
he  is  a  great  admirer.  It  has  shown  an  increase 
of  Okeh  record  orders  each  month,  and  these 
increases  have  been  most  substantial.  He 
makes  a  feature  of  giving  service  to  his  dealers, 
and  a  point  of  alwaj's  being  ready  to  deliver  at 
least'90  per  cent  of  an}'  orders  received. 

In  speaking  of  conditions  during  the  past  few 
months,  Mr.  Nusbaum  said:  "Despite  the  ship- 
ping situation,  embargoes,  etc.,  we  have  been 
able,  with  very  little  delay,  to  keep  our  trade 
supplied  with  Okeh  records.  It  is  true  that 
conditions  at  times  were  somewhat  trying,  but 
most  of  such  problems  have  been  met  without 
an\'  exasperating  delay." 

Mr.  Nusbaum  further  stated  that  he  found 
that  the  Okeh  monthly  hanger,  denoting  the 
record  releases,  are  looked  forward  to  b}'  the 
trade  eagerly,  and  from  all  indications  they 
find  this  material  a  sales  creator. 


LARGE  NEWSCHLOSS  BROS.  FACTORY 


New  York  Cabinet  Manufacturers  Moving  Into 
New  Quarters — Normal  Production  Expected 
by  September — Facilities  Greatly  Increased 


STANDARDIZE  SIGNBOARD  CAMPAIGN 


S.  F.  Nusbaum 

Co.,  New  York  City,  stated  that  he  expected 
the  Fall  record  business  to  be  much  heavier 
than  that  of  last  season. 


Collings  &  Co.,  well-known  Victor  jobbers  in 
Newark,  N.  J.,  recently  sent  to  their  dealers  a 
plan  for  inaugurating  a  standardized  signboard 
advertising  campaign.  The  campaign  will  ad- 
vertise Victor  products  and  will  of  course  also 
feature  the  dealer's  name.  Spaces  have  alread}' 
been  arranged  for  and  concerted  action  from 
\Tctor  dealers  is  planned. 


Schloss  Bros.,  well-known  cabinet  manufac- 
turers at  645  West  Fifty-fifth  street,  will  shortly 
move  into  their  new  factory  at  797-805  East 
135th  street,  corner  of  Oak,  New  York  City. 
Their  new  home  is  a  specially  designed  and 
equipped  building  for  the  manufacture  of  talk- 
ing machine,  player  roll  and  other  cabinets,  as 
well  as  piano  benches.  It  is  three  stories  high, 
and  contains  approximately  50,000  square  feet 
of  floor  space. 

This  firm  is  moving  into  its  new  quarters  by 
degrees,  thus  keeping  the  production  at  the 
two  plants  at  about  normal.  It  is  hoped  to 
have  all  of  the  machinery  and  other  equipment 
moved  into  the  new  building  by  August  15, 
and  normal  production  will  be  reached  by  Sep- 
tember 1.  The  floor  space,  machinerj'  and  other 
equipment,  as  well  as.  the  working  force  has 
been  greatly  increased,  and  in  the  early  Fall 
months  of  this  year  the  Schloss  factory  will 
be  turning  out  double  the  production  of  that 
of  their  former  home. 

The  new  Schloss  building  is  modern  in  every 
respect,  and  is  what  is  described  as  a  da3'light 
plant.  It  has  manj^  conveniences  for  the  work- 
ers, and  the  whole  has  been  planned  for 
efficiency.  G.  T.  McCarthy,  a  well-known  archi- 
tect and  builder,  who  is  also  responsible  for 
the  new  home  of  the  Gotham  National  Bank, 
is  the  designer  and  builder  of  the  new  factor3^ 


SOUTHERN  DISTRIBUTORS 


i PHONOGRAPHS 
a.a  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE         -         -         -  TENNESSEE 


The  Talking  Machine  World,  Nczv  York,  July  15,  1920 


Your  customers  will  instantly  appreciate  the  advantages 

,of  the 

(Ealhebral 

Good  judgment  prompts  wise  dealers  to  heed  the  con- 
stantly increasing  demand  for  a  phonograph  that  will 
properly  reproduce  all  makes  of  records. 

Without  employing  make-shift  attachments  the  Cathedral 
gives  the  greatest  number  of  playings  from  every  record 
— conforming  to  the  exact  requirements  of  each  type 
of  record. 

Cathedral  Exclusive  Features 
Insure  Rapid  Turn-Over 

The  Cathedral  phonograph  is  replete  with  selling  appeal. 
Its  points  of  superiority  are  so  instantly  apparent  that 
it  creates  a  sensation  wherever  shown. 

The  Cathedral  Reproducer  is  the  first 

device  designed  to  play  all  types  of  records  according 
to  each  record's  exact  requirements. 

A  simple  turn  of  the  hand  automatically  presents  the 
proper  point  at  the  correct  weight  with  perfect  synchro- 
nism for  each  type  of  record. 

The  Cathedral  Amplifier  is  built  of  heavily 

ribbed  spruce,  scientifically  shaped  to  eliminate  sympa- 
thetic vibrations  and  reflect  the  amplified  tone  waves 
with  perfect  distinctness. 

Distinctive  Designs.  Each  of  the  six  Cathedral 
Models  is  a  fine  example  of  modern  furniture  designing. 
The  grill  designs  and  trimmings  are  adapted  from  the 
windows  of  famous  Old-World  Cathedrals.  Every  feature 
of  the  Cathedral  Line  expresses  quality  and  distinction. 


Cathedral  Phonograph  Co, 

General  Offices — Omaha,  Neb. 

Factories:  Marion,  O.    Chicago,  III.    Grand  Rapids,  Mich. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


75 


Al  Jolson's  ''Some  Beautiful  Morning  (Pil 
Find  You  in  My  Arms)"  is  the  Home-Run 
King  of  Songs.  If  s  a  seller  from  the  start. 
Get  ready  by  ordering  big.  A-2940. 


Columbia  Graphophone  Co 

NEW  YORK 


COULD  NOT  BELIEVE  THEIR  EARS 

Edison  Tone-test  Recital  in  Ida,  Kan.,  Shows 
Good  Qualities  of  Edison  Reproduction 


Vernon  Dalhart,  who^  is  one  of  the  widely 
known  Edison  artists,  was  sitting  beside  the 
New  Edison  on  the  stage  during  the  recital  held 
in  Tola,  Kan.  The  instrument  was  playing  Van 
Eps'  "Dixie  Melody."  The  reproduction  was 
so  exact  that  many  of  the  audience  thought  Mr. 
Dalhart  was  playing  the  banjo  and  stood  up  or 
craned  their  necks  in  order  to  get  a  better  view. 
The  newspaper  account  of  the  affair  was  as 
follows: 

"The  phonograph  proved  its  ability  to  repro- 
duce violin,  piano  and  banjo  music,  as  well  as 
the  human  voice.  The  crowd  was  very  much 
amused  in  connection  with  the  banjo  type  of 
instrument  to  see  the  puzzlement  of  the  spec- 
tators who  had  overflowed  into  the  choir  loft. 
These  were  unab^e  to  see  the  stage  and  were 
obviously  at  a  loss  to  tell  whether  a  real  banjo 
was  being  played  or  not  and  every  time  they 


craned  forward  trying  to  see,  the  rest  of  the 
crowd  laughed  in  a  way  that  increased  their 
curiosity  until  several  of  them  finally  stood  up 
and  openly  walked  far  enough  around  to  be 
able  to  see  what  was  going  on." 


ren  streets.  Its  officers  are  L.  E.  Martin,  presi- 
dent; John  Kjellberf,  vice-president,  and  D.  E. 
Hallberg,  secretary-treasurer.  They  announce 
that  between  forty  and  fifty  men  will  be  added 
to   the  working  force. 


WOOLEN  MILLS  SOLD  FOR  FACTORY   A.  W.  LANDAY  JOINS  DENVER  HOUSE 


Davenport  Cabinet  Works  Secures  Site  for  New 
Factory — Will  Mean  Big  Expansion 

Davenport,  Ia.,  July  6. — The  old  Davenport 
Woolen  Mills  property  at  1227  East  River  street, 
considered  one  of  the  best  of  the  remaining  fac- 
tory sites  in  east  Davenport,  has  been  purchased 
by  the  Davenport  Cabinet  Works,  a  new  cor- 
poration engaged  in  the  manufacture  of  talking 
machines.  A  contract  of  sale  was  signed  to-day 
and  the  new  owners  will  take  possession  of  the 
building  as  soon  as  it  has  been  remodeled  for 
factory  purposes.  The  consideration  is  said  to 
be  $30,000. 

The  Davenport  Cabinet  Works  is  now  located 
in  a  small  factory  building  at  Second  and  War- 


Becomes   Manager  of   Victor   Department  of 
Knight-Campbell  Music  Co. 


Denver,  Col.,  July  2. — A.  W.  Landay,  of 
Landay  Bros.,  Victor  dealers  of  New  York,  has 
come  to  this  city  and  is  now  in  charge  pf  the 
Victor  department  of  the  Knight-Campbell 
Music  Co.  Mr.  Landay  was  forced  to  leave 
New  York  on  account  of  ill  health  and  dis- 
posed of  his  interests  there  some  time  ago.  He 
has  had  long  experience  in  the  Victor  business 
and  is  well  qualified  to  look  after  the  details  of 
his  new  connection.  He  succeeds  Tower  O. 
Askerlund,  who  recently  resigned  to  become 
associated  with  the  Q  R  S  Music  Co.'s  Denver 
warehouse  and  Western  supply  department. 


T/ie  finest  phonograph  is 
appropriately  encased  in 

"The  Cabinet-wood  Superlative." 

Superb  and  refined  beauty  —  rich  shading 
which  even  improves  w^ith  age  —  wonderful 
reliability  as  a  cabinet-wood  —  all  these  to- 
gether put  AMERICAN  WALNUT  in  the 
very  front  rank  of  woods 


For  Phonograph  Cabinets 


More  and  more  purchasers  every  day  are 
giving  to  AMERICAN  WALNUT  their 
very  first  (and  very  insistent)  preference.  It 
pays  to  supply  what  is  demanded. 

We  illustrate  herewith  an  AMERICAN 
WALNUT  TALKING  MACHINE 
CABINET  of  elegant  design.  Could  you 
imagine  a  more  beautifully  figured  veneer 
than  that  which  it  exhibits  ? 

Send  J  or  our  valuable  data  for  manufacturers  —  or 
data  for  dealers.  Also  the  worth-while  W alnut  Book. 


A  JFALNUT  TALKING  MACHINE  CABINET 


American  Walnut  Manufacturers' 

Room  1022  616  So.  Michigan  Boulevard 


Association 

Chicago. 


76 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Phonograph  Dealers  of  New  York 
and  Pennsylvania 

Sell  the  Brooks — the  Automatic  Repeating  Phonograph  that  has  every  good 
feature  found  in  all  other  machines,  and  many  additional  points  of  value 
possessed  by  no  others. 

The  Brooks  plays  and  repeats  automatically  Otiy  make  of  record  any  desired 
number  of  times,  then  stops  automatically  with  the  tone  arm  suspended  in 
the  air.  The  strong  silent  motor  plays  6  to  8  ten-inch  records  with  one  winding. 
When  it  comes  to  TONE, — this  remarkable  instrument  yields  superiority 
to  no  other  phonograph. 

Dealers  in  Neiv  York  State  and  immediate  vicinity  are 
ad-vised  to  communicate  ivith  us  very  quickly  if  they  are 
interested  in    a  big   salt  ot   phonographs    this  season. 

Wf\t  Walttv^  8c  parrp  Corporation 

256  Main  Street  BUFFALO,  N.  Y. 

We  are  the  LARGEST  Distributors  of  Brooks  Automatic  Repeating  Phonographs  in  the  United  States. 


tIis  First  Reallij  Complete  Phonoqrapli 


WILFERT  BROTHERS  TELL  OF  PLANS 


Well-known  Inventors  Interested  in  the  Musi- 
cal Recording  &  Reproducing  Co.,  With 
Plants  in  Augusta  and  Portland,  Me. 


BosTOX,  ^Iass.,  July  6. — After  having  spent  four 
years  at  least  in  perfecting  the  model  that  was 
to  represent  their  idea  of  the  most  nearh-  perfect 
talking  machine  on  the  market  the  Wilfert 
Brothers,  George  F.  and  C.  J.  Fred,  have  prac- 
tically closed  out  their  business  of  fine  cabi- 
net makers  and  designers  of  high-class  furni- 
ture at  27  Cambria  street  and  gone  to  Maine. 
That  is  the  latest  chapter  in  the  interesting  story 
of  a  new  talking  machine,  to  be  known  as  the 
Fidelis,  which  was  referred  to  in  a  recent  issue 
of  The  World. 

The  company  controlling  this  instrument  is 
a  Maine  corporation,  to  be  known  as  the  Musi- 
cal Recording  &  Reproducing  Co.,  and  at  Au- 
gusta, Me.,  are  to  be  the  head  offices:  to  be  more 
specific,  54  State  street.  It  is  to  .Augusta,  where 
the  factor}'  for  the  manufacture  of  the  machines 
is  to  be  carried  on,  that  George  Wilfert,  who  is 
the  vice-president  of  the  companj-,  will  go.  while 
the  brother  Fred  will  go  to  Portland,  where  it 
is  planned  to  manufacture  a  line  of  records  and 
where  the  recording  laboratories  are  to  be.  also. 


The  latter  gentleman  will,  however,  make  fre- 
quent visits  to  the  Augusta  factories. 

The  output  of  the  compan}-  will  be  handled  by 
the  Fidelis  Sales  &  Distributing  Co.  and  it  will 
have  headquarters  in  New  York,  Chicago.  Bos- 
ton and  Philadelphia.  For  the  present  there  will 
be  three  models  manufactured,  but  later  there 
maj^  be  a  fourth.  One  of  these  models,  in  the 
shape  of  a  baby  grand  recently  was  exhibited 
before  a  group  of  invited  guests  at  the  Copley- 
Plaza  in  this  city  and  created  a  most  favorable 
impression,  expert  musicians  being  especial]}' 
interested  in  the  combination  tone  chambers. 
Ihis  babj'  grand  model  was  sent  a  few  days  ago 
to  Portland,  where  a  demonstration  was  given. 

The  Musical  Recording  &  Reproducing  Co. 
has  been  capitalized  for  $2,000,000  and  its  officers 
are  Moxle}-  Hill,  president;  George  F.  ^^'ilfert, 
vice-president,  who  is  also  the  inventor  of  the 
tone  chamber;  Embrey  O'Bean,  treasurer;  John 
M.  Goodwin,  general  manager,  and  C.  J.  "Fred 
Wilfert,  assistant  general  manager.  Mr.  Green, 
of  Xew  York,  who  has  lately  associated  himself 
with  the  companj-,  will  be  an  important  factor 
in  the  distributing  concern,  already  mentioned, 
with  headquarters  in  New  York. 

The  Wilfert  Brothers  are  also  working  on  a 
universal  reproducer  which  will  handle  all  cuts 
of  records.     Patents  have  been  appl  ed  for. 


TO  RECEIVE  MICA  FROM  ABROAD 


The  Phonograph  Appliance  Co.,  which  re- 
centh'  moved  into  its  new  home  at  174  Wooster 
street,  New  York,  has  greatly  enlarged  its  out- 
put of  "Crj'stal  Edge"  mica  diaphragms.  The 
coxupanj-  recentl}'  closed  arrangements  whereby 
they  will  receive  the  highest  qualit}'  of  foreign 
mica  over  a  long  period,  deliveries  of  which  are 
alread}'  being  made.  This,  together  with  their 
own  mines,  puts  them  in  a  position  where  they 
can  make  additional  contracts  for  Fall  business. 


BUYS  FITCH  &  LAMB  ACCOUNT 


Joseph  Freed,  Pittston,  Pa.,  has  purchased  the 
account  of  Fitch  &  Lamb.  The  entire  building 
will  be  remodeled  and  a  full  line  of  Victor  ma- 
chines and  records  will  be  carried.  Six  Unico 
booths  will  be  added  and  an  active  drive  for 
business  made. 


FIRE  CAUSES  SLIGHT  DAMAGE 


The  talking  machine  and  music  store  of  Peter 
X.  Paul,  2822  Kensington  avenue.  Philadelphia, 
was  recenth'  damaged  by  fire  which  started  in 
the  front  of  the  store.  Some  of  the  instruments 
on  displa}'  were  damaged  but  the  loss  was  small. 


Kansas  CibT' Missouri 

Ssadusiyelyl^olesale 


as  aift 


July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


mm 

mm 


.   'f  ^Sfcij 


STANDARD  Open  Phonograph  Motor 

A  QUALITY  Product 


Silent 


Powerful 


Durable 


A  phonograph  can  .be  no  better 
than  its  Motor.  Install  STANDARD 
Motors  in  your  instruments  and  thus 
place  them  in  the  QUALITY  cl  ass. 


Standard  Phonograph  Motors,  Inc.  |^ 


Successors  to 

Krasberg  Engineering  &  Manufacturing  Corporation 
451-469  East  Ohio  Street 
CHICAGO 


mm 


mm 


78 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


The  following  is  the  opinion  of  our 
experienced  counsel  on  the  subject  of 

UNFAIR  TRADE  PRACTICE 

THE  enforcement  -of  the  Sherman  Anti-Trust  Act,  which 
became  a  law  on  July  2,  1 890,  revealed  a  variety  of 
methods  and  practices  which  trusts  and  other  large  concerns 
adopted  to  destroy  competition  and  interfere  generally  with 
the  free  course  of  trade. 


These  methods  and  practices  were 
in  the  main  not  illegal,  but  they  en- 
abled large  and  powerful  interests  to 
obtain  control  over  certain  lines  of 
commerce,  to  the  detriment  of  the 
public,  resulting  in  situations  which 
constituted  the  corporation  or  the  in- 
dividual adopting  such  practices,  an 
offender  under  the  provisions  of  the 
Sherman  Anti-Trust  Act. 

After  the  Supreme  Court  had  ren- 
dered its  decisions  in  the  Standard 
Oil  and  Tobacco  Company  cases  in 
1911,  business  found  itself  in  a  state 
of  uncertainty.  There  was  a  contin- 
ual menace  of  legal  prosecution.  It 
was  generally  recognized  that  there 
was  a  certain  natural  growth  to  busi- 
ness which  should  not  be  interfered 
with.  But  it  was  also  realized  that 
there  should  be  some  legislation  which 
would  expressly  define  these  unfair 
trade  practices  and  prohibit  them. 
This  it  was  felt  would  arrest  unfair 
methods  of  competition  in  commerce 
in  their  incipiency,  and  yet  not  inter- 
fere with  the  orderly  development 
and  expansion  of  business.  As  a  re- 
sult, certain  legislation  was  enacted, 
among  which  was  the  Clayton  Act, 
which  became  a  law  on  October  25, 
1914.  The  report  of  the  Senate  Com- 
mittee on  Judiciary  on  this  bill  shows 
rts  legislative  purpose.  It  was  there 
pointed  out  that  the  object  of  the 
Act  was  to  prohibit  and  make  unlaw- 
ful certain  trade  practices  which  as  a 
whole,  singly  and  in  themselves,  were 
not  covered  by  the  Sherman  Law  and 


other  anti-trust  acts.  The  Clayton 
Act,  by  making  these  practices  illegal, 
was  "an  attempt  to  arrest  the  cre- 
ation of  trusts,  conspiracies  and 
monopolies  in  their  incipiency  and 
before  consummation." 

Among  other  of  these  unfair  trade 
practices,  and  which  the  Clayton  Act 
directly  prohibits,  are  conditional  or 
tying  contracts.  Dealers  in  phono- 
graphs, as  well  as  other  commodities, 
know  that  it  was  formerly  the  com- 
mon practice  of  large  concerns  to  "tie 
up"  their  customers  so  that  dealings 
in  products  of  and  with  competitors 
were  rendered  practically  impossible. 
The  usual  form  of  clause  in  these 
contracts  was  as  follows: 

"The  dealers  shall  not 
sell  or  permit  to  be  sold  on 
the    premises    any  other 

  (product),  and 

will  not  deal  or  trade  in  any 

  except  those 

supplied  by  the  manufac- 
turer." 

By  Section  3  of  the  Clayton  Act, 
this  practice  is  made  unlawful,  and 
the  insertion  of  a  "tying  condition" 
in  a  contract  is  prohibited  in  inter- 
state commerce  whether  the  articles 
are  patented  or  unpatented  and 
whether  the  delivery  is  made  by  sale 
or  lease. 

Since  the  enactment  of  this 
statute,  various  means  have  been 
sought  to  circumvent  and  defeat  its 
provisions,  particularly  Section  3  re- 
ferring to  tying  contracts.    Instead  of 


written  agreements  containing  these 
tying  clauses,  manufacturers  have 
sought  to  have  a  dealer  "understand" 
that  the  manufacturer  would  decline 
to  sell  any  further  merchandise  to  the 
dealer  if  the  latter  dealt  in  the 
products  manufactured  and  sold  by  a 
competitor.  An  isolated  instance  of 
this  sort  would  not  be  a  violation  of 
the  law,  but  it  is  quite  improbable  that 
a  manufacturer  would  pursue  such  a 
course  with  only  one  dealer.  If,  how- 
ever, the  same  thing  were  done  with 
a  number  of  dealers,  these  "under- 
standings" would  tend  to  show  that 
there  was  an  attempt,  not  only  to 
evade  the  provisions  of  the  law,  but 
that  such  "understandings"  were 
sought  for  the  purpose  of  lessening 
competition  and  were  intended  as  a 
means  to  create  a  monopoly  in  the 
particular  line  of  commerce.  These 
are  the  very  practices  which  the 
Clayton  Act  seeks  to  prohibit. 

It  is  important  for  dealers  to  know 
also  that  the  Clayton  Act  provides  for 
a  remedy  for  one  who  has  been  in- 
jured by  anything  forbidden  in  this 
statute,  by  giving  to  the  -person  in- 
jured in  his  business  or  property,  by 
reason  of  anything  forbidden  in  the 
Anti-Trust  laws,  the  right  to  sue 
therefor  in  any  district  court  of  the 
United  States  in  the  district  in  which 
the  defendant  resides  or  is  found  or 
has  an  agent.  The  recovery  in  any 
such  proceeding  may  be  threefold  the 
damages  sustained,  the  costs  of  the 
suit,  etc. 


By  resisting  any  attempt  to  make  them  parties  to  unfair  trade  practices  and  unethical  busi- 
ness methods,  dealers  and  other  persons  similarly  situated,  will  serve  to  make  the  Clayton  Law  a 
power  and  a  weapon  for  their  own  protection,  as  this  Act  was  passed  not  only  to  throttle  at  the 
source  the  creation  of  trusts  and  large  concerns  and  the  practice  of  unconscionable  business  methods, 
but  for  the  protection  of  the  dealer. 

GEORGE  E.  BRIGHTSON,  President 

NEW  YORK  279  Broadway 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


79 


NEW  TYPOPHONE  RECORD  ENABLES  BLIND  TO  SEE  BY  EAR 

Invention  of  Viennese  Physician  Substitutes  Sound  for  Touch  and  Is  Read  by  Means  of  Talking 
Machine  Record — Bible  May  Be  Recorded  for  Thirty  Cents — Whole  Book  on  Six-inch  Record 


The  talking  machine  record  has  been  adapted 
so  that  it  becomes  an  aid  to  the  blind,  substi- 
tuting sound  for  touch,  according  to  the  inven- 
tion of  Dr.  Max  Herz,  a  Viennese  specialist  in 
heart  diseases,  who  arrived  in  this  country  a 
few  weeks  ago  at  the  request  of  M.  C.  Migel, 
chairman  of  the  New  York  State  Commission 
for  the  BHnd,  together  with  many  other  or- 
ganizations who  were  interested  in  his  work. 

The  invention  is  based  on  a  sound  alphabet 
devised  by  Dr.  Herz  from  the  Morse  code,  elim- 
inating the  dash  and  using  the  dot  in  various 
combinations.  A  talking  machine  record  is 
made  of  a  story  in  the  sound  language.  The 
record  is  placed  on  an  instrument  resembling 
a  talking  machine  equipped  with  a  sound  box 
and  the  blind  person,  after  becoming  familiar 
with  the  alphabet  is  able  to  read  by  ear  rather 
than  through  the  fingers  as  in  braille,  the  method 
in  use  at  present. 

The  alphabet  is  based  on  the  single  dot,  two 
dots  and  four  dots  used  in  various  combinations. 
The  record  is  made  in  the  following  manner: 
Using  an  instrument  like  a  typewriter  the  per- 
son engaged  in  the  work  will  punch  holes  in  a 
narrow  tape,  each  group  of  perforations  being  a 
letter  in  the  dot  alphabet.  The  tape  is  then  run 
through  an  electrical  machine  and  the  perfora- 
tions are  transferred  in  sound  to  a  master  record. 
Duplicate  records  are  made  in  any  quantity. 

Dr.  Herz,  who  is  a  member  of  the  faculty  of 
the  University  of  Vienna,  calls  his  system  typo- 
phonia,  or  reading  by  sound,  and  the  instrument 
the  typophone.  He  declares  that  his  system 
has  many  advantages  over  the  Braille  system 
of  raised  dots  which  is  exceedingly  difficult  to 
learn.  Another  advantage  is  in  saving  of  space, 
for  a  book  of  200  pages  may  be  transferred  to 
a  six-inch  record,  according  to  Dr.  Herz. 

Here  the  question  naturally  arises  as  to  why 
use  a  sound  alphabet  to  be  reproduced  by  the 
typophone  rather  than  to  reproduce  in  the  first 
instance  the  spoken  words  directly  from  an  or- 
dinary record.  Dr.  Herz's  answer  is  that  it 
would  take  400  records  to  reproduce  what  can  be 
reproduced  on  one  six-inch  record  by  means  of 
the  typophone.  Then  the  spoken  word  on  the 
ordinary  talking  machine  is  difficult  to  compre- 
hend. The  great  experrse  involved  in  reproduc- 
ing a  book  of  20O  pages  on  4O0  records  is 
obvious,  to  say  nothing  of  the  space  that  one 
such  ''book"  would  occupy. 


The  Bible  in  Braille  takes  several  volumes. 
Six  thin  typophone  records  costing  from  12  to  30 
cents  would  bring  within  the  purview  of  the 
bHnd  person  the  contents  of  the  great  book 
when  the  cost  of  the  work  in  Braille  might  be 
tremendous. 

The  reproducing  instrument  has  the  appear- 
ance of  a  small  talking  machine  and  is  kept 
in  a  wooden  case  Kke  a  traveler's  typewriter. 
The  weight  is  two  or  three  pounds.  Like  the 
talking  machine,  there  is  a  large  circular  disc 
about  nine  inches  in  diameter.  Above  this  disc 
is  another  disc,  about  the  size  of  a  six-inch  rec- 
ord. This  disc  receives  the  typophone  record. 
Connecting  the  two  is  a  reduction  gear.  The 
"reader"  places  the  record  in  position  and 
fastens  the  needle  to  the  sound  boxes  as  in  the 
ordinary  talking  machine.  In  order  to  begin 
reading  the  book  he  turns  the  large  disc  and  the 
words  of  the  story  are  then  tapped  out  in  the 
improvised  code.  The  reduction  gear  causes  the 
record  to  rotate  at  a  rate  one  thirty-sixth  as  slow 
as  the  lower  disc  is  turned.  The  operator  may 
"read"  as  slowly  or  as  rapidly  as  he  desires 
merely  by  twirling  the  lower  disc  to  suit  his 
ability  to  comprehend  the  sounds. 

Recognizing  that  a  "reader"  may  grow  tired 
after  perusing  a  few  chapters.  Dr.  Herz  has  con- 
trived an  ingenious  "bookmark"  that  enables 
him  to  begin  "reading"  where  he  left  off.  A 
small  clutch  inside  the  wooden  case  clamps  the 
bar  holding  the  needle  in  the  place  where  the 
"book"  is  "closed." 

It  is  the  dream  of  Dr.  Herz  that  there  may 
eventually  arise  in  the  United  States  an  Interna- 
tional Institute  for  the  Blind,  with  sections  for 
all  the  nations.  By  the  system  of  typhonia  he 
is  of  the  opinion  that  the  world  of  literature, 
science  and  culture  may  be  opened  to  the  af- 
flicted. Records,  he  says,  can  be  made  in  all 
languages.  As  most  of  the  blind  are  poor,  he 
insists  that  his  invention  must  be  given  free  of 
cost  or  at  cost. 


MAUDLIN  OPENS  IN  FORTUNA.  CAL. 

J.  W.  Maudlin,  of  Fortuna,  Cal.,  who  is  well 
known  in  that  section  as  a  hustling  sewing  ma- 
chine salesman,  has  decided  to  branch  out  in  the 
business  line  and  has  opened  a  talking  machine 
store  in  that  city,  where  he  will  carry  the  Vic- 
tor, Pathe  and  Kimball  lines. 


BLANDIN 


Development  of  the 
Blandin  Phonograph  was 
based  on  one  all-important 
object — the  elimination  of 
blarish,  runching  sounds 
or  ''phonographic"  noise. 

This  has  been  accom- 
plished and  the  result  is — 
perfect  re-production. 
You  are  asked  to  be  the 
sole  judge. 

We  cordially  invite  your 
inquiry  for  details. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


a  Piano 
Record 

Ot\  tR<2 

.Dlandiny 


STANDARD  SUMMER  FANS  READY 

What  is  more  appreciated  these  sultry  days 
than  a  free  fan?  The  dealer  who  hands  his 
weary  customer  one  of  these  cooling  favors 
will  be  long  remembered.  The  Standard  Talk- 
ing Machine  Co.  of  Pittsburgh  has  prepared 
its  1920  Victor  record  fan,  which  is  designed 
after  the  form  of  a  record,  with  space  provided 
for  the  local  dealer's  imprint  on  one  side.  The 
decorations  of  the  fan  are  illustrations  of  Sum- 
mer scenes,  each  one  showing  the  necessity  for 
a  Victor  machine  and  records  for  Summer 
entertainment. 


Far  too  many  men  behave  themselves  merely 
because  they  are  afraid  of  the  police  and  the 
devil. 


Intermountain 


Victrola 


S 


ervice 


Our  new  and  completely  equipped  wholesale  plant 
places  us  in  a  position  to  give  careful,  first  class 
service. 

Progressive  Victor  Dealers  are  making  new  plans 
to  broaden  their  activities,  and  we  will  welcome 
the  opportunity  to  help  make  your  store  the  musical 
center  of  your  community. 

THE  JOHN  ELLIOTT  CLARK  CO. 

Victor  Wholesalers 
SALT  LAKE  CITY,  UTAH 


80 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


REGINA  CO.  ISSUES  DEALER  HELPS 


Hints  on  Selling  and  Advertising  Sent  Out  as 
Addition  to  Service  Department — Will  In- 
augurate Publicity  Campaign  Next  Fall 


The  Regina  Co..  manufacturers  of  the  Regina 
phonograph,  and  for  over  twenty-five  years  a 
producer  of  musical  instruments,  vi'ith  executive 
office  in  the  Marbridge  Building,  New  York, 
and  factory  at  Rahwaj^  N.  J.,  has  recently  been 
forwarding  to  the  trade  a  book  containing  gen- 
eral ideas  and  "hints  and  helps"  in  sales  and 
advertising,  prepared  specially  for  dealers. 
This  is  in  conjunction  with  the  service  depart- 
ment, which  is  in  a  position  to  deliver  to  Regina 
dealers,  copy,  cuts  and  other  material  for  local 
newspaper  and  mail  order  campaigns. 

'i'he  book  covers  the  advertising  field  thor- 
ougnl}',  and  is  replete  with  t'melj^  suggestions 
anu  constructive  material,  which  should  prove 
of  much  value  to  dealers  rs'ng  it  in  a  co-opera- 
nve  waj'.  The  suggested  ads  are  most  artistic 
m  tone,  at  the  same  time  the  sales  copy  is  most 


pointed.  In  addition  to  the  material  mentioned 
above,  the  Regina  Company  is  also  in  a  posi- 
tion to  furnish  advertising  slides  for  the  motion 
picture  houses.  These  without  doubt  in  some 
territories  should  prove  business  getters. 

The  Regina  Co.  in  its  own  behalf  will  inaugu- 
rate a  big  campaign  during  the  coming  Fall. 
Publicity  will  be  given  this  line  in  many  chan- 
nels. 


USES  THORNS  FOR  TALKER  NEEDLES 


The  thorn  has  come  into  its  own!  The  blight 
of  the  fragrant  rose  which  has  caused  so  many 
unkind  words  by  its  insistent  needle  point  has 
been  elevated  to  a  real  sphere  of  activity.  E. 
\'.  Galloway,  Chicago  manager  of  Henry  Holtz- 
mann  &  Sons  Co.,  says  that  he  has  a  relative 
who  is  not  only  a  kinsman  but  a  mechanical 
genius  as  well.  In  his  backyard  is  a  thorn  apple 
tree.  He  conceived  the  idea  of  trj'ing  these 
thorns,  which  are  very  hard  and  firm,  on  his  talk- 
ing machine.  He  claims  to  have  met  with  greal 
success.    Not  new,  but  it  is  interesting. 


Diaphragm  Prices  are  too  High 
Supplies  are  doubtful  ^ 
Deliveries  uncertain 
Quality  unreliable 

These  problems  have  to  be  met  by  purchasing  agents  every- 
where. Sources  of  supply  that  are  reliable,  constant,  and  at 
fair  prices  ,  have  been  hard  to  find. 

For  many  years  The  Phonograph  Appliance  Company  has 
been  one  of  the  largest  producers  of  high  class  mica  diaphragms; 
but  even  we,  with  our  large  resources  of  imported  mica,  our  own 
mines,  our  modern  factory,  and  the  earnest  work  of  a  thoroughly 
experienced  staff,  have  found  it  impossible  to  supply  all  the  de- 
mand of  the  trade  for  CRYSTAL  EDGE  MICA  DIAPHRAGMS. 

We  have  had  to  limit  the  size  of  our  customers'  orders 
at  times,  but  we  have  never  failed  to  make  promised  deliveries, 
nor  have  we  tolerated  any  falling  off  in  quality. 

To  meet  the  ever-growing  demand  for  the  highest  quality 
of  goods  at  reasonable  prices,  we  have  been  compelled  for  the 
third  time  to  move  to  larger  quarters.  We  have  more  than 
doubled  our  equipment,  and  in  addition  are  now  receiving  mica 
from  all  parts  of  the  world.  We  have  stocks  in  our  warerooms 
and  afloat  fully  adequate  for  our  summer  and  fall  business,  and 
are  now  ready  to  extend  our  well-known  quality  service. 

More  Customers  Larger  Orders 

More  Perfect  Service  Highest  Quality 

Let  us  solve  your  mica  problems  for  you.  Don't  wait  until 
the  rush  is  on.  Write  us  now — tell  us  your  needs  and  we  will 
take  pleasure  in  giving  you  the  full  benefit  of  our  experience  and 
resources.  Be  your  needs  large  or  small  we  can  supply  you 
promptly  and  at  FAIR  PRICES. 

All  our  diaphragms  are  sold  on  a  guarantee  of  perfect  sat- 
isfaction. We  have  served  and  satisfied  the  same  customers  for 
years  on  this  basis.     Let  us  serve  you. 

THE  PHONOGRAPH  APPLIANCE  CO. 

174  Wooster  Street  New  York 


GREATER  SAPPHIRE  NEEDLE  OUTPUT 

John  A.  Botta,  Who  Acquired  Extensive  Knowl- 
edge of  Jewels  in  Switzerland,  Came  to  U.  S. 
in  1910  to  Specialize  in  Sapphire  Needles 


John  A.  Botta,  a  well-known  manufacturer  of 
sapphire  needles,  whose  plant  is  located  in 
Suffern,  N.  Y.,  was  a  recent  visitor  at  the  offices 
of  The  World.    He  remarked  that  he  recently 


John  A.  Botta 

enlarged  his  output  of  sapphire  needles,  and 
states  that  he  is  now  in  a  position  to  meet  the 
needs  of  the  trade  to  a  greater  extent  than  in 
the  past. 

Mr.  Botta  has  had  twenty-three  years'  prac- 
tical experience  in  the  manufacture  of  jewel 
needles.  Born  in  Italy,  he  spent  several  year; 
in  the  jewel  factories  of  Switzerland,  followed 
by  a  number  of  years  in  England.  He  has  been 
in  this  country-  since  1910  and  prior  to  his 
opening  a  plant  of  his  own,  he  was  connected 
with  several  organizations,  making  a  specialty 
of  talking  machine  jewel  needles.  He  has  on 
h's  staff  seven  practical  jewel  experts.  Mr.  Botta 
was  the  recipient  of  a  grand  prize  and  go'd 
medal  at  the  Acqui,  Ital)^  Industrial  Hygiene 
and  Alimentary  Exhibition  in  1907,  where  he 
exhibited  phonograph,  watch  and  electric 
jewels. 


Who  answers  the  bell  at  your  business  front 
aoor?  ^^'hat  impression  does  he  or  she  make 
upbn  your  customers  or  prospects? 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "BuUt  by  Tone  SpeciaUsts" 


WiktcKiivJ  the  Music  Come  Out 


May  we  send  you  our  handsome,  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  itj 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHUL2.  President 
Qineral  OIIicm  Southern  Wholesalt  Branch 


711  MILWAUKEE  AVENUE 
CHICAQO 


1530  CANDLER  BLDG. 
ATLANTA.  GA. 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


81 


Sell  GRETSCH  Musical  Instruments 

and  Make  YOUR  Store 
The  Musical  Headquarters  of  Your  Community 

The  biggest  thing  in  oar  life  is  the  business 
of  making  friends. 

That  means  that  we  have  to  put  superlative 
quality  into  our  merchandise,  of  course. 


A  small  line  of  GRETSCH  Musical  Merchandise  will 
increase  the  volume  of  your  sales  without  adding  to  the 
cost  of  doing  business. 

The  test  of  a  retailer's  business  is  turnover. 
GRETSCH  local  sales  co-operation  assures  rapid  turn- 
over. 

There  are  many  out-of-the-ordinary  advantages  in 
representing  the  GRETSCH  line.  Your  source  of  supply 
will  come  from  the  largest  musical  instrument  manufac- 
tory in  the  United  States.  You  will  be  supplied  with 
STANDARDIZED  musical  goods — the  supply  of  which 
is  constantly  available. 

The  GRETSCH  organization  will  print  your  own 
catalogue  of  STANDARD  Musical  Merchandise  FREE 
for  distribution  in  your  community. 

National  and  local  advertising,  store  helps,  window 
trims,  catalogues  and  other  co-operation  will  help  you  to 
develop  a  larger  and  larger  local  trade. 


Let  us  make  up  an  assortment  of  GRETSCH  Musical 
Merchandise  such  as  Violins,  Mandolins,  Banjos,  Ukuleles 
and  the  like.  Complete  assortments  can  be  had  at  $500, 
$1 ,000  or  $2,000.  On  request  we  will  submit  a  compbte 
list  suggesting  an  assortment  to  suit  any  sum  you  may 
wish  to  invest. 

The  FRED.  GRETSCH  MANUFACTURING  CO. 
cordially  invites  your  correspondence  on  the  business 
prospects  of  a  Musical  Merchandise  Department. 

Investigation  does  not  place  you  under  any  obliga- 
tion. Suppose  you  write  for  details  of  our  complete  as- 
sortment plan  and  HOW — We  co-operate  to  help  you 
build  up  a  larger  local  trade. 

In  writing  please  address  your  letter  to  the  Sales 
Promotion  Dept. 

THE  FRED  GRETSCH  MFG.  CO. 

Musical  I  nstrumenl  Makers  Smce  I8S3 
SO-80  Broadway,  Borough  of  Brooklyn,  NEW  YORK  CITY 


PHONOGRAPH  NEEDLES 

EACH  NEEDLE  WILL  PLAY  10  RECORDS 


Violaphone  Talk- 
ing Machine 
Needles 

Each  needle  will  play  ten  rec- 
ords. They  retail  at  1 5  cents 
per  box  of  fifty  needles  Priced 
to  the  trade  at  $3.90  per  pack- 
age of  60  boxes.  The  sixty  boxes 
retail  for  $9.  In  hundred  pack- 
age lots,  we  will  allow  you  an 
extra  discount  of  5%.  Terms  are  2%  10  days,  or  net  30  days. 
VIOLAPHONE  needles  are  packed  in  attractive  counter  display 
boxes.  We  furnish  imprinted  circulars  on  request.  We  guaran- 
tee the  quality  to  be  equal  to  the  finest  needle  now  on  the  market. 

Suppose  you  send  us  a  trial  order  for  one  package  containing  60  boxes  to  retail 
at  15c.  each.  Your  money  back — without  any  question — if  your  customers  are 
not  pleased  with  the  VIOLAPHONE  needle. 


THE  VIOLAPHONE 

The  Master  Phonograph  With  The 

Violin  Tone 

Five  Models  retailing  from  $100.  to  $250.  Our  plan  gives  you 
an  opportunity  to  sell  the  instruments  within  90  days  before  we 
ask  for  payment. 

We  simply  request  the  privilege  of  placing  ten  VIOLAPHONE 
PHONOGRAPHS  in  your  store  ■on  a  three  months  basis.  To  help 
you  sell  these  instruments,  we  have  an  extensive  advertising  cam- 
paign under  way.  We  invite  careful  comparison  as  to  the  qual- 
ity of  every  part  of  the  VIOLAPHONE.  In  every  particular  this 
instrument  is  equal  to  talking  machines  now  selling  at  $30  to  $50 
more  at  retail.  Our  trade  discounts  are  50%  off.  Write  for  more 
details  and  our  plan  of  local  sales  co-operation. 


THE  FRED  GRETSCH  MFG.  CO.,  50-80  Broadway,  Brooklyn,  N.  Y. 


82 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


The  Booth  Felt  Company,  Inc. 


Mechanical  Felt  Products 


Turntable  Felts  Motor  Felt  Washers 

Motor  Brake  Felts 
Needle  Rest  Felts  Cabinet  Strip  Felt 

We  carry  a  large  stock  of  well  assorted  merchandise 
which  insures  prompt  deliveries. 

If  interested  in  Velour  or  Velveteen  Discs 
we  can  supply  them. 


FACTORIES 

BROOKLYN,  N.  Y.  CHICAGO,  ILL. 

463-473  Nineteenth  Street  732  Sherman  Street 


EDUCATING  THE  DEALER 

TO  STUDY  HIS  NEEDS 


Constructive  Dealer  Literature  Put  Out  by  Co- 
lumbia Peptimist  Most  Admirable — Forcing 
Dealers  to  Concentrate  on  Vitally  Essential 
Questions  of  Moment  to  Their  Business 


One  of  the  most  constructive  bits  of  dealer 
literature  gotten  out  in  some  time  is  the  May 
number  of  the  Columbia  Peptimist,  which  is  de- 
voted to  an  analysis  of  the  dealer's  business  and 
offers  a  complete  list  of  questions  which  every 
talking  machine  dealer  can  ask  himself  concern- 
ing his  own  store.  The  traveling  representative 
of  any  large  company  always  finds  it  his  great- 
est task,  when  on  the  road  visiting  his  dealers,  to 
sj-stematize  the  time  which  he  can  devote  to  each 
individual  to  the  best  advantage.  As  the  Peptim- 
ist suggests,  suppose  you  see  twenty  dealers  on 
a  trip  and  each  dealer  has  fifty  questions  and 
one  dealer  has  fifty-one,  you  have  1,001  problems 
to  solve  before  you  can  even  begin  to  take  up 
your  suggestions  as  to  how  he  can  improve  his 
business.  The  only  solution  for  this  evil  is  to 
educate  the  dealer  to  have  all  his  questions 
ready  when  you  arrive  so  that  the  discussion 
may  begin  at  once. 

The  Peptimist  presents  a  sort  of  personal 
questionnaire  which  it  suggests  should  be  sent 
to  every  dealer  and  used  by  them  to  check  up 
their  business.  A  study  of  these  questions  by 
any  talking  machine  dealer  would  be  worth 
vvhile,  for  they  form  the  basis  of  good  business 
practice  in  the  talking  machine  industry.  A 
classified  outline  of  these  questions  follows: 

Location. — Are  j'ou  located  in  the  best  busi- 
ness section  of  your  city  or  town?  Is  your  shop 
in  as  quiet  a  location  as  possible?  Are  you  on 
the  side  of  the  street  where  traffic  passes?  Are 
your  neighbors  such  as  to  attract  the  buying 
public? 

The  Shop. — Does  you  shop  say  "Music?"  Is 
your  shop  clean  enough,  light  enough  to  make 
sitting  through  a  demonstration  a  pleasure?  Is 
your  window  a  continually  new,  fascinating  in- 
vitation to  "come  in"?  Are  your  hearing  rooms 
stulTy  or  fresh?  Is  your  shop  up  to  the  level  of 
surrounding  salesrooms  or  better? 


Stock. — Have  you  at  all  times  at  least  one 
complete  set  of  all  Columbia  records?  Do  you 
take  stock  regularly  so  you  know  where  you  are 
at  all  times?  Are  you  making  use  of  all  Dealer 
Service  stock  equipment?  Is  one  clerk  trained 
and  responsible  for  keeping  stock  classified,  in 
order  arid  to  see  orders  for  "out"  records  are 
sent  in  before  they  are  out?  Are  records  all 
demonstrated  from  clean,  new  envelopes?  Are 
you  continually  studying  where  you  can  enlarge 
and  improve  your  stock  so  the  public  will  feel 
whatever  they  want  they  can  get  in  your  shop? 

Literature. — Do  you  study  Columbia  litera- 
ture? Do  you  keep  literature  clean  and  fresh? 
Do  you  distribute  literature  carefully? 


Grafonolas. — Is  your  display  stock  of  Grafo- 
nolas  at  all  times  clean  and  well  equipped? 
Do  }ou  always  start  your  demonstrations  on 
the  higher  priced  instruments?  Do  you  know  at 
least  six  definite  selling  points  on  Grafonolas 
which  can  be  used  one  at  a  time  until  you  strike 
the  right  one  for  each  individual  buyer? 

Records. — Do  you  know  "by  heart"  at  least 
twenty,  varied,  individual  Columbia  records 
which  always  sell?  Do  you  study  up  one  or  two 
new  records  weekly  so  as  to  increase  your  work- 
ing and  selling  knowledge  of  the  line?  Do  you 
always  consider  the  "record  asked  for"  by  a 
prospect  as  already  sold  and  sell  him  another? 
Do  you  have  sales  meetings  monthly  with  your 
salesmen  and  go  over  the  list,  record  by  record, 
picking  out  and  noting  sales  points  of  each? 

Mailing  List. — Is  your  mailing  list  brought 
up-to-date  at  least  once  a  year  by  a  return  postal 
check-up?  Do  you  cover  your  entire  list  at  least 
once  a  month?  Do  you  regularly  intensively 
work  sections  of  your  list  with  various  offerings, 
special  announcements,  etc.?  Have  you  your 
copy  of  the  Columbia  Record  for  May,  1919,  with 
the  complete  mailing  list  subject  analyzed?  Do 
you  compare  your  mailing  list  with  your  sa'es 
records  and  follow  up  along  the  lines  of  least 
resistance? 

BEGINS  CO-OPERATIVE  CAMPAIGN 

Makers  of  Dulciphone  Products  Plan  Active 
Drive  in  Interests  of  Dealers — B.  Abrams  to 
Tour  Middle  West  Territory 

The  Grand  Talking  Machine  Co.,  Brooklyn, 
N.  Y.,  manufacturer  of  the  Dulciphone  line  of 
talking  machines,  has  just  announced  a  novel 
co-operative  advertising  campaign  as  an  as- 
sistance to  its  dealers,  the  advertisements  to  be 
inserted  in  the  local  papers  in  dealer  territory. 

While  the  Dulciphone  is  not  a  new  product, 
this  season's  models  carry  special  features 
which  add  to  their  value.  The  firm  has  in- 
creased its  production  and  for  the  purpose  of 
getting  the  direct  interest  of  the  consumer,  the 
present  advertising  campaign  is  planned. 

B.  Abrams,  head  of  the  company,  will  leave 
late  this  month  on  an  extensive  trip  through- 
out the  Middle  West  territory  for  the  purpose 
of  getting  the  campaign  under  way  in  some  of 
the  larger  trade  centers.  Closely  following  the 
Middle  West  campaign,  a  big  publicity  drive 
has  been  arranged  for  the  Southern  territory. 

In    addition    to    manufacturing    the    three  - 
models  of  the  Dulciphone,  the  firm  is  also  dis- 
tributors of  the  Dulciphone  steel  needle. 


Dealers 


Every  authorized  Patbe  Jobber  in  the 
United  States  now  has  Hustylus  in  stock. 


There  is  no  reason  for  you  being  any 
longer  without  a  good  supply  of  this 
essential    accessory    for    playing  Pathe 
records   on   standard  lateral 
cut  machines. 

Herbert  &  Huesgen  Co. 

Sole  Sales  Agents 
18  East  42nd  Street 
New  York 


The  Talking  Machine  World,  New  York,  July  15,  1920 


THE 


P 


MONOGRAPH 


OF 


ERFECTION 


PLAYS  ALL  MAKES  OF  RECORDS  WITH  ACCURACY  AND  CLEARNESS 


PRODUCERS  OF  EXCLUSIVE  PHONOGRAPHS 

FOR  THE  JOBBERS  AND  LARGE  DISTRIBUTORS 


[1 


SCIENTIFICALLY  CONSTRUCTED 

PIANO  FINISHED 
WHOLESOME  NATURAL  TONE 

LOUDEST  OF  VOLUME 
LATEST  AND  BEST  MODIFIER 
OUR  OWN  PATENTED  HORN 
IMPROVED  PERFECT  SOUND  BOX 

BALL-BEARING  TONE  ARM 
LATEST  TYPE  OF  GUARANTEED 
MOTOR 

NEW  BEVEL  EDGE  TURNTABLES 

SIX  BEAUTIFIL  MODELS 

OF  ARTISTIC  DESIGN 


Every  Phonograph  is 

GUARANTEED  FOR  ONE  YEAR 

Against  All  Manufacturer's 
Imperfections 

Write  For  All 
Information  and  Particulars 
To  Either  Address 


M.  L.KESNER 

47  West  34tli  St. 

NEW  YORK 

Telephone 
Greeley  6251 


N.  JERLAW 

316  So.  Clark  St. 

CHICAGO 

Telephone 
Wabash  2646 


GRAND  RAPIDS  EXHIBIT 

«h  Floor  Klingman  Bldg. 
NOW  SHOWING 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


83 


JOHN  H.WILSON, Manager 

324 WASHINGTON  ST., BOSTON, MASS. 


BOSTON 


ENGLAND 


Boston,  Mass.,  July  5. — Summer  conventions 
of  talking  machine  companies  are  playing  their 
part  in  attracting  to  the  various  places  the  rep- 
resentatives of  local  houses  and  each  and  every 
one  of  the  men  return  to  the  city  imbufed  with 
new  ideas  as  to  the  product,  how  best  to  market 
it  and  what  to  stress  in  the  art  of  salesman- 
ship. With  the  increasing  arrival  of  goods  there 
seems  to  be  little  difficulty  in  disposing  of  them 
and  the  1920  Summer  business  promises  to  make 
a  very  good  showing  with  all  the  companies 
represented  in  the  New  England  territory. 

Interest  among  the  talking  machine  men  is 
more  or  less  focused  just  now  on  the  two  days' 
convention  of  musical  interests  that  is  to  be  held 
in  this  city  on  September  16  and  17.  The  plans 
are  being  worked  out  by  the  New  England  Music 
Trade  Association,  in  whose  membership  are 
many  piano  men  who  also  handle  talking  ma- 
chines. The  social  side  of  the  sessions  will  not 
be  overlooked  and  on  the  first  night  there  will 
be  a  concert  at  the  Pops  in  Symphony  Hall  and 
on  the  second  day  a  harbor  trip  is  among  the 
events  considered.  Of  the  4O0  possible  attend- 
ants a  good  proportion  of  them  will  be  men 
interested  in  the  talking  machine  business. 
Fred  E.  Mann  Discusses  Conditions 

Fred  E.  Mann,  manager  of  the  Boston  branch 
of  the  Columbia  Graphophone  Co.,  who  re- 
turned the  first  of  the  month  from  an  extended 
trip  in  the  West,  addressed  a  well-attended 
Columbia  dealers'  meeting  in  the  Swiss  Room 
at  the  Copley-Plaza  on  the  evening  of  June  16. 
His  talk  was  concerned  with  the  New  England 
stock  situation,  which  recently  has  been  very 
favorable.  This  territory,  he  said,  has  lately 
been  fortunate  at  the  expense  of  branches  in  the 
West  and  South,  owing  to  railroad  embargoes 


New  England  Dealers! 

The  new  "Empire"  catalogue  is  now  ready  for  you. 
discount  and  terms.    Write  us  for  territory. 


Liberal 


405 


New  England  Piano  &  Phonograph  Co. 

Exclusive  New  England  Distributors 
BOYLSTON  STREET  :  BOSTON,  MASS. 


Wholesale  Distributors : 
New  England  Pianos 
New  England  Player  Pianos 
Wm.  J.  Ennis  Players 


Empire  Talking  Machine 
The  World's  Best  Phonograph" 


against  shipments  of  machines  and  records  to 
the  more  distant  localities,  the  consequence 
being  that  shipments  which  undoubtedly  would 
go  farther  afield  have  been  diverted  to  Boston 
for  New  England  distribution. 

It  was  Mr.  Mann's  advice  to  the  dealers  to 
take  up  at  this  time  all  the  goods  they  could 
get,  thus  insuring  themselves  against  any  pos- 
sible shortage  later,  for  should  the  embargoes 
against  the  West  and  South  be  raised  very  soon 
shipments  into  the  local  territory  probably 
would  show  a  drop.  It  was  certain,  he  said, 
that  there  will  be  no  depreciation  in  the  value 
of  Columbia  stock  for  the  Fall  and  Winter 
trade. 

Mr.  Mann  also  discussed  the  Columbia's  July 


"Ntw  England  Strvice  for 
Ntvi  England  Dealer/' 


slogan  is 
^"^^  again  exempli- 
fied by  our  success- 
fully placing  Victor 
goods  into  the  hands 
of  our  dealers  in  the 
face  of  embargoes, 
stevedore  strikes  and 
seemingly  insur- 
mounta  ble  diffi- 
culties. 

Asli  the  dealer  ! 


This  time  our  barge  "Olive"  turned  the  trick 

The  Eastern  Talking  Machine  Co. 

VICTOR  WHOLESALERS 
85  Essex  Street  BOSTON 


advertising  campaign,  which  is  to  be  built  around 
the  dance  records  on  the  catalog,  and  in  this 
connection  stated  that  he  has  had  convincing 
proof  that  dancing  is  to  be  a  very  popular  pas- 
time this  Summer.  One  of  the  leading  bits  of 
evidence  along  this  line,  he  said,  was  the  diffi- 
culty which  Summer  hotels  throughout  New 
England  have  been  having  to  obtain  the  serv- 
ices of  dance  orchestras,  the  latter  being  rela- 
tively few  to  meet  the  demand. 

The  meeting  was  attended  by  dealers  from 
Springfield,  New  Bedford,  Fall  River,  Salem, 
Taunton,  Ware,  Brockton,  Mass.,  and  Derry, 
N.  H.,  and  Randolph,  Vt.  The  program  in- 
cluded several  selections  by  Margaret  Romaine, 
of  the  Metropolitan  Opera  Co.,  a  Columbia 
artist,  accompanied  by  James  Ecker,  of  Boston. 
Miss  Romaine  proved  a  very  popular  entertainer, 
not  only  because  of  the  excellence  of  her  sing- 
ing, but  for  her  genial  and  gracious  personality. 
Colximbia  Staff  Changes 

Mr.  Mann  this  month  announced  a  number 
of  temporary  changes  in  the  Boston  branch  per- 
sonnel, resulting  from  the  serious  illness  re- 
cently of  J.  F.  Luscomb,  Columbia  traveling 
associate  in  southern  Massachusetts  and  Rhode 
Island.  D.  A.  Ingall,  traveling  associate  in  Ver- 
mont, has  been  transferred  to  Mr.  Luscomb's 
territory  for  the  time  being  and  his  territory 
is  being  covered  by  E.  H.  McCarthy,  dealers' 
service  manager  at  the  Boston  branch  head- 
quarters. 

On  Monday,  June  21,  Mr.  Mann  left  Boston 
to  attend  the  International  Convention  of  Rotary 
Clubs  at  Atlantic  City,,  to  which  he  was  a  dele- 
gate. He  was  accompanied  by  Mrs.  Mann  and 
planned  to  be  away  for  the  entire  week. 

During  the  middle  of  the  month  R.  F.  Bolton, 
sales  manager  of  the  international  record  de- 
partment of  the  Columbia  at  the  New  York 
executive  offices,  was  a  visitor  at  the  Boston 
headquarters.  He  visited  Portland,  Me.,  also. 
Merry  Party  for  Jobbers'  Convention 

A  pleasant  party  that  motored  over  to  the 
Victor  jobbers'  convention  consisted  of  Rob- 
ert Steinert  and  Wholesale  Manager  Kenneth 
Read  from  the  Arch  street  offices  of  the  Steinert 
house,  Herbert  Shoemaker  of  the  Eastern  and 
Charley  Snow  of  Cressey  &  Allen  of  Port- 
land, Me.  They  planned  to  spend  a  day  in 
New  York  and  when  they  left  Boston  they 
were  pleasantly  anticipating  the  entertainment 
they  were  to  receive  at  the  hands  of  President 
R.  C.  Smith  of  the  Unit  Construction  Co.  at  his 
country  estate  at  Villa  Nova,  Pa. 

Strong  Force  Covering  New  England 

The  Musical  Products  Co.,  which  is  located 
at  142  Berkeley,  street,  is  now  permanently  set- 
tled on  the  fourth  floor,  just  above  the  one  into 
which  it  moved  a  few  weeks  ago,  as  its  present 
{Continued  on  page  85) 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Oldest  and  Largest 
Manufacturers  of 
Talking  Machine 

NEEDLES 

in  the  World 


W.  H.  BAGSHAW  GO. 

LOWELL,  MASS. 

ESTABLISHED  1870  INCORPORATED  1917 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


85 


Stock  up  on  Pathe 

Staples  Now 


Now  is  the  time  for  Pathe  dealers  to  stock  up  on  staple  machines  and  records.  During 
the  next  ninety  days,  when  retail  business  is  naturally  lighter  than  at  any  other  sea- 
son of  the  year,  is  the  time  to  accumulate  some  surplus  stock  in  preparation  for  the  heavy 
business  of  fall  and  winter. 

Merchandise  of  this  character  will  be  very  difficult  to  obtain,  this  fall.  By  laying  in  what 
staple  stock  you  can  secure  this  summer,  you  will  insure  a  steady,  even  flow  of  business 
when  it  will  be  next  to  impossible  to  secure  the  goods  you  need. 

Pathe  dealers  are  urged  to  write  us,  at  once,  looking  towards  procuring  some  reserve  stock 
NOW  to  assist  in  carrying  them  through  the  drought  of  merchandise  and  downpour  of 
freight  embargoes  and  congestion  which  the  coming  season  is  sure  to  develop. 


Hallet  &  Davis  Piano  Co. 

146  BOYLSTON  STREET,  BOSTON 


General  Distributors  for  United  States  of 
Pathe  Phonograph*  and  Pathe  Records. 


New  York  Office: 
Hallet  &  Davis  Bldg„  18  East  42d  Street 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  83) 


■quarters  were  not  then  ready.  The  rooms  are 
numbered  407,  8  and  9.  Manager  Sheddell  says 
the  Sonata  goods  are  coming  along  well  and 
that  already  there  are  many  machines  in  the 
storehouse  around  in  Appleton  street,  only  a 
few  blocks  distant.  He  now  has  six  men  in 
the  New  England  field.  They  are' J.  A.  Nor- 
myle,  aii' experienced  man  in  the  business,  who 
has  Worcester,  Lowell,  Lawrence  and  interven- 
ing territory;  Frederick  Finn,  six  years  with 
the  Eastern  Co.,  who  will  cover  western  Massa- 
chusetts, with  headquarters  at  Springfield; 
Merritt  E.  Dockey,  who  has  been  connected 
with  Bailey's  Music  Stores,  well  known  in  Ver- 
mont, who  will  have  that  State  and  New  Hamp- 
shire territory;  Leon  M.  Higgins,  Metropolitan 
Boston;  William  S.  Townsend,  the  Providence 
territory,  and  E.  Bennet  Fox,  the  State  of 
Maine,  with  headquarters  at  Portland. 

It  is  Manager  Sheddell's  plan  late  in  the  Sum- 


mer to  give  demonstrations  in  all  the  large 
cities,  these  demonstrations  which  are  to  be  in 
one  of  the  hotels  and  to  continue  a  week,  will 
be  especially  for  dealers,  and  Manager  Sheddell 
believes  that  they  will  be  the  quickest  and  most 
convincing  way  to  prove  the  merits  of  the 
Sonata  proposition. 

Important  Beacon  Connections 
One  of  the  results  of  Richard  Nelson's  recent 
trip  to  the  South  is  that  distributing  arrange- 
ments have  been  made  with  J.  H.  England,  who 
will  look  after  the  Beacon's  interests  in  the 
States  of  Georgia,  Alabama,  Florida,  Tennessee 
and  Louisiana.  Arrangements  of  a  somewhat 
similar  nature  have  been  made  with  Charles 
B.  Branner.  With  headquarters  in  Richmond, 
Va.,  he  will  be  the  distributing  medium  for  this 
machine  for  Virginia,  North  and  South  Caro- 
lina. J.  H.  Adamson,  who  has  been  a  whole- 
sale furniture  dealer  in  New  York  for  a  num- 


ber of  years,  will  open  offices  in  Philadelphia, 
from  which  he  will  handle  a  good  part  of 
Pennsylvania,  Maryland,  Delaware,  Washing- 
ton and  the  lower  part  of  New  Jersey.  D.  J. 
Speck,  with  offices  in  Syracuse,  N.  Y.,  has  been 
appointed  Beacon  distributor  for  New  York 
State  and  a  part  of  eastern  Pennsylvania. 

Mr.  Nelson  says  that  Beacon  production  has 
been  coming  along  very  fast  and  that  good 
shipments  are  now  being  made  to  dlaler^j^ 
through  the  East  and  Middle  West.  He  says 
that  all  of  the  territory  east  of  the  Mississippi 
is  now  closed  and  goods  shipped  through  the 
ten  distributing  points  are  located  in  this  terri- 
tory. It  is  the  purpose  of  the  company  to  open 
up  the  Far  West  in  the  Fall.  A.  R.  MacDonald,^ 
the  president  of  the  company,  is  now  spending 
much  of  his  time  at  the  factory,  where  certain 
changes  have  been  made  which  will  result  in  a 
(Co)itinued  on  page  87)  - 


'^Ae  Phono^raph/MarvelousTone 


Vitanola 
Phonographi 


Lyric  Records 
Mysto  Needles 


S.  W.  SHARMAT  &  SON 

^  Wholesale  Dittrihutors 

5  Bromfield  Street,  Boston,  Mass. 


Twinkle,  Twinkle,  Little  Star 

(With  Apologies  to  Anonymous) 


Twinkle,  twinkle,  little  star, 

How  I  wonder  what  you  are 

Cheese-box,  Ice  Chest,  Boat  or  Tent, 

Surely  not  an  instrument. 

Music  never  got  one's  goat 

Such  as  comes  from  out  the  throat 

Of  your  "exclusive"  patent  horn. 

Do  you  think  that  natural  tones 

Can  be  made  on  megaphones? 

No,  the  only  proper  ways 

Are  as  the  Vitanola  plays. 


Upric  lateral  Eecortisi 

Dealers  Supplied  at  Short  Notice 

S.  W.  SHARMAT  &  SON 

Wholesale  Distributors 

C  Bromfield  Street,  Boston,  Mass. 


86 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


Steinert  Service  Serves 


WHOLESALE 


HEADQUARTERS 


M.  Steinert  &  Sons  Co. 


35  Arch  Street 


Boston 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


87 


noticeable  increase  in  production.  H.  Frank 
Spurr,  who  has  been  opening  up  the  New  York 
State  territory,  will  hereafter  spend  most  of 
his  time  in  sales  promotion  work  in  the  New 
England  field,  making  his  headquarters  here  in 
Boston. 

Brunswick  Expansion 

Wholesale  Manager  Fred  E.  Walter  is  plan- 
ning to  introduce  the  Brunswick  into  some  new 
territory  and  in  preparation  for  the  big  Fall 
demand  for  goods  he  may  decide  to  sign  up 
with  several  well-known  dealers  who  have  been 
anxious  for  some  time  to  ally  themselves  with 
the  Brunswick  proposition.  Goods  for  the  most 
part  have  Tjeen  coming  along  fairly  well,  but  one 
car  that  had  been  sent  out  from  Chicago  some 
time  ago  was  lost  somewhere  in  Pennsylvania 
for  a  time  and  that  interfered  with  both  the  " 
wholesale  and  retail  output.  The  latest  issue 
of  Brunswick  records  is  taking  well  with  the 
trade,  and  there  are  certain  numbers  that  it  is 
difficult  to  supply  enough  of  to  the  trade. 
C.  A.  Hewett  with  Cheney  Forces 

C.  A.  Hewett,  who  for  some  time  was  mana- 
ger of  the  talking  machine  department  of  the 
Jordan,  Marsh  Co.,  is  now  associated  with  the 
Cheney  and  will  shortly  open  Boston  offices, 
from  which  he  will  operate  through  the  New 
England  territory.  Burton  Colver,  sales  -mana- 
ger for  the  Eastern  territory  for  the  Cheney, 
was  lately  in  Boston  conferring  with  Mr. 
Hewett. 

To  Handle  Sonora  Exclusively 

Manager  Joseph  E.  Burke,  of  the  Musical 
Supply  &  Equipment  Co.,  reports  that  his  com- 
pany has  disposed  of  its  Emerson  franchise  and 
hereafter  it  will  confine  itself  to  the  Sonora 
proposition.  The  group  of  men  to  whom  the 
Emerson  franchise  has  been  sold  (they  are  not 
local  persons  it  is  understood)  have  leased  a 
factory  out  at  Framingham,  where  Emerson 
records  will  be  pressed. 

Mr.  Burke  has  taken  into  the  Musical  Supply 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND — (Continued  from  page  85) 


&  Equipment  Co.  his  brother,  Thomas  E. 
Burke,  who  is  to  be  assistant  sales  manager. 
The  first-named  Mr.  Burke  has  established  his 
family  at  Allerton,  Hull,  for  the  Summer  and 
much  of  the  time  Mr.  Burke  motors  back  and 
forth. 

Important  New  Pathe  Representatives 

The   Quality   Furniture   Co:  at  Brattleboro, 


Vt.,  and  the  Jackson  Furniture  Co.  at  Provi- 
dence, R.  I.,  are  among  the  latest  concerns  to 
take  on  the  Pathe  line,  having  lately  been 
signed  up  by  Manager  R.  O.  Ainslie.  The  de- 
mand for  the  Pathe  in  this  territory  is  growing 
rapidly  and  extensive  advertising  in  the  daily 
papers,  together  with  attractive  window  dis- 
(Conttnued  on  page  88) 


KRAFT-BATES-'SPENCER 

NEWENGL-AND  DISTRIBUTORS 


INC. 


PHONOGRAPHS      AND  RECORDS 


ON  BED-ROCK 

The  Brumrvick  proposition  wins  dealers  because  of  its  permanence 

Business  men  who  analyze  the  times  realize  that  the  House  of  Brunswick  has  built  upon  a 
lasting  foundation.    That  is  the  greatest  inspiration  for  confidence. 

Brunswick  has  a  history  of  75  years  of  successes.  Its  destiny  is  guided  by  some  of  the 
ablest  executives  in  American  industry.    Its  financial  resources  are  unlimited. 

There  is  a  vast  momentum  behind  Brunswick  Phonographs  and  Brunswick  Records.  These 
great  musical  advancements  have  won  the  public. 

As  one  studies  the  advantages  of  a  Brunswick  franchise,  its  value  grows.  And  men  who 
analyze  the  situation  see  the  constantly  increasing  momentum  that  insures  an  even  greater  future. 

It's  a  wise  business  man  who  associates  himself  with  a  winner.  Many  of  the  wealthiest 
men  in  your  community  have  progressed  that  way. 

You  can't  understand  the  complete  value  of  a  Brunswick  franchise  until  you  take  all  facts 
into  consideration.  We  invite  Brunswick  dealers  and  others  to  analyze  the  success  of  Brunswick 
and  apply  it  to  their  own  opportunities. 

Then  pure  dollar  and  cents  reasoning  will  prove  the  extreme  high  market  value  of  a  Bruns- 
wick dealership  franchise. 

KRAFT-BATES  &  SPENCER,  Inc.,  156  Boylston  Street,  BOSTON,  MASS. 

NEW   ENGLAND  DISTRIBUTORS 

TONOFONE,      VICTROLENE,      MOTROLAS,      RECORD  FLASHER 
Steel  Needles  Jewel  Points  Albums  Record  Brashes  Khaki  Covers 


88 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  87) 


MICA 
DIAPHRAGMS 

Watson  Brothers,  Inc. 

170  PURCHASE  ST. 
BOSTON     -  =     .  MASS. 


plaj  s,  are  playing  an  important  part  in  pushing 
these  goods.  S.  D.  Colahan,  manager  of  the 
retail  department,  is  building  up  his  end  of  the 
business  fast.  E.  B.  Holmes,  whom  he  has 
succeeded,  plans  to  go  into  business  for  him- 
self, it  is  understood. 

Arthur   Chamberlain's   Summer  Plans 

Arthur  Chamberlain,  manager  of  the  talking 
machine  department  of  the  Iver  Johnson  Co., 
has  been  able  to  get  several  week-end  trips  to 
his  country  home  at  New  Found  Lake,  N.  H., 
to  which  he  motors  up.  He  plans  to  take  a 
more  extended  vacation  some  time  in  Aligust. 

Opens  New  Talking  Machine  Department 

C.  G.  Faux,  of  the  New  England  Piano  & 
Phonograph  Co.,  reports  that  the  McGrath  De- 
partment Store  at  Lawrence  has  opened  up  a 
talking  machine  department  and  the  Empire 
and  New  England  will  be  carried.  Louis  Cohen 
has  been  in  Portland,  Me.,  several  times  lately 
tri'ing  to  find  a  suitable  location  in  which  to 
open  up  a  department  of  the  New  England. 
R.  C.  Rose  is  spending  much  of  his  time  in 
New  Hampshire  territory,  where  he  finds  a 
good  call  for  the  Empire  and  New  England 
machines. 

'  To  Handle  Musical  Merchandise 

The  Hanover  Music  Store,  located  at  205 
Hanover  street,  which  is  an  exclusivelj^  Italian 
establishment,  of  which  M.  Rocci  is  manager, 
will  hereafter  carry  general  musical  merchan- 
dise. It  is  having  a  good  demand  for  the  Em- 
pire and  New  England  talking  machines. 
Attended  Edison  Convention 

Francis  White,  manager  of  the  talking  ma- 
chine department  of  the  C.  C.  Harvey  Co.,  and 
Carl  Root,  his  assistant,  are  going  over  to  the 
Edison  convention  in  New  York,  July  8  and  9. 
They  will  be  accompanied  by  Merrill  Jones, 
manager  of  the  talking  machine  department  of 


PERFECTION  bIari'Sg  TONE  ARMS 

PERFECTION  FLEXI-TONE  REPRODUCERS 


Manufacturers- 
Jobbers— 
Dealers— 


The  Perfection  Flexitone  reproducer  No.  7 
attached  to  the  Perfection  ball-bearing 
tone  arm  No.  4  plays  all  lateral  cut  rec- 
ords on  all  types  of  Edison  Disc  Machines. 
Made  in  nickel  and  24  carat  gold  finish, 
extra  fine  quality  disc. 


These  reproducers  and  tone  arms  are  the  very  finest  made,  mechanically  — 'repro- 
ducing as  the  records  were  recorded  in  the  recording  room — *clarity  of  sound  with 
great  volume. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 


Manufactured  by 

New  England  Talking  Machine  Co. 

16-18  BEACH  STREET  BOSTON,  MASS. 


CALIFORNIA 

San  Francisco — Walter  S.  Gray  Co. 
COLORADO 

Denver — Denver  Dry  Goods  Co. 
IOWA 

Des  Moines — 'Harger  &  Blish 


DISTRIBUTORS : 

MASSACHUSETTS 

Boston — Pardee-Ellenberger  Co. 

NEBRASK.A 

Omaha — 'Shultz  Bros. 

NEW  YORK 

New  York — The  Phonograph  Corp.  of 
Manhattan 


PENNSYLVANIA 

Pittsburgh — Buehn  Phono.  Co. 
Philadelphia — Girard  Phono.  Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 
VIRGINIA 

Richmond — C.  B.  Haynes  Co.,  Inc. 


the  Harvey  company's  Brockton  store,  and 
Lawrence  Barry,  manager  at  the  company's 
Lynn  store. 

Fitzgerald  Expands  Force 
Billy  Fitzgerald,  who  is  forging  ahead  as  a 
Victor  retail  distributor  at  his  new  quarters  in 
the  Studio  Building  in  Tremont  street,  has  now 
associated  with  him  James  A.  White,  an  expert 
repair  man,  formerly  with  the  Eastern  Co.,  and 
Harrv   M.   Renaud,   who   will   be    an  outside 


Lansing  Khaki  Moving  Cover 

For  Delivering 
TALKING  MACHINES 

Same  quality  as  originally  made.    Heavy  Felt  Padding  for  Grade  A  , 
Specially  prepared  Clean  Cotton  Batt  Padding  for  Grade  B. 
LANSING  COVERS  wear  well  and  are  cheapest  in  the  long  run.  Use 

them  for  every  delivery.  They  mean 
insurance  against  finger  prints, 
scratches  and  bruises ;  save  repair 
men's  time,  clerk  service,  and  aid  the 
delivery  men. 

Write  for  prices  and 
descriptive  catalogue 

LANSING  SALES  COMPANY 

Successors  to  E.  H.  LANSING 
Manufacturers 

Eliot  and  Warrenton  Streets,  BOSTON 

San  Francisco  RepreBentative :  WALTER  S.  GRAY 
942  Market  Street 

PHOENIX  TRADING  COMPANY 

1265-69  Broadway,  New  York 

H  A.  Copeland  Sales  Co.,  Charlotte,  N.  C. 


travehng  man.  Mr.  Fitzgerald  lately  received 
from  Bath,  Me.,  a  handsome  autographed 
photograph  of  De  Gogorza,  the  famous  baritone 
who  h^s  been  singing  for  the  Victor  for  a  num- 
Ijer  of  3'ears. 

A.  C.  Barg,  wholesale  manager  of  the  Vo- 
caLon's  Boston  headquarters,  is  back  from  a 
visit  over  at  the  New  York  offices. 

Attended  Commencements 

George  Lincoln  Parker,  the  Edison  dis- 
tributor in  the  Colonial  Building,  went  down 
to  Providence  the  latter  part  of  June  for  the 
Brown  commencement  exercises.  Mr.  Parker, 
being  an  alumnus  of  Brown,  has  not  missed  a 
commencement  of  his  alma  mater  since  he  was 
graduated. 

R.  O.  Ainslie  was  another  college  man  who 
had  eagerly  looked  forward  to  enjoying  his  col- 
lege commencement.    Mr.  Ainslie  is  a  Williams 
man  and  so  he  took  several  daj's  off  from  his 
[Continued  on  page  90) 


Disc  Record,  Player  Roll  and  Sheet  Music 
CabiDCts.    The  Best  in  the  Market 

See  Display  Ad  in  This  Issue 


mm 


Standard  of  Quality  to  preserve  the  Records 

See  Display  Ad  in  This  Issue 
Send  your  orders  for  both  these  lines  to 
L.  W. HOUGH,  20Sudbury  St.,  Boston,  Mass. 

New  England  Representative 


Snnd  for  Oeicrlptlve  CIroular 

,yy  Demonstraticw  Dooths 

y  AND  Record  Cases 

/^OUND  y 

£_           IN  STOCK  OR  TO  ORDER 

^  PROOF^ 

FRANK  B.  CURRY 

72-74  Dedham  St.         Boston.  Mass 

July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


89 


J 

^^^^  ' 

SmoobSSISBesSobSs 

Perfect  Radiation 

in 

Ditson  VICTOR  Service 

FROM  THE  Hub  of  New  England 
to  every  down  East  city  and  town 
Ditson  Victor  Service  moves  smoothly 
and  regularly.  It  forms  a  connecting  link 
from  the  Victor  factory  that  is  complete 
and  direct.  It  follows  the  machines  and 
records  through  the  dealer's  store  and 
into  the  home  of  the  customer  with  an 
interest  and  helpfulness  that  is  practical. 

Service  of  the  Ditson  kind  is  now  and 
will  be  most  valuable  to  the  dealer  in  the 
solving  of  stock  and  selling  problems  that 
are  cropping  up. 

The  house  of  Ditson  does  not  hoard  its 
experience,  but  passes  it  on  for  the  benefit 
of  its  clientele.  This  is  a  fact  worth  re- 
membering. 

Right  Service  is  Highly 
Important  Just  Now 

Oliver   Ditson  Company 

BOSTON 

Ghas.  H.  Ditson  &  Company 

NEW  YORK 


90 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  88) 


duties  at  the  Hallet  &  Davis  warerooms,  where 
he  is  the  Pathe  manager,  and  hied  himself  to 
•Williamstown,  where  he  had  a  time  (almost)  as 
good  as  a  year  ago. 

Miss   Clark  Succeeds  Herbert  Lunt 

Herbert  Lunt,  who  has  been  in  charge  of 
the  record  department  of  the  Vocalion,  men- 
tioned a  short  time  ago  as  planning  a  trip  to 
England,  his  home  country,  has  already  reached 
the  other  side.  It  is  not  impossible  that  he 
will  remain  over  there  provided  he  can  connect 
with  the  Vocalion's  London  house. 

Miss   Minerva   Clark  has  taken   Mr.  Lunt's 
place  in  the  record  department  of  the  Vocalion. 
She  has  been  with  this  house  for  some  time. 
A.  M.  Hume's  Enjoyable  Outing 

A.  M.  Hume,  head  of  the  A.  M.  Hume  Music 
Co.,  which  is  an  exclusive  Victor  store,  took  a 
week  away  from  business  early  in  June^  and 
enjoyed  a  trip  along  the  St.  Lawrence  and  the 
Saguenay  rivers  in  Canada.  Mr.  Hume  was 
accompanied  by  Mrs.  Hume  and  both  greatly 
enjoyed  what  is  really  a  beautiful  trip,  as  any- 
one can  testify  who  has  ever  taken  it. 


SHIPPING  VICTORS  BY  WATER 


How  Prominent  Victor  Jobbers  of  Boston  Se- 
cured a  Shipment  of  Talking  Machines  From 
the  Victor  Talking  Machine  Co.  at  Camden 


Boston,  Mass.,  July  5. — So  great  was  the  suc- 
cess of  the  experiment  of  bringing  over  a  consign- 
ment of  Victor  goods  direct  from  the  Camden 
factory  to  this  city  by  water  that  the  Eastern 
Talking  Machine  Co.  may  decide  to  undertake  a 
similar  trip  again-.  Many  dealers  have  been  in- 
terviewed as  to  their  sentiments  in  the  proposition, 
and  there  is  a  general  unanimity  of  feeling  that  in 
view  of  the  prevalent  freight  situation  it  would 
be  a  good  thing  to  repeat  it,  especially  as  there 
was  so  little  delay  in  getting  the  barge  "Olive" 
into  Boston. 

The  slight  inconvenience  that  was  experienced  in 


transit  was  almost  nil  and  the  barge  reached  the 
Quincy  Market  Cold  Storage  warehouse  wharf 
almost  according  to  schedule.   G.  Hovey  Dodge  on 


i 


Happy  Over  the  Victor  Arrivals 

From  left  to  right — James  Frye,  Victor  Representative  for 
New  England;  Geo.  Leim,  Traffic  Manager  for  Victor  Co.; 
G.  Hovey  Dodge,  Sales  Manager  for  Eastern  Co.,  and  H.  L. 
Sommerer  of  the  Victor  Purchasing  Department. 

his  way  down  the  harbor  to  his  summer  home  late 
one  afternoon,  was  the  first  to  discover  the  barge 
in  tow  of  the  tug  and  he  immediately  sent  the 


Loading  Victor  Goods  for  Boston  on  Barge 
"Olive"  at  Camden  Dock 

joyous  news  of  its  arrival  to  all  the  interested 
parties, including  Henry  Win'kelman  of  the  Oliver 


REMEMBER 

"IF  IT'S  A  PHONOGRAPH 
ACCESSORY  OR  REPAIR 
PART,  WE  HAVE  IT." 

Complete  stock  of 
Needles,  Motors,  Tone  Arms,  Main 
Springs,  Attachments,  Repair  Parts 
and  other  Accessories. 

Prompt  Deliveries  Fair  Prices 

Send  for  our  latest  monthly  Price  List 

Phonograph  Supply  Co. 

of  New  England 
COURT  SQUARE      BOSTON,  MASS. 


Ditson  Co.  and  Kenneth  Reed  and  Robert  Steinert 
of  the  Steinert  house.  The  next  morning  all 
was  made  ready  to  receive  the  goods  and  it  was 
not  long  after  the  barge  was  hitched  alongside 
the  wharf  before  the  unloading  was  begun.  Thanks 
to  an  admirable  system'  worked  out  by  Heribert 


Barge  Olive  Leaving  Camden  Bound  for  Boston 

Shoemaker  and  Hovey  Dodge  the  goods  were 
shipped  immediately  to  the  dealers  who  had  guar- 
anteed to  take  consignments  so  that  the  barge  was 
minus  its  Victor  freight  in  a  pretty  short  space 
of  time. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


91 


Jobbers! 


MODERNOLA  production  has 
been  greatly  increased.  It 
makes  possible  an  extension 
of  our  distribution  plans.  We  are 
now  in  a  position  to  place  wholesale 
distributing  agencies  with  con- 
cerns whose  position  in  the  trade 
justifies. 

We  will  be  pleased  to  hear  from 
those  previously  interested  in  a 
Modernola  jobbing  proposition,  as 
well  as  from  others  in  a  position  to 
handle  this  individualized  instru- 
ment. 

The  Modernola  offers  a  wonderful 
opportunity  for  the  right  organiza- 
tion in  every  territory.  Its  appeal 
has  proven  irresistible — everywhere 


Write  Us— Today— Right  Novo 


THE  MODERNOLA  COMPANY 


JOHNSTOWN,  PA. 


Eastern  Representative,  Geo.  Seiffert 
45  West  34th  St.,  Monolith  BIdg.,  New  York  Greeley  2978-2291 


92 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


A  strictly  high-grade 
Phonograph— made 
in  Richmond,  Va, 


Special  Advantages  in  Deliver- 
ies and  Service  to  Dealers 
in  Virginia,  West  Virginia, 
North  Carolina  and  South 
Carolina 


PHONOGRAPH 


Announcing-the  Arietta  Phonograph  ! 


THE  opening  trade  announcement  of  the 
Arietta  Phonograph  finds  a  large  propor- 
tion of  the  factory  output  for  the  next 
year  already  allotted  to  our  dealers. 

Many  prominent  dealers  operating  in  the 
territory  to  which  the  Arietta's  sale  will .  be 
confined  applied  for  agencies  following  an 
inspection  of  advance  sample  machines.  It 
soon  became  apparent  that  the  idea  of  a  high- 
grade  Phonograph  made  in  Richmond,  Va., 
with  sales  limited  to  nearby  territory  and 
facilities  for  prompt  and  regular  deliveries 
was  "just  what  the  trade  was  waiting 
for." 

Every  preliminary  step  found  such  enthusi- 
astic interest  and  support  that  we  were 
forced  to  delay  this  opening  announcement 
for  months  until  we  could  make  up  all  models 


in  quantities  to  take  care  of  initial  orders  and 
prepare  for  the  flow  of  general  orders  sure  to 
follow  for  fall  delivery. 

We  are  now  ready  to  hear  from  interested 
dealers  -  who  desire  full  particulars  about  a 
strictly  high-grade  Phonograph  that  will  com- 
pare most  favorably — point  for  point — with 
the  best  machines  now  on  the  market. 

If  you  are  located  in  our  territory — Virginia, 
West  Virginia,  North  Carolina  and  South 
Carolina — you  will  doubtless  be  interested  in 
looking  into  the  Arietta  Phonograph.  We 
advise  immediate  action  as  our  first  object 
shall  be  to  take  care  of  our  dealers  and  we 
shall  not  assign  new  agencies  beyond  the 
point  where  dealer  demand  and  factory  out- 
put check  one  anotherc 

Trade  discounts  will  be  very  favorable. 


Wholesale  Distributors  of 
Emerson  Records 

We  are  Exclusive  Distributors  of  Emerson  Records  for 
Virginia,  West  Virginia,  North  Carolina  and  South  Carolina 


Rountree  Corporation 


Richmond,  Va. 


Arietta — Model  I 


Order  one  or  more  Arietta  Fhonof^raphs  on  Approval  for  Inspection 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


93 


CPH  LADELPNl^• 


and 

IPCALIiy 


Philadelphia,  Pa.,  July  6.— The  general  condi- 
tion of  the  talking  machine  industry  in  the 
Quaker  City  during  the  past  month  has  been 
most  satisfactory,  and  shows  considerable  gain 
as  cornpared  with  the  same  period  of  last  year, 
which  by  the  way  made  an  excellent  record  in 
the  volume  of  business  transacted.  Machines 
have  been  coming  through  faster  especially  for 
the  past  two  or  three  weeks,  due  no  doubt  to  the 
transportation  embargo,  which  has  caused  a  cer- 
tain congestion  of  machines  among  manufactur- 
ers in  the  East,  who  have  been  shipping  to  the 
jobbers  who  can  be  reached  by  auto  truck.  The 
regular  embargo  generally  has  militated  against 
the  shipment  of  machines  from  local  jobbing 
houses  to  far-away  points  in  the  State  which  it 
was  not  possible  to  reach  by  auto  trucks.  This 
of  course  has  been  to  the  advantage  of  the  local 
retailers  who  have  been  receiving  more  than 
their  usual  allotment. 

P.  G.  Cummin  in  Charge  at  Columbia  Co. 

The  most  interesting  recent  piece  of  news 
in  Philadelphia  is  the  change  in  the  management 
of  the  local  Columbia  Graphophone  Co.  In 
order  to  explain  the  change  to  the  trade  Robert 
Porter,  field  sales  manager,  under  date  of  June 
30,  sent  out  the  following  letter: 

"Effective  July  1,  1920,  Pearson  G.  Cummin, 
formerly  with  Smith,  Kline  &  French,  Phila- 
delphia, has  been  appointed  branch  manager  of 
the  Philadelphia  branch  of  the  Columbia  Graph- 
ophone Co.,  succeeding  N.  J.  Wilcox,  who  has 
been  transferred  to  San  Francisco  as  branch 
manager.  May  we  take  this  opportunity  to 
thank  you  for  your  loyal  co-operation  and  to 
assure  you  that  the  object  of  the  Philadelphia 
branch  under  Mr.  Cummin's  administration  will 
be  to  render  a  prompt,  courteous  and  friendly 
service-  to  all  Columbia  dealers.     Mr.  Cunimin 


will  visit  you  shortly,  at  which  time  we  would 
suggest  that  you  discuss  Columbia  and  Colum- 
bia policies  with  him,  in  order  that  he  can  ap- 
preciate the  individual  problem  of  each  Colum- 
bia dealer." 

Dealer  Service  Men  to  Meet 

On  July  8,  9  and  10  there  is  going  to  be  a 
meeting  of  the  Dealer  Service  n:en  of  the 
Columbia  at  the  local  offices  of  the  firm  at  Sixth 
and  Filbert  streets.  H.  L.  Tuers,  manager  of  the 
Dealer  Service  department,  executive  offices. 
New  York,  will  be  here  to  take  charge  and  a 
number  of  executives  will  come  over  from  New 
York  to  address  the  meeting.  It  is  practically 
a  merchandise  conference  of  the  Dealer  Serv- 
ice managers. 

Picnic  of  Columbia  Forces  a  Success 

On  Wednesday,  June  16,  the  Columbia  man- 
ager and  employes  had  their  second  annual  p'c- 
nic  at  Neshaminy  Falls,  and  it  was  a  howling 
success.  It  was  given  by  the  courtesy  of  tlu^ 
management  who  gave  all  employes  a  day  off 
and  Manager  Wilcox  provided  the  "eats"  and 
the  prizes.  The  committee  in  charge  of  the 
affair  was  headed  by  C.  R.  Dunlop.  Mr.  Calla- 
han was  the  starter  of  the  events,  while  Mr. 
Jennings,  assistant  manager,  and  Mr.  Conoway 
were  the  judges. 

At  8  o'clock  in  the  morning  of  the  day  of 
the  picnic  the  entire  party,  including  Man- 
ager Wilcox,  left  the  Columbia  headquarters 
and  arrived  at  the  picnic  grounds  about  9:30, 
going  by  automobile.  The  track  and  field  events 
were  started  at  once.  They  were  as  follows. 
A  one  hundred  yard  dash  for  men,  which  was 
won  by  Reisenwitz;  a  marshmallow  eating  con- 
test for  ladies,  which  was  won  by  Miss  E. 
MacGowan;  a  backward  50-yard  dash  for  men, 
won  by  J.  J.  Dougherty;  an  egg  race  for  ladies, 


won  by  Miss  E.  Eisentrauger;  an  egg  race  for 
men,  won  by  Joe  Marron;  a  water  race  for 
ladies,  won  by  Miss  E.  Taggert;  a  pushmobile 
race  for  men,  won  by  Messrs.  Jester  and  Duffy, 
a  toeing-the-line  for  ladies,  won  by  Mrs.  Printz; 
a  rescue  race  for  men  won  by  Messrs.  Jester 
and  Gordon  and  a  boat  race,  one  lady  and  one 
man,  won  by  Mr.  Gordon  and  Miss  Qtiig. 

The  special  event  of  the  day  was  a  three- 
legged  race  between  the  management  and  the 
sales  force.  The  teams  consisted  of:  (1)  Messrs. 
Wilcox  and  Jennings;  (2)  Messrs.  Thallmayer 
and  Westervelt;  (3)  Messrs.  Jester  and  Greg- 
ory; (4)  Messrs.  Woodford  and  Schreiner,  and 
(5)  Messrs.  Sheppard  and  Connelly. 

The  winners  were  Messrs.  Woodford  and 
Schreiner,  though  Manager  Wilcox  and  Assist- 
ant Manager  Jennings  only  missed  first  place  by 
a  whisker.  The  prizes  were  a  leather  belt  and  a 
silver  buckle.  These  were  duly  presented  to  the 
champion  tripeds. 

An  exciting  ball  game  was  played  between 
the  sales  force  and  the  office  force  on  one  side 
and  the  stock  room  force  on  the  other.  The 
score  was  6  to  4  in  favor  of  the  sales  and  office 
force.  Their  battery  was  Doherty,  pitcher  and 
"Dick,"  catcher;  while  the  stock  room  team 
battery  was  pitcher,  Reisenwitz,  and  catcher, 
Pollock. 

Recent  Visitors  to  the  City 

Manager  Fred  E.  Mann  and  Mrs.  Mann, 
from  the  Columbia  Co.'s  Boston  branch, 
stopped  in  Philadelphia  at  the  end  of  last  week 
on  their  way  home  from  the  meetings  of  the 
Rotary  Club  which  were  held  in  Atlantic  City. 
Field  Sales  Manager  Robert  Porter  will  be  in 
Philadelphia  for  the  month  of  July  working 
with  the  new  Columbia  manager,  P.  G.  Cum- 
(Continiied  oji  page  96) 


4 

A  trombone  with  a  sense  of  humor 


A TROMBONE  with  a  funny  bone. 
A  xylophone  with  a  college  educa- 
tion. Kettledrums  that  know  what  Cleo- 
patra looked  like — and  are  trying  to  tell. 

These  are  the  little  "finishing  touches" 
that  give  personality  to  an  Emerson  Rec- 
ord, and  make  it  something  inore  than  a 
mere  mechanically  correct  rendition. 

Emerson  song  hits  and  dance  hits  have 
the  "something  more"  that  makes  them 
stick  in  people's  minds. 

Emerson  dealers  turn  their  stock  quickly 
because  Emerson  hits  are  usually  a  couple 
of  jumps  ahead  of  competing  records  in 
getting  before  the  public.  And  people 
have  a  weakness  for  the  new  hits  while 
they  ARE  new. 


Here  are  two  of  the  "  Hits  "  announced 
in  The  Saturday  Evening  Post  of 
July  24th. 

10192 

So  Long,  Oolong,  How  Long  You 
Gonna  Be  Gone? 

Fox-Trot     .  .  Green  Brothers'  Novelty  Band 

Yokohama  ♦ 

Japanese  Fox-Trot  Knickerbocker 

Specialty  Orchestra 

10194 
Jean 

Fox-Trot   All  Star  Trio 

Wild  Flower 

Waltz   .  All  Star  Trio 

We  are  looking  for  additional  dealers  to 
handle  the  Emerson  line  in  Eastern  Penn- 
sylvania, Southern  Jersey,  Delaware,  and 
Washington,  D.  C.    Write  for  details. 


^mersoTi, 

Records  q.nd 
Phonomphs 


Tmerson  Philadelphia  Co. 

Parkway  Building 
BROAD  and  CHERRY  Streets        -:-        PHILADELPHIA,  PA. 


Distributors  of  EMERSON  RECORDS 


94 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


OniKe 


^ctoi*  Srodnciiotv 


And  to  show  our  confidence  in  the  continued  supremacy 
of  the  Victor  product,  we  announce  the  purchase  and 
improvement  of  a  modern  business  building,  with  17,500 
square  feet  of  floor  space,  to  be  used  solely  for  Victor 
merchandise. 

Thus  we  anticipate  increased  production,  and  know 
that  the  Buehn  policy  of  fair  dealing,  accurate  methods, 
and  the  Victor  Product  Exclusively  and  Wholesale 
Only,  leads  to  the  success  of  both  you  and  ourselves. 


"1  r     »  fe>f-T. 
U  II  1.  fc.Tf^ 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


95 


i 


96 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


THE  TRADE  IN  PHILADELPHIA  AND  LOG AUTY— (Continued  from  page  93) 


mins.  R.  H.  Woodford,  who  covers  the  Read- 
ing territory  for  the  Columbia,  has  been  home 
ill  for  the  past  two  weeks.  F.  W.  Zerker,  presi- 
dent of  the  Regal  Umbrella  Co.  of  York,  Pa., 
was  a  visitor  here  on  Monday  afternoon,  on  his 
way  home  from  the  Rotary  Club  meetings. 

Business  with  the  Columbia  Co.  in  June  was 
very  gratifying.  Assistant  Manager  Jennings 
says  that  the  prospects  for  July  look  promis- 
ing. "'June  has  shown  a  substantial  increase 
over  the  same  month  of  last  year,"  he  says. 
Mrs.  K.  C.  Wallace,  private  secretary  to  Mr. 
Jennings,  leaves  this  week  for  a  two  weeks' 
vacation  which  she  will  spend  at  Wildwood. 

Miss  Mae  Henderson  of  the  Victrola  depart- 
ment of  Strawbridge  &  Clothier,  is  also  away 
on  her  vacation  at  the  present  time. 

Takes  on  the  Sonora  and  Dusonto 

The  Cunningham  Piano  Co.  has  recently 
added  to  its  talking  machine  department  the 
Soriora  and  the  Dusonto  talking  machines, 
which  will  be  featured  more  than  ever  the  com- 
ing season  by  the  energetic  sales  force  of  the 
company's  talking  machine  department. 

To  Move  to  Larger  Quarters 

The  United  Music  Stores  will  shortly  move 
to  their  new  home  at  619  Cherry  street,  where 
they  will  devote  an  entire  floor  to  the  exploit- 
ing of  the  Lyric  talking  machine  records. 
To  Leave  on  Vacation 

Herbert  E.  Blake,  head  of  the  firm  of  Blake 
&  Burkart,  will  leave  this  week  for  a  two  weeks' 
vacation  which  he  will  spend  among  friends 
in  his  former  homes  near  Rochester  and  Buf- 
falo, Y.  Mrs.  Mcllwain,  head  bookkeeper  of 
the  firm,  will  leave  for  her  vacation  at  the  end 
of  this  week. 

Brunswick  Activities 

Manager  Chew,  the  local  representative  of  the 
Brunswick  Co.,  reports  that  his  business  has 
been  very  good  through  June.  Shipments  are 
getting  better,  but  the  embargo  at  present  is 
tying  the  company  up  on  outside  shipments. 
Mr.  Chew  states  that  within  the  next  two 
weeks  he  will  be  able  to  announce  several  im- 
portant new  handlers  of  the  Brunswick.  An 
unusually  large  number  of  the  Brunswick  De 
Luxe  machines  are  now  being  received  and  a 
fine  display  of  these  instruments  is  being  made 
in  their  warerooms. 

New  Pathe  Dealers 

Among  the  recently  new  dealers  in  this  ter- 
ritory to  handle  the  Pathe  are:  Ogden  Howard, 
of  Wilmington,  Del.,  and  the  Mundy  Furniture 
Co.,  of  the  same  city. 

Attended  Jobbers'  Convention  at  Atlantic  City 
H.  M.  Miller  and  T.  W.  Barnhill,  proprietors 
of  the  Penn  Phonograph  Co.,  accompanied  by 
their  wives,  as  well  as  a  number  of  members 
of  their  sales  force,  are  at  Atlantic  City  this 
week  attending  the  Convention  of  the  Victor 
Talking  Machine  Jobbers.  At  the  office  it  was 
reported  that  business  in  June  was  fair,  so  far 
as  the  jobbing  business  is  concerned,  but  the 
dealers  were  able  to  dispose  of  all  the  machines 
and  records  they  could  get  out.    Owing  to  the 


Established  1864 

Manufacturers  and 
Wholesale  Distributors 


1108  Chestnut  Street 
J'hiladelphia,  Pa. 


VICTROLAS  and 
VICTOR  RECORDS 

PLAYER  ROLLS 

WEYMANN  ""^^^^ 

String  Instruments 
and  Accessories 


THE  BEST 
RESULTS 

are  obtained  by  Victor 
dealers  concentrating 
their  entire  efforts  on  Vic- 
tor Merchandise  in  the 
talking  machine  field. 

For  extra  profits  to  the  dealer, 
we  heartily  recommend  the 
two  entirely  non  -  conflicting 
lines  which  we  are  also  dis- 
tributors of. 

A  player  roll  and  a  musical 
instrument  department  are 
both  money-makers  and  yet 
the  dealer  remains  an  exclusive 
Victor  retailer. 

Sini  fnr  catalogue 


shortage,  dealers  are  now  preparing  to  stock  up 
on  all  available  records  and  machines  anticipat- 
ing a  very  prosperous  Fall  business,  which  goes 
to  show  the  confidence  the  trade  has  in  the 
industry  generally. 

L.  P.  Brown,  of  the  Penn  sales  force,  will 
go  away  on  his  vacation  on  Saturday  of  this 
week." 

Keeping  Business  Active  in  Summer 

Walter  E.  Eckhardt,  the  Pathe  Shop  man, 
and  one  of  the  best-equipped  men.  in  the  trade, 
commenting  on  the  present  condition  of  busi- 
ness, has  this  to  say:  "I  blame  the  merchant 
if  he  finds  his  business  dull.  I  am  convinced 
in  my  own  mind,  and  from  my  observations, 
that  in  spite  of  seasons,  business  is  what  the 
merchants  make  it.  At  a  time  when  there  is 
evidence  of  a  quiet  business,  that  is  the  proper 
time  to  put  forth  unusual  efforts  and  compel 
business  to  continue,  if  you  please,  in  a  nor- 
mal state,  because  the  after-war  conditions  that 
we  have  just  passed  through  were  of  an  abnor- 
mal character. 

"It  is  the  old  stor}',  if  you  are  willing  to 
accept  conditions  as  they  occur,  business  natu- 
rally will  not  respond  because  there  is  no  defi- 
nite support.  But  there  are  so  many  different 
ways  to  stimulate  and  promote  sales,  any  one 
of  which,  if  adopted,  means  success,  that  I  can- 
not help  but  feel  that,  as  stated  above,  the  mer- 


chant or  department  manager  is  the  guardian 
of  his  own  destiny  and  success. 

"While  the  sales  potentiality  in  any  given  ter- 
ritory or  city  may  not  be  as  great  during  the 
Summer  period  as  other  parts  of  the  year,  the 
average  quota  of  sales  in  this  period  may  be 
usually  maintained  by  redoubling  efforts  and 
expanding  through  the  various  channels  at  the 
merchant's  command.  It  is,  in  my  opinion, 
lamentable  that  so  many  firms  and  corporations 
are  apparently  satisfied  to  accept  10,  IS  or  20 
per  cent  of  the  potential  sales  possibilities  of 
their  sales  institutions,  and  in  this  regard  I 
have  in  mind  a  number  of  our  large  merchants 
whom  it  has  been  my  good  fortune  to  talk  with 
during  the  past  few  months,  who  are  surprised 
to  learn,  in  comparison,  that  the  sales  of  their 
phonograph  department  are  not  over  10  per 
cent  in  some  cases  of  what  they  really  are  and 
could  be. 

"During  a  recent  survey  of  a  large  establish- 
ment with  the  managing  director,  in  one  of  the 
New  England  cities,  it  occurred  to  me  that  a 
considerable  space  of  the  house  was  utilized  by 
the  furniture  department  and  upon  inquiry  I 
was  advised  that  this  department  required  10 
per  cent  of  the  total  space  of  the  house,  al- 
though the  sales  of  the  furniture  department 
amounted  to  only  Syi  per  cent,  which  figure 
(Continued  o>i  page  98) 


MODEL  17 


NO  LOST  SALES 

Guaranteed  Immediate  Deliveries 
Service  that  Assures  Sales  &  Profit 

Write  for  Catalog 

Vitanola  Distributors  Co. 

1025  ARCH  STREET  PHILADELPHIA 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


97 


I 


The  "PENN"  has  been  on  the 
machine  map  22  years  and  has 
stood  for  a  square  deal. 


talking 
always 


TLAf^TlC 


VICTOR  SUPREMACY  is  firmly  established 
and  an  era  of  still  greater  VICTOR  prosperity 
is  here. 


Dealers  in  rev-tstng  their  policies  to  fit  new  con- 
ditions, have  at  their  service  the  experience 
of  the  Oldest  Victor  distributor  in  Philadelphia. 


PENN  PHONOGRAPH  COMPANY 


ESTABLISHED  1898 


PHILADELPHIA 

EXCLUSIVELY  WHOLESALE 


98 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Size:  12^  x  11^  x  6 


"Take  Your  Music  With  You" 


"CIROLA,"  the  only  PORTABLE  Phonograph  without  sound 
chamber;  has  twin  spring  motor;  highly  nickeled  metal  parts; 
is  finished  like  a  Piano;  built  like  a  Battleship;  folds  like  a  suit- 
case; weighs  16  lbs.;  plays  all  records  better  because  the  good 
fresh  air  is  its  sound  amplifier;  and  we  will  give  $10,000.00  for 
any  Cabinet  Phonograph  at  $100.00  that  will  produce  a  larger 
volume  of  tone.  Write  for  our  proposition  quickly.  Enterprising 
dealers  everywhere  are  rapidly  stocking  these  Spring  and  Summer 
Whirlwinds.    Covers  may  be  had  if  desired. 

CIROLA  DISTRIBUTING  CO.,  Inc. 

Distributors  of  the 
CIROLA  PHONOGRAPH 


PROMPT 
DELIVERIES 


203-04  Colonial  Trust  Bldg. 

Phone  Spruce  6340 

PHILADELPHIA,  PA. 
U.  S.  A. 


THE  TRADE  IN  PHILADELPHIA  AND  LOCAUTY— (Continued  from  page  96) 


was  not  a  just  return  for  the  space  occupied; 
whereas,  by  condensing  the  said  department 
one-third  of  its  space  at  least,  it  would  afford 
sufficient  room  for  the  furniture  department 
and  return  to  the  firm  for  the  same  space  at 
least  7  per  cent  in  the  handling  of  phonographs. 

"By  this  I  mean  to  infer  that  many  of  our 
larger  institutions  are  devoting  considerably 
more  space  than  necessary  to  a  certain  depart- 
ment, which  could  be  condensed  without  any 
material  effect  on  its  sales,  and  aflford  all  the 
space  required  for  the  maintaining  of  a  credit- 
able music  section,  which,  if  properly  and  care- 
fully administered,  would  readily  yield  more 
than  3  to  5  per  cent  of  the  total  business  of  any 
of  our  largest  institutions. 

"In  the  advancement  of  sales  promotion  for 
many  years  past  I  have  never  found  a  dull 
moment,  irrespective  of  season,  and  have  always 
found  that  the  return  fully  justified  every  effort 
advanced,  although  it  seems  a  little  difficult  at 
times,  but  the  result  is  commensurate  with  the 
effort." 

Buehn  Business  Shows  Healthy  Trend 

Louis  Buehn  &  Co.  have  been  enjoying  a 
much  better  business  in  June  of  this  year  than 
last.  "The  majority  of  our  Victor  dealers  have 
exceeded,"  they  say,  "the  business  of  a  year 
ago  owing  to  the  fact  that  they  were  able  to 
get  double  the  amount  of  records  and  machines 
of  June  a  year  ago.  As  far  as  this  organiza- 
tion is  concerned  our  business  is  continuing  in 
a  good,  steady,  reliable  way.  Our  dealers  are 
still  making  calls  upon  us  for  Victrolas,  and 
for  records,  and  we  are  trying  to  satisfy  these 
calls  by  equalizing  our  shipments  to  the  best 
of  our  ability.  As  for  the  needs  of  our  dealers 
in  the  Fall,  \ye  hope  that  the  coming  month  will 
bring  us.  sufficient  shipments  that  we  can,  as 
near  as  possible,  fill  all  demands  upon  us." 

Among  the  recent  Buehn  visitors  was  Robert 
Shipley,  representing  the  firm  of  Storm  &  Ship- 


ley, the  well-known  dealers  of  Frederick,  Md. 
Quaker  City  News  Brieflets 

S.  Friedenberg,  head  of  the  Philadelphia 
Talking  Machine  Co.,  had  very  satisfactory 
business  in  June.  Early  in  July  he  expects  to 
open  his  new  branch  at  the  southeast  corner 
of  Seventh  and  Morris  streets. 

Joseph  Freed,  of  Pittston,  Pa.,  has  purchased 
the  account  of  Fitch  &  Lamb,  and  is  remodel- 
ing the  entire  building.  He  will  carry  a  full 
\'ictor  line  in  connection  with  his  jewelry  busi- 
ness.   Six  Unico  booths  have  been  installed. 

Victor  Moore,  of  the  Penn  Phonograph  sales 
force,  will  shortly  go  on  his  vacation  to  Island 
Heights,  N.  J. 

Robert  Troop,  of  the  J.  H.  Troop  Music  Co., 
of  Harrisburg,  stopped  on  his  way  from  Har- 
risburg  to  Ocean  City,  where  he  has  taken  his 
family  for  the  Summer. 

Herbert  E.  Blake,  as  well  as  three  members 
of  his  sales  force,  will  be  in  attendance  at  the 
convention  in  July  of  Edison  dealers  in  New 
York. 

Luke  Moore,  in  charge  of  the  Edison  talking 
machine  department  at  the  store  of  N.  Stetson 
&  Co.,  has  been  able  to  resume  his  duties  after 
an  absence  of  three  weeks  due  to  illness. 
Paul  Winner  Again  in  Civilian  Harness 

Paul  Winner,  of  F.  A.  Winner  &  Son,  of 
Altoona,  Pa.,  extensive  Victor  dealers  in  that 
city,  and  who  has  seen  much  government  serv- 
ice abroad,  recently  returned  home  and  has 
assumed  his  old  position. 

New  Building  for  Porch  Brothers 

Porch  Brothers,  of  Johnstown,  Pa.,  have  pur- 
chased a  new  building  at  a  cost  of  about  $150,  - 
OOO  and  are  planning  a  very  handsome  and  up- 
to-date  Victrola  department. 

Dorney  Co.  Moves  Its  Department 

The  Dorney  Furniture  Co.,  of  AUentown,  Pa., 
exclusive  Brunswick  dealers  in  that  city,  has, 
owing  to  the  great  demand  for  Brunswick  ma- 


chines and  records,  moved  its  department  from 
the  third  to  the  first  floor  and  has  placed  an 
order  with  the   Unit  Construction   Co.  for  a 
number  of.  new  booths  and  record  racks.. 
Making  Extensive  Alterations 

Hayes  Harmon,  of  Chambersburg,  Pa.,  and 
George  J.  Palmer,  of  West  Chester,  Pa.,  are 
making  extensive  alterations  in  their  stores. 
New  Emerson  Dealers  Appointed 

The  Emerson  Philadelphia  Co.  has  just  re- 
ceived its  first  shipment  of  the  new  Emerson 
phonographs.  They  are  beauties  in  every  sense 
of  the  word,  and  Mr.  Fox  believes  he  is  going 
to  have  a  very  large  business  on  these  ma- 
chines from  the  orders  already  in  hand.  Three 
new  Emerson  dealers  have  just  been  appointed 
in -this  territory:  P.  Dunham  &  Co.,  of  Trenton, 
N.  J.;  the  Diehl  Furniture  Co.,  of  Palmerton^ 
Pa.;  and  the  West  Hazleton  Supply  Co.,  of 
West  Hazleton,  Pa.  The  latter  firm  has  just 
had  an  opening.  Mr.  Fox  is  arranging  to  make 
a  complete  trip  covering  his  entire  territory. 
No  definite  decision  has  as  yet  been  made  on 
the  new  home  of  the  Emerson  Philadelphia  Co. 

Urges  Early  Buying  of  Stock  for  Winter 

John  A.  Scott,  the  high-light  of  the  Solotone 
Mfg.  Co.,  reports  that  business  has  been  very 
good,  and  he  is  very  optimistic  as  to  the  future. 
This  is  shown  in  the  fact  that  the  company  is 
working  all  its  factories  to  the  limit  and  is 
getting  out  as  big  a  stock  as  possible.  It  is 
also  engaging  as  much  store  room  as  is  avail- 
able. Anticipating  the  bad  transportation  prob- 
lems that  are  likely  to  be  encountered  this  Fall. 
Mr.  Scott  says  the  company  is  urging  its  deal- 
ers to  lay  in  its  Winter  stock  as  soon  as  pos- 
sible. He  does  not  believe,  at  least  for  the  next 
two  years,  that  there  is  going  to  be  any  mate- 
rial reduction  in  the  cost  of  machines,  in  labor 
or  in  materials  used  in  construction. 


LYRIC  RECORDS 

The  Lyric  records  are  lateral  cut 
and  will  play  on  any  machine. 
New  issues  August  1st,  1920. 
Write    for    catalogs   and  discounts 

UNITED  MUSIC  STORES 

1124  Walnut  St.,   PhiladelpMa,  Pa. 

Exclusive  Philadelphia  Jobbers  of 

LYRIC  RECORDS 
CONNORIZED  MUSIC  ROLLS 
PIANOSTYLE  MUSIC  ROLLS 


MOTORS— TONE  ARMS 

We  Can  Furnish  Any 

HEINEMAN   or  MEISSELBACH 
Motor  or  Tone- Arm  or  part  at  factory  prices. 

Send  for  catalog,  enclosing  trade  card 

EVERYBODY'S  TALKING  MACH.CO. 

Authorized  Distributors 
Helneman  &  Melsselbach  Motors 
38  N.  8th  Street,  Philadelphia,  Pa. 


I 


The  Talking  Machine  World,  New  York,  July  15,  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street       -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.     SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO  SAN  FRANCISCO  LONDON,  ENG* 


DEAN  NEEDLES 

We  manufacture  the  famous  Dean  Needles — Quality — 
Puritone,  Cleartone,  Truetone  are  known  all  over  the  world. 


We  can  make  you  an  at- 
tractive needle  proposition. 
Have  you  ever  tested  our 
gold  or  silver  plated 
Needles? 

Write  for  Information. 


GENERAL  PHONOGRAPH  CORPORATION 


FACTORIES:— 
PUTNAM,  CONN. 

CHICAGO 


OTTO  HEINEMAN,  President 
25  West  45th  Street       -  - 

NEWARK,  N.  J. 
SPRINGFIELD,  MASS. 


New  York 


TORONTO 


SAN  FRANCISCO 


ELYRIA,  O. 
KITCHENER,  ONT. 

LONDON,  ENG. 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


ATLANTA  TRADE  CONDITIONS  GOOD 


Dealers  All  Declare  Business  Is  Steady  and 
Shipments  Are  Coming  Through — Columbia 
and  Brunswick  Lines  Taken  On — New  Store 
Opened  by  Phillips  &  Crew  Co.  in  Savannah 


Atlanta,  Ga.,  July  6. — Conditions  in  the 'trade 
in  this  city  during  June  have  been  satisfactory. 
Several  changes  and  additions  in  stores  have 
been  made  and  the  talking  machine  business  is 
constantly  broadening  and  enlarging. 

The  Zaban  Furniture  Co.,  former  Columbia 
dealer,  has  qualilied  as  a  Brunswick  dealer  and' 
has  installed  the  complete  line  of  Brunswick 
phonographs  and  records.  E.  E.  Thornton,  fijr- 
m.erly  Columbia  traveler  in  Tennessee  and  Ala- 
bama and  for  many  years  identified  locally  witii 
some  of  the  largest  talking  machine  stores,  is 
the  manager  of  this  department  and  reports  a 
large  business  and  enthusiastic  reception  for  the 
Brunswick  line. 

The  Myers-Miller  Furniture  Co.  has  taken 
on  the  Columbia  line  and  installed  an  up- 
to-date    phonograph    department.     Miss  Lila 


Gordon,  formerly  in  the  Columbia  department 
of  the  Haverty  Furniture  Co.,  this  city,  is  in 
charge. 

The  Phillips  &  Crew  Piano  Co.,  the  oldest 
Victor  dealer  in  Georgia,  of  whom  it  was  re- 
cently announced  in  these  columns  that  they  had 
opened  a  store  in  Savannah,  Ga.,  continues  to  do 
an  excellent  business  in  both  the  Atlanta  and 
Savannah  stores.  Victor  product  seems  to  be 
coming  through  in  larger  volume  than  for  a  long 
time  and  this  concern  with  others  is  sharing  in 
the  benefits  afforded  by  a  better  supply. 

The  Columbia,  Victor,  Edison,  Sonora,  Pathe 
and  Brunswick  distributors  or  branches  all  re- 
port a  large  and  constantly  increasing  volume  of 
business. 

The  Haverty  Furniture  Co.  has  recently  con- 
centrated all  its  energies  on  the  Columbia 
Grafonola  and  Columbia  records,,  has  remodeled 
and  enlarged  the  record  and  hearing  rooms  and 
is  using  larger  advertising  space  on  this  old  and 
popular  line  than  has  ever  been  taken  in  the 
local  papers  before.  Their  business  in  Birming- 
ham, Ala.;  Savannah,  Ga.;  Columbia  and 
Charleston,  S.  C,  and  in  certain  Te.xas  cities. 


FAULTLESS 


PIVOT  BEARING 


CASTERS 


Casters  that  roll  easily  across  the  floor — and 
smoothly.    No  clatter — no  unsteadiness. 

Simple  construction — no  complicated  parts  to 
get  out  of  order,  nothing  to  retard  easy 
movement.  Strong— plenty  of  metal  in 
required  places  to  resist  strains. 

Silent — neat  appearing — a  real  necessity  to 
YOUR  talking  machine,  these  FAULTLESS 
CASTERS. 


Made  with  leather,  fibre,  felt,  steel 
and  Hgnum  vitae  wheels.  A  word 
from  you  puts  all  our  caster 
experience  at  your  service  and 
brings  you  a  copy  of  Faultless 
Catalog  "G". 

FAULTLESS 
CASTER  COMPANY 

EVANSVILLE,  INDIANA 


Full  Size— C.65 


"Move  the  FAULTLESS  Way" 

Eastern  Sales  Office: 
Geo,  Mittleman,  200  Fifth  Avenue,  N.  Y. 


11 


IT  ^T  FV'Q  GRAPHITE  PHONO 
mmjij^  m-i  m    ij  SPRING  LUBRICANT 

llsley's  Lubricant  makes  the  Motor  make  sood 

Is  prepared  In  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.    Remains  in  ftsoriifinal  form  indefinitely. 
Put  up  in  L  3,  10,23  and  30-pound  cans  for  dealeri. 


This  lubricant  is  also  put  up  ii 
each  under  the  trade  name  of 


4-ounce  cans  to  retail  at  25  cents 


FTTRFKA  NOISELESS  talking 

J-i^MVl-iJ^fl.    MACHINE  lubricant 

IV rite  for  special  proposition  to  jobbers. 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St.,  New  York 


also  Memphis,  Tenn.,  is  reported  as  flourishing 
and  growing.  A  recent  issue  of  the  Memphis 
Sunday  Commercial-Appeal  carried  a  full-page 
advertisement  on  the  Columbia  line. 


PATHE  DEALERS  MEET  IN  OMAHA 

Large  Gathering  Convene  as  Guests  of  Wright 
&  Wilhelmy — Interesting  Addresses  Made — 
May  Decide  to  Form  Permanent  Association 


Omaha,  Neb.,  July  10. — A  large  attendance  of 
Pathe  dealers  in  this  State  was  reported  at  the 
first  annual  Pathe  Dealers'  Convention  held  at 
the  headquarters  of  Wright  &  Wilhelmy  Co., 
Pathe  distributors,  of  this  city,  on  July  9-10. 
An  address  of  welcome  was  given  by  J.  David 
Lars..on,  commissioner  of  the  Omaha  Chamber 
of  Commerce.  Inspiring  addresses  were  made 
by  James  Watters,  secretary,  and  H.  N.  Mc- 
Menimen,  managing  director  of  the  Pathe 
Freres  Phonograph  Co.,  who  journeyed  from 
Pathe  headquarters  in  Brooklyn  to  attend  this 
"get-together"  meeting.  Entertainment  was  fur- 
nished by  two  celebrated  Pathe  artists,  Marion 
Cox  and  Lewis  James.  At  the  close  of  the  ses- 
sion opportunity  was  given  to  all  dealers  to  give 
the  expression  of  their  views  on  the  various 
daily  problems  that  arise.  As  additional  enter- 
tainment the  Wright  &  Wilhelmy  Co.  planned  a 
Matinee  orpheum  party  for  the  ladies  and  all 
delegates  journeyed  to  Krug  practically  at  night. 
As  the  outcome  of  this  convention  it  is  ex- 
pected that  the  Pathe  Dealers'  Association  will 
shortly  be  formed  in  this  section  of  the  country. 


NEW  QUARTERS  FOR  SHARMAT  &  SON 

R.    B.    Henry    Joins    Organization    to  Sell 
Vitanolas  and  Lyric  Records 


Boston,  Mass.,  July  6.— S.  W.  Sharmat  &  Son, 
at  5  Bromfield  street,  have  been  so  successful  in 
marketing  the  Vitanola  and  the  Lyric  records 
that  they  have  been  obliged  to  secure  larger  quar- 
ters and  the  last  of  June  they  moved  to  quar- 
ters four  times  as  large  as  those  now  occupied 
on  the  floor  below  in  the  same  building.  R.  B. 
Henry,  formerly  sales  engineer  of  another  talk- 
mg  machine  concern,  has  associated  himself  with 
the  Sharmat  interests. 


HELD  FOR  FALSE  REPRESENTATION 


Raymond  L.  O'Neil  and  his  wife,  Liana  Rose 
O'Neil,  who,  according  to  Federal  officials,  were 
until  recently  selling  talking  machines  and  rec- 
ords on  Broadway,  near  Forty-second  street,  as 
the  Associated  Music  Publishers  of  New  York, 
were  held  in  $3,750  bail  each  in  the  Federal 
Court  on  June  28  on  an  indictment  charging  use 
of  the  mails  to  defraud  buyers.  Assistant  United 
States  Attorney  Simmons  says  they  falsely  rep- 
lesented  they  were  authorized  agents  for  stand- 
ard types  of  talking  machines. 


lod 


tMe  talking  machine  WOkLD 


July  15,  1920 


The  Home  of 

Peerless  Albums 


22,000  square  feet  devoted  solely  to  the 
manufacture  of  PEERLESS  ALBUMS 


Standard 
Grade 


THIS  plant  represents  the  most  modern  and  com- 
pletely equipped  Album  Factory  on  the  continent. 

The  product  of  the  organization — Peerless  Albums — 
is  in  keeping  with  the  high  standard  set  by  the  fore- 
most talking  machine  company  in  the  world. 

From  this  plant  90%  of  the  Victor  distributors  in  the  United 
States  secure  their  supply  of  record  albums.  If  you  are  of  the 
remaining  10%  we  would  like  to  quote  you. 


PEERLESS  ALBUM  COMPANY 

PHIL  RAVIS,  President 

43-49  Bleecker  Street  NEW  YORK  CITY 


Peerless 
Metal  Back 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


101 


National  Association  of  Talking 
Machine  Jobbers  Holds  Convention 


1  Fourteenth  Annual  Gathering  of  Victor  Jobbers  Held  at  Hotel  Traymore,  Atlantic  City,  June  28-29  Best  Attended  J 
I  Meeting  in  History  of  Organization — President  Eldridge  R.  Johnson  Electrifies  Banqueters  With  Masterful  J 

1  Address — Spirit  of  Optimism  and  Confidence  Rules — L.  C.  Wiswell  Elected  President  1 


lllilllllllllll 

Atlantic  City,  N.  J.,  July  1. — The  annual  con- 
vention of  the  National  Association  of  Talking 
Machine  Jobbers,  held  at  the  Hotel  Traymore 
on  Monday  and  Tuesday  of  this  week,  was  with- 
out question  the  largest  and  most  successful 
gathering  of  that  organization  ever  held  and 
the  strictly  constructive  results  of  the  various 
business  conferences  were  well  worthy  of  the 
interest  taken  in  the  meetings. 

The  presence  at  the  convention  for  the  first 
time  of  Eldridge  R.  Johnson,  president  of  the 
Victor  Co  ,  and  the  opportunity  it  gave  the  job- 
bers to  get  in  close  touch  with  this  prominent 
figure  of  the  talking  machine  trade,  as  well  as 
with  many  other  Victor  oflicials  and  depart- 
ment heads  who  attended,  was  a  feature  that 
was  greatly  appreciated  and  the  delegates  went 
away  with  a  new  conception  of  the  mighty  brain 
that  directs  the  destinies  of  the  Victor  organi- 
zation. 

Throughout  the  convention  there  was  a  dis- 
tinct tendency  to  build  for  the  future  and  let  the 
past  take  care  of  itself.  The  reports  and  dis- 
cussions in  practically  e-very  instance  had  to  do 
with  ways  and  means  for  merchandising  Victor 
products  most  efficiently  during  the  coming 
year  and  were  constructive  in  the  fullest  sense. 

.The  messages  brought  from  the  Victor  factory 
by  officials  and  department  heads,  indicative  of 
the  steady  progress  that  is  being  made  in  de- 
veloping the  facilities  and  increasing  the  out- 
put of  Victor  goods,  proved  particularly  encour- 
aging to  the  jobbers  who  attended  the  meetings. 
It  gave  many  of  them  a  new  conception  of  what 
was  being  accomplished  for  their  benefit  at  the 
factory. 

The  convention  attracted  practically  100  per 
cent  of  the  entire  Association  membership,  a 
number  of  the  delegates  arriving  a  week  or  more 
in  advance  of  the  session  in  order  to  attend  the 
big  international  Rotary  Convention  and  the 
meetings  of  the  several  music  trade  bodies  held 
last  Friday  and  Saturday,  or  simply  to  enjoy 
a  little  longer  vacation  at  the  seashore. 

Incidentally,  it  may  be  mentioned  that  the 
jobbers  did  not  confine  their  attention  wholly  to 
purely  trade  matters,  but  displayed  a  real  in- 
terest in  national  questions  calculated  to  aflfect 
business  generally.  The  action  taken  on  the  two 
important  referenda  governing  labor  conditions, 
as  submitted  by  the  Chamber  of  Commerce  of 
the  United  States,  of  which  body  the  Associa- 
tion is  a  member,  indicated  plainly  its  wide 
interest  in  questions  of  moment, 
g'liiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I      President  Michel's  Report  | 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinniiJiiNiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiniiniiin 

President  Mickel  in  his  report  said:  "This  is 
^  the  fourteenth  convention  of  the  National  Asso- 
ciation and  for  the  first  time  in  the  history  of  this 
organization  every  jobber  of  Victor  products  in 
the  United  States  is  a  member.  This  should  be 
very  gratifying  to  us  and  a  fact  on  which  we  can 
be  congratulated. 

"During  the  past  year  two  executive  com- 
mittee meetings  have  been  held,  the  first  one 
November  18-19,  1919,  at  which  meeting  mat- 
ters that  had  been  referred  to  the  committee  at 
the  previous  annual  meeting  in  July  were  taken 
up. 

"Our  second  executive  meeting  was  an  open 
meeting,  one  with  which  you  are  all  familiar 
and  which,  perhaps,  was  the  most  successful 
and  enthusiastic  meeting  ever  held  by  this 
committee.     This  was  along  educational  lines 


lllll 

and  of  very  practical  benefit  to  everyone  in  it. 
Ihe  first  day's  session  was  held  in  Chicago 
March  22  and  the  second  session  in  New  York 
on  the  24th  of  March.  At  the  close  of  these 
meetings  an  executive  committee  meeting  was 
held  at  Philadelphia. 

"I  strongly  recommend  that  an  open  executive 
meeting  be  held  each  year,  one  in  the  West  and 
one  in  the  East. 

"We  are  facing  the  most  important  period  of 
our  history  as  an  organization.  With  fewer 
distributors,  with  larger  increased  production 
and  stronger  competition  we  must  determine 
among  ourselves  that  we  will  make  the  National 
Association  of  Talking  Machine  Jobbers  the 
strongest  sales  organization,  individually  and 
collectively,  that  is  in  this  country  for  the  mar- 
keting of  any  line  of  talking  machines. 

"We  have  the  brains,  industry,  energy,  expe- 
rience and  initiative  necessary  and  we  must 
bring  them  to  bear  on  our  problems.-  I  again 


Geo.  E.  Mickel 

reiterate  that  we  need  closer  and  more  friendly 
co-operation  among  ourselves. 

"Some  of  our  members  may  have  larger  vision 
than  others — then  let  the  others  see  it.  Some  may 
be  better  advertisers;  if  so,  give  us  the  tip — some 
better  merchandisers,  and  if  so  put  us  wise.  We 
must  assume  the  responsibility  of  leadership  in 
our  different  communities  in  the  talking  machine 
line. 

"Every  member  of  this  organization  is  held 
responsible  for  the  success  and  stability  of  his 
own  business,  but  it  is  not  enough  for  us  to 
think  only  of  the  present.  The  man  among  us 
to-day  who  does  not  look  to  the  future  with 
every  confidence  in  himself  and  the  Victor  line 
is  not  only  standing  still,  but  is  falling  behind. 
We  must  get  the  vision  of  the  possibilities  in 
our  line.  Let  us  be  always  alert  to  every  oppor- 
tunity to  advance  Victor  representation.  Let  us 
strengthen  our  own  organization  wherever  pos- 


Officers  of  the  National  Association  of  Talk- 
ing Machine  Jobbers  for  1920-1921 


President,  Lester  C.  Wiswell 
Vice-president,   Louis  Buehn 
Secretary,  A.  A.  Trostler 
Treasurer,  W.  H.  Reynalds 


sible,  for  it  was  never  so  necessary  as  it  is  to-day 
for  us  to  have  active  and  efficient  organizations. 
We  should  keep  before  us  continually  the  pur- 
pose of  inspiring  the  dealers  with  a  larger  con- 


ception and  a  keener  appreciation  of  Victor 
goods.  Let  us  have  but  one  yardstick  on  our 
action,  'Is  this  best  for  Victor  representation?'  " 
^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I        Report  of  the  Secretary  | 

PainiimiiiiiiiiiiiiiiiiiiiiiiiiiiniiMiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

The  next  report  was  that  of  the  secretary," 
A.  A.  Trostler,  who  covered  the  activities  of  his 
department  during  the  past  year  in  a  careful  and 
complete  manner.    The  report  in  full  follows: 

"Your  secretary  takes  pleasure  in  giving  you 
a  resume  of  the  work  done  in  this  office  during 
the  past  year.  There  has  been  nothing  of  im- 
portance \x>  take  up  with  our  members  the  past 
year.  The  little  that  has  been  necessary  you  re- 
ceived written  reports  on.  You  obtained  in  per- 
son all  information  and  activities  of  your  execu- 
tive committee  when  you  attended  either  the 
Chicago  or  New  York  open  executive  meetings 
this  last  Spring,  and  while  on  this  subject  1 
want  to  say  that  98  per  cent  of  our  membership 
was  represented  at  the  combined  meetings. 

"During  the  past  twelve  months  we  lost  the 
membership  of  Collistcr  &  Sayle,  Cleveland,  O., 
which  was  absorbed  by  the  Cleveland  Talking 
Machine  Co.  We  lost  the  membership  of  A. 
Hospe  &  Co.,  of  Omaha,  Neb.,  which  was  ab- 
sorbed by  Ross  P.  Curtice  Co.,  at  Lincoln,  and 
who  have  moved  their  jobbing  plant  from  Lin- 
coln to  Omaha,  Neb.  This  reduces  our  mem- 
bership two  members,  but  we  added  the  Ameri- 
can Phonograph  Co.,  Burlington,  Vt.,  and  the 
Ohio  Talking  Machine  Co.,  Cincinnati,  O.,  mak- 
ing our  membership  to-day  seventy-three  parent 
houses  for  full  membership  and  seven  branch 
houses  for  branch  memberships.  Total  mem- 
bership, eighty. 

"It  is  indeed  gratifying  to  report  to  you  that 
we  have  no  delinquent  members  in  our  Associa- 
tion.  All  dues  have  been  paid  to  August,  1920. 

"At  this  particular  time  I  want  to  ask  the 
members  of  this  Association  to  stand  for  a 
minute  with  bowed  heads  in  respect  for  our  lost 
members,  M.  G.  Price,  of  Newark,  N.  J.,  and  O. 
K.  Houck,  of  Memphis,  Tenn.  It  was  indeed  a 
grievous  duty  for  your -secretary  to  convey  to 
the  families  of  these  members  our  profound 
sorrow  in  their  bereavement. 

"You  have  all  been  advised  of  the  new  ap- 
pointments at  the  Victor  Talking  Machine  Co., 
Sales  Manager  J.  S.  Macdonald  and  Assistant 
Sales  Manager  Edward  J.  Dingley,  to  whom  this 
office  sent  our  congratulations  and  our  earnest 
support  at  all  times. 

"1  have  kept  in  close  touch  with  the  factory 
so  that  should  anything  of  importance  come  up 
I  would  then  be  in  position  to  advise  our  mem- 
bers. I  have  found  this:  That  the  Victor  Co. 
are  not  leaving  a  stone  unturned  to  bring  their 
plants  to  capacity  production,  and  while  on  this 
subject  I  desire  to  call  your  attention  to  a 
statement  made  at  the  convention  in  1919  in 
which  we  were  told  the  necessity  of  doing  extra 
sales  work  because  of  the  increased  production 
that  the  Victor  Co.  would  have  last  Fall.  In  turn, 
I  want  to  say  that  we  are  nearer  to  this  tremen- 
dous production  to-day  than  we  were  twelve 
months  ago.  I  mean  by  this  that  we  will  have 
Victor  goods  this  Fall,  not  all  that  you  or  your 
dealers  can  sell,  but  more  than  we  ever  had  be- 
fore, and  it  is  up  to  us  to  put  forth  our  right 
foot  in  the  right  direction  along  educational  and 
sales  lines  because  we  must  be  awake  to  the 
situation  of  a  larger  output  from  now  on,  so 
{Continued  on  page  102) 


102 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  101) 


this  thing  of  simply  marking  Victor  goods  with 
your  dealer's  name  and  shipping,  is  nearly  a 
thing  of  the  past,  because  the  Victor  Co.  are 
going  to  give  us  Victor  goods. 

"Your  executive  committee  has  held  three 
meetings  as  follows;  November,  1919;  March, 
1920,  and  June,  1920. 

"Your-  Association  has  been  asked  by  the 
Chamber  of  Commerce  of  the  United  States  to 
vote  on  two  referendums,  No.  29,  which  was 
answered  in  the  affirmative,  and  No.  30,  which 
was  answered  in  the  negative. 

"Now  that  your  secretary's  duties  are  at  a 
close,  I  wish  to  take  this  opportunity  to  thank 
each  and  every  one  of  you  for  the  wonderful  sup- 
port you  have  extended  to  me  during  my  ad- 
ministration as  secretary  of  this  Association,  and 
I  want  to  assure  you  that  I  consider  it  a  great 
honor  to  have  been  elected  to  this  office.  I 
have  kept  your  president  advised  on  all  subjects 
pertinent  to  our  Association  and  he  in  turn  has 
kept  me  advised  on  matters  pertaining  to  my 
office." 

Excellent  Financial  Report 

The  treasurer's  report,  presented  by  W.  H. 
Reynalds,  covered  the  financial  affairs  of  the 
Association  and  showed  that  the  organization 
was  in  a  healthy  financial  condition. 


I  Legislative  Committee's  Report  i 


J.  Newcomb  Blackman,  as  chairman  of  the 
legislative  committee,  gave  an  important  and 
interesting  report  covering  the  many  legal  affairs 
of  the  Association  during  the  past  year.  The 
report  was  as  follows: 

"As  is  usual,  there  has  been  considerable  de- 
velopment along  legislative  and  judicial  lines  af- 
fecting our  industry  since  our  convention  a  year 
ago.  At  that  time  the  subject  of  greatest  im- 
portance was  the  theli  recent  decision  by  the 
United  States  Supreme  Court  in  the  well-known 
Colgate  case.  By  this  decision  the  right  to  re- 
fuse to  sell  was  sustained  and  the  Association's 
counsel,  Gilbert  H.  Montague,  rendered  a  very 
valuable  opinion  in  which  he  interpreted  its 
meaning  for  our  purposes. 

"Perhaps  I  may  safely  say  that  we  have  been 
winning  in  the  courts  and  have  paved  the  way 
steadily  for  legislation  that  will  either  give  or 
restore  to  us  rights  which  we  claim  the  raanu- 


Robert  Steinert,  Herbert  Shoemaker,  Mr.  and 
Mrs.  Kenneth  Reed 

facturer,  wholesaler  and  dealer  in  honest  mer- 
chandise and  methods  is  entitled  to.  However, 
until  such  time  as  pending  decisions  more  clear- 


Attendants  at  the  General  Convention  of  the  National  Association  of  Talking  Machine 


ly  define  our  right,  obligations  and  restrictions 
the  law  of  common  sense  and  good  business 
judgment  used  by  each  of  us  individually,  backed 
with  the  courage  of  conviction,  will  be  the  only 
safe  course  for  us  to  pursue. 

"We  are  fortunate  in  having  on  the  legal  staff 


nothing  will  be  overlooked  that  will  insure  the 
eventual  passing  of  the  Stephens  bill,  or  some 
similar  legislation  which  will  make  less  neces- 


J.  Newcomb  Blackman 

of  the  Victor  Talking  Machine  Co.  to-day  the 
very  best  counsel  obtainable.  Under  the  guid- 
ance of  such  men  as  ex-Supreme  Court  Justice, 
Hon.  Chas.  E.  Hughes,  and  ex-Assistant  Attor- 
ney General,  Hon.  James  M.  Beck,  we  should 


A  New  England  Group 

sary  decisions  of  the  court  favorable  to  our 
cause. 

"We  should  not  be  discouraged,  for  it  takes 
time  and  hard  effort  to  accomplish  anything 
worth  while.  The  outlook  is  very  bright  and  I 
am  sure  your  executive  committee  will  be  fully 
competent  to  carry  on  our  activities  and  will 
realize  the  importance  of  stimulating  rather  than 
diminishing  our  activities  along  legislative  and 
legal  lines. 

"Concluding,  I  wish  to  assure  the  general 
membership  and  particularly  your  officers  and 


Left  to  right:  W.  M.  Evans,  F.  W.  Schwoebel 

W.  G. 

feel  secure.  Then  we  have  our  own  able  and 
well-known  counsel,  Gilbert  H.  Montague. 

"As  practically  our  entire  membership  was 
represented  and  heard  Mr.  Montague  talk  at 
our  meetings  in  New  York  and  Chicago  in 
March,  I  hope  it  will  be  unnecessary  for  me  to 
emphasize  the  value  of  his  counsel  and  advice 
to  our  membership. 

"My  regret  will  be  shared  by  all,  I  am  sure, 
at  his  inability  to  be  present,  as  expected,  to 
address  us  in  convention.  However,  his  report, 
entrusted  to  me  to  read,  should  have  the  most 
careful  consideration  and  not  only  be  absorbed 
but  retained  in  our  minds  and  govern  us  in  our 
daily  business. 

"My  position  as  a  member  of  the  executive 
committee  of  the  American  Fair  Trade  League 
enables  me  to  say  that  under  the  advice  of  the 
League's  counsel,  Hon.  Jos.  E.  Davies,  former 
chairman   of  the   Federal  Trade  Commission, 


Thos.  F.  Green,  Lloyd  Spencer,  Sam  Fox  and 
Garlan 

executive  committee  of  my  full  appreciation  of 
the  hearty  support  I  have  received  as  chairman 
of  the  legislative  committee. 

"The  responsibility  of  every  member  and  the 
way  we  meet  it  will  not  only  affect  our  own 


Chas.  Womeldorff,  Toledo  Talking  Machine  Co.;  R.  H. 
Morris,  American  Talking  Machine  Co.;  C.  L.  Price, 
Ormes,    Inc.;    E.    C    Gallo,    Horton-Gallo-Creamer  Co. 


July  IS,  1920 


THE   TALKING    MACHINE  WORLD 


103 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  102) 


Jobbers,  Held  at  the  Hotel  Traymore,  Atlantic  City,  N.  J.,  June  28  to  29,  1920 


standing  and  good  will,  but  reflect  credit  or 
olherwise  to  our  entire  organization,  as  well  as 


Dan  A.   Creed,  Joseph   C.  Roush,  Arthur  A. 
Trostler  and  Thomas  Towell 

the  dealers  with  whom  we  should  be  a  guiding 
force  by  example. 

"In  this  respect,  my  message  in  the  form  of  a 
full-page  announcement  appearing  in  the  next 
issues  of  the  trade  papers  will  further  empha- 
size my  convictions." 

Reports  of  Other  Committees 

The  arrangements  committee,  consisting  of  L. 
C.  Wiswell,  chairman;  H.  Goldsmith,  H.  Miller, 
C.  K.  Bennett  and  C.  L.  Price,  reported  on  the 
work  done  to  make  the  various  functions  of  the 
convention  go  ofif  smoothly  and  was  warmly 
cofnplimented  on  its  good  work. 

The  press  committee  in  its  report  expressed  its 
appreciation  of  the  work  of  the  trade  papers  in 


Left  to  Right:  O.  L.  Neal,  Buffalo  Talking  Machine 
Co.;  Emil  Blout;  H.  T.  Barnhill,  Penn  Phonograph  Co.; 
Lester  Burchfield,  Sanger  Bros. 

giving  publicity  to  the  doings  of  the  Association 
during  the  year. 

Memorial  Resolutions  Adopted 

The  committee  on  resolutions,  composed  of 
French  Nestor,  George  Stewart  and  J.  F.  Bow- 
ers, presented  a  resolution  on  the  death  of 
Oliver  Kershner  Houck  of  Memphis,  Tenn., 
which  was  unanimously  adoDted.  The  resolu- 
tion was  as  follows: 

"Oliver  Kershner  Houck,  good  friend,  good 
son,  good  citizen,  is  no  more.  He  passed  away 
on  May  30  last  at  his  home  in  the  city  of  Mem- 
phis, Tenn.,  in  the  season  he  loved  most,  the 
season  of  sunshine,  music  and  flowers,  the  one 
which  gave  him  relief  from  the  cruel  malady 
which  afflicted  hiin  and  against  which  he  strug- 


gled for  so  many  painful  years.  Our  organiza- 
tion has  lost  a  staunch  member  and  supporter 
and  meet  it  is  we  set  it  down  that  the  world 
is  poorer  by  his  loss.  The  National  Associa- 
tion of  Talking  Machine  Jobbers  in  annual  con- 
vention assembled  at  Atlantic  City,  N.  J.,  places 
itself  on  record  as  tendering  to  his  stricken  fam- 
ily and  business  associates  of  a  lifetime  its 
sincere  and  heartfelt  sympathy  in  their  bereave- 


H.  T.  Barnhill  H.  F.  Miller 

The  Men  Who  Put  the  Penn  Dog  on  the  Map 

ment  and  direct  that  this  minute  to  his  memory 
be  spread  upon  its  records  and  a  copy  suit- 
ably prepared  sent  to  the  mourning  family  of 
cur  loved  and  lamented  comrade.  After  life's 
fitful  fever  he  sleeps  well." 

A  further  resolution  in  memory  of  M.  G.  Price 
was  adopted  and  read  as  follows:  "In  the  death 
of  M.  G.  Price,  an  old  and  tried  member  of 
this  body,  the  National  Association  of  Talking 
Machine  Jobbers  has  lost  a  valued  friend  and 
associate  and  deeply  mourns  his  loss.  We  ex- 
tend to  his  loved  ones  and  his  business  associates 


Roy  Marshall  and  Geo.  H.  Bliss 

our  deep  and  heartfelt  sympathy  in  their  be- 
reavement and  direct  that  this  minute  of  ap- 
preciation and  respect  for  his  memory  be  spread 
upon  our  records  and  a  copy  sent  to  his  mourn- 
ing family." 


Endorse  Important  Labor  Referenda 

During  the  course  of  the  afternoon  the  Asso- 
ciation went  on  record  as  endorsing  unanimous- 


Mr.  and  Mrs.  W.  C.  DeForeest  and  Mr.  and 
Mrs.  C.  M.  Andrews 

ly  Referendum  No.  31  sent  out  by  the  Chamber 
of  Commerce  of  the  United  States  of  America, 
on  the  report  of  the  Committee  on  Industrial 
Relations  regarding  employment  relations, 
favoring,  among  other  things,  the  open  shop,  the 
subjection  of  both  employers'  and  employes' 
associations  to  legal  authority  and  making  other 
important  recommendations  relative  to  the  re- 
lationship of  employers  and  employes,  includ- 
ing means  for  the  adjustment  of  employment  re- 


L.  C.  Wiswell  and  Miss  Wiswell 

lations  and  a  settlement  of  industrial  disputes. 

The  Referendum  condemns  organizations  of 
Government  employes,  national.  State  and 
municipal,  as  opposed  to  community  welfare, 
and  states:  "In  public  service  activities  the  pub- 
lic interest  and  well-being  must  be  the  para- 
mount and  controlling  consideration.  The 
power  of  regulation  and  protection  exercised  by 
the  State  over  the  corporation  should  properly 
extend  to  the  employes  in  so  far  as  they  be  neces- 
sary to  assure  the  adequate,  continuous  and  un- 
impaired operation  of  public  utility  service." 

The  Association  also  endorsed  Referendum 
No.  32  on  the  report  of  the  special  committee  on 
public  utilities  concerning  the  regulation  of  em- 
ployment relations  to  public  service  corpora- 
tions and  reading: 

1.  That  strikes  by  employes  of  all  public 
service  corporations,  performing  public  services, 
essential  to  the  lives,  health,  security,  comfort 
(^Continued  on  page  105) 


104 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


To  the  Users  of  Varnish  Dry 
Kilns— Please  Take  Notice: 


.HE  equipment  manufactured 
by  Drying  Systems,  Inc.,  and 
A.  S.  Nichols  Company,  sole 
licensees  under  the  Grosvenor 
Patent,  is  the  result  of  highly 
specialized  knowledge,  careful 
experimentation  and  years  of 
development. 

Eliminate  entirely  the  hazards 
which  always  accompany  the 
use  of  makeshift,  improvised  dry- 
ing equipment. 

Install  our  equipment  —  speed 
production  and  guarantee  qual- 
ity and  appearance  of  finish 
through  absolute  control  of  heat 
and  moisture  within  the  drying 
room,  no  matter  what  these 
conditions  may  be  outside. 


THE  introduction  of  the  Grosvenor  Process 
of  drying  varnish  and  other  siccative  coatings 
  by  subjecting  them  to  heat  and  moisture  in 

certain  balanced  relations  has  revolutionized  this 
phase  of  the  industry  during  the  last  ten  years. 

The  owners  of  the  basic  patent  (Grosvenor  Patent — 
No.  1,186,477)  were  the  pioneers  in  the  application 
of  this  process  and  in  the  development  of  apparatus 
to  make  these  applications  practicable. 

Notwithstanding  the  well-established  prior  right  and 
ownership  of  the  basic  patent,  infringing  apparatus 
making  use  of  this  Process  is  still  being  offered  to 
the  trade. 

The  undersigned  has  always  sought  to  palliate  these 
evils  by  amicable  and  fair  adjustment  and  its  record 
is  substantial  proof  of  its  reluctance  to  subject  pur- 
chasers of  infringing  apparatus  to  embarrassment  and 
financial  loss. 

Where,  however,  it  is  impossible  to  estop  the  manu- 
facture and  sale  of  infi'inging  apparatus  which  may 
be  used  in  carrying  out  this  Process  by  direct  recourse 
to  the  manufacturers  and  sellers  thereof,  the  only 
course  left  is  for  us  to  bring  suit  for  recovery  of 
damages  against  the  users  of  the  infringing  apparatus. 

We  therefore  most  respectfully  warn  the  trade  against 
purchasing  and  using  varnish  drying  equipment  not 
licensed  under  the  Grosvenor  Patent — the  user  there- 
of is  liable  not  only  for  the  comparatively  small  value 
of  the  equipment,  but  also  for  the  profits  accruing 
from  the  use  thereof,  for  the  recovery  of  which  we 
shall  vigorously  prosecute  all  offenders  against  our 
business  and  that  of  our  licensees. 

Full  information  regarding  the  Grosvenor  Patent 
and  arrangements  for  licensing  will  be  furnished  upon 
request. 


WENBORNE-KARPEN  DRYER  CO. 

{Patent  Department) 

1212  Tribune  Building  Chicago,  Illinois 


Sole  Licensees  under  the  Grosvenor  Process  Patent: 

DRYING  SYSTEMS,  Inc.  A.  S.  NICHOLS  CO. 

( Western  Territory)  (Eastern  Territory) 

11  So.  Desplaines  St.,  Chicago,  III.      Aeolian  Hall,  New  York,  N.  Y. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


105 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  103) 


and  well-being  of  the  people,  should  by  law  be 
prohibited,  and 

2.  That  suitable  tribunals  should  be  created  by 
law  to  adjudicate  the  differences  between  the 
employes  of  public  service  corporations  and 
their  employers,  and  that  the  decisions  of  such 
tribunals  should  be  final  and  binding  upon  both 
parties. 

The  New  Officers  Elected 

A  feature  of  the  Monday  afternoon  session 
v-as  the  election  of  new  officers  and  members 


A.  A.  Trostler,  Secretary 
of  the  executive  committee  of  the  Association 
to  serve  for  the  coming  year,  the  result  being 
as  follows: 

President — Lester  C.  Wiswell,  Lyon  &  Healy, 
Chicago,  111. 

Vice-president — Louis  Buehn,  the  Louis 
Buehn  Co.,  Philadelphia,  Pa. 

Secretary — Arthur  A.  Trostler,  Schmelzer 
Arms  Co.,  Kansas  City,  Mo. 

Treasurer — W.  H.  Reynalds,  Reynalds  Music 
House,  Mobile,  Ala. 

The  following  were  elected  members  of  the 
executive  committee:  Frank  Davison,  Perry  B. 
Whitsit  Co.,  Columbus,  O.;  J.  Newcomb  Black- 
man,  Blackman  Talking  Machine  Co.,  New 
York;  Joseph  C.  Roush,  Standard  Talking  Ma- 
chine Co.,  Pittsburgh,  Pa.;  Louis  Buehn,  Louis 
Buehn  Co.,  Philadelphia;  L.  C.  Wiswell,  Lyon 
&  Healy,  Chicago;  Arthur  A.  Trostler,  Schmel- 
zer Arms  Co.,  Kansas  City;  Thomas  F.  Green, 
Silas  E.  Pearsall  Co.,  New  York;  E.  C.  Rauth, 
Koerber-Brenner  Co.,  St.  Louis,  Mo.;  George 
E.  Mickel,  Mickel  Bros.  Co.,  Omaha,  Neb.;  Dan 
A.  Creed,  Chicago  Talking  Machine  Co.,  Chi- 
cago; Charles  K.  Bennett,  Eclipse  Musical  Co., 
Cleveland;  W.  H.  Reynalds,  Reynalds  Music 
House,  Mobile,  Ala.;  Henry  A.  Winkelman, 
Oliver  Ditson  Co.,  Boston,  Mass.;  Lester  Burch- 
field,  Sanger  Bros.,  Dallas,  Tex.;  Fred  H.  Put- 
nam, Putnam-Page  Co.,  Peoria,  111. 

Reception  to  Victor  Co.  Officials 

Monday  evening  was  given  over  to  an  affair 
unique  in  association  history,  namely,  a  recep- 
tion and  dinner  dance  tendered  to  the  officers 


and  directors  of  the  Victor  Talking  Machine  Co. 
by  the  Jobbers'  Association,  in  the  Submarine 
Grill  of  the  Traymore,  which  proved  very  suc- 
cessful and  delightful  in  every  particular.  The 
entire  Submarine  Grill  had  been  reserved  for  the 


Louis  Buehn,  Vice-president 
party  and  after  an  elaborate  supper  the  Tray- 
more orchestra  furnished  music  for  dancing. 
The  Victor  Co.  officials  who  attended  the  recep- 
tion, in  company  with  their  families,  were:  E. 
R.  Johnson,  president;  C.  K.  Haddon,  vice- 
president;   B.  G.  Royal,  vice-president;  W.  J. 


L.  C.  Wiswell,  President 

Staats,  treasurer;  A.  W.  Atkinson,  director 
power,  building  and  construction;  R.  L.  Free- 
man, director  of  distribution;  C.  G.  Child,  direc- 
tor of  recording;  E.  E.  Shumaker,  general  pur- 
chasing agent;  L.  F.  Geissler;  E.  K.  MacEwa:i, 
secretary;  Walter  H.  Hunt,  assistant  secretary; 
E.  H.  Haines,  assistant  secretary;  F.  B.  Mid- 
dleton,  Jr.,  assistant  treasurer,  and  G.  W.  Jag- 
gers,  assistant  treasurer,  and  a  number  of 
others. 


Important  Business  at  Sessions  on  Tuesday 


The  session  held  Tuesday  morning  was  de- 
voted entirely  to  addresses  by  Gilbert  H.  Mon- 


Wm.  H.  Reynalds,  Treasurer 


tague,  counsel  for  the  Association,  and  Richard 
B.  Aldcroftt,  president  of  the  Music  Industries 
Chamber  of  Commerce.  Mr.  Montague,  unfor- 
tunately, was  unable  to  be  present  in  person,  but 
his  address  was  read  by  J.  Newcomb  Blackman, 
chairman  of  the  Legislative  Committee.  Mr. 
Montague,  as  is  his  wont,  reviewed  the  develop- 
ments in  the  legal  and  legislative  fields  as  they 
affect  the  talking  machine  trade  and  particularly 
the  members  of  the  Jobbers'  Association  since 
the  last  session  of  that  organization.  He  offered 
a  clear  presentation  of  the  facts  as  they  existed 
that  served  to  clear  up  a  number  of  questions 
of  a  legal  nature. 

Aldcroftt  Tells  of  Chamber  of  Commerce 
In  his  address  Mr.  Aldcroftt  took  occasion  to 
call  attention  to  the  change  of  attitude  between 
piano  and  talking  machine  dealers  and  the 
closer  relationship  that  has  sprung  up  between 
the  several  divisions  of  the  music  industry  and 
which  has  been  developed  most  strongly  through 
the  medium  of  the  Music  Industries  Chamber  of 
Commerce,  of  which  the  National  Association 
of  Talking  Machine  Jobbers  and  the  Victor 
Talking  Machine  Co.  are  members.  He  par- 
ticularly emphasized  the  objects  of  the  Cham- 
(Continncd  on  page  106) 


CAN  WE  DELIVER? 

We  showed  the  man  from  Missouri  —  where  do  you  live?       -:-       Ask  your  stock  man  how  many  needle- 
cups  and  covers  you  need  for  the  next  six  months  —  then  tell  us 


Nickel- 


Brass 


CONTINUOUS  HINGES 
NEEDLE  RESTS 

WEBER-KNAPP  CO. 


Gold- 


Silver 


AUTOMATIC  SUPPORTS 
AUTOMATIC  STOPS 


OUR  CATALOGUES 
WERE  PRINTED  FOR  YOU 


Jamestown,  N.  Y. 


106 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  105) 


ber  as  set  forth  in  the  constitution,  which  de- 
clares that  one  of  its  functions  is  "to  foster 
and  promote  the  development  of  music  and  the 
interests  of  those  engaged  in  any  business,  etc., 
pertaining  to  music;  to  reform  abuses  relative 
thereto;  to  secure  freedom  to  its  members  from 
unjust  and  unlawful  actions;  to  settle  differ- 
ences between  its  members." 

Mr.  Aldcroftt  told  of  the  big  number  of  or- 
ganizations now  affiliated  with  the  Chamber  and 
representative  of  every  division  of  the  music 
industry  and  declared  that  the  promotion  of 
music  and  of  the  industry  was  a  matter  of  com- 
mon interest  to  all  concerned.  He  emphasized 
the  fact  that  of  the  twent3'-one  members  of  the 
board  of  directors  of  the  Chamber  four  are 
directly  associated  with  the  talking  machine 
trade. 

In  closing  his  address  Mr.  Aldcroftt  dwelt 
upon  the  functions  of  the  National  Bureau  for 
the  Advancement  of  Music,  what  had  already 


been  accomplished  by  that  Bureau  and  what  was 
planned  for  the  future  and  bespoke  the  support 
of  the  talking  machine  men  for  the  music  ad- 
vancement campaign. 

Tuesday  Afternoon  Session 

The  Tuesday'  afternoon  session  was  given  over 
to  various  officials  and  department  heads  of  the 
Victor  Talking  Machine  Co.  Among  those  pres- 
ent were:  Ralph  L.  Freeman,  director  of  distri- 
bution; J.  S.  Macdonald,  sales  manager,  and 
Ernest  John,  advertising  manager.  Mr.  Free- 
man had  for  his  subject  "Conditions,  Present 
and  Future,"  and  told  in  detail  of  the  manner 
in  which  the  Victor  Co.  had  met  the  changed 
trade  conditions  as  they  developed  and  had 
planned  carefully  and  logicallj'  for  the  future. 
He  told  of  what  had  already  been  accomplished 
and  delivered  a  message  that  aroused  much  en- 
thusiasm among  the  jobbers. 

Mr.  Macdonald,  who  took  up  the  duties  of 
sales  manager  only  recently,  told  of  some  of  the 


plans  of  his  department  and  advised  the  job- 
bers regarding  what  they  could  do  to  promote 
sales  co-operation  in  the  distribution  of  Victor 
products. 

Ernest  John  had  for  his  subject  "Period  Vic- 
trolas"  and  offered  some  valuable  suggestions 
relative  to  the  most  effective  means  for  the  sell- 
ing and  advertising  of  these  products.  He  par- 
ticularly emphasized  the  great  care  used  in  de- 
signing the  period  cabinets  and  the  absolute 
authenticity  of  every  detail. 

Several  of  the  Victor  department  heads  who 
were  unable  to  be  present  took  the  opportunity 
of  preparing  papers  which  were  read  before  the 
jobbers.  Among  those  who  sent  papers  were 
B.  G.  Royal,  director  of  production,  who  told 
how  the  Victor  factory  was  progressing  stead- 
ily in  meeting  the  demands  made  upon  it,  and 
aroused  particular  enthusiasm  when  he  told  of 
the  new  equipment  that  had  been  installed  and 
was  being  installed  in  the  Victor  factory,  and 


to  wind  your  phonograph 


Hence  the  reason  why  the  following  phonograph 
jobbers  are  acting  as  Motrola  Distributors 


Cohen  &  Hughes,  Washington,  D.  C. 
Florida-  Talking-  Machine  Co., 

JacksonTille,  Fla. 
Lvon  iS:  Healy.  Chicago,  111. 
Cohen  cSc  Hughes.  Baltimore,  Md. 
E.  F.  Droop  &  Sons  Co.,  Baltimore,  Md. 
Eastern  Talking  Machine  Co., 

Boston.  Mass. 
Beckwith  O'Neill  Co..  Minneapolis,  Minn. 
J.  W.  Jenkins'  Sons  Music  Co., 

Kansas  -City,  Mo. 
Schmelzer  Arms  Co.,  Kansas  City.  Mo. 
W.  D.  &  C.  N.  Andrews,  Buffalo.  N.  T. 
Perry  B.  Whitsit  Co..  Columbus.  Ohio. 
Penri  Phonograph  Co.,   Philadelphia,  Pa. 
Badger  Talking  Machine  Co..  Jlilwaukee. 
Steivart  Talking  Machine  Co., 

Indianapolis.  Ind. 
Keynalds  Music  House.  Mobile.  Ala. 
Talking  Machine  Co..  Birmingham,  Ala. 
H.  A.  Weymann  &  Son.  Philadelphia.  Pa. 
Geo.  D.  Ornstein  Co.,  Philadelphia,  Pa. 
Cleveland  Talking  Machine  Co., 

Cleveland.  Ohio. 
Rudolph  Wurlitzer  Co..  Chicago.  111. 
W.  J.  Dyer  &  Bro..  St.  Paul,  Minn. 
.T.  Samuels  &  Bro..  Inc.,  Providence.  R.  I. 
Clark  &  Jones  Piano  Co..  Birmingham,  Ala. 
Knight-Campbell  Music  Co.,  Denver,  Colo. 
Horfon-Gallo  Creamer  Co..  New  Haven,  Conn, 
E.  P.  Droop  &  Sons  Co.,  Washington.  D.  C. 
Rudolph  Wurlitzer  Co.,  Cincinnati,  Ohio 
W.  J.  Dyer  &  Bros..  St.  Paul.  Minn. 
Ceilings  &  Co.,  Newark,  N.  J. 
Buffalo  Talking  Machine  Co.,  Buffalo,  N.  Y. 
Knickerbocker  Talking  Machine  Co., 

New  York  City. 
W.  D.  Andrews  Co..  Syracuse,  N.  Y. 
Toledo  Talking  Machine  Co.,  Toledo.  Ohio. 
W.  F.  Frederick  Piano  Co..  Pittsburgh,  Pa. 
J.  Samuels      Bros..  Providence.  R'.  I. 
O.  K.  Houck  Piano  Co.,  Mempnis,  Tenn. 
W.  G.  Walz  Co.,  El  Paso,  Texas. 


Lawrence  H.  Lucker,  Minneapolis.  Minn. 
Silvertone  Music  Co.,  St.  Louis.  Mo. 
Phonograph  Co.,  Cincinnati.  Ohio. 
Phonograph  Co.,  Cleveland,  Ohio. 
Girard  Phonograph  Co.,  Philadelphia,  Pa. 
Buehn  Phonograph  Co.,  Pittsburgh,  Pa. 
Proudfit  Sporting  Goods  Co..  Ogden,  Utah. 
Kipp  Phonograph  Co..  Indianapolis,  Ind. 
Harger  &  Blish,  Des  Moines,  Iowa. 
American  Phonograph  Co.. 

Gloversville.  N.  Y. 
Phonograph  Co.  of  Milwaukee. 
Milwaukee.  Wis. 

FATHE  DISTRIBUTORS 

John  A.  Futch  Co..  Jacksonville,  Fla. 
Fuller  Morrison  Co.,  Chicago.  111. 
Hallet  &  Davis  Piano  Co..  Chicago,  111. 
W.  W.  Kimball  Co.,  Chicago,  111. 
National  Piano  Co.,  Baltimore,  Md. 
Hallet  &  Davis  Piano  Co.,  Boston,  Mass. 
Wm.  Volker  Co.,  Kansas  City,  Mo. 
Wright  &  Wilhelmy  Co..  Omaha,  Nebr. 
Pathe  Freres  Phonograph  Co., 

New  York  City. 
Fischer  Co.,  -Cleveland,  Ohio. 
Philadelphia  Pathephone  Co., 

Philadelphia,  Pa. 
Pittsburgh  Pathephone  Co..  Pittsburgh,  Pa. 
Buffalo  Wholesale  Hardware  Co., 

Buffalo,  N.  Y. 
Harbour  Longmire  Phonograph  Co., 

Oklahoma  City,  Okla. 
Salt  Lake  Hardware  Co., 

Salt  Lake  City,  Utah. 
R.  B.  Broyles  Furniture  Co., 

Birmingham,  Ala. 
Western  Phonograph  Co.,  San  Francisco,  Cal. 
Interstate  Phonograph  Co.,  Philadelphia,  Pa. 
Gray  &  Dudley  Hardware  Co., 

"Nashville,  Tenn. 
G.  Sommers  &  Co.,  St.  Paul,  Minn. 
Pathephone  Shop,  Rochester,  N.  Y. 

STARK     PI.*>'0  COMPANY — All  Branches 
and  Distributors 

BRUNSWICK  DISTRIBUTORS 

Kraft,  Bates  &  Spencer,  Inc., 

Boston.  Mass. 
Butler  Bros.,  Chicago.  111. 
Brunswick  Balke  Collender  Co.. 

Seattle,  Wash. 
Wallace  Brown.  Inc..  Detroit,  Mich. 
Brunswick-Balke-Collender  Co., 

Los  Angeles.  Cal. 
Wallace  Brown,  Inc.,  Detroit.  Mich. 


SONORA  DISTRIBUTORS 

Western  Jobbing  &  Trading  Co., 

Los  Angeles,  Cal. 
Minneapolis  Drug  Co..  Minneapolis,  Minn. 
Smith.  Kline  &  French  Co.. 

Philadelphia.  Pa. 
Yahr  &  Lange  Drug  Co.,  Milwaukee.  Wis. 
Hessig  Ellis  Drug  Co.,  Memphis,  Tenn. 
Strevell-Piitersou  Hardware  Co., 

Salt  Lake  City,  Utah. 
Southern  Sonora  Co.,  Atlanta,  Ga. 
Southern  Drug  Co.,  Houston,  Texas. 
C.  J.  Van  Houten  &  Zoon,  Chicago,  111. 
Alexander  Drug  Co.,  Oklahoma  City,  Okla. 
Sonora  Distributing  Co.,  Dallas.  Texas. 

MISCELtAXEOUS 

A.  C.  Becker  Co..  Chicago.  111. 
Empire  Talking  Machine  Co.,  Chicago,  111. 
P.  C.  Henderson  Co.,  Boston.  Mass. 
National  Phonograph  Co..  Plttsbuigh,  Pa. 
Hoeffler  Piano  Co.,  Milwaukee.  Wis. 
American  Phonograph  Co.,  Burlington,  Va. 
E.  R.  Godfrey  &  Sons  Co..  Milwaukee,  Wis. 
Gilbert  Bros.  Jlfg.  Co..  Wichita,  Kansas. 
Associated  Furniture  Manufacturers, 

St.  Louis,  Mo. 
Wiley   B.  Allen   Co.,    San   Francisco,  Cal., 

and  branches. 
Cabinet  &  Accessories  Co.,  New  York  City. 
Plaza  Music  Co.,  New  York  City. 
Emerald  Co.,  Birmingham.  Ala. 
O.  J.  De  Moll  &  Co.,  Washington,  D.  C. 
Wade  Talking  Machine  Co.,  Chicago,  111. 
Wilson-Broadway  Music  Co..  Chicago,  III. 
New  Orleans  Furniture  Co.,  New  Orleans,  La. 
Sanford,  Chamberlain  «&  Albers  Co., 

Knoxville,  Tenn. 
Commonwealth  Edison  Co.,  Chicago,  111. 
Cheney  Talking  Machine  Co.,  Chicago.  111. 
A.  G.  Kunde  Music  Co.,  Milwaukee,  Wis. 
H.  T.  Gratz,  Louisville,  Ky. 
Adora  Phonograph  Co.,  Detroit.  Mich. 
Federal  Talking  Machine  Co..  Pittsburgh.  Pa. 
Haverty  Furniture  Co.,  Charleston,  S.  C. 
Electric  Supply  Co.,  Memphis,  Tenn. 
Waltham  Piano  Co.,  Milwaukee,  Wis. 
Tiffany  Phonograph  Sales  Co.,  Cleveland.  O. 
Grand  Talking"  Machine  Co..  Brooklyn.  N.  Y. 

BROOKS  MFG.  CO.,  Saginaw,  Mich. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


107 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  106) 


particularly  of  the  new  record-pressing  plant 
that  will  soon  be  in  active  operation.  C.  K. 
Haddon,  vice-president  of  the  company,  offered 
a  most  interesting  address  on  "Legal  Aspects," 
in  the  course  of  which  he  covered  a  number  of 
distinctly  important  matters, 
giiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiim 

I    Those  Present  at  Convention  j 

fiiiiiiniiiiiiiiiNiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin 

Those  present  at  the  convention  were:  R.  H. 
Morris,  W.  H.  Barker,  Chas.  Offerman,  Amer- 
ican Talking  Machine  Co.,  Brooklyn;  Mr.  and 
Mrs.  C.  N.  Andrews,  W.  D.  &  C.  N.  Andrews, 
Buffalo.  Mr.  and  Mrs.  R.  L.  Andrews,  W.  D. 
Andrews,  of  Syracuse;  H.  A.  Goldsmith,  George 
F.  Ruez,  Jos.  G.  Slottow,  Badger  Talking  Ma- 
chine Co.,  Milwaukee;  F.  M.  Hoyt,  Beckwith- 
O'Neill  Co.,  Minneapolis;  W.  D.  Adams,  Berg- 


Miss  and  Mr.  Henry  Stadlmair,  Mrs.  F.  T.  Benja- 
min, C.  Bruno  &  Son,  New  York;  Mr.  and  Mrs. 
Louis  Buehn,  Louis  Buehn  Co.;  Philadelphia; 
Mr.  and  Mrs.  W.  H.  Nolan,  Mr.  and  Mrs.  E.  P. 


City;  G.  W.  Bates,  representing  Sherman,  Clay 
&  Co.,  and  the  various  branches  on  the  Coast; 
J.  C.  Roush,  French  Nestor,  Wallace  Russell, 
Standard    Talking    Machine    Co.,  Pittsburgh; 


Executive  Committee  of  the  National  Association  of  Talking  Machine  Jobbers 


He  Simply  Mentioned  That  He  Had  a  Cramp 
and  the  Response  Was  Immediate 

Strom  Music  Co.,  Honolulu ;  Mr.  and  Mrs.  J. 
Newcomb  Blackman,  Albert  Blackman,  Fred  P. 
Oliver,  Blackman  Talking  Machine  Co.,  New 
■York;  Mr.  and  Mrs.  Emanuel  Blout,  C.  B.  Riddle, 
Elizabeth  Blout,  New  York;  Chas.  F.  Bruno, 


Bliss,  Mrs.  F.  D.  Reineck,  Miss  L.  C.  Buehn,' 
Miss  Adeline  Buehn,  Louis  Buehn  Co.,  Philadel- 
phia. 

O.  L.  Neal,  H.  B.  Clarke,  V.  W.  Moody,  Buf- 
falo Talking  Machine  Co.;  E.  J.  Chapman,  Ro- 
chester, N.  Y.;  Dan  A.  Creed,  Chicago  Talking 
Machine  Co.;  Fred  A.  Bain,  John  Elliott  Clark 
Co.,  Salt  Lake  City;  Mr.  and  Mrs.  Howard  J. 
Shartle,  Cleveland  Talking  Machine  Co.;  Mr. 
and  Mrs.  I.  Son  Cohen,  Miss  Evelyn  Cohen,  E. 
J.  Walz,  E.  M.  Griffiths,  Cohen  &  Hughes,  Inc., 
Baltimore;  Mr.  and  Mrs.  F.  S.  Harris,  Cohen  & 
Hughes,  Inc.,  Washington;  Mr.  and  Mrs.  L.  W. 
Collings,  Mr.  and  Mrs.  J.  L.  Spillane,  Mr.  and 
Mrs.  H.  A.  Lamour,  Collings  &  Co.,  Newark, 
N.  J.;  J.  G.  Corley,  F.  W.  Corley,  Miss  Biscoe, 
Miss  Metzar,  Corley  Co.,  Inc.,  Richmond,  Va. 

A.  A.  Trostler,  Schmelzer  Arms  Co.,  Kansas 


Robert  S.  Steinert,  Mr.  and  Mrs.  Kenneth  Reed, 
M.  Steinert  &  Sons  Co.,  Boston;  Mr.  and  Mrs. 
George  Stewart,  Stewart  Talking  Machine  Co., 
Indianapolis;  Mr.  and  Mrs.  T.  E.  Swann,  Talk- 
ing Machine  Co.  of  Texas,  Houston,  Tex.;  Mr. 
and  Mrs.  A.  R.  Boone,  Talking  Machine  Co.  of 
Birmingham;  Mr.  and  Mrs.  Eugene  Stern, 
Harry  A.  Ellis,  Morton  Stern,  Talking  Machine 
Co.  of  Philadelphia;  Chas.  H.  Womeldorff,  W. 
L.  Kellogg,  C.  A.  Ericcson,  J.  J.  Ryan,  Toledo 
Talking  Machine  Co.;  Geo.  Neville,  W.  G.  Walz 
Co.,  El  Paso,  Tex.;  Parham  Werlein,  J.  D. 
Moore,  Philip  Werlein  Co.,  Ltd.,  New  Orleans; 
Mr.  and  Mrs.  Weymann,  Mr.  and  Mrs.  Albert 
Weymann,  Mr.  and  Mrs.  H.  P.  Weymann,  H.  A. 
Weymann  &  Sons,  Philadelphia;  Mr.  and  Mrs. 
Perry  B.  Whitsit,  Mr.  and  Mrs.  A.  B.  Hershey, 
(Continued  on  page  108) 


WANTED— 200  Ulking  mac) 

Washington  lo  jpin  our  "Motrola"  Clah. 
Apply  Ansell,  Bishop  4  Turner,  Inc^  1221 

F  <t-  DW. 


YOU  Should  Be  One  of  the 
Fortunate  200! 

Here  is  an  opportunity  to  do  away  with  the  most 
disagreeable  pari  of  plajing  yoiir  talking  machine- 
constantly  winding  it  up  every  few  minutes, 

The  Motrola  is  a  small  electrie  motor  easily  at- 
tached to  the  outside  of  any  talking  machine  m  place 
of  the  winding  crank,  without  marrijjg  the  wood- 
work or  altering  the  mechanism. 
We  offer  a  

SPECIAL  CLUB  SALE 

of  the 


MOTROLA 

Attached  to  Any 
Talking  Macliine  For 


$5.00 


CASH 


AND 


(Payment*  for  7 


$5.00 

MONTHLY 

Months) 


In  order  to  dislribule  throughout  Washington 
this  wonderful  labor  and.  time  saving  invention,  wc 
are  introducing  it  through  the  medium  of  a  special 
club  limited  to  a  membership  of  200. 

Be  one  of  that  favored  two  hahdred  by  calling 
tomorrow  for  demonstration. 

Vou  will  be  more  than  interested. 

Ansell,  Bishop  &  Turner,  Inc. 

1221  F  Street  N.  W. 

The  Moit  Modern  and  MmgnlHcerrtly  Equipped  VICTOR  PARLORS 
in  Waihington. 
"DO  YOUR  VICTOR  SHOPPING  H£RE." 


Progressive  Dealers! 

Follow  This  Example 

— of  Ansell,  Bishop  &  Turner,  Inc.,  of  Washington, 
D.  C,  who  have  cashed  in  on  our  National  Adver- 
tising Campaign. 

Tying  up  with  our  ads  appearing  in  current  issues 
of  Literary  Digest,  Life,  and  other  popular  magazines, 
they  have  formed  MOTROLA  Clubs,  thru  which 
MOTROLAS  are  sold  at  $5.00  cash  and  $5.00  monthly, 
for  seven  months. 

We  are  daily  creating  a  greater  consumer-demand 
for  you : — it's  up  to  you  to  meet  it  thru  this  club  plan, 
which  places  the  MOTROLA  price  within  easy  reach 
of  all  of  your  customers. 

Now  is  your  opportunity  to  increase  your  sales  of  phono- 
graphs and  records  thru  taking  advantage  of  the  growing 
enthusiasm  of  customers  who,  having  become 
"MOTROLA-WISE,"  fully  appreciate  the  possibili- 
ties of  mechanical  music. 

Write  to  us  for  detailed  information 
regarding  the  promotion  of  MOTROLA 
CLUBS  in  your  locality. 

JONES-MOTROLA,  Inc. 

29  W.  35th  St.    57  E.  Jackson  Blvd.    315  S.  B'way 
New  York  Chicago  Los  Angeles 


108 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  107) 


W.  F.  Davisson,  Perry  B.  Whitsit  Co.,  Colum- 
bus, O.;  G.  T.  Williams,  S.  W.  Williams,  Brook- 
lyn, N.  Y.;  Mr.  and  Mrs.  E.  H.  Uhl,  L.  E.  Noble, 
Rudolph  Wurlitzer  Co.,  Chicago;  Mr.  and  Mrs. 
T.  F.  Sigman,  Rudolph  Wurlitzer  Co.,  Cincin- 
nati. 

Mr.  and  Mrs.  W.  T.  Haddon,  Ohio  Talking 
Machine  Co.,  Cincinnati;  Mr.  and  Mrs.  A. 
Davega,  Mr.  and  Mrs.  I.  Davega,  Mr.  and  Mrs. 
Bi'ron  R.  Forster,  Joseph  Schwetz,  Knicker- 
bocker Talking  Machine  Co.,  New  York;  C.  G. 
Campbell,  Routt  Bryant,  Knight-Campbell  Mu- 
sic Co.,  Denver;  Mr.  and  Mrs.  E.  C.  Rauth, 
C.  B.  Gilbert,  H.  Spencer  Grover,  Miss  Alice 
Grover,  Miss  Viola  Grover,  Koerber-Brenner 
Co.,  St.  Louis;  Mr.  and  Mrs.  Max  Landay,  Mr. 
and  Mrs.  James  G.  Landay,  Louis  Hirsch,  F.  B. 


R.  C.  Rogers,  R.  C.  Rogers  Co.,  Inc.,  Washing- 
ton; Ernest  Urchs,  Phillips  &  Crew  Piano  Co., 
Atlanta;  Lester  Burchfield,  Sanger  Bros.,  Dallas; 
C.  B.  Snow,  Cressey  &  Allen,  Inc.,  Portland, 
Me.;  Ross  P.  Curtice,  Ross  P.  Curtice  Co.,  Lin- 
coln, Neb.;  Paul  E.  W.  Carlson,  Chas.  H.  Dit- 
son  Co.,  New  York;  Henry  Winkelman,  Oliver 
Ditson  Co.,  Boston. 

W.  C.  Roberts,  E.  F.  Droop  &  Sons  Co.,  Bal- 
timore; W.  R.  Lyman,  E.  H.  Droop,  Carl  A. 
Droop,  Chas.  L.  Houser,  E.  F.  Droop  &  Sons 
Co.,  Washington;  Geo.  A.  Mairs,  W.  J.  Dyer  & 
Bro.,  St.  Paul;  Geo.  A.  Dodge,  Mr.  and  Mrs. 
G.  Hobey  Dodge,  Herbert  Shoemaker,  Eastern 
Talking  Machine  Co.,  Boston;  T.  H.  Towell,  T. 
J.  Towell,  F.  B.  Lyons,  Dave  Miller,  Mr.  and 
Mrs.  Chas.  K.  Bennett,  Eclipse  Musical  Co., 
Cleveland;  Mr.  and  Mrs.  W.  A.  Eisenbrandt, 
Btt  jiiiiiiiiiiiiiiJiiriiJiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiniiiiiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiii^ 

The  Banquet  of  the  Jobbers'  Association 

iiiiiiiniiniiiiiiiii  iiiiiiiiiiiiiiiii  iiiiiiiiiiii  I  I  iiiiiiiKiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiuiMiiiiiiiiiiiiiiiiiiiiiiriiiK  iiiiiiiiiiiiiiiiiiHiiiiiuiiiiiiniiiiiiiiiiiiiuuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  i  in  f 


Miss  Elsie  Eisenbrandt,  Miss  Alice  Eisenbrandt, 
C.  H.  Eisenbrandt  &  Sons,  Baltimore;  J.  W. 
Butts,  Elmira  Arms  Co.,  Elmira,  N.  Y.;  W.  N. 
Edwards,  F.  W.  Schwoebel,  Florida  Talking 
Machine  Co.,  Jacksonville,  Fla.;  Mr.  and  Mrs. 
W.  F.  Frederick,  Mr.  and  Mrs.  Geo.  Rewbridge, 
W.  F.  Frederick  Piano  Co.,  Pittsburgh;  Mr.  and 
Mrs.  John  L.  Gately,  Gately-Haire  Co.,  Albany: 
A.  A.  and  C.  H.  Grinnell,  G.  F.  Martin,  Grinnell 
Bros.,  Detroit;  W.  J.  Elwell,  Frederick  J.  Heppe, 
IL  S.  Zigler,  C.  J.  Heppe  &  Son,  Philadelphia; 
E.  C.  Gallo,  Horton-Gallo-Crea'mer  Co.,  New 
Haven,  Conn.;  L.  U.  Pitts,  N.  A.  Sutherland, 
O.  K.  Houck  Piano -Co.,  Memphis,  Tenn.;  M.  E. 
Schoenly,  J.  W.  Jenkins'  Sons  Music  Co.,  Kan- 
sas City;  B.  F.  Bibighaus,  Elyea  Talking  Ma- 
chine Co.,  Atlanta.  Ga.,  and  a  number  of  others 
not  officially  enrolled. 


Mrs.  Marshall,  Mrs.  Benjamin,  Henry  Stadlmair 
Dunn,  Landay  Bros.,  New  York;  J.  F.  Bowers, 
L.  C.  Wiswell,  Miss  Elizabeth  Wiswell,  Lyon  & 
Healy,  Chicago;  Mr.  and  Mrs.  John  G.  Fischer, 
W.  C.  Dierks,  T.  T.  Evans,  C.  C.  Mellor  Co., 
Pittsburgh;  H.  B.  Sixsmith,  Mr.  and  Mrs.  Geo. 
E.  Mickel,  Miss  G.  Mickel,  Mickel  Bros.  Co., 
Des  Moines;  C.  Alfred  Wagner,  C.  R.  Wagner, 
Musical  Instrument  Sales  Co.,  New  York;  A.  D. 
Geissler,  Hugh  C.  Ernst,  New  York  Talking 
Machine  Co.;  Clarence  L.  Price,  Ormes,  Inc., 
New  York;  William  Sandeman,  Geo.  B.  Ornstein 
Co.,  Philadelphia;  Mr.  and  Mrs.  Thomas  F. 
Green,  Lloyd  Spencer,  Silas  E.  Pearsall  Co., 
New  York;  Mr.  and  Mrs.  T.  W.  Barnhill,  Mr. 
and  Mrs.  Henry  F.  Miller,  Miss  Barnhill,  Penn 
^Phonograph  Co.,  Philadelphia;  Fred  H.  Putnam, 
Roy  Page,  Mr.  and  Mrs.  P.  A.  Ware,  Putnam- 
Page  Co.,  Peoria;  Mr.  and  Mrs.  W.  H.  Reynalds, 
Reynalds  Music  House,  Mobile;  Mr.  and  Mrs. 


The  big  social  function  of  the  convention  was 
the  annual  Association  banquet  in  the  Rose 
Room  of  the  Traymore  on  Tuesday  night.  It 
was  the  largest  banquet  in  the  history  of  the 
organization,  with  close  to  500  people  present. 

The  affair  started  ofT  with  a  rush,  and  while 
the  diners  were  discussing  a  menu  of  particular 
excellence,  prepared  under  the  direction  of  the 
Arrangements  Committee,  of  which  L.  C.  Wis- 
well is  chairman,  they  were  entertained  by  the 
eight  famous  record  artists,  including  Billy  Mur- 
ray, Albert  Campbell,  Henry  Burr,  John  Meyer, 
Frank  Croxton,  Monroe  Silver,  Frank  Banta 
and  Fred  Van  Eps,  who  have  made  jobbers' 
banquets  joyous  aflairs  on  previous  occasions. 
An  important  added  feature  was  the  singing  of 
Miss  Margaret  Young,  a  new  Victor  artist. 
Retiring  President's  Message 

James  F.  Bowers,  the  permanent  toastmaster 
of  the  Association,  gave  freely  of  his  natural  wit 
in  introducing  the  several  speakers,  the  first  of 
whom  was  George  E.  Mickel,  retiring  president. 
In  his  address  Mr.  Mickel  thanked  the  members 
of  the  Association  for  the  co-operation  extended 
by  them  during  his  term.  He  laid  special  em- 
phasis on  the  fact  that  the  National  Association 
of  Talking  Machine  Jobbers  is  the  greatest  and 
most  powerful  sales  organization  in  the  talk- 
ing machine  industry  and  that  Victor  whole- 
salers are  recognized  as  leaders  -in  the  industry 
in  every  territory. 

The  big  surprise  of  the  evening  was  the  ap- 


CUT  YOUR 
COST  IN 
HALF 


USE 

PAPER 


H.  G.  NEU  &  GO. 


PAPER  TWINE 
ENVELOPES 

108  Worth  Street  New  York 

Franklin  2049 


pearance  of  Eldridge  R.  Johnson,  president  of 
the  Victor  Co.,  in  the  role  of  speaker,  it  being 
the  first  banquet  of  the  Association  ever  at- 


James  F.  Bowers,  Toastmaster 

tended  by  Mr.  Johnson.  His  address,  which 
follows,  was  in  a  sense  sensational. 

yi|NIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII!!llllllllllllllllllllllllllllllllllllllllllllllllllll^ 

I       E.  R.  Johnson's  Address  | 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 

In  his  introductory  remarks  Mr.  Johnson 
spoke  extemporaneouslJ^  referring  particularly 
to  what  he  termed  the  recent  realization  of  a 
long-standing  ambition,  namely,  the  acquisition 
by  the  Victor  Co.  of  a  stock  interest  in  the 
Gramophone  Co.,  Ltd.,  of  England.  He  stated 
that,  as  a  result  of  this  accomplishment,  it  was 
assured  that  goods  of  Victor  origin  and  Victor 
quality  would  be  marketed  through  Victor  meth- 
ods in  all  civilized  countries.  This,  he  thought, 
came  as  near  to  the  "ownership  of  the  earth" 
in  the  spirit  of  Kipling's  "If,"  later  quoted,  as 
he  cared  to  contemplate. 

Mr.  Johnson's  formal  address  was  as  follows: 
"During  the  last  five  years  the  \'ictor  Co.  has 
experienced  a  series  of  most  trying  circum- 
stances. It  almost  seemed  as  though  the  good 
fortune  which  had  before  smiled  so  consistently 
upon  us  had  deserted  us,  but  we  knew  an  organ- 
ization worthy  of  the  favor  of  fortune  must  be 
prepared  to  stand  all  the  trials  that  fortune 
imposes.  The  loyalty  of  \'ictor  distributors 
through  that  trying  period  was  a  remarkable 
display  of  confidence  and  was  indeed  a  kindly 
light  'midst  the  darkness  and  confusion  that  so 
often  seemed  to  threaten  the  very  life  of  the 
company. 

"It  was  not  an  easy  matter  to  save  the  vital 
structure  of  the  organization  built  up  through 
twenty-live  long  years  when  the  demands  of  war 
called  for  its  most  important  men  regardless  of 
their  special  value  due  to  their  special  training. 
Nor  was  it  easy  to  finance  the  Inisiness  and 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


109 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  108) 


maintain  a  sound  credit  when  the  turnover  was 
so  suddenly  reduced  by  war  regulations  to  a 
small  fraction  of  normal. 

Absorbing  Increased  Costs 
"The  Victor  organization  during  this  period 
successfully  handled  an  increase  in  the  cost  of 
labor  of  166  per  cent  and  an  increase  in  the 
cost  of  materials  at  least  as  great  with  only 
about  34  per  cent  increase  in  its  prices.  '  Previ- 
ous profits  were  not  excessive  either;  the  Victor 
Co.  was  never  a  profiteer.  It  was  not  easy  to 
turn  the  plant  from  the  manufacture  of  goods  for 
which  it  had  been  specially  built  to  the  manufac- 
ture of  the  radically  different  product  of  war  mu- 
nitions. It  was  a  slow  and  difficult  task  to  bring 
the  scattered  organization  back  and  to  restore 
production  to  the  normal  output  of  the  usual 
products.  Personally,  I  was  out  of  the  worst 
of  it,  being  incapacitated  by  illness,  but  I  knew 
the  Victor  organization  was  equal  to  the  great 
emergency.  At  the  end,  they  could,  one  and  all, 
appreciate  the  following  wonderful  lines  of  Kip- 
ling, doubtless  familiar  to  you,  but  well  worthy 
of  repetition: 

*'If  you  can  keep  your  head   when  all  about  you 

Are  losing  theirs  and  blaming  it  on  you. 
If  you  can   trust  yourself  when  all   men  doubt  you. 

But  make  allowance  for  their  doubting  too; 
If  you  can  wait  and  not  grow  tired  by  waiting 

Or,  being  lied  about,  don't  deal  in  lies; 
i)r,  being  hated,  don't  give  way  to  hating, 

And  yet  don't  look  too  good  or  talk  too  wise. 
"If  you  can  dream  and  not  make  dreams  your  master, 

If  you  can  think  and  not  make  thoughts  your  aim. 
If  you  can  meet  with  triumph  and  disaster, 

And  treat  those  two  impostors  just  the  same; 
If  you  can  bear  to  hear  the  truth  you've  spoken 

Twisted  by  knaves  to  make  a  trap  of  fools, 
Or  see  the  work  you  gave  your  life  to,  broken. 

And  stoop  and  build  it  up  with  wornout  tools; 
'*If  you  can  fill   the  unforgiving  minute 

With   sixty  seconds  worth   of  distance   run — 
Yours  is  the  Earth  and  everything  that's  in  it 

And — what    is    more — you'll    be    a    man,    my  sort." 

How  Victor  Output  Is  Climbing 

"To-day  the  Victor  Co.  is  far  in  the  lead  of  its 
normal  output,  and  is  still  climbing.  Perhaps 
the  responsibilities  of  the  Victor  organization 
can_best  be  illustrated  by  a  few  statistics:  We 
o,wn  and  operate  1,663,552  square  feet  of  factory 
floor  space  in  one  united  plant  at  Camden  and 
have  under  construction  218,023  square  feet 
more,  with  land -available  to  double  this  entire 
plant;  we  have  16^-  acres  of-  lumber  piled  from 
twenty  to  fifty  feet  high  on  every  available  foot 
the  most  valuable  lumber  pile  in  the  world — and 
a  50  per  cent  extension  under  way;  we  have  also 
10,000  employes  and  could  use  5,000  more.  This 
force  is  being  increased  as  rapidly  as  skilled 
workers  can.  be  employed  and  trained;  we  pay 
out.  when  our  people  all  feel  like  working,  about 
$300  000  in  weekly  wages,  besides  the  monthly 
salary  roll,  and  expect  to  pay  50  per  cent  more 
as  soon  as  people  can  be  found  to  take  the 
money;  we  are  using  36,850,000  feet  of  high- 
grade  lumber  per  year  and  will  use  50  per  cent 
more  soon;  we  burn  55  000  tons  of  coal  per  year, 
and  are  making  preparations  to  burn  80,000  tons. 
I  could  cover  many  pages  with  such  statistics, 
but  this  is  enough  to  show  you  that  we  are  still 
going  strong. 

"I  feel  that  I  have  said  enough  of  the  Victor 
Co.'s  troubles;  they  are  largely  of  the  past,  and 
I  know  you  will  expect  me  to  say  something  of 
the  future — a  most  difficult  task  in  these  uncer- 
tain times.  The  control  of  the  Victor  Co.  is  not 
going  to  pass  into  other  hands — during  my  life- 
time. It  is  not  going  to  be  amalgamated  with  or 
absorbed  by  a  trust  or  any  other  combination. 
The  Victor  Co.  is  increasing  its  output  as  rap- 
idly as  circumstances  will  permit,  but  Victor 
goods  will  always  be  manufactured  in  Victor 
factories.  I  believe  the  Victor  plant  to  be  the 
largest  and  most  efficient  plant  in  the  world 
devoted  exclusively  to  the  manufacture  of  talk- 
ing machine  goods.  We  built  this  plant  because 
experience  had  proven  that  we  could  not  have 
parts,  especially  cabinets  of  the  Victor  standard 
of.  quality,  made  in  any  substantial  quantity  by 
outside  parties. 

General  Business  Facing  Grave  Crisis 

"If  we  look  the  situation  squarely  in  the  face. 


we  must  see  that  general  business  is  facing  a 
grave  crisis.  There  would  be  nothing  in  the 
situation  to  cause  undue  alarm,  if  our  Govern- 
ment was  alert  to  the  danger  and  capable  of 
meeting  the  circumstances,  which  are  really  no 
more  critical  than  might  be  expected  after  a  war 
of  such  huge  proportions.  The  fact  is  that  the 
fate  of  modern  civilization  is  now  resting  largely 


Eldridge  R.  Johnson 


on  the  United  States,  and  if  we  fail  to  meet  the 
responsibility  the  world  will  mark  time  for  a 
century. 

'It  is  also  apparent  that  a  boundless  oppor- 
tunity for  good  has  been  created.  The  very 
foundations  of  society  and  industry  have  been 
shaken  throughout  the  world,  especially  in 
Europe  where  the  true  spirit  of  progress  was 
so  long  bound  by  social  conservatism  to  such 
an  extent  that  the  great  mass  of  the  people  were 
dangerously  dissatisfied.  Now  everything  is 
changing.     The   great  increase   in   wages  and 


prices,  though  excessive  in  many  cases,,  will,  in 
the  end  if  intelligently  controlled,  achieve  a  far 
better  distribution  of  wealth,  and  conditions  for 
countless  millions  will  be  improved. 

Responsibility  of  the  United  States 

"The  United  States  stands  face  to  face  with 
the  greatest  responsibility  that  any  government 
has  ever  faced  since  that  period  in  history  known 
as  the  Decline  of  the  Roman  Empire,  at  which 
time  about  the  same  situation  developed.  The 
Roman  government  failed  because  of  the  ineffi- 
ciency of  the  men  entrusted  with  great  responsi- 
bilities. The  cost  of  that  government  was  made 
excessive  by  incapable  and  dishonest  politicians. 
The  cost  of  its  military  operations  and  defenses 
made  the  maintenance  of  an  army  and  navy 
unpopular.  Rome  was  ruled  by  a  ring  of  grasp- 
ing and  unpatriotic  politicians.  Ancient  Rome 
suffered  from  the  same  trouble  that  is  now 
threatening  all  the  great  nations — the  ineffi- 
ciency of  men  in  high  places. 

"Almost  every  idea  that  is  being  so  skilfully 
and  dangerously  put  forth  to-day  by  the  various 
groups  of  inefficient,  radical  politicians,  who  have 
so  successfully  footed  the  public  for  the  last 
twenty  years,  was  used  by  those  old  Roman 
politicians  to  further  their  foolish  and  dangerous 
policies;  the  same  class  of  dangerous  and  radi- 
cal legislation  was  indulged  in;  the  same  silly 
cry  against  wealth  was  raised;  the  same  exces- 
sive taxation  was  forced  upon  the  industrious 
and  thrifty  classes;  the  sam-e  waste  by  inefficient 
government  bureaus  was  permitted;  the  same 
kind  of  radical  talk  and  radical  theory  was  used 
to  fool  the  public. 

"Contrary  to  the  accepted  theory,  the  Romans 
did  not  become  weak  and  effeminate.  They 
were  a  strong,  brave  race  of  people  and  Roman 
civilization,  although  it  lay  dormant  for  cen- 
turies, has  survived.  It  is  the  civilization  of 
to-day.  They  were  always  victorious  in  their 
wars  when  their  armies  were  well  equipped  and 
trained,  but  frequently  they  were  found  unpre- 
( Continued  on  page  111) 


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THE    TALKING   MACHINE  WORLD 


July  IS,  1920 


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THE   tALRlNC   MACHINE  WORLD 


111 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  109) 


pared.  Radical  socialism  and  'peace  at  any 
price'  theories  are  not  new;  these  ancient  people 
also  tried  to  save  themselves  by  peace  treaties 
and  foolish  laws. 

"It  was  the  German  race  who  eventually, 
through  a  long  series  of  wars  in  which  they 
were  generally  defeated,  indirectly  caused  the 
fall  of  Rome.  Six  years  ago,  after  preparing  for 
years,  their  aggressive  government  again  made 
one  of  their  war  moves.  It  was  the  same  old 
game  but  played  on  a  greater  scale  and  now, 
as  ever  before,  the  German  race,  though  de- 
feated, is  a  dangerous  and  difficult  problem. 

"The  German  military  power  deliberately  con- 
spired and  prepared  to  destroy  the  British  Em- 
pire. A  great  emperor  in  Germany  could  have 
averted  the  war,  but  the  emperor  was  not  great. 
He  was  a  very  incompetent  man  in  a  very  high 
place.  He  intended  to  destroy  the  British  Em- 
pire and  then  the  world  would  have  been  Prus- 
sianized. Nothing  could  have  checked  him. 
England  still  survives,  thanks  to  the  United 
States,  but  it  was  fortunate  for  the  United  States 
that  England  survived  until  America  could  get 
ready  to  help  her. 

"The  German  military  power  is  crushed.  The 
direct  purpose  of  the  war  is  accomplished,  but 
the  war  is  not  yet  ended.  Fighting  which  would 
have  been  classed  among  the  great  wars  five 
years  ago  is  still  going  on.  A  state  of  war  that 
is.  far  more  than  a  theory  still  exists. 

Much  of  Europe  Helpless 
"Germany,  Russia,  Central  Europe,  and  West- 
ern Asia  are  to  a  great  extent  helpless  and  pros- 
trate. The  United  States  and  the  Allies  must 
help  them  to  put  their  affairs  in  order  and  to 
resume  their  usefulness.  The  world  can  never 
be  prosperous  and  content  without  them.  They 
are  an  indispensable  part  of  civilization.  We 
cannot  long  continue  prosperous  unless  we  help 
those  who  have  lost  their  all  in  the  war.  A 
large  part  of  the  people  of  Europe  who  are 
suffering  are  our  friends.  We  and  our  Allies 
are  victorious,  but  that  is  not  all — we  now  have 
a  new  duty  and  one  which  cannot  safely  be 
ignored;  we  must  make  permanent  the  fruits  of 
victory. 

"The  people  of  the  United  States,  through  their 
President,  promised  the  Central  European  Na- 
tions an  humane  and  practical  peace  if  they 
would  break  away  from  militaristic  government. 
The  revolutions  which  ended  the  war  were  in 
response  to  that  promise,  and  that  promise  has 
not  yet  been  fulfilled.  Some  of  these  peoples  are 
now  crying  to  America  'You  have  fooled  us'  and 
that  cry  is  sounding  all  through  central  and 
northern  Europe.  Members  of  the  old  Imperial 
military  governments  are  beginning  to  say  to 
their  people  'We  told  you  so'  and  a  great  many 
similar  things  we  never  hear  anything  about  in 
the  United  States.  This  is  having  its  effect. 
The  old  Prussian  militaristic  spirit  is  beginning 
to  revive.  The  recent  German  elections  show 
that  very  plainly. 

"For  the  first  time  in  the  history  of  their  race 
the  German  people  have  revolted  against  their 
rulers,  have  overthrown  their  Imperial  Govern- 
ment and  taken  their  own  aflfairs  into  their  owa 
hands.  While  it  is  quite  right  that  they  should 
pay  for  the  material  damage  they  inflicted  on  the 
invaded  countries  it  is  foolish  and  dangerous  to 
try  to  saddle  them  with  the  burden  of  a  debt 
that  will  make  them  nothing  but  tax  slaves  for 
the  next  century. 

"If  the  hand  of  national  fellowship  by  a  just, 
practical  peace  had  been  held  out  as  was  prom- 
ised, they  would  now  be  in  the  process  of 
becoming  a  new  nation  with  high  democratic 
ideals,  and  would,  I  believe,  be  content  to  pay 
their  debts,  attend  to  their  business  and  become 
a  useful  member  of  the  Society  of  Nations.  But, 
unless  prompt  steps  are  taken  to  this  end  the 
demoralization  of  that  people  will  be  complete. 
They  will  become  hopelessly  embittered  and  a 
terrible  menace  to  civilization  will  be  perpetu- 
ated in  Central  Europe.  The  League  of  Na- 
tions may  be  advisable  eventually,  but  the  world 
needs  a  practical  peace  immediately. 


"I  present  this  statement  of  conditions  as  I 
see  them  to  show  you  why  I  think  no  busi- 
ness man  or  group  of  business  men  can  know 
what  is  in  prospect. 

Future  of  Business  the  Problem 

"The  Victor  Co.  has  plenty  of  business.  The 
crop  conditions  are  fairly  satisfactory,  the  pur- 
chasing power  of  the  average  citizen  is  greater 
than  before  the  war,  far  greater,  but  this  is  not 
sufficient.  The  future  welfare  of  business  is  a 
present  problem.  There  should  be  an  armistice 
declared  on  all  questions  vital  to  the  interests 
of  the   country  during  this   period   of  recon- 


rights  are  of  more  importance  than  the  rights 
of  the  other  one  hundred  million  people  in  this 
country.  This  is  a  dangerous  and  impractical 
doctrine.  There  are  still  many  people  whose 
wages  should  be  raised,  but  the  ones  who  are 
making  the  most  trouble  are  the  ones  who  are 
fairly  well  paid  already.  Our  Government,  how- 
ever, has  failed  in  many  things  that  it  has  under- 
taken in  the  way  of  constructive  accomplish- 
ments, and  is  largely  responsible  for  the  com- 
plicated labor  situation. 

Effect  of  Government  Regulation 
"The  effect  of  our  Federal  laws  is  felt  in  every 


Smiling  Groups  of  Talking  Machine  Men  Were  Always  to  be  Found  About  the  Traymore  or 
on  the  Boardwalk  and  the  Sartorial  Effect  was  Perfect 


struction.  Labor  leaders  should  check  all  agi- 
tation save  in  the  most  extreme  cases.  Labor's 
claims  must  be  adjusted  liberally  and  fairly,  but 
the  financial  situation,  too,  calls  for  careful  ad- 
justment; there  is  a  limit  past  which  it  is  not 
safe  to  go. 

"Business  men  have  made  many  sacrifices,  but 
every  interest  should  be  content  to  sufifer  some 
temporary  inconvenience  for  the  general  good. 
Labor  unions  have  been  led  to  believe  that  their 


line  of  commercial  enterprise.  The  American 
Merchant  Marine  at  one  time  carried  its  full 
share  of  the  commerce  of  the  world,  but  United 
States  has  been  out  of  it  for  the  last  sixty  years, 
and  the  situation  at  present  seems  to  be  hope- 
less. One  important  reason  is  that  our  ship- 
ping laws,  many  of  them  well  intended,  are  im- 
perfect. The  proposed  legislation  applying  to 
marine  commerce,  while  displaying  a  desire  on 
{Continued  on  page  112) 


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112 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  Page  111) 


the  part  of  Congress  to  do  something,  is  cer- 
tainly very  imperfect.  The  railroads  have,  I 
believe,  been  under  Government  regulation  in  a 
general  way  for  the  past  twenty  years.  During 
this  time  we  have  lived  in  a  fool's  paradise  in 
the  belief  that  we  had  the  cheapest  transporta- 
tion in  the  world,  but  it  now  appears  that  our 
past  low  freight  rates  were  achieved  at  too  high 
a  cost  and  that  we  shall  have  to  pay  dearly  in 
the  future  for  this  error  of  the  past. 

"We  trusted  the  Government  to  regulate  busi- 
ness, but  the  results  have  been  very  unsatisfac- 
tory. For  many  years  business  men  have  been 
criticised  and  persecuted  by  the  Government  in 
spite  of  which  the  American  business  man  has 
made  good  during  this  time,  while  the  Federal 
Government  has  made  bad.  American  business 
men  have  constructed  the  greatest  group  of 
business  enterprises  ever  known  in  the  history 
of  business  in  spite  of  bad  government.  Com- 
modities are  made  at  less  cost  and  of  better 
quality,  under  higher  wages  and  shorter  hours, 
than  by  any  other  country. 

"We  trusted  the  Government  to  keep  us  at 
peace  and  to  prepare  for  war  and  woke  up  to 
find  the  Government  asleep.  Then  we  had  to 
break  our  backs  and  our  pocketbooks,  and  our 
hearts,  doing  in  frenzied  haste  what  we  should 
have  been  fully  prepared  for.  There  had  been 
plenty  of  time.  The  war  started  in  1914,  and 
we  did  not  enter  it  until  1917. 

"We  trusted  the  Government  to  finance  the 
war.  We  bought  bonds  knowing  they  would 
fall  far  below  par.  Our  War  Bonds  are  now  a 
dangerous  embarrassment  to  us.  They  represent 
inexcusabl3r  bad  financiering.  They  failed  as  a 
popular  investment.  They  have  absorbed  en- 
tirelj'  too  much  of  the  credit  provided  by  the 
Federal  Reserve  Banks;  and  the  natural  expan- 
sion of  business  will  be  seriously  checked. 

"We  trusted  our  Government  to  tax  us  fairlj- 
and  intelligently,  but  it  has  passed  all  records  in 
uneconomic  and  vicious  taxation.    No  nation  on 
earth  can  long  endure  such  confiscatory  taxes. 
.  False  Ideas  of  Economy 

"The  group  of  radical  politicians  who  have 
controlled  the  affairs  of  this  country  for  the 
past  twenty  years,  and  who  have  been  respon- 
sible for  these  false  ideas  of  political  economy, 
do  not  constitute  the  majority  in  Congress. 
Their  ideas  do  not  even  have  the  virtue  of  origi- 
nality. As  a  rule,  they  are  very  clever  men  who 
believe  they  can  hold  themselves  in  office  by  ap- 
pealing to  the  selfish  instincts  of  unthinking 
people.  Their  ranks  have  been  materially 
strengthened  of  late  by  the  most  dangerous 
political  parasite  of  all — the  labor  union  politi- 
cian. He  is  not  a  friend  of  labor.  He  uses 
labor  unions  as  a  means  to  an  end.  His  plan 
is  first  to  secure  Government  control  of  every- 
thing and  then  to  control  the  Government — very 
simple ! 

"It  would  be  useless  for  business  men,  as  a 
class,  to  enter  into  direct  political  competition 
with  those  men.  Politics  is  not  the  business 
man's  game;  he  would  be  hopelessly  outclassed. 
•Very  few  business  men  are  fitted  by  tempera- 
ment and  experience  to  hold  public  office,  and 
the  only  defense  that  business  men  of  America, 
and  any  other  country  for  that  matter,  have  to- 
day is  a  direct  appeal  to  the  public  by  spread- 
ing a  propaganda  of  education  in  the  matters 
they  know  about,  financial,  industrial,  and  busi- 
ness matters  in  general. 

Regarding  Business  Regulation 

"I  do  not  disapprove  of  the  theory  of  business 
regulation.  I  believe  that  the  Interstate  Com- 
merce Commission  could  be  made  an  efficient 
organization  to  stabilize  transportation  matters, 
and  I  believe  the  Federal  Trade  Commission  is 
the  proper  organization  to  guide  business,  but 
the  Department  of  Justice  should  co-operate 
with  them.  Furthermore,  they  must  be  sup- 
ported by  sound  public  opinion.  In  the  light  of 
experience  in  the  last  few  years  it  is  very 
apparent  that  the  Sherman  Law  and  the  Clayton 
Act  are  very  imperfect.  No  Government  agency 
can  successfully  regulate  business  in  this  coun- 
try under  such  imperfect  laws,  no  matter  how 


well  disposed  it  may  be,  and  no  progress  can 
be  made  in  the  matter  of  Government  regula- 
tion, either  of  railroads  or  other  big  business 
enterprises,  until  these  laws  have  been  redrafted 
to  conform  to  the  needs  of  the  time.  Even  the 
United  States  Supreme  Court,  which  holds  the 
greatest  responsibility  of  any  body  in  the  land, 
appears  to  be  confused  by  these  bad  laws.  As 
bad  as  these  laws  are,  however,  business  men 
must  abide  by  them  at  any  sacrifice  so  long  as 
the}-  remain  on  the  statute  books.  The  De- 
partment of  Justice  apparently  means  to  enforce 
them,  and  it  can  although  many  of  the  decisions 
under  the  Sherman  Law  and  Clayton  Act  are 
promoting  unfair  competition  and  restraint  of 
trade  in  direct  opposition  to  their  purpose. 
Taxes  Must  Be  Revised 
"There  is  a  great  cry  against  high  taxes  and 
these  taxes  will  have  to  be  very  intelligently 
revised;  if  made  too  low  the  cost  will  be  greater 
than  the  present  cost  of  high  taxes.  This  is  a 
great  country  and  it  needs  a  great  sum  of  money 
to  run  it  There  are  many  beneficial  things  that 
o;ih-  the  Government  can  do.  The  problem  is  to 
develop  a  fair  and  practical  tax  law  and  then 
spend  the  money  economically  after  it  has  been 
collected. 

"This  is  not  a  difficult  problem.  It  is  a  very 
simple  one.  The  difficulty  lies  in  creating  a 
sound  public  opinion  that  will  support  sound 
methods.  There  are  plenty  of  good  men  in  Con- 
gress but  they  do  not  get  people's  support; 
public  opinion  does  not  back  them  up. 

"This  country  is  really  ruled,  as  it  should  be, 
by  public  opinion,  but  public  opinion  has  been 
misled.  There  is  every  sign,  however,  that  the 
people  are  suspecting  that  something  is  wrong 
and  I  believe  they  are  in  a  listening  mood.  If 
every  business  man  in  the  country  will  study 
the  situation  until  he  fully  understands  it  him- 
self much  may  be  accomplished.  .\  complaint 
to  be  effective  must  be  intelligent. 

"Many  well-intending  people  seem  to  be  under 
the  impression  that  in  order  to  secure  better 
government  some  radical  change  is  necessary. 
I  do  not  subscribe  to  this  theory.  Our  present 
form  of  government  is  90  per  cent  good  and 
the  remedy  lies  not  in  radical  changes,  but  in 
efficient  administration  and  simplification  of  the 
laws. 

"All  governments  are  an  experiment  and  they 
will  be  for  ages  to  come.  To  some  extent  there 
will  always  be  a  feeling  of  unrest,  for  such  is 
progressive  thought. 

"^^'e  must  have  a  better  and  more  efficient 


government  system  and  I  believe  the  tide  has 
turned.  The  business  men  of  America  can  do 
much  to  help,  but  they  will  have  to  work  along 
intelligent  lines  in  the  matter  of  creating  whole- 
some public  opinion  rather  than  enter  the  race 
for  political  office.  They  will  have  to  think 
right,  talk  right  and  act  right. 

"While  I  do  not  believe  a  man  with  nothing 
but  a  business  training  would  make  a  good 
president  I  do  believe  it  is  necessary  to  organ- 
ize the  Federal  Government  more  on  business 
lines.  This  could  be  accomplished  very  quickly. 
The  Cabinet  should  be  reorganized  into  a  sort 
of  executive  committee  representing  not  only 
the  different  branches  of  the  Government,  but 
also  the  different  social  and  industrial  interests. 
The  strictly  governmental  departments  are  al- 
ready fairly  well  represented.  Agriculture  and 
labor  are  also  represented  and  there  should  be 
added  men  experienced  in  finance  and  invest- 
ments, banking,  railroading  and  manufacturing. 
Then  something  could  be  accomplished.  This 
executive  committee  should  have  some  power.  It 
should  not  be  wholly  subservient  to  the  presi- 
dent. The  vice-president  should  be  an  effective 
member  of  the  organization  and  it  should  be 
able  to  transact  business  when  the  president  is 
ill  or  absent.  This  country  is  too  big  for  one 
man  to  run.  It  requires  a  group  of  wise  men 
who  are  fairly  representative  of  the  various  in- 
terests of  the  country." 

New  President  Introduced 

L.  C.  Wiswell,  the  new  Association  president, 
was  next  introduced  and  took  occasion  to  em- 
phasize the  great  value  of  team  work  among 
the  members  of  the  Association  and  everyone 
in  the  Victor  business  during  the  coming  year. 
He  paid  particular  tribute  to  the  foresight  of 
the  Victor  Co.  in  meeting  conditions  that  have 
developed  and  urged  that  the  jobbers  d'o  their 
part  in  preparing  for  the  future. 

Dr.  Petty  Speaks  on  Brotherhood 

The  last  speaker  was  the  Rev.  Dr.  C.  Wallace 
Petty,  of  New  York,  who  in  an  address  that 
was  both  witty  and  weighty  emphasized  the 
necessity  of  a  proper  understanding  and  prac- 
tice of  brotherhood  in  business  relationships  to 
solve  in  some  measure  the  problem  of  unrest 
that  now  exists. 

Dance  Closes  the  Evening 

At  the  conclusion  of  the  speaking  the  record 
artists  continued  their  interesting  program,  after 
which  there  was  dancing  ad  lib.  to  the  accom- 
paniment of  excellent  music  by  the  Traymore 
orchestra. 


THE  FINEST  OF 


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For  Phonographs  and  Record  Cabinets 
Are  supplied  by  the 

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MAKERS  OF  THE  FAMOUS  "GERMAIN   PIANO  BACKS" 

SAGINAW  MICHIGAN 


CONDITIONS  ARE  SUCH  THAT  WE 
ADVISE  IMMEDIATE  CORRESPONDENCE 


JULV  15,  1920 


THE    TALKING    MACHINE  WORLD 


113 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

I  Victor  Co,  Concert  Immense  Success  I 


■  Caruso,  Rachmaninoff  and  Hans  Kindler,  Together  With  Victor  Orchestra,  Under  Direction  of  Josef  Pasternack,  g 
I  Appear  in  Elaborate  Program  at  Complimentary  Concert  Tendered  by  the  Victor  Co.  to  the  Jobbers'  g 

1  Association  at  Hotel  Ambassador  on  Evening  of  June  30th — Supper  and  Dance  Follow  1 


iilllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllUIIII!^ 

Atlantic  City,  N.  J.,  July  2. — The  final  so- 
cial event  of  the  Jobbers'  Convention,  and  by 
long  odds  the  most  noteworthy,  was  the  com- 
plimentary concert  by  Victor  artists  to  the  Job- 
bers' Association  given  at  the  Ambassador  Hotel 
Wednesday  night,  June  30,  under  the  auspices 
of  the  Victor  Talking  Machine  Co.  The  Vic- 
tor Co.  has  been  responsible  for  so  many  clabo- 


II 

'cellist.  The  Victor  orchestra,  under  the  direc- 
tion of  Josef  A.  Pasternack,  provided  a  num- 
ber of  orchestral  selections  and  also  the  accom- 
paniment for  the  several  artists. 

The  program  provided  for  the  occasion  was  a 
distinctly  elaborate  one  and  included  auto- 
graphed photos  of  the  three  featured  artists 
and  of  Pasternack,  together  with  the  reproduc- 


Jli!lllllllililil1llllllllllllllilllllll!lll1l1lil1lllllll1l1lll^^^ 

tcrnack,  conductor  of  the  Victor  Orchestra^  say- 
ing: 

"Four  years  ago  it  became  necessary  for  the 
Victor  Co.  to  seek  a  new  director  for  our  or- 
chestra. The  problem  of  finding  the  right  man 
was  very  difficult,  as  our  musical  work  required 
a  man  of  great  experience  and  unusual  skill, 
because  of  the  varied  nature  of  our  recording. 


Supper  Tendered  by  Victor  Co.  at  the  Ambassador  June  30,  1920 


late  entertainments  that  it  was  hardly  believable 
that  past  efforts  could  be  surpassed,  but  the 
afifair  at  the  Ambassador  unquestionably  set  a 
new  high  mark. 

There  were  two  big  surprises  at  the  concert, 
both  kept  carefully  under  cover  until  the  last 


tion  of  two  cartoons  by  Caruso,  one  of  himself 
and  the  other  of  Pasternack. 

The  Artists  and  the  Program 
The  concert  was  in  direct  charge  of  C.  G. 
Child,  Director  of  Recording  for  the  Victor  Co.,^ 
who  introduced  each  artist  personally  in  a  few 
well-chosen  words.  At  the  opening  of  the  pro- 
gram he  presented  to  the  audience  Josef  A.  Pas- 


Name  after  name  was  mentioned.  Certain  di- 
rectors of  the  opera  were  discussed  and  even 
tried  and  then  someone  suggested  that  we  go 
to   Boston  and  hear  the   man  who  was  con- 


Sergei  Rachmaninoff 

moment.  These  surprises  were  the  appearance 
of  Enrico  Caruso,  who  came  to  Atlantic  City 
from  Havana,  where  he  has  been  appearing  in 
opera,  and  the  appearance  of  Sergei  Rachman- 
inoff, the  famous  Russian  pianist.  The  third 
artist    was    Hans    Kindler,    the    noted  Dutch 


Josef  Pasternack 


Enrico  Caruso 

ducting  the  Summer  season  of  the  Boston  Sym- 
phony Orchestra.- 

"I  found  there  a  conductor  of  unquestionable 
ability,  a  serious  musician,  a  man  of  wonderful 
(Continued  on  page  114) 


114 


THE    TALKING    MACHINE  WORLD 


July  15,  192d 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  113) 


experience — but  would  he  fit  into  the  organiza- 
tion? Then  I  heard  a  Strauss  waltz  played  as 
I  had  never  heard  it  played  under  any  other 
baton  save  that  of  Edward  Strauss  himself,  and, 
like  Steve  Brodie,  we  took  a  chance  and  that 
chance  was  more  than  a  1,000  to  1  shot. 

"He  has  not  only  fitted  into  the  organization, 
but  also  has  won  the  respect  and  co-operation  of 
officers  and  staflf  alike  and  the  wonderful  im- 
provement in  our  orchestral  and  accompani- 
ment recording  is  due  to  the  fact  that  every- 
thing which  comes  to  his  hand,  whether  it  be  a 


Hans  Kindler,  'Cellist 


sj'mphony,  operatic  aria  or  jazz,  is  rnujic  to  be 
done  in  the  best  way  possible.  Nothing  escapes 
him.  Nothing  is  slighted,  and  while  j'ou  have  all 
heard  him  before,  I  want  to  introduce  him  to 
you  to-night  by  his  laboratory  pet  name,  'Eagle 
Ear  Joe  Pasternack.'  " 

After  Mr.  Pasternack  had  led  the  orchestra 
through  the  mazes  of  the  overture  from  '"Tann- 
hauser,"  Mr.  Child  introduced  Hans  Kindler, 
the  noted  'cellist,  who  played  two  selections 
by  Popper.  In  presenting  Mr.  Kindler  Mr. 
Child  said: 

"Frequently  we  have  been  asked  why  it  is 
that  records  by  the  same  artist  appear  in  the 
Victor  catalog  in  different  classes.  Our  reply 
has  always  been:  'Listen  to  the  records  in  the 
first  class  in  which  they  appeared  and  compare 
them  with  the  records  in  the  class  they  are  now 
in  and  you  will  find  the  answer.' 

"Comparatively  a  few  years  ago  a  young  gen- 
tleman from  Holland  came  to  this  country  and 
was  at  once  engaged  as  soloist  and  first  violon- 
cellist of  the  Philadelphia  Symphony  Orchestra 
and  almost  immediately  a  contract  was  made 
with  him  by  the  Victor  Talking  Machine  Co.  for 
some  records  in  a  popular-priced  class.  His  art 
increased  with  such  rapidity  that  it  was  but  a 
very  short  time  before  we  realized  that  he  had 
earned  for  himself  a  much  higher  rating.  His 
reputation  has  increased  so  that  he  could  not 
permanently  continue  even  with  so  famous  an 
organization  as  the  Philadelphia  Orchestra  and 
this  year  he  will  appear  in  concert  as  one  of 
the  great  instrumental  soloists  of  the  present 
day  and  at  the  same  time  has  taken  his  right- 
ful place  in  the  Victor  celebrity  catalog  as  a 
Red  Seal  artist.  It  is  with  great  pleasure  I  pre- 
sent to  you  Hans  Kindler." 

Caruso  Arouses  Enthusiasm 

The  enthusiasm  of  the  audience  was  aroused 
to  high  pitch  when  Mr.  Child  again  advanced  to 
the  center  of  the  stage  and  said:  "At  previous 
meetings  I  have  referred  to  the  early  ambition 
of  the  Victor  Co.  to  make  the  Victrola  the 
greatest  musical  instrument  in  the  world.  In 
a  word,  to  take  the  talking  machine  out  of  Coney 
Island.  The  foundation  and  cornerstone  of  this 
great  ambition  was  laid  in  1902,  when  the  first 
Victor  Red  Seal  record  was  made  by  a  young 
Italian  tenor  who  had  taken  London  by  storm 
and  whose  success  was  so  great  and  yet  so  legiti- 
mate that  the  whole  world  wondered.    You,  our 


guests,  know  far  better  than  I  can  tell  you 
what  this  artist's  name  and  influence  has  meant 
to  us — how  greatly  it  has  aided  in  building  the 
reputation  which  we  now  hold  so  firmly. 

"Through  eighteen  years  it  has  been  my  priv- 
ilege to  attend  the  opening  performances  at  the 


C.  G.  Child 


Metropolitan  Opera;  through  eighteen  years  it 
has  been  my  privilege  to  be  present  at  the  first 
performance  of  each  new  role  that  he  has  created 
and  year  after  year  I  have  watched  and  won- 
dered at  the  ever-increasing  beaut}'  of  his  voice 
and  the  constant  seriousness  with  which  he  de- 
votes himself  to  his  art. 

"It  has  been  a  very  great  privilege  to  have 
known  the  artist,  but  a  far  greater  privilege  to 
have  known  the  man.  Through  these  long  years 
of  closest  intimacy  I  have  never  heard  him  speak 
a  word  in  unkind  criticism  of  a  fellow  artist;  I 
have  seen  him  aid  and  encourage  younger  sing- 
ers with  the  most  gentle  kindness;  his  acts  of 
generosity,  instances  of  his  help  to  those  in 
trouble  are  numberless;  he  takes  his  obligations 
to  the  public  with  the  serious  consideration  of 
a  man  of  great  business  integrity. 

"His  records  have  always  been  greeted  with 
the  keenest  interest;  they  have  been  a  constant 
help  and  stimulus  to  you,  to  your  sales  people 
and  to  the  public  and  through  these  eighteen 
years  of  association  he  has  kept  every  obligation 
to  you  and  to  us  with  unfailing  loyalty.  To  the 
talking  machine  jobbers  his  name  needs  no  in- 
troduction, but  it  is  a  very  great  honor  to  pre- 
sent to  you  in  person  Comm.  Enrico  Caruso. 

"In  introducing  Mr.  Caruso  for  his  second 
appearance  on  our  program  I  want  to  present 


not  the  artist  alone,  but  also  our  friend,  Caruso." 

Mr.  Caruso  then  sang  the  aria  "Una  Furtiva 
Lagrima,"  from  "Elisir  d'  Amore,"  and  was  ac- 
corded a  distinct  ovation.  Another  number  by 
the  orchestra,  the  Liszt  "Hungarian  Rhapsody," 
followed.  Next  Mr.  Child  introduced  to  the  au- 
dience one  of  the  latest  additions  to  the  famous 
Victor  list  of  record  artists,  no  less  a  person- 
age than  Sergei  Rachmaninoff,  the  noted' pian- 
ist. In  his  introduction  of  Mr.  Rachmaninoff 
Mr.  Child  said: 

"In  1910  a  great  artist  came  to  the  United 
States  from  Russia.  His  reputation  as  a  com- 
poser, conductor  and  pianist  had  preceded  him. 
His  concert  appearances  at  that  time  were  noth- 
ing less  than  a  series  of  triumphs.  He  did  not 
come  again  until  1918.  During  his  absence  his 
beautiful  music  had  been  performed  by  the  great 
sj'mphony  orchestras,  his  compositions  for  piano 
had  been  played  by  artists  all  over  the  world 
and  he  was  even  more  famous  than  before.  His 
return  was  heralded  as  an  event  by  the  music 
lovers  of  this  country. 

"But  to  us  there  was  a  touch  of  sadness  at 
this  time,  for  even  though  his  manager  ap- 
proached us  in  regard  to  an  engagement  we  were 
compelled  to  decline  because  the  Victor  Co.  was 


R.  L.  Freeman  Snapped 


then  working  for  the  United  States  Government 
and  doing  its  duty  in  another  field.  So  this  great 
artist  was  persuaded  to  accept  an  offer  from  an- 
other company.  It  may  be  old-fashioned,  but 
one  of  the  ethics  of  the  Victor  Co.  most  firmly 


Confidence 


Empires  were  built  by  rfeal  confidence.  Discrim- 
inating manufacturers  demand  distinctively  de- 
signed Hardware  because  they  have  confidence  in 
sound  value. 

Phonograph  Accessories 

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Also — Lid  Supports,  Automatic  Stops,  Tone  Rods, 
Knobs,  Escutcheons,  Sockets,  etc. 

Furniture  Trimmings 

A  complete  offering  in  all  the  Period  and  Com- 
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Refrigerator  Hardware 

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Grand  Rapids,  Michigan  New  York :  7  E.  42nd  St. 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


115 


adlicred  to  is  never  to  approach  an  artist  whom 
we  know  is  under  contract  to  another  company 
and  it  was  a  matter  of  regret  to  think  that  this 
great  name  and  art  was  lost  to  us. 

"Early  this  Spring  Mr.  Kreisler  and  Mr.  Mc- 
Cormack  made  a  record  of  one  of  this  artist's 
compositions  and  when  the  record  was  com- 
pleted and  played  for  their  approval  I  had  the 
pleasure  of  being  introduced  to  the  author." 

Mr.  Child  then  led  up  to  the  placing  of  the 
artist  under  a  Victor  contract  and  said:  "The  ad- 
dition of  his  name  to  the  long  list  of  Victor 
celebrities  is  a  great  honor,  and  no  name  added 
in  recent  years  has  meant  more  to  Victor  su- 
premacy than  the  artist  it  is  my  great  privilege 


now  to  present  to  you,  Sergei  Rachmaninofif." 

Rachmaninoff  then  played  in  a  masterly  style, 
on  a  Steinway  grand,  Mendelssohn's  "Rondo 
Capriccioso"  and  Chopin's  "Valse  Scherzo." 
Then  came  another  selection  by  the  orchestra 
and  Caruso's  final  number,  "Vesti  La  Giubba," 
from  "Pagliacci."  The  program  wound  up  with 
the  playing  by  the  orchestra  of  Tschaikowsky's 
"March  Slave,"  that  is,  so  far  as  the  fixed  pro- 
gram went,  but  the  enthusiasm  of  the  audience 
was  unbounded  and  each  of  the  artists,  as  well 
as  the  orchestra,  furnished  many  encores. 

Mr.  Child  also  took  occasion  to  introduce  to 
the  jobbers  the  associate  director,  Mr.  Bourbon, 
a  well-known  'cellist,  who  directed  the  Kindler 


number.  Those  who  arranged  the  concert,  as  well 
as  the  artists  who  participated,  were  accorded 
a  tremendous  ovation  by  their  guests  at  the 
conclusion  of  their  program. 

Following  the  concert  the  jobbers  were  the 
guests  of  the  Victor  Co.  at  an  elaborate  supper 
at  the  Ambassador  during  which  they  were  en- 
tertained by  a  number  of  the  popular  record 
artists,  including  Ralph  Bingham,  Rudy  Wie- 
doeft,  Billy  Murray,  the  All  Star  Trio,  the  Peer- 
less Quartet,  Joseph  Smith  and  his  orchestra 
and  others.  Following  the  supper  there  was 
dancing"  in  the  Renaissance  Room  of  the  Am- 
bassador to  the  accompaniment  of  Smith's  or- 
chestra the  Palace  Trio  and  the  All  Star  Trio. 


gllllllllllllllll  Illlllllllllllllllllllllinilllllllllllllllllllinillllllllltlllllllllllllllllllll  mil  IIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHI  Illllllllllllllllllllllllllllllllllll  Illllllll  I  I  Illllllllllllll  Illllllllllllllltlllllllllllllllllllllllll  IlllllllllllllllllllllllllllllllinilllllllllllllllllllllllllllllllllllllllllllllllllllllllllU 

I  Stray  Splinters  From  the  Boardwalk  | 


A  convention  of  the  Jobbers'  Association 
without  a  little  rain  would  probably  prove  a 
distinct  shock  to  the  majority  of  the  delegates 
and  this  year  the  weather  ran  true  to  form.  Af- 
ter a  week  of  perfect  weather  for  the  conven- 
tions of  the  Rotarians  and  various  music  trade 
bodies  the  talking  machine  men  were  treated  to 
a  thunder  storm  on  Tuesday  which  almost  made 


Otto  Goldsmith,  L.  A.  Schwarz,  Phil  Ravis 

some  of  them  wish  for  the  protection  of  feather 
beds.  More  than  one  suit  of  flannels  lost  its 
shape  during  the  storm. 


The  terpsichorean  devotees  had  ample  oppor- 
tunity to  exhibit  their  skill  and  ability  during 
the  course  of  the  convention,  for  there  was 
dancing  on  Monday,  Tuesday  and  Wednesday. 
Among  the  experts  in  the  Association  may  be 
numbered  Lloyd  Spencer  of  the  Silas  E.  Pear- 
sall  Co.,  Arthur  A.  Trostler  of  the  Schmelzer 


W.  F.  Frederick,  G.  H.  Rewbridge 
Arms  Co.,  Herbert  Shoemaker  of  the  Eastern 
Talking  Machine  Co.,  and  Kenneth  Reed  of  the 
M.  Steinert  &  Sons  Co. 


A  certain  party  of  Eastern  jobbers  left  New 
York  on  Saturday  morning  for  Philadelphia 
with  every  expectation  of  reaching  Atlantic  City 
on  Sunday  morning  at  the  latest.  Many  of  their 
friends  were  alarmed  when  they  failed  to  ar- 
rive on  time,  but  they  finally  reached  the  Tray- 
more  at  4  a.  m.  Monday  morning.    We  under- 


stand that  their  automobile  became  "hors  de 
combat,"  but  it  is  possible  that  Rayburn  Clark 


Mr.  and  Mrs.  E.  C.  Rauth 

Smith  of  the  Unit  Construction  Co.  can  givo 
further  details  as  to  the  delay. 


An  Eastern  jobber,  noted  for  his  sporting 
proclivities,  whether  in  stocks,  with  cards  or 
with  "galloping  dominoes,"  recently  played  a 
horse  named  Daylight  Saving,  on  one  of  those 
sure-thing  tips.  When  asked  about  the  result 
of  the  race  his  sole  comment  was,  "Daylight 


President   L.   C.   Wiswell   and  Vice-President 
Louis  Buehn 

Saving  forgot  to  change  his  watch  and  ran  on 
s'landard  time." 


The  high  cost  of  living  has  even  afifected  hy- 
droplane flights.     Some  years  ago  the  charge 


was  $15  for  fifteen  minutes  in  the  air.  Now  the 
charge  for  a  "standard  flight"  of  about  ten  min- 
utes is  $25,  and  even  at  that  rate  there  are 
plenty  of  passengers. 


A  party  of  four  jobbers  visited  one  of  the 
leading  Boardwalk  amusement  places  and  con- 
sumed three  rounds  of  so-called  high  balls. 
When  the  "bad  news"  was  received  it  read  $18 


and   Mrs.    Henry  Thos.  T.  Evans,  C.  C. 
Miller  Mellor     Co.;  Harold 

Lamer,  Ceilings  &  Co. 

for  drinks  and  $4  for  "cover  charge."  Four  tem- 
porary converts  to  prohibition  were  enlisted 
right  then. 


Rolling  chairs  were  in  demand  constantly 
when  the  business  sessions  were  not  pro- 
gramrhed,  and  C.  B.  Snow,  of  Cressey  &  Allen, 
was  one  of  the  many  chair  enthusiasts  who 
appreciated  the  beauties  of  the  Atlantic  City 
boardwalk. 


The  Association  banquet  on  Tuesday  was  a 
decided  success,  but  it  is  doubtful  if  H.  A.  Cold- 


French  Nestor,  F.  P.  Oliver,  Wallace  Russell 

smith,  of  the  Badger  Talking  Machine  Co.,  and 
Clarence  Price,  of  Ormes,  thoroughly  appreciated 
the  dinner.  In  fact,  they  were  probably  too 
tired  to  appreciate  anything  in  particular,  for 
in  their  capable  hands  were  placed  the  details 
of  the  entire  afifair.  They  prepared  the  floor 
plan,  the  seating  arrangements  and  distributed, 
the  tickets,  and  needless  to  say  this  was  "some 
job,"  for  over  500  were  present  at  the  dinner. 


G.  B.  Wiswell,  Joliet,  111.;  Albert  Blackman, 
J.  N.  Blackman,  Geo.  Mickel 


Competition  was   eliminated   entirely  in  the 
(^Continued  on  page  117) 


116 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


The  VICTOR  trade-mark  of  the 
little  fox  terrier  sitting  attentively 
in  front  of  the  talking  machine 
stands  for  supreme  quality  in  talking 
machines  and  records. 

The  firm  name  of  W,  D.  &  C\  N, 
ANDREWS  stands  for  the  very  best 
co-operation  and  service  th  at  a 
VICTOR  jobber  can  offer  the  trade. 

W.  D.  &  C.  N.  ANDREWS 

BUFFALO,  NEW  YORK 


JuLv  IS,  1920 


THE   TALKING   MACHINE  WORLD 


117 


NATIONAL  ASSOCIATION  OF  TALKING  MACHINE  JOBBERS  HOLDS  CONVENTION— (Continued  from  page  115) 


thoughts  of  the  visiting  jobbers  from  'the  large 
cities,  as  for  example,  G.  T.  (Billy)  Williams, 
of  the  G.  T.  Williams  Co.,  and  R.  H.  Morris,  of 
the  American  Talking  Machine  Co.,  traveled 
the  corridors  together,  while  they  discussed  the 
activities  of  the  Brooklyn  trade. 


By  a  unanimous  vote,  Thomas  F.  (Tom)  Green, 
of  the  Silas  E.  Pearsall  Co.,  was  voted  the  Beau 
Brummel  of  the  convention.    Regardless  of  the 


L.  C.  Mountcastle  J.  C.  Roush 


P.  W.  Simon  L.  C.  Wiswell 

blistering  heat  and  the  crowded  banquet  rooms, 
he  always  managed  to  give  the  impression  that 
he  had  just  visited  his  tailor.  If  popularity 
prizes  were  given  out,  Tom  Green  would  be  a 
sure  winner. 


One  of  the  most  popular  groups  at  the  con- 
vention consisted  of  Henry  Stadlmair,  presi- 
dent of  C.  Bruno  &  Son,  Inc.,  Mrs.  Benjamin 
and  Miss  Stadlmair.  The  latter  was  a  prom- 
inent factor  in  all  of  the  social  activities,  and 
frequently  numbered  two  or  three  partners  to 
a  single  dance. 

Perry  B.  Whitsit,  of  Columbus;  W.  H.  Rey- 
nalds,  of  Mobile,  Ala.,  and  R.  H.  Morris,  of 
Brooklyn,  N.  Y.,  were  numbered  among  the  job- 
bers who  came  to  Atlantic  City  to  attend  the 
Rotary  convention.  There  were  also  several 
dealers  in  attendance,  including  George  Wis- 
well, of  Joliet,  111.,  brother  of  L.  C.  Wiswell, 
new  president  of  the  Jobbers'  Association. 


The  conventioner  at  this  time  needs  only  a 
thirst,  a  bankroll  and  a  merely  formal  intro- 


Henry  Burr  and  Princess  Watahwaso,  V.  W. 
Moody  and  Margaret  Young,  Mr.  and  Mrs. 
I.  Davega 

duction  to  forget  that  there  is  any  such  thing 
as  an  Eighteenth  Amendment  or  a  Volstead 
Act.  It  was  noticed,  too,  that  many  arrivals 
handled  their  bags  personally  and  with  care. 

Chas.  K.  Bennett  brought  his  family  with  him 
from  Cleveland,  the  family,  in  addition  to  Mrs. 
Bennett,  consisting  of  Miss  and  Master  Bennett, 
two  lively  youngsters  who  saw  all  there  was  to 
see  about  the  hotel  and  its  environs  and  enjoyed 
things  immensely. 

L.  C.  Wiswell,  the  new  president,  arrived 
early  in  order  to  introduce  his  oldest  daughter, 
a  charming  young  lady,  to  Atlantic  City  con- 
vention festivities. 


"The  Supply  Trio"  was  the  apt  designation 
accorded  to  Phil  Ravis,  of  the  Peerless  Album 
Co.,  Otto  Goldsmith,  of  the  Cabinet  &  Acces- 
sories Co.,  and  G.  L.  Mortenson,  of  the  Repeater 
Stop  Co.  They  exchanged  anecdotes  incidental 
to  the  growth  and  development  of  their  respec- 
tive products. 


B.  R.  Forster,  of  the  Brilliantone  Steel  Needle 
Co.,  and  well  known  to  the  jobbers  from  Coast 
to  Coast,  conversed  diligently  with  the  visitors 
on  the  probable  output  of  Brilliantone  needles 
during  the  coming  year.  A  welcomed  souvenir 
presented  by  Mr.  Forster  consisted  of  a  com- 
bination blotter  and  ruler. 


As  usual,  the  Traymore  service  was  superb, 
and  Manager  Montgomery  well  deserved  the 
congratulations  which  he  received  from  the  job- 
bers and  their  families. 


The  Traymore  was  crowded  to  the  limit,  but 
there  were  several  rooms  which  seemed  to  be 
Meccas  for  the  visiting  jobber.  One  of  these 
rooms  was  No.  739,  which  was  the  scene  of  many 
conferences  of  an  informal  and  social  nature. 
Perhaps  there  was  a  reason — liquid. 


There  was  a  feeling  of  optimism  and  confi- 
dence among  the  visiting  jobbers  that  augured 
well  for  a  banner  season  this  Fall.  From  North, 
East,  South  and  West,  reports  were  circulated 
which  indicated  that  Victor  jobbers  and  deal- 
ers are  absolutely  "sold"  on  the  idea  of  pros- 
perity during  1920. 


One  of  the  best  known  jobbers  from  the 
sunny  South  is  quite  willing  to  discourse  elo- 
quently on  the  value  of  "three  tens  full,"  as 
compared   to  "three   nines  full."     The  jobber 


Left  to  Right— W.  T.  Haddon,  Fred  Putnam 
and  H.  S.  Grover 

holding  the  latter  hand  won  second  money,  but 
that  was  hardly  satisfactory. 


When  outdoor  sports  were  on  the  program, 
Fred  P.  Oliver,  of  the  Blackman  Talking  Ma- 
chine Co.,  was  a  foremost  figure.  In  addition 
to  winning  one  of  the  golf  cups,  Mr.  Oliver  was 


a  member  of  all  bathing  parties  that  were  staged 
between  sessions.  He  also  consented  to  have 
his  photograph  snapped  by  The  World's  photog- 
rapher, in  company  with  Fred  T.  Putnam  of  the 
Putnam-Page  Co.,  and  several  other  visitors  to 
the  beach. 


Among  the  lobbyists,  H.  C.  Ernst,  of  the  New 
York  Talking  Machine  Co.,  was  a  familiar  fig- 


T.  E.  Swann  and  B.  R.  Forster 

ure.  In  his  white  flannels  and  calm  assurance, 
Mr.  Ernst  settled  many  discussions  as  to  the 
possibilities  of  a  Republican  President  being 
elected  this  Fall. 


It  is  understood  on  good  authority  that  one 
of  the  popular  Victor  artists  at  the  convention 
was  obliged  to  watch  the  "galloping  dominoes" 
for  twenty  successive  rolls  before  he  finally  dis- 
covered that  there  were  any  other  numbers  out- 
side of  two,  three  and  twelve.  However,  "it  is 
an  ill  wind  that  blows  nobody  good,"  which 
will  be  affirmed  by  a  well-known  citizen  of 
Pennsylvania. 


One  talking  machine  man,  who  had  fortified 
himself  against  an  arid  evening  by  placing  a 
glass  container  in  his  inside  coat  pocket,  slipped 
on  the  stairs  leading  to  the  grill  and  fell  quite 
heavily.  He  was  assisted  to  his  feet  and  seemed 
none  the  worse  for  his  experience  when  he  sud- 
denly felt  a  warm  fluid  trickling  down  his  body. 
"My  Lord,  I  hope  it's  blood,"  was  his  worried 
comment. 


When  Caruso  arrived  at  Atlantic  City  to  sing 
at  the  entertainment  tendered  the  jobbers  by 
the  Victor  Co.,  he  was  a  center  of  interest  for 
the  daily  newspaper  correspondents,  who  wanted 
(C ontinued  on  page  118) 


Victor  Dealers 


will  find  in  our  new  whole- 
sale store  every  facility  for 
the  marketing  of 

VICTROLAS 

and  RECORDS 

Our  A^eD'  Location  at 

Penn  Avenue  and  12th  Street 

brings  our  wholesale  department 
to  within  one  block  of  the 
Pennsylvania  Station. 

Be  Sure  to  visit  the  Model  Victor 

Sales  Room  on  the  first  floor. 


PITTSBURGH,  PA. 


lis 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


THE  CONVENTION  OF  T.  M.  JOBBERS 

(Contmiued  from  page  117) 

his  views  about  the  great  jewel  robbery  and  the 
bomb  outrage  at  the  Havana  Opera  House. 


Howard  Shartle,  Mrs.  Shartle  and  W.  T. 
Haddon,  who  arc  now  listed  among  the  "in- 
land" citizens,  seemed  to  take  special  delight  in 


W.  T.  Haddon,  Ohio  T.  M.  Co.,  and  Mr.  and 
Mrs.  Howard  Shartle,  Cleveland  T.  M.  Co. 

flirting  with  the  briny,  and  carried  back  into 
the  West  some  beautiful  shadings  in  sunburn 

and  tan.  .  . 

Mr.  and  Mrs.  W.  A.  Condon  easily  ranked 
among  the  most  popular  and  handsomest  couples 
that  stepped  along  the  Boardwalk  during  con- 
vention days.  Unfortunately  the  snapshot  The 
World  took  was  ineffective  owing  to  unfavorable 
light  conditions. 


After  watching  a  quartet  of  jobbers  play 
"kelly  pool"  for  an  hour  or  so  at  a  dime  a  corner, 
one  is  convinced  that  it  is  a  fortunate  thing 
that  it  does  not  require  pool  sharks  to  whole- 
sale talking  machines. 


George  E.  Mickel,  of  Mickel  Bros.,  Omaha, 
Nebr".,  entertained  Miss  Elizabeth  and  Mr.  L.  C. 
Wiswell  at  dinner  Thursday  evening,  July  1st, 
at  the  Shelburne.  During  the  dinner  President 
E.  R.  and  Mrs.  Johnson  visited  the  Mickel  table 
and  chatted  for  several  minutes.  After  the  din- 
ner, the  party  was  a  guest  of  Mr.  Mickel  to  a 
rollicking  good  time  down  the  boardwalk.  Mrs. 
George  E.  Mickel,  Miss  Gladys  Mickel  and  Ed- 
wat'd  Lyman  Bill  were  also  present. 


Everyone  voted  the  Victor  banquet  and  enter- 
tainment on  Wednesday  night  to  be  the  great- 
est musical  and  social  event  in  trade  historv. 


PERIOD   TONE  ARM 

Mr.  Talking  Machine  Manufacturer: 

Before  you  place  your  order  for  tone 
arms  and  sound  boxes, write  to  us  for  the  new 
PERIOD  UNIVERSAL  TONE  ARM. 

PERIOD  TONE  ARM  CORPORATION 


55-61  West  17th  Street 


Tel.  Chelsea  4744-4745 


New  York  City 


W.  J.  Staats,  treasurer  of  the  Victor  Co.,  and 
Mrs.  Staats  motored  over  to  the  convention. 
No  brighter  or  broader  smiles  than  theirs  were 


W.  J.  Staats,  Treas.  Victor  Co.,  and  Mrs.  Staats 

to  be  found  in  and  around  the  well-known  Tray- 
more  lobby. 


THE  JOBBERS'  GOLF  TOURNAMENT 

Exciting  and  Close  Contest  Enjoyed  by  Nearly 
Two  Score  Trade  Golfers— C.  A.  Grinnell 
Wins  the  First  Prize,  the  Johnson  Trophy 


sler  trophy,  both  having  a  score  of  82  net.  Mr. 
Wagner  made  97  gross,  less  a  handicap  of  15, 
while  Mr.  Creed  had  103  gross,  less  a  handi- 
cap of  21.  T.  H.  Towell  won  fourth  place,  and 
the  Russell  Steinert  trophy,  his  gross  score  be- 
ing 101,  less  a  handicap  of  18,  or  83  net.  Gar- 
rett Schenck  finished  fifth  and  won  the  Wur- 
litzer  trophy  with  a  gross  of  109,  a  handicap  of 
25  and  a  net  score  of  84. 

The  first  part  of  the  match  was  played  under 
most  favorable  weather  conditions,  the  contes- 
tants finding  the  course  in  excellent  shape.  Just 
before  the  end  of  the  tournament,  however,  there 
was  some  heavy  rain  which  served  to  spoil 
part  of  the  contest  to  a  certain  degree.  The 
committee  made  every  effort  to  match  the  play- 
ers as  evenly  as  possible,  the  handicaps  ranging 
downward  from  a  maximum  of  25.  Among 
those  who  participated  in  the  tournament  were 
Emanuel  Blout,  Louis  Buehn,  Clarence  Camp- 
bell, L.  W.  Colling*,  Dan  Creed,  Ross  P.  Cur- 
tice, John  G.  Corley,  W.  C.  Dierks,  E.  J.  Dingley, 
R.  L.  Freeman,  A.  D.  Geissler,  H.  S.  Goldsmith, 
Max  Landay,  James  Landay,  F.  B.  Middleton, 
Jr.,  C.  W.  Miller,  H.  A.  Murray,  George  E. 
Mickel,  French  Nestor,  R.  B.  Reinick,  B.  G. 
Royal,  G.  F.  Ruez,  G.  R.  Schenck,  Lloyd  L. 
Spencer,  R.  S.  Sterritt,  W.  J.  Staats,  T.  H. 
Towell,  C.  A.  Wagner,  W.  G.  Walz,  G.  W.  Bates,' 
C.  A.  Grinnell,  A.  A.  Grinnell,  Roy  Page  and 
R.  Wolf. 


MILHOLLAND  WITH  COLUMBIA  CO. 


Atlantic  City,  N.  J.,  July  2. — The  much 
heralded  golf  tournament  of  the  National  As- 
sociation of  Talking  Machine  Jobbers  at  the 
Atlantic  City  Country  Club  Wednesday  proved 
a  distinctly  exciting  contest  with  the  final  re- 
sults in  doubt  almost  up  to  the  last  minute. 
In  fact  there  was  much  "private  session"  ac- 
tivity among  the  committee  judges  on  handi- 
caps before  it  was  found  possible  to  announce 
the  winners  definitely.  C.  A.  Grinnell  won 
the  first  prize,  the  Eldridge  R.  Johnson  trophy, 
with  a  gross  score  of  98,  a  handicap  of  23, 
and  a  net  score  of  75.  Fred  P.  Oliver  won 
the  second  prize,  the  J.  Newcomb  Blackman 
cup,  with  a  gross  of  101,  handicap  of  25,  and 
net  score  of  76.  C.  Alfred  Wagner  and  Dan 
Creed  tied  for  third  place  and  the  A.  D.  Geis- 


R.  J.  Milholland  has  been  appointed  a  mem- 
ber of  the  sales  stafif  of  the  Buffalo  branch  of 
the  Columbia  Graphophone  Co.  Mr.  Milhol- 
land spent  some  time  recently  at  the  Columbia 
executive  offices  in  New  York  and  visited  the 
factories  at  Bridgeport,  acquiring  an  intimate 
knowledge  of  Columbia  merchandising  and  : 
manufacturing  plans. 


You  are  now  well  into  the  Summer  season. 
How  many  of  those  resolutions  to  put  your 
house  in  order  have  you  carried  out?  If  those 
few  hot  days  took  all  the  starch  out  of  you. 
take  a  brace  and  you  will  not  regret  it  next  Fall 
and  Winter  when  you  will  have  very  little  time 
to  do  anything  else  but  sell. 


New!  New! 

APEX  Fibre  Needle  Cutter 

Cuts  with  the  grain  to  the  point. 
Makes  the  use  of  fibre  needles  as  cheap  as  steel. 
No  variation  in  angle  or  size  of  cut. 
Does  nof  crush  the  shell. 

SmaH  Size — Simple  Construction 
For  sale  through  jobbers  and  dealers. 
Retail  Price  $1.50 
Manufactured  by 

W.  H.  WADE^'*^'^cm?^?o^''^""^ 


New! 


New! 

Patent*  Pending. 


* 

^  C  u  t  » 

*  »lice  so  thin 
^  that  30  chips 

•  can   be  made 
^  a  n  d    3t  records 
>  f  played   with  one 
a  fibre  needle. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


119 


If 

your  die-cast  parts 
do  not  perform 
perfectly 
you  are  not  using 

Doehler 
Die-Castings 


The  millions  of  Doehler  Die-Cast  Tone  Arms  and 
other  phonograph  parts  in  use  are  giving  satisfaction. 

The  superiority  of  Doehler  Die-Cast  Tone  Arms  and  other 
phonograph  parts  is  produced  by  rigid  adherence  to  the  follow- 
ing manufacturing  methods. 

1.  By  the  proper  designing  of  the  part.  ' 

2.  By  using  only  the  best  of  raw  materials  in  the  alloys. 

3.  By  producing  a  casting  that  is  closely  grained. 

4.  By  temperature  control  of  die  as  well  as  alloy. 

5.  By  maintaining  uniform  conditions  during  the  casting  process. 

6.  By  minimizing  casting  defects. 

7.  By  extreme  care  while  in  process  of  cleaning. 

By  carrying  out  all  these  minute  manufacturing-  details  it  ^ps 
been  found  that  Doehler  Die-Cast  phonograph  parts  faithfully 
respond  to  the  finest  vibrations  of  the  reproducer  and  im- 
measurably add  to  the  richness  and  fullness  of  the  tone. 

You  can  pin  your  faith  to  Doehler  Die-Castings 


\ 


THE_WORLDS   LARGEST  MANUFACTURERS  OF  DIE  CASTrNQP 

*»ri-»T^  r'TS7S~  /SiJTrt  ■ 


120 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Trade  Mark 
Registration 
Applied  for 


He  Wai  Find  It  Out-Tell  Him! 

Your  customers,  purchasing  talking  machines,  are 
given  painstaking  advice  regarding  their  proper  regulation 
care  and  general  upkeep.  Once  sold,  they  are  counted 
among  your  permanent  assets  or  liabilities,  according  as 
the  machines  continue  to  give  satisfaction  or  the  opposite. 
Each  is  a  potent  mouth-to-mouth  advertiser  of  your  suc- 
cess or  failure. — 

YET— 

Hov^  many  times  do  you  neglect  to  inform  the  custom- 
er regarding  the  most  vital  element  in  retaining  his  confi- 
dence in  your  ability  as  a  merchant?- — the  needle  question. 

The  use  of  the  proper  stylus  is  passed  over  lightly, 
as  of  little  importance.  The  purchaser  is  left  to  bury  his 
original  enthusiasm  beneath  an  accumulation  of  ruined 
records — or  to  discover  for  himself  the  truth  regarding 
the  B  &  H  Fib  re  reproduction. 

If  he  continues  a  purchaser  of  records  he  will  even- 
tually come  to  the  B  &  H  Fibre  Needle,  and  to  the 
merchant  w^ho  recommends  it. 

He  will  find  it  out — Tell  him,  and  establish  yourself 
in  his  confidence ! 


B  &  H  Fibre  Mfg.  Co, 

33-35  W.  Kinzie  Street,  Chicago,  111. 


July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


121 


HOLMES  WITH  REMINGTON  CORP.      ENGINEERS  AT  AEOLIAN  CO.  PLANT     JACK  NORWORTH  AGAIN  ON  STAGE 


Former  Piano   Man  Enters  Talking  Machine 
Trade — Assumed  New  Duties  on  July  1 


Everett  H.  Holmes  announces  his  acceptance 
of  the  position  as  sales  manager  for  the  Rem- 
ington Phonograph  Corp.,  1662  Broadway,  New 
York  City,  of  which  corporation  his  father, 
James  S.  Hohnes,  is  vice-president  and  general 
manager. 

The  young  man  is  well  known  in  the  piano 
trade,  having  for  the  past  six  years  occupied 
the  position  of  Eastern  sales  manager  of  the 


Meriden  Branch  of  American  Society  of  Me- 
chanical Engineers  Holds  Annual  Meeting  at 
Aeolian  Co.  Factory  in  That  City 


Prominent  Pathe  Artist  to  Assume  Role  in  "My 
Lady  Friends"  Played  by  Clifton  Crawford 


Everett  H.  Holmes 

Hobart  M.  Cable  Co.,  LaPorte,  Ind.  Mr. 
Holmes,  who  entered  upon  his  new  duties 
July  1,  has  also  been  elected  a  director  of  the 
Remington  Phonograph  Corp. 

While  Mr.  Holmes  will  make  his  general 
headquarters  at  the  New  York  offices  of  the 
Remington  Phonograph  Corp.,  yet  his  friends 
among  the  music  dealers  of  the  country  may 
expect  his  frequent  personal  visits. 

Mr.  Holmes  carries  with  him  to  his  new  posi- 
tion the  -sincere  best  wishes  from  a  host  of 
friends  in  the  music  trade  industry. 


Meriden,  Conn.,  July  1. — The  annual  meeting 
of  the  Meriden  branch  of  the  Connecticut  sec- 
tion, American  Society  of  Mechanical  Engi- 
neers, was  held  last  Thursday  afternoon  and 
evening  at  the  factory  of  the  Aeolian  Co.  in 
this  city,  in  order  that  the  members  of  the 
society  might  make  a  direct  inspection  and 
study  of  the  modern  piano  and  Pianola  manu- 
facturing plant.  In  the  afternoon  the  engi- 
neers were  taken  on  a  tour  of  inspection 
throughout  the  factory,  and  at  6:30  were  enter- 
tained at  supper  served  in  the  drafting  room. 
During  the  supper  music  was  furnished  by  the 
Aeolian  Co.'s  orchestra. 

-A-fter  supper  the  annual  business  session  was 
held  with  the  election  of  officers  as  one  of 
the  features.  C.  K.  Decherd  was  elected  chair- 
man, and  Frank  L.  Rowntree,  secretary  and 
treasurer.  Following  the  business  meeting  a 
professional  session  was  held  at  which  H.  L. 
Thompson,  superintendent  of  th'e  record  de- 
partment of  the  Aeolian  Co.,  read  a  paper  on, 
"Manufacture  of  Talking  Machine  Records," 
and  E.  W.  Carruth,  production  manager  of  the 
Aeolian  Co.,  read  a  paper  on  "The  Manufac- 
ture and  Use  of  Talking  Machine  Spring 
Motors." 

Without  exception  the  engineers,  to  the  num- 
ber of  forty-five,  were  deeply  interested  in  the 
various  processes  and  the  engineering  prob- 
lems connected  with  talking  machine,  record 
and  Pianola  manufacturing. 


It  has  been  announced  that  Jack  Norworth, 
popular  singing  comedian  and  exclusive  Pathe 
artist,  is  to  go  back  on  the  legitimate  stage.  The 
Jack  Norworth  records  in  the  Pathe  list  have 


MARCEIS  WITH  SPEAR  &  CO. 


Jack  Norworth 

always  proved  very  popular,  and  judging  from 
the  distribution  of  the  records  it  would  seem 
that  this  Pathe  star  has  a  large  following  in 
every  city,  town  and  hamlet  in  this  country. 
Mr.  Norworth  will  play  the  part  in  "My  Lady 
Friends"  created  by  Clifton  Crawford,  who  met 
a  terrible  death  the  night  he  arrived  in  London. 
Mr.  Norworth  will  appear  in  his  new  role  at 
Atlantic  City  July  31. 


Jean  J.  Marceis,  formerly  with  the  talking 
machine  and  piano  departments  of  Gimbel  Bros., 
New  York,  is  now  in  Pittsburgh  as  manager  of 
the  Spear  &  Co.  department. 


You  can't  always  tell  what's  in  a  bottle  by 
reading  the  label.  The  old  saying  applies  these 
days  all  right. 


SiiniiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiHii^^^ 


THE  GREATEST  TALKING  MACHINE  VALUE  OF  TO-DAY 


A  Phonograph  of  unusual  distinction — a  finished  product — combining  in  one  superd  instrument 
every  good  feature  found  in  all  others,  plus  many  additional  exclusive  points  of  value. 

Built  of  finest  materials  by  master  craftsmen-  JlHHH^ 
who  know  what  a  high  standard  of  perfection  a 

successful  phonograph  must  measure  up  to.  Every  detail 
of  construction,  finish  and  mechanical  appliance  is  closely 
supervised  by  men  who  know  only  what  is  "best." 
Superbly  cased,  a  glorious  musical  instrument,  it  becomes 
the  standby  of  the  reliable  merchant,  and  creates  an  ever 
growing  demand  because — it  is  even  better  than  we  say  it  is. 


When  Sold  They  Stay  Sold" 


Model  311 

Height  46" 
Width  21" 
Depth  23V2" 


ONE  OF  THE  MOST  INTERESTING  FACTS 

The  Player  Tone  Phonographs  are  so 
modcratel])  priced — quality  considered — that 
they  assure  the  dealer  real  profits.  Six 
models  in  all  finishes.  Write  for  our  book- 
let and  special  dealer's  discount.  You 
will  be  interested. 

Desirable  territory  open  for  live  represen- 
tatives.   Write  /oJaj). 

Ike 

Player  Tone  Talking  Machine  Co. 

Executive  Offices,  967  Liberty  Avenue 

PITTSBURGH  PA. 


Model  316 

Height  5IV2" 
Width  24" 
Depth  25" 


Ti 


122 


THE   TALKING   MACHINE  WORLD 


July  IS, 


1920 


Edison  Message  No.  74 


There  is  talk  of  deflation 
in  the  air,  but  no  talk  of  de- 
flation in  Edison  Phono- 
graph prices.  There  was 
no  inflation. 


"Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.  J. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


123 


NEW  EDISON  APPOINTMENTS  MADE 

Four  Prominent  Edison  Men  Affected  by  Change 
at  Orange  Laboratories 


Mtich  importance  is  attached  to  a  number  of 


manager  of  the  record  service  department;  the 
latter  having  been  made  manager  of  the  disc  re- 
creation manufacturing  division. 

F.  S.  Brown,  who  succeeds  Mr.  Michie,  is 
succeeded  as  office  manager  by  A.  M.  Hird,  here- 
tofore assistant  to  the  manager  of  the  musical 
phonograph  division.  Each 
of  th  e  above  has  been 
connected  with  the  Edi- 
son Laboratories  for  a 
number  of  years  and  needs 
no  introduction  to  the 
Edison  trade. 


ADS  WHICH  SELL 


F.  C.  PULLIN 


R.  L.  MICHIE 


Advertisements  which 
fail,  for  any  reason,  to  fos- 
ter the  thought  of  buying 
are  poor  advertisements, 
declares  a  bulletin  from  the 
Associated  Advertising 
Clubs  of  the  World,  deal- 
ing especially  with  the 
use  of  the  word  "profiteer" 
by  thoughtless  merchants 
who  hope  to  increase  their 
own  sales  by  indicating 
that  there  is  something  de- 
cidedly wrong  or  dishon- 
est about  the  methods  of 
some  other  business  man. 
"Advertising  is  a  form 
Members  of  Edison  Staff  Given  New  Posts  of  salesmanship,  and  the 

new  appointments  just  announced  at  the  Edison  knack  of  selling  calls  for  getting  the  buyer 
Laboratories  at  Orange,  N.  J.  into  the  buying  mood.     It  should  make  him 

R.  L.  Michie,  heretofore  manager  of  the  order  think  about  buying,  instead  of  thinking  of  not 
and  service  department,  succeeds  F.  C.  Pullin  as     buying,"  says  the  bulletin.    This  bulletin  quotes 


M.  HIRD 


F.  S.  BROWN 


Bulletin  From  Associated 
Advertising  Clubs  of  the 
World  Describes  the 
Qualities  Which  Charac- 
terize Advertisements  of 
Real  Trade  Value 


the  following  timely  statement  recently  issued 
to  Iowa  business  men  by  the  Better  Business 
Bureau  (vigilance  committee)  of  Des  Moines, 
which  is  a  part  of  the  advertising  club  move- 
ment, and  the  advertising  association  particu- 
larly commends  the  thought  to  all  who  use 
advertising  as  a  means  for  promoting  sales: 

"A  number  of  advertisements  have  been 
called  to  our  attention,  in  which  the  word 
'profiteer'  is  used — generally  to  the  effect  that 
the  advertiser  is  helping  the  dear  public  to 
beat  the  game  and  to  overthrow  the  said 
profiteers. 

"We  have  handled  several  instances  of  this 
kind,  in  which  we  were  able  to  convince  the 
offending  advertiser  that  such  copy  cast  a  re- 
flection upon  all  other  business  men  in  the 
city,  and  that  he  would  find  difficulty  in  main- 
taining an  attitude  of  being  the  only  pure  white 
light  in  a  grey  and  cheerless  world. 

"These  incidental  services  of  the  bureau  are 
often  of  greater  value  to  business  as  a  whole 
than  catching  an  out-and-out  crook.  We  be- 
lieve in  constructive  advertising  and  that  the 
use  of  such  statements  cannot  prove  other- 
wise than  detrimental." 


EASTERN  CO.  OFFICES  REARRANGED 


Essex  Street  Warerooms  Now  Have  Offices  Par- 
titioned Off  by  Glass 


Boston,  Mass.,  July  6.— The  Eastern  Co.  has 
made  a  most  advantageous  rearrangement  in  the 
offices  of  the  Essex  street  warerooms  and  now 
instead  of  all  being  separated  only  by  railings 
each  office  is  partitioned  off  by  glass.  While 
one  can  see  through  the  series  of  booths  occu- 
pants of  each  are  assured  of  that  privacy  so 
necessary  in  the  proper  conduct  of  business  in 
large  establishments.  G.  Hovey  Dodge  and  his 
wife  motored  over  to  the  Atlantic  City  Jobbers' 
Convention,  starting  several  days  in  advance  of 
the  convention.  George  Dodge  also  motored 
over. 


You  can  do  it— with  the  Kent 

nVi  f\  70ll^nf  P  ^^^^  more  machines,  if  you  handle  the  Edison,  or  sell 
KJU/Fl^  U/U  LK/ri'tll/  •  more  records  by  catering  to  Edison  owners,  as  the  case 
may  be.  Your  money  invested  in  the  KENT  MASTER  ADAPTER  will  yield 
you  prompt  and  material  profits,  both  directly  and  indirectly. 

WHYP  Because— 

The 

KENT 

Master 
Adapter 

plays  all 

RECORDS 
on  the 


PLAYING 
LATERAL 
CUT 
RECORD 


EDISON 


Registered  in  U.  S.  Pat.  Office 


PLAYING 
HILL  and 
DALE  cur 
RECORD 


MANUFACTURERS  OF 
Tone  Arms,  Sound  .Boxes  and  Attachments  for 
Edison,  Columbia  and  Victor  Machines.  We 
also  have  on  hand  large  supplies  of  Steel,  Sap- 
phire and  Diamond  Points. 

KENT  PRODUCTS  "Win  their  way  by  their  play." 


F.  C.  KENT  COMPANY 


I  R  V  I  N  G  T  O  N 
N.J.,  U.S.A. 


124 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


This  New  ALUMINUM  Sound  Box  Has 
Proven  To  Be  a  Sensational  Success! 


INQUIRIES  and  orders  have  been  pouring  in  to  us.  Phonograph 
manufacturers  and  dealers  who  desire  to  secure  a  wonderfully  pure, 
clear,  pleasing  tone  are  enthusiastic  over  the  quality  features  of  the 
new  aluminum  sound  box  which  we  announced  recently. 

The  reason  for  the  superiority  of  this  sound  box  lies  in  the  fact  that  it 
is  made  from  advanced  mechanical  designs  based  on  painstaking  and 
successful  research  and  experiment. 


This  is  a  proposition  to  be  considered  by 
both  manufacturers  a7id  dealers  who  wish 
to  have  the  best  possible  tone  in  the  phon- 
ographs they  sell.  The  quality  of  mater- 
ials and  workmanship  in  this  sound  box 
makes  long  life  and  complete  satisfaction 
a  certainty. 


This  sound  box  greatly  increases  the 
value  of  the  phonograph  on  which  it  is 
placed.  We  are  prepared  to  furnish  this 
sound  box  bearing  your  label  and  trade 
mark.  Though  every  detail  of  this  product 
is  of  the  very  highest  grade,  our  prices  are 
remarkably  low. 


Today  write  for  one  of  these  handsome  new  aluminum  sound 
boxes.  Test  it  thoroughly.  Hear  the  improvement  in  the 
tone.  Then  note  our  quotations  and  order  the  number  of 
sound  boxes  you  require.    Orders  are  being  filled  promptly. 


Presto  Phono  Parts  Corporation 

124-132  PEARL  STREET  BROOKLYN,  N.  Y. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


125 


PACIFIC  COAST  TRADE  REPORTED  ON  A  NORMAL  BASIS 

Machines  and  Records  of  Standard  Makes  Being  Received  in  Greater  Numbers  and  the  Demand 
Continues  Good — Interest  in  Edison  Convention — Outing  of  San  Francisco  Dealers 


San  Francisco,  Cal.,  July  1— General  business 
conditions  on  the  Coast  are  not  as  lively  as  they 
were,  which  conditions  are  said  to  be  the  result 
of  the  tendency  of  the  banks  to  curtail  credits, 
but  as  far  as  the  talking  machine  trade  is  con- 
cerned the  volume  of  sales  is  about  normal  for 
this  season  of  the  year.  Standard  goods  are 
coming  in  with  greater  promptness  and  the  de- 
mand for  records  of  lighter  character  is  heavy. 
The  past  month  has  been  notable  for  many 
special  sales  in  all  lines  of  business.  In  talking 
machine  goods  there  have  been  no  very  radical 
reductions  in  price. 

Interested  in  Coming  Edison  Convention 

The  San  Francisco  trade  is  greatly  interested 
in  the  Edison  convention,  which  will  be  held 
here  on  July  19  and  20.  The  novel  plan  of  hold- 
ing three  monster  district  gatherings  instead  of 
one  national  meeting  appeals  to  the  dealers  as 
being  a  very  sensible  and  practical  idea.  The 
program  announced  for  the  San  Francisco  gath- 
ering is  surely  peppy  enough  for  the  most  pro- 
gressive members  of  the  trade.  The  meetings 
will  be  held  in  the  Columbia  Theatre  and  at 
this  place  also  will  be  presented  four  plays  on 
trade  themes  written  by  William  Maxwell,  vice- 
president  of  the  Thomas  A.  Edison  Co.,  Inc. 
Allison  N.  Clark,  of  the  San  Francisco  office, 
has  received  assurance  of  a  large  delegation  of 
Edison  dealers  from  the  western  territory  and 
he  is  most  enthusiastic  in  his  preparations  for 
welcoming  the  visitors.  Apart  from  the  busi- 
ness and'  educational  features  of  the  San  Fran- 
cisco meet,  there  will  be  many  entertaining  fea- 
tures which  should  add  to  San  Francisco's  repu- 
tation for  hospitality. 

"The  Little  Traveling  Salesman" 

L.  Gruen,  Pacific  Coast  manager  for  the  Gen- 
eral Phonograph  Corp.,  has  a  large  stock  of 
supplies  on  hand  for  distribution  on  the  Coast 
and  he  does  not  expect  any  special  difficulty 
from  now  on  in  getting  sufficient  Okeh  records. 
The  new  factory  at  Newark  is  getting  into  full 
swing  and  the  output  of  the  company  is  accord- 
ingly greatly  increased. 

Mr.  Gruen  invented  a  device  a  few  months 
ago  which  he  calls  "Our  Little  Traveling  Sales- 
man." This  is  a  special  trunk  of  small  size 
which  is  built  to  hold  a  small  phonograph  with 
the  new  Okeh  motor  and  two  sets  of  tone  arms. 
This  outfit  is  sent  to  customers  who  wish  to 
experiment  with  the  goods  in  view  of  manufac- 
turing talking  machines.  The  trunk  contains  all 
that  is  essential  for  a  thorough  demonstration 
and  serves  as  a  substitute  for  a  regular  repre- 


sentative of  the  company  when  it  is  not  con- 
venient to  send  one  in  person.  The  little  silent 
traveler  has  already  made  a  number  of  success- 
ful trips  by  express  and  been  the  means  of  secur- 
ing considerable  business. 

Outing  of  Talking  Machine  Men 
The  members  of  the  talking  machine  trade  of 
San  Francisco  enjoyed  a  delightful  outing  at 
Wildwood,  near  Saratoga,  in  the  Santa  Cruz 
Mbuntains,  on  Sunday,  June  27.  Over  a  hun- 
dred attended  the  picnic,  making  the  trip  in 
motor  buses.  A  beefsteak  luncheon  was  the 
chief  attraction  in  the  way  of  eats  and  there 
was  outdoor  dancing  to  phonograph  jazz  music. 
Billy  Morton,  manager  of  the  retail  talking  ma- 
chine department  of  Sherman,  Clay  &  Co.,  engi- 
neered the  picnic  and  he  has  been  warmly  con- 
gratulated by  reason  of  his  success  in  making 
the  affair  enjoyable  in  every  way.  The  revelers 
returned  home  by  moonlight,  singing  most  of 
the  way. 

N.  F.  Milner  Retires 

N.  F.  Milner,  manager  of  the  San  Francisco 
office  of  the  Columbia  Graphophone  Co.,  will 
retire  from  business  this  week  and  start  on  a 
tour  of  the  world  which  he  expects  will  take 
him  about  a  year.  Mr.  Milner  has  been  with 
the  San  Francisco  branch  for  two  years  and  pre- 
viously was  with  the  company  for  six  years  as 
general  sales  manager  of  the  dictaphone  depart- 
ment. No  successor  has  yet  been  appointed.  To 
show  their  love  and  appreciation  of  the  retiring 
chief,  the  office  force  in  San  Francisco  presented 
him  with  a  handsome  walrus  traveling  bag. 
Art  Hickman's  New  Post 

Art  Hickman,  whose  records  have  made  a 
great  hit  during  the  last  year,  has  been  appointed 
Western  director  of  musical  productions  for  the 
Columbia  Co.  Mr.  Hickman  now  has  his  orches- 
tra in  New  York  and'  it  is  expected  that  while 
East  he  will  make  some  new  records. 

Found  Trade  Most  Optimistic 

A.  C.  Love,  assistant  manager  of  the  local 
office  of  the  Columbia  Co.,  has  just  returned 
from  a  motor  trip  to  Southern  California.  He 
found  the  trade  very  optimistic  and  says,  that 
most  of  the  dealers  have  enjoyed  a  larger  busi- 
ness thus  far  this  year  than  they  did  for  the 
same  period  a  year  ago.  The  banks  down  the 
San  Joaquin  are  still  very  liberal  in  advancing 
money  on  commercial  paper  and  there  is  ap- 
parently no  .basis  there  for  predicting  a  financial 
stringency. 

To  Handle  Victors  Exclusively 

The  California  Phonograph  Co.  and  the  Em- 


Well  Rated  Dealers 
Can  Discount  Their 

PHONOGRAPH  INSTALIMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Accounts 
INTO  WORKING  CAPITAL 


COMMERCIAL  PAPER 


^COMMERCIAL  PAPER^ 
COLLATERAL  LOANS  , 

DAVID  neWES  BLDG. 

SAN  FRANCISCO 


any 


porium  talking  machine  department  will  deal 
exclusively  in  Victor  goods  after  July  first. 
Other  well  known  local  concerns  are  expected 
to  adopt  a  like  policy  very  shortly.  Victor  goods 
are  coming  in  steadily  now  and  ample  supplies 
are  promised  for  all  dealers  in  the  near  future. 
A  Budget  of  Brieflets 

R.  B.  Young,  who  is  manager  in  San  Diego 
for  the  Wiley  B.  Allen  Co.,  has  just  been  pay- 
ing a  visit  to  headquarters  in  San  Francisco. 

Clark  Wise  attended  the  big  Shriner  concate- 
nation in  Portland,  Ore.,  last  week,  and  this 
week  he  is  welcoming  Shriner  pilgrims  in  San 
Francisco. 

Walter  King,  who  conducts  the  new  talking 
machine  shop  in  the  Heine  Piano  Co.  building 
on  Stockton  street,  has  several  irons  in  the  fire. 
He  is  the  director  of  the  Olympic  Club  orchestra 
and  has  now  made  arrangements  to  go  into 
the  music  publishing  business  with  Forrest 
Brocket,  owner  of  the  Melodic  Shop  on  Haight 
street.  Mr.  King  has  composed  a  number  of 
songs  which  have  been  well  received..  The  new 
company  will  be  called  the  K.  &  B.  Publish- 
ing Co. 

Walter  S.  Gray,  the  "Needle  King,"  has  gone 
on  a  business  trip  to  Southern  California  after 
spending  a  short  vacation  in  the  Yosemite  Val- 
ley. 

J.  F.  Mahoney.  manager  of  the  Brunswick 
wholesale  branch  of  San  Francisco,  has  returned 
from  a  State  tour  in  the  interests  of  his  line. 

Fred  Sherman,  of  Sherman,  Clay  &  Co.,  being 
pressed  for  time,  this  month  visited  several 
branch  establishments  of  the  company  in  the 
South  by  aeroplane,  thereby  saving  a  week  of 
land  traveling. 


The  Needle  Once  Used — Always  Enjoyed 


BEST 


Plays  300  Records 


SEMI-PERMANENT 


STYLUS 

No  Scratch,  No  Hiss 


You  owe  it  to  yourself  and  to  your  customers  to  sell  "THE  MOST  SATISFACTORY  NEEDLE  ON 
THE  MARKET." 

After  once  using  the  "BEST  semi-permanent  STYLUS"  your  customers  will  never  use  any  other. 

The  attractive  discounts,  coupled  with  the  superiority  of  our  Needles,  make  the  handling  of  the  "BEST 
.  STYLUS"  an  asset  in  your  business. 


Samples  and  full  particulars  upon  request 


THE  ANSONIA  NEEDLE  CO. 


ANSONIA,  CONN. 


126 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


The  Spirit  of  a  "Product 


'ICHAEL  ANGELO,  the  great  sculp- 
tor, demanded  that  one  of  his 
statues  speah  to  him;  Dickens 
wept  over  the  character  Scrooge; 
Andrew  Carnegie  once  said  that  every  piece 
of  steel  had  a  message  for  him. 

The  artist  sees  the  statue  giow  until  it  ap- 
pears as  if  it  must  have  spirit;  the  author 
lives  with  his  characters  until  to  him  they 
are  living,  breathing  people;  the  manufac- 
turer works  to  perfect  his  product  until  to 
him  it  is  more  than  just  a  form  of  iron  and 
steel. 

^^e  have  no  place  in  our  hearts  for  the  one 
who  says  that  there  is  no  art  in  business; 
for  the  one  who  claims  that  business  is  en- 
tirely a  cold,  commercial  transaction,  dom- 
inated solely  by  the  spirit  of  profit.  We 
have  no  place  in  our  hearts  for  such  a  one 
because  we  know  full  well  that  there  is  room 
for  the  manufacturer  who  would  build  his 
product  to  an  ideal,  who  would  labor  over 
it  until  it  seems  to  him  that  it  must  be  a 
living,  breathing  thing. 

W^hen  we  feel  that  this  business  must  be 
conducted  on  any  other  basis,  when  we  feel 
that  the  spirit  of  gain  must  be  substituted 
for  all  that  is  worth  while  in  life,  we  shall 
close  these  doors  and  turn  our  faces  toward 
the  Land  of  the  Setting  Sun. 

STEPHENSON 

I N  C  O  R  P  O  RAT  E  D 

One  West  Thirty-fourth  Street 
J^ew  Tbr/{,  CHy 


MAKERS  OF  THE  STEPHENSON  PRECISION  MADE  PHONOGRAPH  MOTOR 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


127 


BRUNSWICK  DEALERS  AT  BANQUET 

Southern  California  Representatives  of  Bruns- 
wick Phonograph  Entertained  by  Brunswick- 
Balke-Collender  Co.  in  Los  Angeles 


Los  Angeles,  June  28. — Brunswick  dealers  of 
Southern  California  were  entertained  by  the  local 
distributors  on  Monday,  June  21,  at  a  banquet 
given  in  their  honor.  Howard  L.  Brown,  sales 
manager  of  the  phonograph  department  of  the  Los 
Angeles  branch  of  the  Brunswick-Balke-Collender 
Co.,  planned  a  most  attractive  program  for  this 
"Harmony  Meeting''  and,  in  addition  to  a  very 
pleasing  dinner,  there  was  music  with  some  tenor 
solos  by  Edward  Humphrey,  manager  of  Ham- 
burger's music  department,  and  interesting  ad- 
dresses by  Messrs.  Tucker,  La  Motte  and  A.  F. 
Tanner.  Mr.  Tanner,  who  had  just  returned  from 
a  trip  to  Chicago  and  a  visit  to  the  Brunswick  fac- 
tories, spoke  of  the  things  which  he  had  seen  there. 
He  said  that  the  wonderful  machinery  and  equip- 
ment was  inspiring  to  a  degree  but  that  the  har- 
mony which  existed  among  Brunswick  employes 
had  impressed  him  more  than  anything  else.  The 
treatment  which  these  workers  received  from  the 
Brunswick  Co.  was  bound  to  instill  loyalty,  and 
loyalty  plus  good  material  and  equipment  meant 
tirst-class  goods.  E.  P.  Tucker,  general  manager 
of  the  Wiley  B.  Allen  Co.,  Los  Angeles,  spoke 
of  the  talking  machine  industry  and  its  elevation 
in  the  realm  of  music.  A.  D.  LaMotte,  general 
manager  of  the  Thearle  Music  Co.,  San  Diego, 
impressed  his  audience  with  the  paramount  im- 
portance of  advertising  and  selling  quality  rather 
than  terms.  J.  O.  Smith,  general  manager  Lyon- 
McKinney-Smith  Co.,  Los  Angeles,  talked  of  the 
impression  which  the  talking  machine  business  had 
made  on  himself  and  his  firm.  A.  G.  Farquharson, 
secretary  of  the  Music  Trades  Association,  summed 
up  briefly. 

The  following  Brunswick  dealers  and  their  sales 
forces  were  present:  Merickel  &  Gillett  of  'Whit- 
tier;  Thearle  Music  Co.,  of  San  Diego;  Wiley  B. 
Allen  Co.,  of  San  Diego;  Louis  Danz  of  Anaheim; 
Riverside  Music  Co.;  Matson  Bros.,  Redlands;  A. 
F.  Tanner  Co.,  Monrovia  and  Covina;  Long 
Music  Co.,  Pasadena ;  Henry  Lezy  Co.,  Santa  Bar- 
bara;  R.  M.  Matson,  Long  Beach;  A.  J.  McAllis- 
ter, Santa  Monica;  Padghem  &  Son,  Santa  Ana; 
Wiley  B.  Allen  Co.,  Los  Angeles;  A.  Hamburger 
&  Sons  and  Lyon-McKinney-Smith,  Los  Angeles. 


Experience,  unless  you  sell  it  to  others  for 
more  than  it  cost  you,  is  a  dead  loss. 


DEATH  OF  MRS.  E.  D.  WILSON 

Mother  of  Associate  Editor  of  The  World 
Passes  Away  at  Her  Home  in  This  City — A 
Cultured  Gentlewoman  of  the  Old  School 


The  death  is  announced  of  Mrs.  Elizabeth  D. 
Wilson,  mother  of  B.  Brittain  'Wilson,  Associate 
Editor  of  The  Talking  Machine  'World,  which 
occurred  at  her  home,  74  'West  102nd  street,  New 
York,  on  Sunday,  June  27,  after  a  protracted 
illness.  Mr.  Wilson  was  at  Atlantic  City  at  the 
time  of  his  mother's  death,  attending  the  various 
convention  activities,  and  hastened  homeward 
when  the  sad  news  reached  him.  Mrs.  'Wilson 
was  born  in  the  South  and  was  of  the  Brittain 
family  who  have  long  been  prominent  in  that 
section.  She  was  a  cultured  woman  who  pos- 
sessed many  charming  traits  of  character,  a  loyal 
friend  and  a  good  neighbor.  She  was  noted  for 
her  broad  sympathies,  always  seeking  to  aid 


and  to  encourage  those  around  her.  All  who 
knew  Mrs.  'Wilson  intimately  loved  and  admired 
her,  and  her  passing  is  to  them,  as  to  her  family, 
a  source  of  extreme  sorrow.  The  funeral  serv- 
ices took  place  at  the  home  of  the  deceased 
on  Tuesday,  June  29,  and  were  largely  attended. 
The  interment  was  in  Oakland  Cemetery  at 
Yonkers.  Mrs.  Wilson  is  survived  by  her  hus- 
band and  an  only  son,  B.  Brittain  Wilson. 


NEW  PATHE  DEPARTMENT  MANAGER 

Miss  Gertrude  Krantz  Now  in  Charge  of  Doll  & 
Sons'  Talking  Machine  Section 

Miss  Gertrude  Krantz  has  joined  the  sales 
force  of  the  retail  store  of  Jacob  Doll  &  Sons, 
Inc.,  Forty-second  street,  New  York,  succeeding 
Sam  Herrmann,  who  left  with  his  orchestra  for 
Lake  Hopatcong  some  time  ago.  Miss  Krantz 
will  have  charge  of  the  Pathe  department  of 
the  store.  She  was  formerly  with  F.  A.  Jenkins 
in  Honesdale,  Pa.,  where  she  has  had  several 
years'  experience  in  selling  machines  and  records. 


BUREAU  EDITORIAL  WELL  RECEIVED 

Newspapers  Commend  First  Article  of  New 
Editorial  Service  Instituted  by  National 
Bureau  for  the  Advancement  of  Music 


The  growing  influence  which  the  National 
Bureau  for  the  Advancement  of  Music  is  exert- 
ing in  the  newspapers  of  the  United  States  is 
being  felt  on  all  sides  and  the  results  of  the 
first  editorial  sent  out  to  the  press  have  been 
distinctly  gratifying.  This  editorial  was  sent 
out  to  a  selected  list  of  newspapers  as  the  first 
step  in  a  regular  monthly  editorial  service  in 
the  interests  of  the  cause  of  music.  Several  of 
these  newspapers  have  sent  letters  to  the 
bureau  commending  the  editorial.  The  Florida 
Metropolis  of  Jacksonville,  Fla.,  placed  the 
bureau's  editorial  as  the  leading  article  on  the 
editorial  page.  The  editor  of  this  paper  de- 
clared that  he  was  willing  to  co-operate  in 
every  way  for  the  advancement  of  music  in  his 
community.  He  further  said  that  since  the 
inauguration  of  a  music  page  in  the  Metropolis 
the  interest  in  things  musical  has  greatly  in- 
creased in  Jacksonville. 

Other  papers  which  commended  the  work 
of  the  bureau  and  the  value  of  the  first  editorial 
were  the  Washington  Times  and  the  Lancaster 
(Pa.)  Intelligencer.  The  editorial  in  question 
was  based  on  the  tribute  paid  to  music  by 
Bernard  Shaw  in  a  recent  address. 


(ABINET^ACCBSfORIEr 

t  Company  f 


14^  B.54  ST^T      NKW  YORK 


GET  ALL 

YOUR  ACCESSORIES 
FROM  ONE  SOURCE 

Standard  Phonographs 
Lundstrom  Converto  Cab- 
inets 
Record  Albums 
Record  Delivery  Envelopes 
Motrolas 
Record-Lites 
Fibre  Needle  Cutters 
Cirola  Phonographs 
Phonograph  Cabinets 
Table  Cabinets,  All  Kinds 
Talking  Machine  Toys 
Brilliantone  Needles 
Velvetone  Needles 
Red,  White  &  Blue  Needles 
Polishes  and  Oils 
Ready  File  Cabinets 
Repeaters  and  Rotometers 
Wall-Kane  Needles 
Record  Cleaners 
Dust  and  Moving  Covers 

All  from  One  Source 


THE  HEART  OF  WEWYORK' 


OTTO  GOLDSMITH 

President 


128 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


[0)111111111 


<3 


IIIIIIIIIMI^ 


Your  Sales  in  the  Future 

WILL  BE  BASED  UPON  MORE  THAN  MERE  DEMAND 


Look  at  the 
Simtlicity  of  the 
Brooks  Automatic 


Good  Salesmanship? 
Yes, 

Good  Buying?  YES! 


f 


Sales  will  be  made  by  good 
presentation  of  GOOD  MA- 
CHINES. NOW  is  the  time 
to  LAY  YOUR  PLANS. 


Automatic  Repeating 
Phonograph 

is  the  only  machine  that  wil^ 
play  any  record  any  number  of 
times  and  then  stop  automatic- 
ally with  the  tone-arm  suspended 
in  the  air. 

How  is  this  done  ? 
Place  the  needle  on  the  record  at 
its  finishing  edge.  Set  the  pointer 
for  one  or  two  or  five  or  eight  play- 
ings,  whatever  you — or  the  dancers 
— want. 

The  motor  starts,  the  record  plays,  and  replays  and  stops  automatically  with  tone-arm 
and  needle  suspended  in  the  air! 

No  records  are  scratched!  No  one  has  to  get  up  and  rush  to  shut  the  ma- 
chine off!  The  convenience  is  wonderful  and  appealing  to  every  buyer — 
especially  a  woman.    Its  mechanical  perfection  grips  the  interest  of  men. 

Can  Itou  Sell  Such  a  Machine? 

Its  tone  and  its  finish  are  both  as  superior.  This  machine  is  available  to  high- 
grade  dealers  who  propose  to  stay  in  business  handling  high-grade  goods. 

INQUIRE  ABOUT  YOUR  TERRITORY  FROM 


THE  BROOKS  M  F  G.  GO. 

SAGINAW  MICHIGAN 


millllllllll 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


129 


PITTSBURGH  TRADE  WAITING  FOR  BETTER  SHIPMENTS 

Freight  Transportation  Tangle  Proves  Embarrassing — F.  J.  Drake  Heads  Mellor's  Retail  Depart- 
ment— Fine  Educational  Work  in  Steel  Mills — New  Manager  for  Spear  &  Co. 


Pittsburgh,  Pa.,  July  6. — Trade  conditions 
in  the  talking  machine  line  during  June  were 
reported  to  have  shown  a  marked  increase  over 
the  same  month  a  year  ago.  The  present  move- 
ment in  talking  machines  is  rather  brisk,  accord- 
ing to  statements  made  by  the  various  managers 
oi  the  principal  distributing  houses  here  and  the 
managers  of  the  leading  talking  machine  shops. 
The  railroad  freight  situation  has  been  a  handi- 
cap to  the  talking  machine  trade  inasmuch  as 
shipments  of  records  and  talking  machines  have 
been  much  delayed.  The  chances  now  favor  a 
speedy  adjustment  of  the  railroad  situation  in 
view  of  the  plan  to  announce  the  new  wage  scale 
for  the  railroad  workers  about  July  20.  This  will 
have  a  tendency  to  get  a  more  prompt  movement 
of  trains  and  in  turn  benefit  the  talking  machine 
trade. 

.\nnouncement  has  been  made  of  the  promo- 
tion of  Fred  J.  Drake,  of  the  C.  C.  Mellor  retail 
Victrola  department,  to  the  managership  of  the 
retail  department.  Mr.  Drake,  who  is  a  well- 
known  Victor  salesman,  having  for  some  time 
been  connected  with  the  sales  force  of  the  Vic- 
tor Talking  Machine  Co.,  has  been  in  Pittsburgh 
for  some  months  and  proved  his  ability  as  a 
Victor  promoter.  The  retail  Victrola  depart- 
ment of  the  Mellor  Co.  has  been  given  new 
life  since  the  entry  of  Mr.  Drake  into  its  affairs, 
aided  by  a  corps  of  efficient  sales  persons.  It  is 
now  planned  by  the  Mellor  Co.  to  have  John 
Fischer  assume  the  sole  managership  of  the 
wholesale  Victrola  department,  which  is  located 
in  the  new  Mellor  warehouse,  at  the  corner  of 
Penn  avenue  and  Twelfth  street.  Mr.  Fischer, 
who  is  now  spending  his  annual  vacation  on  a 
fishing  trip  on  the  Potomac  River,  near  Oakland, 
Md.,  has  mapped  out  plans  for  an  extensive 
campaign  in  his  department  this  Fall  and  those 
who  know  Mr.  Fischer  and  his  capabilities,  rein- 
forced by  his  staff  of  roadmen,  anticipate  that  he 
will  "bring  home  the  bacon." 

Miss  Lillian  A.  Wood,  of  the  educational  de- 
partment of  the  Mellor  Co.  Victrola  department, 
who  spent  nearly  all  of  the  month  of  June  in 
visiting  the  welfare  branches  of  the  Carnegie 
Steel  Co.,  at  Munhall  and  Homestead,  where 
she  gave  exhibitions  of  folk  dancing,  etc.,  left 
this  week  for  her  home  at  Bradford,  Pa.,  to 
spend  her  vacation.  Miss  Wood  stated  that  the 
Fall  educational  work  would  be  most  extensive 
and  on  a  scale  much  more  stupendous  than 
heretofore  carried  on. 

Jules  Tallow,  manager  of  the  talking  machine 
department  of  the  Kaufmann  &  Baer  store,  is 
well  pleased  with  business  conditions  and  closed 
a  very  satisfactory  volume  of  business  for  June. 
The  department  over  which  Mr.  Tallow  presides 
handles  the  Victrola,  the  Aeolian-Vocalion  and 
the  Columbia  Grafonola. 

H.  E.  Young,  manager  of  the  Victrola  depart- 
ment of  McCreery  &  Co.,  stated  to  The  World 


representative  that  the  Victrola  and  Victor  rec- 
ord sales  for  June  showed  a  decided  increase 
over  the  same  month  a  year  back.  Mr.  Young 
also  emphasized  the  fact  that  July  was  starting 
out  well  with  sales  of  high-priced  Victrolas.  He 
is  confident  that  the  Fall  trade  in  Victrolas  in 
his  department  will  be  one  of  the  best  in  the 
history  of  the  department.  Mr.  Young  has 
supervision  over  a  well-arranged  and  well- 
equipped  Victrola  department,  which  is  located 
on  the  eleventh  floor  of  the  McCreery  depart- 
ment store  building. 

H.  Milton  Miller,  of  the  Philadelphia  Show 
Case  Co.,  who  distributes  the  Sonora  phonograph 
in  the  Pittsburgh  territory,  is  very  optimistic 
concerning  business  conditions  and  pointed  out 
that  there  was  a  pronounced  demand  for  high- 
grade  instruments.  He  said:  "Our  sales  of 
Sonora  machines  and  Okeh  records  are  showing 
up  real  well,  considering  the  handicap  under 
which  we  have  been  placed  due  to  the  railroad 
situation.  We  feel  that  there  is  every  reason 
for  preparing  for  a  brisk  market,  judging  from 
the  demands  that  are  made  upon  us  for  mer- 
chandise." Mr.  Miller  has  a  large  amount  of 
territory  under  his  direction,  with  a  number  of 
live  dealers.  Mr.  Miller's  hobby  is  to  have  many 
small  dealers  in  preference  to  one  large  dealer. 
He  is  of  the  opinion  that  he  can  obtain  better 
results  in  dealing  with  a  score  or  more  of  small 
merchants  than  with  one  leading  dealer.  He 
says  that,  while  it  is  a  great  deal  more  trouble- 
some, it  is  a  plan  that  works  out  satisfactorily. 

Miss  Mary  Sigler,  who  is  connected  with  C. 
M.  Sigler,  Inc.,  Victrola  dealers  of  Harrisburg, 
Pa.,  has  returned  from  Camden,  N.  J.,  where 
she  took  a  two  weeks'  course  in  the  Victor 
School  of  Salesmanship. 

The  Sheekey  Drug  Co.,  of  East  Pittsburgh; 
Rapport-Fetterman,  of  Connellsville,  Pa.;  M. 
Pearl,  of  Masontown,  Pa.,  and  F.  Schutz,  of 
Turtle  Creek,  Pa.,  are  the  latest  additions  in 
western  Pennsylvania  to  the  list  of  Sonora 
dealers. 

Some  thirty  or  more  Edison  dealers  in  the 
Pittsburgh  Zone  plan  to  attend  the  Edison  Cara- 
van session  in  New  York  City.  A.  A.  Buehn, 
treasurer  of  the  Buehn  Phonograph  Co.,  Edison 
distributors,  has  sent  out  to  all  the  Edison  deal- 
ers in  his  territory  letters  calling  attention  to 
the  Edison  caravan.  Assistant  Manager  H.  M 
Swartz,  of  the  Buehn  Co.,  will  head  the  delega- 
tion from  Pittsburgh. 

Among  the  new  Amberola  dealers  in  the 
Buehn  Co.  territory  are  Fred  Peffer,  of  Evans 
City,  Pa.;  C.  R.  Henry  &  Son,  of  New  Lexing- 
ton, Pa.,  and  M.  C.  Czigan,  of  Auburn,  W.  Va. 

R.  W.  Bolton,  of  the  International  record  de- 
partment of  the  Columbia  Co.,  and  S.  W.  Lukas, 
of  the  Warren  street.  New  York  City,  offices  of 
the  same  company,  were  visitors  to  the  Pitts- 
burgh offices  of  the  company. 


INQUIRIES  SOLICITED  FROM  DEALERS  ONLY 


Charles  L.  Hamilton,  secretary-treasurer  of 
the  S.  Hamilton  Co.,  one  of  the  oldest  piano 
houses  in  the  State,  and  who  also  has  a  large 
and  extensive  talking  machine  department,  with 
Victrolas  and  Columbia  Grafonolas  on  sale,  re- 
turned from  Princeton,  N.  J.,  where  he  attended 
the  twenty-fifth  annual  reunion  of  the  class  of 
1895.  A  feature  of  the  reunion  was  the  novel 
exhibit  made  of  the  various  articles  made  or  sold 
by  the  former  students.  Mr.  Hamilton  had  as 
his  exhibit  a  Columbia  Grafonola  and  a  Chick- 
ering-Ampico  grand  piano.  In  addition  to  this 
Mr.  Hamilton  distributed  to  his  classmates  a 
Columbia  record  which  bore  on  one  side  a  re- 
cording of  the  class  song  and  on  the  other  an 
address  by  the  president  of  the  class. 

W.  A.  Hipp,  of  Connellsville,  Pa.,  is  the  latest 
addition  to  the  list  of  Pathe  dealers  who  will  be 
supplied  by  the  Pittsburgh  Talking  Machine  Co., 
Pathe  distributors.  H.  J.  Brennan,  manager  of 
the  company,  stated  that  sales  for  June  showed 
?.  very  excellent  movement  of  merchandise. 

Jean  J.  Marceis,  formerly  of  Ginibel's  piano 
department.  New  York  City,  is  the  new  man- 
ager of  the  piano  and  talking  machine  depart- 
ments of  Spear  &  Co.  In  the  talking  machine 
department  the  Victrola,  the  Sonora,  the  Aeo- 
lian-Vocalion, the  Vitanola  and  the  Silvertone 
are  on  sale.  Miss  M.  Kusterman  has  charge 
of  the  record  sales,  with  Misses  Mae  Harnette 
Crider  and  Edith  Vensel  as  her  assistants. 

The  celebrated  Kimball  phonograph  has  been 
placed  oh  sale  in  the  Pittsburgli  territory  by 
Newton  B.  Heims,  the  distributor.  Mr.  Heims 
has  a  full  line  of  the  Kimball  instruments  on 
exhibition  in  his  salesrooms  and  offices  in  the 
Jenkins  Arcade  Building.  Mr.  Heims  is  also  the 
Pittsburgh  distributor  of  the  Brooks  automatic 
repeating  phonograph.  Both  instruments,  he 
stated,  are  having  brisk  sales  in  his  territory. 

Columbia  dealers  who  called  at  the  offices  of 
the  company,  in  charge  of  S.  H.  Nichols,  were 
A.  A.  Clark,  Connellsville,  Pa.;  M.  Slaven,  of 
Morgantown,  W.  Va.;  F.  Lincoff,  Weirton,  W. 
Va.;  J.  M.  Wilson,  Sharon,  Pa.,  and  Mr.  and 
Mrs.  H.  Polagrin,  of  Farrell,  Pa. 

George  R.  Madson,  of  the  Cheney  Phonograph 
Sales  Co.,  of  Cleveland,  O.,  distributors  of  the 
Cheney  phonograph  in  western  Pennsylvania, 
Ohio  and  West  Virginia,  was  a  business  visitor 
to  Pittsburgh.  Gray  &  Martin  and  the  Dauler- 
Close  Co.  are  the  retail  Cheney  dealers  in  Pitts- 
burgh. Mr.  Martin,  of  the  former  firm,  closed 
a  deal  for  a  $250  type  Cheney  phonograph  that 
was  heard  by  the  purchaser  just  a  half-hour 
before  closing  time.  Mr.  Martin  says  that  fre- 
quently some  of  his  best  sales  have  been  made 
just  before  the  close  of  what  is  generally  termed 
a  very  dull  day. 

I.  Goldsmith,  president  of  the  Player-Tone 
Talking  Machine  Co.,  accompanied  by  Sales 
Manager-  Hollander,  is  spending  several  weeks 
at  the  noted  Furniture  Show  at  Grand  Rapids, 
Mich.  They  have  on  display  there  several  types 
of  the  Player-Tone.  One  that  is  much  admired 
is  a  Console  type.  Mr.  Goldsmith  anticipates  a 
record-breaking  business  this  Fall. 


Northwest  Phonograph  Jobbers,  Inc. 

122     SOUTH     MONROE  STREET 
PORTLAND  SPOKANE,   WASHINGTON  SEATTLE 

Thoroughly  Covering  Washington,  Northern  Oregon,  Northern  Idaho  and 
Western  Montana  as  Factory  Distributors  for 

Emerson  Records,  Brooks  and  Paramount  Phonographs 

and  a  complete  line  of  Phonograph  Accessories,  including 

BRILLIANTONE  AND  WALL  KANE  NEEDLES.  RECORD  ALBUMS,  RECORD  BRUSHES.  ETC.- 


As  a  $100,000  corporation  officered  by  men  thoroughly  familiar  with  the  musical  instrument 
business  as  a  result  of  many  years'  experience,  we  can  assure  dealers  in  our  territory  at  all  times 

ESPECIALLY  DEPENDABLE  SERVICE  and  EXCEPTIONALLY  COiVlPLETE  STOCKS 


130 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


ANNOUNCEMENT    TO     THE  TRADE 
INTERNATIONAL  MICA  COMPANY 

PHILADELPHIA,  PA. 

H.\S  AT  PRESENT  AN 

EXECUTIVE  REPRESENTATIVE  VISITING  EUROPE 

IN  THE  INTERESTS  OF  THE  INDUSTRY 

whose  services  are  at  the  disposal  of  •'IMICO"  consumers  gratis  for  the  purpose  of  investigation  and  com- 
paring any  particular  market  and  to  ascertain  any  information  possible  that  might  be  desired  by  the  talking 
machine  trade  in  general  for  their  individual  benefit  and  for  the  good  of  the  industry 
"IMICO"  and  "SERVICE"  are  SYNONYMOUS— DON'T  be  BACKWARD  in  COMING  FORWARD 
All  applications  for  the  above  will  have  prompt  and  careful  attention  by  addressing: 
DIAPHRAGM  SALES  DEPARTMENT  (Foreign) 

REMEMBER    THE  "RUSH"  BE  PREPARED  THIS  TIME 


A  BUDGET  OF^ATHE  NEWS 

600  Workers  Taken  On  at  Brooklyn  Plant- 
Large  Warehouse  in  Chicago  Gives  Greater 
Facilities — Annual  Welfare  Outing  to  Be  Held 
September  4  Instead  of  June 

The  Pathe  Freres  Phonograph  Co.  now  oc- 
cupies four  floors  in  the  new  building  of  the 
group  which  constitutes  the  Pathe  plant  in 
Brooklyn,  N.  Y.  Accordingly,  six  hundred  more 
employes  have  been  added  to  the  already  large 
Pathe  family. 

Additional  facilities  in  Pathe  distribution  have 
been  secured  in  the  acquisition  of  a  large  ware- 
house in  Chicago,  with  floor  space  of  over 
200,000  square  feet.  This  warehouse  is  destined 
to  provide  increased  facilities  for  the  distribu- 
tion of  merchandise  to  Pathe  distributors  in  the 
Middle  West. 

The  official  launching  of  the  "Actuelle"  will 
occur  in  August.  Great  publicity  has  been 
planned  which  will  include  extensive  advertis- 
ing in  the  leading  publications  throughout  the 
country. 

M.  Jacque  Pathe,  who  is  in  charge  of  the  Lon- 
don offices  and  plant  of  the  Pathe  Freres  Phono- 
graph Co.,  is  expected  to  arrive  in  this  country 
in  July  for  one  month's  staj'. 

Eugene  A.  Widmann,  president  of  the  com- 
pany, has  just  returned  from  a  tour  through  the 
Middle  West,  during  which  time  he  addressed  a 
large  Pathe  Jobbers'  Convention  at  St.  Paul, 
Minn.,  on  July  1. 

The  annual  outing  and  games  of  the  Welfare 
Association,  of  which  practically  every  Pathe 
employe  is  a  member,  will  be  held  on  Saturday, 
September  4,  this  i'ear,  instead  of  during  the 
-month  of  June,  which  has  been  the  usual  cus- 


WhatMoreCanYouAsk 

All  the  features  that  go  to  make  a  talking 
machine  Profitably)  Salable  you  will  find  as 
regular  equipment  of  Magnola :  "  Built  by 
Tone  Sperjalisls." 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illuslraled 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ,  President 
General  OOcet  Southern  Wholesale  Branch 

711    MILWAUKEE   AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  OA. 


tom.  The  entire  Pathe  family  will  leave  the  plant 
in  Brooklyn  at  10  o'clock  for  Duer's  Whitestone 
Landing,  where  time  will  be  equally  divided  be- 
tween sports,  dancing  and  "eats." 

In  the  current  edition  of  Pathe  Records,  pub- 
lished hy  the  Pathe  Freres  Phonograph  Co.  for 
its  associates,  a  unique  idea  is  carried  out  in  a 
double-page  spread  showing  the  photographs  of 


a  large  number  of  the  future  generation  of  Pathe 
employes. 

The  new  Pathe  twenty-four-sheet  poster,  in 
colors,  which  measures  approximately  nine  feet 
high  by  twenty-one  feet  long,  is  being  used  ex- 
tensively by  Pathe  dealers,  as  may  be  seen 
through  the  large  number  of  requests  for  these 
posters  being  received  at  Pathe  headquarters. 
The  poster  is  very  striking  in  appearance  and  is 
the  work  of  Cugot,  the  eminent  French  artist. 


L'ARTISTE  OFFICIALS  IN  BOSTON 

Boston,  Mass.,  July  6. — Wholesale  Manager 
Monroe,  of  L'Artiste,  returned  to  Boston  a  few 
days  ago,  after  a  productive  trip  through  por- 
tions of  New  England,  and  he  was  able  to  in- 
terest a  number  of  dealers  in  this  machine. 

E.  S.  White,  of  the  Smith,  Kline  &  French 
Co.,  L'Artiste  distributing  managers  for  the 
Philadelphia  territor}^  wa^s  in  town  a  short  time 
ago  conferring  with  C.  C.  Moir,  the  New  Eng- 
land distributor,  relative  to  the  Fall  business  for 
this  machine. 


Natural  Voice  Phonograph  Co. 

ONEIDA,  N.Y. 


Style  125 


Natural  Voice  is  a  splendid  line  of 
Talking  Machines  which  will  appeal 
instantly  to  your  patrons.  In  fact, 
Natural  Voice  is  as  perfect  as  money 
can  make  it,  and  is  worthy  of  its 
name  and  guarantee. 

Natural  Voice  is  the  most  remark- 
able musical  instrument  now  before 
the  public.  For  a  full  line  of 
machines  and  price  list,  inquire. 

Natural  Voice  Phonograph  Co. 

ONEIDA,  N.  Y. 

Distributors  of  this  Line 
Wanted  in  every  State. 


JuLv  15,  1920 


THE    TALKING    MACHINE  WORLD 


131 


IF  IT'S  FOR  THE  PHONOGRAPH 

we:  have  it 

SEASONABLE  SUGGESTIONS 


Banjuke  No.  50 


Played  exactly  like  the  Ukulele. 
Has  the  distinctive  banjo  twang. 
Has  T-in*.  maple  shell. 

Fxtra  Fine  Tone 


Banjo  Head 

Three-piece 
Neck 


Retail 
Price 

$15.00 

Price  to  Dealer 
$6.50 

Highest  Grade  Made 


UKULELES 

No.  100.     Very  popular  style.  Plain 

neck,  genuine  mah.  Retail  $6.00. 
Dealer  $3.00. 

No.  125. — Same  as  No.  150  except  not 

inlaid  on  edge.  Retail  $10.00.  Deal- 
er $4.25. 

BANJUKES 

No.  40.— Mah.  shell,  7  in.  20  in  long. 
Single  piece  neck.  Retail  $10.00.  Deal- 
er, $4.25. 

No. 60. — Finest  inlaid  Banjuke,  size 
same  as  No.  40.  Retail  $30.00.  Deal- 
er $10.00. 


Ukulele  No.  150 


This  Ukulele  is  made  of  genuine 
Mahogany,  hand  rubbed.  Sound 
hole  ornamented  with  inlaid  col- 
ored woods. 


Three-piece 
Necl< 


Retail 
i  Price 

$15.00 

Price  to  Dealer 
$6.50 

Highest  Grade  Made 


DEAN  STEEL  NEEDLES 


FINEST   AMERICAN  MADE 


PER  THOUSAND 
10  THOUSAND  LOTS 


Extra  Loud  -  Loud  -  Medium  -  Soft  50  cts. 

FIBRE  NEEDLES         The  New  Apex  Fibre  Needle  Cutter 


The  Only  Original  Fibre  Needle 

B.  &  H.  Needles  are  used  the  world  over 
by  those  particular  in  their  care  of  records. 
A  perfect  reproduction  with  no  surface 
noise. 

Packages —  50   Retail.  $0.25 

Packages —  1  00   Retail  50 

Dealer's  Price,  Per  Thousand   3.00 


FOR  SAtE  HERE  i 


This  display  container  hand- 
somely finished  in  the  same 
color  scheme  as  the  boxe?, 
holds  100  packages  of  a 
kind,  loud,  extra  loud  or 
medium.  Costs  the  Dealer 
d**?  TA  per  container.  <f  1  C 
tPI  .DU    retails  for  «P*«^ 


Thiis  haiidsome  metal 
enameled  display 
stand  holds  -  60  jiack- 
ages.  2  doz.  exl  ra 
loud.  -  I  doz.  medium 
and  2  doz.  loud,- each 
package  containing  50 
W*  ALL  -  K  A  N  E 
needles.  Complete 
.stand  costs  the  Dealer 

$4.60,  $9 


"SIMPLE" 

Nothing  to  get  out  of  order;  no  springs 
to  break ;  no  blades  to  fall  out ;  easy  to 
operate;  cannot  come  apart.  It  is  not 
possible  to  properly  cut  a  fibre  needle 
unless  the  cutter  is  in  perfect  order 

"EFFICIENT" 

Each  time  the  needle  is  inserted  the 
result  in  the  same.  Not  the  slightest 
variation  in  the  position  of  the  needle, 
the  angle  of  the  cut  or  the  size  of  the 
cut. 

"ECONOMICAL" 

The  NEW  Fibre  Needle  Cutter  will  take  at  least  thirty  cuts  off  a  needle,  which  is 
double  the  possibilities  of  any  other  cutter  on  the  market  and  makes  the  use  of 
Eibre    Needles   more   economical    than  steel  needles. 

Retail  $1.50,  40  and  10%  Discount. 
Dealer's  Net  Price,  Per  Doz.,  $9.72 

DISTRIBUTORS 

Records 

WADE  "SUPERIOR"  SERVICE  WILL 
INTEREST  YOU— GET  OUR  PROPOSI- 
TION—IT IS  A  REAL  MONEY-MAKER 

COAST  TO  COAST  SERVICE 


ORDER 
FROM 


DO  IT 
TODAY 


12-22    NORTH    MICHIGAN    AVENUE       :       CHICAGO,  ILLINOIS 


132 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


THE  STORY  OF  WALLACE  BROWN 

Successful  Detroit  Brunswick  Dealer  Is  Theme 
of  Story  in  Business  Magazine — Has  Methods 
All  His  Own  Which  Have  Proven  Their  Merit 


The  progressive  business  methods  of  Wallace 
Brown,  the  active  Brunswick  dealer  of  Detroit, 
Mich.,  have  attracted  the  attention  of  the  trade 
and  in  the  July  issue  of  "Business,"  published 
by  the  Burroughs  Adding  Machine  Co.,  there 
is  a  comprehensive  article  outlining  in  full  Mr. 
Brown's  way  of  doing  business.  The  article 
is  written  by  William  C.  Sproull  and  traces  the 
story  from  the  days  when  Wallace  Brown  made 
his  move  into  East  Grand  River  avenue  and  be- 
gan to  sell  the  Brunswick  machine  by  radically 
new  methods,  to  the  present  time  when  he  is 
recognized  as  one  of  the  most  successful  sales- 
men in  the  game. 

Brown  believes  in  selling  his  product  at  his 
own  store.  He  does  not  do  any  bell  ringing  to 
enlarge  his  trade,'  but  has  found  that  by  real 
salesmanship  in  his  own  warerooms  he  can  ac- 
complish the  desired  results.  He  advertises  con- 
sistently and  well.  In  his  advertisements  he 
talks  to  the  pubhc  as  he  talks  to  them  in  the 
store.  He  talks  facts.  He  finds  out  what  he 
wants  to  know  about  the  customer  and  then 
does  all  the  rest  of  the  talking  himself.  He 
meets  the  prospect  on  his  own  ground  and 
shows  him  just  where  the  Brunswick  will  prove 
superior  to  the  machine  now  in  his  home.  He 
relieves  the  customer's  mind  of  all  uncertainty 
as  to  just  what  the  proposition  involves.  To 
quote  from  Mr.  Sproull: 

"For  example,  he  knows  that  a  woman  dis- 
likes to  figure  interest.  If  she  pays  $25  down 
and  $15  a  month  she  does  not  understand  why 
she  has  to  pay  $6.87  at  a  future  date  to  cover 
something  people  call  interest.  For  this  reason 
he  adds  a  flat  charge  of  $5  or  $10  to  the  orig- 
inal price,  and  deducts  the  amount  from  cash 
sales. 

"The    record    problem    is    another  example. 


Everyone  asks  the  question,  'How  many  records 
do  you  'throw  in?'  The  dealer  cannot  af- 
ford to  give  records  away,  yet  he  knows  the 
customer  expects  it.  Mr.  Brown  includes  $5 
extra  in  his  price  to  cover  the  charge  for  a 
half-dozen  records.  In  other  words,  he  states 
his  proposition  to  be  that  for  $165  he  will  sell 
you  this  machine,  give  you  six  records  and  allow 
you  a  year  to  pay  it.  That  is  the  agreement. 
There  is  no  uncertain  quantity  such  as  interest 
or  cost  of  records." 


COMPANY  TAKES  OVER  ARTOPHONE 


Artophone  Corporation  Formed  in  St.  Louis 
With  Capital  Stock  of  $100,000— Another  New 
Concern  Just  Organized  Called  Olympic  Co. 


A  VICTOR  DOG  THAT  GROWLS 

Emerson  Piano  Co.,  Decatur,  111.,  Find  New 
Way  for  Attracting  Attention  of  Public 


Decatur,  III.,  July  3. — A  Victor  dog  which 
growls  good-naturedly  attracts  much  attention 
from  passersby  to  the  Emerson  Piano  Co.  store. 
He  has  been  a  familiar  object  in  Decatur  for 
some  time  but  his  tendency  to  growl  about  it 
came  recently  when  a  Claxton  horn  was  fitted 
to  a  board  and  pushed  into  his  head,  and  a  dry 
battery  and  a  button  inside  the  store  did  the 
rest. 

At  the  same  store,  the  ingenious  Manager  Mc- 
Dermott,  to  relieve  the  monotony  of  the 
streamer,  "The  June  Victor  Records  Are  Here," 
used  for  each  month's  Victor  record  announce- 
ments, arranged  packages  of  Victor  needles 
(steel  and  Tungs-Tone)  to  spell  out  the  same 
message  on  the  floor  of  his  window. 


HAS  450  RECORDS  IN  HIS  LIBRARY 


Wondering  just  how  many  records  she  might 
have  been  selling  to  him,  Miss  Langley,  of  Bul- 
pitt  Bros.,  Taylorsville,  111.,  asked  a  customer  to 
list  them  for  her.  He  had  450  records  and  was 
still  buying.  A  recent  sale  to  him  were  the  rec- 
ords of  the  instruments  of  the  orchestra,  that 
he  might  identify  certain  instruments  whose 
sound  he  did  not  know,  for  he  is  not  a  musi- 
cian. 


St.  Louis,  Mo.,  July  3. — The  Artophone  Corp. 
of  this  city  has  been  chartered  with  a  capital 
stock  of  $100,000  and  has  bought  the  stock  and 
fixtures  and  trade  name  of  the  Artophone  Co., 
talking  machine  manufacturers  and  distributors, 
now  of  1113  Olive  street,  but  which  have  leased 
the  building  at  1103  Olive  street.  The  officers 
.  of  the  new  company  are  Edwin  Schiele,  presi- 
dent, who  has  been  a  stockholder  in  the  Arto- 
phone Co.  for  the  past  nine  months;  Herbert 
Schiele,  his  son,  vice-president  and  treasurer, 
and  J.  Kramer,  secretary.  The  latter  is  Edwin 
Schiele's  son-in-law.  They  have  taken  over  the 
lease  of  the  five-story  building  at  1103  Olive 
street,  recently  secured  by  the  Artophone  com- 
pany, and  will  occupy  it  in  a  short  time.  They 
expect  to  add  pianos  and  player-pianos.  For 
the  present  it  is  the  intention  to  devote  their 
attention  to  the  retail  and  mail  order  trade  on 
the  Artophone,  but  may  later  engage  in  the 
wholesale  business  extensively. 

R.  H.  Cone,  Sr.,  and  Albert  T.  Gardner,  for- 
merly sales  manager  of  the  Artophone  company, 
have  organized  the  Olympic  Co.  and  announce 
that  they  will  enter  the  wholesale  talking  ma- 
chine trade  in  an  extensive  way.  They  will  place 
the  Olympic  talking  machine  on  the  market  at 
once.  They  have  ample  factory  facilities,  they 
state,  and  will  be  in  a  position  to  furnish  the 
trade,  in  the  Olympic,  with  an  excellent  prod- 
uct and  assure  prompt  shipment  and  an  all- 
round  balanced  service.  The  new  concern  has 
opened  offices  and  attractive  salesrooms  at  SOO 
Columbia  Building,  Eighth  and  Locust  streets, 
this  city. 


But  of  all  wasted  power,  the  greatest  waste 
is  inside  the  human  skull,  that  "temple  of  ivory" 
in  which  everything  is  possible. 


'^JUAJMJIMJMIKi 


^Easier  to  sell 

than  any  other 
phonograph  in  the  world 

That's  the  way  salesmen  talk  about 


^•'^  Aeolian-VOCALION 


The  new  and  greater  phonograph 

"Y^'Q^^I^JQ^    Two  distinct  styles  of  records.    A  lateral  cut 
„  „  „  and  a  hill  and  dale.    You  can  therefore  sell 

Iv  lL      \J  Ja.  LJ  O    Every  phonograph  owner  in  your  community. 


Ask  for  our  Dealers'  Proposition 


We  are  Western  Distributors,  prepared  to  give  you 
the  goods  you  want  WHEN  YOU  WANT  THEM. 


i.'^  to  IQ  East  1st,  South 


Salt  Lake.  Utah 


fimmmmrmmmmmwmmmmmmmmwm^ 


July  1$,  1920 


THE   TALKING   MACHINE  WORLD 


133 


PHONOGRAPHS 
W  RECORDS  ^ 


FiTLe  Qixaliiies 


The  Empire  combines  in  one  instrument  the  fine  qqal- 
ities  that  distinguish  all  other  high  class  phonographs. 

It  gives  you  that  perfect  balance  of  desirable  features — 
that  satisfying  completeness  —  which  wins  and  holds  public 
favor. 

The  Empire  is  not  an  "assembled"  phonograph,  its 
component  parts,  from  reproducer  to  cabinet,  vv^ere  designed 
and  made  for  the  Empire. 

Each  Empire  model  represents  value  in  excess  of  its  price. 

Empire  Records 

''Simply  Irresistible" 

Empire  records  —  made  under  an  exclusive  patent  —  are  the  very 
latest  development  in  record  making.  Compare  them  with  the  best 
of  other  brands  and  judge  for  yourself.  No  "freak"  numbers,  no  "slow 
sellers"  but  the  popular  favorites,  new  and  old,  that  ^eep  itte  cash 
register  bus}). 

Order  a  trial  assortment  of  Empire  records  and  see 
how  quickly  they  will  be  snapped  up. 

The  sixth  Release  of  Empire  records  is  now  ready. 


Get  the  Empire  Agency 
Special  Proposition 

Write  for  attractive  agency  proposition  and  full  details  of  our 
extensive  program  of  newspaper  advertising  and  dealer  cooperation. 
Empire  Phonographs  and  Empire  Records  are  a  powerful  sales  com- 
bination.   It  will  interest  you.    Write  today. 


Empire  Talking  Machine  Company 

JOHN  H.  STEINMETZ,  President 
429  So.  Wabash  Ave.  : :  Chicago,  111. 


-Q— • 


134 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


'BILLY"  MURRAY  NOW  "EXCLUSIVE' 


Signs  Contract  With  Victor  Co.  Whereby  This 
Company  Controls  His  Recordings  from 
July  1,  1920— One  of  the  Great  Favorites 


Camden,  N.  J.,  July  3. — C.  G.  Child,  director 
of  recording  for  the  Victor  Talking  Machine  Co., 
has  officially  confirmed  the  rumors  that  have 
been  abroad  recently  to  the  effect  that  "Billy"' 


MUSICAL 

CASES 

RECORD 
Write  for 


INSTRUMENT 

COVERS 
CASES 
Catalogue 


"A   SAMPLE  WILL   CONVINCE  YOU" 


going  stronger  than  ever.  Originall}-  he  was  a 
Victor  artist,  but  for  the  last  two  j-ears  has 
been  singing  for  a  number  of  record  companies. 
The  news  of  this  famous  tenor's  becoming  an 
exclusive  Victor  artist  will  please  Victor  dealers. 


EDISON  JOBBERS  VISIT  ORANGE 


Albert  Buehn  and  Robert  L.  Proudfit  Remain  in 
City  for  Caravan  Convention — Latter  to 
Travel  to  Coast  With  Delegates 


GEORGE  PARKER  LEAVES  FOR  COAST 


Billy  Murray 
Murray  had  been  signed  up  as  an  exclusive  Y\c- 
tor  artist,  from  July  1.  1920._ 

Bill}'  Murraj'  certainly  ranks  as  a  great  na- 
tional favorite  and  the  sales  of  his  records  have 
undoubtedlj'  been  as  large  or  larger  than  those 
of  any  popular  artist  recording  at  the  present 
time."  His  name  is  known  to  talking  machine 
owners  from  coast  to  coast,  thousands  of  whom 
have  placed  standing  orders  with  their  dealer 
for  every  Billy  Murray  record  that  is  produced. 
His  voice  is  recognized  as  particularly  adapt- 
able to  recording  purposes  and  his  enunciation 
has  won  the  enthusiastic  commendation  of  musi- 
cal critics.    He  is  "an  old  timer"  but  is  to-dav 


Boston,  Mass.,  July  3. — George  Lincoln  Parker 
is  leaving  on  July  5  for  the  Pacific  Coast  and  is 
therefore  unable  to  attend  the  Edison  conven- 
tion. He  will  spend  a  part  of  his  time  at  Berke- 
lej'.  Cal.,  where  the  headquarters  of  the  Ameri- 
can Photo  Player  Co.  is  located,  and  then  will 
go  to  Van  Xuys,  where  the  Robert  Morton  Or- 
gan Co.  has  its  plant.  The  trip  is  partly  for 
business  and  partly  for  pleasure.  Mr.  Parker 
will  go  West  over  the  Canadian  Pacific  system 
and  return  via  the  Santa  Fe  route,  so  that  he 
mav  visit  the  Grand  Canon. 


COLUMBIA  STORE  IN  DES  MOINES 


A.  Wilson  has  opened  a  new  Columbia 
Grafonola  store  in  Des  Moines.  la.  The  build- 
ing which  he  has  just  occupied  has  been  en- 
tirel}-  remodeled  and  four  demonstration  booths 
have  been  built. 


You  don't  swallow  food  whole.  Wh}-  should 
you  swallow  names  and  words  whole.  Read 
with  an  encyclopaedia  and  a  dictionary  near  at 
hand.  You  may  think  j'ourself  well  educated, 
but  there  is  alwa3's  more  to  learn. 


\'isiting  jobbers  to  the  Edison  laboratories 
during  the  past  week  were  Albert  A.  Buehn, 
treasurer  of  the  Buehn  Phonograph  Co..  Pitts- 
burgh, and  Robert  L.  Proudfit,  president  of  the 
Proudfit  Sporting  Goods  Co.,  Ogden,  Utah. 

Despite  the  railroad  tie-ups.  the  results  of 
which  continue  to  make  themselves  felt  through- 
out the  western  Pennsylvania  district,  business 
in  general,  according  to  Mr.  Buehn,  is  looking 
forward  to  a  substantial  increase  in  July.  Mr. 
Buehn  states  further  that  the  Edison  dealers  in 
his  territor}-,  who  are  carrying  out, the  1920 
sales  promotion  plans  originated  by  the  Edison 
laboratories,  are  enjoying  a  largely  increased 
volume  of  business,  illustrating  that  there  is  lit- 
tle or  nothing  in  general  conditions  to  prevent 
live  dealers,  who  go  after  business  in  the  right 
way.  from  reaping  a  generous  share  of  the  pre- 
vailing prosperiti'. 

Mr.  Proudfit  expected  to  remain  in  the  East 
to  take  part  in  the  New  York  sessions  of  the 
Edison  caravan  convention.  He  plans  to  accom- 
pany the  caravan  on  its  entire  tour  across  the 
continent,  the  last  stop  being  San  Francisco, 
where  he  expects  to  meet  most  of  the  Edison 
dealers  from  his  territory.  He  is  most  enthu- 
siastic over  the  program  prepared  for  the  con- 
\cntions  by  the  Edison  Co. 


GARFORD  "BABY"  PHONOGRAPHS 


A  Popular  Line  of  Toy  Phonographs 
Nothing  More — Nothing  Less' 


THE  "BABY"  MODEL 
RETAILS  AT  $6 


MODEL  X 
RETAILS  AT  $10 


Description  of  "Baby"  Model 

Plays  liittle  Wonder  or  7-inch  records 
Metal  Cabinet  flniBhed  in  high  grade  Ebony 
Enamel  wltii  nickel  trimmings. 
Length  S^i  inches       Height   'V2  inches 
Width    SVz  Inches        Welfht    SMt  lbs. 
Provided  with  one  spring  worm  gear  motor. 
514-inch   turntable.     High   grade  sound  box, 
with   wonderfully   clear   reproduction.  Speed 
regulator. 

Description  of  Model  "X" 

Plays  Little  Wonder  records  and  also  7-Inch  records.    Cabinet  finished  in  Mahogany 

Height   17%  Inches  Width    8%  inches 

Depth    9%  Inches 

Provided  with  one  spring  worm  gear  motor.    B%-lnch  turntable.    High  grade  sound  box,  with  wonder- 
fully clear  reproduction.    Speed  regulator. 

A    LIBERAL    PROPOSITION   FOR   PROGRESSIVE  DEALERS 

GENERAL  PHONOGRAPH  MFG.  CO.     Elyria,  Ohio 

FORMERLY  NAMED   THE   GARFORD   MFG.  CO. 


I 


THE   TALKING    MACHINE  WORLD 


Here's  a  favorite  mod  el  of  our 
Console  creations  in 


a  work  of  art  in  design  and  work- 
manship worthy  to  be  classed  with 
the  rest  of  the  furniture  line  we  have 
been  making  for  the  best  trade 
since  1885. 

Brochure  of  views  sent  on  request. 

Originator  of  the  Console  and 
Period  Designs  in  Phonographs 


WINDSOR  FURNITURE  CO. 

Chicago,  111. 


136 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


THE 


Polly 
Ticks 
Prevail! 


Western  Division  of  The  World,  Chicago,  July  10,  1920. 
When  we  were  composing  the  brilliancies  and  the  coruscations 
which  illuminated  these  pages  last  month,  the  air  of  this  metropolis 
was  heated  to  the  point  of  evaporation  by  the  ora- 
tory of  the  human  phonographs  of  the  Republican 
party,  oratorj  which  strangely  and  feverishly  con- 
trasted with  the  silence  of  the  seven  (or  \Vas  it  nine) 
gentlemen  whose  manipulations — described  by  their  enemies,  of 
course,  as  machinations — brought  about  the  nomination  of  the  gen- 
tleman who  has  now  become  the  Presidential  candidate.  W'ell,  now, 
all  that  is  over  and  the  folks  out  at  San  Francisco  are  just  getting 
through  with  their  troubles.  But  we  simply  don't  know  what  rest 
means  out  here.  The  Best  People  On  Earth  have  descended  upon 
us,  as  the  Assyrian  came  down,  although  whether  they  or  we  will 
turn  out  to  be  the  wolves  is  a  matter  which  history  will  have  to 
take  care  of.  All  that  the  Western  Division  of  The  World  knows 
is  that  it  is  very  hard  indeed  amidst  all  this  excitement  even  to  find 
the  point-of-view  of  the  Mid-West,  not  to  say,  give  it  any  adequate 
expression.  How,  one  asks,  is  it  to  be  done  ?  How  on  earth — or  in 
The  W^orld,  as  one  might  say — is  one  to  be  witty  and  wise,  charm- 
ing and  informative,  with  the  B.  P.  O.  E.  yelling  their  heads  off 
all  over  State  Street  and  the  rumblings  of  the  Third  Party's  Con- 
vention machinery  already  beginning  to  fill  the  circumambient  on 
the  Lake  Front  and  elsewhere?  This  is  no  sort  of  a  job  for  hot 
weather  and  we  so  declare  it.  But  of  all  slaves  the  newspaper  slave 
is  the  most  slavish.  The  printer's  devil  is  running  after  him  at  all 
hours;  and  so  long  as  the  wireless,  the  telegraph,  the  telephone  or 
the  airplane  mail  conduct  their  business  between  Chicago  and  Man- 
hattan, the  Western  Division  know  that  the  wrath  of  their  editors 
followeth  them  day  and  night.  With  which  preliminaries,  dear 
brethren,  we  address  ourselves  to  the  task  of  representing  the  feel- 
"ings  and  beliefs  of  the  great  middle  empire,  so  far  as  these  relate  to 
the  talking  machine  industry,  for  the  benefit  of  The  ^^"orld  in  general. 


wise : 


Of  course  we  are  feeling  the  freight  tie-up.  How  could  it  be  other- 
But  a  good  many  of  us  are  wondering  whether  it  is  not  just 
a  bit  too  simple  an  explanation,  when  we  say  "car 
shortage"  and  let  it  go  at  that.  The  fact  is  that 
some  authorities  who  ought  to  know  tell  us  that 
there  is  no  car  shcTrtage  at  all  and  that  we  are  suf- 


Nationwide 

Not 

Local 


fering  from  a  vicious  system  of  distribution  and  from  nothing  else. 
The  other  day  we  Avere  looking  at  some  car  service  figures  which 
showed  that  during  the  middle  week  of  June  as  many  as  two 
hundred  and  thirty-five  thousand  cars  were  reported  tied  up  or 
delayed  in  transit.  Of  these  no  less  than  eighty-five  thousand  were 
reported  as  awaiting  switching  facilities  at  junction  points.  It  is  as 
plain  as  the  proverbial  nose  on  the  proverbial  face  that  this  state  of 
affairs  means  lack  of  labor,  not  lack  of  cars.  It  is  equally  plain,  if 
the  Federal  Trade  Commission  is  to  be  believed,  that  faulty  distribu- 
tion of  motive  power  and  rolling  stock  is  also  largely  to  blame,  yiv. 
Colver,  of  the  Commission,  is  quoted  as  saying  recently  that  there 
will  never  be  a  return  to  normality  in  freight  conditions  until  the 
motive  power  and  rolling  stock  of  all  the  railways  are  pooled  in  such 
a  way  that  they  can  be  distributed,  at  the  behest  of  a  single  con- 
trolling body,  just  as  may  be  needed  from  time  to  time.  Apart  from 
political  considerations,  this  is  surely-  something  worth  careful 
thought.  In  a  few  weeks  the  great  crop  movement  will  be  in  full 
swing.  As  a  natural  consequence,  the  present  congestion  will  be 
intensified  and  we  may  consider  ourselves  fortunate  if  there  does 
not  arise  a  cry  for  priority  decisions.  All  of  which  of  course  will  be 
at  our  expense.  Now  it  seems  to  us  out  here  in  the  Mid-West  that 
it  is  pretty  nearly  time  to  stop  messing  around  about  these  things 
and  to  begin  to  look  at  them  as  a  whole.  The  railway  question  is 
not,  and  cannot  be,  a  local  question.  Unless  and  until  it  is  consid- 
ered as  a  whole,  in  all  its  bearings,  considered  nationally  and  not 
sectionally,  we  shall  not  get  very  far  with  any  schemes  for  improve- 
ment.   It  is  as  sure  as  anything  can  be  that  the  music  Industrie?  in 


general  will  have  reason  to  complain  ere  long  if  they  do  not  put 
their  thought  into  these  matters.  We  are  dealing  with  a  national 
problem  which  has  to  be  solved.  If  it  is  not  solved  someone  is  going 
to  suffer  severely. 


Our  Own 

Little 

Xpo! 


The  furniture  expositions  are  with  us  again  and  there  is  much 
excitement  around  the  Boul  Mich  at  Thirteenth  and  Fourteenth 
Streets.  Incidentally,  if  one  wishes  to  create 
trouble  amongst  furniture  men,  one  only  has  to  for- 
get to  mention  one  of  the  exposition  buildings  and 
concentrate  one's  attention  on  the  other.  It  does 
not  matter  which  one.  The  man  one  is  talking  to  always  has  his 
goods  in  the  building  one  is  forgetting.  Wherefore,  we  pause  to 
remark  that  in  the  above  statements  we  include  the  "1411"  building 
and  the  "1319"'  building:  both.  Now  some  of  our  divisional  news 
sleuths  have  been  sleuthing  up  around  the  Xpo  buildings  and  they 
report  that  the  talking  machine  exhibits  are  few  in  number;  fewer 
than  in  any  previous  year.  At  the  same  time,  they  tell  us  that  the 
quality  of  the  exhibits  in  general  is  higher  than  ever.  Whether  as 
to  finish,  quality  of  woods  used,  interior  workmanship  and  construc- 
tion or  mechanical  devices,  there  is  ever}'  reason  to  feel  happy  over 
the  goods  which  are  being  shown  by  our  phonograph  and  talking 
machine  makers.  Much  the  same  may  be  said  about  the  exhibits  at 
Grand  Rapids,  according  to  the  reports  made  by  The  World's  West- 
ern Division  man  who  attended  the  opening  of  the  big  July  Show 
in  that  city.  This  is  all,  of  course,  as  it  should  be.  Regrettable  as 
the  statement  may  appear,  there  is  no  use  in  concealing  the  fact  that 
a  good  deal  too  much  shoddy  was  patched  up  and  thrown  out  on  the 
market  during  the  earlier  days  of  the  industry.  There  was  a  time 
indeed  when  manufacturers  were  engaged  in  a  continual  struggle 
between  their  sense  of  honor  and  their  sense  of  expediency.  The 
demand  for  goods  of  any  kind  was  so  great  that  the  pressure  to  get 
out  quickly  almost  any  old  thing  was  hard  to  resist.  Among  the 
blessings  of  the  present  time,  we  might  as  well  include  the  existing 
opportunity  to  take  time  and  thought  over  the  construction  and 
finish  of  the  manufactured  product.  ' 


The  Style 
and  the 
Period 


There  was  another  noticeable  feature  about  the  Furniture  Exposi- 
tions. No  one  could  help  noticing  the  very  large  number  of  Period 
styles,  so-called.  In  fact,  it  seemed  as  if  ever}' 
manufacturer  who  aimed  at  doing  something  attrac- 
tive had  made  a  creditable  attempt  to  design  cabi- 
nets in  one  or  more  authentic  reproductions  of  the 
famous  Periods.  The  styles  of  Chippendale,  Heppelwhite,  Adam, 
Queen  Anne,  Sheraton,  the  Louis,  the  James,  the  Charles,  ^^"illiam- 
Mary  and  the  Georges  were  to  be  seen  in  abundance.  Moreover, 
there  was  another  side  to  the  matter.  It  was  not  merely  an  attempt 
to  reproduce  the  superficial  decorations  and  mannerisms  of  the  great 
designers,  whilst  leaving  the  general  outlines  untouched.  On  the  con- 
trary, there  was  the  strongest  eflfort  to  assimilate  the  entire  structure 
to  the  requirements  of  each  Period.  Chests,  high  and  low  curio 
cabinets,  escritoires  and  every  sort  of  piece  well  known  to  the  great 
masters  of  domestic  design  have  been  studied,  with  results  often  as 
delightful  as  surprising.  Now  this  again  makes  us  feel  happy.  The 
I\Iid-West  has  been  the  home  of  the  later  development  of  the  talking 
machine  to  such  an  extent  that  we  feel  a  sort  of  quasi-parental  pride 
in  any  artistic  achievements  which  may  be  attributed  to  it.  Our 
makers,  in  a  word,  are  coming  out  of  the  exuberance  of  childhood 
and  are  settling  themselves  down  into  maturity.  This  is  well.  It 
is  very  well  indeed.  And  there  is  another,  more  immediate,  side  to 
the  whole  matter.  It  is  being  noticed  by  the  keener  merchants  that 
the  "period"  machines  are  making  a  great  hit  with  women  buyers. 
Now,  women,  in  fact,  have  quite  as  much  to  do  with  buying  talking 
machines  as  men  have.  Their  tastes  and  their  prejudices  must  be 
considered.  Those  who  do  not  consider  them  will  surely  suffer. 
Period  styles  appeal  to  women.  Partly  this  is  because  they  possess 
the  air  of  distinction  which  all  women  of  taste  admire.    Partly  it  is 


I 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


137 


EW 


because  they  are  "different."  Mainly  it  is  because  they  are  beautiful. 
One  looks  to  see  the  talking  machine  designs  leaning  further  and 
further  towards  reproduction  of  classic  furniture. 


The  rumors  and  gossip,  the  excursions  and  alarums,  which  periodi- 
cally pester  the  mind  of  the  busy  and  harassed  trade  paper  editor, 
leave  very  little  time  for  thought  as  to  their  origin 
or  value.  This  is,  after  all,  not  as  unfortunate  as 
some  might  think,  for  of  them  all  it  is  usually  cor- 
rect to  say  that  they  come  like  water  and  like  wind 


Just 

Ropes  of 
Sand 


they  go;  if  one  may  slightly  paraphrase  the  translator  of  Omar  Khay- 
yam. To  take  a  quatrain  from  that  same  lovely  garden  of  Persian 
roses : 

5^;-  "Myself  when  young  did  eagerly  Jrequent 
j)Q(;tor  and  Saint ;  and  heard  great  argument 
About  it  and  About :  But  evermore 
Came  out  through  that  same  door  wherein  I  went." 
which,  whether  or  not  it  represents  a  historical,  certainly  represents 
a  psychological  truth.  We  are  always  frequenting  the  doctors,  those 
who  are  supposed  to  know :  and  we  are  always  hearing  great  argu- 
ment, about  it  and  about.  Likewise,  we  find,  distressingly  often, 
that  the  door  through  which  we  are  let  out  is  identical  with  the 
portal  which  we  so  confidently  and  hopefully  entered.  Rumors, 
gossip,  rumors :  talk,  talk,  whisper,  whisper :  it  is  all  very  stupid  and 
very  tiring.  We  are  to-day  a  great  and  busy  industry  in  a  great  and 
busy  nation.  We  have,  unhappily,  our  share  of  black  sheep,  even  of 
sheep  whose  color  is  positively  ebony.  ■  But  the  flock  in  general  is  a 
very  nice  flock  and  it  is  subserving  a  very  useful  purpose,  on  the 
whole.  Not  all  the  men  one  meets  are  angels  indeed :  but  most  of 
them  are  a  good  deal  nearer  the  angelic  than  the  diabolic.  Our 
industry  has  its  ups  and  downs;  but  it  is  safe  and  secure,  if  so  it  be 
that  those  who  run  it  use  a  modicum  of  good  sense.  There  is  so 
much  more  of  good  than  of  bad  in  the  indvistry  that  of  its  security 
and  future  progress  no  wise  man  can  for  a  moment  doubt.  But  it  is 
quite  certain  that  it  was  a  wise  Greek  who,  to  his  concept  of  Evil, 
gave  the  name  Diabolus  or  the  slanderer.  Rumor,  gossip  and  malicious 
talk  are  at  the  bottom  of  all  the  evil  there  is  or  can  be.  Wise  men 
keep  their  ears  stopped  and  refuse  to  hsten.  After  all,  gossip  is  only 
hot  air :  and  hot  air  is  about  the  lightest  compound  there  is.  Our 
industry  is  just  beginning  to  sit  up  and  take  a  healthy  interest  in  life. 
Let  us  at  least  not  strangle  it  in  its  cradle  through  our  own  stupidity. 
There  is  room  in  this  great  land  of  ours  for  the  utmost  possible 
expansion  of  an  honest  talking  machine  industry  during  the  whole 
of  the  next  decade :  and  after  that  there  will  doubtless  come  a  new 
development  which  will  start  us  all  over  afresh.  One  finds  it  hard 
to  get  up  worries  over  the  future  of  the  talking  machine  industry. 


We  have  cited  from  time  to  time  some  evidence  of  misunderstand- 
ing concerning  the  method  of  settlement  for  goods  received  known 
as  the  Trade  Acceptance.  The  criticisms  which 
have  been  made  are  not  all  espoused  by  us,  but  we 
give  them  for  what  they  may  be  worth.  In  effect, 
it  is  claimed  that  dealers  have  found  themselves  in 


But  What 
Do  We 
Accept? 


a  difficult  position  when  they  have  given  acceptance  for  goods  against 
Bill  of  Lading  and  afterwards  have  found  the  goods  not  up  to 
standard.  In  such  cases,  it  is  said,  the  dealers  have  sometimes 
declined  to  pay  the  paper  when  it  has  fallen  due ;  and  in  consequence 
there  has  been  trouble  for  the  manufacturer.  Well,  this  may  or 
may  not  be ;  but  one  thing  is  quite  certain.  The  whole  theory  of 
the  acceptance  is  based  on  mutual  confidence.  It  requires  as  its 
foundation  the  notion  of  reliable  goods  bought  and  paid  for  on  faith 
and  coming  up  to  expectations  when  received.  It  is  quite  certain 
that  on  any  other  basis  the  whole  procedure  becomes  in  the  highest 
degree,  uncertain ;  and  is,  in  fact,  a  positive  danger.  But,  of  course, 
it  follows,  or  ought  to  follow,  that  the  men  who  are  asking  merchants 
to  do  business  on  the  basis  of  acceptances  should  be  beyond  criticism. 
The  very  moment  you  allow  the  suspicion  to  exist  that  there  is,  or  is 


likely  to  be,  something  wrong  with  the  product  which  a  manufacturer 
is  turning  out  you  destroy  the  confidence  and  trust  which  are  the 
common  basis  of  commercial  honor ;  and  you  render  the  acceptance 
an  unwieldy  and  even  dangerous  tool  for  business  purposes.  Here, 
too,  the  attitude  of  the  banker  must  be  considered.  The  banker  has 
to  take  this  paper  on  the  basis  of  a  belief  that  true  value  lies  behind 
it.  If  there  is  any  suspicion  as  to  this  value  the  banker  cannot  retain 
this  confidence ;  and  consequently  his  attitude  towards  those  who  do 
business  on  this  basis  must  be  unfavorable.  We  decidedly  want  to 
retain  the  trade  acceptance  as  the  basic  tool  for  the  expanding  work 
of  our  i  dustry.  But:  it  must  be  based  on  quaHty  goods.  That  is 
the  secret.  The  system  is  good;  in  fact,  it  is  very  good:  but  it  pre- 
supposes quality  goods.   Let  us  not  forget  that.  ; 


"You  must  wake  and  order  early,  order 
early,  Dealer,  Dear!" — Tennyson  Revised. 

Of  course  you  must;  if  you  expect  to  have  any  goods  to  sell  this 
Winter.  It's  "old  stuff,"  of  course ;  but  old  stuff  has  to  be  retailed, 
early  and  often,  when  it  is  both  correct  and  unhap- 
pily neglected,  not  to  say  treated  with  scorn  and 
contumely.  Sometimes  one  can  get  new  ways  of 
looking  at  old  stuff ;  and  we  think  we  have  one  at 


Old  Stuff, 
but 

Timely 


least.  This  industry  of  ours  cannot  keep  going  as  it  should  if  it  is 
to  be  run  on  a  seasonal  basis.  For  one  thing,  such  a  system  is  waste- 
ful and  stupid.  For  another  thing,  it  keeps  costs  up  and  production 
down.  For  still  another  thing,  it  renders  impossible  prompt  delivery 
and  good  service.  Now,  one  cannot  pretend  that  the  people  will  buy 
as  many  talking  machines  during  the  vacation  months  as  they  will  in 
November  and  December:  but  the  fact  is  that  until  dealers  learn  to 
keep  their  floors  filled  with  machines  and  records  all  the  year  round 
they  will  never  make  a  serious  effort  to  do  Summer  business.  If 
dealers  knew  that  they  could  not  get  goods  in  Winter  unless  they 
ordered  in  Summer  there  would  be  no  excuse  to  postpone  orders 
till  the  last  moment.  Well,  now,  the  truth  is  that  the  industry  cannot 
keep  going  in  a  healthy  state  if  it  is  to  be  half  shut  down  during 
three  months  of  the  year.  That  is  wasteful  and  stupid.  The  time 
to  order  for  future  requirements  is  Now.  The  goods  won't  come 
the  day  after.  Nobody  need  worry  about  that.  The  railroads  will 
see  to  it  that  they  take  their  time  in  arriving.  But :  the  man  who 
orders  now  will  be  in  shape  when  the  other  fellow  is  howling  his 
head  off  and  calling  down  imprecations  on  every  manufacturer. 


P'ST,  c'mere !  Great  Secret !  F.  D.  Hall  is  going  to  take  a  vacation. 
For  the  first  time  in  eighteen  years  or  thereabouts,  he  is  going  to 
cut  out  business  and  have  a  good  time.  Which  is 
very  nice.  Everybody  who  knows  the  B  &  H  Fibre 
needle  will  wish  the  boss  thereof  all  the  good  times 
in  the  world  and  will  agree  that  he  has  earned  any 


Listen: 

Big 

News! 


holiday  he  chooses  to  take.  He  will  be  in  California  with  Mrs.  Hall 
for  a  couple  of  months  or  so  and  we  hope  that  when  he  gets  back 
he  will  feel  fit  as  a  fiddle.  We  do  not  know  exactly  how  fit  that  may 
be ;  but  however  much  it  is,  we  want  him  to  feel  just  that  way.  There 
are  very  many  of  us,  some  thousands  of  us  in  fact,  who  feel  per- 
sonally indebted  to  the  B  &  H  Fibre  needle ;  and  all  our  good  wishes 
will  go  with  the  creator  of  this  first  aid  to  poor  reproduction. 


Our  friends,  the  Starr  Piano  Co.,  who  make  the  Starr  talking 
machine,  are  trying  out  something  new  down  in  their  retail  store  on 
Wabash  Avenue,  which  is  in  Chicago.  Our  very 
good  friend  Rousseau,  who  manages  things  for 
them  there,  has  taken  on  as  one  of  his  sales  force 
a  young  lady  who  combines  talents  for  salesman- 


Le  Sage, 
Monsieur 
Rousseau 


ship  with  even  greater  talents  for  the  vocal  art.  Talk  about  equip- 
ment for  selling  talking  machines !  Think  of  the  advantage  which 
comes  from  being  able  to  let  the  customer  hear  the  song  from  a 
human  voice  along  with  the  record,  at  all  times  and  in  all  places! 
To  Miss  Jelsa  we  extend  felicitations. 


13S 


tHE   TALKING   MACHINE  WORLD 


July  IS,  1920 


NEW  YORK  CHICAGO 

Talkiii£MacIimeCo.  Talkin^MachineCo. 

U9West40aSt:  XDilNMkhihnAV. 

VictorWholesalers  Exclusively 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


139 


'ADQUARTEm' 


BLDG., 205) SOUTH  STATE  ST    TELEPHONE  WABASH ^774 


EDWARD  VAN  HARLINGEN 


WILLIAM  BRAID  WHITE 


EUGENE  F.  CAREY 


ARTHUR  E.  NEALY 


A.  SNYDER 


Chicago,  III.,  July  9. — The  outstanding  fea- 
ture of  th€  Western  trade  at  present  is  its  com- 
parative quietness  in  both  the  wholesale  and  re- 
tail branches.  This  condition  is  due  entirely  to 
the  arrival  of  the  warm  months  when,  unfortu- 
nately due  largely  to  habit,  business  is  tradi- 
tionally slow.  Dealers  do  not  seem  to  realize 
the  opportunity  of  developing  Summer  business 
Anyway  our  faces  are  to  the  future  and  we 
n.ust  prepare  for  the  excellent  Fall  business  that 
i>  Ijound  to  come.  Just  as  someone  once  said: 
"In  time  of  peace  prepare  for  war,"  so  the  slogan 
ot  the  far-sighted  talking  machine  dealers  dur- 
ing the  coming  thirty  days  should  be  "In  time 
of  slack  demand  prepare  for  large." 

It  is  luidoubtedly  true  that  some  talking  ma- 
chine dealers  have  well-stocked  warerooms  at 
the  present  time,  liut  there  are  many  who  have 
failed  to  contract  for  anywhere  near  as  many 
ii!Struments  as  they  are  absolutely  certain  to 
sell  in  the  Fall. 

It  is  safe  to  assert-that  next  Fall  and  during 
tlic  Winter  holidays  the  trade  will  equal,  if  not 
exceed,  -the  phenomenal  business  of  the  past 
year.  This  being  true,  the  experiences  under- 
gone by  talking  machine  retailers  during  the 
pJiSt  two  big  seasons  will  be  repeated  in  1920. 
But  the  reason  this  time  will  be  different.  Here- 
tofore the  shortage  has  been  almost  entirely  due 
to  the  lack  of  machines.  This  year  it  seems 
evident  that  a  similar  shortage  is  inevitable,  but 
this  time  because  of  the  inadequate  transporta- 
tion facilities.  The  car  shortage  aflfects  us  in 
the  Middle  West  as  pointedly  as  it  affects  any 
other  part  of  the  country.  Right  now  the 
writer  has  in  uiind  certain  manufacturers  who 
have  been  unable  for  several  weeks  to  get  car- 
loads of  instruments  and  supplies  shipped  into 
this  city. 

The  Freight  Situation  Is  Serious 

That  the  freight  shortage  is  urgent  is,shown 
by  the  fact  that  the  Chicago  Piano  and  Organ 
Association,  which  includes  in  its  membership 
the  important  piano  men  of  the  city,  together 
with  some  representatives  of  the,  talking  ma- 
chine industry,  has  taken  definite  action  in  ask- 
iiig  all  of  its  members  to  aid  in  securing  a 
quicker  turnover  of  freight  cars.  Co-operation 
immediate  and  definite  is  necessar\'  to  alleviate 
the  very  serious  shortage  in  cars.  The  Asso- 
ciation, through  a  special  committee,  consisting 


of  the  head  executives  of  the  Kimball  Co.,  the 
M.  Schulz  Co.  and  Lyon  &  Healy,  has  mailed 
out  letters  to  all  members  urging  them  to  com- 
bine in  an  effort  to  expedite  the  handling  of 
freight.  As  a  further  aid  to  overcoming  this 
condition  the  Association  seriously  urges  deal- 
ers now  to  estimate  their  Fall  requirements  as 
nearly  as  possible  and  to  order  sufficiently  in 
advance  to  assure  the  use  of  the  railroads  dur- 
ing the  present  less  congested  period.  This  let- 
ter, which  has  been  sent  out  to  hundreds  of 
piano  merchants  throughout  the  Middle  West, 
concisely  expresses  the  whole  problem  confront- 
ing the  trade  and  is  printed  as  follows  in  full: 

"An  exceedingly  serious  car  shortage  through- 
out the  country  is  obvious  and  there  are  no  indi- 
cations of  any  material  improvement  within  the 
j'tar.  Only  a  few  cars  were  made  during  the 
period  of  the  war  and  very  few  since.  As  cars 
are  required  to  move  material  from  which  cars 
are  made  relief  from  that  quarter  must  be  slow. 
With  the  impending  crop  movement  upon  us, 
the  movement  of  coal  this  Summer  and  Win- 
ter, together  with  a  tremendous  tonnage  of  raw 
materials  and  finished  products,  you  can  readily 
understand  that  under  the  most  favorable  con- 
ditions vve  cannot  expect  any  improvement  af- 
fecting general  transportation  by  rail  for  many 
months.  It  is  recommended,  therefore,  that  we 
make  the  best  use  possible  of  present  facilities. 

"If  one  thousand  car  users  will  load  or  unload 
one  car  one  day  earlier  one  thousand  cars  per 
day  will  be  released  for  service.  After  a  very 
thorough  investigation  of  the  situation  your 
committee  vi,gorous!y  recommends  a  sincere  and 
concerted  effort  on  the  part  of  the  musical  in- 
strument manufacturers  and  dealers  to  relieve 
the  present  and  pending  car  shortage,  and  also 
that  this  organization  be  committed  to  a  policy 
or  co-operation  with  and  support  of  those  who 
are  trying  to  deal  with  this  serious  situation. 

"In  view  of  the  foregoing,  it  is  the  manifest 
duty  of  all  members  of  our  trade,  whether  manu- 
facturers, jobbers  or  retailers,  to  anticipate  their 
transportation  needs  as  far  as  possible  and  stock 
up  during  June  July  and  August,  so  as  to  make 
the -least  demands  upon  transportation  facilities 
later  in  the  year  when  agricultural  products,  fuel 
and  other  commodities  necessary  to  sustain  life 
niust  be  moved. 

"We  recommend  that  orders  be  placed  now 


for  shipment  as  early  as  the  goods  can  be  moved 
for  al4  requirements  for  the  balance  of  the  year. 
It  is  better  to  lose  interest  on  the  investment 
for  a  short  period  than  to  be  without  necessary 
supplies  for  the  Fall  trade.  An  earnest,  tangible 
effort  on  the  part  of  our  trade  to  assist  trans- 
portation authorities,  as  above  outhned,  will  go 
far  toward  preventing  priority  orders  or  any 
action  tending  to  deprive  us  entirely  of  trans- 
portation facilities." 

Prospective  Increase  in  Freight  Rates 

In  an  interview  with  a  number  of  officers  of 
the  above  Association,  the  writer  heard  that 
there  is  in  prospect  a  raise  in  railroad  freight 
rates  of  from  25  to  35  per  cent.  It  is  said  this 
raise  will  take  place  in  September,  which  only 
presents  another  excellent  reason  why  dealers 
should  order  at  the  present  time. 

Business  and  Pleasure 

The  talking  machine  department  of  Mandel 
Bros,  have  devised  a  scheme  for  increasing  the 
sales  of  Vocalions  as  follows.  The  talking  ma- 
chine salons  are  on  the  ninth  floor,  vvhere  also 
are  the  lunch  rooms.  The  employes  of  the  talk- 
ing machine  department  spend  the  noon  hour 
each  day  in  the  lunch  room  and  have  lately  been 
given  an  incentive  for  creating  Vocalion  custom- 
ers by  a  special  commission  of  five  dollars  to 
every  employe  who  brings  in  a  customer-friend 
from  the  dining  room.  The  idea  not  only  has 
brought  in  new  customers  but  has  acquainted 
hundreds  of  Mandel  employes  with  the  fact  that 
an  Aeolian  concert  may  be  enjoyed  during  the 
noon  hour  without  leaving  the  store. 

New  Federal  Agency 

S.  H.  Siegel,  of  the  Federal  Phonograph  Corp., 
reports  that  a  new  agency  has  been  established 
by  his  concern  for  the  jobbing  of  Federal  talking 
machines  in  the  Pennsylvania  territory.  The 
agency  is  located  in  Philadelphia,  Pa.  The  Fed- 
eral organization  is  speeding  up  production  at 
their  new  plant  in  expectancy  of  a  large  Fall 
business. 

Washday  Music 

In  a  letter  to  the  Daily  News  Charles  Niel- 
son,  head  of  a  laundry  company  on  the  North- 
west Side,  here,  comments  on  a  news  item  from 
Bath,  England,  which  recounted  how  a  talking 
machine  had  been  installed  in  a  laundry  there 
to  provide  music  while  the  employes  worked. 
(Cniiliinied  on  page  141) 


"ORIGINALITY" 

says  Webster  "  is  the  state  of  being  'first  .in  order';  not  copied, 

but  offering  something  from  which  copies  are  made.  " 

The   Wade  Fibre   Needle  Cutter  was  the  first  on  the  market; 
therefore  it  was  the  ORIGINAL. 

What  more  need  be  said?    Webster  *s  definition  makes  it  clear. 

.    Just  add  the  .words  "Dependable"  and  "Quality  Unsurpassed  "  and  the 
tale  is  told. 

WADE   &  WADE 

3807  Lake  Park  Avenue  CHICAGO,  ILL. 


140 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


We  think  the  VICTROLA  justifies  the 
most  beautiful  advertising  of  the  day.  Our 
aim  is  always  to  get  the  best  obtainable. 

Lyon  3c  Healy 

VICTROLA  DISTRIBUTORS 

CHICAGO 

The  Lyon  &  Healy  Victrola  newspaper  advertising  service  sets  a  new 
standard  for  quality.  These  attraaive  illustrations  are  available  for  the  use 
of  the  one  best  Victrola  Dealer  in  each  city. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  139) 


"To  some  people  this  would  appear  to  be  a 
novelty,  but  I  believe  that  an  investigation  will 
show  the  use  of  phonographs,  pianos  or  player- 
pianos  in  a  great  many  institutions  in  this  city," 
writes  Mr.  Neilsen.  "For  instance,  the  laundry 
company  of  which  I  am  president  has  a  player- 
piano  which  is  played  morning,  noon  and  night 
and  at  recess  periods  in  the  morning  and  after- 
noon, also.  We  have  found  it  a  valuable  asset 
and  would  miss  it  very  much  now  if  we  did  not 
have  it.  We  believe  it  cheers  everybody  up  and 
makes  us  happy  and  helps  us  to  forget  our 
troubles,  if  we  have  any.  The  old  saying  that 
'music  hath  charms'  is  certainly  true,  and'  its 
accuracy  is  demonstrated  by  the  presence  of 
such  equipment  in  commercial  institutions." 
Get  Emerson  Machines 

F.  W.  Clement,  of  the  Emerson  Phonograph 
Co.,  has  received  the  initial  shipment  of  the 
new  Emerson  talking  machine.  A  special  room 
has  been  prepared  for  housing  the  sample,  which 
will  be  used  as  a  dealer  demonstration  room. 
Mr.  Clement  looks  for  a  considerable  demand 
next  Fall  for  Emerson  talking  machines  and 
states  that  the  Eastern  factories  are  producing  at 
full  speed  in  order  to  meet  the  expected  call  for 
the  instruments. 

Supply  Men  Optimistic 

One  of  the  best  barometers  of  the  industry  is 
found  in  the  talking  machine  supply  houses. 
Chicago's  three  principal  supply  houses  report 
the  Summer  business  as  quite  normal,  which  is 
to  say  rather  low  during  the  warm  months.  The 
supply  men  seem  to  be  placing  orders  with  their 
manufacturers  to  the  fullest  extent  on  the  as- 
sumption that  there  will  be  a  large  Fall  business. 

Wm.  Wade,  of  the  Wade  Talking  Machine  Co., 
feels  that  the  present  condition  of  the  market 
is  purely  temporary  and  incidental  to  the  season 
of  the  year.  There  is  no  surplus  of  musical  in- 
struments or  merchandise  of  any  kind  in  retail 
warerooms,  he  says,  for  which  reason  he  looks 
for  a  return  of  a  business  as  great  as,  if  not  in 
excess  of,  last  Fall's  business. 


Wm.  Fricke,  speaking  for  the  Lakeside  Sup- 
ply Co.,  states  that  sales  are  well  up  to  the 
average  of  the  season.  The  Lakeside  Supply 
Co.  is  taking  advantage  of  the  warm  months  of 
lessened  demand  to  embellish  their  stocks. 

Cole  &  Dunas  report  a  very  satisfactory  de- 
mand for  such  instruments  as  ukuleles,  banjos, 
table  model  talking  machines,  and  so  forth;  in 
fact,  they  find  themselves  in  a  difficult  position 
in  the  matter  of  meeting  their  customer's  orders 
for  Summer  musical  merchandise. 

Lyon  &  Healy  Victor  Dealers'  Concert 

One  of  the  interesting  events  in  the  Lyon  & 
Healy  talking  machine  department  last  month 


Listening  to  Victor  Artists  at  Lyon  &  Healy's 

was  the  concert  given  in  the  recital  hall  by  Miss 
Margaret  Young  and  Princess  Watahwaso,  both 
popular  Victor  artists.  Many  of  the  Lyon  & 
Healy  Victor  dealers  were  present  and  had  an 
opportunity  of  meeting  these  artists,  whose  rec- 
ords are  creating  more  and  more  interest. 
Makes  New  Needle  Cutter 
Joseph  Brandstetter,  designing  engineer  of 
long  experience  in  the  talking  machine  industry 
and  formerly  connected  with  Sears,  Roebuck  & 
Co.  as  a  designer  of  special  devices  and  special 
machinery,  is  the  inventor  of  the  Alto  fiber 
needle  cutter,  manufactured  by  the  Alto  Mfg. 
Co.,  of  this  city.  Mr.  Brandstetter  claims  for 
his  cutter  the  advantages  of  quantity  production 
— that  it  is  manufactured  from  specially  treated 


and  tempered  tool  steel  in  order  to  lengthen  the 
life  of  the  cutting  point.  It  goes  through  fifty 
operations  and  a  number  of  special  machines 
have  been  designed  by  Mr.  Brandstetter  to 
achieve  more  efficient  manufacturing  processes. 
A  Tip  to  Record  Salesmen 

"Freddy"  Firestone,  manager  of  the  Smith 
Piaino  Co.,  states  that  he  has  a  remarkable  list 
of  records  prepared  for  a  certain  type  of  cus- 
tomers which  he  says  frequently  visits  the 
store.  "It  was  many  years  ago,  when  a  man 
entered  a  store  in  which  I  worked,"  said  Mr. 
Firestone,  "and  asked  if  I  knew  of  a  talking 
machine  record  that  could  out-talk  a  woman. 
I  thought  a  moment  and  replied  that  I  had.  I 
sold  him  a  certain  record  which  was  remarkable 
for  its  voluminous  tone  and  later  on  made  up  a 
small  list  of  such  records.  I  always  have  this 
list  ready  and  whenever  a  sort  of  henpecked  in- 
dividual enters  the  store  I  know  just  what  he 
wants:  a  record  to  out-talk  his  wife." 

Rothschild's  Takes  Brunswick 

The  Brunswick  line  of  talking  machines  and 
records  have  been  taken  on  by  Rothschild's  de- 
partment store,  of  this  city.  This  concern  pre- 
viously handled  the  Victor  and  Columbia  lines 
exclusively  and  have  always  had  one  of  the  most 
progressive  of  the  department  store  talking  ma- 
chirie  departments  in  the  city. 

Recitals  Go  Big 

W.  C.  Ekhart,  sales  manager  of  the  Phono- 
graph Co.,  reports  great  success  for  the  Edison 
recital  department,  organized  some  months  ago 
under  his  supervision.  The  recital  department 
develops  plans  for  promoting  Edison  concerts 
throughout  the  city.  The  Edison  Co.  headquar- 
ters offer  $5  rebate  for  every  recital  given  by  tht 
dealer  who  has  spent  at  least  $10  during  sixty 
days  prior  to  the  actual  holding  of  the  concert. 
Mr.  Ekhart's  recital  organization  is  working 
with  dealers  on  this  factory  plan.  It  has  been 
most  successful.  Engagements  have  been 
booked  all  over  the  city  in  churches,  lodges, 
{C ontinued  on  page  143) 


Your  Account  With  Us 

CALL 


Lateral 
Cut 


Lateral 
Cut 


"  Records 

Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 


711  Milwaukee  Avenue 


OTTO  SCHULZ,  President 


CHICAGO,  ILL. 


142 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


Phonograph  Motors  Corporation 
Contracts  with  ^^H.  G.  Saal  Co./'  to  Make  and 
Sell  ^Johnson'^  Electric  Motors 


The  Phonograph  Motors  Corporation  has  completed  arrange- 
ments with  the  H.  G.  Saal  Company  of  Chicago,  one  of  the 
largest  Spring  Motor  Manufacturers  for  Phonographs,  where- 
by the  Saal  Company  is  to  manufacture  and  sell  the  well 
known  Johnson  Electric  Motor. 

All  of  the  important  bearings,  worms  and  special  wearing 
parts  will  be  made  in  the  Saal  factory  under  contract.  This 
arrangement  has  already  worked  to  a  distinct  advantage  to 
the  Motor. 

The  Saal  Company,  as  well  as  most  Phonograph  Manufactur- 
ers and  Dealers,  has  realized  for  some  time  the  gradual  but 
pressing  demand  for  electrically  driven  Phonographs. 

It  is  the  conclusion  of  the  Saal  Company  to  live  with  the 
Electric  Idea,  not  as  a  present  substitute  for  the  Spring 
Motor,  but  an  evolution  in  Phonograph  Motor  Construction 
and  one  which  must  be  reckoned  with  in  the  near  future. 

The  Saal  Company  believes  that  its  present  contract  with 
the  Phonograph  Motors  Corporation  and  the  association  of 
the  "Johnson  Idea"  with  the  Saal  Factories  will  enable  it 
to  offer  soon  The  New  "Johnson"  Motor  in  quantities,  as  a 
guaranteed,  practicable  and  dependable  Electric  Drive  for 
Phonographs. 


H.  G.  SAAL  COMPANY 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


143 


A  Better  Cutter  For  Less  Money 


The  ALTO 

Retail  Price  $1.00 


THE  Alto  Fibre  Needle  Cutter  is  distinctly  a  quality  product.  The  unique  design, 
together  with  our  highly  specialized  manufacturing  methods,  makes  it  possible  to 
sell  the  Alto  Cutter  at  this  remarkably  low  price.  Its  construction  from  carefully 
tempered  tool  steel  makes  it  the  most  durable  cutter  on  the  market.  By  handling  the 
Alto  you  will  maintain  your  reputation  of  selling  the  best  at  the  lowest  price.  Order 
a  dozen  today. 

Your  Customers  Will  Appreciate  The  Value 

ALTO  MANUFACTURING  COMPANY 


3801     ROKEBY  STREET 


CHICAGO 


ILLINOIS 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  141) 


clubs,  moving  picture  houses  and  so  forth.  An 
average  of  seventy-five  recitals  a  week  have  been 
pulled  off,  40,000  people  having  been  reached 
with  the  message  of  the  Edison  at  present.  It 
is  the  intention  to  cover  the  entire  city  before 
finishing  with  the  work.  "The  artists,"  says  Mr. 
Ekhart,  "are  not  Edison  artists,  but  are  selected 
from  local  talent." 

Columbia  Dealer  Entertains 

C.  B.  Cordner,  proprietor  of  the  Symphony 
Music  Co.,  1020  Wilson  avenue,  entertained  his 
Columbia  friends  on  Tuesday,  June  29,  at  his 
North  Side  store.  There  was  a  program  of 
music,  games  and  dancing,  greatly  enjoyed  by 
those  present.  The  balcony  of  the  store  was 
cleared  off,  the  floor  waxed  and  dancing  was 
enjoyed  to  the  music  of  Columbia  records  by 
Ted  Lewis.  A.  J.  Bell,  of  the  record  sales  de- 
partment of  the  local  Columbia  branch,  enter- 
tained the  visitors  with  a  very  excellent  imita- 
tion of  the  famous  "Frisco."  Numerous  games 
were  played  and  prizes  awarded  to  the  winners. 
Constructive  Cheney  Expansion 

The  Cheney  Talking  Machine  Co.  has  just 
launched  a  campaign  which  will  tend  to  expand 
the  activities  as  well  as  the  business  carried  on 
by  this  company  in  far  greater  proportions  than 
at  present.  According  to  W.  E.  Burr,  sales  man- 
ager of  the  Cheney  Co.,  all  of  the  expansion 
plans  which  were  formulated  recently  are  now 
well  under  way.  Several  additions  have  been 
made  to  the  direct  sales  organization,  not  only 
in  the  Central  West,  but  in  the  New  York  office 
territory  as  well,  and  several  new  jobbing  con- 
f.ections  have  been  established. 


Mr.  Burr,  who,  by  the  way,  is  a  pro-optimist, 
says:  "In  the  whole  Cheney  organization  there 
is  no  pessimism  as  to  the  stability  or  the  future 
of  the  talking  machine  market,  although  there 
are  numerous  and  perplexing  problems  confront- 
ing the  trade  in  general  now,  which  are  causing 
much  thought  among  manufacturers  and  re- 
tailers." 

"The  biggest  problem  we  will  have  to  con- 
tend with,"  continued  Mr.  Burr,  "is  the  coming 
traffic  strain  on  shipping  facilities,  due  to  the 
crop  movement  in  the  late  Summer  and  the  coal 
movement  in  early  Fall.  We  are  trying  to  over- 
come this  by  stocking  our  various  district  ware- 
houses now  and  to  the  dealer  who  is  trying  to 
find  an  answer  to  the  problem  we  are  suggest- 
ing that  he  lay  in  his  supply  before  the  trans- 
portation facilities  of  the  country  are  excessive- 
ly burdened. 

"Undoubtedly  each  manufacturer  has  in  view 
the  anticipated  freight  rate  increase,  which  will 
necessarily  be  due  to  the  proposed  readjustment 
of  the  railroad  employes'  salaries,  and  this  in 
turn  will  have  some  effect  on  raw  materials  and 
finished  goods.  A  big  market  this  Fall  is  an- 
ticipated by  dealers  everywhere  and  it  is  going 
to  again  create  that  shortage  of  materials,  par- 
ticularly when  coupled  up  with  the  expected 
sb.ipping  conditions.  All  talking  machine  mer- 
chants with  vision,  leaving  entirely  aside  the 
sound  merchandising  principle  involved,  are 
looking  forward  to  handling  at  least  two  or  three 
established  and  nationally  advertised  lines  of 
merchandise.  This  is  our  analysis  of  the  pres- 
ent market  and  we  are  therefore  going  ahead 


with  our  proposed  plans,  simply  because  we 
have  that  same  optimism." 

London  Man  Here 

R.  Gordon  Willis,  representing  the  British 
Polyphon  Co.,  was  in  Chicago  on  the  14th  of 
June,  and  while  in  the  city  called  on,  various 
members  in  "  the  talking  machine  industry,  as 
well  as  on  the  Western  division'of  The  Talk- 
ing Machine  World.  Mr. '  Vk^illis^  is  a  mighty 
bright  young  man.  '-^^ '^■'s 

Remodel  Smith  Piano  Co. 

The  talking  machine  department  of  the  Smith 
Piano  Co.  has  undergone  extensive  changes.  A 
number  of  additional  booths,  have  been  added 
and  increased  facilities  for  the  handling  of  cus- 
tomers provided.  The  Smith  Piano  Co.  has  also 
installed  a  player  roll  department  on  the  first 
floor.  This  is  for  them  a  new  departure. 
Open  New  Store 

L.  R.  Cook  and  W.  R.  Bender  have  formed  a 
partnership  and  opened  a  music  store  at  260 
North  Crawford  avenue,  where  they  will  handle 
talking  machines,  records,  pianos  and  players. 
Ihese  gentlemen  have  both  had  previous  expe- 
rience in  the  music  business,  Mr.  Cook  having 
been  connected  with  the  Cable-Nelson  Piano 
Co.,  makers  of  the  Dulcitone  talking  machine. 
An  Artist  Sales  Lady 

Miss  Katherine  Jelska,  soprano  and  saleslady 
of  talent  and  accomplishment,  has  joined  the  re- 
tail sales  force  of  the  Starr  Piano  Co.  at  its  store 
on  Wabash  avenue. .  Miss  Jelska  is  a  protege 
of  E.  F.  Lapham,  of  Grosvenor-Lapham  Co., 
wlio  early  recognized  her  abilities.  Manager 
{C oniiiiued  on  page  145)  ' 


TRANSFER  NAME-PLATES 

We  make  the  Transfer  Name  -  Plates  and  Trade^Marks  for 
the  largest  talking  machine  manufacturers  in  this  country  and 
for  dealers  in  every  state. 

YOUR  NAME,  Mr,  Dealer,  on  every  machine  brings  the  owner 
back  to  you   or  records  and  his  friends  to  you  for  a  machine. 

Samples,  Suggestions  and  Sketches  Furnished  Free 


EL.-. 


THE  MEYERCORD  COMPANY,  CHICAGO 

Largest  Manulacturers  of     DEC  ALCOM  ANI A 


Transfer  Name-Platet- 


144 


THE    TALKING   MACHINE  WORLD 


July  15,  1920 


TONE 


WINN 

For  Fall  Business,  Supreme  h 

  FINISH  


Federal  Phonographs 

are  built  up  to  a  standard  of  art. 
The  cabinets  are  unexcelled  for 
beauty,  the  Federal  design  tone  arm 
is  unique,  and  the  distinction  of 
the  name  FEDERAL  stands  back 
of  all  our  console  and  upright 
phonographs. 


style — Sheraton  inlaid  on  doors  and  legs. 

Wood — Selected  fig-ured  mahogany. 

Dimensions— Height,     36     inches.    Width,  39% 

inches.    Depth,  23%  inches. 

Finish — Red,  brown  and  satin. 

Jlotor — Heineman  No.  44  or  Meisselbach  No.  17, 

with  plush  turntable. 

Tone  Arm — Federal  Own  Design. 

Record    .\ceommodations — Sufficient   room   for  6 

twelve-inch  albums. 

Trimmings — Best  quality  gold  or  nickel  plated. 
Price— Nicliel     Plated,     ?350.00.     Gold  Plated, 
$375.00. 


style — Queen  Anne. 

Wood — Selected  figured  mahogany  with  all  haud- 
carved   mahogany  trimmings. 

Dimensions — Height,     51     inches.      Width,  23% 

inches.    Depth,   24  inches. 

Finish — Red,  brown  and  satin.  . 

Motor — Heineman  No.  44  or  Meisselbach  No.  17, 

with  plush  turntable. 

Tone  Arm — Federal  Own  Design. 

Record    Accommodations — SufBcient   room    for  6 

twelve-inch  albums. 

Trimmings — Best  quality  gold  or  nickel  plated. 
Price— Nickel  Plated,  $250.00.  Gold  Plated, 
$275.00. 


DESIGN 


Federal  Phonographs 

are  made  in  our  own  factory,  which 
has  been  famous  for  over  25  years 
in  the  production  of  high  grade 
furniture.  The  material  used  is  of 
the  very  best  selected  wood,  and 
the  equipment  throughout  is  de- 
signed to  please  the  most  discrim- 
inating buyers. 


No.  20 


style — Queen  Anne. 
Wood — Selected  figured  inahogany. 

Dimensions — Height,     36     inches.    Width,  39% 
inches.    Depth,  23%  inches. 
Finish — Red,  brown  and  satin. 

Motor — Heineman  No.  44  or  Meisselbach  No.  17, 

with  plush  turntable. 

Tone  Arm — Federal  Own  Design. 

Itecord  Accommodations — Sufficient  room  for  6 
twelve-inch  albums. 

Trimmings — Best  quality  gold  or  nickel  plated. 
Price— Nickel     Plated,     $325.00.      Gold  Plated, 
.f350.00.  -  Walnut,  $10  extra. 


Federal 
Phonograph 
Corp, 

1458-1464  W.  Kinzie  St. 
CHICAGO,  ILL. 


No.  16 


style — Adam. 

Wood — Selected  figured  mahogany.  All  solid  ma- 
hogany  hand  carvings. 

Dimensions— Height,    36    inches.      Width,  39% 

inches.    Depth.  23%  Inches. 

Finish — Red,  brown  and  satin. 

Motor — Heineman  No.  44  or  Meisselbach  No.  17, 

with  plush  turntable. 

Tone  Arm — Federal  Own  Design. 

Record    Accommodations — Sufficient   room    for  6 

twelve-inch  albums. 

Trimmings — Best  quality  gold  or  nickel  plated. 
Price— Nickel  Plated,  $325.00.  Gold  Plated, 
$350.00.    Walnut,  $10  extra. 


Michigan  and  Pennsylvania 
Representatives : 

Federal  Sales  and  Supplies 
Corporation 

34  FARMER  STREET 
DETROIT,  MICH 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


145 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  143) 


Rousseau  vows  that  her  talents  as  a  saleslady 
are  as  great  as  her  abihty  as  a  singer,  and 
that  isn't  all — she  uses  the  one  to  help  the  sales 
of  the  other,  giving  demonstrations  of  voice 
and  talking  machine  and  voice  and  player-piano 
when  making  sales. 

The  place  of  the  chief  floor  salesman  of  the 
Starr  establishment  made  vacant  by  the  resig- 
nation of  Ward  W.  Stratton  has  been  filled 
by  W.  H.  Newton,  who  has  been  in  the  Starr 
employ  since  the  opening  of  the  store  a  couple 
of  months  ago.  Mr.  Newton  has  had  enough 
experience  in  the  retailing  of  talking  machines. 
He  was  formerly  employed  by  the  Cable  Com- 
pany and  with  Adam  Schaaf. 

Another  addition  to  the  Starr  wholesale  force 
is  H.  S.  Conover,  who  is  in  charge  of  the  city 
sales  of  the  Starr  talking  machine.  Mr.  Con- 
over  is  a  gentleman  of  considerable  experience 
ill  the  music  business,  being  first  with  the  Chi- 
cago Talking  Machine  Co.  for  four  years  and 
later  with  the  Rudolph  Wurlitzer  Co.  for  eight 
years.  He  represented  the  latter  concern  in  the 
States  of  Indiana  and  Michigan,  with  his  head- 
quarters in  Detroit. 

F.  D.  Hall  to  Coast 

F.  D.  Hall,  accompanied  by  Mrs.  Hall,  will 
leave  Chicago  around  the  middle  of  July  for  a 
well-earned  vacation  in  California.  Mr.  and  Mrs. 
Hall  will  be  gone  for  about  two  months.  The 
formfer  has  not  been  feeling  extra  well  during 
the  past  twelve  months  and  has  planned  to  take 
a  complete  rest  and  relieve  himself  of  all  bur- 
dens incidental  to  the  needle  business  which  he 
has  built  up  through  many  years  of  work. 

H.  J.  Fiddelke,  formerly  of  Lyon  &  Healy, 
takes  the  position  of  manager  of  the  B  &  H 
Fibre  Mfg.  Co.  during  Mr.  Hall's  absence.  Mr. 
F'iddelke,  at  the  time  he  left  Lyon  &  Healy,  was 
acting  as  assistant  manager  of  the  talking  ma- 
chine department,  under  L.  C.  Wiswell.  He  has 
a  most  remarkable  record  with  this  concern  for 
more  than  twenty  years.  He  started  as  office 
boy  and  went  through  all  the  various  stages  of 


J.  E.  ROBINSON 


1 


ESTABLISHED  167S 

TEL.  HARRISON  420 


M,  Jr  DECKER 


Robinson  The  Plater 


4^  T>lafers  fo  ffie  frade  > — r:  tm^ 
gl   ^ofd  our  jSpeciaffj/ yk 

500  W.  VAN  BUREN  STREET 

Cm  IC  AG  o 


advancement  up  to  the  city  credit  department, 
where  he  acted  as  credit  manager  for  ten  years 
and  then,  three  years  ago,  became  Mr.  Wiswell's 
assistant.  All  his  activities  have  begn  in  con- 
nection with  talking  machine  sales  and  he  is 
therefore  excellently  qtialified  to  take  the  helm 
at  the  B  &  H  plant  during  Mr.  Hall's  absence. 
Improvements  at  Lyon  &  Healy 
Lyon   &   Healy   have   considerably  enlarged 


their  retail  talking  machine  department.  The 
new  department  remains  on  the  same  floor,  but 
is  extended  much  further  bacK  toward  the  rear 
of  the  building,  now  giving  ihis  concern  what 
is  probably  the  largest  retail  r<;cord  department 
in  the  country.  The  Lyon  &  Healy  record  de- 
partment has  long  been  known  as  one  of  the 
largest  in  the  United  States,  doing  an  immense 
{Continued  on  page  147) 


NEW  IMPROVED  PLAYRITE  TONE  ARM 

The  No.  2  Playrite  Tone  Arm  and  Sound  Box  represents  a  great  improvement  over  our  No.  1  .W. 
Tone  Arm,  which  v^^as  one  of  the  most  widely  used  arms  on  the  market. 

The  No.  2  Tone  Arm  assures  more  volume,  better  tone  and  less  breakage  than  any  other  arm  now 
available. 


This  arm  is  heavily  nickel  plated  and  measures  from  center  of  flange  to  needle  point  8^8 ";  height 
4/4^".  There  are  absolutely  no  loose  joints.  It  has  a  ball  bearing  universal  device,  and  centers  when  in 
position  for  playing  either  lateral  or  hill  and  dale  records.  There  are  also  a  number  of  other  features  in- 
cluding weight  adjustment. 

Write  for  samples  and  quanUty  prices  at  once.    Sample  Price  $5.00 

AMERICAN  PHONOPARTS  COMPANY 

35th  Street  and  Normal  Ave.  established  wm  CHICAGO,  ILL. 


146 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Hi 


law  a 


Production 


a 


lilllllllllilllllllllMIIIIIIIIIIIIIIIIIIIIII 


Service 


Delivery 


Hiawatha 
Production 

Will  guarantee  you  splendid 
service,  and  immediate  de- 
livery in  all  models.  The 
increase  in  our  business  has  been  so  great  during  the 
year  that  we  could  not  accept  any  new  business  until  our 
production  had  reached  this  stage. 


Quality  is  Our 
Watchword 

Jobbers  and  dealers  can 
prepare  for  the  fall  trade 
now.  Know  before  you  buy. 
The  quality  of  all  Hiawatha 
models  is  beyond  question. 


Hiawatha  Phonograph  Company 


209  SO.  STATE  ST. 


CHICAGO,  ILL. 


-ill 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


147 


AWatch Without  a  Case— 

no  matter  how  good — could  not  be  kept 
in  running  order  very  long.    Could  it  ? 

Dust  and  grit  would  constantly  scratch  and  grind  the 
gears,  shafts  and  bearings.  Oiling  would  only  make  it  easier 
for  dirt  to  stick  and  gum  it  up. 

Put  it  in  a  case.  Dust  and  grit  are  shut  out.  Gears,  shafts 
and  bearings  remain  smooth  and  polished.  A  little  oil — 
applied  once  or  twice  a  year  —  lubricates  every  frictional 
surface  by  capillary  attraction. 

All  phonograph  motors  were  made  like  a  watch  without 
a  case  until  we  built 

The  Original  Enclosed  Motor 

"IRONCLAD" 

Silent  as  a  Shadow 

With  every  vital  gear  enclosed,  with  all  its  bearings  in 
one  solid  casting,  properly  lubricated,  it  stays  adjusted  and 
remains  quiet — giving  constant  silent  service. 


GHERINGTON  MFG.  CO, 

Main  Office  and  Factory: 
WAUKEGAN,  ILLINOIS 


MADE  IN  SIX  SIZES 

B-2 — 2  1-in.     springs;  plays  4  records 

C-2 — 2  1^-in.  springs;  plays  5  records 

B-3 — 3  1-in.     springs;  plays  6  records 

C-3 — 3  lYn-'m.  springs;  plays  8  records 

C-'l — 4  lYn-in.  springs;  plays  12  records 

C-6— 6  154 -in.  springs;  plays  16  records 

ONE  QUALITY 


FROM  OUR  CHICAGO  HEADQUARTERS— (Contmued  from  page  145) 


volume  of  business,  and  the  necessity  of  still 
larger  space  speaks  most  eloquently  of  L.  C. 
Wiswell's  successful  administration  of  the  talk- 
ing machine  department.  Perhaps'the  most  re- 
markable feature  of  the  Lyon  &  Healy  depart- 
ment is  the  genial  atmosphere  and  quick  cour- 
teous service  rendered.  One  cannot  but  be  im- 
pressed with  this  when  getting  off  the  elevator 
on  the  second  floor.  A  young  lady  greets  the 
visitors  and  immediately'  shows  him  or  her  to  a 
waiting  saleslady  or  a  vacant  record  booth.  The 
watchword  of  the  Lyon  &  Healy  talking  ma- 
chine department  has  always  been  "service  to 
their  customers"  and  the  recent  improvements 
are  undoubtedly  brought  about  with  this  idea 
in  view.  Here  is  a  bit  of  copy  inserted  in  the 
Chicago  newspapers  by  Lyon  &  Healy,  which 
expresses  characteristically  their  attitude  to- 
ward customers. 

"There  is  always  the  other  side  to  the  street. 

"When  we  feel  we  are  getting  too  set  in  our 
notions  we  like  to  remember  that,  after  all,  a 
good  many  things  are  a  matter  of  taste. 

"In  China,  for  instance,  the  men  wear  gowns 
and  the  women  wear  trousers.  And  a  China- 
man, you  know,  never  shakes  hands  with  a 
friend,  but  shakes  hands  with  himself.  We  like 
fresh  eggs,  but  the  Chinaman  has  a  partiality 


REPAIRS 

—ON—' 

All  Makes  of  Phonographs  Promptly 
and  Efficiently — 24-hour  Service 

Jobbers  in  all  Repair  Parts 
Motors, Tonearms,  Needles  and  Records 

Central  Music  Sales  Co. 

173  Sixth  Street 
Milwaukee  Wisconsin 


for  an  egg  that  has  been  buried  for  about  seven 
years.  He  blacks  his  boots  white,  strings  his 
money  on  a  stick  and  reads  his  books  backward. 
When  he  takes  a  cup  of  tea  he  puts  the  saucer 
on  top  of  the  cup  and  not  under  it. 

"Really  there  is  something  to  be  said  for  the 
other  side  of  the  street!  We  are  all  traveling 
the  same  journey,  trying  to  make  the  world  a 
little  better  for  our  stay. 

"So  in  the  matter  of  rules  and  regulations  of 
this  store  there  is  always  a  willingness  to  re- 
ceive suggestions.  If  our  system  doesn't  seem 
right  we  are  glad  to  discuss  the  matter. 

"We  wish  to  avoid,  most  of  all,  the  mental  at- 
titude of  Eliphaz.  Bildad  and  Bophar.  Job, 
3  ou  may  remember,  protested  to  his  three 
friends  in  these  words:  'No  doubt  but  ye  are  the 
people  and  wisdom  shall  die  with  you.'  " 
Attends  Sonora  Convention 

Walter  J.  Hanilin  and  L.  Colder,  of  J.  C.  Van 
Houten  &  Zoon,  left  Chicago  around  the  first 
of  the  month  to  attend  a  Sonora  jobbers'  con- 
vention in  New  York  on  July  12.  From  this 
point  Mr.  Golder  starts  his  vacation  and  will 
be  away  for  two  weeks  before  his  return  to 
Chicago. 

Attends  Ad  Convention 

Charles  E.  Byrne,  advertising  manager  of 
Steger  &  Sons'  Piano  Mfg.  Co.,  accompanied  by 
Mrs.  Byrne,  traveled  through  Bedford  Springs, 
I'a.,  during  the  middle  part  of  June,  where  the 
former  attended  the  convention  of  the  Associa- 
tion of  National  Advertisers.  Mr.  Byrne  at  this 
convention  delivered  a  talk  on  the  "Relation  ot 
the  Business  Paper  to  National  Advertising." 
Singer  Makes  Big  Hit 

Margaret  Romaine,  prima  donna  of  the  Met- 
ropolitan Grand  Opera  Co.,  made  a  decided  hit 
while  in  Chicago  at  the  North  Shore  Festival. 
Miss  Romaine,  it  will  be  remembered,  while 
here  appeared  also  before  the  assembled  Co- 
lumbia dealers  at  the  Congress  hotel,  where  she 
sang  for  the  dealers. 


Three  Good  Window  Displays 

The  Lyon  &  Healy  corner  store  window  has 
been  dressed  with  a  very  pretty  and  attractive 
Summer  display.  A  life-sized  yacht  of  the  Class 
C  type  has  been  floated  on  a  pool  of  water  and 
the  scene  made  life-like  by  means  of  an  elec- 
tric fan,  which  blows  wind  upon  the  sail,  making 
it  swing  to  and  fro. 

The  Talking  Machine  Shop  invites  passersby 
upon  the  street  to  "take  a  trip  to  fairyland  for 
your  vacation."  A  group  of  gnomes,  bowling 
with  talking  machine  records,  with  a  fair  queen 
presiding  over  the  scene,  create  a  very  pretty 
ef¥ect. 

The  Cable  Company,  just  before  the  Fourth  of 
July,  prepared  an  attractive  patriotic  window,  in 
which  records  of  patriotic  numbers  were  promi- 
nently displayed  against  a  painted  background, 
which  arrested  the  attention  of  the  passerby. 
On  Auto  Trip 

F.  S.  Spofiford  and  H.  H.  Hays,  Sonora  dealers 
in  the  Republic  Building,  spent  a  week  touring 
through  Indiana  during  the  latter  part  of  June 
and  the  first  few  days  of  July.  They  visited 
George  Ade's  home  and  stopped  off  for  a  couple 
of  days  at  French  Lick,  Ind. 

Cincinnati  Visitor 

E.  M.  Abbott,  progressive  music  merchant  of 
{Continued  on  page  148) 


Repair  Service 

For  all  makes  of 

Talking  Machines  and 
MOTORS 

Rosenberg  Phonograph  Co. 

1252  So.  Jefferson  Street 

Telephone  Canal  4325       Chicago,  II!. 


148 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


FROM  OUR  CHICAGO  HEADQUARTERS 

(Continued  from  page  147) 

Cincinnati,  was  in  Chicago,  calling  upon  the 
local  trade  during  the  latter  part  of  June.  While 
here  Mr.  Abbott  gave  out  the  information  that  he 
is  about  to  open  another  store  at  Sixth  and  Wal- 
nut streets,  that  city,  where  he  will  handle  talk- 
ing machines  and  player  rolls  exclusively. 
An  Attractive  Window 
L.  Colder,  of  Van  Houten  &  Zoon,  Sonora 
jobbers,  representatives  of  the  Middle  West,  re- 
ceived the  accompanying  photograph  from  one 
of  their  dealers,  namely,  the  Kennedy  Music 
Co.,  Dixon,  111.  The  window  consists  of  the 
display  of  talking  books  and  is  filled  with  pic- 
tures of  animals,  birds  and  so  forth,  with  a  real 
live  parrot  to  lend  color  to  the  whole.    In  the 


Unique  Talking  Book  Window 

center,  surrounded  by  sand,  is  a  replica  of  a 
pool  of  water,  made  with  a  piece  of  glass.  As 
a  display  it  has  obtained  good  results  and  at- 
tracted favorable  comment  of  the  public.  These 
window  ideas  may  be  of  use  to  other  dealers. 
Guarantee  Roll  Prices 

The  United  States  Music  Co.  is  sending  out  to 
its  dealers  announcements  to  the  effect  that  the 
U.  S.  player  roll  prices  are  guaranteed  not  to 
decline.  Says  President  Arthur  A.  Friestedt  in 
the  notice:  "Their  market  value  is  assured  and 
the  complete  confidence  of  dealers  and  consum- 
ers is  thereby  established.  Player  roll  prices 
are  less  now  than  ever  before,  despite  labor  and 
material  advances  of  from  100  to  350  per  cent. 
Regular  rolls  used  to  list  from  75c  to  $1.75,  with 
average  mechanical  royalties  of  less  than  Ic  per 
roll,  while  current  retail  prices  range  from  60c  to 
$1.25,  with  mechanical  royalties  averaging  10c, 
due  to  word  roll  rights,  at  6c  and  12c  per  roll, 
the  latter  price  prevailing." 

Windsor  Man  Killed 

A  tr^agedy  which  shocked  Chicago  occurred  on 
Sunday,  June  6,  at  the  offices  of  the  Windsor 
Furniture  Co.,  manufacturers  of  talking  ma- 
chines, at  1420  Carroll  avenue.  Charles  C.  Diet- 
rich, forty-seven  years  old,  former  secretary  of 
the  Windsor  Furniture  Co.,  was  working  at  night 
and  was  seen  by  a  night  watchman  while 
manipulating  the  combination  of  the  furniture 


Here's  Your  Chance 

To  build  up  a  big  busi- 
ness in  phonographs  by 
featuring  the  BLOOD 

TONE  ARM  AND  REPRODUCER  with  Mute  Attach- 
ment— every  demonstration  means  a  sale. 

An  exclusive  sales  feature  that  produces 
marvelous  results 

The  "BLOOD,"  which  is  noted  for  its  natural  and  lifelike 
reproducing  qualities,  is  still  further  improved  by  the  ad- 
dition of  this  new  and  proven  invention,  so  that  we  now 
offer  you 

Improved  Tonal  Quality  plus  Perfect  Tone  Control 

What's  the  good  word? 

JEWEL  PHONOPARTS  COMPANY 


668-670  W.  WASHINGTON  BLVD. 


CHICAGO 


company's  safe.  The  watchman,  thinking  Diet- 
rich a  burglar,  phoned  for  the  police.  The  lat- 
ter appeared  at  the  factory  and  ordered  the  sec- 
retary to  give  himself  up.  Dietrich,  thinking  the 
detectives  were  burglars,  put  out  the  light, 
slammed  shut  the  door  and  started  to  run.  The 
detectives  fired  and  killed  Dietrich.  He  is  sur- 
vived by  an   aged  father  and   mother  and  a 


brother,  Kline,  who  is  a  veteran  of  the  world 
war  and  widelj'  esteemed. 

New  Wilson  Man 
The  phonograph  department  of  Thomas  E. 
Wilson  &  Co.  is  now  headed  by  A.  C.  More- 
land,  lately  with  Elting  &  Co.    Mr.  Moreland 
is  an  experienced  talking  machine  man  and  a 
{Continued  on-page  150) 


WE  ILLUSTRATE  THE 

"HANDY"  "'^S"'' 

WE  ALSO  MAKE  IT  STATIONARY 

Nothing  better  made  for  Clamping  and 
Squaring  Talking  Machine  Cabinets 

Write  for  Catalogue  of  Clamping  Machines 
for  "Domes"  and  for  all  purposes . 

VENEER  PRESSES  AND  CLAMPS 

HANDY  MFG.  CO. 

27  E.  Madison  St.,  Chicago,  III. 


AMBEROLAS 

will  sell  themselves  if 
given  a  fair  chance. 


We  ship  an^Tvhere  in  the  U.  S. 


J.  I.  LYONS 

17  WEST  LAKE  STREET 
CHICAGO 


July 


15,  1920 


THE   TALKING   MACHINE  WORLD 


149 


PHONOGRAPH  MOTORS 


Saal  Motors  Represent  Seven  Years 
of  Accumulated  Knowledge. 

In  Them  You  Get— 'Experience"— 
Not  Experiment. 


Motors 


Insure  a  Service  cf  Satisfaction 

NO  EXPERIMENTS  TO  OFFER— But  a  Motor  which  has  stood  the  test  of  time — 
Proven  its  superior  QuaHties  over  practically  all  others  in  the  hands  of  big  users  and  most 
critical  purchasers. 

The  "Saal  Motor"  not  only  sells  Phonographs,  but  it  keeps  them  sold. 

Supply  your  customers  with  the  Motor  which  spells  "SATISFACTION"  and  New 
Orders. 

Employ  the  greatest  of  all  advertising  mediums — "A  Satisfied  Customer" — that  living  ex- 
ample of  "Your  Money's  Worth." 

Send  for  illustrative  and  descriptive  catalog. 

H.G.Saal  Cdmpanu 

1800 Mcmtrose  Ave.  Cliicagoju. 


m 


150 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


THERE  IS  NO  SLACK  SEASON  m  DEALERS 


if 


Here  is  a  little  food  for  thought 


A  dealer  writes  us  he  sold  7  Repeater-Stops  in  one  day— 4  in  the  forenoon  and  3  in  the 
evening,  making  a  total  profit  of  $21.00— at  $3.00  for  sales  expense— this  is  a  clear  extra 
profit  besides  the  sale  of  other  things  throughout  the  day  made  with  the  least  difficulty 
and  the  chances  for  these  7  to  bring  back  7  more  reorders  through  their  exhibition  are 
more  than  probable. 

Dealers  who  build  for  permanency  handle  the  Repeater-  f — 
Stop,  an  instrument  without  competition. 

THE  THOUSANDS  NOW  IN  USE 

^To  produce — High  Quality  Perfect  device. 
^To  sell  them  at  a  price  commensurate. 
^To  market  them  through  Jobbers  exclusively. 
^To  protect  the   trade  and  allow  a  good  reasonable 
margin  of  profit. 


THE  RECORD  REPEATER  WITH  THE 
AUTOMATIC  STOP 


That  briefly  is  our  policy,  and  back  of  it  a  wide  experience — insures  its  success 

REPEATER  STOP  CO. 


115  South  Dearborn  Street 


Chicago 


FROM  OUR  CHICAGO  HEADQUARTERS—  ( Continued  from  page  148) 


capable  executive.  His  enthusiasm  and  efforts 
in  the  interests  of  the  Wilson  talking  machine 
will  undoubtedly  result  in  their  increased  popu- 
larity. 

Standard  Corp.  Busy 

Walter  Magill,  advertising  manager  for  the 
Standard  Phonograph  Motors,  Inc.,  reports  a 
slight  alleviation  of  the  labor  situation,  which 
has  aided  somewhat  in  increasing  the  Standard 
production  during  the  past  thirty  days.  The 
Lake  Shore  Drive  plant  is  one  busy  little  place 
and  continues  to  operate  at  full  speed. 

New  Records  Go  Well 

J.  H.  Steinmetz,  president  of  the  Empire  Talk- 


ing Machine  Co.,  is  most  enthusiastic  over  the 
new  Empire  records  and  the  way  ih  which  they 
are  being  called  for  by  dealers.  The  new  records 
are  listed  in  standard  and  popular  numbers  and 
an  effort  has  been  made  to  include  only  those 
which  will  find  a  quick  turnover  in  the  retail 
stores. 

New  Sixty-third  Street  Store 

On  Saturday,  June  19,  Lyon  &  Healy  opened 
a  new  retail  music  store  at  1018  East  Sixty-third 
street.  The  opening  was  marked  by  a  program 
of  festivities  and  'entertainment  provided  by 
Lyon  &  Healy  for  residents  of  the  neighbor- 
hood.   C.  T.  Landherr  has  been  appointed  man- 


ager of  the  branch  establishment,  under  the 
supervision  of  L.  C.  Wiswell,  manager  of  the 
Lj'on  &  Healy  talking  machine  department.  Ap- 
proximately everything  handled  by  the  down- 
town store  will  be  handled  by  the  Sixty-third 
street  branch.  The  well-known  Lyon  &  Healy 
slogan,  "Everything  Known  in  Music,"  will  hold 
true  at  the  new  store. 

"Sunday"  to  Be  Recorded 
The  late  song  success  published  by  Forster, 
"I  Love  You,  Sunday,"  with  words  by  Charles 
Byrne,  of  the  Steger  &  Sons  Piano  Mfg.  Co.,  and 
the  music  by  Charley  Straight,  of  the  Imperial 
{Continued  on  page  152) 


rapli. 


The 

MELODIA 

ing  in  pr>« 

$7500  to  5325?-* 

WRITE  f  OR 

1  --"-^-//.f " 


ILI 


4ooNSjuid!amonSt7 


Melodia  now  occupies  the  stage. 
Every  machine  is  built  of  heavy  five- 
ply  stock.  Furnished  in  standard 
finishes.  The  Melodia  is  unsur- 
passed in  tone  on  account  of  its 
"Patent  Applied  For"  tone  chamber 
and  its  equipment  of  the  best  motor 
and  tone  arm.  Played  and  indorsed 
by  "Marinuzzi,"  director  of  Chicago 
Grand  Opera  Go.  Live  dealers 
wanted. 

The  Melodia  Phonograph  Co. 

400  N.  Sangamon  Street 
CHICAGO.  ILL. 

PHONE,   HAYMARKET  3833 


L 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


151 


The  AEGLI AN -VOC ALIGN 

IN  PERIOD  DESIGNS 


There  is  a  nation-wide  demand  for  the  finest  in  period 
furniture  which  logically  includes  phonographs. 

Many  buyers  of  period  furniture  know  what  is  good 
and  what  is  not. 

Vocalion  Period  Models  may  be  offered  to  the  most 
discriminating  with  the  utmost  assurance. 

Business  prestige  is  increased  by  the  Vocalion.  Period  and  conventional 
models  both  reflect  design  and  craftsmanship  of  the  highest  order. 
Vocalion  Records  (lateral  cut)  are  the  supreme  achievement  of  the  art 
of  recording.    Their  quality  is  apparent  on  any  standard  phonograph. 


The  Aeolian  Company 

529  South  Wabash  Avenue 
Chicago,  Illinois 


152 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


YES,  THIS  IS 


QUALITY  FIRST 


THE  PERFECT  EDISON  ATTACHMENT 
WE  CAN  PROVE  IT— IF  YOU  WILL  SAY  — 
''Send  sample  on  approval"  or  ask  your  jobber 
Retail  Price,  Nickel  Plated,  $8.50   Highest  Grade  Gold  Plating  $12.50 

The  New  ORO-TONE  Safety  Point  Steel  Needle  Now  Ready 
Sample  Thouaand  60  Cents 

Mhs.  oi  highest  grade  tone  arms,  reproducers,  attachments  for  phono- 
graphs for  playing  all  records.   Diamond  and  jewel  point  needles,  motors, 

supplies,  etc. 


ILLUSTRATION  SHOWS  THE  ORO-TONE  ATTACHED 


Successors  to  COMBINATION  ATTACHMENT  CO. 

1808-10   IRVING   PARK   BOULEVARD,    CHICAGO,  ILL. 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  150) 


Player  Roll  Co.,  seems  to  be  meeting  with  con- 
siderable success;  in  fact,  it  has  proved  so  popu- 
lar that  a  number  of  record  and  player  roll  con- 
cerns are  now  contemplating  the  recording  of  it 
on  talking  machine  records  and  player  rolls. 
"1  Love  You,  Sunday"  possesses  a  simple,  win- 
ning melodj'  and  attractive  "singable"  words, 
which  will  undoubtedly  make  it  a  popular  song 
of  the  day. 

Vitanolas  in  Panama 

The  modern  progressiveness  of  the  Latin- 
American  dealer  is  shown  in  the  accompanying 
illustration  of  a  Vitanola  dealer  in  the  Republic 
of  Panama.  The  electrical  sign  in  the  main  en- 
trance of  the  store  shows  the  merchant  to  be 
"on  the  job,"  perhaps  more  so  than  he  is  ordi- 
narily credited  with  by  manufacturers  here  in  the 
States. 

Six  Best  Sellers 

The  six  best  Victor  sellers  are:  "Oh!  By 
Jingo"  and  "Nobody  but  You";  "Alexandria" 
and  "Oriental  Stars";  "Who'll  Take  the  Place 
of  Mary"  and  "Marion";  "Greatest  Miracle  of 
AH";  "The  Woman  of  Cadiz";  "I  Think  I  Will 
Get  Wet  in  the  Summer." 

The  Columbia  best  sellers  are:  "My  Sahara 
Rose"  and  "Sudan";  "Oh!  By  Jingo"  and  "So 
Long,  Oolong";  "I'll  See  You  in  Cuba"  and 
"When  the  Moon  Shines  on  the  Moonshine"; 
"Patches"  and  "Without  You";  "Your  Eyes 
Have  Told  Me  So"  and  "Deep  in  My  Heart"; 


How  the  Vitanola 


ARTo 


The  only 
having  a 


lusic  roll 
word  staff 


ROLLS 

W§I  T  H  <h  -I  SUPREME 
WORDS  4>  1  QUALITY 

You  will  give  your  customers  best 
quality,  most  attractive  boxes,  the 
newest  music,  patented  word  staff; 
Artistic  hand  playing,  and  best  of  all 
good  service  by  selling  these  quality 
Rolls. 


Judged  from  any  standpoint  you  may  wish,  ARTo  Music 
Rolls  are  Supreme  !  Increase  both  your  business  and 
profits  by  ordering  of  us  today. 

Catalogues  of  Jewish,  Polish,  Italian,  Spanish  songs  with 
or  without  words. 

Consolidated  Talking  Machine  Company 

227-229  W.  Washington  Street  :  Chicago,  Illinois 


Is  Advertised  in  Panama 

"My  Isle  of  Golden  Dreams"  and  "On  Miami 
STiore." 

The  six  best  Edison  sellers  are:  "Dardanella" 
and  "Make  That  Trombone  Laugh";  "Aloha 
Land"  and  "Wait  Until  the  Roses  Bloom";  "La 
Zingarella"  and  "Singing  to  You";  "At  a 
Georgia  Camp  Meeting"  and  "Liberty  Bell 
March";  "Symnoves  Song"  and  "Will  o'  the 
Wisp";  "Serenade"  and  "Drink  to  Me  Only 
With  Thine  Eyes." 

The  six  best  Pathe  sellers  are:  "The  Hen  and 
the  Cow"  and  "Waj*  Down  Barcelona  Way"; 
"Rings"  and  "In  Shadowland";  "Karavan"  and 
"La  Guapa  Muchacha";  "Your  Eyes  Have  Told 
-Me  So"  and  "Weeping  Willow  Lane";  "The  Lit- 
tle Whistler"  and  "By  the  Babbling  Brook"; 
"Tarzan"  and  "My  Sahara  Rose." 

The  six  best  Vocalion  records  are  "Manj'ana" 
and  "Marion";  "The  Moon  Shines  on  the  Moon- 
shine" and  "I'm  the  Good  Man  That  Was  So 
Hard  to  Find";  "Syncopated  Dreams"  and 
"Dance-O-Mania";  "Alabama  Moon"  and 
"Whose  Baby  Are  You";  "Florodora  Sextet" 
and  "Florodora  Selections";  "Lucia"  Mad 
Scene. 

The  six  best  Brunswick  sellers  are:  "Swanee" 
and  "You're  My  Gal";  Venetian  Moon"  and 
"Mystery";  "La  Veeda"  and  "So  Long,  Oolong"; 
"Sahara  Rose"  and  "Jean";  "Whose  Baby  Are 
You"  and  "Someone";  "Bound  in  Morocco"  and 
"On  Miami  Shore." 

The  six  best  Emerson  sellers  are:  "Oh!  By 
Jingo,"  vocal  and  instrumental;  "Rose  of  Wash- 
ington  Square"  and   "Toreador";  "Bo-La-Bo" 


Jtjly  is,  1920 


THE   TALKING   MACHINE  WORLD 


153 


□1 


TTlodeVG- 


The  Day  The 


Enters  Your  Home 
Jl  New  Era  of  Happiness  Starts 

5  The  charm  of  this  beautiful 
instrument  is  felt  by  all.  As 
pleasing  to  look  at  as  it  is  delight- 
ful to  hear,  the  PlaYERPHONE 
makes  your  home  a  more  cher- 
ished, attractive  spot. 

5  And  with  the  PLAYERPHONE 
your  choice  of  musical  selections 
is  unlimited — it  plays  every  make 
of  disc  record  without  change  of 
equipment,  giving  the  fullest  tone 
value  to  each  record.  This  is 
possible  because  of  the  distinctive 
features  of  our  own  tone  arm, 
reproducer  and  weight  adjuster, 
exclusive  to  the  PLAYERPHONE, 
which  makes  the  operation  so 
simple  and  accounts  for  the 
unusual  sweetness  of  its  rich  tone. 

5  The  beautiful  PLAYERPHONE  is 
our  very  own  product,  from  the 
delicate  tracery  of  the  fine  hand 
carving  of  the  beautiful  cabinets 
to  the  accurately  constructed 
reproducer,  done  in  our  own 
great  factory  by  master  artisans 
of  long  experience. 

5  Before  buying,  see  and  hear  the 
PLAYERPHONE— the  talking  machine 
with  the  human  tone.  Nine  styles  and 
sizes,  ranging  from  $110  to  $500.  Each 
PLAYERPHONE  is  guaranteed  to  give 
entire  satisfaction. 

9  RETAILERS— NOTE  THIS:  Write 
or  wire  for  terms  today  to  the  nearest 
one  of  these  well  known  jobbers.  They 
carry  our  full  line  and  back  the  PLAYER- 
PHONE with  their  own  name. 

Van  Vlect  Mansfield  Drug  Co-.  Memphis,  Tcnn. 
Houstun  Drug  Co.,  Houston,  Texas. 
Chapman  Drug  Company.  Knoxville.  Tenn. 
Clawson  &  Wilson,  Buffalo.  N.  Y, 
The  Day  Drug  Co-l  Akron,  Ohio 
The  Des  Mni  UPS  Drug  Company.  Des  Moines,  la, 
L.  S.  DuBuis  Son  &  Company.  Paducah.  Ky. 
W.  J.  Gilmore  Drug  Company.  Pittsburg.  Pa. 
Healy  Brothers,  13th  &  HoytSts..  Portland,  Ore. 
Hornick,  More  &  Porterfield.  Sioui  City,  Iowa. 
Kauffnian-Lattimer  Co..  Columbus,  Ohio. 
Reid-Lawson.  Inc.,  Birmingham.  Ala. 
Chas.  Leich  &  Co.,  Evanavilie,  Ind. 
The  Murray  Drug  Company,  Columbia.  S.  C. 
Oklahoma  Book  Company,  Oklahoma  City.  Okla. 
Orchard  &  Wilhelm  Company,  Omaha.  Nebr. 
Twin  City  Talking  Machine  Co.,  UhrichsTiUe,  0. 
F.  M.  Umphred  &  Son,  Oakland,  California. 
Western  Jobbing  &  Trading  Co..  724  S.  Broad- 
way. Los  Angeles.  Calif. 
H.  W.  Williams  &.  Co..  Port  Worth.  Texas. 
Don's  Music  Store,  Hastings,  New  Zealand. 

5  A  few  splendid  jobbing  territories 
still  open.  Add  your  name  to  this  list 
in  next  month's  advertisement.  Write 
today  to 

PLAYERPHONE  TALKING 
MACHINE  COMPANY 
4223-41  W.  Lake  St.,  Chicago 

D.  W.  McKENZlE.   W.  D.  CALDWELL, 
President  Treasurer 


PI 


FROM  OUR  CHICAGO  HEADQUARTERS 

{Continued  from  page  152) 

and  "Sweet  and  Low";  "On  Miami  Shore"  and 
"Swanee";  "La  Veeda"  and  "Anvil  Trot";  "Slow 
and  Easy"  and  "Lone  Star." 

The  six  best  Okeh  sellers  for  the  month  are: 
"Venetian  Moon"  and  "Oh!  By  Jingo";  "You're 
a  Million  Miles  From  Nowhere"  and  "When 
the  Harvest  Moon  Is  Shining";  "Song  of  Omar" 
and  "Rose  of  Washington  Square";  "Alexan- 
dria" and  "Make  That  Trombone  Laugh";  "So 
Long,  Oolong"  and  "Ching-a-Ling's  Jazz 
Bazaar";  "La  Veeda"  and  "There  She  Goes." 

The  six  best  Empire  sellers  are:  "Can't  Yo' 
Hear  Me  Callin',  Caroline"  and  "Kentucky 
Babe";  "When  Irish  Eyes  Are  Smiling"  and 
"Mother  Machree";  "My  Wild  Irish  Rose"  and 
"Annie  Laurie";  "Nightingale  Song"  and  "Bon- 
nie Boon"  "Old  Folks  at  Home"  and  "Old 
Black  Joe";  "Love's  Old,  Sweet  Song"  and 
"Woodland  Echoes." 

More  Empire  Ser'vice 

The  new  Empire  service  department  has 
brought  out  an  attractive  and  highly  practicable 
record  window  display  stand  for  the  use  of  their 
dealers.  The  stand  is  staunchly  designed  of 
wood,  with  a  wooden  backing  for  the  record,  to 


An  Artistic  Window  Display  Stand 

lessen  the  danger  of  warping  the  record  when  in 
the  window.  This  is  the  first  product  of  the  new 
Empire  service  department  and  is  in  line  with 
its  plans  for  increased  dealer  service.  Business 
with  the  Empire  Co.  is  unusually  brisk  partic- 
ularly in  the  record  field.  This  department  is 
showing  tremendous  activity. 


Magnlfles   Sound   50  Times 

ACME  SOUND  AMPLIFIER   

Enables  the  repairman  to  locate  the  precise  point  of  origin 
of  unnecessary  noise  In  the  motor  without  loss  of  time 
or  useless  disorganization  of  the  mechanism  which  results 
from  guessing  or  the  sense  of  hearing  alone. 

MAKES    EVERY    MOVING    PART  IMMEDIATELY 
ACCESSIBLE 

•'Guesswork  Won't  Do" 

The  ACME  allows  a  test  -with  the 
drag  of  the  needle  throughout  the 
length  of  the  record. 


The 

Acme  Speed  Indicator 

— is  precision  made. 
— clears  the  tone  aim. 
— locates    mot  0  1 

troubles, 
—registers  76  and  80 
revolutions. 


"The  repairman's  stethoscope." 


Made  by 

Acme  Engineering  &  Mfg.  Co. 

1622  Fulton  Street  CHICAGO 


WE  CARRY  A  FULL  LINE  OF  MOTORS. 
TONE  ARMS.  ACCESSORIES  AND  HARD- 
WARE. 

Send  for  Our  New  Catalog  JUST 
OFF  THE  PRESS 


CAN  YOU  BEAT  IT! 
LAKESIDE  ELECTROPHONE 

An  Electric  Driven  Phonograph 


DEALERS  WRITE  FOR 
DISCOUNTS 


RETAIL 
$135:22 


Furnished  in  All  Standard  Finishes 
45"  High.   18^8"  Wide,  21"  Deep 

Many  Inquiries  and  Orders  Already 
Received  on  "Electrophones'* 


Our  new  automatic  stop 
now  ready  for  distribution 


For  the  convenience  of  our  racinc 
Coast  Customers  we  have  established  a 
Western  Division,  with  Headquarters  at 
Williams  Bldg.,  San  Francisco,  Cal. 


Pacific 


154 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


THE  SAAL  CO.  TO  MAKE 

THE  JOHNSON  MOTOR 


H.  G.  Saal  Co.,  Chicago,  Contracts  to  Manu- 
facture and  Sell  the  Johnson  Electric  Motor — 
Hailed  as  Move  to  Increase  Production 


Chicago,  III.,  July  10. — A  business  transaction 
of  much  interest  to  the  talking  machine  in- 
dustry has  been  brought  about,  whereby  the 
Phonograph  Motors  Corp.,  formerly  the  John- 
son Motor  Co.,  manufacturer  of  high  grade 
electric  talking  machine  motors,  made  arrange- 
ments with  the  H.  G.  Saal  Co.,  of  Chicago,  for 
the  latter  company  to  manufacture  and  sell  the 
Johnson  electric  motor.  All  the  important 
bearings,  worms  and  special  wearing  parts  will 
be  made  at  the  Saal  factory  under  contract. 

The  Saal  factories  are  so  organized  that 
each  working  unit  maintains  the  highest  order 
of  efficiency,  and  this  arrangement  is  already 
working  to  a  distinct  advantage  in  the  produc- 
tion of  the  Johnson  motor. 

The  H.  G.  Saal  Co.  was  founded  in  1900  by 
Henry  G.  Saal  and  was  first  known  and  achieved 
its  reputation  as  a  manufacturer  of  micrometer 
gauges,  dies  and  precision  instruments,  of  which 
absolute  accuracy  is  the  prime  essential.  This 
experience,  when  later  applied  to  talking  ma- 
chine motors  proved  invaluable  and  has  been 
one  of  the  large  contributing  factors  to  the  pop- 
ularity of  Saal  motors. 

It  is  understood  that  the  Saal  factories  have 
been  oversold  for  the  past  two  years,  and  no 
attempt  was  made  towards  any  abnormal  in- 
crease in  the  production,  because  the  Saal  Co., 
working  along  conservative  lines,  saw  that  all 
of  its  old  customers  were  adequately  supplied, 
and  therefore  very  little  new  business  was  added. 
The  output  of  the  Saal  factory  is  said  to  be 
approximately  1,500  per  day. 

One  of  the  most  recent  additions  to  the 
Saal  property  holdings  is  a  very  large  daylight 
die  casting  plant,  which  is  equipped  with  the 
most  modern  up-to-date  machinery,  and  is  well 
manned  with  expert  die  casters.  The  sides 
and  roof  of  this  building  are  entirely  of  opaque 
glass.  The  height  of  the  casting  room  measures 
over  thirty  feet  from  the  peak  of  the  roof  to 
the  floor  in  which  the  machines  are.  The 
fumes  made  by  the  die  casting  machines  are 
drawn  out  of  the  building  by  a  large  seventy-two 
centrifugal  fan,  which  changes  the  air  every 
three  minutes.  Another  modern  and  well  equip- 
ped building  that  has  been  added  to  its  chain 
of  factories  and  which  by  the  way  furnishes  an 
additional  20,000  square  feet  to  the  old  factory 
area  is  the  nickel  and  gold  plating  plant.  How- 
ever, this  entire  space  is  not  used  up  by  the 
plating  plant,  as  there  is  a  part  given  over  to 
the  punch  press  department.  A  special  build- 
ing, or  annex,  has  been  apportioned  off,  and 
rebuilt  with  a  special  foundation  to  accommo- 
date the  new  "Jumbo"  punch  press.  The 
weight  of  this  press  alone  is  over  66,000  pounds 


MAKE  EVERY  DAY 
A  PERFECT  DRYING  DAY 


DRYING  SYSTEMS,  INC 


V 

ES  St.  Chicago. 


and  it  has  a  pressure  capacity  of  over  2,400,000 
pounds.  The  principle  use  of  this  machine 
will  be  for  the  stamping  of  Saal  turn-tables. 
In  addition  to  this  monster  press  in  the  afore- 
said building,  there  has  been  installed  twenty- 
five  Brown  &  Sharpe  and  other  automatic  ma- 
chines. This  will  enable  the  company  to  make 
in  its  own  factory  every  screw,  nut,  gear,  bolt 
and  spring  entering  into  the  construction  of 
not  only  the  Saal  motor,  but  the  Johnson  elec- 
tric as  well.  


BRUNSWICKSJN^THE  ORIENT 

Brunswick  Wholesaler  in  Orient  Reports  Big 
Demand — Some  Sales  Peculiarities 


always  believe  in  being  content  with  only  one 
talking  machine.  Mr.  Ward  writes  of  an  in- 
stance where  he  sold  a  Chinaman  eleven.  He 
asked  the  purchaser  why  he  wanted  eleven 
talking  machines  in  his  home.  The  latter  re- 
plied, "  'leven  rooms,  need  'leven  phonographs." 
Neither  is  the  Chinese  customer  satisfied  with 
cheap  instruments.  Mr.  Ward  states  that  there 
have  been  a  number  of  sales  up  in  the  thousand 
dollar  class.  All  of  which  indicates  that  the 
talking  machine  business  is  highly  successful 
in  the  Far  East. 


Chicago,  III.,  July  6. — Robert  L.  Ward,  of  the 
Euro-Chino  Trading  Co.,  whtD  represents  the 
Brunswick-Balke-Collender  Co.  in  the  Orient, 
with  headquarters  at  Shanghai,  China,  reports 
an  ever  increasing  demand  for  talking  machines 
in  the  Orient. 

The  above  company  has  established  branches 
in  the  following  cities:  Shanghai,  Yokohama, 
Seoul,  Tien  Tsin,  Pekin,  Hankow,  Canton,  Sing- 
apore, Rangoon,  Bombay,  Calcutta,  Tokio,  Nag- 
asaki, etc. 

The  Euro-Chino  Trading  Co.  has  six  hundred 
Chinese  salesmen,  carrying  its  wares  to  cities 
in  China.  The  Chinese  salesman  is  a  most  en- 
viable sort  of  person.  He  has  a  definite  fol- 
lowing of  customers,  and  no  one  else  can  sell 
the  people  he  goes  to.    The  Chinese  do  not 


REPEATER  STqPj:0.  FILES  SUIT  • 

Chicago  Concern  Asks  for  Injunction  and  Dam- 
ages Against  Wurlitzer  Co.  of  Cleveland  ^ 

On  June  28  the  Repeater  Stop  Co.  entered 
suit  against  the  Rudolph  Wurlitzer  Co.,  of 
Cleveland,  in  the  United  States  District  Court  of 
that  city.  The  Repeater  Stop  Co.  asks  an  in- 
junction and  an  accounting  for  damages  on  alle- 
gation that  the  Rudolph  Wurlitzer  Co.  has  sold 
the  Repeatograph  made  by  the  Repeatograph 
Co.  in  infringement  of  the  Repeater  Stop  pat- 
ents No.  1,060,955,  No.  1,062,369,  No.  1,273,823 
and  No.  1,317,259. 


For  Playing  all  Records  on 
the  Victor  Talking  Machine 
Using  the  Victor  Re- 
producer 

Attached  in  two  seconds. 
Fits  all  Victor  goose  necks. 
Makes  the  Victor  a  universal 
machine  for  playing  all  records 
with   the    Victor  reproducer. 

Ask  your  jobber  or  we  will 
send 

Sample  on  Approval 

Retail  Price,  Nickel  $2.00 
Retail  Price,  Gold  $3.00 


Cut  shows  Victor' Reproducer  attached 

THE  ORO-TONE  CO. 

1808-1810  Irving  Park  Blvd.,  Chicago,  III. 


TOURING  THE  MIDDLE  WEST 

D.  Tauber,  president  of  the  Progressive 
Phonographic  Supply  Co.,  New  York  City,  is 
making  a  trip  through  the  Middle  West  in  the 
interest  of  Wall  Kane  needles,  which  he  rep- 
resents. 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Catb  with  order 

Slate  make 
of  tone  arm  nted 


Also  made 
with  loDg 
hrake  shoe 
for  I  inch 
offset 


Fiunted  Aut.  28.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  for  attrocUtc  quantity  prict 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  Are.,  Chicago 


July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


155 


i 


That  "WIDDICOMB  ATMOSPHERE" 


'IpHE  dealer  in  fine  goods  comes  to  feel  toward  them  almost 
as  he  feels  toward  his  personal  possessions.  There  is  an 
"atmosphere"  about  the  fine  things  of  commerce  which  only 
those  who  deal  in  them  can  fully  appreciate. 

It  is  this  atmosphere  which  distinguishes  the  high-class  dealer 
from  his  lower-class  competitors,  and  which  draws  to  the 
former  the  high-class  cash-paying  trade. 


To  Be  a  Widdicomb  Dealer 
Is  to  Enjoy 
to  the  Very  Fullest 
the  Advantage  of  the  Unique 

Widdicomb  Reputation 
Based  on  Fifty  Years  of 
Character  and  Repute 


A  FINISHED 
P  R.ODUC  T 


To  dealers  who  want  only  the  BEST,  and  can  sustain 
the  necessary  business-like  requirements  of  such 
representation,  we  have  something  interesting  to  say. 

PHONOGRAPH  DIVISION 

THE  WIDDICOMB  FURNITURE  COMPANY 

GRAND  RAPIDS,  MICHIGAN 


156 


July  IS,  1920 


Here's  the  novelty  record  of  the  month,  "Love  and 
Money"  and  "Popular  Neapolitan  Melodies"  by  the 
Russian  Balalaika  Orchestra.  String  a  mandolin  at  a 
lower  pitch— several  of  them— and  then  you  get  the 
deep  harmony  heard  In  an  orchestra  of  these  Instru- 
ments. E-4642. 

Columbia  Graphophone  Co. 

NEW  YORK 


IMFELD  MUSIC  CO.  INCORPORATES 


New  Organization  Formed  in  Hamilton,  O  ,  to 
Take  Over  Business  of  Late  Ferd  Imfeld — 
Will  Enlarge  Store  to  Handle  the  Victor  Line 


Hamilton,  O.,  July  6. — The  Imfeld  Music  Store 
Co.  has  been  incorporated  at  Columbus  with  a 
capital  stock  of  $36,000  by  Clement  F.  Imfeld, 
Elizabeth  Games,  Agnes  Imfeld,  E.  Z.  Cochran 
and  Harry  J.  Koehler,  Jr.  The  purpose  of  the 
company  is  to  take  over  the  business  of  the  late 
Ferd  Imfeld.  This  business  was  established  in 
Hamilton  in  a  rath-er  small  way  twenty  years 
ago,  but  through  the  energy  and  ability  of  Mr. 
Imfeld  was  developed  into  ®ne  of  the  most  pros- 
perous and  important  business  houses  of  the 
city. 

It  is  the  purpose  of  the  company  to  meet  the 
growing  needs  of  its  business  b}-  greatly  en- 
larging the  present  store  on  South  Third  street. 
The  basement  of  the  building  now  occupied  is 
to  be  improved  so  that  much  of  the  business  of 
the  company  can  be  carried  on  there.  Under  the 
new  arrangement  the  entire  first  floor  will  be 
given  over  to  the  handling  of  Victrolas  and  Vic- 
tor records,  while  other  branches  of  the  business 
will  be  distributed  as  judicioush^  as  possible. 
While  the  company  now  has  but  three  record 
rooms,  under  the  new  arrangement  it  will  have 
ten  record  rooms,  which  will  permit  of  a  much 
greater  and  a  better  showing  of  the  instruments- 
and  records  which  the  company-  handles. 


many  a  hardened  camper  a  few  useful  hints. 
At  one  side  is  a  small  tent  with  the  flap  drawn 
back  disclosing  the  interior  with  all  the  fittings 
that  a  well  appointed  camp  tent  should  have. 
Outside  are  the  fire  and  the  coffee  pot,  grub  box, 
fishing  rod  and  basket  and  a  Victrola  IV  ready 
for  service.  The  Victor  dog  is  comfortably 
seated  listening  to  his  master's  voice,  unmindful 
of  the  sly  little  animal  making  a  raid  on  the 
grub  box.  In  the  pine  tree  at  the  left  is  a  small 
bear  and  on  a  line  in  back  of  the  tent  a  pair  of 
woolen  socks  are  drying  in  the  sun.  From  this 
it  can  be  seen  that  details  are  not  forgotten. 


B.  F.  WHITE  WITH  CLEVELAND  CO. 


-B.  F.  White  joined 


PURCHASES  NEW  BUILDING 


Talking  Machine  Co.  of  Texas  Buys  Spacious 
Structure  in  Houston  to  Be  Devoted  to 
Wholesaling  of  Victor  Machines  and  Records 


Houston,  Tex.,  July  5. — The  Talking  Machine 
Co.  of  Texas,  A'ictor  wholesalers,  located  in  this 
city  has  just  purchased  a  new  two-story  build- 


Cleveland,  O.,  July  2.- 
the  Cleveland  Talking 
Machine  Co.,  Victor 
wholesalers  operating  in 
Ohio  territory,  on  July  1. 
He  will  serve  as  right- 
hand  assistant  to  How- 
ard Shartle,  the  head  of 
the  company.  Mr. 
White's  experience  in  the 
talking  machine  industry 
covers  a  period  of  over 
seven  years,  during 
which  he  was  active  in 
the  complaint,  repair, 
record  exchange  and  ma- 
chine order  departments 
of  the  Victor  Talking 
Machine  Co.  at  Camden. 
He  served  for  two  years 
in  the  infantry  during  the 
great  war  and  partic- 
ipated in  much  active 
overseas  fighting. 

Mr.  White  has  made 
many  friends  in  the 
Ohio  territory  and  mem-  B.  F.  White 

bers  of  the  trade  wish  him  the  best  of  success 
with  the  Cleveland  Talking  Machine  Co. 


REAL  CAMPING  SCENE  IN  DENVER 


Knight-Campbell    Music    Co.    Has  Attractive 
Window  Display  Featuring  the  Victrola  IV 


Denver,  Col.,  July  6. — A  real  mountain  camp 
scene  in  the  window  of  the  Knight-Campbell 
Music  Co.  has  been  attracting  much  attention 
here  recently.  This  window  displaj^,  which  was 
designed  and  set  by  Mrs.  Ellen  Glass,  the  reg- 
ular window  dresser,  was  complete  in  every  de- 
tail and  showed  a  camp  scene  which  would  give 


Wholesale  Home  of  Talking  Mach.  Co.,  Houston 

ing  located  in  the  heart  of  Houston  and  within 
a  block  of  all  the  railroad  freight  stations  and 
across  the  street  from  the  express  depot.  T.  E. 
Swan,  president  of  the  company,  in  chatting  with 
The  World  said  the  new  building  will  soon 
be  occupied  ,  and  will  be  exclusively  devoted  to 
Victor  wholesaling.  The  purchase  price  was 
$90,000  and  floors  measure  100  feet  by  110  feet. 

Mr.  Swan,  in  addition  to  his  Victor  business 
and  the  chain  of  retail  furniture  stores  he  owns 
and  operates  in  many  .Texas  cities,  has  recently 
arranged  to  aggressively  wholesale  Q  R  S  music 
rolls  in  Texas,  Louisiana,  Oklahoma.  Arkansas. 


DEMAND  FOR  LUCKY  13  LINE 

D.  Bartelstone,  head  of  the  Lucky  13  Phono- 
graph Co.,  New  York,  recently  stated  that  the 
demands  his  firm  has  been  receiving  for  dia- 
mond, sapphire  and  steel  needles  had  not 
diminished  in  recent  weeks.  The  call  for  jewel 
needles  has  been  especially  heavy,  and  it  is 
expected  to  be  almost  continuous  throughout 
the  balance  of  the  year. 

The  Lucky  13  Phonograph  Co.  has  arranged 
a  new  system  of  sending  out  quotations  on 
their  various  lines.  These  are  sent  out  in  the 
form  of  a  series  of  circulars  each  month. 


FOUR  SPECIALS  ON 


CM. 


Records 


Order  Now — Immediate  Delivery — The  Most  Popular  Hits  of  the  Day 

(  IN  SWEET  SEPTEMBER— Fox-Trot, 
4118^  Ray  Miller's  Black  &  White  Melody  Boys 

(  MY  SAHARA  ROSE — Fox-Trot  Harry  Raderman's  Jazz  Orchestra 

f  ROSE  OF  SPAIN— Fox-Trot.  .  .  .Ray  Miller's  Black  &  White  Melody  Boys 


4119 


(  KISMET— Fox-Trot  Green  Brothers'  Novelty  Band 


(TELL  ME,  PRETTY  MAIDEN— Fox-Trot  Rega  Dance  Orchestra 

41^0  ^  pQLLY— One-Step  Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 


4121 


Phone  Barclay  2493 


I  LE  WANNA— Fox-Trot  Green  Brothers'  Novelty  Band 

I  JEAN — Fox-Trot  Harry  Raderman's  Jazz  Orchestra 

ZIEGLER,     BAKER     &     JOHNSON      Se.  lceInorOutofTo.„ 
100  Chambers  Street.  New  York  City 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


157 


CHARMAPHONE 


DISTINGUISHED  BY  ITS  TONE" 


QUALITY 

AT 

POPULAR  PRICES 

Well  made,  attractive  styles, 
with  quality  Mahogany  Fin- 
ish^ — equipped  with  smooth 
running  Heineman  double 
spring  motors. 

Our  Dealer  arrangement  is  a 
proposition  you  should  inves- 
tigate—NOW. 

Make  Gharmaphone  Phono- 
graphs your  leaders  and  cash 
in  on  the  quick  profits  from 
these  sales  features. 


CHARMAPHONE  MODEL  No.  4 
"THE  Universal  PHONOGRAPH" 

Height  42  inches 
Width  18  inches 
Depth  23  inches 

RETAIL  PRICE  $75.00 


CHARMAPHONE  MODEL  No.  3 

Height  12  Inches 
Width  18  inches 
Depth  20  inches 

RETAIL  PRICE  $45.00 


LIBERAL  DISCOUNT  TO  DEALERS 
Write  For  Our  New  Catalog  Illustrating  Our  1920  Line 


CHARMAPHONE  COMPANY 

39  West  32nd  Street,  New  York  City        Factory:  Pulaski,  N.  Y. 


158 


THE    TALKING   MACHINE  WORLD 


July  IS,  1920 


Samples  of  Our  Long-Playing 
Two-in-One  Records 


Profiteering  Blues 

SUNG  BY  BILLY  MURRAY 

Tiddle-dee-Winks 

SUNG  BY  BILLY  MURRAY 

Was  There  Ever  a  Pal  Like  You? 

SUNG  BY  MEL  EASTMAN 

Nobody  Knows 

SUNG  BY  MEL  EASTMAN 

All  four  songs  complete  on  the  back  and 
front  of  one  record,  No.  H2007,  $1.00. 


Up  the  Street  March 

MILITARY  BAND 

Cruiser  Harvard  March 

MILITARY  BAND 

Second  Regiment  March 

MILITARY  BAND 

Boston  Commandery  March 

MILITARY  BAND 

All  four  marches  complete  on  the  back  and 
front  of  one  record,  No.  H4003,  $1.00. 


Silver  Threads  Among  the  Gold 

SUNG  BY  HENRY  BURR 

In  the  Gloaming 

SUNG  BY  HENRY  BURR 

Carry  Me  Back  to  Old  Virginny 

SUNG  BY  STETSON  HUMPHREY 

Darling  Nellie  Gray 

SUNG  BY  STETSON  HUMPHREY 

AH  four  songs  complete  on  the  back  and 
front  of  one  record.  No.  H2008,  $1.00. 


Washington  Post  March 

MILITARY  BAND 

Liberty  Bell  March 

MILITARY  BAND 

Manhattan  Beach  March 

MILITARY  BAND 

King  Cotton  March 

MILITARY  BAND 

All  four  marches  complete  on  the  back  and 
front  of  one  record.  No.  H4004,  $1.00. 


Grey  Gull  Records,  Two-in-One  Style,  play  from  to  53^  minutes,  and  usually  have  four  com- 
plete pieces  on  each  record.  Yet  they  cost  no  more  than  the  ordinary  record.  If  there's  any 
surer  way  to  increase  your  record  business  than  by  giving  a  twice  bigger  money's  worth 
than  has  ever  been  given  before,  we  have  yet  to  learn  of  it.  The  business  you  build  in  Grey 
Gull  Records,  Two-in-One  Style,  is  all  your  own.  There  is  no  other  record  anything  like  it  to  be 
obtained  elsewhere. 


We  will  gladly  send  you  samples,  at  70  cents  each,   parcel  post  prepaid.     Use  coupon  below. 


INCORPORATED 


295  HUNTINGTON  AVE.,  BOSTON 


FILL  OUT  THIS  COUPON  AND  MAIL 

GREY  GULL  RECORDS,  295  Huntington  Ave.,  Boston,  Mass. 

Please  send  prepaid,  to  address  below,  an  easy-selling  assortment  of  Grey  Gull  Records, 

at  70  cents  each,  for  which  remittance  is  enclosed.  Privilege  of  returning  these  records  within 
ten  days,  at  your  expense,  and  obtaining  a  refund  of  the  remittance  is  reserved.  Also  send  your 
two  leaflets,  "Distributor  Proposition".sand  "Dealer  Proposition,"  and  catalog  of  your  records. 

Name  


Address, 


July  15, 1920  THE   TALKING   MACHINE    WORLD  159 


[Editor's  Note: — ^Tihis  is  the  first  of  a  new  series  of 
articles  by  William  Braid  White,  to  be  devoted  to  the 
fundamental  problems  of  sound  recording  and  reproduction, 
the  writer  believing  that  he  can  open  up  a  new  avenue  for 
research  and  general  trade  interest.  We  commend  these 
articles  to  the  consideration  of  those  who  are  interested  in 
featuring  and  developing  the  musical  possibilities  of  the 
talking  machine.] 

ASPECTS  OF  SOUND  RECORDING 

I— The  Echo  Difficulty 

I  think  it  will  be  generally  acknowledged  that 
the  art  of  recording  sound  has  been  brought  to 
very  considerable  perfection.  The  progress 
which  has  been  made  has  not  perhaps  been 
traceable  step  by  step;  but  one  needs  only  to 
take  a  fairly  long  view  to  see  how  much  has 
been  accomplished.  Consider,  for  instance,  the 
records  of  piano-playing  which  were  accepted 
ten  years  ago  as  representing  the  highest 
achievements  in  the  art.  To-day  these  records 
are  regarded,  and  justly  so,  as  obsolete.  Similar 
statements  could  undoubtedly  be  made  concern- 
ing the  records  of  other  stringed  irustruments, 
whether  in  solo  playing  or  in  large  groups. 

The  human  voice,  on  account  of  its  flexibility 
and  the  singer's  relatively  great  freedom  of  ma- 
nipulation during  the  process  of  recording,  is 
of  all  musical  sources  the  most  satisfactory  for 
the  purposes  of  the  recorder.  It  is  nevertheless 
certain  that  further  progress  can  and  should  be 
made  here  too  and  that  the  art  of  recording  can 
be  pushed  still  further  in  this,  as  in  every  other, 
direction. 

The  great  manufacturers  of  talking-machine 
records  have  always  displayed  a  most  meritori- 
ous readiness  to  investigate,  and  if  possible 
make  use  of,  all  new  ideas  looking  towards  prog- 
ress in  the  art  of  recording  sound.  They  have 
not  been  contented  to  continue  along  the  lines 
of  least  resistance,  but  have  steadily  branched 
out  in  all  directions.  They  will  therefore  look 
with  sympathy  upon  an  effort  to  clear  up  dis- 
puted and  obscure  questions,  on  the  correct  so- 
lution of  which  depends,  furthermore,  the 
achievement  of  substantial  perfection. 

All  makers  of  records,  and  all  who  have  had 
practical  experience  with  the  actual  process  of 
recording,  are  aware  that  one  of  the  principal 
difficulties  they  have  to  encounter  is  connected 
with  what  is  called  "echo."  The  phenomena  of 
echoes  are  well  known  to  all.  Everybody  has 
heard,  or  heard  of,  some  famous  echo  which  re- 
peats a  cry  or  a  series  of  words  many  times 
over.  Echoes  are,  however,  much  more  frequent 
than  this.  Indeed,  every  room,  every  enclosed 
space  of  any  kind,  as  well  as  innumerable  places 
all  over  the  great  outside,  are  capable  of  giving, 
and  do  give,  rise  to  echoes  of  greater  or  less 
intensity. 

Physically,  an  echo  is  the  result  of  an  un- 
usually acute  and  well  defined  reflection.  When 
a  compound  sound  wave,  proceeding  from  some 
complex  sonorous  body,  such  as  a  musical  in- 
strument in  action,  impinges  upon  some  sur- 
face which  throws  it  back  and  reverses  its  di- 
rection without  breaking  it  up  into  its  compo- 
nent parts,  we  have  an  echo.  The  sound  retains 
its  form  more  or  less  perfectly,  whilst  its  direc- 
tion is  reversed.  As  it  were,  when  we  throw  a 
sound  at  certain  surfaces,  we  find  that  the  latter 
have  power  to  throw  the  sound  back  virtually 
unchanged.  These  are  examples  of  perfect  re- 
flection. 

In  point  of  fact,  no  enclosed  space  exists 
which  is  completely  neutral  in  respect  of  the 
complete  reflection  which  produces  an  echo.  If 
therefore  echoes  are  to  be  avoided,  means  must 
be  taken  to  prevent  reflection.  Now  reflection 
of  sound  waves  depends  upon  physical  condi- 
tions, mainly  upon  the  angular  outline  of  the 
enclosed  space. 

Experiments  have  been  made  at  various  times 
to  determine  methods  for  preventing  echoes  in 
large  buildings.  In  general,  the  results  have  been 


negative,  revealing  what  we  ought  not  to  do 
rather  than  exactly  what  we  must  do,  to  prevent 
the  reflection  of  sound  in  such  definite  form  as  to 
produce  echoes.  Dr.  Sabine  of  Harvard  has  shown 
that  when  the  corners  of  auditoria  are  filled 
out  with  felt  paddings,  and  salient  angles  are 
turned  into  re-entrant  curvilineal  angles,  a  great 
deal  may  be  accomplished  in  the  way  of  pre- 
venting the  definite  reversal  of  direction  of 
sound-waves.  Dr.  Dayton  Miller  of  Cleveland 
has  experimented  in.  the  same  direction.  In 
general,  it  is  certain  that  the  formation  of  echoes 
can  best  be  prevented  by  observing  the  follow- 
ing precautions: 

a.  Using  non-conducting  materials  for  walls, 
ceilings  and  floors. 

b.  Avoiding  outlines  which  emphasize  angles 
and  pockets  in  corners. 

Now  all  this  is  of  the  first  importance  for  the 
practical  manipulation  of  sound-records.  Every- 
one who  has  ever  listened  critically  to  piano 
records  knows  that,  in  spite  of  all  the  wonderful 
improvements  which  have  been  made,  there 
still  persists  quite  a  deal  of  reverberation,  the 
effect  of  which  is  to  blur  the  sustained  tones  and 
generally  to  impart  an  effect  more  or  less 
banjoish  to  the  reproduced  sounds. 

It  is  my  conviction  that  a  good  deal  of  this 
defective  condition  could  be  remedied  by  more 
careful  attention  to  the  design  and  construction 
of  the  rooms  in  which  the  recording  is  done. 
It  is  also  more  than  probable  that  special  atten- 
tion to  the  design  and  construction  of  the  pianos 
used  in  accompanying  or  for  solo  work  would 
assist  likewise.  Of  this  second  point  it  will  also 
be  advisable  to  speak  later. 

My  point,  then,  is  that  the  principal  re- 
maining imperfection  in  respect  to  the  art  of 
sound  recording  is  to  be  found  in  the  persist- 
ence of  reverberations  and  echoes,  which  find 
their  way  into  the  record  during  the  process  of 
recording.  This  happens  because  the  design 
and  construction,  both  of  the  musical  instru- 
ments and  of  the  rooms  in  which  the  work  is 
done,  lend  themselves  to  distortions,  diffusions 
and  mass-reflections  of  sound.  It  is  plain  that 
if  the  causes  can  be  eliminated,  the  effects  will 
be  eliminated  likewise. 

Here  has  been  brought  up  a  question  of  very 
considerable    importance    and    one  moreover 


which  has  not  received  in  the  past  the  attention 
due  to  it.  With  the  permission  of  the  readers 
of  The  Talking  Machine  World  I  shall  wish 
to  carry  on  some  investigations  through  these 
columns  which  will,  I  think,  provide  some  new 
and  practical  ideas  looking  towards  the  elimina- 
tion of  the  principal  among  the  few  imperfec- 
tions which  still  persist  in  the  art  of  recording 
sound. 

I  have  no  patent  remedies,  but  it  is  quite  cer- 
tain that  there  are  no  insuperable  difficulties. 
The  main  thing  is  to  obtain  a  thorough  recog- 
nition of  the  actual  physical  facts.  Once  these 
are  recognized,  the  provision  of  remedies  be- 
comes a  matter  of  relative  certainty. 

(To  be  continued) 


EDISON  TONE=TEST  IN  PORTLAND 

Marie  Morrisey  Delights  Large  Audience  in  Re- 
cital at  White  Temple,  Under  Management  of 
Reed-French  Co. — Harold  Lyman  Assists 


Portland,  Ore.,  July  6. — The  Reed-French  Co. 
presented  Miss  Marie  Morrisey,  the  celebrated 
contralto  singer  and  Edison  artist,  in  an  Edison 
tone-test  concert  at  the  White  Temple  on  June 
18.  The  large  audience  which  filled  the  audi- 
torium was  surprised  and  delighted  at  the  per- 
fection attained  by  the  New  Edison  in  re-creat- 
ing the  beautiful  voice  of  Miss  Morrisey. 

The  stage  setting  was  particularly  attractive 
and  harmonious.  A  handsome  New  Edison 
phonograph,  a  grand  piano  and  a  number  of 
plants  and  cut  flowers,  especially  roses,  made  an 
attractive  picture  and  the  beauty  of  the  ensemble 
was  enhanced  by  the  appearance  of  Miss  Mor- 
risey, who  was  assisted  by  Harold  Lyman, 
flutist,  who  gave  an  interesting  lecture  in  con- 
nection with  the  concert. 

It  was  not  always  possible  to  tell  when  Miss 
Morrisey  was  singing  and  when  the  New  Edison 
was  re-creating.  When  Mr.  Lyman  played  his 
flute  solos,  which  were  followed  by  the  re-crea- 
tions, the  audience  was  very  much  impressed. 
After  Miss  Morrisey's  contributions  to  the  con- 
cert a  record  of  Anna  Case's  was  placed  on  the 
phonograph,  "Charmant  Oisean,"  a  most  won- 
derful reproduction.  The  New  Edison  made  a 
big  hit  and  gained  many  admirers. 


Harding  Is  Nominated! 

That  sure  was  good  news  for 
Ohio  Republicans.  Here's 
some  more  good  news  for 
certam  Oh  loans. 

Every  Ohio  Victor  Dealer 

who  would  welcome  a  few  moments'  diversion  once  a  month  can  receive  a  series 
of  delightful  short  stories  by  prominent  authors  merely  by  placing  his  name  on 
our  mailing  list.  There  are  twelve  of  these  little  books  for  you — absolutely  with- 
out cost  or  any  other  obligation  except  your  promise  to  listen  to  our  story  about 
Lu-Franc  Envelopes — a  monthly  proposition,  too.  We  use  the  books  to  adver- 
tise our  envelopes;  you  should  use  the  envelopes  to  advertise  your  business. 

To  Victor  Dealers  In  Every  State 

This  offer  is  extended,  but  act  today,  the  edition  is  limited.  Fill  in  this  coupon  and  attach  to 
your  letterhead. 

I Please  send  me  that  series  of  short  stories  by  prominent  authors,  it  being  understood  I  am  put  to  no  ex-  j 

pense  whatsoever.  i 

i     MY  NAME  IS  „   MY  FIRM  IS   j 

I     OUR  ADDRESS   1 

I     I  shall  be  pleased  to  learn  the  details  of  your  Lu-Franc  Monthly  envelope  service.  j 

LU-FRANC     SALES      SERVICE  | 

1201    DIME   BANK    BUILDING  DETROIT.    MICHIGAN  i 


THE    TALKING   MACHINE  WORLD 


IX 

o 

A 

o 

A 

o 
o 


Emerson 


ANNOUNCING 


The  New  Emerson  Phonograph 

WITH  THE  BUILT-IN,  SOLID-SPRUCE 
ROUND  EMERSON  MUSIC  MASTER  HORN 


ANEW  phonograph  built  according 
to  a  scientific  principle  never  be- 
fore utilized  in  phonograph  construc- 
tion. 

Almost  too  good  to  be  true,  isn't  it? 

Yet  here  it  is — ^the  new  Emerson 
Phonograph — with  the  Emerson  Music 
Master  Horn. 

Authorities  on  acoustics  have  proven 
that  sound — toyie — travels  in  spiral, 
circular,  round  waves.  That  is  why  the 
Emerson  Music  Master  Horn  is 
round — perfectly  round. 

In  the  Emerson  INIusic  Master  Horn 
sound  waves — tone  waves — are  encour- 
aged to  make  the  most  of  themselves — to 
come  out  pure,  full,  clear,  round.  They 
enjoy  full  play  every  inch  of  the  way. 

Why? 

Because  the  Emerson  Music  Master 
Horn  is  round.  It  has  no  obstructing 
angles  for  tone  waves  to  strike  against 
— no  corners  for  them  to  echo  in. 

This  principle  is  roughly  illustrated 
by  the  megaphone.  Did  you  ever  see  a 
square  megaphone?    Of  course  not. 


The  music  which  flows  from  the 
Emerson  Music  Master  Horn  is  full, 
clear,  pure,  round — ^because  the  horn 
is  perfectly  proportioned  —  perfectly 
round — made  of  solid,  rounded  spruce, 
the  one  wood  of  all  others  most 
resonant  and  vibrant. 

Hear  the  new  Emerson  Phonograph. 
Enjoy  the  marvelously  full,  round 
music  which  flows  from  the  full,  round 
Emerson  Music  Master  Horn.  Every 
note  in  every  selection  is  full  and  round, 
because  there  are  no  corners  for  the 
music  to  echo  in — no  angles  for  it  to 
strike  against. 

The  Emerson  Phonograph  will  be  in- 
troduced to  the  country  at  large  in  the 
August  21st  issue  of  the  Saturday 
Evening  Post.  Meanwhile  send  for 
copy  of  the  new  Emerson  loose-leaf 
catalog,  showing  the  various  Emerson 
models.  It  describes  the  Emerson 
Music  Master  Horn  and  explains  why 
its  full,  round  tone  can  come  only  from 
this  full,  round  sound  chamber  or  horn. 


Emerson  'Phonograph  Company,  Inc. 


New  York 
206  Fifth  Avenue 


Chicago 
7  East  Jackson  Blvd. 


Cross-section  of  the  Emer- 
son Music  Master  Horn. 
Made  of  specially  selected, 
kiln-dried  spruce  —  solid 
spruce,  not  veneered. 


162 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


APPOINTED  WESTERN  MANAGER 


William  H.  Reed,  Jr.,  Takes  Charge  of  Western 
Offices  of  Van  Veen  &  Co.  in  Chicago 


An  important  addition  to  the  already  strong 
organization  of  Van  Veen  &  Co.,  Inc.,  New  York 
City,  manufacturers  of  Van  Veen  "Bed  Set  Hear- 
ing Rooms"  and  record 
filing  equipment,  is  to 
be  found  in  the  an- 
nouncement that  Wil- 
liam H.  Reed,  Jr.,  has 
been  appointed  Western 
manager  in  charge  of 
the  Western  offices  of 
the  company.  Mr.  Reed 
is  well  known  through- 
out the  trade  and  par- 
ticularly in  the  territory 
in  which  he  will  devote 
his  energies  for  Van 
Veen  &  Co. 
Mr.  Reed  was  formerly  president  of  the  Reed 
Co.,  of  Pittsburgh,  the  success  of  which  largely 
was  built  up  through  his  efforts.  Van  Veen  & 
Co.  have  opened  new  offices  at  7  West  Madison 
street,  Chicago,  where  Mr.  Reed  will  make  his 
headquarters.  L.  Tobias  and  William  H.  Reed, 
Jr.,  were  in  Atlantic  City  during  the  period  of 
the  convention  of  Victor  distributors. 


W.  H.  Reed,  Jr. 


UNIQUE  SALES  CAMPAIGN 

Jemtone  Co.  Will  Give  Cash  Bonuses  to  Deal- 
ers Based  on  Sales 


Omaha,  Neb.,  July  8. — The  Jemtone  Co.,  of  this 
city,  manufacturer  of  the  Jemtone  tone  improv- 
ing device  for  talking  machines,  has  developed 
an  unusual  sales  campaign,  which  is  attracting 
the  interest  of  the  trade. 

According  to  its  plans,  the  company  will  dis- 
tribute $25,000  in  bonuses  among  144  retailers 
of  phonograph  accessories.  The  campaign  is 
worked  out  in  such  a  way  that  the  dealer  in  a 
small  town  has  just  as  much  opportunity  of 
earning  the  first  bonus  of  $1,000  as  the  dealer 
in  a  city  of  a  million  population.  Competition 
is  encouraged  in  this  plan,  for  the  keener  the 
competition  the  greater  the  dealer's  opportuni- 
ty of  earning  one  of  the  bonuses. 

The  144  bonuses  will  be  distributed  in  cash: 
$1,000  each  to  the"  first  seven  dealers;  $500  each 
to  the  next  seven  dealers;  $250  each  to  the  next 
five  dealers,  and  $100  each  to  140  dealers. 

The  company  has  issued  its  preliminary  an- 
nouncement regarding  this  unique  plan,  and 
dealers  are  evincing  the  keenest  interest  in  the 
details  of  the  bonus  distributing  arrangements. 


PLACES  VERY  LARGE  ORDER 

Emerson  Record  Sales  Co.  Orders  20,000  Phono- 
graphs— Making  Plans  for  Active  Fall  Trade 


In  a  chat  this  week  with  The  World, 
Jos.  I.  Carroll,  manager  of  sales  of  the  Emer- 
son Phonograph  Co.,  New  York,  stated  that 
the  company's  local  jobber,  the  Emerson 
Record  Sales  Co.,  had  placed  an  order  for 
Emerson  phonographs  totaling  20,000  ma- 
chines. This  progressive  jobber  states  that 
dealers  in  metropolitan  territory  are  evincing  the 
keenest  interest  in  the  new  Emerson  phonograph, 
and  that  every  machine  in  this  tremendous  order 
has  been  sold  before  delivery. 

The  Emerson  Record  Sales  Co.  of  New  York 
has  been  paying  particular  attention  to  the  ren- 
dition of  practical  service  and  co-operation  to 
Emerson  dealers  in  this  territory,  and  the  phe- 
nomenal success  achieved  by  this  jobber  with 
Emerson  records  will  undoubtedly  be  enhanced 
with  the  introduction  of  the  Emerson  phono- 
graphs. The  local  sales  organization  is  keenly 
enthusiastic  regarding  this  phonograph,  and  this 
enthusiasm  cannot  fail  to  be  reflected  in  the 
sales  in  the  metropolitan  district. 

During  the  past  few  weeks  the  Emerson 
Phonograph  Co.  has  received  large  orders  from 
its  distributors  in  all  parts  of  the  country  calling 


At  The  Height  Of 
Popularity 

Dealers  selling  the  Portophone  are  clean- 
ing up.  Why  not  be  one  of  them?  Mail 
your  order  at  once.    Prompt  deliveries 

There  is  no  question  but  that  the  Porto- 
phone is  the  highest  quality  machine  of 
its  kind  on  the  market.  Double  spring 
motor.  Universal  tone  arm.  Guaranteed. 
Carrymg  compartment  for  12  Records. 

Also  a  full  line  of  accessories.    Prices  on 
request 

Esco  Music  and  Accessories  Company 


OSCAR  ZEPERNICK 


137  LAWRENCE  ST.,  BROOKLYN,  N.  Y. 


JOSEPH  A.  KERR 


for  the  immediate  delivery  of  Emerson  phono-  behalf  of  this  new  instrument,  and  are  planning 
graphs.  These  orders  indicate  that  Emerson  to  feature  its  musical  and  constructional  quali- 
dcalers  are  preparing  an  aggressive  campaign  in     ties  along  high-grade  efifective  lines  . 


NOT  ONE  VITAPHONE 
MOTOR  IS  FOUND  IN  THE 

thousands  of  phonographs  now  lying  in 
storage  warehouses  because  the  public  is 
wise  to  poor  talking  machines. 

All  Vitaphone  Motored  Phonographs  sell  as 
quickly  as  built. 

Seven  years*  experience  has  taught  our 
engineers  how  to  build  the  Vitaphone 
right    "Moral":  Use  the  Vitaphone. 

Export  Distributors 
CRAMER  EXPORT-IMPORT  CORP. 
143  Liberty  Street  New  York  City,  N.  Y. 


NATIONAL 


CORPOeAVON 

PLAINFIELD,  N.  J.  ^ 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


163 


NEW  ORLEANS  IS  BUSY 
DESPITE  INTERRUPTIONS 


Getting  the  Best  of  Transportation  Difficulties 
— Many  New  Dealers  Appointed — Caruso 
Scores  in  Concert — Desire  to  Help  Shippers — 
Victrolas  Donated  in  Music  Memory  Contest 
— J.  D.  Moore  at  Convention — News  of  Month 


New  Orleans,  La.,  July  7. — With  a  street  car 
and  electric  power  and  light  tie-up  threatening 
the  city  because  of  a  menacing  strike,  the  talk- 
ing machine  business  continues  as  though  noth- 
ing but  warm  weather  was  present  to  hinder  it. 
All  houses  report  very  good  business.  There 
are  the  usual  vacations  of  employes.  Transpor- 
tation difficulties  seem  to  be  of  less  consequence 
and  all  retailers  and  distributors  are  getting 
more  records  and  machines  than  at  any  time  in 
the  last  six  months.  Some  are  even  able  to  ac- 
cumulate a  little  surplus,  but  they  are  not  brag- 
ging, because  one  or  two  delayed  shipments 
would  wipe  it  out. 

The  Edison  branch  reports  it  is  getting  ship- 
ments within  eleven  days  and  formerly  it  had 
to  wait  as  long  as  sixty  days  frequently. 

Miss  C.  Bienvenu,  of  Collins  Piano  Co.'s  talk- 
ing machine  department,  left  July  3  for  the  Vic- 
tor salesmanship  class  at  Camden,  N.  J. 

New  dealers  in  the  Edison  line  who  signed 
contracts  last  month  are:  Lumberton  Drug 
Co.,  Lumberton,  Miss.,  and  the  Walker-Clower 
Drug  Co.,  Biloxi,  Miss.  L.  T.  Donnelley  and  A. 
Schreiber,  manager  and  assistant  manager  of 
the  Edison  branch,  expect  to  be  in  Chicago  to 
attend  the  Edison  caravan  convention  July  12 
and  13. 

A.  B.  Creal,  manager  of  the  Columbia  branch, 
left  New  Orleans  June  28  for  New  York  to  at- 
tend a  conference  at  the  main  office.  He  was 
accompanied  by  E.  L.  Estes  and  W.  W.  Twigg, 
salesmen,  who  went  on  to  Bridgeport,  Conn.,  to 
visit  the  Columbia  factories.  Robert  Moran,  of 
the  Baton  Rouge,  La.,  Music  Co.,  and  L.  C. 
Wicks,  of  the  Hammond  Way  Furniture  Co., 
Hammond,  La.,  were  visitors  at  the  Columbia 
branch  during  the  month. 

New  Columbia  dealers  in  the  New  Orleans 
territory  are:  Folse  &  Wade,  Oak  Ridge,  La.; 
Grantham  Bros.,  Gatsville,  Miss.;  Palace  Store, 
Ruston,  La.;  Jennings  Furniture  Co.,  Jennings, 
La.;  Cannon  Drug  Co.,  Magee,  Miss.;  L.  H. 
Conard  Furniture  Co.,  Demopolis,  Ala.,  and  Fish 
Drug  Co.,  Monticello,  Ark.  They  will  receive 
their  premier  orders  the  first  of  the  month. 

The  Maison  Blanche  department  store  reports 
it  is  selling  more  period  designs  of  Brunswicks, 
Columbias  and  Victrolas  than  usual. 

The  Louisiana  Railroad  Commission  has  sent 
queries  to  many  shippers  asking  them  if  the  ex- 
press service  in  the  State  has  been  satisfactory 
and  if  not,  in  what  way  it  has  been  displeasing. 
This  questioning  was  done  with  the  idea  of  mak- 
ing the  express  companies  provide  more  equip- 
ment and  labor  to  handle  shipments. 

Three   Victrolas   and   a   number  of  records 


Phonographs  and  Show    Window   Record  Stands 


These  Show  Window  Record  Standa  will  increase 
your  Sales  on  records  and  help  you  make  attractive 
window  displays.  Send  for  Dealers'  Price. 

Tfl£  OSCAR  ONKEN  CO.,     6651  4th  Street,  Cincianati,  0. 


were  donated  by  Philip  Werlein,  Ltd.,  Victor 
distributor  in  the  New  Orleans  territory,  and 
Dugan  Piano  Co.  and  Collins  Piano  Co.  to  the 
winners  last  month  of  a  public  school  music 
memory  contest,  under  the  direction  of  Miss 
Mary  Conway,  supervisor  of  music  in  the 
schools. 

Caruso,  the  famous  Victor  and  operatic  star, 
gave  a  concert  to  a  packed  house  in  New  Or- 
leans June  26  and  it  was  unquestionably  the 
great  event  of  the  musical  season.  He  was  in 
great  voice.  The  call  for  Victor  records  at  all 
the  stores  before  the  concert  indicated  that  the 
public  desired  to  "check  up"  on  the  great  tenor, 
and  after  the  concert  the  purchases  were  in 
greater  quantity. 

B.  G.  Powell,  manager  of  the  talking  machine 


and  player  roll  department  of  Maison-Blanche, 
recently  underwent  a  serious  operation. 

A  school  Victrola  has  been  furnished  Loyal 
University  Summer  school  by  Werlein's. 

Edgar  Newman,  of  Maison-Blanche,  the  mem- 
ber of  the  firm  who  takes  quite  an  interest  in 
the  talking  machine  department,  left  June  24  for 
three  months'  rest  in  White  Mountains,  N.  H. 

Mr.  Castleman,  of  the  Victor  Co.,  was  a  re- 
cent visitor  in  New  Orleans. 

J.  D.  Moore,  manager  of  the  wholesale  Vic- 
tor department  of  Philip  Werlein,  Ltd.,  attended 
the  Victor  jobbers'  convention  in  Atlantic  City. 
He  was  to  return  via  Toledo,  O.,  his  former 
home.  Parham  Werlein,  president  of  the  firm, 
spent  one  or  two  days  at  the  convention,  also, 
but  returned  sooner  than  Mr.  Moore. 


NEWS  FROM  THE  NATIONAL  CAPITAL 


Harry  C.  Grove  Celebrates  25th  Anniversary 
of  Entrance  Into  the  Trade — New  Vocalion 
Agencies  Recorded — Improvements  in  Stores 


Washington,  D.  C,  July  6. — A  great  majority 
of  the  talking  machine  dealers  in  the  National 
Capital  expressed  themselves  as  being  well  sat- 
isfied with  business  conditions  in  general.  Ma- 
chines and  records  are  coming  through  from 
the  factories  in  increasing  quantities,  and  al- 
though Washington's  population  drops  ofifs  ma- 
terially in  the  summer  for  obvious  reasons,  the 
demand  is  keeping  up  surprisingly  well. 

Harry  C.  Grove  celebrated  the  twenty-fifth 
anniversary  of  his  entrance  into  the  phonograph 
business  last  week.  Mr.  Grove  left  the  employ 
of  the  Washington  city  post  office  to  work 
with  the  Columbia  Phonograph  Co.,  located 
at  that  time,  in  Pennsylvania  avenue  between 
Ninth  and  Tenth  streets.  This  quarter  of  a 
century  spent  in  dealing  with  phonograph  rec- 
ords has  placed  him  in  a  position  where  his 
opinion  carries  considerable  weight.  So,  when 
Mr.  Grove  says  that  the  best  selling  records  he 
carries  are  "Rail-road  Blues,"  a  jazz  record, 
and  "Baby  Mine"  and  "Mammy  Song"  sung  by 
Lucy  Gates,  they  must  be  interesting. 


Charles  A.  Watson,  general  sales  manager 
of  the  wholesale  department  of  the  Vocalion 
branch  of  De  Moll  &  Co.,  has  just  returned 
from  a  trip  to  the  South.  Agencies  for  the 
Vocalion  have  been  placed  with  W.  P.  Moore, 
Bishopville,  S.  C;  the  Callaway  Department 
Store,  La  Grange,  Ga.;  F.  E.  Morgan,  Richland, 
Ga.;  and  with  Dr.  D.  P.  Bushong,  of  Wash- 
ington, D.  C. 

Mr.  Watson  will  attend  the  convention  of 
Aeolian-Vocalion  traveling  salesmen  to  be  held 
in  New  York  City  the  week  of  July  12. 

Ansell,  Bishop  &  Turner,  Inc.,  are  being 
complimented  upon  the  rearrangement  of  their 
store,  which  has  just  been  completed.  The  front 
room,  previously  occupied  as  a  salesroom  for 
Victrolas,  now  contains  the  counters  for  the 
sale  of  records.  The  cashier  has  been  placed 
nearer  the  door.  Victrolas  are  now  displayed  on 
the  mezzaine  floor. 

They  have  placed  electric  fans  in  each  of 
their  twenty-five  phonograph  booths.  All  of 
the  instruments  in  the  booths  are  now  equipped 
with  the  Motrola,  which  obviates  the  necessity 
of  constant  winding  of  the  motors. 

McHugh  &  Lawson,  agents  for  the  Pathe 
phonograph,  report  that  business  in  records  has 
shown  vast  improvement  during  the  past  two 
weeks. 


ForVictor  Service 

PhilipWerlein  .Ltd. 

OF  New  Orleans 
The  Leading  Southern  Wholesalers 


164 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


TWIN  CITY  ASSOCIATION 
NOW  BEING  DEVELOPED 


Meeting  in  Minneapolis  Results  in  Formation 
of  Tentative  Association — To  Attend  Edison 
Convention  —  Beckwith-O'Neill  Co.'s  New 
Quarters — Opening  of  Benson's  New  Store 


Minneapolis  and  St.  Paul,  Minn,  July  7. — 
Preliminary  action  toward  the  formation  of  a 
Twin  City  association  of  retail  talking  machine 
dealers  was  taken  at  a  gathering  of  Columbia 
dealers  held  June  29  at  the  Northwestern  head- 
quarters of  the  Columbia  Graphophone  Co.,  18 
North  Third  street,  Minneapolis.  There  were 
some  twentj'-five  dealers  present  and  they  were 
called  together  to  discuss  the  advisability  of 
adopting  a  rule  providing  for  the  collection  of 
interests  on  deferred  paj'ments  on  goods  sold  on 
instalment  plans.  It  soon  developed  that  any 
rule  might  soon  become  ineffective  unless  sup- 
ported by  some  authority  and  the  only  avail- 
able authority,  it  was  apparent,  could  only  be 
vested  in  an  association  of  the  dealers  them- 
selves. All  present  promptly  agreed  to  become 
members  of  an  association  and  to  abide  by  its 
rules.  A  committee,  consisting  of  Robert  O. 
Foster  and  P.  Benson,  Minneapolis;  Stewart 
McLeod,  of  the  Emporium  and  W.  J.  Simpson, 
Peyer  Music  Co.,  St.  Paul,  were  delegated  to 
enlist  all  the  talking  machine  dealers  in  the 
movement.  The  present  understanding  is  that 
membership  will  be  limited  to  dealers  in  talk- 
ing machines  and  phonographs. 

Nearly  a  hundred  Northwestern  dealers  will 
attend  the  great  Edison  convention  in  Chicago 
July  12-13.  They  will  assemble  in  Minneapolis 
and  will  leave  July  11  in  special  Pullmans  on 
the  famous  Pioneer  Limited.  The  Minnesota 
Phonograph  Co.  will  take  with  it  as  special 
guest  the  saleslady  making  the  best  record  for 
thirty  days  ending  July  9. 

Edison  business  in  the  Northwest  is  reported 
a;-  highly  satisfactory  by  Laurence  H.  Lucker, 
the  jobber  and  general  distributor.  Wholesale 
orders  are  good,  retail  sales  are  good,  collections 
are  good  and  the  prospects  are  good,  and  that's 
about  all  the  goodies  a  commercial  house  rea- 
sonably can  demand. 

Within  thirty  days  the  wonderful  Victor  head- 
quarters in  Minneapolis  of  the  Beckwith- 
O'Neill  Co.,  16-18  South  Sixth  street,  will  be 
shipshape  and  it  will  be  a  sight  worth  seeing 
to  talking  machine  men.  The  decorative  effec  s 
and  color  tints  are  dainty  and  delicate  enough 
for  a  ladies'  boudoir  and  the  vista  of  the  office 


H.  J.  Smith  Laboratories 

Jewel  Manufacturer 


executive  offices, 

FINISHING  and 
RECORDING 
LABORATORY  JEWELS 


Plant  No.  1 

833  Broad  Street 

Telephone  2896  Market 

NEWARK,  N.  J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant  No.  2 

5472  Franklin  St. 
NEWARK,  N.  J. 


Manufacturer  of 

Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Labor- 
atory Jewels — Rough  Diamond — Diamond  Powder — Experimental  Work. 
Jewels  manufactured  for  all  talking  machine  records.  Consulting  Specialist 
on  all  experiments  relating  to  any  new  recording  grooves.  Recording 
problems  satisfactorily  worked  out. 


with  surrounding  booths  ,is  about  as  different 
from  the  general  impression  of  a  jobbing  house 
as  could  well  be  devised.  Victor  dealers  in  the 
Northwest  are  leading  a  more  complacent  life 
than  was  vouchsafed  them  in  1919  and  while 
normal  conditions  hardly  prevail  they  have  not 
nearly  so  many  things  to  annoy  and  disconcert 
them  as  formerly. 

One  of  the  interesting  events  of  the  past  week 
was  the  formal  opening  of  the  P.  Benson  Music 
Co.'s  enlarged  store.  Several  hundred  patrons 
and  friends  visited  the  place  and  showered  the 
beaming  proprietor  with  compliments  for  his 
fine  establishment.  John  J.  Roden,  Victor  man- 
ager for  the  Dayton  Co.,  on  his  return  from  the 
Victor  school  gave  it  unstinted  praise,  because 
of  the  highly  useful  and  practical  nature  of  the 
course  of  instruction.  F.  M.  Hoyt,  of  the  Beck- 
with-O'Neill Co.,  who  accompanied  Mr.  Roden, 
remained  in  the  East  to  take  part  in  the  Atlantic 
City  convention. 

Gladys  Hutchins,  Victor  manager  for  Davis 


YAZOO  RIVER  RED  GUM 


Specials  for  prompt  shipment: 


5 

carloads 

2" 

1st 

and  2nds  Plain  Red  Gum. 

5 

carloads 

2" 

No. 

1  Common  Plain  Red  Gum. 

5 

carloads 

2" 

1st 

and  2nd  Qrtd.  Red  Gum. 

5 

carloads 

2" 

No. 

1   Common  Qrtd.  Red  Gum. 

10 

carloads 

2J4" 

No. 

1   Common  and  Better  plain  and  Qrtd.  Red  Gum- 

8 

carloads 

3" 

No. 

1   Common  and  Better  plain  &  Qrtd.  Red  G'in> 

8 

carloads 

\%" 

No. 

1   Common  Plain  Red  Gum. 

2 

carloads 

1st 

and  2nd  Qrtd.  Red  Gum. 

5 

carloads 

I'/4" 

No. 

1  Common  Qrtd.  Red  Gum. 

3 

carloads 

1^" 

No. 

1   Common  Sap  Gum. 

7 

carloads 

1" 

No. 

1   Common  Qrtd.  Red  Oak. 

5 

carloads 

1" 

No. 

1    Common  Qrtd.  White  Oak. 

Our  Red  Gum  is  of  soft  texture  and  rich,  dark  color.    Specially  manufac- 
tured and  seasoned. 

Send  us  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PROETZ  LUMBER  CO. 

3400  Hall  St.,  St.  Louis,  Mo. 


&  Rubin,  has  returned  from  a  rather  prolonged 
visit  with  her  family  in  Oregon. 

Victor  business  with  the  Powers  Mercantile 
Co.  is  excellent.  Manager  Culp  states  that  every 
month  of  1920  shows  a  steadj'  increase  over  the 
totals  for  the  corresponding  months  of  1919. 

There's  not  a  kick  in  the  entire  Northwestern 
establishment  of  the  Columbia  Co.,  declares 
Manager  W.  L.  Sprague.  The  travelers  are 
sending  in  goodl}-  orders  and'  fine  crop  reports. 
The  stock  of  instruments  and  records  is  the 
largest  in  the  history  of  the  house  and  there  is 
ever)^  indication  of  a  continuance  of  fine  business 
from  now  until  after  the  holidaj'S. 

Considerable  adv-ertising  is  being  done  in  the 
Twin  City  dailies  by  the  Vitanola  Talking  Ma- 
chine Co.  from  the  executive  offices  in  Chicago. 
There  are  eight  Vitanola  dealers  in  Minneapolis 
and  three  in  St.  Paul. 

George  A.  Mairs,  head  of  the  Victrola  depart- 
ment, W.  J.  Dyer  &  Bro.,  after  attending  the 
convention  in  Atlantic  City,  has  scheduled  to 
have  a  long,  earnest  and  heartfelt  talk  with  the 
moguls  of  the  Victor  Co.  anent  large  and  fre- 
quent shipments  of  Victrolas  and  records.  W. 
J.  Dyer  &  Bro.  could  do  a  monster  Victor  busi- 
ness if  they  could  get  all  the  goods  needed. 


SAPPHIRES 

IMPORTED 


BALLS 

20  c.  each 
16  c.  in  dozen  lots 
13  c.  in  hundred  lots 
I  2  c.  in  thousand  lots 


POINTS 
20  c.  each 
1 8  c.  in  dozen  lots 
15  c.  in  hundred  lots 
1  3  'i  c.  in  thousand  lots 


942  MARKET  STREET 
SAN  FRANCISCO.  CAL. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


165 


REMINGTON  PHONOGRAPH  CORPORATION 


Philo.  E.  Remington 

President 


1662-64-66  BROADWAY 
NEW  YORK,  U.  S.A. 


James  S.  Holmes 

Vice-Pres.  &  Gen.  Mgr. 


166 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


The  Graduola  Feature  of 

The  Aeolian-Vocalion 

pe:rmlts 

Personal  Interpretation 

and  gratifies  the  Creative  Musical  Instinct  which 
every  normal  human  being  possesses  to  some  extent 


Playing  an  AEOLIAN-VOCALION  with  the  Graduola 


THE  GRADUOLA  is  one  of  several  HpHE  NEW  (lateral cut)  Vocalion  Records 

features  which  combine  to  make  the  A    are  the  result  of  the  Aeolian  Company's 

Aeolian-Vocalion  a  distinctive  phonograph  unparalleled  corps  of  scientific  and  musical 

and  which  are  selling  points  that  a  live  engineers, 
dealer  must  recognize. 

The  AEOLIAN-VOCALION  and 
VOCALION  RECORDS 

Present  today  the  finest  in  phonograph  manufacture.    There  is  no  question 
of  the  excellence  of  these  instruments  or  of  the  fidelity  with  which  Vocalion 
Records  repeat  the  singing  and  playing  of  the  Artists 

FOR  FURTHER  INFORMATION  WRITE 

STONE  PIANO  COMPANY 

MINNEAPOLIS,  MINNESOTA  FARGO,  NORTH  DAKOTA 

STONE  BUILDING  STONE  BUILDING 

DISTRIBUTORS  FOR 

Minnesota  North  and  South  Dakota  Montana 

Western  Wisconsin  and  Upper  Michigan 


Jobbers  of  the  CELEBRATED  MeL-O-DEE  RolLS 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


167 


VERY  LITTLE  DROPPING  OFF  OF  BUSINESS  IN  BUFFALO 

General  Public  in  That  City  Still  Remains  Free  With   Money — Goold   Bros.   Open   New   Store  in 
Niagara   Falls — Many   Dealers   Remodeling  and  Improving  Quarters — General  News 


Buffalo,  N.  Y.,  July  5. — Prosperity — an  over- 
worked term  during  the  past  few  years — is  a 
feature  of  Buffalo's  talking  machine  trade  this 
Summer.  In  fact  the  same  condition  may  be 
noted  in  many  other  lines.  Despite  the  warning 
given  by  the  Government  and  the  banks  that 
the  people  should  save  for  "the  lean  days  that 
are  sure  to  come"  the  working  people  continue 
to  spend  money  with  a  lavish  hand,  with  no  ap- 
parent fear  of  the  future.  In  fact  people  in 
nearly  all  walks  of  life  are  following  the  same 
course.  The  Buffalo  public  simply  refuses  to 
become  tight-fisted,  so  tliat  talking  machine  sales 
in  this  city  are  very  satisfactory.  Within  the 
past  few  weeks  local  workmen  have  recovered 
from  their  vernal  restlessness  and  are  showing  a 
great  tendency  to  stay  on  the  job.  This  stead- 
iness in  industrial  circles  has  produced  a  cor- 
responding evenness  in  the  volume  of  sales  at 
the  city's  talking  machine  shops.  Generous 
contributions  to  tiiis  trade  have  been  given  by 
quite  an  army  of  newlyweds.  There  were  so 
many  members  of  this  class  here  in  June  that 
they  were  described  by  a  local  newspaper  as  "a 
solid  phalanx  of  bridal  couples  bound  for  Hap- 
pyland." 

A  large  electric  sign,  bearing  the  Columbia 
emblem,  has  been  placed  in  front  of  the  Koenig 
Piano  Co.'s  store.  Albert  F.  Koenig,  Jr.,  twelve 
years  old,  is  an  energetic  worker  in  the  record 
department  on  Saturdays.  He  has  a  taste  for 
good  music  and  has  a  number  of  fine  sales  to 
his  credit. 

Buffalo's  population  has  just  passed  the  half 
million  mark,  having  shown  an  increase  of  19.6 
per  cent  in  the  past  ten  years.  The  talking 
machine  trade  has  kept  pace  with  this  expansion. 
The  list  of  talking  machine  dealers  has  increased 
considerably  since  the  last  census  was  taken  in 
1910.  The  merchants  who  have  stuck  to  their 
posts  have  forged  ahead  satisfactorily. 

Goold  Bros,  recently  opened  a  new  piano  and 
talking  machine  store  at  Niagara  Falls  under 
the  management  of^  Gordon  Cattley,  in  the  em- 
ploy of  Robert  L.  Loud  for  twelve  years.  The 
record  section  of  Goold  Bros.'  store  at  Main 
and  Utica  streets,  Buffalo,  is  in  charge  of 
Arthur  Rice,  who  served  Uncle  Sam  in  France. 
Edward  Williams,  salesman,  is  planning  a  two 
months'  vacation.  William  Goold,  father  of 
Goold  Bros.,  expects  to  return  in  August  from 
his  journey  to  England. 

Frank  Schuler  and  B.  Frank  Harrington,  man- 
ager of  the  Schuler  store,  recently  returned  from 
a  successful  fishing  trip  to  a  point  several  miles 
north  of  Toronto,  Ont. 

Miss  Margaret  Hatten,  in  charge  of  the  rec- 
ord section  of  the  Hoffman  Piano  Co.,  is  boom- 
ing business  there.  Charles  F,  Hoffman,  presi- 
dent, and  R.  E.  Smith,  salesman  for  the  firm, 
are  active  members  of  the  Claremont  Tennis 
Club. 

Improvements  are  about  completed  at  William 
Turner's  new  store  at  Main  and  Utica  streets. 


Mr.  Turner  has  added  the  Starr  talking  ma- 
chines and  Gennett  records  to  his  stock. 

John  Schuler,  who  handles  the  Sonora,  Co- 
lumbia and  Brooks  lines,  has  the  following  sales- 
men boosting  his  sales:  Messrs.  Marsh,  Woods, 
Nevils,  Johnson  and  Ballou.  The  latter  was 
recently  with  the  Columbia  Co.  of  Boston.  Mr. 
Marsh,  who  covers  the  country,  reports  un- 
usually good  times  there. 

Charles  Hereth,  who  features  the  New  Edison, 
has  returned  from  a  pleasure  and  business  trip 
to  Toledo,  O.  Mr.  Hereth  is  living  at  his  Sum- 
mer home  near  Bowmansviile,  where  he  grows 
potatoes  as  a  pastime. 

Stephen  T.  Lockwood,  federal  attorney,  has 
appointed  E.  J.  Hengerer  of  the  William  Hen- 
gerer  Co.,  Victor  dealers,  as  a  member  of  Buf- 
falo's business  men's  advisory  committee.  The 
members  are  helping  Uncle  Sam  in  an  anti- 
profiteering  campaign. 

"The  freight  conditions  arc  very  bad,"  accord- 
ing to  a  representative  of  the  talking  machine 
trade.  Information  on  the  same  subject  was 
recently  given  out  at  a  regular  meeting  of  the 
transportation  committee  of  the  Buffalo  Cham- 
ber of  Commerce.  It  was  stated  that  an  em- 
bargo more  sweeping  than  the  one  placed'April 
9,  when  the  switchmen  tied  up  the  freight  termi- 
nals, has  been  put  in  force  by  the  New  York 
Central. 

In  spite  of  these  handicaps  W.  D.  and  C.  N. 
Andrews  recently  received  a  shipment  of  goods 
from  the  Victor  factory  on  record  time.  The 
freight  car  containing  this  merchandise  left 
Camden,  N.  J.  on  a  Monday  night  and  arrived 
in  Buffalo  at  about  5  o'clock  on  the  following 
Wednesday  afternoon.  To  bring  about  this 
service  the  Buffalo  firm  had  a  representative 
in  the  East  to  get  the  car  started  and  to  see 
that  it  wasn't  delayed  for  an  indefinite  period 
on  the  way  to  this  city. 

F.  E.  Russell,  manager  of  J.  N.  Adam  & 
Co.'s  talking  machine  department,  reports  that 
the  record  recitals  at  that  store  will  be  re- 
sumed in  the  fall.  He  is  receiving  many  in- 
quiries regarding  these  popular  programs.  "The 
Victor  and  Columbia  companies  supply  us  with 
the  best  of  record  service,"  he  said.  "Our  sales 
have  shown  a  100  per  cent  increase  in  the  past 
year." 

R.  C.  Hudson,  president  and  general  manager 
of  J.  N.  Adam  &  Co.  for  the  past  seven  years, 
has  resigned  that  position  for  a  very  much 
needed  rest.    His  successor  is  Alfred  J.  Jennings. 

A  complete  line  of  foreign  records,  the  product 
of  the  Columbia  Co.,  is  featured  at  the  Winegar 
Co.'s  branch  store  at  935  Broadway. 

Mr.  and  Mrs.  C.  N.  Andrews  attended  the 
recent  convention  of  Victor  jobbers  at  Atlantic 
City. 

L.  K.  Scott,  manager  of  the  William  Hen- 
gerer Co.'s  Victrola  department,  has  thoroughl}^ 
recovered  from  a  recent  illness,  which  confined 
him  to  his  home  for  six  weeks. 


No.  8 


AMERICAN 

The  American  line  will 
bring  you  success.  Nine 
models  made  in  the  pop- 
ular finishes. 
Also  Cabinets  in  quantities. 

Write  for  Catalog. 

American  Phonograph  Co. 

17  No.  Ionia  Ave.,  Grand  Rapids,  Mich. 


No.  II 


WARNING 


WALL  KANE  STEEL  NEEDLES 
are  the  standard  trade-marked  needles 
of  the  phonograph  industry.  Like  any 
article  that  is  a  proven  success,  WALL 
KANE  STEEL  NEEDLES  are  being 
imitated. 

The  genuine  WALL  KANE 
NEEDLES  are  manufactured  by  in- 
tricate, chemical  processes,  and  we 
guarantee  them  to  possess  the  quality 
of  playing  ten  records  perfectly,  the 
last  one  as  well  as  the  first. 

Every  WALL  KANE  NEEDLE  is  a  great 
improvement  of  the  highest  grade  steel 
needles  of  American  manufacture,  abso- 
lutely uniform  in  temper,  length  and  taper. 
You  may  line  up  any  number  of  any  of 
the  three  grades  of  WALL  KANE 
NEEDLES  and  you  will  find  the  above 
statement  to  be  correct. 

The  point  of  the  needle  is  greatly  improved 
in  the  WALL  KANE.  Ordinary  steel 
needles,  owing  to  their  fibrous  structure, 
flatten  out  readily  and  bring  more  and  more 
of  the  grain  of  the  steel  in  contact  with  the 
record  grooves.  The  point  of  the  WALL 
KANE  NEEDLES  is  treated  by  various 
chemical  processes,  several  coatings  being 
placed  on  it,  thereby  creating  a  layer  of 
soft  material  that  will  not  wear  off  until 
at  least  3,000  revolutions  are  made  and  thus 
does  not  permit  the  grain  of  the  steel  to 
come  into  contact  with  the  record  grooves. 

This  material  placed  on  the  point,  is  softer 
than  steel  and  such  that  it  will  greatly 
benefit  the  record,  minimize  the  scraping 
sound,  prolong  the  life  of  the  record  and 
play  it  better. 

Any  instrument  or  record  will  show  off 
best  when  WALL  KANE  NEEDLES  are 
used. 


Guaranteed  to  play 
'  10  Records 

ON  ANT  Phonograph 


PRotrectYoiK, 

RECORDS 

By  Using 


BEWARE  OF  IMITATIONS 


This  liatitlsome  metal  enamel  display  stand  holds  60 
packages.  2  doz.  extra  loud,  I  doz.  medium,  and  2  doz. 
loud;  pach  package  containing  50  WALL  KANE 
NEEDLES,  retailing  for  15c.  Price  of  Stand  to  dealers, 
$4  60;  $4  90  Far  West.  Single  packages,  7V2c;  8c  in 
the  Far  West. 

Attractive  display  containers,  each  holding  100  packages 
of  a  kind  of  WALL  KANE  Needles,  cost  the  dealer 
$7.50;  $8.00  in  the  Far  W«st. 

SOME    JOBBING     TERRITORY    STILL  OPEN 


Progressive  Phonographic  Supply  Co.,  Inc. 

145  West  45th  Street,  New  York 


168 


THE    TALKING   MACHINE  WORLD 


July  15,  1920 


CINCINNATI  STOCKING 
TO  MEET  FALL  DEMANDS 


Interesting  Review  of  Trade  Conditions — May 
Form  Association — Phonograph  Co.'s  New 
Business  Home — Progress  of  Ohio  Talking 
Machine  Co.  —  Vocalion  Expansion  —  Stock 
Conditions  Being  Relieved — News  of  Month 


Cincinnati,  O.,  July  3. — For  the  time  being  there 
is  a  lull  in  the  market  of  the  Middle  West. 
This,  in  a  way,  is  appreciated'  by  the  talking  ma- 
chine manufacturers  and  dealers  since  it  gives 
both  a  chance  to  stock  up  in  anticipation  of  the 
business  later  in  the  Fall. 

That  the  trade  believes  this  condition  will 
prevail  is  shown  by  the  attitude  of  the  various 
houses  which  are  grabbing  all  material  possible 
and  placing  it  in  storage.  In  some  instances 
the  sj'stems  of  the  houses  have  been  rearranged 
so  as  to  care  for  a  warehouse  plan,  the  merchants 
evidently  having  little  faith  in  a  genuine  restora- 
tion of  normal  shipping  conditions  for  a  year 
or  more. 

An  instance  of  this  is  the  remodeling  work 
just  completed  by  Wm.  R.  Graul,  Government 
Square,  now  handling  the  Crystola,  who  has 
installed  four  demonstrating  booths.  It  cost  a 
little  money,  Mr.  Graul  said,  but  it  will  place 
his  business  away  from  the  worries  of  shortage 
of  stock. 

A.  M.  Abbott,  of  the  Abbott  Piano  Co., 
Seventh  and  Elm  streets,  wants  to  get  in 
touch  with  every  phonograph  merchant  in 
Hamilton  county  and  across  the  river,  with  a 
view  of  forming  an  association  which  is  to  be 
allied  with  the  Music  Industries  of  Cincinnati. 
Mr.  Abbott  is  some  dealer  in  phonographs  him- 
self so  the  merchant  of  long  standing  will  not 
be  meeting  with  a  novice  when  he  files  his 
membership  application.  He  was  recently 
elected  president  of  the  local  organization,  the 
object  of  which  is  to  promote  business  harmony 
and  permit  competitors  to  have  an  opportunity 
of  meeting  each  other  occasionally  and  thereby 
learning  that  "they  are  not  such  bad  fellows 
after  all."  "This  movement,"  Mr.  Abbott  said, 
"will  enable  the  individual,  through  an  organiza- 
tion, to  protect  his  business  interests.  No  one 
chap  can  make  as  loud  a  protest  as  the  associa- 
tion." Therefore,  brethren,  get  busy  and  make 
j^ourself  known  to  Mr.  Abbott. 

Manager  Oelman,  of  The  Phonograph  Co., 
dealing  in  the  Edison,  spent  the  Fourth  of 
July  in  superintending  the  arrangement  of  his 
new  business  home,  on  two  floors  of  214  West 
Fourth  street.  That  Mr.  Oelman  expected  to 
make  the  change  three  and  four  months  ago  is 
neither  here  nor  there  at  this  time.  Labor  had 
some  ideas  on  the  subject,  not  because  of  the 
owner  or  the  tenant  but  wage  questions  in 
general.  Anyhow,  Mr.  Oelman's  office  com- 
menced to  make  the  new  move  on  Thursday  and 
before  the  month  is  well  advanced  he  expects 
to  make  his  following  happier  than  it  has  been 
in  months  bv  reason  of  better  deliveries.  He 


PRESERVE  PHONOGRAPH  RECORDS 


WITH  A 


46 


TONAR 


99 


TRADE  MARK 


RECORD  BRUSH 

Our  special  treatment  not  only  lemoves  the  dust  but  lubricates  the  record  so  as  to  bring  out  the  most 

delicate  tone  qualities 

It  Not  Only  Cleans  the  Records  But  Preserves  the  Tone 


RETAIL  PRICE.  FIFTY  CENTS 


PARKS  &  PARKS,  Inc. 


TROY,  N.  Y. 


New  York  Office,  C.  E.  Peabody  &  Co.,  1S6  Greenwich  St. 


expects  to  take  at  least  two  special  car  loads 
of  merchants  to  the  Edison  convention,  to  take 
place  in  Chicago,  July  12  and  13. 

Manager  T.  Sigman,  of  the  Victor  depart- 
ment of  the  Rudolph  Wurlitzer  Co.,  accompa- 
nied by  Mrs.  Sigman,  attended  the  Victor  con- 
vention this  past  week  at  Atlantic  City. 

The  Ohio  Talking  Machine  Co.,  now  run- 
ning in  fairly  good  shape,  is  not  quite  able  to 
meet  the  demands  of  the  trade  for  Victor  sup- 
plies so  the  corporation  has  adopted,  for  the 
time  being,  a  policy  of  equal  distribution  which 
is  expected  to  meet  with  approval  from  the 
merchants  until  shipping  conditions  are  better. 
A.  H.  Bates,  vice-president,  stayed  on  the  job, 
seeing  to  the  prompt  distribution  of  the  July 
supplement,  while  W.  T.  Haddon,  president, 
represented  the  companj'  at  the  convention  of 
Victor  jobbers. 

The  Starr  Piano  Co.'s  Cincinnati  branch  is  shy 
on  medium  priced  materials,  due  to  the  Rich- 
mond (Ind.)  factory  being  unable  to  meet  the 
demands  of  the  trade. 

Dan  Stevens  is  happy  over  the  manner  in 
which  the  Vocalion  is  being  placed  on  the  map 
of  the  Middle  West  through  the  Cincinnati 
office.    Mr.  Stevens  said: 

"Seeing  the  importance  of  stocking  up  now 
for  the  Fall  business  the  dealers  are  begin- 
nmg  to  place  their  Fall  orders.  The  present 
demands  from  the  dealers  have  made  it  neces- 
sary  to   place   two   additional   wholesale  Vo- 


calion travelers  in  the  territory.  There  has  been 
quite  a  number  of  new  dealers  added  in  the  ter- 
ritory, one  of  the  most  important  being  the 
W.  C.  Moore  Co.,  Columbus.  This  concern  is 
going  into  the  talking  machine  business  in 
the  proper  manner  and  should  do  a  very  good 
business  in  the  Vocalion  way.  There  is  a 
number  of  large  deals  pending  at  present  which 
are  expected  to  be  closed  very  shortly.  The 
advance  in  record  prices  does  not  seem  to 
materially  decrease  d.emands  for  the  records  as 
the  dealers  are  writing  in  every  day  with  words 
of  praise  for  the  lateral  cut  record. 

"Stock  conditions  are  being  relieved  somewhat 
and   we   are   looking   for   shipments   to  come, 
through  promptly  in  the  near  future." 

The  Baldwin  Co.,  Cincinnati,  is  still  "up 
in  the  air"  so  far  as  a  phonograph  line  is  con- 
cerned for  the  new  store  adjoining  the  ware- 
room  on  West  Fourth  street.  The  addition  is 
virtually  complete,  but  the  phonograph  is  yet 
to  be  selected,  according  to  Lucien  Wulsin. 


W.  S.  MEFFORD  A  VISITOR 

W.  S.  Mefford,  prominent  Pathe  dealer  of 
Toledo,  Ohio,  accompanied  by  Mrs.  MefTord, 
spent  some  time  in  New  York  during  the  past 
month.  Mr.  and  Mrs.  MefTord  visited  Pathe 
headquarters  and  reported  that  their  business  in 
Toledo  was  "wonderful,"  with  a  very  bright  out- 
look ahead.  This  enterprising  dealer  has  a  rec- 
ord of  selling  ninetj'-four  Pathes  in  three  days. 


Deliveries  from  Stock  of  High-Grade  Low -Priced  Table  Machines 

THE   GREATEST   VALUES   ON   T.HE  MARKET 


WONDER  No.  15— All  metal  ma- 
chine, splendid  tone  quality,  cast 
iron  cabinet  and  cast  iron  frame 
motor.  Universal  tone-arm  playing 
all  records. 


WONDER  No.  23-Highly  polished 
mahogany  finished  cabinet,  all  cast 
iron  frame,  worm  gear  motor.  High- 
grade  Universal  tone-arm. 

Priced  from  $4.20  up 

Write  for  catalog  and  dealer's 
proposition 


WONDER  No.  23 


WONDER  No.  15 

WONDER  TALKING  MACHINE  CO.,  Inc.,  109  East  12th  St.,  New  York 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


i69 


IPdrtroia 


THE  PERFECT 

PORTABLE  PHONOGRAPH 


FOR  HOME  USE      FOR  OUTINGS 


A  PORTROIA 

"My  Records  Are  Inside" 


Plays  All  Records  With  Clear  Full  Tone 


Every  Machine  Guaranteed 

Built  like  an  elegant  traveling  case  with  LEATHER  CORNERS, 
ROUND  LEATHER  HANDLE,  SILK  GRILLE,  enclosed  cast  METAL 
HORN,  UNIVERSAL  TONE  ARM,  and  NEEDLE  REST;  CLIP  for 
holding  Tone  Arm  when  carried;  RECORD  COMPARTMENT  and 
NEEDLE-BARREL  for  carrying  needles. 

YOUR  CUSTOMERS  WILL  BE  PROUD  TO  OWN  THIS 
BEAUTIFUL  INSTRUMENT 

DISTRIBUTORS: 

Chicago,  111  Wade  Talking  Machine  Co.,  14-20  N.  Michigan  Ave. 

Dallas,  Tex  Sonora  Distributing  Co.  of  Texas 

Kansas  City,  Mo  Tri-State  Sales  Co.,  218  East  10th  St. 

Richards  &  Conover  Hardware  Co.,  5th  and  Wyandotte  St. 

Long  Beach,  Cal  Barnum's  Phonograph  Co.,  117  E.  Seaside  Blvd. 

Milwaukee,  Wis  A.  G.  Kunde,  516  Grand  Ave. 

New  York  City  Brown,  McManus  &  Co.,  51  E.  42nd  St. 

Cabinet  &  Accessories  Co.,  145  E.  34th  St. 

Portland,  Ore  The  M.  J.  Wax  Co.,  203-206  Fenton  Bldg. 

St.  Louis,  Mo   .Associated  Furniture  Manufacturers,  1209  Washington  Ave. 

St.  Louis  Phonograph  Sales  Co.,  620  Chestnut  St. 

Fairy  Phonograph  Lamp  Co.  of  Missouri,  5th  Floor,  Arcade  Bldg. 

Every  Enterprising  Dealer  Will  Fill  In  Blank  Below  and  Mail 
to  Nearest  Distributor  At  Once 


—  [TEAR  OFF  HERE]   m 


1920 


(Write  name  of  nearest  distributor.) 


(Address.) 

Gentlemen: 

Please  ship  at  once  by  express  f.  o.  b.  factory  Portrola-I  (double  spring  motor)  list 

price,  $45.00;  Portrola  II  (single  spring  motor)'  list  price,  $35.00.    It  being  understood 

that  I  am  to  receive  the  usual  dealer's  discount. 


170 


til 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


Edison  Amberola  Message  No.  8 


As  a  man  is  known  by  his  works,  so  is 
an  article  of  merchandise  judged  by  its  ability 
to  create  and  hold  public  demand. 


The  Diamond  Amberola  is  such  an 


ar 


tide. 


More  than  40  years  ago,  Thomas  A. 
Edison  invented  permanent  recording  of  sound. 
His  medium  was  the  cylinder  type  of  Phono- 
graph. This  type  gave  birth  to  the  Phono- 
graph industry. 

To-day,  the  cylinder  Phonograph — the 
Diamond  Amberola — is  still  the  acknowl- 
edged leader  in  the  medium-priced  Phono- 
graph field. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


171 


SOUTHERN  CALIFORNIA  TRADE  STILL  FEELS  PROSPERITY 

Lively  Meeting  of  Music  Trades  Association  in  Los  Angeles — City  Now  Largest  on  Coast — 200 
Per  Cent  Business  Increase  for  June  Reported — New  Dealers  Enter  the  Field 


Los  Angeles,  Cal.,  July  2. — In  spite  of  emphatic 
forecasts  to  the  contrary,  the  business  for  the 
month  of  June,  1920,  has  been  universally  good 
throughout  Southern  California  and  in  some 
cases  among  wholesalers  and  retailers  has  actu- 
ally surpassed  the  previous  months  of  this 
year.  Stocks  have  been  well  replenished  es- 
pecially as  far  as  instruments  or  machines  are 
concerned  and  although  the  record  situation  is 
still  far  from  the  desired  100  per  cent — or  for 
that  matter  70  per  cent — records  have  been 
arriving  in  much  larger  quantities  and  numbers 
received  have  included  many  of  the  old  favor- 
ites which,  conspicuous  by  their  absence  for  so 
long,  had  been  almost  given  up  in  despair. 
Music  Trades  Association  Meets 

The  regular  monthly  meeting  of  the  Music 
Trades  Association  of  Southern  California  was 
held  on  the  second  Tuesday  of  the  month  at 
Barker  Bros.  General  Manager  Boothe  of  the 
music  department  of  this  firm  arranged  for 
the  meeting  to  be  held  in  the  Senate  Chamber 
of  Barker  Bros.,  where,  as  it  is  well  known, 
industrial  democratic  systems  prevail.  There 
was  a  large  attendance  and  many  important 
matters  were  discussed.  There  was  also  a 
motion  made  with  regard  to  closing  of  stores 
at  1  P.  M.  on  Saturdays  throughout  July  and 
August.  Since  the  meeting  was  held,  the  lead- 
ing music  stores  of  Los  Angeles  have  decided 
to  adopt  this  plan. 

Remarkable  Increase  for  June 

The  phonograph  department  of  the  Piatt 
Music  Co.  showed  an  increase  of  nearly  200 
per  cent  over  the  corresponding  period  of  1919. 
Department  Manager  Walter  Evans  states  that 
this  is.  of  course,  partly  due  to  the  remodeling 
of  the  department  which  took  place  some 
months  ago,  but  he  attached  great  importance 
to  the  tremendous  efforts  which  the  sales  force 
have  put  forth  during  the  last  few  weeks,  actu- 


ated by  loyalty  to  President  B.  Piatt  as  much 
as  by  the  common  desire  to  "Go  over  the 
top."  The  Blue  Bird  phonograph  has  been 
especially  featured  together  with  Emerson  rec- 
ords. The  former  is  a  home  product  and  the 
latter  will  soon  have  a  branch  factory  in  Los 
Angeles. 

West  Seventh  Street  Extending 

Like  so  many  cities,  throughout  the  world  we 
might  say,  Los  Angeles  is  spreading  west.  That 
is  to  say,  particularly  via  West  Seventh  street. 
High  class  stores  continue  to  establish  them- 
selves further  and  further  to  the  west.  Rich- 
ardson's, Inc.,  with  a  huge  Victor  dog  at  the 
doorway,  bearing  the  legend  hanging  from  its 
collar,  "My  only  home  on  West  Seventh,"  is 
enjoying  good  and  increasing  business.  Mrs. 
W.  Hollenbeck,  who  is  well  known  in  talking 
machine  circles,  is  now  in  charge  of  the  record 
department. 

Huge  Increase  in  Population 

The  United  States  census  returns  show  that 
Los  Angeles  is  now  the  largest  city  in  the 
United  States  west  of  St.  Louis.  The  official 
figures  are  575,840,  an  increase  of.  80  per  cent 
since  1910.  Los  Angeles  has  for  a  long  time 
believed  that  a  census  of  her  talking  machines 
and  records  in  homes  and  on  the  floors  of  the 
music  stores  would  place  her  also  far  in  the  lead 
and  she  is  now  more  convinced  than  ever. 
New  Store  on  North  Main  Street 

The  American  Music  Co.  has  opened  new 
quarters  at  359  North  Main  street.  The  n^w 
store,  which  is  more  than  twice  the  size  cf  the 
old  one  at  367,  is  very  attractively  fitted  up  and 
decorated.  The  ten  record  demonstration  rooms 
are  finished  in  old  ivory  and  are  sound  proof 
in  construction.  Columbia,  ITdison  and  Victor 
are  carried. 

The  Lamphon  Co.  has  recently  opened  a  store 
at  721  West  Seventh  street,  where  they  are  sell- 


ing a  new  and  attractive  combination  phono- 
graph lamp.  The  general  agents  are  the  Hill 
Co. 

Remodeled  Phonograph  Department 

The  Barnes  Music  Co.  recently  remodeled 
its  store  at  231  South  Broadway.  The  talking 
machine  department  presents  an  unusually  at- 
tractive appearance  and  consists  of  a  number 
or  beautifully  furnished  sound-proof  rooms  with 
long  record  racks  in  the  rear  connecting  with 
each  booth. 

Attractive  Dance  in  Pasadena 

A  very  swell  affair  was  given  by  the  Han- 
cock Music  Co.  at  the  Maryland  Hotel  and  the 
young  people  of  Pasadena  enjoyed  the  dance 
given  in  their  honor  on  this  occasion  very 
greatly.  A  splendid  dance  orchestra  rendered 
charming  music  throughout  the  evening. 
Detroit  Man  Here 

G.  F.  Martin,  of  Grinnell  Bros.,  Detroit,  Vic- 
tor dealers  and  distributors,  spent  a  few  days 
recently  in  Los  Angeles,  in  order  to  visit  his 
mother,  who  resides  in  Los  Angeles. 

Columbia  Branch  Congratulated 

Local  Manager  .Stidham  of  the  Columbia  Co. 
has  received  a  letter  of  congratulation  from  Gen- 
eral Manager  Hopkins  on  the  June  business.  An 
increase  of  100  per  cent  was  made  over  June, 
1919,  and  also  over  May,  1920. 

Aeolian-Vocalion  Manager  in  Los  Angeles 

Pacific  Coast  Manager  Hull  of  the  Aeolian- 
Vocalion  was  a  recent  visitor  in  Los  Angeles. 
He  has  appointed  John  R.  Pickering  to  assist 
E.  R.  Darvill  in  the  Los  Angeles  territory. 
New  Record  Manager  at  Bartlett's 

W.  E.  Smith  has  been  appointed  manager  of 
the  record  department  under  Department  Man- 
ager V.  B.  Chatton  by  General  Manager  Searles. 


INDEPENDENT  CO.  INCORPORATES 


The  Independent  Talking  Machine  Co.,  New 
York,  has  incorporated  with  a  capital  of  $1  000- 
000.  The  incorporators  are  R.  Kanarek  S 
Hechler  and  C.  M.  Brouse,  240  Riverside  Drive, 
New  York  City. 


EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


PATENTED  MAY  13th,  1919 


In  designing  the  phonograph  that  you  manufacture  do 
you  realize  that  the  use  of  high  grade  sound  reproducing- 
mechanism  is  a  very  important  item? 

Have  you  ever  given  the  importance  of  the  throvrf  back 
feature  your  consideration? 

The  Empire  Tone  Arm  and  Reproducer  excels  in  every 
important  feature — 


1st,  on  appearance  alone  it  will  appeal  to  your  dealer 
customer  and  will  enable  him  to  interest  the  best  kind  of 
trade. 

2nd,  on  performance  it  will  reproduce  all  makes  of 
disc  records  at  their  best  and  will  bring  out  all  the  over- 
tones that  are  usually  lost. 

3rd,  mechanically  the  Empire  Tone  Arm  is  more  nearly 
perfect  than  any  other  tone  arm. 


WRITE  FOR  OUR  PRICES  AND  GIVE  US  AN  OUTLINE  OF    YOUR  REQUIREMENTS   FOR  1920 


THE  EMPIRE  PHONO  PARTS  COMPANY 

ADDRESS  ALL  INQUIRIES  TO  CHICAGO  OFFICE 
Sales  Office:  423  S.  Wabash  Avenue,  CHICAGO,  ILL. 
Factory:  1100  W.  9th  Street,  Cleveland,  Ohio 


172 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


PERSONAL  SERVICE 

The  members  of  our  Company  arc  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us  ? 

EXCLUSIVELY  WHOLESALE 

BADGER  TALKING-MACHINE  CO.  ifStelS"™! 

VICTOR  DISTRIBUTORS 


REVIEW  OF  CONDITIONS 

IN  MILWAUKEE  TRADE 


Demand  for  Records  Is  Extraordinary — Why 
Trade  Is  Not  Affected  by  Price-Cutting  Wave 
— Trade  Convention  September  1 — Kesselman- 
O'Driscoll  Co.'s  New  Home — Other  News 

Milwaukee,  Wis.,  July  10. — "We  are  selling 
everything  we  can  get,  but  we  are  not  getting 
everything  we  could  sell  if  we  had  it,"  might 
well  be  set  down  as  the  composite  expression 
of  retail  talking  machine  dealers  in  Milwaukee 
and  vicinity  in  answer  to  inquiries  concerning 
the  condition  of  business.  Although  the  demand 
for  instruments  is  not  quite  so  feverish  as  it 
was  earlier  in  the  year,  business  in  records  is 
far  more  active  than  at  any  time  since  Jan.  1, 
and  with  supplies  not  appreciably  increased  so 
far,  most  dealers  are  kept  in  hot  water,  so  to 
speak,  to  fill  all  requirements  promptly. 

The  extraordinary  demand  for  records  is  a  re- 
flection of  the  remarkably  good  business  in  in- 
struments in  recent  months.  These  instruments 
require  new  "fuel"  constantly,  which  creates  un- 
questionably the  most  urgent  demand  for  rec- 
ords that  has  ever  been  known.  On  the  first 
day  of  each  month,  when  the  new  lists  are  an- 
nounced in  the  press,  there  is  a  rush  of  buyers 
that  quickly  depletes  stocks  and  has  piled  up  a 
relatively  enormous  volume  of  unfilled  orders. 

More  Milwaukee  people  are  spending  the  sum- 
mer at  the  numerous  inland  lakes  in  South- 
eastern Wisconsin  than  ever  before,  due  both 
to  the  good  financial  position  of  the  average 
family,  and  the  situation  in  respect  to  dwelling 
rentals  in  the  city.  The  modern  summer  resi- 
dence, no  matter  how  lowly  or  how  elaborate,  is 
not  regarded  as  complete  until  its  equipment  in- 
cludes a  talking  machine.  Many  of  these  are 
being  taken  from  the  city  residence  to  the  coun- 
try cottage,  but  in  many  other  cases  new  instru- 
ments, ranging  from  the  least  expensive  outing 
type  to  the  more  expensive  parlor  type,  are 
being  purchased. 

The  supply  of  instruments  is  generally  short 
of  requirements,  according  to  representative 
dealers.  Reports,  however,  are  somewhat  con- 
flicting, some  merchants  being  acutely  short  of 
machines  while  others  have  better  stocks  than 
in  several  months.  On  a  general  average,  sup- 
plies of  instruments  are  below  immediate  needs. 
Usually  at  mid-summer  the  dealer  trade  is  giv- 
ing serious  consideration  to  the  accumulation  of 
stocks  to  fortify  themselves  against  the  Fall  and 
holiday  rush,  but  conditions  this  year  are  not 
much  better  than  a  year  ago  in  this  respect.  Un- 
less production  should  take  a  spurt,  which  is 
deemed  hardly  probable,  the  local  trade  will 
enter  the  coming  new  season  with  practically  no 
stocks  with  which  to  meet  demands  from  Octo- 
ber to  Christmas. 

The  nation-wide  wave  of  cut-price  merchandis- 
ing among  department  stores  and  dealers  in 
wearing  apparel,  which  is  still  on,  has  not  af- 
fected talking  machine  business  to  any  appre- 
ciable extent,  although  some  dealers  have  noted 
a  tendency  among  prospective  buyers  to  do 
more  shopping  and  be  more  exacting  about 
prices  than  for  many  months  past.  Price  is 
steadily  becoming  more  and  more  of  a  factor 
in  purchasing,  due  to  the  greater  regard  with 
which  the  average  family  respects  its  resources. 

To  the  everlasting  credit  of  the  vast  major- 
ity of  local  dealers,  it  should  be  recorded  that 
with  very  few  exceptions  none  joined  the  de- 
partment stores  and  apparel  shops  in  the  gen- 
eral offering  of  discounts.  Stocks  of  talking 
machines  and  supplies  have  not  been  at  the  point 
of  surplus  at  any  time  in  the  last  two  years, 
while  few  dealers  were  so  involved  with  loans 
that  they  found  it  necessary  to  convert  stocks 
into  cash  hurriedly.  Musical  instruments  being 
an  all-year  staple,  and  not  a  seasonable  product, 
the  lateness  of  the  season  this  year  did  not 
affect  discount  merchandising  as  in  dry  goods 
and  clothing  lines.  On  the  basis  of  supply  and 
demand,  it  would  be  folly  for  talking  machine 
dealers  to  cut  prices,  and  it  has  not  been  done. 

The  local  trade  looks  forward  to  a  brisk  holi- 


day business  and  judging  by  the  reports  from 
wholesalers  and  jobbers,  retailers  are  putting  in 
requisitions  for  all  the  goods  they  can  possibly 
get  during  the  remainder  of  the  Summer  and 
next  Fall.  There  has  been  not  the  least  hesi- 
tancy among  dealers  to  continue  buying,  and  all 
jobbers  say  that  their  allotments  until  the  end 
of  the  year  are  practically  absorbed  as  early  as 
the  beginning  of  July. 

The  Wisconsin  Association  of  Music  Indus- 
tries has  decided  to  hold  another  big  State  con- 
vention in  Milwaukee  during  the  week  of  the 
annual  State  Fair.  The  date  is  Wednesday, 
Sept.  1.  The  first  convention  held  a  year  ago 
was  so  successful  in  every  respect  that  State 
Fair  week  again  was  chosen  this  year.  The 
fair  comes  two  weeks  earlier  than  in  1919,  which 
is  regarded  as  a  distinct  advantage,  for  the 
gathering  will  be  held  before  the  Fall  rush  sets 
in  and  the  dealers  will  find  it  less  difiicult  to 
get  away  from  their  stores.  Richard  H.  Zinke, 
president  of  the  R.  H.  Zinke  Music  Co.,  is  pres- 
ident of  the  association  and  since  re-6ngaging 
in  the  retail  music  business  in  April  is  pushing 
association  work  with  renewed  vigor. 

The  local  trade  is  deeply  interested  in  the  first 
formal  step  taken  late  in  June  toward  making 
music  an  elective  study  in  the  high  schools  of 
Milwaukee.  This  has  been  a  pet  project  of  the 
local  and  State  dealers'  associations  for  a  long 
time.  Obviously,  the  trade  has  not  put  itself  in 
the  limelight  in  this  movement,  but  it  has  ac- 
complished splendid  work  in  getting  the  musical 
societies,  teachers,  students  and  others  inter- 
ested in  the  art  to  a  common  point.  A  petition 
containing  5,049  signatures  was  presented  to  the 
Board  of  School  Directors  at  its  monthly  meet- 
ing in  June,  and  is  up  for  action  this  month. 

Charles  J.  Orth,  who  retails  the  Puritan  in 
this  city,  as  well  as  being  wholesale  distributor 
in  Wisconsin  and  Upper  Michigan,  traces  a  great 
many  Puritan  sales  in  this  city  to  satisfaction  of 
customers  with  pianos  sold  in  the  course  of 


nearly  a  quarter  of  a  century  of  business  here. 

Adolph  Polstein,  who  engaged  in  manufactur- 
ing at  Marshfield,  Wis.,  a  year  ago,  has  organ- 
ized the  business  under  the  name  of  the  Elgen- 
tone  Phonograph  Co.  Up  to  this  time  the  pro- 
duction has  been  absorbed  largely  in  the  centra! 
part  of  Wisconsin,  but  Mr.  Polstein  now  plans 
to  extend  his  trade  territory. 

As  in  the  case  of  Memorial  Day,  music  stores 
and  other  shops  in  Milwaukee  were  closed  on 
Monday,  July  S,  in  observance  of  Independence 
Day,  which  fell  on  Sunday.  The  extra  vacation 
was  much  appreciated  by  the  employes. 

The  Kesselman-O'Driscoll  Co.,  a  leading  Vic- 
tor and  Edison  house  in  this  city,  is  now  com- 
fortably settled  in  its  new  three-story  building 
with  a  forty-foot  frontage,  at  517-519  Grand 
avenue.  The  actual  removal  from  the  Plankin- 
ton  Arcade  was  effected  June  1,  but  it  required 
nearly  a  month  before  all  of  the  improvements 
could  be  completed.  The  formal  opening  was 
held  during  the  first  week  of  July.  Inside  and 
outside,  the  store  is  one  of  the  handsomest  and 
also  one  of  the  largest  music  shops  in  the  North- 
west. It  is  the  development  of  a  small  Victor 
shop  opened  by  Louis  M.  Kesselman  and  M.  J. 
O'Driscoll  on  Fond  du  Lac  avenue  less  than 
seven  years  ago.  To-day  the  concern  is  a  $250,- 
000  corporation  operating  a  general  music  store 
but  continuing  to  feature  talking  machines.  The 
main  floor  is  devoted  largely  to  demonstration 
and  display  rooms  and  record  counters. 
•  Hugh  M.  Holmes,  sales  manager  of  the  J.  B. 
Bradford  Piano  Co.,  Victor  and  Sonora  dealer, 
and  Merle  E.  Roussellot,  secretary-treasurer  of 
the  Lyric  Music  Co.,  Pathe  and  Kimball  dealer, 
were  members  of  the  Arab  Patrol  of  Tripoli 
Temple,  Nobles  of  the  Mystic  Shrine,  which  won 
high  honors  at  the  forty-sixth  annual  convention 
of  the  order,  held  at  Portland,  Ore.,  June  22,  23 
and  24.  Mr.  Holmes  returned  by  way  of  San 
Francisco  and  Los  Angeles,  while  Mr.  Roussel- 
lot visited  in  Portland  and  Seattle. 


FOR  every  $5000  Automobile  sold  there 
are  500  popular  priced  cars.  Are  you 
confining  your  efforts  to  the  $5000  class  in 
the  Phonograph  business, overlooking  en- 
tirely the  low-priced  field  ?  Many  are  do- 
ingthis,forthephonograph  manufacturers 
have  neglected  thelow-priced  models.  The 
demand  for  them  is  tremendous.  The 
;*CROSLEY,"  retaihng  for  $75,  fits  right 
in  with  any  line.  Read  the  specifications 
and  look  at  the  illustration. 

The  "CROSLEY"  Phonograph  is  a  neat 
and  attractive  mahogany-finished  piece  of  fur- 
niture that  will  grace  and  decorate  the  hand- 
somest home. 

It  stands  38^"  high  closed;  is  19"  deep  and 
18"  wide.    Shipping  weight,  about  80  lbs. 

Distributors  and  Dealers;  Write  to-day  for  our 
proposition.        The  discounts  will  surprise  you 

Crosley  Phonograph  Co. 

1  Vandalia  Ave.  Cincinnati,  Ohio 


July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


173 


Copyright,  1920,  Talk- 
ing Machine  "World 
Service.  The  money  we 
pay  for  a  single  orig- 
inal drawing  is  far 
more  than  you  pay  for 
the  entire  Service! 


i 


r 


I 


We  fend  you  17  or 
more  cuts  and  ads, 
large  and  small,  every 
month — alfo  form  let- 
ters, window  display- 
plans,  etc. 


STOP! 


You  are  in  danger  of  losing  the  most  valuable 
opportunity  in  the  talking  machine  trade!  The 
Talking  Machine  World  Service  for  Retail  Deal- 
ers is  sold  to  one  dealer  only  in  each  territory.  Several 
hundred  territories  are  already  sold.  Yours  may  have 
been  sold  to  a  competitor,  it  may  be  sold  tomorrow, 
it  may  be  sold  next  week. 

You  will  at  least  want  to  investigate  this  remarkable 
merchandising  and  sales  service.  Investigation  costs 
you  nothing  but  a  2  cent  stamp.  Mail  the  coupon! 
Get  our  sample  ads,  cuts,  form  letters,  window  display 
plans,  merchandising  ideas,  and  explanation  of  the 
special  ads,  letters  and  ideas  we  prepare  to  your  order. 
MAIL  THAT  COUPON! 


LOOK! 


We  have  hundreds  of  comments  like 
these: 

"To  say  that  we  are  pleased  is  putting 
it  mildly,  and  we  wish  to  extend  you  our 
thanks  for  helping  us  out  with  the  addi- 
tional service  sent  us." 

"Since  we  are  using  your  Service,  cus- 
tomers have  been  coming  in  the  store 
and  want  to  know  who  our  new  adver- 
tising man  is." 

"The  circular  letter  is  a  wonder." 
Etc.,  etc.,  etc. 


©TMW  5  t9io 

Copyright,  1920,  Talking  Machine  World  Service 


LISTEN! 


This  coupon  does  not  obligate  you  In 
any  way.  You've  nothing  to  lose, 
everything  to  gain!    Mail  It. 

THE  TAI-KING  MACHINE  WORLD  SERVICE, 
373  Fourth  Avenue,  New  York  City. 

Let  me  look  over  your  proposition,  which  you  say 
is  making  a  big  profit  for  other  retaii  merchants. 
Send  samples  and  price  per  month  for  exclusive 
use  in  my  territory. 

Population  of  my  city  is  

I    handle    these  instruments  

FIRM  NAME   

By   

ADDRESS   

(W-12,  7/15/20) 


174 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


The  Ohio  Talking  Machine  Co, 


Cincinnati 


Oh 


lO 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


175 


Lanin's  first  Columbia  Dance  Records.  ''Oh!  By  Jingo 
one-step  played  by  Lanin's  Roseland  Orchestra.  Truly 
a  great  dance  record.  Also  "The  Rose  of  Chile"  a 
tango  fox -trot  by  Lanin's  Roseland  Orchestra, 
played  as  only  Lanin  can  direct  to  bring  out  jazz  and 
sparkle.  Order  big.  A-2943. 

Colunnbia  Graptaophone  Co 

NEW  YORK 


VICTOR  EDUCATIONAL  CONFERENCE      HARWNQ  RECORDS  FIRST  SPEECH 


Annual  Convention  of  Educational  Forces  of 
Victor  Co.  to  Be  Held  in  San  Francisco  Dur- 
ing Week  of  July  19 — Some  Noted  Speakers 


Republican  Nominee  for  President  Chooses 
Record  as  Medium  Through  Which  to  Spread 
His  First  Speech  of  the  Campaign 


The  annual  conference  of  the  Educational 
Dep'artment  ,of  the  Victor  Co.  is  to  be  held  in 
San  "Francisco  during  the  week  of  July  19,  under 
the  auspices  of  Sherman,  Clay  &  Co.,  Victor 
distributors.  Conferences  in  previous  years 
have  been  held  at  the  factory  in  Camden,  but 
distance  has  often  prevented  the  attendance  of 
far  Western  dealers  and'  distributors,  so  in  order 
to  equalize  the  advantage  of  these  conferences, 
the  Victor  Co.  has  placed -th  s  year's  session  on 
the  Pacific  Coast. 

The  California  dealers  in  particular  are  wel- 
coming this  conference,  since  the  California 
State  authorities  will  conduct  a  State-wide  edu- 
cational drive  in  the  Fall.  Doctor  Margaret  S. 
McNaught,  State  Commissioner  of  Elementary 
Schools,  has  announced  that  it  is  the  hope  of 
the  authorities  to  have  installed  a  Victrola  in 
every  school  in  California,  no  matter  how  re- 
mote the  district. 

The,  San  Francisco  conference  will  be  under 
the  direction  of  Mrs.  Frances  E.  Clark,  assisted 
by  Miss  Hallie  Owen,  Miss  Emily  Rice,  Miss 
Margaret  Streeter  and  S.  Dana  Townsend,  of 
the  Educational  Department. 

An  elaborate  program  has  been  arranged  and 
the  services  of  the  following  have  also  been 
enlisted:  Walter  G.  Garlan,  traveling  depart- 
ment, Victor  Co.;  Arthur  Chamberlain,  editor. 
Sierra  News;  Arthur  Garbett,  formerly  editorial 
department  Victor  Co.;  Miss  Caroline  Hobson, 
Stewart  Talking  Machine  Co.,  Indianapolis,  Ind.; 
Dr.  John  Landsbury,  University  of  Oregon,  and 
Glenn  Woods,  supervisor  of  music,  Oakland, 
Cal.  . 


Washington,  D.  C,  July  6. — Senator  Warren  G. 
Harding,  Republican  nominee  for  President, 
opened  his  political  campaign  here  last  week  by 
having  his  first  address  recorded  on  a  talking 


an  American  conscience  and  in  a  big  conception 
of  our  obligations  to  liberty,  justice  and  civiliza- 
tion. Aye,  and  more,  I  like  to  think  of  Co- 
lumbia's helping  hand  to  new  republics  which 
are  seeking  the  blessings  portrayed  in  our  ex- 
ample. But  I  have  a  confidence  in  our  America 
that  requires  no  council  of  foreign  powers  to 
point  the  way  of  American  duty. 

"We  wish  to  counsel,  co-operate  and  con- 
tribute, but  we  arrogate  to  ourselves  the  keep- 
ing of  the  American  continent  and  every  con- 
cept of  our  moral  obligation.  It  is  fine  to  ideal- 
ize, but  it  is  very  practical  to  make  sure  our  own 
house  is  in  perfect  order  before  we  attempt  the 
miracle  of  Old  World  stabilization." 

Governor  Calvin  Coolidge,  of  Massachusetts, 
the  nominee  for  Vice-Pres'dent,  also  spoke  into 
the  recording  horn,  the  topic  of  his  address 
being  "Law  and  Order."  He  declared  that  the 
industrial  goal  is  equal  honor  for  equal  endeavor. 


RESERVE  BANKS  DECIDE  CREDITS 


Federal  Reserve   Board  Will   Not  Arbitrarily 
Say  What  Constitutes  Essential  Papsr 


The  wise  dealer  is  now  planning  out  his  cam- 
paign for  Fall  trade. 


Senator  Harding  Recording  Campaign  Speech 

machine  record.  As  he  spoke  into  the  recording 
horn  of  the  instrument,  unheard  by  anyone  ex- 
cept the  operator,  he  outlined  his  views  on  Amer- 
icanization which  were  heard  in  all  parts  of  the 
country  on  July  4  when  the  records  were  dis- 
tributed by  the  local  Republican  committees  anc} 
local  talking  machine  dealers. 

His  speech  was  an  impassioned  plea  for 
Americanism  as  opposed  to  internationalism.  He 
traced  the  steps  by  which  the  American  democ- 
racy was  built  up  and  declared  that  the  present 
constitution  was  the  real  basis  of  all  American- 
ism. In  regard  to  mingling  in  the  afTairs  of 
Europe  he  said: 

"We  do  not  mean  to  hold  aloof,  we  choose  no 
isolation,  we  shun  no  duty.    I  like  to  rejoice  in 


Washington,  D.  C,  July  6. — The  Federal  Re- 
serve Board  has  never  undertaken  to  say  what 
constitutes  essential  paper,  according  to  a  state- 
ment just  made  by-W.  P.  G.  Harding,  gov- 
ernor of  the  Board,  in  a  letter  made  public  by 
the  National  Canners'  Association  yesterday. 
This  was  in  answer  to  a  request  for  a  definition 
of  the  position  of  the  Reserve  Board  toward 
the  character  of  the  paper  which  the  Federal 
Reserve  banks  may  discount.  In  view  of  the 
general  tightness  of  money  at  the  present  time 
it  was  claimed  that  discrimination  was  being 
shown  by  the  banks.  Gov.  Harding  declared 
that  it  was  the  opinion  of  the  Board  that  banks 
in  granting  credits  should  take  into  consider- 
ation the  essentialness  of  the  industry  and  the 
season  of  the  year.  It  was  taken  that  the 
attitude  of  the  Board  is  that  the  banks  must 
decide  just  what  these  essential  industries  are. 


Phono0raphy?1drvelousTone 


Progressive  Dealers  in  Southeast  get  in  touch  with  us 
immediately  for  exclusive  territory  for  this  money -making 
machine — the  instrument  that  when  ''put"  stays  ''put. 

H.  H.  SAPP  &  CO.,  Distributors,  Macon,  Ga. 


176 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


STOCKS  IN  GOOD  SHAPE 

IN  ST.  LOUIS  STORES 


Trade  Has  Very  Little  Complaint  to  Make  Re- 
garding Existing  Situation,  Although  Business 
Has  Dropped  Slightly — Columbia  Dealers 
Form  Club — More  Space  for  Val's  Store — 
Trade  Happenings  in  General  Show  Progress 


St.  Louis,  Mo.,  July  3. — There  have  been  worse 
months  than  the  past  month  in  the  talking  ma- 
chine business  in  St.  Louis  but  there  have  also 
been  better  months,  for  the  clearly  discernible 
but  not  alarming  decline  that  set  in  the  month 
before  continued  last  month.  Talking  machines, 
which  had  continued  to  sell  well  long  after  the 
selling  of  pianos  became  difficult,  came  at  last 
to  be  implicated  in  the  general  reaction  and 
the  degree  of  its  implication  has  increased  dur- 
ing the  past  month.  Records  have  not  suffered 
as  much  from  the  situation  as  the  machines,  but 
sales  of  these  have  not  been  as  brisk  as  for- 
merly. The  opening  of  the  Municipal  opera  sea- 
son has  stimulated  the  record  sales  to  some  ex- 
tent. There  has  also  been  a  fair  demand  for 
small  machines  and  records  for  outing  purposes. 
Stocks  are  in  better  shape  than  at  any  time 
during  the  past  year.  Shipments  were  badly  in- 
terfered with  for  a  time  owing  to  the  railroad 
men's  strike,  but  that  condition  has  improved. 
The  prospects  are  that  jobbers  and  retailers  will 
enter  upon  the  Fall  business  with  adequate  stocks 
of  both  machines  and  records. 

Val  Kusnitz,  proprietor  of  Val's  Phonograph 
Accessory  House,  has  leased  additional  space 
adjoining  his  retail  store  at  Tenth  and  Pine 
streets,  for  his  wholesale  business,  where  he 
carries  a  complete  stock  of  repair  parts,  main 
springs,  needles,  repeatographs  and  various  ac- 
cessories for  his  rapidly  growing  wholesale 
trade.  He  has  just  added  a  large  stock  of  sap- 
phire points. 

J.  J.  Buehlman,  for  eight  years  office  manager 
of  the  Aeolian  Co.'s  St.  Louis  branch,  has  joined 
the  Tri-Sales  Co.  of  this  city  as  sales  manager, 
enabling  Messrs.  Phelps  and  Mayer,  the  heads 
of  the  business,  to  spend  more  time  on  the  road. 
G.  H.  Phelps  has  returned  from  a  trip  to  the 
Pacific  Coast,  where  he  secured  excellent  busi- 
ness on  the  Portophone  and  also  the  new  "Com- 
edies," the  attractive  turntable  noveltj-  which  the 
company  has  recently  placed  on  the  market. 
M.  J.  Mayer  has  returned  from  a  trip  through 
Canada  and  to  the  East  and  also  reports  good 
contracts  on  both  specialties. 

When  Columbia  dealers  of  St.  Louis  were  on 
their  trip  East  last  month  they  formed  a  club 
with  the  purpose  of  having  something  or  other 
of  a  social  nature  each  month.  The  charter 
members  were  A.  Rummler,  E.  Geitz,  F. 
Schanzle.  D.  Gregson,  A.  Roesch,  C.  R.  Salmon 
and  J.  McKenna.  Their  first  something  or  other 
was  a  dinner  at  Bevo  Mill.  Other  dealers  were 
invited  and  about  thirty  dealers  and  their  wives 
attended.  It  was  a  pay-your-own-way  affair,  as 
all  the  something  or  others  are  to  be.  After 
the  eatings  they  talked  shop  and  exchanged 
ideas  and  the  dealers  had  a  chance  to  tell  the 
Columbia  organization  men  their  side  of  the 
merchandising  story.  The  next  ojie  will  be  a 
picnic.    The  details  have  not  been  arranged. 

H.  P.  Victor,  of  the  Columbia  auditing  depart- 
ment, and  J.  V.  Schuyler,  of  the  International 
Record  Department,  have  been  in  St.  Louis  re- 
cently. Mr.  Victor  has  been  doing  a  little  audit- 
ing and  Mr.  Schuyler  has  been  going  over  Inter- 
national records  with  the  dealers. 

C.  R.  Salmon,  city  salesman  of  the  Columbia 
Co.,  is  putting  over  a  billboard  campaign.  The 
idea  is  to  have  a  billboard  company  put  up 
painted  boards  in  various  localities,  the  dealer 
of  each  locality  to  pay  for  his  own  boards  and 
get  all  the  benefits  of  them.  The  paint  is  to  be 
changed  every  six  months. 

Manager  Jackson,  of  the  Brunswick  Co.,  an- 
♦  nounces  that  it  has  been  settled  that  the  Bald- 
win Co.  is  to  handle  the  Brunswick  line  of  talk- 
ing machines  in  St.  Louis.  Some  stock  has  al- 
ready been  delivered  to  the  Baldwin  store,  al- 
though  the   talking  machines   are   not    to  be 


AUGUST,  1920 

POPULAR  VOCAL 

{In  My  Gardeh  of  Yesterday  (Ash-Ring-Hager).  Tenor,  Orch.  Accomp.  .Sam  Ash 
Le  Wanna   (Bernard).    Baritone,   Orch.   Accomp  Ernest  Hare 

,.„  (  Some   Pretty   Day   (Lewis-Young- Ahlert).    Contralto  and  Tenor  Duet,  Orch. 

iwii  }        Accomp  Helen   Burke  and   Charles  Knapo 

(  Shadows  (Brennan-Rute).    Orch.  Accomp  Peerless  Quartet 

,  Profiteering  Blues  (Wilson-Bibe).    Tenor,  Orch.  Accomp  Billy  Murray 

21 173  j 

$1.00  \  I  Want  a  Jazzy  Kiss  (Ring-Hager).  Comedians,  Orch.  Accomp.  .Collins  and  Harlan 

(  Rose  of  Washington  Square  (MacDonald-Hanley.    Baritone,  Orch.  Accomp., 

21174  )  Sidney  Phillips 

$1.00  1  There's  a  Typical  Tippcrary  (Gerber-Silver).    Orch.  Accomp., 

^  Melodious  Four  Male  Quartet 

I  I'd  Like  to  Know  Why  I  Fell  in  Love  With  You  (Timberg).    Tenor,  Orch. 

21175  \       Accomp  Lewis  James 

I  Who'll    Take    the    Place    of    Mary?    (Dubin-Gaskill-Mayo).       Male  Trio, 
<.       Orch.  Accomp  Orpheus  Trio 

DANCE 

31150  ^  ""se   of   ttic    Orient    (Johnston-Arthur).    Fox-trot  Nonpareil  Novelty  Band 

SI. 00   \  Dance-O-Mania    (Gilbert-Cooper).    Fox-trot   Nonpareil  Novelty  Band 

31 151  f^''^'''''    (Toddard-Franklin).    Fox-trot   Sam  Rosner's  Dance  Orchestra 

(vanity    (Schanes).     Waltz  Sam  Rosner's  Dance  Orchestra 

31152  (■'^''^    '■^''^    (Webb).    One-step  Novelty  Dance  Orchestra 

S'10    (oj  You  Know?  (McNamara-Fitzgibbon).    Fox-trot.  Sam  Rosner's  Dance  Orchestra 

31153  (^'S*^'"    (Samuels).     Fox-trot  Sam  Rosner's  Dance  Orchestra 

(Manyana    (Fier).    Fox-trot   Sam  Rosner's  Dance  Orchestra 

INSTRUMENTAL 

51137  f^^"^"^"  Twilight  (Sherwood- Vandersloot)  Hawaiian  Instrumental  Duet 

Isome  of  the  Time  I'm  Lonely  (Hatch)  Fred  Roland  Saxophone  Solo 

OPERATIC 

(  Carmen   (Bizet).    "Micaela's  Air,"  in   French.    Soprano,  Orch.  Accomp., 
81 101  1  Helene  Buepre 

SI. 00  J  Lakme'  (Delibes).    "Bell  Song."    In  French.    Soprano,  Orch.  Accomp., 

'  Helene  Buepre 

SACRED 

71107  (  '^'^^       ^  <''^"*- "'"'*>■    Baritone.   Orch.  Accomp  Victor  Churchill 

SI  00  /  '  Come  (Sleeper-Stebbins).    Tenor  and  Baritone  Duet,  Orch.  Accomp., 

'  Lewis  James  and   Harold  Wiley 


OPERAPHONE  CQinc,  LONG  ISLAND  CITY,  N.Y. 


24  NEW  TITLES  EVERY  MONTH 

Operaphone  Records  Play  on  AH  Talking 
Machines  Without  Attachments 


New  York  City 
Philadelphia,  Pa. 
Pittsburgh,  Pa. 
Chicago,  111. 
Selma.  Alabama 
Knoxville,  Tenn. 


OPERAPHONE  DISTRIBUTORS: 

BROWN-McMANUS  &  CO., 
SUPPLEE-BIDDLE   HARDWARE  CO. 
REED  CO.,  Inc. 
OPERAPHONE  SALES  CO., 
SOUTHERN  SUPERTONE  CO., 
C.  M.  McCLUNC 


51  East  42nd  St. 

237  Sth  Ave. 

190  No.  State  St. 


Write  for  Your  Nearest  Distributor 
OPERAPHONE  CO.,  Inc.,  Long  Island  City,  N.  Y. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


177 


pushed  until  the  company  gets  into"  its  enlarged 
store  and  has  an  equipment  of  booths.  Fol- 
lowing the  removal  of  the  Artophone  Co.  from 
1113  Olive  street,  next  door  to  the  present  Bald- 
win store,  the  Baldwin  Co.  will  occupy  the  va- 
cated building  as  well  as  the  present  one.  The 
first  floor  is  to  be  made  over  into  one  large 
storeroom  with  talking  machine  booths  along 
both  walls.  The  company  has  heretofore  done 
very  little  with  talking  machines,  but  when  the 
alterations  are  completed  it  will  push  that 
branch  of  the  business. 

Assistant  Manager  Bennett,  of  the  Brunswick 
Co.,  has  noticed  that  there  is  an  increasing  de- 
mand from  the  country  for  art  models.  All 
through  the  South,  he  says,  dealers  are  report- 
ing inquiries  and  are  expressing  a  desire  to  be 
supplied  with  these  models.  In  most  cases  they 
are  uncertain  what  model  is  best  adapted  to  their 
needs  and  arrangements  are  being  made  to  pro- 
vide them  with  various  models  for  a  thirty  days' 
display  to  enable  them  to  find  themselves  and 
determine  what  they  need.  In  St.  Louis  the  art 
models  are  being  pushed  successfully  by  the 
Scruggs,  Vandervoort  &  Barney  talking  machine 
department,  in  charge  of  Miss  Merritt,  and  the 
Trorlicht,  Duncker  &  Renard  Carpet  Co.,  where 
Manager  Smith,  of  the  Brunswick  department, 
has  only  recently  completed  the  installation  of 
booths. 

Better  facilities  for  display  and  demonstration 
of  talking  machines  form  the  theme  of  alterations 
which  are  going  forward  at  various  music  stores. 
In  addition  to  the  alterations  planned  by  the 
Baldwin  Co.,  Manager  Fay,  of  the  Connorized 
Music  Co.,  has  just  completed  remodeling  of  the 
additional  building  occupied  by  him  at  Thir- 
teenth and  Olive  streets,  for  a  display  of  Starr 
machines.  The  Kieselhorst  Piano  Co.  and  the 
Wurlitzer  Co.  are  making  extensive  alterations, 
with  more  space  for  talking  machines  as  the 
prime  considferation.  The  Famous  &  Barr  Co. 
department  is  being  made  over  and  the  Stix, 
Baer  &  Fuller  department  is  to  have  adequate 
space  for  the  first  time  when  the  carpenters  and 
decorators  finish  the  work  they  have  begun. 


O.  M.  Kiess,  General  Field  Supervisor  of  the 
Pathe  Freres  Phonograph  Co.,  was  in  St.  Louis 
recently  on  a  trip  to  visit  the  Pathe  jobbers 
everywhere.  From  here  he  went  to  Memphis 
and  New  Orleans  and  was  then  to  go  West  by 
the  southern  route  and  back  by  the  northern 
route.  He  found  things  flourishing  in  the  Pathe 
way  at  the  Rice-Stix  Dry  Goods  Co.,  which  jobs 
the  Pathe  for  most  of  the  Mississippi  Valley. 
Manager  Hiner  had  opened  about  150  new  ac- 
counts since  the  first  of  the  year.  The  company 
is  jobbing  both  from  its  St.  Louis  headquarters 
and  its  New  Orleans  branch.  Mr.  Kiess  reported 
that  the  Pathe  company  was  in  good  shape  on 
machines  and  improving  on  records,  with  the 
assurance  of  much  greater  improvement  with 
the  completion  of  the  addition  to  the  plant, 
which  will  give  a  125,000  a  day  capacity. 

The  Tri-State  Victor  Dealers'  Association  will 
have  a  meeting  August  6  at  the  Century  Boat 


Club.  There  will  be  a  business  session  from  11 
A.  M.  to  12:30  P.  M.,  followed  by  a  buffet  lunch- 
eon. From  2  to  6  there  will  be  lectures  and 
discussions  of  methods.  At  7:30  there  will  be 
a  banquet  with  Mr.  Paine,  of  the  Victor  organ- 
ization, as  the  principal  speaker.  Then  there 
will  be  a  dance.  The  arrangements  are  in  the 
hands  of  the  Executive  Board,  composed  of  Val 
Reis,  T.  W.  Maetten,  E.  C.  Rauth,  Charles  Lipp- 
nian  and  Fred  Lehman. 

The  Koerber-Brenner  Co.  have  just  received 
a  shipment  of  the  new  edition  of  the  official 
Victor  catalog  for  schools,  known  as  the 
"Graded  List  of  Victor  Records  for  Children  in 
Home  and  School."  This  book  contains  much 
information  valuable  to  record  buyers  outside 
the  educational  circle.  For  instance  quite  a  de- 
tailed description  is  given  to  such  favorites  as 
"Rondino,"  "Souvenir,"  "Minuet  in  G"  and  hun- 
dreds of  others — facts  unobtainable  elsewhere. 


LAWTON  SUCCEEDS  DENISON 


Takes  Charge  of  Columbia  Co.  in  Buffalo — 
Other  Important  Changes — New  Dealers  Ap- 
pointed— Arranging  to  Secure  New  Building 


Buffalo,  N.  Y.,  July  3. — The  latest  addition 
to  the  Columbia  force  in  Buffalo  is  W.  H.  Law- 
ton,  who  has  succeeded  F.  A.  Denison  as  branch 
manager.  Mr.  Lawton  was  formerly  with  the 
Columbia  Co.  in  Cleveland.  He  has  promoted 
G.  W.  Peace,  former  sales  manager,  to  assistant 
branch  manager.  D.  A.  Little  has  been  ap- 
pointed general  salesmanager  of  the  Columbia's 
Rochester  territory.  R.  J.  Milholland  is  the 
new  Columbia  representative  in  the  Syracuse 
territory. 

"The  sale  of  Columbia  dance  and  other  records 
for  June  showed  an  increase  of  400  per  cent 
in  the  Buffalo  territory  over  that  of  the  same 
month  last  year,"  said  Mr.  Lawton.  "Many 
new  accounts^  recently  added  to  the  list  of 
dealers  handled  by  the  Buffalo  branch  will  be 
published  shortly.  J.  N.  Adam  &  Co.  have  put 
in   the  complete   Columbia  line,  including  the 


period  models.  The  Laurens  Enos  Co.,  the 
King  Furniture  Co.  and  the  Koenig  Piano  Co. 
had  elaborate  Columbia  window  displays  tying 
up  with  the  Miss  Columbia  feature  for  the 
Fourth  of  July." 

Mr.  Lawton  is  arranging  to  secure,  aS  soon 
as  possible,  a  new  branch  location  for  the 
Columbia  Co.  in  Buffalo,  with  approximately 
26,000  square  feet  of  floor  space.  This  new 
branch,  when  completed,  will  be  equipped  with 
a  model  retail  Columbia  Grafonola  shop  for 
demonstration  purposes  only.  All  the  latest 
wholesale  equipment  the  Columbia  Co.  is  using 
will  also  be  installed  in  the  new  branch. 


GROWING  FAST  IN  TERRE  HAUTE 


The  Scott  &  Hart  Stove  and  Furniture  Co., 
which  handles  the  Edison,  Columbia,  Pathe, 
Mandel,  Puritan  and  several  other  lines  of  talk- 
ing machines  and  phonographs  in  Terre  Haute, 
Ind.,  has  found  its  talking  machine  business 
growing  very  rapidly.  Only  a  short  time  ago 
the  total  business  did  not  run  over  six  or  eight 
machines  a  month,  while  to-day  it  is  over  200. 


"The  Campbell" 

DIGNITY 

In  appearance  is  an  element  for  your  con- 
sideration and  while  this  illustration  .can  give 
you  a  faint  conception  of  the  harmonious  pos- 
sibilities of  the  Campbell  product 

ONLY  PERSONAL  CONTACT 

can  portray  the 

TONE  WONDER 

transformations  effected  by  the  Vibration  Rod 
feature  in  the 

CAMPBELL 

The  Phonograph  of  The  Century 


Send  for  Samples 
with  Prices  and 
Discounts 


Campbell  Industries 
Executive  Offices:  36  S.  State  St. 
Chicago,  111. 


ITS' 


JULY  ID, 


II 


The  AEOLIAN  VOC  align 
a«JVOCALION  RECORDS 

MADE  BY  THE   WORLD'S  FOREMOST  MANU- 
FACTURERS OF  MUSICAL  INSTRUMENTS 

THE  AEOLIAN-VOCALION  plays  all  makes  of  records 
as  they  should  be  played. 

VOCALION  RECORDS  (lateral  cut)  are  the  finest 
achievement  of  the  art  of  recording.  Their  supreme 
quality  is  apparent  on  all  standard  phonographs. 

With  this  combination  you  can  take  the  lead  and  success- 
fully meet  all  competition. 


Now  is  the  time  to  prepare 
for  Fall  business 


Some  good  territory  is  still 
open  for  dealers 


The  Aeolian  Company 

CINCINNATI,  OHIO 

Distributors  for 

SOUTHEASTERN  INDIANA  SOUTHWESTERN  OHIO 

KENTUCKY  and  TENNESSEE 


9 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


EXCELLENT  FINANCIAL  REPORT 

Emerson  Phonograph  Co.  Submits  Very  Satis- 
factory Report  for  Fiscal  Year— H.  T.  Leem- 
ing  Gives  Interesting  Resume  of  Company's 
Accomplishments  the  Past  Twelve  Months 


The  Emerson  Phonograph  Co.,  New  York, 
has  just  issued  a  financial  report  for  the  fiscal 
year  ending  April  30,  1920,  which  indicates  that 
this  company  completed  a  very  successful  year. 
The  details  of  this  report  are  as  follows: 


ASSETS 

Cash   $  210,880.01 

Investments    50,825.00 

Notes  and  Accounts  Receivable   500,179.43 

Inventories    (consisting   of   Masters,  Matrices, 

Stock   and    Equipment)   516,956.38 

Unexpired  Insurance  and  Advance  Payments.  .  21,777.99 

Treasury  Stocl<  at  Par  ($5.00)   2,605.00 


Total  Assets   $1,303,223.81 

Patent  Rights,  etc   882,490.19 

Good  Will   . . . .  i   1  00 


$2,185,715.00 

LIABILITIES 

Notes  and  .\ccoiints  Payable  $  695,588.26 

Sundries    45,00 

Subscription  Account    1,645.00 

Accrued  Taxes,  Interest  and  Payroll....   54,157.01 


Total  Liabilities   $  751.435.27 

Capital   Stock   1,009.400.00 

Surplus    424,879.73 


$2,185,715.00 

When  issuing  this  report  to  the  stockholders, 
H.  T.  Leeming,  vice-president  and  general  man- 
ager of  the  Emerson  Phonograph  Co.,  com- 
mented as  follows:  "During  the  year  we  have 
accomplished  the  evolution  from  the  smaller 
size  phonograph  records  to  the  standard  ten- 
inch  and  twelve-inch  sizes.  This  accomplish- 
ment is  one  that  we  all  have  good  reason  to  be 
proud  of,  and  our  president.  Victor  H.  Emer- 
son, and  his  engineering  and  technical  staff  are 
to  be  congratulated  for  the  improvement  in 
technique,  recording  and  general  reproductive 
qualities  of  the  Emerson  Gold  Seal  Record. 
All  this,  during  the  year  just  past,  has  made 


possible  the  perfection  of  a  system  of  twenty- 
five  exclusive  distributors  in  tlic  main  wholesale 
centers  throughout  the  country,  who  have  ab- 
sorbed our  entire  production  of  records,  and 
who  in  addition,  by  reason  of  our  publicity 
campaigns,  and  the  ever-increasing  popularity 
of  Emerson  records,  have  made  it  necessary 
for  us  to  make  extensive  increases  in  the 
manufacturing  end  of  our  business. 

"New  plants  of  large  capacity  are  now  Hear- 
ing completion  in  Long  Island  City,  N.  ¥.; 
Framingham,  Mass.,  and  Ambler,  Pa.  The 
building  of  another  plant  is  just  being  started 
in  the  South,  and  we  are  negotiating  for  still 
another  on  the  Pacific  Coast. 

"All  of  this  progress  has  been  made  in  ^pite 
of  the  extreme  difficulty  that  we,  as  well  as 
other  manufacturers,  have  experienced  with 
labor,^  transportation  embargoes  and  the  high- 
est cost  for  raw  material  that  the  industry  has 
ever  known.  We  are  pleased  to  report  to  you 
that  while  our  raw  material  costs  are  now  at 
their  highest  point,  there  has  been  a  marked 
decline  in  the  cost  of  these  materials,  and  we 
have  commitments  which  w.ll  be  delivered 
within  the  next  few  months  which  will  enable 
us  to  manufacture  Emerson  Gold  Seal  Records 
on  a  much  more  favorable  basis.  In  addition, 
tlie  ever-nicreas:ng  production  volume  of  Em- 
erson Gold  Seal  Records  will  enable  us  to  make 
still  further  reductions  in  cost  by  reason  of  the 
small  overhead  per  record  resulting  from  a 
greater  volume.  The  last  two  months  of  the 
current  fiscal  year  show  an  increase  in  record 
shipments  at  the  rate  of  $6,000,000  per  year. 

"For  a  long  time,  the  officers  and  directors 
of  this  company  have  given  serious  considera- 
tion to  the  question  of  placing  on  the  market 
a  complete  line  of  Emerson  phonographs,  and 
to  strengthen  our  competitive  situation  we  de- 
cided, some  few  months  ago,  not  to  wait  any 
longer,  but  to  launch  the  line  during  the  com- 
ing Summer.  The  introduction  of  the  iiew 
Emerson  phonograph  means  for  our  trade  the 
definite  assurance  of  an  even  greater  increase  in 
the  sale  of  Emerson  records.    This  superb  new 


instrument  has  many  new  exclusive  features. 
Samples  of  the  line  will  he  shipped  to  distribu- 
tors during  the  current  month,  and  regular 
quantity  shipments  will  commence  within  a  few 
weeks  thereafter.  For  the  present  year  there 
will  be  eight  models  in  various  woods  and  fin- 
ishes, namely:'  one  table  model,  listing  at  prob- 
ably $70,  four  standing  or  self-contained  mod- 
els, listing  at  from  $135  to  $225,  and  three  per- 
iod console  tables  in  the  popular  styles,  at  still 
higher  prices. 

"Our  trade  has  been  carefully  canvassed  and 
we  feel  confident  that  there  will  be  developed 
a  far  greater  demand  for  the  Emerson  line  of 
phonographs  than  we  will  be  able  to  meet  for 
many  months  to  come. 

"The  name  'Emerson'  is  becoming  known  na- 
tionally in  such  a  way  that  this  company  and  its 
products  are  rapidly  forging  their  way  to  the 
front  rank  with  the  leaders  in  the  industry." 


INCREASES  SALES  STAFF 

Player  Tone  Talking  Machine  Co.  Appoints  C. 
A.  Jacobs,  Western  Sales  Representative 


Pittsburgh,  P.\.,  July  7.— The  Player  Tone  Talk- 
ing Machine  Co.,  of  this  city,  manufacturers  of 
Player  Tone  talking  machines,  has  announced 
the  appointment  of  C.  A.  Jacobs  as  sales  rep- 
resentative  in  the  Western  district.  Mr.  Jacobs 
has  been  associated  with  the  talking  machine 
industry  for  the  past  five  years,  residing  in 
Cleveland,  O.,  where  he  will  make  his  head- 
quarters. His  territory  will  include  the  Ohio, 
Indiana  and  Kentucky  districts. 

I.  Goldsmith,  president  of  the  Player  Tone 
Talking  Machine  Co.,  added  Mr.  Jacobs  to  the 
coinpany's  sales  organization  in  order  that  the 
dealers  in  this  important  territory  may  receive 
the  benefit  of  his  many  years'  experience  in  the 
trade.  These  dealers  will  be  given  efficient 
service  and  co-operation  in  the  development  of 
Player  Tone  business,  as  Mr.  Jacobs  is  plan- 
ning to  spend  practically  all  of  his  time  in  the 
important  trade  centers  in  his  district. 


ACME 

Stands  for  Highest  Quality  and  Prompt  Service 


WE  MANUFACTURE 

ACME  MICA  DIAPHRAGMS 

WE  SUPPLY  AFRICAN  AND  INDIA  RUBY  EXCLUSIVELY 

Any  Size  and  Any  Thickness  and  Quantity 

LET  us  HAVE  YOUR  INQUIRY 


ACME  MICA  COMPANY,  Incorporated 

Importers  and  Manufacturers 

56  BLEECKER  ST.,  Phone,  Spring  7197  and  7198  NEW  YORK 


180 


THE    TALKING   MACHINE  WORLD 


July  15,  1920 


One  little,  two  little,  three  little  bottles— 
when  Bert  Williams  gets  through,  you'll  say 
there's  a  kick  in  every  bottle— that  is  in 
every  syllable.  Here's  real  comedy  packed 
away  in  "Ten  Little  Bottles."  A-2941. 

Columbia  Graphophone  Co. 

NEW  YORK 


OTTO  HEINEMAN  SAILS  FOR  EUROPE 


President  of  General  Phonograph  Corp.  Will 
Visit    Leading    European    Countries — Gives 
.  Discussion  on  Current  Trade  Problems 


Otto  Heineman,  president  of  the  General 
Phonograph  Corp.,  New  York,  sailed  Saturda}', 
Ttilv  3.  for  a  trip  ahroad.  which  will  include  a 


to  New  York  convinced  that  the  outlook  for 
the  coming  year  is  satisfactory  in  every  re- 
spect. He  states  that  while  business  at  the 
present  time  is  comparatively  quiet,  there  is  an 
under-current  of  confidence  and  optimism 
which  will  undoubtedly  be  reflected  in  sales 
this  Fall. 

Mr.  Heineman  was  also  greatly  encouraged 
at  the  reports  received  from  the  company's 
factory  executives  in  different  parts  of  the 
country.  At  the  present  time  the  company's 
manufacturing  facilities  are  in  excellent  shape, 
and  the  new  Newark  works  are  going  ahead 
even  more  quickly  than  was  anticipated.  This 
r.ew  factory  has  already  started  to  press  Okeh 
records,  and  in  a  very  short  while  will  be  an 
important  factor  in  the  manufacture  of  this 
popular  line  of  records. 

This  new  Newark  factory  of  the  General 
Phonograph  Corp.  represents  one  of  the  finest 
plants  in  the  talking  machine  industry.  It  is 
equipped  with  the  most  modern  types  of  ma- 
chinery for  the  production  of  the  company's 
motors,  and  the  building  devoted  to  record 
pressing  is  up-to-date  in  every  detail.  Working 
conditions  are  ideal,  and  Otto  Heineman,  to- 
gether with  the  other  executives  of  the  com- 
panj-,  have  received  the  hearty  congratulations 
of  the  talking  machine  manufacturers  through- 
out the  country  upon  the  completion  of  a  plant 
which  is  typical  of  this  company's  progress  and 
success. 


BIG  VICTOR  SIGN  IN  INDIANAPOLIS 


Taylor  Carpet  Co.  Erects  Large  Outdoor  Sign 
in  Prominent  Location  in  That  City 


IxDiAXAPOLis,  Ind.,  July  1. — Realizing  the  many 
advantages  of  outdoor  advertising,  the  Taylor 
Carpet  Co.,  one  of  the  seven  Victor  dealers  in 
Indianapolis,  has  had  a  large  outdoor  display 
board  erected  at  the  corner  of  Washington  and 


LOOK  UNDER  THE  LID 


c  genuine 


lyiCTKOIA 

-  IS  /aieled 


East/  Jerms     -  ' 


Otto  rieineman 

visit  to  England,  France  and  Switzerland.  Ac- 
-  cording  to  his  present  plans,  Mr.  Heineman  will 
:be  away  about  a  month,  and  will  return  to  New 
iYork   accompanied    b}-   Mrs.    Heineman,  who 
sailed  for  Europe  a  few  weeks  ago. 

Before  leaving  for  Europe,  Mr.  Heineman 
spent  a  few  days  at  the  Chicago  branch  of  the 
companj'  in  conference  with  S.  A.  Ribolla,  gen- 
eral manager  of  the  compan3''s  Illinois  corpo- 
ration. After  a  careful  investigation  of  general 
conditions  in  the  West,  Mr.  Heineman  returned 


DECIDE  ON  STOCK  ARRANGEMENT 

At  a  special  meeting  of  the  stockholders  of 
the  General  Phonograph  Corp.,  held  at  the  com- 
pany's executive  offices  on  June  25,  it  was  voted 
to  carry  on  the  company's  business  with  a  capital 
of  $4,000,000.  There  are  30,000  shares  of  pre- 
ferred stock  at  $100  a  share  and  also  200,000 
shares  of  common  stock  having  no  par  value. 


Taylor  Co.'s  Striking  Sign 

Illinois  streets,  in  one  of  the  city's  leading  cen- 
ters. The  shape  and  size  of  the  new  board 
are  the  same  as  those  of  the  score.of  other  Victor 
boards  erected  along  the  principal  streets  of  the 
city  at  the  suggestion  of  the  Stewart  Talking 
Machine  Co.,  the  prominent  Victor  wholesalers. 

Large  electric  lights  are  arranged  along  the 
top  of  the  board  in  such  a  way  that  the  crowds 
who  pass  by  cannot  resist  admiring  the  beauty 
of  the  Victrola  XVII  so  artistically  painted  in 
colors  in  the  center  of  the  board.  At  the  left 
of  the  machine  appears  the  famous  Victor  cau- 
tion, "Look  Under  the  Lid.  The  Genuine  Vic- 
trola is  Labeled."  In  place  of  the  names  of  the 
seven  Indianapolis  dealers  carried  on  the  other 
Victor  boards,  the  name  of  Taylor's  is  flashed 
to  the  public. 


VOCALION  ARTIST  IN  NEW  SHOW 


Record  sales  show  no  sign  of  falling  off  this 
Summer,  anyhow.  It  is  difficult  to  supply  the 
demand. 


Sam  Asche,  who  sings  for  Vocalion  records, 
will  plaj'  the  leading  male  role  in  the  new  mu- 
sical comedy,  "Honey  Dew,"  the  music  of  which 
was  written  by  the  famous  violinist,  Efrem  Zim- 
balist. 


SOLOTONE 

We  are  now  in  a  position  to  serve  a  few  more  dealers 
in  Ohio,  Illinois  and  Virginia.  We  are  prepared  to  render 
substantial  help  to  new  dealers  in  local  advertising  campaigns, 
and  through  the  use  of  trade  acceptances,  will  aid  deserving 
dealers  in  making  their  purchases. 

The  models  illustrated  are  made  with  5  ply  Va^  panels 
and  soHd  Mahogany  trim  throughout.  They  will  appeal  to  the 
dealer  accustomed  to  the  better  class  of  goods. 


Model  B 
List  $150 


Executive  Offices: 

1727  Chestnut  Street 
Philadelphia,  Pa. 


Factories: 


Washington, ";N.  J. 
Lititz,  Pa. 


SOLOTONE  MANUFACTURING  CO., 

PHILADELPHIA,  PA. 


July  15.  1920 


THE 


TALKING    MACHINE  WORLD 


181 


Ten-M-N  eedle 

point,  after  play- 
ing  many  re- 
cords. The  point 
always  fits  the 
groove  exactly 
with  no  metal  to  form  shoulders. 


Ten-M -Needle 

point  in  record 
groove,  showing 
that  the  point 
fills  groove 
completely  but 
CANNOT  form  shoulders. 


Tapered  steel 
needle  after  play- 
ing four  records. 
Shows  how 
shoulders  ride 
on  surface  of  re- 
cord.  Same 
needle  shown  in  picture  below. 


Tapered  steel 
needle,  advertis- 
ed to  play  10 
times.  Photo- 
graphed after 
playing4records. 
Poor  reproduc- 
tion and  very  hard  on  records. 


Loud  tone  taper- 
ed steel  needle, 
very  blunt.  Will 
not  fit  groove 
until  most  of  the 
record  has  been 
played  and  will 
then  have  shoulders  worn. 


Soft  tone  tapered 
steel  needle. 
■p'  W  Does  not  fill  the 

^^^^^^^^^^^    groove  and  can- 
^^^^^^^^^  rr  not  give  perfect 
^^^^^  reproduction. 
'Wears  records  very  rapidly. 


Price  $250 

FACTS   about   needle  points  Actuaisue 
can  only  be  obtained  by  the 
use  of  the  Microscope. 


We  show  these  un-re- 
touched  microphoto- 
graphs,  magnified  twenty- 
six  diameters,  so  that  you 
may  know  the  TRUTH 
about  needle  points. 


Your  customers  want  GOOD  MUSIC  and  look  to 
YOU  for  GOOD  SERVICE.  GOOD  SERVICE  RE- 
TAINS customers  and  increases  your  PROFITS. 

TEN-M-NEEDLE  will  give  your  customers  BETTER 
MUSIC. 

Will  you  give  them  this  BETTER  SERVICE  NOW? 

ORDER  TEN-M-NEEDLES  TODAY.  We  will  send 
circulars  with  microphotographs  and  attractive  wall 
cards  with  your  order. 

Dealers'  Discount  40%. 

No  accounts  opened  for  less  than  one  dozen. 

Single  needles  $1.50  cash  with  order  or  C.  O.  D. 

Every  TEN-M-NEEDLE  is  guaranteed  not  to  blast 
and  to  be  free  from  defects  in  workmanship  and 
material. 

Address  all  communications  to 


BAKER-SMITH  COMPANY 

Rialto  Building 

SAN  FRANCISCO 


182 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


THEY  LIVED  HAPPILY  EVER  AFTER 


Sailor  Wins  Bride  After  Three-day  Courtship 
and  Sails  With  Her  for  Australia — Romance 
Began  Over  Record  Counter  in  Portland  Store 


Portland,  Ore.,  July  6. — A  romance  in  real  life 
has  added  a  little  zest  to  the  regular  routine 
of  selling  talking  machines  and  records  in  that 
department  of  the  Meier  &  Frank  Co.  Day  after 
day  pretty  Juanita  Leslie  attended  to  the  wants 
of  customers,  gaining  many  friends  by  her 
amiabilitj-  and  charming  manner.  Love  and  ro- 
mance were  far  from  the  thoughts  of  the  prac- 
tical young  lady,  who  was  deeply  interested  in 
her  work  and  rapidly  becoming  a  good  business 
woman.  Then  one  day  there  breezed  into  the 
department  a  sailor  man,  a  good  looking  sailor, 
a  captain  of  a  merchant  vessel-bound  for  Aus- 
tralia.  He  loved  music  and  wanted  a  good  h.g 
supply  of  new  records  to  enliven  the  long  jour- 
ney to  the  Antipodes.  Miss  Leslie  demonstrated 
record  after  record,  he  bought  them  all.  He 


FRITZ  IiOTHY-Raz  &  Co 


SWISS-MANUFACTURERS 

U.  S.  BRANCH,  299  BROADWAY,  NEW  YORK 


NEEDLES 


DIAMOND  FOR  EDISON 
SAPPHIRE  "  EDISON 
SAPPHIRE     "  PATHE 


came  again  in  the  afternoon  and  bought  more 
records.  He  talked — he  was  a  very  interesting 
talker — and  Miss  Leslie  listened.  He  came  again 
the  second  day,  bought  more  records,  was  even 
njore  entertaining  than  before.  To  make  a  short 
story  very  short  indeed,  at  the  end  of  the  third 
day  he  wooed  and  won  the  pretty  little  Port- 
land girl,  married  her  and  sailed  away  with  her 


LUMBER  VENEERS 


Up  the  Loghaul 
to  the  Largest 
Mahogany  Sawmill 


Hour  after  hour  the  giant 
mahogany  logs  from  Africa 
and  Central  America  ride  up 
this  great  loghaul  to  the 
largest  mahogany  sawmill 
on  the  Atlantic  and  Gulf  Sea- 
board— the  last  leg  of  their 
journey  through  the  largest 
complete  mahogany  lumber 
and  veneer  organization  in 
the  United  States. 

Astoria  Mahogany  Company,  Inc. 

347  Madison  Avenue,  New  York 

Successors  to 
Huddleston-Marsh   Mahogany  Co. 
Astoria  Veneer  Mills  and  Dock  Co. 
F.  W.  Kirch.  Inc. 

Mills  and  Yards,  Long  Island  City,  N.  Y. 

BRANCHES: 
44  North  Market  Ave.,  Grand  Rapids.  Mich. 
2256  Lumber  Street,  Chicago,  III. 


on  his  good  ship  to  his  home  in  Sydney,  Aus- 
tralia, where  his  father  and  mother  will  welcome 
their  son  and  his  charming  American  bride,  who 
is  now  the  wife  of  Captain  Jay,  a  man  who  had 
no  time  to  waste,  knew  exactly  what  he  wanted, 
both  in  records  and  a  wife. 


EMERSON  SEEN  IN  "HITCHY  KOO" 


Artistic  Scene  in  Raymond  Hitchcock's  New 
Show  Will  Feature  Emerson  Phonographs  and 
Records — Unusual  Stage  Setting 


An  unusual  stage  scene  of  significance  and 
value  to  Emerson  dealers  will  be  introduced 
this  season  in  the  first  road  company  of  Ray- 
mond Hitchcock's  new  "Hitchy  Koo"  show.  In 
this  show  there  will  be  presented  a  scene  fea- 
turing an  Emerson  Shop,  in  which  the  chief 
comedian  of  the  show,  Stan  Stanley,  occupies 
the  center  of  the  stage.  Mr.  Stanley  uses  a 
dialogue  wherein  he  inquires  for  many  songs, 
and  twenty-five  Broadway  beauties  emerge  from 
a  life-size  Emerson  phonograph  and  sing  the 
refrains  of  the  different  songs,  all  of  which  are 
presented  on  Emerson  records. 

As  Raymond  Hitchcock's  "Hitchy  Koo"  is 
one  of  the  most  popular  revues  of  the  year, 
Emerson  dealers  will  have  a  splendid  oppor- 
timity  to  utilize  timely  publicity  in  connection 
with  the  appearance  of  the  revue  in  their  re- 
spective localities.  The  scene  will  be  handsome- 
ly staged  and  the  featuring  of  Emerson  phono- 
graphs atKl  Emerson  records  will  enable  the 
dealers  to  work  in  co-operation  with  this  idea. 


August  and  September  are  still  ahead  and 
these  months  hold  great  possibilities  for  the 
dealer  who  is  in  the  habit  of  getting  what  he 
goes  after. 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


WitcKirjJ  tKe  Music  Coitnc  Out 


We  want  to  show  y<m  how  to  nuke  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHUI.Z.  Presldant 
General  Oflen  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  IS30  CANDLER  BLDG. 

CHICAOO  ATLANTA.  GA. 


July  15.  1920  THE    TALKING    MACHINE    WORLD  183 


-  'A*  Tddor.-Desiqn  •  - 


V\nV^en 


OMPANY 


INC. 

Service  Equipment 

IHE  HOUSE  OF  NO  DISAPPOINTMENTS 


ti 


T  ET  us  help  you  plan  that  new  store  or  rearrange  your  present 
one.    Let  our  experts  work  out  your  ideas.    Our  experience 
will  prove  beneficial.    The  service  is  gratis.    Yours  for  the  asking. 

"VAN  VEEN"  Music  Store  Equipment  represents  the  acme  of 
Interior  Woodworking.  We  are  equally  proud  with  the  owner 
of  every  "VAN  VEEN"  Installation.  The  equipment  must  be 
right  or  we  would  not  put  our  name  on  it. 

No  matter  whether  you  contemplate  one  additional  Hearing  Room 
or  a  Battery  of  them,  or  additional  Record  Racks,  or  a  combina- 
tion Wrapping  Counter  and  Display  Case;  write  us  for  prices. 
Perhaps  they  cost  less  than  you  expect.  Bear  in  mind  too,  that 
all  "VAN  VEEN"  equipment  is  of  Sectional  Construction.  It  is 
easily  erected  or  taken  down  and  rearranged  at  any  time. 

SERVICE  AND  QUICK  SHIPME^T'  IS  OUR  MOTTO 


Hearing  ^(®Ms  •^(X)ia)^cKS-  GbuNTERS 


EXECUTIVE  OFFICE 
47-49  WEST  34th  STREET 
NEW  YORK  CITY 


SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 

BRANCH  OFFICE 
ROOM  706-7  WEST  MADISON  STREET 
CHICAGO 


1 


184 


THE   TALKING   MACHINE  WORLD 


JxjLY  15,  1920 


Style  87,  shown  with  top 
moulding  which  covers  open  base 
of  Victrola  IX.  Note  the  fine 
"floor  type"  effect  produced. 


Style  87,  shown  with  doors 
open.  Note  the  attractive  shelf 
arrangement. 


Style  87,  shown  with  "flat  top" 
and  without  top.  moulding,  with 
"old  style"  Columbia  machine. 
Note  the  "floor  type"  effect 
produced. 


Ullllllllll  = 


LONG  CABINETS 

Quality  Leaders  in  the 

CABINET  FIELD 

In  every  industry  there  is  a  rec- 
ognized leader,  and  through 
years  of  experience  in  cabinet 
manufacturing  the  Geo.  A.  Long 
Cabinet  Co.  has  won  unques- 
tioned leadership  in  the  cabinet 
industry. 

The  dealer  who  features  LONG 
Cabinets  I^nows  that  he  is  offer- 
ing his  trade  the  finest  cabinets 
that  are  produced.  Every  LONG 
Cabinet  embodies  perfection  of 
workmanship  and  design,  and 
the  highest  grade  materials. 

The  LONG  Cabinet  Line 
is  complete.  Write  for 
a  copy  of  our  catalogue. 


The  Geo.  A.  Long 
CabinetCompany 


HANOVER,  PA. 


July  15, 1920  THE   TALKING   MACHINE   WORLD  185 


vniuniMiiiriiiiiiiiiiiiNiiiiiiiiiiriinuiiiiiiiiniiiiiiiiiiiiiiiMuiiMiinniianiiiiiNnMmiiiniiiniiininiininiiiiiiin 

I  THETALKINGMACHINEWORLDSERVICE  1 

A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 

^ruiriiiiJiiiiiiNiiniiniiiiniiniiiiMiiniiiiiiiiimimiiimjmiiiriMiiMJiiniinirnniiJiiiinMniiiiiHiMnMiiiiiiJiiim 

Solving  the  "Hard-to-Solve"  Problems 


WHAT  to  do  with  cut-out  records  is  always  a  problem.  One 
very  clever  and  successful  scheme  has  been  devised  by  Grinnell 
Bros.,  of  Detroit,  Mich.  They  have  had  printed  a  hanger  of  the 
same  size  as  the  regular  monthly  hanger  supphed  by  the  Victor  Co., 
which  it  resembles  in  general  typography,  etc.  The  hanger  is  very 
neat  in  appearance,  and  at  the  top  is  a  design  followed  by  the  letter- 
ing "Records  Now  In  Stock."  Below  this  is  a  list  of  popular  selec- 
tions, with  number  and  price,  of  records  of  which  the  retailer  has  a 
good  stock.  Then  follows  another  caption  "Red  Seal  Records." 
Under  this  caption  is  a  list  of  Red  Seal  records.  Under  both  the 
popular  and  Red  Seal  record  class  opportunity  is  provided  to  list 
selections  which  have  been  cut  out  or  which,  from  the  dealers" 
standpoint,  constitute  slow-moving  stock.  As  fast  as  the  supply  of 
a  given  record  on  the  list  is  sold  out  a  line  is  drawn  through  it. 

These  hangers  are  displayed  in  the  booths  and  on  the  record 
counters,  and  it  has  been  found  that  the  customers  ask  for  the 
records  listed  and  buy  thern. 


ALIVE  subject  in  the  talking  machine  trade  just  now  is  the  ques- 
tion of  the  exclusive  dealer  versus  the  dealer  who  handles 
several  lines.  As  an  example  of  the  letters  we  receive  on  this  sub- 
ject, I  quote  the  following : 

"Dear  Mr.  Gordon:  I  would  like  to  know- whether  in  your 
opinion  the  phonograph  dealer  is  most  successful  who  handles  one 
line  exclusively,  or  whether  the  fellow  who  stocks  two  or  more  makes 
is  the  one  who  shows  up  the  big  net  profits.  I  have  been  trying  to 
decide  this  matter  in  my  own  mind  of  late — ^thinking  that  perhaps  we 
should  have  a  second  line  here,  which  would  sell  at  a  liitle  lower 
price. 

"It  is  no  doubt  true  that  marked  instances  of  successes  can  be 
found  among  both  exclusive  dealers  and  those  who  handle  several 
Hnes.  But  do  you  think  my  questions  can  be  answered  with  a  degree 
of  certainty  which  would  warrant  a  generalization  either  way  ? 

"If  we  are  passing  up  good  business  by  confining  ourselves  to 
one  line  I  want  to  know  it.  But  if,  on  the  other  hand,  by  special- 
izing on  one  line  and  centering  all  our  sales  efiforts  on  that  make  of 
phonograph,  we  can  do  just  as  well,  I  would  rather  keep  to  one  line. 
Frankly,  I  am  at  present  inclined  to  add  a  second  line. 

"What  do  you  think  ?    Your  opinion  will  be  valuable. 

"Very  truly  yours,  X.  Y.  Z." 

"Dear  Sir :  In  your  letter  of  recent  date  you  ask  whether  I 
believe  that  the  talking  machine  dealer  is  most  successful  who 
handles  one  line  exclusively,  or  the  fellow  who  stocks  two  or  more 
makes. 

"This  query  is  quite  comparable  to  another  one  we  are  fre- 
quently asked.  I  refer  to  'Is  the  Edison  zone  system  of  wholesale 
distribution,  the  Columbia  branch  office  system  of  wholesale  dis- 
tribution, or  the  Victor  independent  wholesaler  with  unlimited  ter- 
ritory type  of  distribution  the  best  ?'  The  answer  in  this  case,  even 
as  in  the  case  which  you  have  brought  up,  lies  not  so  much  in  the 
method  pursued  as  in  the  brain  and  capital  effort  put  behind  each 
plan,  as  well  as,  of  course,  in  the  quality  of  the  product  itself. 
Great  success  is  possible  over  any  one  of  these  routes. 

"At  the  present  time  certain  of  the  larger  talking  machine  manu- 
facturers are  'favoring'  those  dealers  who  represent  their  line  exclu- 
sively. This  'favoring'  with  its  attendant  inducements  deserves 
special  consideration.  You  will  have  to  judge  the  value  of  these 
inducements  for  yourself,  but  in  the  retail  business  I  assure  you  it 
is  quite  possible  to  succeed  with  an  exclusive  store,  as  well  as  with 
the  store  handling  several  lines.  In  the  third  paragraph  of  your 
own  letter  you  indicate  you  fully  realize  this.  All  I  can  add,  there- 
fore, is  that  the  success  of  your  business  does  not  necessarily  depend 
on  the  selection  of  a  plan  to  pursue. 

"The  fundamental  elements  in  the  success  of  retail  talking 
machine  institutions,  aside  from  the  quality  and  reputation  of  the 
instruments  handled  and  the  manufacturers'  merchandising  assist- 
ance, are  (1)  the  ability  of  the  manager;  (2)  the  character  of  the 
service  rendered  to  the  public;  (3)  the  class  of  good  will  that  is 
built  up;  and  (4)  the  skill  with  which  the  advertising  and  inside 
organization  work  is  accomplished. 


"Skeletons  are  necessary,  but  skeletons  of  their  own  accord  never 
walk  very  far.  The  plan  is  the  skeleton.  It's  up  to  you  to  clothe 
that  skeleton  and  give  it  life.  Whatever  plan  you  choose,  remem- 
ber that  intelligent  action  on  your  part  will  bring  the  biggest  return. 

"Robert  Gordon." 


THE  cost  of  doing  business  is  always  a  vital  question  with  every 
retail  merchant.  I  have  had  many  inquiries  on  this  subject  and 
therefore  the  following  letter  with  its  answer  will  be  of  general 
interest : 

"Gentlemen :  Replying  to  your  letter,  wish  to  state  that  I  did 
not  get  all  information  desired  from  your  letter  or  from  Mr.  Gor- 
don's page,  which  you  enclosed. 

"The  information  that  I  desire  is  what  would  the  selling  expense 
of  the  Grafonola  department  be  figured  against  the  gross  sales  for 
a  year  of  a  good  prosperous  business. 

"We  would  also  like  to  know  what  is  considered  the  best  method, 
of  working  the  salesmen  of  such  a  department;  on  a  commission 
or  salary  basis,  the  advantages  and  disadvantages  of  both.  And,  if 
commission  basis,  what  would  be  a  fair  commission  for  both  parties. 

"J-  H."- 

"Dear  Sir:  A  retail  talking  machine  store  doing  an  annual 
turnover  of  $100,000  will  have  a  gross  income  of  approximately 
$40,000.  The  net  book  profits  on  this  $40,000  should  amount  to 
$25,000,  providing  the  business  is  managed  in  a  highly  efficient  man- 
ner. The  cash  profits,  of  course,  will  run  somewhat  smaller,  due  to 
money  being  tied  up  in  instalment  accounts,  purchase  of  new  floor 
stock,  store  equipment,  etc. 

"We  believe  the  commission  plan  for  salesmen  is  vastly  prefer- 
able, because  it  enables  the  retail  merchant  to  pay  in  accordance  with 
the  business  produced,  and  allows  the  salesman  to  earn  in  accordance 
with  the  success  he  attains.  It  is  mutually  fair  and,  providing  you 
can  secure  the  services  of  capable  salesmen,  is  certain  to  prove 
mutually  advantageous  from  a  financial  standpoint.  The  chief 
objection  to  the  salary  plan  is  that  the  best  type  of  salesmen  will 
never  work  on  it,  because  the  best  type  always  wants  to  feel  that 
they  are  going  to  get  a  direct  return  for  every  direct  result  they 
achieve.  The  salary  plan,  moreover,  in  the  selling  end  of  the  busi- 
ness, has  a  tendency  to  encourage  a  slacking  ofif  of  effort  from  time 
to  time,  whereas  the  commission  plan  keeps  a  man  on  his  toes  day 
in  and  day  out. 

"The  generally  accepted  rate  of  commission  for  outside  sales- 
men is  10  per  cent,  although  for  a  man  to  be  able  to  earn  a  good 
income  on  this  it  is  necessary  that  he  have  a  fairly  rich  list  of  pros- 
pects. Sometimes  it  is  difficult  to  get  a  man  to  start  on  commission, 
because  he  feels  that  he  must  have  enough  guaranteed  to  him  to  pay 
for  the  necessities  of  life  until  he  has  had  sufficient  time  to  hit  his 
selling  stride.  In  such  cases,  it  sometimes  becomes  necessary  to 
advance  more  than  commissions  earned  for*  a  temporary  period,  but 
this  period  should  be  very  limited  on  account  of  the  danger  of 
getting  too  many  men  who  will  stay  with  you  only  during  the  "bank- 
ing" period.  The  right  kind  of  salesman  won't  take  too  long  to 
start  sales  rolling  in,  and  he  will  be  able  to  pay  off  any  temporary 
advancement  in  short  order.   The  wrong  type  never  will. 

"A  very  important  part  of  getting  a  good  sales  organization  on 
the  commission  plan  lies  in  making  the  original  arrangement  with 
the  individual  men.  It  is  very  important  to  run  over  the  subject 
very  carefully  with  each  new  man  you  add  to  your  force,  in  order 
that  he  may  become  fully  cognizant  of  the  reason  why  the  com- 
mission plan  offers  the  greatest  opportunity  to  him  in  the  long  run, 
and  also  is  the  most  mutually  fair.  If  a  man  with  whom  you  are 
making  new  arrangements  gathers  from  the  interview  that  you  are 
interested  in  seeing  him  treated  fairly  and  that,  at  the  same  time,  you 
fully  believe  he  does  not  want  to  treat  you  in  any  but  the  fairest 
manner,  an  element  of  confidence  will  enter  that  is  certain  to  prove 
an  asset  to  the  morale  of  your  sales  organization  later. 

"Keep  on  writing  us  any  time  you  want  our  opinion  about  any- 
thing connected  with  the  talking  machine  business,  and  rest  assured 
we  will  do  our  best  to  give  you  our  utmost  consideration. 

"Robert  Gordon." 


EDITOR'S  NOTE — Mr.  Gordon,  who  writes  this  monthly  page,  is  also  director  of  "The  Talking  Machine  World  Service." 
Mr.  Gordon  will  publish  on  this  page  any  good  ideas  submitted  by  you  for  the  benefit  of  the  trade,  and  also  answer  any  ques- 
tions you  ask  him  concerning  merchandising  problems.   Use  this  department  as  much  as  you  like.    It  is  intended  to  serve  you. 


186 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


Its  Musical  Quality  builds  larger  sales 


There  are  only  the  same  old  words,  "exquisite"  and 
"wonderful,"  to  describe  the  tonal  qualities  of  the  Dalion; 
but  with  the  Dalion  these  overworked  words  retain  their 
full  meaning.  The  Dalion  dealer  never  worries  about  a 
wandering  prospect  being  sold  some  other  phonograph, 
because  of  that  phonograph's  superiority  as  a  musical  instru- 
ment. The  Dalion  has  a  soft,  mellow  tone-grace  all  its  own. 


Its  Many  Refinements  build  larger  sales 


No  freakish  lines  mar  the  harmonious,  well-balanced 
beauty  of  Dalion  cabinets.  Skilled  design,  honest  workmanship, 
and  flawless  finishes  produce  cabinets  of  irresistible  appeal. 

The  Dalion  plays  all  records  and  is  equipped  with  every 
attachment  that  can  add  to  the  purchaser's  satisfaction. 


Its  Exclusive  Feature  builds  larger  sales 


Its 


Its 


With  the  average  instrument,  the  biggest  problem  the 
salesman  faces,  is  one  big  exclusive  feature  to  put  the  sale  across — 
to  convince  the  undecided  prospect. 

No  other  instrument  is  equipped  with  the  "Auto  File" — 
the  compact,  large-capacity  record  filing  device,  whose  "automatic 
brain"  solves  every  inconvenience  of  record  handling — and  pre- 
vents the  misfiling  of  records  by  refusing  to  give  up  a  second 
record  until  the  used  record  is  put  back  in  its  proper  compartments 

Every  Dalion  dealer  knows  what  this  feature  means  to  him. 


Guarantee  builds  larger  sales 


Accompanying  every  Dalion  is  the  broadest,  most  sweeping 
guarantee  ever  placed  back  of  a  phonograph.  Not  only  is  the 
instrument  warranted  unreservedly,  but  the  owner  is  further  pro- 
tected from  repair  cost  for  one  year  on  all  main  spring  breakage. 

Show  this  guarantee  to  a  prospect — the  manufacturer's 
sincerity  in  backing  the  Dalion  quality  increases  the  instru- 
ment's desirability. 


ertising  builds  larger  sales 


We  are  not  waiting  for  phonograph  buyers  to  learn  these 
things  for  themselves.  More  than  five  million  of  the  best  class  of 
American  families  are  being  taught  the  Dalion's  superiority  in  a 
broad,  strongly  individual,  advertising  campaign.  Its  force  starts  the 
new  dealer  with  interested  prospects  the  day  he  displays  the  Dalion. 


^   The  Phonograph 
Instrumentized 


We're  awaiting 


\7CWM*  in<mTlf\7  When  it  arrives  we'll  come  through  with  our 
^  yyjvlL  lii^^U-lL^.  ^hole  proposition  —  lay  all  our  cards  on  the 
table  —  show  you  exactly  what  benefits  are  yours  as  a  Dalion  dealer.  Then  the  decision  is  yours.  There  is 
neither  cost  nor  obligation  in  getting  full  particulars.   Write  today. 


MliwauKee  s^s  Mfg.  Co. 


Milwaukee 


July  15,  1920 


THE    TALKING   MACHINE  WORLD 


167 


EOMINO  Of  (Mm 


CANADIAN  TAX  ON  MUSICAL  INSTRUMENTS  REVISED 

Additional  10  Per  Cent  Excise  Tax  Taken  Off  After  Strenuous  Protests  by  Members  of  Industry — 
Tax  Now  the  Same  as  Since  1918 — Seven  and   One-half  Import  Tax  Also  Removed 


Ottawa,  Can.,  July  6. — The  talking  machine  in- 
dustry in  Canada  has  won  its  fight  against  the 
additional  10  per  cent  excise  tax  which  was  pro- 
posed in  the  speech  of  Sir  Henry  Drayton,  Min- 
ister of  Finance,  in  his  address  before  Parlia- 
ment in  May.  Immediately  following  the 
declaration  that  this  additional  tax  was  to  be 
levied  on  the  manufacturers'  price  the  talking 
n'achine  industry  nxarshaled  its  forces  and  pre- 
sented in  concise  form  the  reasons  why  this  tax 
would  prove  unjust.  Officials  of  the  Canadian 
Manufacturers'  Association  joined  a  deputation 
which  visited  the  Commissioner  of  Taxation  to 
present  these  arguments.  After  more  than  a 
month's  delay  the  result  was  announced  that  the 
additional  10  per  cent  had  been  rescinded  and 
the  tax  remains  as  it  has  been  since  1918. 

The  news  that  this  tax  had  been  removed  was 


hailed  with  delight  by  members  of  the  trade, 
for  it  had  a  quieting  effect  on  conditions  which 
have  been  hampering  business  in  talking  ma- 
chines and  records  for  some  time.  There  will 
be  no  rebate,  however,  on  taxes  collected  at  the 
higher  rate  between  May  19  and  June  17. 

The  sales  tax,  a  1  per  cent  on  turnover,  re- 
mains unchanged  except  where  the  manufacturer 
sells  direct  to  the  retailer,  then  the  rate  is  2 
per  cent.  All  manufacturers  and  wholesalers 
must  collect  1  or  2  per  cent,  as  the  case  may 
be,  on  each  invoice  for  talking  machines,  rec- 
ords, supplies,  and  all  their  sales,  as  a  separate 
item  on  the  invoice  and  remit  to  the  Govern- 
ment. 

The  7j4  per  cent  war  duty  has  been  removed 
on  all  talking  machines,  records,  etc.,  imported 
from  the  United  States. 


TORONTO  DEALERS  TO  ORGANIZE 


H.  Ruthven  McDonald  Named  as  Temporary 
President  Pending  Election  of  Officers — Senti- 
ment Favors  Interest  on  Instalment  Sales  and 
Sending  Records  Out  on  Approval 


Toronto,  Ont.,  July  7. — Retailers  of  talking  ma- 
chines and  records  in  Toronto  have  decided  to 
form  an  association.  At  an  open  informal  meet- 
ing held  recently  at  the  King  Edward  Hotel  the 
desirability  of  an  organization  that  would  bring 
the  dealers  together  occasionally  for  the  discus- 
sion of  trade  matters  and  methods  of  creating 
greater  public  demand  for  machines  and  records 
was  decided  upon.  A  short  discussion  resulted, 
in  a  motion  to  organize  and  this  was  carried 
unanimously. 

The  meeting  was  the  outcome  of  the  proposi- 
tion being  mooted  at  the  annual  meeting  of  the 
Toronto  Retail  Piano  Dealers'  Association  in 
April,  the  members  of  which  are  all  actively  in- 
terested in  the  talking  machine  and  record  busi- 
ness. They  had  found  that  various  grievances 
had  been  successfully  eliminated  by  co-operative 
effort  and  consensus  of  opinion  was  that  an  as- 
sociation for  the  talking  machine  retailers  would 
be  a  desirable  movement. 

On  presentation  the  nominating  committee's 
slate  was  adopted  unanimously  so  that  the  offi- 
cers until  an  election  takes  place  are:  Presi- 
dent, H.  Ruthven  McDonald;  vice-president,  J. 
D.  Ford,  of  the  R.  S.  Williams  &  Sons  Co.,  Ltd.; 
secretary-treasurer,  H.  E.  Rorke,  of  Mason  & 
Risch,  Ltd.;  executive  committee,  S.  F.  Baulch, 
Herhard  Heintzman,  Ltd.;  C.  R.  Coleman,  Thos. 
Claxon,  Ltd.;  A.  N.-  Clements,  Toronto  Music 
Co.,  Ltd.;  M.  E.  Standfield,  Standfield-Macpher- 
son  Co. 

On  Mr.  Baulch  assuming  the  chair  during 
the  temporary  retirement  of  Mr.  Ruse  from 
the  room,  an  interesting  discussion  was  pro- 
voked by  the  former  asking  "What  is  your  opin- 
ion in  regard  to  charging  interest  on  all  con- 
tracts and  what  should  that  rate  be?"  There 
seemed  to  be  no  doubt  on  the  part  of  those  who 
spoke  to  the  question  about  the  necessity  of 
charging  interest  on  time  sales,  but  one  dealer 
pointed  out  that  because  a  competitor  only  a 
few  doors  away  featured  no-interest  he  was  com- 
pelled very  reluctantly  to  adopt  the  same  method 
after  losing  a  number  of  sales  because  of  his 
policy  of  charging  interest. 

The  next  question  relating  to  records  on  ap- 
proval proved  to  be  an  even  greater  concern. 
■'Are  you  favorable  to  sending  out  records  on 
approval,  either  with  machine  sales  or  to  reg- 
ular customers?" 

"When  a  machine  is  sold,"  said  one  speaker, 
"it  is  necessary  to  satisfy  the  customer  with 


records  that  he  is  going  to  keep  and  I  am  per- 
sonally in  favor  of  sending  from  twelve  to 
eighteen  records  on  approval,  those  not  selected 
to  be  returned  in  twenty-four  hours."  This 
speaker  contended  that  on  regular  record  busi- 
ness, not  linked  up  with  new  machine  sales, 
more  business  can  be  done  where  the  customer 
can  be  supplied  with  records  that  have  not  been 
out  of  the  store.  A  records-on-approval  policjf, 
he  declared,  meant  selling  second-hand  records. 

The  sentiment  expressed  by  the  speaker  above 
referred  to  seemed  to  be  general  except  as  to 
the  period  of  time  records  should  be  allowed  ont 
with  a  machine.  Some  thought  the  period  should 
be  forty-eight  hours,  which  would  provide  for 
sales  made  on  Saturdays. 


J.  E.  WHITE  DIES  IN  ST.  ALBANS 


Widely  Known  Talking  Machine  and  Piano  Man 
Dies  at  His  Home  in  St.  Albans — Had  Been 
in  Poor  Health  for  Long  Time 


TouoNTo,  Ont.,  July  6. — Both  the  talking  machine 
and  piano  trades  were  shocked  to  learn  of  the 
death  of  John  E.  White,  of  the  Musical  Mer- 
chandise Sales  Co.  of  this  city,  who  passed  away 
at  his  old  home,  St.  Albans,  recently.  Mr.  White 
had  not  been  in  robust  health  for  some  time. 
Last  Fall  he  was  ill  for  two  months  or  more, 
(luring  which  he  underwent  an  operation.  This 
Spring,  in  an  attempt  to  save  the  life  of  his 
little  seven  months'  old  daughter,  he  gave  some 
of  his  own  blood  for  transfusion  to  the  child. 
Apparently  he  was  not  strong  enough  to  stand 
this  extra  strain  on  his  constitution.  Just  a  few 
days  after  pneumonia  set  in  and  a  wire  reached 
Toronto  telling  of  his  death. 

The  late  John  E.  White  was  born  in  St.  Al- 
bans, Vt.,  forty-one  years  ago.  His  business 
life  was  spent  in  Burlington,  Vt.,  and  New  York 
City,  until  six  years  ago  when  he  came  to  Ot- 
tawa with  the  Hurtean-Williams  Co.  A  year 
later  he  went  with  that  firm  in  Montreal.  In 


October,  1916,  he  came  to  Oshawa  as  sales  man- 
ager of  the  Williams  Piano  Co.,  Ltd.,  which  po- 
sition he  held  until  February,  1918,  when  he 
removed  to  Toronto  to  join  with  Messrs.  W.  B. 
Puckett  and  Fred  A.  Trestrail  in  the  Musical 
Merchandise  Sales  Co.,  to  distribute  Brunswick 
phonographs  in  Canada. 

Mr.  White  was  popular  to  an  unusual  degree. 
Always  bright  and  jolly,  he  made  friends  easily. 
Both  Mr.  Puckett  and  Mr.  Trestrail  paid  a  high 
tribute  to  his  personality  and  referred  feelingly 
to  the  great  loss  his  passing  was  to  their  organ- 
ization and  to  the  trade.  The  deceased  left  a 
wife  and  two  children. 

Members  of  the  Brunswick  organization  who 
attended' 'the  funeral  in  St.  Albans  were:  Messrs. 
Puckett,  Trestrail  and  Whicker,  Toronto,  and 
O'Donnell  of  the  Montreal  branch. 


K.  A.  ROSS  MADE  SALES  MANAGER 


Was  Formerly  Western  Manager  for  Musical 
Instrument  Sales  Co.  of  Toronto 


Toronto,  Ont.,  July  5. — Kenneth  A.  Ross,  of 
Edmonton,  Western  manager  for  Musical  Mer- 
chandise Sales  Co.,  Canadian  distributors  of 
Brunswick  phonographs,  who  has  just  arrived 
in  this  city,  now  becomes  sales  manager  of  the 
firm,  a  promotion  that  his  customers  will  be 
glad  to  learn  of.  Mr.  Ross,  who  is  a  "Kingston 
Old  Boy,"  has  lived  in  the  West  for  the  past 
nine  years  and  is  well  known  in  music  and  trade 
circles.  He  is  an  enthusiastic  exponent  of  the 
Brunswick  line  and  looks  forward  with  consid- 
erable pleasure  to  doing  business  in  the  entire 
country.  He  expects  to  remove  his  family  East 
and  establish  his  home  in  Toronto.  The  Mu- 
sical Merchandise  Sales  Co.  announces  the  ac- 
quisition of  the  agency  for  Reflexo  products. 


COLUMBIA  FORCES  MEET  IN  WINNIPEG 

First  Convention  of  Kind  Held  in  the  Dominion 
a  Great  Success — Many  Constructive  Talks 


Winnipeg,  Man.,  July  7.— The  Columbia 
Graphophone  Co.,  not  content  with  an  adver- 
tising campaign  in  the  United  States  and  Canada 
which  involves  an  outlay  of  six  million  dollars 
a  year,  has  adopted  the  plan  of  educating  its 
agents  by  means  of  conventions.  The  first  of 
this  kind  in  Canada  was  held  at  the  Fort  Garry 
Hotel,  this  city,  recently.  The  chairman  was 
Robert  Shaw,  manager  of  the  Columbia  Graf- 
onola  department  of  Cassidy's  Limited,  whole- 
sale distributors  in  the  Canadian  West. 

The  principal  speaker  was  A.  E.  Landon,  gen- 
eral manager  of  the  Columbia  Co.  in  Canada. 
Other  speakers,  especially  brought  from  New 
York  for  the  occasion,  were  O.  F.  Benz,  as- 
sistant to  general  sales  manager  and  superin- 
tendent of  record  output  for  the  American  head 
office  of  the  company;  H.  L.  Tuers,  manager  of 
the  Dealer  Service  department;  W.  A.  Willson, 
manager  of  the  educational  department,  and 
iC niitimicd  on  page  189) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


188 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


MODEL  "A" 

Mahogany  or  Oak 
17"  wide;  19"  deep;  42"  high 

This  is  an  exceedingly  artistic 
model,  built  to  meet  a  popular  de- 
mand. Nickel-Plated  Hardware  is 
used  throughout,  and  the  shelf  for 
Albums  is  made  of  five-ply  veneer. 


Superiority 


The  sale  of  the  CRAFTS  Phonograph 
does  not  depend  upon  so-called 
points." 


talking 


The  CRAFTS  Phonograph  possesses  all 
the  essentials  to  meet  the  popular  demand 
and  satisfy  the  true  musician. 

The  CRAFTS  Phonograph  sells  on  merit 
solely,  and  it  is  built  to  endure.  Guaran- 
teed for  a  lifetime!  V 

The  growth  of  the  demand  for  the 
CRAFTS  Phonograph  has  been  little  short 
of  phenomenal,  considering  that  no  extrav- 
agant expenditures  were  made  in  launch- 
ing it  upon  the  market. 


MODEL  "B"— CLOSED 

Mahogany,  Walnut  or  Oak 
18"  wide;  20"  deep;  4334"  high 


The  CRAFTS  Phonograph  at  once  found 
a  place  for  itself  among  the  recognized 
standard  makes,  and  the  gratifying  repeat 
orders  in  constantly  increasing  volume  at- 
test the  recognition  of  CRAFTS  Superior- 
ity by  the  trade. 

America's  foremost  Music  Houses  now 
offer  the  CRAFTS  Phonograph  to  dis- 
criminating buyers  because  of  its  high 
standard  of  excellence  as  a  musical  in- 
»  strument. 

Descriptive  folder  and  an  outline  of 
CRAFTS  Dealer's  Service  sent  upon  re- 
quest. 

A  sample  order  will  show  you  the  wisdom 
of  making  the  CRAFTS  Phonograph 
your  leader.  It  is  better  to  offer  the 
CRAFTS  in  competition  than  to  meet  it 
that  way! 


A.  J.  CRAFTS  PIANO  CO. 

Manufacturers 
RICHMOND  VIRGINIA 


MODEL  "AA"— OPEN 

Mahogany  or  Oak 
14%"  high;  leYz"  wide;  20%"  deep 

Like  the  more  expensive  Models, 
"AA"  will  play  all  makes  of  Disc 
Records. 


MODEL  "C"— CLOSED 

Mahogany,  Walnut  or  Oak 
22f^"  widei  24^"  deep;  46^4"  high 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


189 


TRADE  HAPPENINGS  IN  CANADA 

(Cojilitiued  from  page  187) 

Robert  Shaw,  of  Winnipeg.  The  delegates  to 
the  convention  were  a  hundred  strong,  Columbia 
dealers  from- all  parts  of  the  prairie  provinces. 

There  were  various  addresses  and  as  one  ex- 
pert after  another  held  forth,  the  men  from  the 
shops  in  city  and  country  were  surprised  and 
delighted  with  the  suggestions  that  were  made. 

At  the  recherche  luncheon  served  in  the 
beautiful  Rose  Room  of  the  Fort  Garry,  the 
program  of  music  discoursed  by  the  orchestra 
was  printed  on  the  menu  cards  and  beneath  each 
number  were  such  entries  as  "Columbia  Record 
A-2908,  R-4018,  A-2885,  etc."  When  the  con- 
vention adjourned  late  in  the  afternoon,  after 
a  day  of  speeches,  practical  demonstrations,  lan- 
tern lecture,  and  Grafonola  music,  the  delegates 
indicated  their  satisfaction  by  warm  words  of 
appreciation.  The  success  of  this  experiment 
will  lend  to  its  adoption  as  a  regular  feature 
in  various  sections  of  Canada. 

At  the  close  of  the  last  address  of  the  con- 
vention, a  "Columbia  Clinic"  was  put  on  in 
which  experts  demonstrated  to  the  dealers  the 
merits  of  the  new  Columbia  non-set  stop  Graf- 
onola. The  enthusiastic  appreciation  of  the  hos- 
pitality of  the  officers  of  the  Columbia  Co.  and 
of  the  valuable  addresses  delivered  signified  the 
pronounced  success  of  the  first  convention  of 
its  kind  ever  held  in  Canada. 


House  peddlers  of  talking  machines  also  re- 
ceived considerable  attention  by  different  speak- 
ers, one  of  whom  stated  that  he  personally  called 
at  eleven  private  homes  at  each  of  which  a  talk- 
ing machine  was  advertised  for  sale.  Of  the 
eleven  instruments  seen  ten  were  the  product 
of  one  manufacturer.  The  Association  pro- 
poses to  "go  after"  this  class  of  trader. 


FOREIGN  MUSIC  ROLLS  THE  LATEST 

Rolls  of  Jewish,  Polish  arfd  Italian  Music 
Played  by  Native  Musicians  Expected  to  Have 
Strong  Appeal  for  the  Foreign  Element 


TRADE  CONDITIONS  IN  MONTREAL 


Usual  Summer  Dullness  Now  Prevails — H. 
Berliner  Returns  From  England 


TORONTO  FAVORS  "RECORD  WEEK" 

Association  Receives  Proposition  Favorably  at 
Meeting — Investigates  House  Sales 


Toronto,  Ont.,  July  4. — At  a  recent  meeting  of 
the  Retail  Phonograph  Dealers'  Association  of 
this  city,  the  idea  of  all  the  retailers  in  the  city 
co-operating  in  a  "record  week"  was  advanced 
by  J.  D.  Ford,  who  thought  that  concerted  move- 
ment of  this  kind  would  result  in  a  big  impetus 
to  record  sales.  The  idea  was  favorably  re- 
ceived. 


Montreal,  C.\n.,  July  6. — The  usual  Summer 
dullness,  apparent  at  this  particular  season  of  the 
year,  is  being  observed  by  all  dealers.  The 
majorit}'  of  the  trade  is  pushing  hard  for  Sum- 
mer business  in  the  way  of  camp  outfits  and 
machines  for  Summer  homes,  etc. 

Layton  Bros.,  Edison  and  Columbia  dealers, 
recently  held  their  second  annual  picnic  to  Ot- 
terburn  Park  where  a.  program  of  games  was 
held  and  dancing  indulged  in. 

H.  S.  Berliner,  vice-president  the  Berliner 
Gramophone  Co.  Limited,  has  arrived  home  from 
a  two  months'  visit  to  England,  where  he  was 
accompanied  by  Mrs.  Berliner  and  their  little 
daughter. 

The  Starr  Phonograph  Co.,  of  Quebec,  has 
opened  up  at  160O  St.  Lawrence  boulevard  where 
Starr  phonographs  and  Gennett  records  are 
being  featured  for  distribution  in  the  Province 
of  Quebec. 

Charles  Culrose  reports  a  demand  for '  Mo- 
trolas  in  excess  of  supply.  He  has  taken  on 
the  representation  of  the  Portophone  and  ex- 
pects a  number  of  machines  in  any  day. 

C.  W.  Lindsay,  Ltd.,  has  added  a  new  feature 
to  its  service — that  of  renting  phonographs. 
Two  models  -of  Columbia  Grafonolas  are  being 
rented — a  cabinet  model,  type  "X,"  or  a  portable 
type  "D."  If  the  client  decides  within  six 
months  to  purchase  the  instrument  rented,  the 
money  paid  as  rental  is  applicable  on  the  pur- 
cliase  price. 


A  surprisingly  large  number  of  talking  ma- 
chine dealers  discovered  years  ago  that  a  most 
substantial  and  profit  producing  business  could 
be  developed  in  the  handling  of  foreign  records 
intelligently  in  sections  where  the  foreign  pop- 
ulation was  of  substantial  proportions.  As  a 
matter  of  fact  certain  dealers  have  for  a  long 
time  done  the  bulk  of  their  business  with  the 
foreign  element  and  in  foreign  language  rec- 
ords. 

The  appeal  to  the  foreign  speaking  popula- 
tion having  already  proven  of  distinct  value  in 
record  sales,  it  is  logical  to  assume  that  the 
presentation  of  authentic  music  in  music  roll 
form  should  have  an  almost  equal  attraction. 
Following  out  this  idea  the  Rose  Valley  Co.,  of 
Philadelphia,  Pa.,  has  just  placed  on  the'market 
the  Monoroll  catalog  containing  Polish,  Ital- 
ian and  Jewish  selections,  many  of  them  made 
from  the  original  scores  and  all  played  by  mu- 
sicians of  the  same  nationality,  thus  insuring 
accuracy  in  interpretation.  The  Jewish  rolls 
particularly  are  of  a  character  that  has  made 
a  strong  impression  upon  the  members  of  that 
race  who  have  heard  them.  In  the  near  future 
it  is  planned  to  add  rolls  of  the  music  of  a 
number  of  other  nationalities  as  soon  as  ar- 
rangements can  be  made,  thereby  increasing  the 
scope  of  the  Rose  Valley  roll  library. 

It  is  the  belief  of  the  manufacturers  that 
talking  machine  dealers  who  have  been  featur- 
ing foreign  records  have  at  hand  unexcelled 
means  for  placing  the  foreign  music  rolls  to  ad- 
vantage, inasmuch  as  a  goodly  number  of  the 
talking  machine  owners  are  likewise  owners  of 
player-pianos.  Having  brought  the  customers 
into  the  store  for  foreign  records  it  should  be 
a  simple  matter  to  interest  them  in  music  rolls 
of  the  same  type  which  should  mean  additional 
business. 


CSitL  The  Very  Latest  HITS  QKf^ 

Records  ^'^^^^       ^^^^  ^^^^^^^  Records 

We  Stand  for  Dependability 
and  Speedy  Delivery  Immedi- 
ately Upon  Receipt  of  Orders 

Hear  the  FOUR  Most  Popular  SPECIALS  and  Send  Us  a  Quick  Order 


4118 
10-in. 
$1.00 

4119 
10-in. 
$1.00 

4120 
10-in. 
$1.00 

4121 
10-in. 
$1.00 


riN  SWEET  SEPTEMBER— Fox-trot, 

^  Ray  Miller's  Black  &  White  Melody  Boys 

LMY  SAHARA  ROSE — Fox-trot  Harry  Raderman's  Jazz  Orchestra 

f  ROSE  OF  SPAIN— Fox-trot, 

^  Ray  Miller's  Black  &  White  Melody  Boys 

I  KISMET— Fox-trot   •   Green  Brothers'  Novelty  Band 

TELL  ME  PRETTY  MAIDEN— Fox-trot  Rega  Dance  Orchestra 

POLLY — One-step. .  .Joseph  Knecht's  Waldorf  Astoria  Dance  Orchestra 

rLE  WANNA— Fox-trot  Green  Brothers'  Novelty  Band 

\  JEAN— Fox-trot  Harry  Raderman's  Jazz  Orchestra 


STOPFER  &  STACKHOUSE  CO. 

BOURBON,  INDIANA 
DISTRIBUTORS  OF  OKEH  RECORDS 


190 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


i!  lllllllll!lll!Mnilll!lfifilMni!l!nni^;ritinrHirHIMlitin;iMiMlMf>MfiM!![|ti[i;i[|i(ii!ji:||||||||inii[|i||||||||[ni[in[i|lin  Li 


$25,000  IN  BONUSES 

to  Jemtone  Dealers 

We  have  developed  a  most  unique  and  distinctive  sales  plan  for  the  distribution  of  Jemtone 
Phonograph  Attachments.  Part  of  it  is  to  divide  bonuses  amounting  to  $25,000.00  among  our 
dealers. 

This  is  a  new  departure  in  the  selling  of  merchandise  and  is  certain  to  meet  with  popular 
approval.  It  provides  for  a  division  of  profits  among  those  who  sell  our  products  and  pays  to  those 
the  largest  returns  who  show  the  biggest  results. 

Clip  the  coupon,  fill  in,  and  attach  to  your  letterhead.  Complete  information  will  be  sent 
to  you  by  return  mail.  Doing  this  will  bring  to  you  a  most  unique  sales  plan — one  that  will  not  only 
pay  you  liberal  profits  on  the  sales  you  realize,  but  one  that  will  make  it  possible  for  you  to  earn 
one  of  the  many  cash  bonuses,  running  up  as  high  as  $1,000.00. 

.TjriTDNIj 


Makes  a  Gem 

of  Every  Record 


The  Jemtone  is  an  auxiliary  attachment  that  fits  into  the  needle  holder  of  the  sound  box  of 
changeable  needle  machines. 

The  Jemtone  removes  metallic  sounds,  reduces  scratching  and  surface  noises  where  they  are 
no  longer  objectionable,  eliminates  overtones  and  blasts,  greatly  naturalizes  tones — and  softens, 
clarifies  and  mellows  tones.  ^ 

The  Jemtone  is  a  proven  success.  Those  who  use  it  endorse  it  enthusiastically  and  pro- 
nounce it  an  indispensable  addition  to  their  phonograph. 

The  Jemtone  is  small  in  size  and  as  easily  and  quickly  attached  as  an  ordinary  needle.  The 
retail  price  of  $1.50  places  it  within  the  reach  of  everyone.  The  liberal  margin  it  pays  dealers 
makes  it  a  profitable  accessory  to  handle. 

Write  for  full  information  on  the  Jemtone,  and  learn  more  about  our  plan  of  paying  bonuses 
to  dealers.  This  plan  is  certain  to  interest  you.  We  have  a  distinctive  product  and  just  as  distinc- 
tive a  plan  to  introduce  it. 

Obey  the  impulse — write  to-day! 

THE  JEMTONE  COMPANY,  Inc. 

OMAHA,  NEB. 

The  Jemtone  Co.,  Inc., 
Omaha,  Nebraska. 

Mail  us  complete  information  regarding  your  plan  of  paying  bonuses  to  dealers  for  selling 
Jemtones,  and  give  us  more  detailed  information  about  the  Jemtone.  Writing  does  not  obligate  us 
in  any  way. 


by  

Executive  Capacity. 


Tiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


191 


TRADE  ACTIVE  IN  PORTLAND  DESPITE  SHRINE  FESTIVAL 

Dealers  Well  Satisfied  With  Situation— Edison  Transcontinental  Tour— Watts  With  Western  Job- 
bing &  Trading  Co.— Many  Dealers  in  City  During  Shrine  Week— New  Lines  for  Wax  Co. 


Portland,  Ore.,  July  6. — While  the  talking  ma- 
chhie  business  was  not  very  active  during  the 
Slirine  convention  in  Portland,  dealers  are  well 
satisfied  with  the  situation,  as  immediately  after 
the  convention  and  Rose  Festival,  which  fol- 
lowed it  during  the  latter  part  of  the  week,  busi- 
ness became  very  brisk.  Music  was  the  out- 
standing feature  pf  the  convention,  seventy-six 
bands,  about  3,000  musicians,  being  here  with 
the  Shriners. 

While  there  was  plenty  of  band  music  in  Port- 
land week  before  last,  the  Reed-French  Co.  in- 
stituted a  little  concert  of  their  own  at  Twelfth 
and  Washington  streets.  An  elevated  platform 
in  front  of  their  store  was  appropriately  deco- 
rated and  a  talking  machine  placed  on  it,  which 
played  all  day  long. 

A  transcontinental  lecture  tour  extending 
from  coast  to  coast,  including  Canada,  has 
been  arranged  for  the  Summer  by  the  Edison 
Co.,  to  present  the  recording  features  of  the 
New  Edison.  Phonograph  dealers  from  the  en- 
tire country  will  be  invited  to  attend  these  lec- 
tures. Miss  Helen  Davis,  a  young  mezzo  so- 
prano and  pupil  of  F.  X.  Arens,  the  voice  spe- 
cialist of  New  York,  will  illustrate  the  lectures. 

A.  A.  Campbell,  of  the  Seattle  branch  of  the 
Bush  &  Lane  Piano  Co.,  after  a  visit  to  his  son, 
H  T.  Campbell,  manager  of  the  Portland  branch 
of  the  Bush  &  Lane  Co.,  has  returned  to  Seattle. 
H.  T.  Campbell  became  a  full-fledged  Shriner 
just  before  the  convention  and  is  a  member  of 
Al  Kader  Temple.  Bush  &  Lane's  window  was 
one  of  the  finest  in  Portland  during  the  conven- 
tion. A  desert  scene  was  shown  and  the  Arab 
sitting  in  front  of  his  tent,  contemplating  a 
passing  caravan  of  camels  and  drivers,  was  very 
realistic.  The  Sphinx,  the  Pyramids,  the  oasis 
with  its  palms,  surrounding  the  spring  of  water, 
formed  an  artistic  as  well  as  an  appropriate  win- 
dow picture. 

D.  T.  Watts,  formerly  of  J;he  Perry  Music  Co., 
lias  just  returned  from  Los  Angeles,  where  he 
has  accepted  the  position  of  district  manager  of 
the  Western  Jobbing  &  Trading  Co.  This  com- 
pany is  the  distributor  of  the  New  Emerson 
phonographs  and  records  and  intends  to  erect 
immediately  a  $1,000,000  factory  in  Los  Angeles 
and  will  employ  between  600  and  800  girls.  It 
will  be  in  full  operation  by  November  1  and  will 
give  Western  dealers  the  advantage  of  quick 
service,  as  goods  can  be  delivered  from  three  to 
four  weeks  earlier  than  they  can  be  delivered 
by  Eastern  factories.  Mr.  Watts  will  have  the 
territory  covering  Washington,  Oregon  and 
Alaska.  He  has  just  opened  an  office  in  Seattle 
and  in  sixty  or  ninety  days  will  open  an  office  in 
Portland. 

O.  C.  Schindler,  in  charge  of  the  wholesale  de- 
partment of  the  Perry  Music  Co.,  has  just  re- 
turned from  a  successful  business  trip  down  the 
Willamette  Valley,  which  he  found  in  even  more 
than  its  usual  prosperous  condition.  He  opened 
new  agencies  at  Harrisburg,  Forest  Grove,  New- 
berg,  Albany  and  Oregon  City.  A  Cremona 
talking  machine  was  sold  by  the  company  to 
Pacific  College  at  Forest  Grove.  Mr.  Schindler 
says  they  are  selling  a  great  many  Emerson 
records. 

The  Excel,  the  Modernola  and  the  Portola  are 
now  carried  by  the  M.  J.  Wax  Co.,  which  is  get- 
ting ready  to  incorporate.  Grey  Gull  records 
are  also  being  carried  by  this  company.  Dur- 
ing the  Shrine  convention  week  A.  R.  Cyrus,  of 
Astoria,  Ore.,  and  F.  A.  Rankin,  of  Eugene,  Ore., 
called  at  the  Wax  offices  and  ordered  a  supply 
of  goods. 

E.  B.  Hunt,  manager  of  the  wholesale  Victor 
department  of  Sherman,  Clay  &  Co.,  has  re- 
turned from  a  visit  among  the  dealers  in  Eastern 
Oregon  and  Idaho.  He  found  the  dealers  very 
anxious  to  get  Victor  stock  and  all  are  expect- 
ing a  prosperous  Fall  trade.  A  great  many  Vic- 
tor dealers  visited  Portland  during  Shrine  week. 
Among  them  were  C.  B.  Sampson,  of  Boise, 
Idaho;  W.  W.  More  and  George  Will,  of  Salem, 


Ore.;  L.  L.  Thomas,  of  Marshfield;  Stanton 
Rowell,  of  Grants  Pass;  W.  L.  Hembree,  of 
McMinnville;  F,  G.  Mitchell,  of  Hilsboro;  Mr. 
Cohoun,  of  Boston,  Mass.,  and  John  Gercovich 
of  San  Francisco. 

"The  Stradivarians,"  a  club  composed  of  the 
officers  and  employes  of  the  Pacific  Phonograph 
Co.,  were  hosts  at  a  picnic  at  Crystal  Lake  Park 
on  Saturday  for  all  employes  of  the  concern. 

W.  H.  Dirrett,  of  Albany,  Ore.,  has  put  in  an 
order  for  a  complete  line  of  machines  carried 
by  the  M.  J.  Wax  Co.  Mr.  Dirrett  has  a  store 
in  Albany,  Ore.,  and  another  in  Corvallis,  Ore. 

W.  B.  Maxwell  reports  a  good  month  in  the 
talking  machine  department  of  the  Powers  Fur- 
niture Co.  A  complete  list  of  Brunswick  rec- 
ords is  now  on  hand  for  the  first  time  since  they 
were  put  on  the  market.  During  the  Shrine  con- 
vention there  were  many  Shriners  who  visited 
the  department  and  bought  records,  and  a  big 


I'st  of  names  has  been  added  to  their  regular 
mailing  list. 

Mrs.  Olga  Binder,  who  was  in  the  talking 
machine  department  and  afterwards  cashier  of 
the  Wiley  B.  Allen  Co.,  is  now  with  Lipman, 
Wolfe  &  Co.  in  their  talking  machine  depart- 
ment. 

Mrs.  Stonebrink,  who  resigned  her  position 
in  the  record  department  of  Lipman,  Wolfe  & 
Co.,  is  now  with  the  Bush  &  Lane  Piano  Co., 
in  the  talking  machine  department. 

V.  G.  Lunt  is  a  strong  advocate  of  the  Pacific 
point,  a  record  needle  of  which  he  is  the  in- 
ventor.   He  is  having  good  success  in  selling  it. 

PARK  SLOPE  TALKING  MACHINE  SHOP 

Among  the  most  recent  entries  into  the  talk- 
ing machine  field  in  Brooklyn,  N.  Y.,  is  the  Park 
Slope  Talking  Machine  Shop,  which  has  a  capital 
of  $40,000.  Incorporators  are  M.  and  A.  and  B. 
Goldblatt. 


Sedgwick  &  Casey  have  attractive  "talker" 
quarters  in  Hartford,  Conn. 


Latest  Hits  in  Records! 


Ask  for  our  latest  bulletin  showing 
complete  list  of  all  releases  up  to  date. 

The  Lyric  has  made  constant  progress 
in  technical  improvement  arid  can  be 
favorably  compared  today  in  quality  only 
with  the  old  standard  makes  of  records. 

Sample  orders  will  lead  to  immediate  re-orders. 

We  have  made  extensive  enlargements  of  our  ac- 
cessories department  and  our  jobbing  facilities  are 
situated  to  furnish  immediate  delivery  and  complete 
service. 

Special  Offer! 

To  every  rated  merchant  we  will  ship  an  assort- 
ment of  three  dozen  (36)  Lyric  Records  of  the 
popular  hit  class. 

Lyric  Records  retail  at  85  cents. 

Big-profit  discounts. 

OPEROLLO  PHONOGRAPH  CO. 

54  W.  Lafayette  Blvd.  Detroit,  Mich. 


192 


THE   TALKING    MACHINE  WORLD 


July  15,  1920 


IN  SWEET  SEPTEMBER 
MY  SAHARA  ROSE 


CHU. 

Records 


ROSE  OF  SPAIN 
KISMET 


THE  FUTURE  OF  THE  PORTABLE 

C.  E.  Dodson  Prepares  Interesting  Article  Pre- 
senting Practical  Sales  Plans — Important 
Information  for  the  Dealers 


C.  E.  Dodson,  general  manager  of  the  Porta- 
ble Phonograph  Co.,  Kansas  City,  Mo.,  recently 
prepared  an  interesting  brochure  for  the  mem- 
bers of  his  organization  entitled  "The  Future 
of  the  Portable  Phonograph."  In  this  article, 
Mr.  Dodson  points  the  way  to  a  new  field  for 
dealers  in  the  development  of  talking  machine 
and  record  business,  and  says: 

"A  wide  field  for  the  -  sale  of  phonographs 
and  records  is  pointed  out  to  dealers  and  this 
field  has  hardly  yet  been  scratched.  The  adver- 
tising matter  pertaining  to  the  Portrola  porta- 
ble phonograph  calls  attention  to  the  sale  of 
Portrolas  to  young  people  employed  and  other 
lovers  of  music,  who  cannot  for  many  good 
reasons  use  a  cabinet  machine.    Heretofore  the 


"THE  WINNING  COMBINATION"' 
(The  Most  Valuable  Obtainable  Agencies) 

HIGH  CLASS   CLEAN  CUT 
PROFITABLE  SUCCESSFUL 

The  MASTER-TONE  PHONOGRAPHS 


OPPORTUNITY  is  knocking  at  YOUR 
door  NOW  ! 

Let  us  prove  it  to  you 

Iroquois  Sales  Corporation 

10-14  North  Division  Street,  Buffalo,  N.  Y. 


thousands  who  represent  this  class  of  people 
have  bought  small,  cheap  machines  to  satisfy, 
in  a  measure,  their  longing  for  good  music. 
On  account  of  their  mode  of  living  a  phono- 
graph is  a  temporary  proposition  with  them 
and  naturally  they  do  not  invest  much  money 
in  this  machine.  The  result  is  their  phonograph 
is  more  or  less  unsatisfactory.  They  are  often 
compelled  to  change  their  abodes  suddenly  and 
when  it  comes  to  moving  the  machine  they 
conclude  'the  thing  isn't  worth  it.' 

"Take,  for  instance,  people  who  have  fine 
cabinet  machines  in  their  homes.  When  they 
go  on  an  outing  and  as  soon  as  they  get  set- 
tled one  of  the  first  things  mentioned  is  'now 
if  we  just  had  the  phonograph,  wouldn't  it  be 
great?'  Those  persons  who  are  accustomed  to 
good  music  of  their  phonograph  naturally  miss 
it  more  than  others  and  they  are  not  satis- 
fied with  purchasing  a  cheap  phonograph  for 
this  special  occasion.  It  would  be  out  of  the 
question  to  take  their  large  machines  with  them 


TELL  ME,  PRETTY  MAIDEN 
POLLY 


Records 


LE  WANNA 
JEAN 


and  they  dislike  to  crate  or  have  some  special 
kind  of  case  made  for  some  smaller  model  so 
it  may  be  transported. 

"Going  back  to  the  young  folks — the  ma- 
jority of  them  are  more  familiar  with  the  new 
dance  records,  though  they  do  not  own  a  phon- 
ograph, than  most  of  those  who  have  fine 
cabinet  machines.  These  young  folks  spend 
at  least  part  of  their  time  in  their  rooms  or 
boarding  houses  and  'what  could  be  sweeter' 
than  a  real   portable   phonograph  they  could 


Carroll  E.  Dodson 


take  with  them  on  their  outings  or  to  their 
friend's  house  and  could  close  it  up  and  set  it 
out  of  the  way  when  not  in  use  in  their  rooms. 
This  class  of  trade  has  never  been  properly 
appealed  to  before.  The  dealers  would  find  it 
very  profitable  to  do  so.  I  personally  know 
they  would  take  to  it  quickly  if  the  real  portable 
machine  were  shown  to  them  and  it  would  cer- 
tainly stimulate  the  dealer's  record  sales  to  a 
large  per  cent. 

"I  feel  safe  in  predicting  a  change  in  the 
phonograph  industry  concerning  the  future  of 
the  portable  phonograph  and  in  a  few  years 
doubtless  there  will  be  only  two  kinds  of  ma- 
chines found  extensively  on  the  market.  Name- 
ly, the  cabinet  machine  for  the  parlor  or  music 
room  and  the  portable  machine  for  all  other 
purposes.  I  refer,  however,  to  the  portable 
phonograph  as  one  built  as  a  carrying  case 
with  a  handle  and  place  for  records;  not  so 
heavy  as  to  be  a  burden  to  carry;  nor  requires 
no  extra  crating  or  case  to  take  it  along." 


NEW  HOME  FOR  HACKENSACK  HOUSE 

The  Bergen  Talking  Machine  Co.,  which  han- 
dles the  Victor  line  in  Hackensack,  N.  J.,  has 
moved  into  new  quarters  on  Main  street,  that 
city.  A  large  electric  sign  with  116  bulbs  has 
been  placed  in  front  of  the  store  which  is  now 
one  of  the  very  attractive  establishments  in 
that  town. 


We  have  proven  that  you  can 
sell  the— 


The   Clearer  Phonograph 

The  ADORA  phonograph  has  attractive 
sales  possibilities  for  you  as  a  phonograph  re- 
tailer. We  have  proven  this  fact  conclusively 
during  the  past  year  in  our  Detroit  stores. 

Slightly  over  a  year  ago  we  introduced  it  to 
the  Detroit  public.  Since  then  we  have  sold 
more  than  5,000  ADORA  phonographs  to  as 
many  satisfied  buyers  in  the  city  of  Detroit. 

You  can  sell  proportionately  as  many 
ADORA  phonographs  in  your  city,  because  it 
is  an  unusually  good  phonograph  at  an  un- 
usually low  price  for  such  a  quality  instrument. 

The  public  has  shown  an  immediate  and  constantly 
increasing  appreciation  for  the  ADORA.  Its  owners 
are  its  greatest  advertisers.  We  find  that  innumer- 
able ADORAS  are  sold  solely  on  the  recommenda- 
tions of  people  who  already  have  purchased  this 
instrument. 

The  tone  of  the  ADORA  is  mellow,  full,  true  and 
so  clear  that  it  has  earned  the  title  "The  Clearer 
Phonograph"  in  exacting  tone  tests  against  many 
other  and  much  higher  priced  phonographs.  _  The 
various  models  are  handsomely  designed,  exquisitely 
finished  and  come  in  a  wide  variety  of  upright  and 
period  designs. 

Every  ADORA  phonograph  you  sell  is  guaranteed 
to  give  perfect  satisfaction  over  a  long  period  of 
years. 

We  have  a  very  attractive  proposition  to  offer 
reliable  phonograph  dealers  throughout  the  United 
States  and  Canada.  Full  information,  prices,  dis- 
counts, terms  and  all  details,  upon  request. 

m 

242  East  Jefferson  Ayenue,  Detroit,  Mich. 
Wholesale  Distributors:   Adora  Phonographs,  Lyric  Records,  U.  S.  Rolls  and  Supplies 


July  IS,  1920 


THE    TALKING    MACHINE  WORLD 


193 


THE  TOUCH  OF  PERFECTION 
FOR  PHONOGRAPHS 


mm 


O  O 


TIME  is  the  soul  of  music. 
In  phonographic  reproduc- 
tions of  the  art  of  great  singers, 
and  musicians  it  is  absolutely  es- 
sential. The  slightest  variation 
in  time  will  take  away  from  the 
full  measure  of  enjoyment. 

At  last  an  electric  motor  that 
will  positively  give  the  correct 
turn-table  speed  regardless  of 
voltage  changes  in  the  current. 
No  phonograph  can  be  perfect 
without 

The  Tru-Time  Motor 


It  is  Guaranteed  to  operate  any 
phonograph  at  a  constant  speed. 
It  is  silent  in  operation,  will  not 
heat  up,  and  requires  no  oiling, 
adjustment  or  attention  for  at 
least  two  years.  It  is  installed 
inside  the  phonograph — no  un- 
sightly mechanism  outside  the 
instrument. 

Add  the  final  touch  of  perfection 
— include  the  Tru-Time  Motor 
as  standard  equipment  to  your 
machine. 


"It  is  to  the  Phonograph  What  the  Conductor  is  to  the  Opera" 


EFFICIENCY  ELECTRIC  CORPORATION 


124  White  Street 
New  York 


Factory 
Lowell,  Mass. 


194 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


tSmttntt 


AN  OPPORTUNITY  FOR  DEALERS— The  PURITAN 
Phonograph  literally  "speaks  for  itself.  "  There  is  a^rich- 
ness  and  purity  in  the  reproduction,  quite  different  from 
other  instruments,  that  invariably  pleases  the  listener. 
The  most  critical  music-lovers  declare  that  such  smooth- 
ness, clearness  and  volume  of  tone  have  never  been  pro- 
duced by  ordinary  phonographs. 

THE  REPRODUCER — A  new  type  of  sound-box  and 
tone  arrrf  give  absolutely  free  horizontal  and  vertical 
movement,  enabling  the  needle  to  receive  ALL  THE 
IMPULSES  from  the  corrugations  of  the  record.  The 
faintest  recorded  sounds  are  faithfully  transmitted  to 
the  ear.  The  mechanism  is  very  sensitive  to  record  vi- 
brations, and  is  the  result  of  long  experiment. 

The  great  clearness  of  tone  in  the  PURITAN  is  pro- 
duced by  the 

Eight  beautiful  models  now  ready  for  im- 
mediate shipment. 

The  Puritan  Phonograph  plays  all  makes 
of  Disc  Records,  with  all  the  distinctness  and 
volume  of  which  the  record  is  capable. 


LONG  WOOD  HORN — This  is  an  exclusive,  patented 
feature,  and  CANNOT  BE  USED  BY  ANY  OTHER 
MANUFACTURER. 

The  PURITAN  HORN  is  a  rectangular  channel  repre- 
senting an  organ-pipe,  extending  from  the  tone  arm  to 
the  bottom  of  cabinet.  It  has  only  one  bend  (see  il- 
lustration). 

THIS  IS  THE  MOST  EFFECTIVE 
AMPLIFIER   EVER  PRODUCED 

The  PURITAN  HORN  magnifies  and  mellows  the 
vibrations  from  the  diaphragm.  At  the  same  time  it  ab- 
sorbs all  hissing  and  grinding  sounds,  delivering  the 
MUSIC  ONLY  in  a  wonderfully  realistic  way. 

The  entire  instrument,  including  motor,  sound-box  and 
cabinet,  is  made  in  our  own  factory,  and  we  guarantee 
every  part. 

Puritan  Lateral-cut  Records  are  brilliant 
and  contain  the  latest  popular  numbers. 

Write    for    Catalog    and  dealership 
proposition. 


United  Phonographs  Corporation 

Factory  and  General  Offices:   Sheboygan,  Wisconsin 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


195 


SIX  MONTHS  BUSINESS  SHOWS  BIG  GAIN  IN  DETROIT 

Despite  Numerous  Handicaps  Dealers  Report  Sales  Averages  as  High,  With  the  Strongest  De- 
mand for  the  Better  Grade  Instruments — Summer  Record  Business  Starts  With  a  Snap 


Detroit,  Mich.,  July  6. — A  review  of  talking 
machine  business  the  first  six  months  of  this 
year  reveals  the  fact  that  sales  have  been  con- 
siderably ahead  of  the  same  period  last  year,  de- 
spite the  fact  that  the  scarcity  of  houses  and  the 
freight  and  express  congestion  and  embargoes 
have  raised  havoc  with  trade  conditions.  Deal- 
ers say  that  never  in  the  entire  history  of  the 
industry  have  conditions  been  so  bad  as  in  the 
past  six  months.  It's  been  a  case  of  one  series 
of  troubles  after  another.  It  is  to  be  hoped 
that  these  troubles  will  not  be  repeated  in  the 
next  si.x  months  to  come,  although  the  horizon 
is  rather  cloudy,  and  dealers  say  they  would  not 
be  surprised  at  anything. 

The  demand  continues  for  talking  machines 
priced  at  $150  and  up,  and  dealers  were  unable 
during  April  and  May  to  handle  the  business,  al- 
though in  June  conditions  eased  up  owing  to  the 
lifting  of  the  freight  and  express  embargoes 
from  the  East,  which  helped  the  situation  con- 
siderably. Those  machines  which  did  come  in 
vvere  immediately  delivered  to  homes  where  or- 
ders had  been  on  file  for  months.  For  the  better 
class  of  homes  the  period  or  table  designs  are 
unquestionably  what  the  people  there  want. 
This  is  best  proven  by  statements  from  dealers 
who  handle  period  designs. 

Record  business  is  always  good  in  Detroit 
during  the  Summer  months,  owing  to  the  vast 
number  of  Summer  resorters  all  over  the  State 
who  use  them  at  their  cottages  and  on  their 
boats.  Dealers  are  taking  advantage  of  this  sit- 
uation by  keeping  up  a  steady  gait  of  newspaper 
advertising  during  the  hot  weather  announcing 
the  new  popular  records  as  they  come  out. 

Although  the  Victor  Co.  is  to-day  the  only 
firm  selling  popular  hits  at  85  cents,  dealers  say 
they  have  not  had  any  complaints  from  custom- 
ers who  buy  other  makes  of  records  at  $1,  re- 
ferring particularly  to  the  Columbia  and  Emer- 
son. In  fact,  dealers  say  that  $1  should  even- 
tually prove  a  more  popular  price  because  it 
makes  a  standard  price  for  popular  records  and 
makes  less  trouble  in  arranging  change,  etc. 
Victor  dealers  tell  us  that  they  hope  their  com- 
pany will  also  raise  to  $1.  In  fact,  human  na- 
ture is  a  funny  thing.  People  have  asked  why 
it  is  that  the  Victor  records  remain  at  85  cents 
while  others  charge  $1. 


The  Jewett  Phonograph  Co.,  with  offices  in 
the  Penobscot  Building,  will  make  their  ma- 
chines in  Allegan,  where  they  have  purchased 
a  factory  which  has  been  considerably  enlarged 
and  which  is  now  being  properly  equipped  for 
production  on  a  large  scale. 

The  Adora  Phonograph  Co.,  of  which  Felix 
Sadowski  is  the  principal  stockholder,  now 
boasts  of  ten  retail  stores  in  Detroit,  with  more 
coming  by  Fall.  These  stores  are  located  down- 
town and  on  most  of  the  main  thoroughfares 
of  the  city  which  lead  into  the  residential  sec- 
tions. 

The  Keenan  &  Jahn  Co.,  Aeolian-Vocalion 
dealer,  now  has  the  talking  machine  depart- 
ment on  the  second  floor,  installing  new  record 
booths. 

The  J.  L.  Hudson  Music  Store,  which  by  the 
way,  is  closing  at  5  o'clock  daily  and  at  noon 
Saturdays,  during  July  and  August,  is  handling 
four  lines  of  phonographs,  the  Victor,  Cheney, 
Sonora  and  Widdicomb. 

The  miniature  phonograph  shop  in  the  build- 
ing of  the  Columbia  Co.  wholesale  quarters  on 
State  street,  is  attracting  a  great  deal  of  atten- 
tion and  interest  among  retailers,  who  have 
been  frequent  visitors  to  the  building.  Man- 
ager Sam  Lind  reports  that  merchandise  has 
been  coming  in  very  good  of  late  and  that  he 
has  been  able  to  take  excellent  care  of  his  cus- 
tomers. 

Grinnell  Bros,  were  well  represented  at  the 
convention  of  Victor  jobbers  held  last  week  in 
Atlantic  City. 

The  Burroughs  Adding  Machine  Co.,  in  a 
recent  issue  of  its  house  organ,  wrote  at  length 
about  the  great  business  which  Wallace  Brown, 
of  the  Wallace  Brown  Brunswick  Shop,  had  de- 
veloped through  consistent  advertising.  It  was 
a -great  compliment  to  Mr.  Brown's  ability. 

Quite  a  number  of  talking  machine  manufac- 
turers and  jobbers  were  at  Grand  Rapids  for 
the  semi-annual  furniture  show  during  the  month 
of  June.  In  fact,  some  manufacturers  have  per- 
manent exhibits  in  the  Furniture  City,  which  is 
visited  animally  by  thousands  of  retail  furniture 
dealers. 


A  dealer's  business  can  never  be  any  larger 
than  his  business  methods. 


Eight  Famous 
Victor  Artists 

In  Concert  and  Entertainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Boolcings  now  for  season  1920-1921 
Sample  program  and  particulars  upon  request 

P.  W.  SIMON,  Manager 

1604  Broadway  New  York  City 


Famous  Ensemb!e;<i including 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


MODEL  G 
ONE  OF  MANY  GOOD  STYLES 


The  line  that  represents  the 
greatest  value  in  the 
industry 


OisL 


Every  list  of  New  Okeh 
Records  containing  the  best 
selling  hits  of  the  day. 

Musically  and  commercially 
the  recognized  leaier  in  the 
record  field. 


Kennedy-Green  Co. 

1865  Prospect  Ave. 


THE   TALKING    MACHINE  WORLD 


Crimi 


Peterson 


Raisa 


Easton 


Rimini 


THE  NEW 

VOCALION  RECORD 

Lateral  Cut,  Playable  on  All  Standard  Machines 

THE  development  of  the  phonograph  has 
been  one  of  the  most  interesting  and  far- 
reaching  events  in  musical  history. 
The  phonograph  and  the  phonograph  record 
are  practically  one — that  is,  neither  is  of  value 
without  the  other.  An  improvement  in  either 
directly  affects  both.  While  this  is  true,  how- 
ever, the  most  obvious  improvements  in  recent 
years  have  been  connected  with  the  instrument. 
A  notable  illustration  of  this  is  furnished  by 
the  Aeolian- Vocalion,  which  is  recognized  both 
here  and  abroad  as  representing  a  definite  and 
decided  advance  in  phonograph  construction. 

It  is  significant  that  from  the  source  that 
produced  this  new  phonograph  should  emanate 
a  Phonograph  Record  of  improved  type. 

The  importance  of  the  New  Vocalion  lateral- 
cut  Record  may  hardly  be  overestimated.  To 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


197 


Dambois 


D' Alvarez 


Sundelius 


Scotney 


O'More 


the  public  it  means  that  the  most  perfect  record 
ever  put  upon  the  market  is  now  available  for 
use  with  all  standard  phonographs.  To  the 
music-trade  it  means  one  more  vital  sales 
feature  added  to  the  many  included  in  the 
representation  of  the  Aeolian-Vocalion.  The 
new  Vocalion  Record  is  a  super-record.  In 
true  musical  quality,  in  durability,  in  content 
and  timeliness  of  issue  it  is  not  equalled  in  the 
whole  phonograph  field. 

Up-to-date  merchants  who  are  not  in  the 
phonograph  business,  and  those  who  are,  but 
are  not  handling  the  Aeolian-Vocalion,  will  see 
in  this  new  record  one  more  cogent  reason 
for  securing  Vocalion  representation  before 
territory  is  all  assigned. 

THE  AEOLIAN  COMPANY 

NEW  YORK  •  LONDON  •  PARIS  •  MELBOURNE  •  SYDNEY  •  MADRID 


DISTRIBUTORS 


Nordheimer  Piano  &  Music  Co.,  Ltd. 

Toronto,  Canada 
The  Aeolian  Co.  .  .  .  Chicago,  111. 
The  Aeolian  Co.  .  .  Cincinnati,  Ohio 
The  Aeolian  Co.  .  .  .St.  Louis,  Mo. 
The  Aeolian  Co.  .  San  Francisco,  Cal. 
Consolidated  Music  Co. 

Salt  Lake  City,  Utah 
B.  Dreher's  Sons  Co.  .  Cleveland,  Ohio 


Emerald  Co.  .  Birmingham,  Alabama 
Guest  Piano  Co.  .  .  Burlington,  Iowa 
D.  H.  Holmes  Co.,  Ltd.,  New  Orleans,  La. 
O.  J.  DeMoll  &  Co.,  Washington,  D.  C, 
Stone  Piano  Co. 

Fargo,  N.  D.,  and  Minneapolis,  Minn. 
R.  W.  Tyler  Co.  .  Wheeling,  W.  Va. 
Vocalion  Co.  .  .  .  Boston,  Mass. 
D.  L.  Whittle  Music  Co.,  Dallas,  Texas 


Sara 


K'ouns 


198 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


WILL  BE  "STARRED"  IN  NEW  SHOW 


Walter  Scanlan,  Exclusive  Emerson  Artist,  Will 
Be  Star  of  "Hearts  of  Erin" — Has  Gained 
Success  as  a  Popular  and  Well-known  Tenor 


Walter  Scanlan,  famous  popular  tenor  and  an 
exclusive  Emerson  artist,  will  be  starred  the 
coming  season  in  a  new  show  named  "Hearts  of 
Erin."  This  well-known  artist  has  been  placed 
under  an  exclusive  contract  with  the  Shubert 
organization,  and  will  appear  in  various  plays 
during  the  next  few  years. 

The  Emerson  Phonograph  Co.  received  the 
hearty  congratulations  from  its  dealers  upon  the 
consummation  of  its  arrangements  some  time 
since  whereby  Walter  Scanlan  became  an  ex- 
clusive Emerson  artist,  and  the  Emerson  rec- 
ords made  by  this  artist  have  been  featured  ex- 
tensively by  the  dealers  from  coast  to  coast. 
Mr.  Scanlan  has  made  a  specialty  of  popular 
Irish  ballads,  and  his  splendid  voice  has  been 
found  particularly  adaptable  to  recording  pur- 
poses. In  a  recent  article  in  the  New  York 
Times  the  following  tribute  was  paid  to  Mr. 
Scanlan:  "A  rival  to  Messrs.  Olcott  and  0"llara 
is  to  be  launched  next  season  in  the  person  of 
Walter  Scanlan,  who  has  sung  here  in  "Eileen,' 
'Somebody's  Sweetheart'  and  'Alwaj's  You.'  He 
will  be  starred  next  year  in  'Hearts  of  Erih,'  by 
Charles  Bradley." 


vertising,  planned  by  this  company  for  the  Fall 
and  Winter,  will  undoubtedly  generate  a  heavy 
demand  for  these  books  on  the  part  of  the  public 
and  a  big  season  is  expected.  The  Sanozone  is 
a  disseminator  and  deodtorizer  for  the  talking 
machine  booth.  It  is  made  of  plaster  of  paris 
and  is  decidedl}-  decorative  in  design  and  ap- 
pearance. It  has  proven  its  worth  in  the  demon- 
stration booth.  A  variety  of  perfumes  are  avail- 
able and  at  the  same  time  that  the  Sanozone 
deodorizes  the  impure  air  it  disseminates  the 
perfume  with  which  it  is  filled. 

Irving  Saks,  formerly  of  the  Plaza  Music  Co., 
has  joined  the  staff  of  the  Cabinet  &  Acces- 
sories Co.,  New  York  Citj-.  He  will  cover  the 
New  Jersey  and  Pennsylvania  territor}'  for  this 
company. 


for  ike  - 


EXHIBIT  SONATA  AT  GRAND  RAPIDS 


Kesner  &  Jerlaw  Have  Interesting  Display  at 
Grand  Rapids  Furniture  Show 


TalLin 
Aacl- 


or 


'J- 


acnm© 


ADD  TWO  NEW  LINES 


Cabinet  &  Accessories  Co.  Now  Handle  the 
Bubble  Books  and  Sanozone  for  Booths — 
Irving  Saks  a  Recent  Addition  to  Staff 


The  Cabinet  &  Accessories  Co.  has  added  two 
additional  accessories  to  its  large  list  that  are 
already  proving  verj"-  popular  throughout  the 
trade.  They  are  the  Bubble  Books,  published 
by  Harper  &  Brothers,  and  the  Sanozone.  Otto 
Goldsmith,  president  of  the  companj-,  reports 
that  the  dealers  are  having  much  success  with 
the  Bubble  Books.    The  general  magazine  ad- 


Kesner  &  Jerlaw,  well-known  manuf-^cturers 
of  the  Sonata  line  of  talking  machines,  with 
factories  in  Quincy,  111.,  Chicago,  Jamestown, 
New  York  and  other  centers,  whose  executive 
offices  are  in  New  York  and  Chicago,  had  an 
exhibit  of  their  products  at  the  furniture  show 
held  in  Grand  Rapids,  Mich.,  recently. 

Space  for  the  exhibit  was  reserved  in  the 
Klingman  Building,  that  city,  and  much  interest 
was  shown  in  the  equipment,  which  included 
motors,  tone  arms  and  sound  boxes  of  a  high 
qualitj'. 

Attending  the  exhibit  were  M.  Kesner  !k  N. 
Jerlaw  and  others  of  their  organization.  Visitors 
included  man}'  of  the  leading  Kesner  &  Jerlaw 
jobbers  as  well  as  a  long  list  of  furniture  deal- 
ers handling  or  contemplating  handling  talking 
machines. 


larLopoiis 


I. 


BRIGGS  WITH  WALTERS  &  BARRY 


The  J.  W.  Brown  Piano  Co.,  of  Canton,  O., 
has  recently  secured  the  agency  for  the  Puritan 
phonograph  and  also  the  Puritan  records,  and 
will  feature  them  extensivelj-. 


George  Briggs,  formerly  of  the  sales  force  of 
Emerson,  Inc.,  New  York  City,  and  who  has 
for  several  years  been  connected  with  the  whole- 
sale end  of  the  talking  machine  business,  has  re- 
cently joined  the  sales  force  of  the  Walters  & 
Barry  Corp.,  Buffalo,  N.  Y.  Mr.  Briggs  will 
cover  the  Eastern  half  of  New  York  State  rep- 
resenting all  the  lines  the  firm  handles,  namely, 
the  Briggs  automatic  repeating  phonograph,  the 
Starr  phonograph  and  Gennett  records. 


TRIANGLE  AUTOMATIC  STOP 

OPERATES  100%  PERFECT 


SIMPLE 
EFFECTIVE 
ACCURATE 


FULLY  PROTECTED 
BY  U.  S.  PATENTS 


INVISIBLE 
INEXPENSIVE 
EVERLASTING 


A  perfect  Automatic  Stop  will  add  many  customers  to  your  list.  This 
is  accomplished  by  adding  very  little  to  the  cost  of  your  machine. 

The  Triangle  Stop  is  simply  yet  substantially  constructed— it  w/7/  stop 
at  the  desired  point  e'very  time. 

Write  for  samples 

TRIANGLE  PHONO  PARTS  CO. 

722  ATLANTIC  AVENUE  BROOKLYN,  N.  Y. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


199 


t!9 
6 

o 

<^ 

o 

.  Q 

o 


^orVLctorT)eaiers  Only 


a 
o 

o 
o 
o 

t5 


o 
o 

(W) 

o 

6 

o 

o 

o 
o 


DOMES  OF  SILENCE 

Simple  in  construction,  made  of  case  -  hardened  steel, 
will  save  talking  machine  cabinet  legs  from  strain,  save 
floors  from  scratches,  save  rugs  from  tearing,  and  make 
the  cabinet  still  more  sightly.  It  is  for  these  reasons  that 
Victor  use  these  sHdes  on  their  model  Victrola  X. 


HENRY  PEABODY  &  GO. 
17  State  Street 


Domes  of  Silence  Division 


New  York 


Specify  DOMES  OF  SILENCE 


o 
o 

0 

0 

e) 

0 

(a 

0 

&\ 

O 

o 

0 

o 

o 

0 

0 

& 
o 

t9 

o 
o 

t5 


200 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


INTERESTING  FACTS  REGARDING  PERIOD  VICTROLAS 

As  Presented  in  a  Special  Paper  Read  Before  the  Annual  Convention  of  the  National  Association 
of  Talking  Machine  Jobbers  by  Ernest  John,  Advertising  Manager  of  the  Victor  Co. — Signifi- 
cance of  the  Various  Ornamental  Features  Dilated  on  Most  Interestingly — The  Evolution  of 
the  Design  Explained  and  the  Purpose  Behind  It — An  Illuminative  Contribution 


[The  World  is  privileged  to  reproduce  herewith  the 
paper  on  the  subject  of  "Period  Victrolas"  read  before 
the  convention  of  the  National  Association  of  Talking 
Machine  Jobbers,  at  Atlantic  Citj-,  on  June  29,  by  Ernest 
John,  advertising  manager  of  the  Victor  Talking  Machine 
Co. — Editor.] 

"Period  furniture  is  probably  classified  in  the 
mind  of  the  average  man  along  with  Japanese 
prints,  vintage  wines,  or  any  of  the  other  things 
for  which  he  doesn't  expect  to  have  any  con- 
siderable use,  but  people  with  leisure,  taste  and 
money  to  spend  on  home  designing  find  them- 
selves compelled  to  take  period  furniture  into 
account  just  as  the  music  student  finds  that  he 
can't  get  verj'  far  in  music  without  bumping  up 
against  Beethoven,  Bach  and  Mozart. 

"In  a  hazy  sort  of  way  we  probably  all  feel 
that  furniture  has  been  one  of  our  possessions 
from  time  immemorial.  It  has  been — but  only 
to  a  very  limited  extent. 

"Step  outside  the  pale  of  civilization  even  to- 
day and  j'ou  will  find  that  the  wigwam  of  the 
Indian  and  the  hut  of  the  savage  contain  very 
little  that  can  be  described  as  furniture,  and 
in  the  days  when  our  hairy  ancestors  went  a- 
courting  with  a  club  there  was  still  less.  In 
fact,  the  use  of  tools  and  the  acquisition  of 
property — chattels — go  far  toward  marking  the 
deadline  between  man  and  beast. 

"The  Roman,  the  Greek,  the  Gaul,  and  the 
Briton  got  along  with  precious  little  furniture 
Heavy  tables,  benches,  a  throne,  a  chair  or 
two — a  chest  for  clothing,  a  cupboard  for  food 
or  for  utensils  of  one  kind  and  another — furni- 
ture design  and  construction  began  and  ended 
there  or  thereabouts. 

"Norman,  Plantagenet  and  Tudor  successively 
occupied  the  throne  of  England — in  the  days  of 
chain  mail  and  the  cloth  yard  arrow — and 
through  all  that  time  all  over  Europe  man's 
chief  business  was  war.  His  home  was  his  so 
long  as  he  could  defend  it,  and  craftsmanship 
of  necessity  was  devoted  chiefly  to  the  produc- 
tion of  weapons. 

"Medieval  times  look  wonderfully  attractive 
• — from  a  safe  distance — and  the  development  of 
our  domestic  equipment  is  an  intensely  interest- 
ing study  on  which  one  might  spend  an  unlim- 
ited amount  of  time.  But  reduced  to  the  mini- 
mum the  precise  facts  in  the  case  are  these: 

"The  passing  of  the  centuries  brought  greater 
personal  safetj',  and  when  the  immediate  fear  of 
violence  had  departed  men  and  women  had  more 
time  and  opportunity  to  give  to  their  surround- 
ings— time  to  think  and  to  plan  for  more  of 
comfort  and  of  beautJ^ 

"So  long  as  violence  had  been  the  order  of 
the  day  domestic  equipment  had  been  built  to 
suit.  Donnybrook  Fair  and  Chippendale  furni- 
ture belong  to  two  quite  different  conditions  of 
mind,  and  so  long  as  any  sword  may  leap  from 


its  scabbard  at  a  word  or  a  look,  pewter  mugs 
will  be  more  serviceable  than  Venetian  glass. 

"Life  having  become  somewhat  less  hectic 
and  the  need  for  finer,  gentler  and  more  beau- 
tiful forms  having  been  felt,  there  shortly  arose 
men  who  could  satisfy  that  need.  Craftsmen, 
too,  had  grown  more  kindly  with  the  coming  of 
kindlier  times  and  instead  of  heavy  oaken 
benches  they  began  to  express  themselves  in 
Itss  cumbersome  workmanship,  and  it  was  thus 
that  what  wc  now  call  period  futniture  came 
to  be. 

"A  good  bit  of  their  work,  no  doubt,  was  not 
good  enough  to  last,  but  the  Eighteenth  Cen- 
tury produced  a  considerable  number  of  master 
craftsmen  who  did  for  domestic  architecture 
what  the  master  composers  did  for  music — they 
established  certain  fundamental  forms. 

"And,  by  the  way,  it  is  rather  interesting  to 
note  that  for  the  most  part  when  we  speak  or 
think  of  period  furniture  it  is  the  handicraft 
of  the  Eighteenth  Century  that  we  have  in  mind. 
Truly  enough,  earlier  centuries  had  contributed 
interesting  and  valuable  desig:ns,  but  perhaps 
because  our  mode  of  life  and  our  mental  at- 
titude have  so  changed  we  seldom  go  back  fur- 
ther than  the  Renaissance  for  our  examples  and 
references. 

"We  are  less  familiar  with  the  names  of  in- 
dividual French  craftsmen  because,  just  as  in 
England  the  work  of  individuals  is  sometimes 
spoken  of  more  genetically  as  William  and 
Mary,  Queen  Anne  or  Georgian,  the  French 
evolutions  were  identified  broadly  under  the 
name  of  the  ruling  monarch,  Louis  XV  (Louis 
Quinze),  Louis  XVI  (Louis  Seize)  and  so 
forth. 

"It  would  be  quite  impossible  to  present  any 
comprehensive  picture  of  period  furniture  de- 
sign and  its  developments  in  the  space  of  time 
allotted  to  me,  and  I  believe  it  will  be  much 
more  to  the  point  if,  instead  of  discussing  the 
relative  merits  of  Sheraton  versus  Louis  Quinze, 
we  deal  with  certain  salient  facts  regarding 
period  Victrolas  manufactured  by  the  Victor 
Talking  Machine  Co.  and  marketed  by  you  gen- 
tlemen who  distribute  our  products. 

"I  believe  it  will  be  of  service,  however,  to 
present  here  a  brief  outline  of  the  different 
characteristics  which  have  been  embodied  in  the 
types  the  Victor  Co.  is  now  manufacturing. 

"Advertising  men,  I  assure  you,  are  quite  like 
other  human  beings — though  there  seems  to  be 
some  uncertainty  on  this  point — and  if  they 
can  become  experts  in  advertising  they  won't 
have  the  time  or  energy  to  become  experts  in 
anything  else,  and  so  in  order  that  the  informa- 
tion so  conveyed  to  you  should  be  authoritative 
I  appealed  to  Mr.  Kieffer,  superintendent  of 
our  cabinet  factory,  to  assist  me  on  this  point." 


Mr.  John  here  read  interesting  detailed  de- 
scriptions of  the  decorative  features  of  several 
of  the  period  style  Victrolas,  including  the  Adam 
Victrola,  No.  SO;  Sheraton,  No.  50;  Sheraton, 
No.  51;  Chippendale,  William  and  Mary;  Louis 
XVI;  Queen  Anne,  Gothic,  etc.,  as  prepared  by 
Mr.  Kieffer,  who,  in  his  introductory,  said: 

"In  the  production  of  period  work,  the  de- 
signer and  builder  are  called  upon  to  faithfully 
produce  the  work  of  a  master  craftsman. 

"The  instructions  of  the  Victor  Co.  to  me,  in 
the  manufacture  of  our  period  cabinets,  have 
been  very  emphatic  on  this  point,  and,  in  addi- 
tion, very  explicit,  to  produce  a  cabinet  that 
^would  be  both  a  credit  to  the  Victor  standard 
of  excellence  and  a  faithful  conception  of  the 
master  craftsman's  art  as  produced  in  the 
periods  which  the  cabinet  is  called  upon  to  rep- 
resent." 

"So  much  for  the  concrete  facts,"  continued 
Mr.  John.  "Now  as  to  the  philosophy  of  the 
case,  for  it  is  important  that  we  should  all  real- 
ize how  the  tremendous  sincerity  of  purpose 
which  has  characterized  the  whole  Victor  de- 
velopment has  been  applied  to  the  building  of 
Victrolas  in  period  styles. 

"As  a  matter  of  fact,  our  case  has  been  so 
clearly  stated  by  Mr.  Johnson  that  whatever 
more  may  be  said  will  be  merely  an  amplifica- 
tion. His  statement  of  the  case  was:  'There 
were  no  Victrolas  in  Chippendale's  time,  but 
what  we  have  done  is  to  build  Victrolas  as  we 
conceive  Chippendale  or  Sheraton  would  have 
built  them.' 

"One  thing  we  may  all  be  very  sure  of  and 
that  is  that  they  would  have  built  them  pri- 
marily as  the  musical  instruments  they  are  and 
not  as  cupboards,  chests  or  tables — which  they 
are  not. 

"Why  does  a  Victrola  take  the  particular 
form  which  has  now  become  so  very  familiar 
to  so  many  people?  The  Victrola  that  is  built 
with  no  other  consideration  than  that  of  pro- 
ducing the  best  instrument  within  the  bounds  ^f 
commercial  possibility?  Is  it  accident?  As- 
suredly not!  Ah,  design  then!  Not  quite — it  is 
due  rather  to  evolution.  Why  does  the  violin 
take  its  characteristic  form?  For  the  same  rea- 
son— as  the  result  of  very  similar  evolutionary 
processes. 

"In  either  case  the  maker  was  in  search  of — 
what?  An  instrument  of  music,  with— in  the 
case  of  the  Victrola — the  added  difficulty  of  pro- 
ducing not  one  kind  of  music  but  all  kinds. 
Both  are  built  to  perform  a  specific  function, 
and  their  relative  value,  that  is,  the  relative 
value  of  one  violin  to  another,  one  talking  ma- 
chine to  another,  lies  in  the  quality  of  its  per- 
formance. 

"Consequently  then  we  are  compelled  to  be- 
lieve that  the  general  dimensions — the  form  of 
any  Victrola  has  a  very  definite  and  indeed  in- 
tegral relationship  to  its  own  particular  needs, 
to  the  particular  function  it  was  designed  to 
perform. 

"Would  vou  expect  a  violin  which  had  been 

(Continued  on  page  203) 


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THE   TALKING   MACHINE  WORLD 


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202 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


Six  Months  After 

the  Sale  Is  Made,  Just  How  Does  That  Sale  Stand 
on  Your  Books F   Is  It  a  Double-Asset 
or  Merely  an  Asset? 

If  your  customer  is  still  satisfied  the  transaction  is  more  than  an  asset.  Whether 
it  was  sold  for  cash  or  on  payments  makes  no  difference — the  sale  becomes 
a  double-assei  for  the  customer  is  friendly  to  you.    You  have  won  his  good-will. 

If,  on  the  other  hand,  the  customer  has  become  dissatisfied,  the  sale,  if  it  was 
for  cash  is  a  liability,  for  you  have  losi  his  good-will.  If  payments  are  still  due, 
it  is  doubly  a  liability  for  you  have,  lost  his  good-will  and  in  addition  he  has 
^ouT  money. 

Do  not  let  a  buyer  go  out  of  your  place  with  a  potential  liability.  Send  him 
away  with   'good-will"  merchandise. 

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Delpheon  Shop,  Peachtree  Arcade,  Atlarta,  Ga. 
Walter  Verhalen  Co.,  703  Busch  Building,  Dallas,  Texas 
Verbeck  Musical  Sales  Co.,  Buffalo,  N.Y. 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


203 


FACTS  ANENT  PERIOD  VICTROLAS 

{Continued  from  page  200) 

vitally  changed  in  appearance  to  be  still  the 
same  instrument,  still  perform  its  des^igned  func- 
tions with  the  same  excellence?  Does  anyone 
suppose  the  form  of  it  is  an  arbitrary  thing  or 
the  result  of  a  whim?  No — you  feel  morally 
certain  that  the  violin  in  its  own  characteristic 
form  was  developed — not- to  please  the  eye,  not 
to  cater  to  the  dweller  in  cramped  quarters,  not 
as  a  matter  of  fact  to  cater  to  anyone — but  for 
the  single  purpose  of  producing  the  best  quality 
of  tone  available  and  the  greatest  accuracy  of 
pitch. 

"If  we  needed  more  sound  amplifying  surface 
or  surfaces  of  an  entirely  different  shape,  we 
should  assuredly  use  them.  If  a  better  result 
could  be  secured  by  using  less,  then  that  is 
what  we  should  do,  and  there  would  in  either 
case  be  a  resulting  change  in  the  dimensions. 
Why?  Because  it  would  look  better — because 
it  would  fit  better  between  the  fireplace  and 
the  door?  Not  at  all — but  primarily  or  indeed 
wholly  because  it  would  do  better  work. 

"It  is  not  only  a  matter  of  principle,  though 
that  of  itself  should  suffice,  but  there  is  another 
vital  stumbling  block. 

"The  'Master  of  all  Good  Workmen'  has  told 
us  that  a  man  may  not  serve  two  masters,  and 
the  centuries  have  shown  us  that  man's  handi- 
work may  not  serve  two  quite  different  purposes 
with  equal  merit.  That  to  straddle  is  to  com- 
promise, and  a  compromise  because  it  is  a  com- 
promise must  necessarily  be  something  less  than 
the  best.  I  have  seen  gims  which  consisted  of 
one  shotgun  barrel  and  one  rifle  barrel  mounted 
on  the  same  stock,  but  I  never  yet  saw  one 
which  was  satisfactory  as  a  rifle  or  satisfactory 
as  a  shotgun. 

"Give  the  compromise  idea  the  benefit  of  the 
doubt.  Consider  it  in  what  I  suppose  is  one 
of  its  most  acceptable  forms — it  is  still  some- 
thing less  than  the  best.  Take,  for  instance, 
a  combination  pool  and  billiard  table.  Would 
anyone  choose  such  a  table  for  a  tournament — 
of  either  billiards  or  pool?  It  is  perfectly  true 
that  on  such  a  table  one  may  play  pool  or  one 
may  play  billiards — that  is,  pretty  good  pool  or 
pretty  good  billiards — and  neither  with  the 
greatest  possible  degree  of  satisfaction.  I  have 
used  the  best  example  of  a  compromise  product 
I  could  think  of.  You  can  imagine  what  might 
be  done  by  anyone  whose  disposition  was  to 
ridicule,  and  since  they  all  serve  quite  different 
purposes  there  is  so  far  as  I  am  able  to  dis- 
cover no  more  justification  for  making  a  Vic- 
trola  in  the  form  of  a  medieval  buffet  than  there 


FULTON     (Model  35) 

Mahogany,  16x16x10  in.,  double  spring  motor, 
universal  tone  arm.  Back  casting  and  metal  horn. 
Discount  according  to  quantities. 

True-tone,  Cleartone,  Brilliantone  and  Puretone 

Needles  in   metal  boxes  or  packages  at  50  cents 

per  M.  Discount  in  large  quantities.  Truetone 
Needles  come  200  to  a  metal  box. 

Double  and  triple  spring  Motors,  Tone-arm, 
Auto  Stops,  Repeater  Stops,  etc.  Phono  parts  and 
accessories,  as  Motors,  Tone-arms,  Sound  Boxes, 
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253-255  Third  Ave.,  New  York  City 

Between  20th  and  21st  Streets 


is  for  making  a  violin  in  the  form  of  a  hatrack. 

"Gentlemen,  the  Victrola  is  not  a  commercial 
hope — it  is  the  development  of  a  quarter  century, 
and  every  step  on  the  way  has  been  taken  with 
whole-hearted  sincerity,  an  honesty  of  thought 
and  action  that  is  the  one  sure  foundation  for 
all  human  effort.  We  know  that  a  given  diame- 
ter of  diaphragm  requires  a  given  amount  of 
amplifying  space,  elastic  in  part  of  its  journey, 
rigid  in  others — that  a  given  progression  of 
taper  in  a  tone-arm  or  in  a  floating  horn  gives 
precisely  this,  that  or  the  other  form  of  reac- 
tion. We  know  that  in  order  to  reflect,  to  give 
back  the  tones  given  to  it,  there  must  be  a  mo- 
tor which  shall  give  not  merely  a  circular  mo- 
tion but  a  circular  motion  with  a  predetermined 
application  of  power.  We  know,  in  short,  that 
the  best  possible  reproduction  cannot  be  secured 
haphazard  but  that  it  is  the  result  of  a  most 
delicate  co-ordination  of  many  factors  to  which 
co-ordination  all  other  considerations  must  be 
sacrificed  and  in  which  there  is  assuredly  no 
room  for  extraneous  purposes.  Given  these 
things  and  the  need — or  perhaps  it  would  be 
better  to  say  the  desirability  of  space  for  the 
storing  of  records — the  Victrola  must  neces- 
sarily have  certain  dimensions,  and  having  cer- 
tain dimensions  it  must  necessarily  take  a  cer- 
tain form.  Those  dimensions,  that  form,  were 
determined — by  what?  By  the  functions  it  was 
to  perform,  and  that,  if  you  will  permit  me  to 
say  so,  is  the  one  first  principle  in  all  art  and 
in  all  craftsmanship  that  is  worthy  of  the  name. 

"Because  of  these  facts,  because  of  these  con- 
siderations, we  believe  you  will  agree  with  us 
that  you  may  put  your  individual  energies  into 
the  distribution  of  Victrolas  in  period  style  just 
as  thoroughly,  just  as  vigorously,  as  you  do  into 
any  other  Victor  products,  in  the  positive  assur- 
ance that,  tried  by  any  artistic  or  commercial 
standard,  the  goods  themselves,  in  the  concep- 
tion and  in  execution — are  right!" 


SPECIAL  CAMPAIGN  RELEASES 


McAdoo  Plays  Tuba  Solo  of  "The  Long,  Long 
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Erin" — Complete  List  for  Politicians 


With  the  news  that  the  Presidential  nominees 
and  their  supporters  are  to  use  talking  machine 
records  in  spreading  their  campaign  speeches 
throughout  the  country,  the  following  list  of 
choice  selections  has  been  specially  prepared  as 
a  guide  to  political  bosses  and  drivers  of  the 
various  machines  by  H.  I.  Phillips  in  the  New 
York  Globe: 

"I'm  Always  Chasing  Rainbows" — (Solo)  . .  Woodrow  Wilson 

(Reverse  side)  "Heart  of  the  World"  Ditto 

"Comin'  Thru  the  Rye" — (Solo)  Teddy  Edwards 

"I'm  Forever  Blowing  Bubbles" — (Duet), 

-  -^Tocter  and  Wood 

(Rever^p   Side)    "That   Ivory   Glide"  Ditto 

"Silver  Threads  Among  the  CJoId" — (Solo)  .  .  W.  J.  Bryan 
(Reverse  Side)  "When  the  Sands  of  the  Desert  Grow 

Cold"   i  Ditto 

"My  Little  Gray  Home  in  the  West" — (Piccolo), 

Hiram  Johnson 
(Reverse     side)     "Those     Convention     Blues" — (Bass 

Horn)   Ditto 

"Beautiful   Ohio" — (Duet)  National  Chairmen 

(Reverse  side)  "When  the  Roll  Is  Called  Up  Yonder" 

Ditto 

"Somewhere  a  Voice  Is  Calling" — (Solo)  Al  Smith 

(Reverse  side)  "Abide  With  Me" — (Solo) .  .  Chas.  Murphy 
"I  Dreamt  I  Dwelt  in  Marble  Halls" — (Solo), 

Herb.  Hoover 
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5546  North  5th  Street 
PHILADELPHIA 


"The  Long,  Long  Trail"— (Tuba)  W.  G.  McAdoo 

(Reverse)    "Liberty    Loan    Blues" — (Song)  Ditto 

"Come  Back   to  Erin" — (Solo)  De  Valera 

Anvil   Chorus   from  "Trovatore," 

Symphony  by  Disappointed  Office  Seekers 


Whatever  a  man  can  imagine  he  can  do.  He 
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204 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


CLEVELAND  PUSHES  SUMMER  SALES 


Dealers  Co-operate  to  Boom  Small  Models  of 
Talking  Machines — Fischer  Co.  Finds  Pathe 
Club  Brings  Results — Columbia  Co.  Scores 
Hit  With  Records  by  Harding  and  Coolidge 


Cleveland,  O.,  July  7. — In  a  move  to  stimulate 
Summer  sales  of  Pathe  phonographs  and  rec- 
ords the  Fischer  Co.,  Pathe  distributor  of  this 
city,  has  inaugurated  a  comprehensive  advertis- 
ing campaign  in  conjunction  with  a  club  plan, 
which  is  an  elaboration  of  the  system  originated 
by  Willard  S.  Mefford  &  Co.  in  Toledo.  In  this 
advertising  campaign  the  Mefford  Co.  appealed 
to  its  prospects  by  outlining  a  club  plan,  offering 
to  take  contracts  from  not  more  than  two  hun- 
dred clients  with  one  dollar  down  payment,  pro- 
vided the  contract  was  made  before  a  certain 
date.  Each  member  of  the  club  was  also  to 
purchase  twelve  records.  No  contract  was  to 
run  over  twelve  months.  Ninety-four  contracts 
were  made  by  this  plan.  Assistant  Sales  Man- 
ager A.  R.  Saunders,  of  the  Fischer  Co.,  has  said 
that  he  will  adopt  this  plan  here  and  from  this, 
together  with  the  co-operation  of  the  national 
advertising  of  the  Pathe  Co.,  he  expects  to  turn 
in  a  large  sales  total. 

When  the  nomination  of  Senator  Harding  and 
Governor  Coolidge  was  announced  J.  L.  Du 
Breuil,  general  manager  of  the  Columbia 
Graphophone  branch  here,  was  alive  to  his 
opportunities  and  at  once  got  a  large  supply  of 
the  records  made  by  the  candidates.  Columbia 
dealers  all  over  the  city  took  up  the  idea  with 
clever  window  displays  and  a  big  drive  was  made 
which  netted  excellent  results. 

The  newly  remodeled  department  of  the  May 
Co.  will  be  ready  in  the  Fall  and  will  rank  as 
one  of  the  most  elaborate  and  comprehensive 
talking  machine  departments  in  this  section  of 
the  country.  Some  twenty  booths  will  be  in- 
stalled, according  to  Manager  Dan  E.  Baum- 
baugh,  who  is  hard  at  work  selling  the  portable 
Vietrolas  for  Summer  use. 

Brunswick  activity  in  this  section  will  be 
greatly  increased  when  the  alterations  and  im- 
provements to  the  Cleveland  branch  of  the 
Brunswick-Balke-Collender  Co.  are  completed. 
Not  only  will  there  be  better  facilities  provided 
for  visiting  dealers,  but  with  the  added  stock  of 
machines  and  records  it  will  be  possible  to  take 
on  several  new  accounts. 

In  order  to  push  the  sales  of  the  smaller  types 
of  Vietrolas  fifty-five  local  dealers  have  united 
in  a  co-operative  advertising  campaign.  Full- 
page  ads  every  two  weeks  tell  the  story  and  the 
local  jobbers,  the  Cleveland  Talking  Machine 
Co.,  the  Eclipse  Musical  Co.  and  others  are  giv- 
ing considerable  impetus  to  the  drive. 


soss 


^fevSS   ^m^^r  ^^^^ 


Soss  Invisible  Hinges 


preserve  beauty.  The  fine  cabinet  work  which  is  re- 
quired in  many  instances  to  preserve  the  disguise  of 
talking  machine  cabinets  requires  that  hinges  be  as  in- 
conspicuous as  possible.  Soss  Hinges  are 
invisible. 

Write  for  Catalogue  T. 
SOSS  MANUFACTURING  COMPANY 

Grand  Avenue  and  Bergen  Street,      Brooklyn,  N.  Y. 


L!- 


The  wholesale  department  of  the  Phonograph 
Co.,  Edison  dealer,  has  been  doubled  in  size, 
space  being  afforded  in  an  extension  of  the  main 
building. 

Record  business  as  a  whole  is  very  active  in 
all  lines.  During  the  past  few  weeks  several 
new  accounts  have  been  opened  outside  of  this 
city  for  Okeh  records,  according  to  Walter  E. 
Gunn,  assistant  general  manager  of  the  Ken- 
nedy-Green Co. 

Recent  visitors  at  the  new  headquarters  of  the 
Cleveland  Columbia  Graphophone  Co.  have  been 
Gus  Mayer,  district  manager  of  the  Unit  Con- 
struction Co.  of  Philadelphia;  Harry  Weber,  of 
the  Standard  Music  Co.,  Akron;  E.  J.  Krapp, 
Witt  Music  Co.,  Lorain;  E.  J.  Sauer,  Lorain; 
Geo.  A.  Clarke,  Lorain;  C.  F.  Moore,  Willard,  O. 


the  exception  of  the  metropolitan  and  Hudson 
River  districts,  believes  that  there  is  an  unusual 
opportunity  for  quality  merchandise  of  the  Starr 
type  in  the  northern  and  western  half  of  the 
State,  and  the  first  general  scan  of  the  territory 
has  shown  most  exceptional  possibilities. 


TO  HANDLE  STARR  LINE 

The  Walters  &  Barry  Corp.,  of  Buffalo,  N.  Y., 
wholesale  jobber,  has  recently  taken  on  the  Starr 
line,  including  the  Starr  phonograph  and  Gennett 
records.  This  concern,  which  will  have  the  ex- 
tensive territory  of  the  State  of  New  York  with 


INTRODUCES  THE  "PIKNIK" 

The  Piknik  Portable  Phonograph,  Inc.,  was 
recently  incorporated  under  the  laws  of  New 
Jersey  with  a  capital  stock  of  $50,000  for  the 
purpose  of  manufacturing  a  new  portable  pho- 
nograph. The  company's  plant  is  located  at 
Lakewood,  N.  J.,  and  plans  are  being  made 
for  an  active  sales  campaign. 

The  Piknik  is  essentially  a  small  home  ma- 
chine, but  is  adaptable  for  any  purpose  requir- 
ing a  portable  type  of  instrument.  Needles  are 
carried  in  specially  designed  containers,  and  a 
dozen  records,  either  ten-inch  or  twelve-inch, 
may  be  carried  in  an  album  in  a  separate  com- 
partment, which  is  an  integral  part  of  the  ma- 
chine. Auguste  N.  Mautulet  is  president  of  the 
new  organization. 


STERLING  REPRODUCER    Plays  all  Records 


Victor  and 
Edison  Dealers : 

Hear  the  Sterling — 
Examine  its 
Construction — 

Note  how  it  plays 
both  lateral  and 
hill  and  dale  records 

—and  YOU  WILL 
WANT  TO  SELL  IT 

Attachments  for  either 
Victor  or  Edison  machines 


To  adjust  for  the  playing  of  different 
records  means  just  a  quick,  easy  turn 
of  the  reproducer.  No  extra  elbows. 
You  ought  to  see  and  HEAR  the 
Sterling.  You  will  be  surprised  at  its 
convenience,  its  beauty  and  won- 
derful improvement  of  tone. 

Send  for  circular  and  prices 

Standard  Phonograph  Motors,  Inc. 

Successors  to 

Krasberg  EnjgmGGtnng  & 
Manufacturing  Corporation 

451-467  E.  Ohio  St.  ^Chica^o Illinois  U.S.A. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


205 


THE  DEALERS'  MOST 
PHE  NOM  E  N  AL  SUCCESS 

THE  SIMPLEST,  MOST 
NECESSARY  DEVICE  IN 
PHONOGRAPH  HISTORY 

SHOULD  YOUR  JOBBER 
NOT  SUPPLY  YOU,WE  WILL 


PRESS  THE 
BUTTON  WITH 
ONE  FINGER 


MORE  ESSENTIALTO  A  PHONOGRAPH 
THAN  A  SELF-STARTER  TO  AN  AUTOMOBILE 


FIRST 


INVENTED 


BY  JOSEPH 


MENCHEN 


,lN' 


BYTHEALLIED  ARMIES 


WHAT  IT  IS 

ASUaiON  DEVICE-AOJUSTSONANYMACHINf  WITHOUT  THEUSE 
0FTOOISAV0IDSSCRATCHINGTHERECORDORKN0CKIN6A6AINST 
THE  TONE  ARM  -  N0THIN6T0  GtTOUTOF  ORDER-  CANNOT WEAROUl 

WHAT  IT  DOES  

LIFTSTHERECORDSAFELY-SAVES  BRUISED  FINGERNAIISBYSIMPIY 
PRESSING  A  BUTTON  THE  PRESENT  UGIY  DAMAGING  METHOD  OF 
REMOVING  THE  RECORD  IS  ELIMINATED  -  A  1919  MASTER  PATENT 


PRICES  Z'il' 


$  2  .50  COMPLETE 

3.50 


VACUUM  RECORD  LIFTER, ba 

701  SEVENTH  AVE.,  NEW  YORK 


SUCTION 
LIFTS  THE 
RECORD  INTO  I 
YOUR  HAND 


206 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXGLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors  ^^t;^"'^''  Mermod  Freres 


St.  Groix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  inquiries  should  be  directed  to 


THE  STERNO  MANUFACTURING  CO. 


19  GITY  ROAD 


LONDON,  E.  G.,  ENGLAND 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


207 


Caravan  Convention  of  Edison 

Dealers  an  Immense  Success  \ 

I  Program  Including  Five  Playlets  by  Wm.  Maxwell,  Addresses  by  Noted  Personages,  Business  Discussions  and  | 
I  Tone  Tests,  Presented  in  Succession  in  New  York,  Chicago  and  San  Francisco — Convention  | 

I  Ends  With  Big  Banquet — Hosts  of  Dealers  in  All  Sections  in  Attendance  | 


lllllllllllllll 

The  Edison  Dealers'  Convention  this  year  was 
in  the  form  of  a  distinct  novelty,  the  convention 
being  divided  into  three  parts,  held  respectively 
in  New  York,  Chicago  and  San  Francisco,  with 
a  view  to  saving  time  and  money  to  the  ma- 
jority of  the  company's  dealers. 

By  this  arrangement  a  large  number  of  deal- 
ers located  in  the  Middle  West  and  on  the  Pa- 
cific Coast,  who  heretofore  could  not  spare  the 
time  to  come  to  New  York  to  attend  the  former 
conventions,  were  given  the  opportunity  to  par- 
ticipate in  the  biggest  and  most  unique  trade 
convention  ever  held,  by  having  the  convention 
brought  to  them.    And  participate  they  did. 

Originality  was  an  outstanding  feature  of 
every  part  of  the  program,  which  fu'fiUed  in 
every  way  its  purpose  to  demonstrate  that  the 


T.  J.  Leonard 

phonograph  is  not  a  luxury,  but  a  definite  need 
in  American  home  life.  Numerous  phases  of 
Edison  phonograph  salesmanship  were  illus- 
trated in  a  striking  way  through  the  medium 
of  five  brilliant  business  plays,  written  by 
William  Maxwell,  in  charge  of  the  phonograph 
industry  at  the  Edison  Laboratories,  whose  for- 
n:er  productions  of  a  similar  character  have 
created  wide  attention  throughout  the  entire  ad- 
vertising field.  Another  highly  interesting  fea- 
ture was  that  of  having  a  number  of  celebrities, 
including  an  eminent  psychologist  and  an  Amer- 
ican composer  of  international  fame,  address  the 
dealers  on  subjects  vital  to  their  interests.  In 
addition  to  this,  the  program  included  a  tone- 
test  by  a  widely  known  Edison  artist  and  the 
presentation  of  a  living  picture  of  the  September 
magazine  advertisement,  through  the  courtesy 
also  of  an  Edison  artist  highly  popular  with  the 
dealers.  A  series  of  open  forums,  in  which 
the  majority  of  dealers  participated  and  with- 
out which  no  Edison  Dealers'  Convention  would 
be  complete,  likewise  came  in  for  its  share  of 
interest. 

Long  before  the  opening  hour  on  July  8,  deal- 
ers began  to  arrive  in  twos  and  threes  from 
all  points  of  the  compass.  By  10  o'clock,  the 
hour  set  to  begin,  the  Knickerbocker  Theatre, 
that  famous  Broadway  playhouse,  was  well  filled 
with  expectant  dealers,  primed  for  immediate 


III  Illlll|l|||||||:lllll  nil  I  Illllllllllllllllllllllllllllllllllllll 

business.  All  day  they  came,  and  the  second 
day,  too,  until  it  began  to  appear  as  though 
the  well-worn  phrase,  "Standing  room  only," 
would  be  the  only  answer  to  greet  the  late- 
comers desiring  seats.  Virtually  all  Broadway 
took  notice  of  the  event,  which  was  new  even  to 
that  famous  thoroughfare. 

T.  J.  Leonard  Opens  Convention 
Promptly  at  the  designated  hour,  Thomas  J. 
Leonard,  general  sales  manager  of  the  Edison 
Laboratories,  stepped  out  on  the  stage  and  made 
the  address  of  welcome.  At  the  end  of  his  ad- 
dress the  house  curtain  rose,  exposing  the  spe- 
cial Edison  Caravan  Convention  drop  curtain, 
whereupon  he  introduced  the  chairman  of  the 
convention,  F.  F.  Christine,  Edison  dealer  at 
Stroudsburg,  Pa. 


Illlllilllllllllllllllllllllllllllllllllllllllllllllllllllllllll 
of  the  Re-creation  manufacturing  laboratories. 
We  have  reached  a  stage  where  it  is  possible 
to  divorce  experimental  work  from  manufactur- 
ing operations.  The  manufacturing  technique 
has  been  stabilized  to  an  extent  that  makes  it 
safe  to  design  automatic  machinery  to  facili- 
tate production.  In  other  words,  we  are  all  set. 
The  proposition  has  been  turned  over  to  Fred 
C.  Pullin,  who  was  recently  appointed  manager 
of  the  Re-creation  manufacturing  laboratories. 
Mr.  Pullin  regards  his  appointment  as  the  one 
big  opportunity  of  his  career  and  he  expects  to 
achieve  a  success  that  will  be  almost  startling 
in  its  scope  and  character.  As  all  of  you  know, 
mould  production  is  the  neck  of  the  jug  in  the 
nianufacture  of  Edison  Re-creations.  Mr.  Pullin 
is  devoting  most  of  his  attention  to  the  proper 
distribution  of  mould  production  and,  like  a  good 


Wm.  MaxweWs  Address 


Immediately  following  the  formal  opening, 
William  Maxwell  addressed  the  dealers  on  be- 
half of  the  Edison  Laboratories  in  a  talk  en- 
titled, "Judge  Them  By  Their  Deeds,"  in  which 
he  said: 

"A  long,  long  trail — it  has  been  all  of  that. 
You  and  we  have  met  many  adversities  and  en- 
dured many  disappointments.  The  weight  of 
these  has  rested  heavily  upon  all  of  us — perhaps 
upon  no  one  more  heavily  than  upon  myself. 
However,  as  I  look  back  over  the  past  six  years, 
a  somewhat  consoling  thought  comes  to  my 
mind.  This  is  the  thought:  If  everything  had 
been  smooth  sailing  from  the  beginning  we 
would  not  be  here  to-day.  We  would  still  be 
hedged  about  by  the  traditions  of  the  talking 
machine  business.  There  would  be  no  Edison 
spirit,  such  as  is  manifested  here  this  morning, 
and  Edison  salesmanship  would  not  be  what  it 
is  to-day — a  thing  utterly  apart  from  talking 
machine  salesmanship. 

"The  hand  of  Providence,  guiding  the  genius 
of  Edison,  has  placed  in  our  custody  an  instru- 
mentality which,  if  properly  employed  by  us, 
will  make  music,  next  to  religion,  the  greatest 
and  best  influence  in  the  world.  In  the  hard 
school  of  adversity  we  have  been  purged  of  the 
methods  and  have  cast  off  the  limitations  of  the 
talking  machine  business.  We  have  been  made 
fit  for  the  part  that  we  are  to  play  in  the  destiny 
of  the  greatest  human  art — music. 

'T  regard  my  appearance  here  to-day  as  a  sort 
of  farewell  appearance.  For  several  years  I 
have  come  before  you  dealers  with  apologies  for 
the  past  and  promises  for  the  future.  The  need 
for  this  is  passing  into  oblivion  and  when  the 
tcur  of  the  Caravan  Convention  is  ended  I  shall 
drop  forever  the  role  of  official  apologist.  I 
hope  to  attend  a  great  many  Edison  Conventions 
in  the  future,  but  this  is  the  last  convention  at 
which  I  shall  offer  the  slightest  word  of  ex- 
cuse for  non-performance  on  the  part  of  our 
manufacturing  laboratories. 

"A  year  ago  you  had  three  chief  causes  for 
concern : 

"First — The  supply  of  cabinets. 
"Second — The  surface  of  the  Re-creations. 
"Third — Increased  production  of  Re-creations. 
"We  promised  to  make  good  on  cabinets.  We 
have  done  so. 

"We  promised  to  give  you  a  smooth  Re-crea- 
tion.   We  have  done  so. 

"The  third  question  looms  large  in  your 
m.inds  to-day.  We  have  arrived  at  a  point  where 
it  is  possible  to  place  a  business  man  in  charge 


William  Maxwell 

general,  is  accumulating  reserves.  This  plan  is 
temporarily  limiting  production,  but  in  a  very 
short  time,  when  his  reserves  are  completed,  he 
will  have  his  production  stabilized  so  that  future 
supplements  and  reissued  blocks  of  catalog  num- 
bers can  be  put  through  exactly  on  schedule. 
For  example,  all  of  the  moulds  for  the  Novem- 
ber supplement  will  be  completed  before  a  sin- 
gle print  is  made.  Then  all  of  them  will  be  put 
on  at  the  same  time  and  the  end  of  the  run  can 
be  calculated  almost  to  an  hour. 

"You  will  perhaps  wonder  why  this  has  not 
been  done  in  the  past.  Some  of  you  undoubtedly 
have  had  sickness  in  your  homes,  which  required 
the  presence  of  trained  nurses,  and  you  will  re- 
call, no  doubt,  that  the  diet  cooking  in  the 
kitchen  was  very  disturbing  to  the  regular 
culinary  operations  of  the  household.  The  ex- 
perimental work,  which  for  several  years  has  of 
necessity  been  done  in  the  manufacturing  labora- 
tories had  about  the  same  disturbing  effect  on 
manufacturing  operations  as  a  trained  nurse's 
activities  produces  in  the  family  kitchen. 

"The  experimental  men  have  done  a  good 
work.  We  owe  a  great  deal  to  them,  but  we  are 
glad  to  see  them  leave,  just  as  any  family  is  glad 
when  the  trained  nurse's  services  are  no  longer 
needed. 

"Disc  Re-Creation  manufacture  is  up  to  Mr. 
Pullin  and  his  assistants.    He  is  unfettered  and 
(Continued  on  page  208) 


208 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


CARAVAN  CONVENTION  OF  EDISON  DEALERS  AN  IMMENSE  SUCCESS — (Continued  from  page  2Q7) 


untrammeled.  All  of  the  money  that  he  needs 
will  be  placed  at  his  disposal.  The  results  will 
speak  for  themselves.  I  have  unlimited  confi- 
dence in  Mr.  Pullin  and  I  believe  that  my  con- 
fidence is  shared  by  all  of  you. 

"Stabilized  production  means  the  prompter  is- 
suance of  timely  selections  and  this  is  an  accom- 
plishment which  we  have  very  definitely  in  mind. 
I  think  adequate  provisions  have  been  made  to 
insure  that  in  the  future  so-called  hits  will  be 
issued  in  timely  season. 

"Stabilized  production  also  means  that  we  can 
deal  with  new  talent  more  intelligently  and  sat- 
isfactorily than  has  been  true  in  the  past.  We 
have  recently  contracted  with  and  shall  shortly 
announce  the  engagement  of  a  woman  whom 
we  consider  is  destined  to  earn  recognition  as 
the  world's  greatest  dramatic  soprano.  Other 
important  negotiations  are  pending  and  from 
time  to  time  there  will  be  news  of  interest  and 
moment.  We  particularly  welcome  the  oppor- 
tunity to  compare  our  Re-Creation  of  an  artist's 
performance  with  talking  machine  reproductions 
thereof  and  we  hope  for  noteworthy  develop- 
ments along  that  line. 

"All  of  you  know  that  the  general  business 
conditions  which  prevail  to-day  were  anticipated 
by  us  many  months  ago.  All  of  our  plans  dur- 
ing the  past  twelve  months  have  had  these  con- 
ditions definitely  in  mind  and  they  can  be  turned 
to  your  advantage  if  you  will  only  take  the 
proper  steps.  Your  banker  can  give  you  the 
necessary  line  of  credit  and  will  do  so,  if  you.  will 
make  an  Edison  booster  of  him.  I  hope  that 
every  one  of  you  here  to-day  who  has  not  al- 
ready sold  an  Edison  phonograph  to  his  banker 
will  go  home  with  the  determination  to  do  so. 
Convert  your  banker  into  an  Edison  enthusiast 
at  the  earliest  possible  moment. 

"You  are  all  aware  that  Edison  prices  have  in- 
creased less  than  15  per  cent  since  1914  and  that 
a  portion  of  this  increase  is  war  tax.  Other 
manufacturers,  in  the  same  period  of  time,  have 
made  increases  ranging  from  50  per  cent  to  100 
per  cent — and  I  say  to  you,  as  a  matter  sus- 
ceptible of  absolute  and  indisputable  proof,  that 
our  piargin  of  profit  in  1914  was  narrower  than 
that  of  any  other  established  manufacturer.  Mr. 
Edison  passed  up  millions  in  profits  he  might 
have  made  and  stood  the  gafif  in  order  to  insure 
the  future  of  this  business.  Many  dealers  are 
now  beginning  to  cash  in  on  this  far-sighted 
policy.    Every  one  of  you  should  do  so.  The 


Dr.  W.  V.  Bingham 

public  will  be  increasingly  slow  to  buy,  unless 
it  is  satisfied  that  prices  are  right.  You  all 
know  that  Edison  prices  are  right,  and  it  is  up 
to  you  to  let  the  public  know  what  you  know. 
We  may  have  to  increase  our  prices  this  Fall,  but 
we  shall  make  every  effort  to  avoid  doing  so. 

"Before  concluding  I  want  to  say  a  word  about 
the  fourteen  sales  propositions.  They  were  pre- 
pared because  we  believe  there  would  be  a  slow- 
ing up  of  general  business  in  1920.  These' propo- 
sitions, properly  carried  out  by  you  and  the 
laboratories,  will  overcome  any  tendency  on  the 


part  of  your  public  to  curtail  its  buying.  This 
has  already  been  demonstrated  in  localities 
which  have  been  acutely  affected  by  the  trans- 
portation tie-ups.  A  100  per  cent  increase  in 
your  business  this  year  is  not  too  much  to  ex- 
pect. The  business  is  waiting  for  you,  if  you 
will  go  and  get  it. 

"This  convention  will  sound  a  new  note  in 
Edison  merchandising.  It  marks  the  beginning 
of  a  new  epoch  in  the  music  trade.  All  of  us 
have  learned  how  to  sell  music,  as  music,  but 
the  great  big  outstanding  thing  about  music  is 
what  music  will  do  for  you,  and,  when  we  have 
learned  to  sell  that — in  other  words,  'The  Thing 
Beyond  the  Thing  Beyond' — we  shall  have  made 


Thos.  A.  Edison 


the  Edison  phonograph  business  as  solid  as  the 
flour  business,  or  the  meat  business,  or  any 
other  business  that  deals  in  the  necessities  of 
life. 

"We  have  traveled  a  long,  long  trail  together. 
At  times  the  road  has  been  difficult,  but  we 
have  surmounted  the  difficulties,  and  to-day  we 
are  where  we  can  look  down  into  the  enchanted 
valley  and  see  spread  before  us  in  beautiful 
prospect  the  realization  of  all  of  our  dreams. 
What  we  see  is  not  a  mirage.  It  is  a  reality — 
a  reality  which  means  profits  and  prestige  for 
all  of  you,  but,  above  and  beyond  that,  the 
satisfaction  of  knowing  that  you  are  engaged  in 
a  great  and  constructive  work." 
Sales  Aid  Service  Discussed  and  Demonstrated 

Sales  Aid  Service,  the  first  of  the  sales  pro- 
motion plans  to  be  discussed,  was  introduced 
in  a  striking  way  by  the  presentation  of  "It," 
a  comedy  in  one  act,  and  the  first  of  the  plays 
on  the  program.  The  scene  took  place  in  the 
living  room  of  a  cottage  and  showed  how  a  live 
Edison  dealer  gives  Sales  Aid  Service  to  the 
Edison  phonograph  owners  in  his  community. 
After  overcoming,  one  by  one,  the  numberless 
objections  put  up  by  the  lady  of  the  house,  the 
salesman-inspector  finally  succeeds  in  transform- 
ing a  not  too  enthusiastic  owner  into  a  live  Edi- 
son booster.  Then  followed  the  open  forum, 
led  by  J.  J.  Menton,  of  Paterson,  N.  J.,  and  a 
discussion  of  canvassing,  another  closely  related 
subject,  led  by  H.  Lester  Marvil,  of  Way- 
cross,  Ga. 

Dr.  Bingham's  Interesting  Talk 

"The  Thing  Beyond  the  Thing  Beyond,"  or 
"What  Music  Will  Do  For  You,"  the  most 
talked  of  subject  in  the  Edison  business,  and  re- 
ferred to  by  Mr.  Maxwell  in  his  address  as  the 
big  outstanding  thing  about  music  which  all  in- 
terested in  the  Edison  phonograph  business 
must  sooner  or  later  learn  to  sell,  was  the  sub- 
ject of  the  next  address  shown  on  the  program 
and  was  made  by  Dr.  W.  V.  Bingham,  director 
of  the  Division  of  Applied  Psychology  at  the 
Carnegie  Institute  of  Technology  at  Pittsburgh. 
At  the  International  Musical  Congress  in  Paris, 
in  1914,  just  before  the  war  broke  out.  Dr. 
Bingham  read  a  paper  summarizing  the  results 
of  all  the  research  that  has  been  carried  out  by 
means  of  the  phonograph,  in  studying  exotic 
music,  the  songs  of  savages  and  primitive  peo- 


ples in  all  parts  of  the  world,  and  his  fondness 
for  music  leads  him  to  be  particularly  concerned 
about  ,the  efifects  of  music  on  human  nature. 
The  Second  Edison  Play 

"I  Saw  Your  Ad,"  according  to  the  program 
"A  near  allegory — at  any  rate,  not  a  play,"  fol- 
lowed, and  depicted  the  right  and  wrong  way 
to  give  the  realism  test,  one  of  the  psychological 
factors  in  selling  the  New  Edison.  The  open 
forum  on  this  subject  was  led  by  S.  A.  Phillips, 
of  Morgantown,  W.  Va. 

"After  the  Nut  Is  Off" 

"After  the  Nut  Is  OE,"  another  comedy, 
opened  the  subject  of  compensation  of  sales- 
men, the  discussion  of  which  was  led  by  H.  W. 
Brooks,  of  Springville,  N.  Y. 

THE  SECOND  DAY'S  PROGRAM 

On  the  second  day,  the  enthusiasm  was  even 
greater  than  on  the  first.  Perhaps  this  was  be- 
cause the  kind  of  enthusiasm  nurtured  by  Edi- 
son dealers  is  of  a  particularly  contagious  sort, 
or  perhaps  it  was  because  so  many  big  things 
were  promised  for  the  second  day. 
IjiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiii^ 

I  Message  From  Thos.  A.  Edison  | 

iiiii;iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii|iiiiiiiiiiiiiiiiiiiiiiiiNNiiiiiiiiiiiiiiiiiiiiiiiniiN   iiiiiiiiiiiiiiiiiiiiiii 

The  sessions  opened  with  military  prompt- 
ness and  began  with  a  message  from  Thomas 
A.  Edison,  entitled  "Ten  Years  From  Now,"  and 
delivered  by  his  son,  Charles  Edison. 

"Ten  years  on  the  calendar,  or  in  the  life  of 
a  man,  is  a  considerable  period  of  time,  but, 
when  we  build  for  the  future,  a  decade  is  a 
small  measure. 

"There  are  several  major  arts,  and,  of  these, 
music,  in  my  opinion,  is  the  greatest.  The  mas- 
terpieces of  music  appeal  to  practically  every- 
one, because  the  appeal  is  in  a  language  that 
is  understood  by  everyone.  Literature,  paint- 
ing and  sculpture,  even  in  the  Golden  Ages  of 
those  arts,  had  a  restricted  circle  of  apprecia- 
tion, for  the  reason  that  many  of  the  higher 
manifestations  of  literature,  painting  and  sculp- 
ture require  education  as  a  prerequisite  of  ap- 
preciation. Not  so  with  music.  If  a  man  tells 
you  he  has  written  a  masterpiece  of  music  which 
is  not  understood,  or  appreciated,  by  the  public, 
he  states  what  is  a  manifest  absurdity.  The 
real  masterpieces  of  music  live  on,  from  gen- 


Chas.  Edison 

eration  to  generation,  because  in  theme  and 
form  they  are  concordant  with  those  finer  emo- 
tions which  we  call  the  best  impulses  of  the 
human  heart. 

"From  the  earliest  days  of  which  we  have  any 
history,  or  traditions,  music  has  been  recog- 
nized as  capable  of  exerting  a  great  influence 
for  good  upon  the  human  mind.    However,  the 


July  IS,  1920 


THE   TALKING   MACHINE  WORLD 


209 


CARAVAN  CONVENTION  OF  EDISON  DEALERS  AN  IMMENSE  SUCCESS — (Continued  from  page  208) 


influence  of  music  has  heretofore  been  restricted, 
because  the  number  of  competent  musicians  is 
comparatively  small,  and  music,  unlike  books, 
could  not  be  multiplied  at  will  and  distributed 
throughout  the  world  at  a  cost  within  the  reach 
of  everyone. 

"The  phonograph  did  much  to  change  this 
condition,  but  the  ordinary  phonograph,  as  we 
have  known  it,  had  rather  definite  limitations 
and  fell  somewhat  short  of  conferring  upon  its 
owner  all  of  the  pleasure  and  benefits  that  can 
be  derived  from  good  music.  The  greatest 
shortcoming  of  the  phonograph  was  its  lack  of 
realism,  and,  as  you  know,  it  is  this  shortcom- 
ing which  I  have  sought  to  overcome.    The  re- 


phonograph  in  every  American  home.  What  1 
want  to  see  in  every  American  home  is  music, 
so  realistic  and  so  perfect  in  its  rendition  as 
to  be  an  unending  source  of  benefit  and  pleasure. 
To  this  object  I  am  prepared  to  devote  every 
energy  and  all  of  the  resources  at  my  command. 
We  do  not  contemplate  radical  changes  which 
will  disturb  and  embarrass  you,  but  we  intend 
to  progress  in  such  a  way  as  to  keep  constantly 
alive  the  public's  interest  in  music,  and  in  our 
phonograph,  as  the  most  comprehensive  means 
of  enjoying  the  benefits  of  music. 

"The  business  management  of  our  phono- 
graph industry  will  shape  our  business  policies 
in  a  way  that  is  calculated  to  meet  every  con- 


by  many  to  be  the  most  beautiful  woman  on  the 
American  stage,  took  part  in  each  of  the  plays, 
as  did  J.  Sydney  Macy,  who  was  remembered 
by  dealers  as  having  created  the  part  of  "Zebulon 
Old  Father"  in  last  year's  convention.  Gene 
Lockhart,  who  played  the  comedy  parts,  was 
uproariously  funny,  and  his  singing  between  the 
scenes  of  the  plays  was  particularly  well  re- 
ceived. All  of  the  plays  were  under  the  direc- 
tion of  D.  B.  Babcock  and  J.  S.  Macy.  The 
scenery  was  from  the  studio  of  John  H.  Young. 
A  Live  Advertising  Talk 
"The  Hook  in  Advertising,"  the  next  subject 
on  the  program  and  a  dominant  feature  of  this 
year's  national  Edison  advertising  campaign,  was 


suit  is  a  degree  of  realism  in  our  present  phono- 
graph which  is  baffling  to  even  the  most  expert 
ears. 

"We  now  have  a  phonograph  which  suits  me 
very  well  and  a  method  of  manufacturing  our 
records,  or  re-creations,  that  gives  us  a  very 
satisfactory  product.  In  fact,  our  present  prod- 
uct accomplishes  the  first  phase  of  my  ambi- 
tion to  bring  the  full  benefits  of  music  within 
the  reach  of  everyone,  no  matter  where  he  may 
live. 

"The  circumstance  that  we  have  such  an  in- 
strument places  upon  you  dealers  and  upon  us 
a  certain  ethical  responsibility  to  the  public. 
In  discharging  this  responsibility  we  are  likely 
to  be  well  paid  for  our  eflorts,  but  I  desire  to 
impress  upon  your  minds  that  the  natural  de- 
velopment of  this  business  will  tend  to  make  you 
exponents  of  a  great  art,  as  well  as  distributors 
of  merchandise. 

"I   have  been  quoted  as  desiring  to  see  a 


dition  that  will  arise,  and  to  stimulate  a  steady 
growth  of  your  Edison  phonograph  business. 

''Ten  years  from  now  I  believe  that  our  phono- 
graph will  be  recognized  throughout  the  world 
as  the  greatest  factor  in  music,  and  that  the 
benefits  of  music,  as  re-created  by  our  phono- 
graph, will  be  so  universally  recognized  that 
this  industry  will  be  admitted  to  an  indisputed 
place  among  those  most  essential  to  the  mental 
and  moral  well-being  of  the  human  race. 

"I  feel  that  you  can  safely  rely  on  the  Edison 
phonograph  business  as  a  permanent  and  endur- 
ing business  and  I  give  you  my  assurance  that 
we  shall  spare  neither  money  nor  effort  in  that 
behalf." 

The  Cast  of,  the  Plays 

The  cast  for  the  plays,  chosen  for  its  ability 
to  characterize  the  kind  of  individuals  common 
to  the  life  of  the  average  Edison  dealer,  did  its 
part  in  an  excellent  manner.  Miss  Vera  Leon- 
ard, recently  in  "Aphrodite,"  who  is  considered 


discussed  by  John  Lee  Mahin,  representing  the 
Federal  Advertising  Agency,  which  is  now 
handling  the  Edison  national  advertising  copy. 
Mr.  Mahin  is  the  man  who  coined  the  word 
"Certainteed,"  persuaded  the  N.  K.  Fairbanks 
Co.  to  change  Fairy  Soap  from  an  oblong  to  an 
oval  cake,  and  had  a  negro  waiter  in  a  Chicago 
restaurant  photographed  to  make  the  well- 
known  Cream  of  Wheat  trade-mark.  His  talk 
was  particularly  interesting  to  the  dealers. 
Thomas  Chalmers  in  a  Tone-Test 
Thomas  Chalmers,  considered  the  most  pop- 
ular American  grand  opera  baritone,  then 
created  a  furore  by  appearing  in  an  Edison  tone- 
test,  similar  to  those  which  have  been  witnessed 
by  more  than  two  millions  of  people  since  their 
inauguration  a  few  years  ago.  Mr.  Chalmers 
enjoys  the  distinction  of  having  sung  more  roles 
at  the  Metropolitan  in  recent  seasons  than  any 
other  baritone.  His  popularity  as  an  Edison 
(Continued  on  page  210) 


210 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


THE  EDISON  CARAVAN  CONVENTION 

(Conhnucd  from  page  209) 

artist  brought  added  interest  to  the  occasion  and 
the  performance  was  received  with  considerable 
enthusiasm,  expressed  in  the  generous  applause 
which  followed  and  which  delayed  the  progress 
of  the  convention  for  many  minutes. 

A  Talk  on  "American  Music" 
"  'American  Music,'  by  an  American  composer 
whose  work  has  won  him  international  fame," 
is  the  way  the  next  number  appeared  on  the 
program.  Henry  Kimball  Hadley,  who  perhaps 
has  done  more  than  anyone  else  to  gain  world- 
wide recognition  for  the  modern  school  of 
American  symphonic  music  and  opera,  and  who 
has  composed  more  than  two  hundred  pieces  of 
music  of  every  classification,  was  particularlj' 


llliui 


Pvoom  No.  1501 

Ullllillllllllllillllllllllllllllllllll 
m 
m 
m 


51  East  42nd  Street 


.  ClifFord  A.  Wolf  I 
MANUFACTURER  OF 

I  Diamond  and  Sapphire  | 
I         Phonograph  Points  | 


UililllllillllllUIIUlllllUlK 
New  York  City 


tories,  of  which  the  advertising  campaign  is  by 
far  the  most  popular,  Edison  national  advertis- 
ing has  excited  considerable  comment  through- 
out the  entire  field  and  probably  has  attracted 
the  attention  of  more  people  than  any  other 


Prof.  Henry  KimbaU  Hadley 

qualified  to  address  and  interest  the  dealers  on 
the  subject  chosen. 

"I'll  Say  She  Did" 
Another  of  William  Maxwell's  plays  entitled 
"I'll  Say  She  Did"  then  followed  and  opened 
the  subject  of  window  displays,  after  which  the 
open  forum  was  opened  by  Harry  Somers,  of 
Philadelphia,  who  talked  on  "The  Worth  of 
Windows."  D.  B.  Babcock,  who  is  associated 
with  the  Edison  Laboratories,  also  spoke  on  the 
subject  of  "Window  Displays." 

Living  Picture  of  September  Advertisement 
After  this  came  a  presentation  of  a  living  pic- 
ture of  the  September  magazine  advertisement, 
through  the  courtesy  of  the  great  xylophonist, 
Signor  "Friscoe,"  also  highly  popular  as  an  Edi- 
son artist.  Since  the  inauguration  of  the  1920 
sales  promotion  plans  by  the  Edison  Labora- 


Thos.  Chalmers,  Baritone 

phonograph  advertising.  The  advertisement  to 
appear  next  September  will  feature  Signor 
"Friscoe,"  whose  popularity  and  distinction  were 
well  described  in  the  remarks  made  by  the  chair- 
man  in   introducing  him. 

The  Diamond  Amberola 
The  Diamond  Amberola  also  came  in  for  its 


Show  Windows  vs.  Sales  Windows 

THE  conversion  of  your  dealers'  windows  from  show  windows 
into  sales  windows  is  grounded  in  practical  merchandising, 
sound  advertising  and  a  perfect  adaptation  of  definite  art  principles. 

To  sell  goods  is  the  preconceived  object  and  the  iest  of  an  Einson 
Litho  window  display. 

To  the  creation  of  selling  windows  and  other  Lithograph  material 
the  Einson  Litho  brings  an  organization  of  thoroughly  schooled 
merchandising  men  and  experienced  advertising  men  who  express 
themselves  through  the  medium  of  a  completely  equipped  art 
studio  and  a  modern  lithograph  plant. 

National  advertisers  who  desire  to  capitalize  their  dealer  opportunities  will  find  food 
for  thought  in  our  "Portfolio  of  Selling  Windows"  —  sent  upon  request  of  an  executive. 

EIN70N  LITHO 

INCORPORATED 


NEW  YORK 
71  WEST  23rd  ST. 


CHICAGO 
332  S.  MICHIGAN  AVE. 


Phone, 
VanderbUt  5464 


share  of  the  glory.  With  the  orchestra  playing 
"You'd  Be  Surprised,"  J.  W.  Scott,  Amberola 
supervisor,  and  for  many  years  associated  with 
the  Edison  Laboratories,  stepped  out  on  the 
stage  and  talked  to  the  dealers  on  his  favorite 
subject.  While  he  has  no  ill-feeling  toward  the 
disc,  Mr.  Scott  regards  the  Amberola  as  the 
one  best  bet  and  his  enthusiasm  grows  greater 
year  after  year.  He  is  known  personally  to  Edi- 
son dealers  in  every  State  of  the  Union  and 
throughout  Canada  and  probably  no  one  in  the 
Edison  organization  is,  better  fitted  to  discuss 
the  little  brother  of  the  New  Edison  disc. 

As  a  result  of  Mr.  Scott's  remarks,  dealers 
immediately  caught  the  contagion  of  his  un- 
bounded enthusiasm  and  many  expressed  the 
opinion  that  this  year  will  establish  a  record  in 
the  history  of  the  Diamond  Amberola  business 
that  will  exceed  all  expectations. 

Edison  re-creation  concerts,  another  one  of 
the  Edison  sales  propositions,  was  also  a  topic 
of  discussion,  led  by  Harry  Meyer,  of  Pittsfield, 
Mass. 

The  last  of  the  plays  was  a  farce  comedy  in 
one  act  entitled  "Detected,"  the  scene  of  which 
took  place  in  an  Edison  dealer's  demonstration 
room  and  which  introduced  the  subject  of  the 
turn-table  discussion  of  which  was  led  by  A.  D. 
Elster,  of  Meriden,  Conn, 
giiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

I      Conventions  in  the  West  I 


At  the  Blackstone  Theatre  in  Chicago,  where 
the  New  York  convention  was  duplicated  on 
July  12  and  13,  the  same  interest  and  enthusiasm 
prevailed.  The  attendance  in  both  of  these  cities 
exceeded  all  expectations  and  included  many 
dealers  who  had  not  registered  in  advance,  but 
who  had  decided  at  the  last  minute  that  they 
could  not  afford  to  miss  the  event. 

The  program  was  alike  throughout,  except  for 
the  fact  that  a  different  dealer  chairman  pre- 
sided at  each  of  the  conventions  and  that  the 
discussions  by  dealers  were  led  by  different 
dealers. 

At  Chicago  the  chairman  was  James  P.  Lacey, 
Peoria,  111.,  and  the  discussion  on  Sales  Aid 
Service  was  led  by  William  Scott,  of  Chicago, 
while  that  on  Canvassing  was  led  by  Clarence 
Ream,  of  Fairmount,  Minn.  Berthold  J.  New- 
burger,  of  Joplin,  Mo.,  led  the  open  forum  on 
the  Realism  Test,  and  the  Compensation  of 
Salesmen  was  discussed  by  J.  Adam  Reine- 
niund,  of  Muscatine,  la. 

The  subjects  on  the  second  day,  namely,  The 
Worth  of  Windows,  Re-Creation  Concerts  and 
the  Turntable  were  led  at  the  Chicago  meet- 
ing by  A.  F.  Odell,  of  Quincy,  111.,  William 
Ritt,  of  St.  Peter,  Minn.,  and  Lowell  Neff,  of 
Logansport,  Ind. 

Following  the  Chicago  meeting,  the  conven- 
tion will  be  held  at  the  Columbia  Theatre,  San 
Francisco,  Monday  and  Tuesday,  July  19  and 
20.  In  San  Francisco  the  chairman  will  be 
James  T.  Fitzgerald,  of  Los  Angeles.  The  dis- 
cussion on  Sales  Aid  Service  will  be  led  by 
Mark  A.  Sawrie,  of  Selma,  Cal.;  on  Canvass- 
ing by  R.  J.  Coates,  of  Jerome,  Idaho;  on  the 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


211 


CARAVAN  CONVENTION  OF  EDISON  DEALERS  AN  IMMENSE  SUCCESS — (Continued  from  page  210) 


Realism  Test  by  H.  N.  Jamison,  of  San  Fran-  led  by  H.  E.  Roberts,  of  Wenachee,  Wash.; 
Cisco,  and  on  the  Compensation  of  Salesmen  by  S.  S.  Hockett,  of  Fresno,  Cal.,  and  W.  J.  Car- 
F.  K.  Joslyn,  of  Riverdale,  Cal.  The  several  son,  of  San  Francisco.  The  various  talks  were 
discussions    in    the    second    day   session    were     greatly  enjoyed  by  all  in  attendance. 

 Ill  I  I  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 

I  The  Banquet  on  Friday  Night  ] 

liiiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiii  I  II  I  iiiiiiii  iiiiiii  iiiiiiiMiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiitii  iiiii^ 

On  the  evening  of  July  9,  as  a  fitting  climax  Jazz  Band,  Mang  &  Snyder,  the  celebrated  tum- 
tc  the  entirely  successful  Edison  Caravan  Con-     biers; 'Pat  Rooney  and  Marion  Bent  and  com- 


pany, Cecil  Cunningham,  who  was  superb  in 
her  imitations;  Walter  Kelly,  the  far-famed 
judge  from  a  Virginia  court;  Keegar  &  Edwards 
in  song  and  dance,  the  Farber  sisters  in  their 
comedy  songs;  Robins,  the  walking  music  store; 
Eddie  Cantor,  with  his  spicy  Ziegfeld  songs; 
Leonia  LeMar,  the  bewildering  psychic  and 
mind-reader,  and  the  Causinos  in  Spanish  dance. 
The  dinner  lasted  late,  .as  has  been  previously 
(Continued  on  page  212) 


Thoss  in  Attendance  at  the  Caravan  Convention  of  Edison  Dealers  in  New  York,  July  7  to  9 


vention  held  in  New  York  City,  the  Edison  job- 
bers of  the  Eastern  section  of  the  United  States 
tendered  a  sumptuous  banquet  in  honor  of  and 
to  the  Edison  dealers  who  had  attended  the  two- 
day  session  at  the  Knickerbocker  Theatre.  The 
banquet  was  set  in  the  Grand  Ball  Room  of  the 
Hotel  Commodore,  which  was  filled  to  capacity 
and  decorated  along  patriotic  lines.  At  one  end 
was  a  well-constructed  stage,  in  front  of  which 
sat,  or  rather  for  the  most  part  played,  Earl 
Fuller's  Orchestra. 

The  hosts  of  the  evening,  to  be  more  specific, 
were  the  Edison  jobbers  of  Albany,  Atlanta, 
Boston,  Montreal,  N  ew  Haven,  New  York,  Pitts- 
burgh, Philadelphia,  Richmond,  St.  John's,  Syra- 
cuse, Toronto  and  Williamsport. 

Preceding  the  banquet  the  dea+er-guests,  the 
jobbers  and  the  representatives  from  the  Edison 
I/aboratories  joined  in  a  reception  held  in  the 
grand  foyer.  Then  the  doors  to  the  banquet 
hall  opened  and  from  that  time  on  everybody 
tried  to  simultaneously  look,  listen  and  eat. 

The  dinner  itself  was  a  marvel  of  the  epicur- 
ean art.  It  lasted  from  eight  till  one  in  the 
morning,  during  which  time  there  was  a  steady 
entertainment  provided  by  what  the  program  too 
modestly  described  as  "some  of  the  highest- 
class  vaudeville  performers  on  the  stage  to-day." 
This  dinner  show  talent  was  secured  through 
the  private  entertainment  bureau  of  the  B.  F. 
Keith  Theatres  and  staged  under  the  personal 
direction  of  Frances  R.  King.  Every  act  was 
of  the  kind  that  is  used  to  electrify  Broadway. 
Among  the  artists  were  the  Mason  &  Dixon 


THE  NEW  EDISON 

THE    PHONOGRAPH    WITH    A  SOUL 


from 


SYRACUSE,  N.  Y. 


By 


FRANK  E.  BOLWAY  &  SON,  Inc. 

Exclusive  Edison  Distributors 


212 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


CARAVAN  CONVENTION  OF  EDISON  DEALERS  AN  IMMENSE  SUCCESS— (Continued  from  page  211) 


stated,  but  with  talent  like  this  garnishing  the 
festive  board  it  is  easily  manifest  why  everyone 
was  on  the  tip  of  his  toes  through  this  notable 
dinner. 

But  that  was  not  all.  When  the  dinner,  with 
its  dinner  show,  reached  the  finale  an  impromptu 
concert  was  given  by  a  number  of  Edison  Re- 
creation artists  who  attended  the  banquet.  Will- 
iam Maxwell  took  the  floor  to  introduce  them, 
but  before  proceeding  with  the  concert  proper 
called  for  a  three-cheer  vote  of  thanks  for  Mr. 
Christine  for  his  excellent  work  as  convention 
chairman  and  for  Ernest  Cutting,  director  of 
Earl  Fuller's  Orchestra.  Both  were  given  with 
a  right  good  and  sonorous  will,  and  right  here 
we  want  to  add  that  Mr.  Christine  fully  qualified 
as  a  super-good  convention  leader  and  Ernest 
Cutting  batted  throughout  the  convention  some- 
where up  in  the  Babe  Ruth  class. 

The  first  Edison  artist  to  sing  was  Marie  Rap- 
pold,  of  the  Metropolitan  Opera  Co.  She  was 
followed  in  turn  by  Helen  Clark,  Al  Bernard 
and  Ernest  Hare,  Cecile  Arden,  of  the  Metro- 
politan Opera  Co.;  Gladys  Rice,  Helen  Davis, 
Signor  Friscoe,  on  the  xylophone;  Betsy  Lane 
Sheppard,  Thomas  Chalmers,  of  the  Metropoli- 
tan Opera  Co.,  and  Marie  Tiffany.  Each  one  of 
the  Edison^  artists  sang  beautifully  and  the  in- 
formal character  of  their  concert  went  far  to- 


Mme.  Marie  Rappold 

by  Mr.  Edison  and  the  results  are  to  be  dedi- 
cated to  the  public. 

While  it  is  not  probable  that  the  results  of 
Dr.  Bingham's  work  will  be  revealed  to  the 
i^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 


public  for  some  little  time,  it  is  understood  that 
very  definite  principles  of  mental  reaction  to 
music  are  revealing  themselves  and  that  the  real 
value  of  music  to  humanity  will  be  much  better 
understood  in  the  future  than  has  been  the  case 
in  the  past. 

Another  of  Mr.  Edison's  ambitions  is  to  de- 
velop widespread  interest  in  music  on  the  part 
of  the  American  people,  and  he  recognizes  that, 
to  accomplish  this,  typically  American  stand- 
ards of  judgment  must  be  created.  The  Edison 
Laboratories  consider  themselves  exceedingly 
fortunate,  therefore,  in  being  able  to  induce 
Henry  Kimball  Hadley  to  address  the  dealers 
at  the  conventions  on  this  vital  subject.. 

Mr.  Hadley's  career  qualifies  him  adequately 
to  speak  on  this  subject.  At  the  age  of  twenty 
he  composed  his  first  orchestral  piece,  the  over- 
ture "Hector  and  Andromache,"  performed  in 
New  York  under  Walter  Damrosch.  Since  then 
Mr.  Hadley  has  composed  over  two  hundred 
pieces  of  music  of  every  classification — many  of 
which  he  himself  conducted  with  the  world's 
greatest  orchestras. 

His  work  is  modern  in  freshness  and  buoyant 
individuality.  The  gift  of  melody  is  his  in 
gi  eater  degree  than  it  is  of  any  other  American 
composer. 


ward  promoting  a  feeling  of  personal  friendship-  | 
between  the  artists  and  the  men  who  are  out  on  i 
the  firing  line  offering  their  Re-creations  to  the 
American  public. 

William  "^Maxwell  closed  the  concert  by  call- 
ing for  a  rising  vote  of  thanks  to  the  Edison 
jobbers  for  their  wonderful  hospitality,  after 
which  the  "call  of  the  dance"  held  sway  until 
quite  late  in  the  morning. 

Banquets  in  the  West 

Similar  banquets  were  rendered  by  the  Edi- 
son jobbers  of  the  Middle  States,  when  the 
caravan  reached  Chicago  in  the  Medinah  Tem- 
ple, and  by  the  West  Coast  Edison  jobbers  in 
San  Francisco  at  the  St.  Francis  Hotel. 

How  Edison  Promotes  Research  Work 

For  nearly  a  year,  Thomas  A.  Edison  has 
been  promoting  research  work,  for  the  purpose 
of  analyzing  the  mental  *and  emotional  reactions 
of  human  beings  to  music.  Dr.  W.  V.  Bingham, 
director  of  the  Division  of  Applied  Psychology 
at  the  Carnegie  Institute  of  Technology,  has 
been  in  charge  of  the  work,  assisted  by  Dr.  C.  H. 
Farnsworth,  of  Columbia  University,  and  other 
internationally  known  authorities.  The  entire 
expense  of  the  research  work  is  being  defrayed 


Over  the  Sands  With  the  Caravan 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiin 


The  Edison  Caravan  Camels  Hump  a  Few. 

The  dealers  and  others  attending  the  Edison 
Convention  without  exception  followed  the  ad- 
vice offered  in  the  program  which  read:  "Don't 
take  any  wooden  money — or  alcohol.  Despite 
what  is  said  by  one  of 
the  characters  in  the  skit, 
'After  the  Nut  Is  Off,' 
there  is  no  perfectly  safe 
booze  for  sale  in  New 
York." 


Another  thing  the  Friscoe  act  brings  to  mind 
is  that  beautiful  rendition  by  a  certain  young 
lady  of  the  Humoresque.  "Humty-ump-tee" — 
remember? 


Earl  Fuller's  orchestra  certainly  was  on  the 


And  yet,  at  that,  dur- 
ing the  repartee  between 
Signor  Friscoe,  the 
mighty  xylophonist,  and 
members  of  the  audience, 
when  Friscoe  said  it 
couldn't  be  had  in  New 
York,  some  Convention- 

ite  rejoined  that  he  would  get  it  if  Friscoe  would 
pay. 


The  Edison  Caravan  Train  Under  Way 

job  in  superlative  form  during  the  caravan. 


Quality  Sapphire  Needles 


FOR  PATHE 


FOR  EDISON 


Grand  Prize  and  Gold  Medal 


AMERICAN  MANUFACTURED 

SAPPHIRES 

Highest  Grade — Finest  Workmanship 
Book  Your  Orders  Now  for  the  Fall  Season 

JOHN  A.  BOTTA     Suffern,  New  York 


As  a  sales  manager  and  chief  executive  of 
the  phonograph  division,  William  Maxwell  is  a 
great  playwright.  As  a  playwright  he  makes  a 
durn  good  salesmanager  and  chief  exec.  All 
of  which  means  he  rings  the  bell  at  both. 


The  recently  appointed  advertising  manager, 
R.  B.  Gregg,  thought  he  was  going  to  get  a  joy 
ride  all  the  way  to  California  without  having  to 
make  a  speech,  but  John  Turner  brought  him 
into  a  nicely  handled  discussion  on  envelopes. 


F.  F.  Christine  as  chairman  of  the  New  York 
Caravan,  certainly  looked  like  a  million  plus 
in  his  form-fitting  buff  alapaca — or  was  it  a 
Palm  Beach. 


Frank  E.  Bolway  and  his  "on-your-toes"  asso- 
ciates from  Syracuse  were  certainly  real  enthu- 
siasts. Not  surprising,  for  the  "Salt  City"  is 
"some"  town. 


When  last  seen  in  New  York  the  Caravan 
was  boarding  the  Twentieth  Century  for  Chi- 
cago. The  Edison  Caravan  travels  on  a  pretty 
speedy  camel,  n'est-ce  pas? 


Mrs.  Hadley  certainly  sang  beautifully,  when 
her  talented  husband.  Prof.  Hadley,  played  a 
few  of  his  original  compositions  at  the  close 
of  his  address  on  American  music. 


The  press  owes  a  vote  of  thanks  to  Mr, 
Wheeler  for  his  hearty  co-operation. 


July  15,  1920 


THE   TALKING    MACHINE  WORLD 


213 


The  Best  Phonograph  Wins 

and  the  best  phonograph  is  the  one  equipped  with  the  best  motor. 
Insure  your  future  business  by  installing  the 

Universal  Master  Motor  No.  20 


Let  the  Universal  Master  Motor  No.  20  sell  your  Pho- 
nographs. Its  unique  and  dependable  features  are 
talking  points  that  will  solve  your  selling  problem. 

We  are  still  able  to  take  on  a  few  more  customers 
so  write  or  wire  immediately  if  interested 

Universal  Stamping  &  Mfg.  Co. 

1917-1925  S.  Western  Ave.,  Chicago 

UNIVERSAL 


214 


THE   TALKING    MACHINE  WORLD 


July  IS,  1920 


EL  YEA  COMPANY  HAS  NEW  LOCATION 

Idea  Shop  Is  Attractive  Feature  of  New  Home 
of  Atlanta  Concern — W.  R.  Lewis  Now  Trav- 
eling Representative  in  Southern  Territory 


Atlanta,  Ga.,  July  7.— The  Elyea  Talking  Ma- 
chine Co.  is  now  permanently  located  in  the  new 


shown  in  the  accompanying  photograph.  A 
close  inspection  of  the  photograph  will  show  a 
small  model  Victrola  painted  in  white,  decorated 
with  small  animals  appealing  to  children.  This 
talking  machine  was  gotten  up  especially  for  use 
in  furthering  the  sales  of  children's  records. 
It  is  one  of  the  many  original  ideas  which  Mr. 


TO  PRESS  RECORDS  IN  BROOKLYN 


Densite  Products  Mfg.  Co.  Now  Equipping  a 
New  Factory  in  That  City 


The  Densite  Products  Mfg.  Co.,  New  York, 
has  secured  a  two-story  factory  building  in 
Brooklyn  and  is  installing  a  record  pressing 
plant,  which  it  is  believed  will  be  ready  for 
operation  about  August  1.  The  company's  cap- 
italization was  increased  recently  to  permit  ex- 
pansion in  the  record  field.  H.  E.  Marcus  is 
president  of  the  company,  E.  Carr  is  treasurer, 
and  S.  Carr,  secretary  and  general  manager. 
S.  Carr  is  a  graduate  engineer  and  has  special- 
ized in  industrial  and  consulting  engineering 
work. 


TO  DISTRIBUTE^  NEW  NEEDLE 

Andrew  H.  Dodin  Secures  Eastern  Agsncy  for 
the  Fletcher  All-Tones  Needle. 


Service  Department  and  Idea  Shop  of  the  Elyea  Co.,  Atlanta,  Ga. 


quarters 

it  is  an 


next  door  to  the  Elyea  Co.,  from  which 
niitffrnwtli.     The  interior  not  only  in- 


Bibighaus  is  successfully  putting  into  practice. 

Since  B.  F.  Bibighaus  became  manager  of  the 
company  he  has  instituted  this  idea  shop,  which 
he  believes  is  only  a  small  part  of  the  service 
which  a  Victor; jobber  can  render  Victor  deal- 
ers. The  recent"'  appointment  of  W.  R.  Eewis 
as  traveling  representative  of  the  Elyea  Co. 
proves  even  more  conclusively  that  the  new 
policy  of  th-e  company  is  that  of  co-operation 
with  their  clients.  W.  R.  Lewis  has  been  con- 
nected with  the  Victor  Co.  and  has  had  much 
practical  experience  in  furnishing  sales  ideas  in 
sales  promotion  important  to  Victor  dealers. 


Andrew  H.  Dodin,  well-known  talking  ma- 
chine repairman  and  dealer,  at  28  Sixth  avenue, 
New  York,  has  just  secured  the  distributing 
rights  for  New  York  and  vicinity  for  a  new 
semi-permanent  talking  machine  needle  known 
as  the  Fletcher  All-Tones  Needle,  the  invention 
of  Theodore  Fletcher,  of  San  Antonio,  Tex.  The 
needle  is  so  made  that  by  changing  its  position 
in  the  needle  holder  it  can.be  made  to  play  loud- 
ly or  softly  as  the  occasion  demands,  and  it  can 
be  made  also  to  produce  practically  any  inter- 
mediate volume  of  tone. 

Mr.  Fletcher,  inventor  of  the  needle,  together 
with  M.  B.  Nix,  also  of  San  Antonio,  are  at 
present  in  New  York  for  the  purpose  of  demon- 
strating the  model  of  a  new  type  talking  ma- 
chine and  a  new  recording  process  which  when 
perfected  will  make  it  possible  -to  produce  rec- 
ords that  will  play  for  twenty  minutes  or  more 
and  carry  practically  the  whole  score  of  an 
opera. 


B.  F.  Bibighaus,  Mgr.     W.  R.  Lewis,  Trav.  Rep. 

dudes  spacious  executive  offices,  but  also  a 
service   department   and   idea    shop,   which  is 


The  man  who  advertises  for  three  months  and 
quits  is  a  great  admirer  of  staying  power  in  a 
horse. — Class  Magazine. 


The  lull  in  retail  buying  should  serve  to  bring 
out  some  real  salesmanship. 


TALKING  MACHINES  OF  THE  HIGHEST  STANDARD 
HAVE  TURNTABLES  EQUIPPED  WITH 


A.W.B 


GRAND  PRIZE 
GOLD  MEDAL 


ST.  LOUIS 
EXHIBITION 


VELVETS 


VELVETS,  VELVETEENS.  PLUSHES 

Add  to  the  Quality  and  Attractiveness  of  Your 
Machines  and  Use  A.  W.  B.  Boulevard  Velvets 

Write  for  Samples  and  Prices 


A.  WIMPFHEIMER  &  BRO.,  Inc. 

ESTABLISHED  1845 

450-460  FOURTH  AVENUE 


NEW  YORK 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


215 


CHAMBER  OF  COMMERCE  ORGANIZES  AN  EXPORT  BUREAU      INCREASE  DELIVERY  FACILITIES 


Gathering  of  Directors  of  the  Music  Industries  Chamber  of  Commerce  at  Atlantic  City  Productive 
of  Excellent  Results — Export  Bureau  to  Be  Established  and  Monthly  Bulletin  Issued 


Atlantic  City,  N.  J.,  July  4. — One  of  the  out- 
standing features  of  the  well-attended  meeting 
of  the  directors  of  the  Music  Industries  Cham- 
ber of  Commerce,  held  at  the  Hotel  Traymore 
recently,  was  the  decision  to  add  a  new  Export 
Bureau  to  the  Chamber's  department,  the  new 
Bureau  to  be  in  charge  of  an  experienced  export 
man  and  equipped  with  proper  facilities  for 
carrying  on  the  work  for  the  entire  industry. 

The  directors  also  voted  to  publish  monthly 
an  official  bulletin  of  the  Chamber.  This  month- 
ly publication  will  be  sent  to  all  of  the  mem- 
bers of  the  various  member  associations  of  the 
Chamber  and  individual  members,  comprising  a 
total  mailing  list  of  about  3,500.  It  is  distinctly 
a  house  organ  of  the  Chamber  and  will  not  carry 


Underwood    &    JJ  nderwood 

Richard  B.  Aldcroftt,  President 

any  advertising.  It  will  contain  the  monthly  re- 
ports of  the  activities  of  the  various  bureaus  of 
the  Chamber  and  information  concerning  the 
purposes  of  the  Chamber  and  other  material 
of  interest  to  the  members. 

The  next  convention  of  the  Chamber  and  its 
annual  meeting  will  be  held  in  May  at  the  Con- 
gress Hotel  in  Chicago,  the  exact  date  to  be 
settled  by  the  president,  after  consultation  with 
the  officials  of  the  various  member  associations, 
who  will  hold  their  convention  at  the  same  time. 

The  former  standing  committees  of  the  Cham- 
ber have  been  abolished  and  the  president  was 
instructed  to  reappoint  the  salaries  and  finance 
committee  with  additional  committees,  so  that  it 
will  be  representative  of  all  branches  of  the 
industry  and  also  to  appoint  the  following  com- 
mittees: Legal  and  legislative  committee,  better 
business  committee,  committee  on  the  advance- 
ment of  music,  export  committee  and  trade  in- 
formation service  committee. 

These  committees  will  be  advisory  commit- 
tees for  the  various  bureaus  of  the  Chamber  and 
will  be  available  for  consultation  by  the  bureau 
in  question  and  will  make  investigations,  reports 
and  recommendations  to  the  directors  for  action 
upon  matters  of  policy  and  activity. 

The  general  manager  was  instructed  to  take 
measures  preparatory  to  the  incorporation  of  the 
Chamber,  which  at  present  is  an  unincorporated 
association.  The  final  details  connected  with 
the  incorporation  will  be  passed  upon  at  the 
next  meeting  of  the  board.  In  connection  with 
the  incorporation  there  will  also  be  a  revision  of 
the  constitution  and  by-laws  of  the  Chamber, 
made  necessary  by  growth  and  enlargement  of 
its  activities. 

The  committee  considered  and  voted  favorably 
on  referendum  31  of  the  Chamber  of  Commerce 
of  the  United  States  of  America,  being  the  re- 
port of  the  Special  Committee  on  Public  Util- 
ities concerning  regulations  of  employment  rela- 
tions  to  public   service  corporations. 


The  directors  voted  to  contribute  to  the  erec- 
tion of  a  building  in  Washington  for  the  Cham- 
ber of  Commerce  of  the  United  States,  which 
will  serve  as  headquarters  for  the  nation's  busi- 
ness in  Washington.  This  is  in  accordance  with 
the  policy  of  the  Music  Industries  Chamber  of 
Commerce  to  co-operate  with  the  National 
Chamber  upon  important  business  questions  of 
a  national  character  affecting  this  industry. 


Des  Moines,  Ia.,  July  6. — Mickel  Bros.  Co.,  of 
this  city,  Victor  distributors,  have  added  another 
motor  truck  to  their  delivery  facilities,  in  order 
to  co-operate  with  the  dealers  in  this  territory. 

H.  A.  Sixsmith,  sales  manager  of  the  company 


GETS  IMPORTAJNT  REPRESENTATION 

L.  A.  Schwarz,  manufacturers'  representative, 
New  York'  City,  has  recently  been  appx^inted 
representative  of  the  Penn  Victor  dogs  for  his 
territory.  During  the  Victor  convention  week 
h^c  served  as  representative  of  the  Penn  Phono- 
graph Co.,  of  Philadelphia,  in  promoting  their 
famous  plaster  paris  miniature  of  the  Victor 
dog. 


at  Des  Moines,  returned  recently  from  the  Vic- 
tor jobbers'  convention  at  Atlantic  City.  He., 
is  enthusiastic  regarding  tlie  outlook  for  the  Fall 
season,  and  predicts  that  the  Victor  dealers  in 
this  territory  will  close  the  greatest  business  in 
their  history. 


Repeating  Phonograph 

We  have  developed  an  entirely  new  instrument  which 
marks  a  new  era  in  the  Talking  Machine  industry. 

The  outstanding  feature  is  the  equipment  of  each  of  these 
new  phonographs  with  our  patented 

BUILT  IN 

Automatic  Stop, 

Automatic  Starter, 

Automatic  Repeater, 

Repeats  entire  record  or  any  part  of  it  as  you  choose. 
This  wonderful  new  feature  is  not  an  attachment;  it  is  an 
integral  part  of  the  complete  talking  machine. 

Operated  With  The  Motor.  J^^  only  parts  which  show  are 

two  small  buttons  and  the  rest 
for  the  needle. 


Simple  Control. 


Stop  -Lock. 


Accuracy. 


One  of  the  buttons  operates  the 
repeating  device.  The  other, 
at  a  touch,  gives  either  con- 
tinuous playing  or  stop,  as 
desired. 

The  automatic  stop  locks  as 
soon  as  the  needle  is  pressing 
on  the  rest.  When  pressure  is 
relieved  turntable  at  once  re- 
volves. 

The  repeating  device  is  so 
accurate  that  it  replaces  needle 
in  the  exact  starting  groove, 
placing  the  needle  on  record 
lighter  than  is  possible  by  hand. 


TO  ASSURE  PROMPT  DELIVERY  ONLY  ONE  MODEL 
IS  BEING  MANUFACTURED— ALL  PERTINENT  IN- 
FORMATION GLADLY  FURNISHED  TO  THOSE  WHO 
WRITE  FOR  JOBBER'S  or  DEALER'S  PROPOSITION  TO 

The  Singerphone  Company 

MILWAUKEE,  WISCONSIN 


216 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


VOCALION  TRAVELERS'  CONVENTION  HELD  IN  NEW  YORK 

Managers  and  Travelers  from  Aeolian  Co.  Branches  and  From  Jobbing  Houses  Attend  Inter- 
esting Series  of  Business  Conferences — Program  Covers  Five  Days 


There  was  held  at  the  headquarters  of  the 
Aeolian  Co.,  New  York,  this  week  the  first 
general  convention  of  the  Vocalion  travelers,  for 
which  a  most  interesting  and  elaborate  five- 
day  program  had  been  prepared,  with  business 
and  pleasure  mixed  in  just  the  right  proportion. 
The  convention  was  attended  by  managers  and 
travelers  of  Aeolian  Co.  branches  in  various 
cities  of  the  country,  together  with  managers 
and  other  representatives  of  Vocalion  jobbers. 

Those  who  attended  the  convention  were  for- 
mally welcomed  by  W.  H.  Alfring,  manager  of 
the  wholesale  department  of  the  Aeolian  Co.,  in 
the  Green  Room  at  noon  on  Monday,  after  which 
the  party  adjourned  to  the  Republican  Club, 
where,  after  an  excellent  luncheon,  they  listened 
to  an  address  on  "Artistic  Ideals"  by  H.  B. 
Schaad,  of  the  Vocalion  recording  laboratories, 
and  a  distinctly  practical  talk  on  "Recording" 
by  Mr.  Johnson. 

The  first  business  session  in  the  Green  Room 
in  the  afternoon  opened  with  a  talk  on  "The 
Physics  of  Sound,"  by  E.  W.  Scherr,  Jr.,  illus- 
trated by  the  Phonodik.  This  was  followed  by  a 
talk  on  cabinet  design  and  construction  by 
W.  A.  Bowen,  of  Grand  Rapids,  and  another  talk 
on  "Record  Analysis,"  by  T.  P.  RatclifT.  After 
each  of  the  talks  there  was  a  general  discus- 
sion of  the  subject. 

On  Tuesday  morning  the  visitors  were  con- 
ducted on  a  tour  of  inspection  of  the  record- 
ing laboratory  and  after  luncheon  at  the  Repub- 
lican Club  Charles  H.  Tracy  awarded  the  prizes 
for  the  competitive  sales  talks.  H.  B.  Levy,  of 
Chicago,  delivered  an  interesting  address  in  the 
afternoon  on  "Why  Should  a  Dealer  Handle  and 
Push  the  Vocalion,"  and  A.  A.  Fair,  likewise  of 
Chicago,  gave  an  excellent  talk  on  merchandis- 
ing. H.  W.  Hornberger,  of  St.  Louis,  delivered 
a  talk  on  "Study  .Your  Customers'  Tastes  in 
Music  and  Know  Your  Stock,"  and  T.  H. 
Fletcher,  retail  manager  for  the  metropolitan 
district,  talked  on  "Retail  Sales."  Each  sub- 
ject was  left  open  for  discussion.  In  the  after- 
noon, also,  the  delegates  were  greeted  by  W.  V. 
Swords,  general  manager  of  the  Aeolian  Co. 

On  Wednesday  and  Thursday  the  travelers 
visited  the  Long  Island  City  factory.  On  Wed- 
nesday there  was  mechanical  demonstration  and 
practical  work  on  Vocalion  motors,  under  John 
Kaiser,  and  on  Thursday  a  practical  demonstra- 
tion of  cabinet  refinishing,  under  George  Eber- 
hard.  Thursday  evening  the  entire  party  were 
the  guests  of  the  Aeolian  Co.  at  the  Selwyn 
Theatre  to  witness  "Ed  Wynn's  Carnival." 

•  The  convention  closed  with  a  Friday  session, 
when  the  delegates  were  addressed  by  George 


MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 

1     in.  X  10  ft.  for   Columbia  Each  §0.50 

1     in.  X  13  ft.  for    Victor  Eacli  0.50 

1%  in.  X  IS  ft.  for    Victor  Eacli  0.75 

1     in.  X  12  ft.  for    Heineman  Eacli  0.60 

%    in.  X  lO^ft.  for  Col.  PathiS-Heineman 

Each  0.50 

Ifs  in.  X  16  ft.  for  Heineman   Each  1.20 

1     X  16  ft.  for    Saal    or    Silvertone  Each  0.90 

1  in.  X  10  ft.  for  Saal  or  Silvertone.  .Bach  0.60 
1     in.  X  16  ft.  for  Sonora  or  Brunswick 

Each  0.90 

%  in.  X  10  ft.  for  all  small  type  machines 

Bach  0.45 

lyo  in.  full  size  for  Edison  Disc  Bach  2.10 

SAPPHIRES-Gcnuinc 

Patlie   very    l)e.st    loufl    tone   genuine,   each  15c; 
100  lots,  $11.50. 

Edison  very  best  loud  tone,  15c  each  or  .$12.00  in 
,  100  lots. 

MOTORS 

special    price    ou    Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 

The  Val's  Accessory  House 


1000-1002  Pine  St. 


St.  Louis,  Mo. 


H.  Bliss,  manager  of  the  wholesale  Melodee  roll 
department,  and  by  George  Sheffield,  of  the  re- 
cording department.  There  were  also  several 
other  addresses,  including  one  on  "National  and 
Local  Advertising,"  by  V.  E.  D.  Fuller,  head  of 
the  new  trade  promotion  department  of  the 
Aeolian  Co.,  and  another  on  "Printed  Matter," 
by  R.  E.  Wilkinson. 

The  convention  in  every  way  was  a  distinct 
success  and  the  travelers  went  back  to  their 
respective  territories  with  a  new  conception  of 
Vocalion  manufacturing,  selling  and  advertising 
methods  and  possibilities. 

Among  those  who  attended  the  sessions  were: 
From  the  Nordheimer  Piano  &  Music  Co., 
Toronto,  Ont.,  H.  H.  Main,  Charles  Culrose  and 
John  Sprott;  from  the  Aeolian  Co.,  Cincinnati, 
D.  S.  Stephens  and  E.  J.  Koper;  Vocalion  Co., 
Boston,  E.  M.  Wheatley,  A.  C.  Barg  and  H.  G. 
Stoehr;  Aeolian  Co.,  St.  Louis,  W.  P.  Chrisler, 
R.  V.  Johnson,  H.  C.  Hornberger,  S.  C.  Curreh 
and  F.  H.  Brandt;  Aeolian  Co.,  Chicago,  H.  B. 
Levy,  W.  A.  Everly,  A.  A.  Fair,  John  T.  Shipp- 
lett,  G.  V.  Travers.  A.  M.  Devereau  and  G.  D. 
Phillips;  Dayton,  D.  E.  Ahlers,  E.  F.  Kent; 
Rochester,  A.  H.  Warren;  Savannah^  P.  E.  Riley; 
D.  L.  Whittle  Music  Co.;  Dallas,  Tex.,  Herbert 
Gupton,  O.  J.  DeMoll  &  Co.;  Washington,  O.  J. 
DeMoll  and  Charles  A.  Watson,  and  from  the 
New  York  offices,  W.  H.  Alfring,  V.  E.  B.  Fuller, 
L.  B.  DeVeau,  Charles  H.  Tracy,  George  H. 
Bliss,  Oscar  Ray,  W.  D.  Fay,  George  Sheffield, 
Thomas  H.  Fletcher,  H.  B.  Schaad,  F.  L.  Young, 
John  B.  O'Brien,  Henry  Pinner,  R.  E.  Wilkin- 
son, L.  A.  Holley,  T.  P.  Ratclifif,  J.  B.  Sabath, 
A.  T.  Doty,  R.  W.  Pain  and  F.  D.  Langford. 


VICTROLA  IN  FOX  NEWS  FILM 


Knight-Campbell    Co.,    of    Denver,  Introduces 
Victrola  in  Scenes  of  Bathing  Beauties 


Denver,  Col.,  July  6. — The  Knight-Campbell 
Music  Co.,  of  this  city,  scored  a  big  success  in 
advertising  the  Victrola  through  the  medium  of 
the  motion  picture  film.  The  Fox  News  Service 
was  taking  pictures  of  some  of  the  bathing 
belles  on  the  beaches  near  the  city  and  during 
the  filming  of  the  pictures  the  Knight-Campbell 
Music  Co.  placed  a  Victrola  on  the  lawns  of  one 
of  the  estates  and  the  bathers  came  up  and 
danced  to  the  strains  of  "The  Yellow  Dog 
Blues."  Miss  Alice  Schneider,  champion  woman 
swimmer  and  high-diving  expert  of  Colorado, 
v»as  shown  in  a  close-up  changing  a  record  on 
the  machine.  The  Victrola  carried  a  large  sign 
with  the  name  of  the  Knight-Campbell  Co.  on 
it  and  in  this  way  th^  store  was  well  advertised. 
The  film  was  shown  at  the  local  theatres  and 
provided  advertising  which  could  not  be  bought 
at  any  price. 

MAKE  RECORDS  FOR  NATION'S  FORUM 


On  page  175  of  this  issue  of  The  World  there 
appears  an  article  relative  to  the  speeches  re- 
corded by  Senator  Harding  and  Governor  Cool- 
idge,  the  Republican  candidates  for  President 
and  Vice-President  respectively.  These  impor- 
tant records  were  made  for  the  Nation's  Forum, 
which  specializes  on  the  manufacture  of  records 
by  men  who  are  prominent  in  public  affairs. 
These  records  will  be  distributed  exclusively  by 
the  Columbia  Graphophone  Co.,  which  distrib- 
utes all  records  manufactured  by  the  Nation's 
P'orum. 

PLEASED  WITH  BUSINESS  RECORD 


B.  R.  Forster,  president  of  the  Brilliantone 
Steel  Needle  Co.,  reports  that  the  first  six 
months  of  1920  established  a  record  in  the 
volume  of  business  transacted  in  the  history  of 
tliis  company.  "Business  is  good,"  said  Mr. 
Forster,  "and  the  only  hindrance  at  the  pres- 
ent time  is  the  scarcity  of  envelope  containers 
and  the  shipping  conditions." 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
2-4-6  SOUTH  EIGHTH  ST..  RICHMOND.  VA. 
Write  for  Dealers'  Proposition* 


NEW  STYLE  OF  CABINET 


Berkeley  Cabinet  Now  Ready  for  the  Trade — 
Embodies  Many  Distinctive  Features 

The  Berkeley  Phonograph  Cabinet  Co.,  New 
York,  has  just  introduced  to  the  trade  a  new 
cabinet  which  involves  many  distinctive  features. 
This  cabinet  is  designed  to  accommodate  the 
portable  model  Victrola  VI. 

One  of  the  most  important  features  of  this 
new  cabinet  is  the  fact  that  the  Victrola  may 


The  Berkeley  Co.'s  New  Cabinet 

be  placed  in  it  without  any  adjusting  or  me- 
chanical work  of  any  kind  whatsoever.  It  is 
not  necessary  to  unwind  the  winding  key  and  the 
machine  is  left  intact.  When  the  cabinet  is 
played  with  the  lid  open,  the  panelled  sides  act 
as  a  sounding  board  and  reflects  the  tone. 

The  company  has  also  introduced  a  traveling 
trunk  for  Victrolas  IV  and  VI,  and  this  trunk 
is  perfected  in  such  a  way  that  the  instrument 
can  be  played  in  the  trunk  without  being  re- 
moved. Factory  arrangements  have  been  com- 
pleted, and  the  company  has  established  offices 
at  120  West  Forty-third  street.  New  York. 


LARGER  QUARTERS  FOR  FOX  CO. 

Prominent  Bridgeport  Concern  Remodels  Es- 
tablishment and  Plans  Handsome  Quarters 


Bridgeport,  Conn.,  July  7. — The  Alfred  Fox 
Piano  Co.,  this  city,  has  just  consummated  a  deal 
whereby  in  the  very  near  future  the  quarters  it 
occupies  will  be  increased  in  the  neighborhood 
of  60O  per  cent.  The  new  space  is  all  in  the 
present  building.  In  chatting  with  Harry  C. 
Norrish,  the  manager.  The  World  learned  that 
the  window  frontage  on  the  ground  floor  will 
be  remodelled  along  superlatively  attractive 
lines.  The  ground  floor  will  be  largely  devoted 
to  talking  machines  and  records  and  the  upper 
floors  to  nicely  fitted  piano  sales  rooms.  The 
Fox  organization  also  operates  retail  music 
stores  in  South  Norwalk  and  Stamford.  In 
Bridgeport  the  Victrola  and  Edison  are  handled. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


217 


HOLD  INFORMAL  CONVENTION 


Dealer  Service  Department  of  the  Columbia 
Branches  Met  in  Philadelphia  Last  Week  and 
Transacted  Real  Constructive  Business 


An  informal  convention  of  representatives  of 
tlie  Dealer  Service  departments  in  the  branches 
of  the  Columbia  Graphophone  Co.  was  held  last 
week  at  the  company's  Philadelphia  branch.  All 
of  the  representatives  of  this  department  from 
the  branches  East  of  the  Mississippi  were  pres- 
ent at  this  convention,  and  an  interesting  pro- 
gram that  was  filled  with  important  and  prac- 
tical topics  was  scheduled  during  the  three  days' 
session. 

H.  L.  Tuers,  manager  of  the  Dealer  Service 
department,  was  in  charge  of  the  meetings,  ca- 


pably assisted  by  the  members  of  his  executive 
organization.  Philadelphia  was  selected  as  the 
meeting  place  because  of  the  fact  that  a  Model 
Shop  had  just  been  installed  in  this  branch  and 
ideal  facilities  were  afforded  for  the  meetings. 

The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  has  attained  phenomenal 
success  during  the  past  few  years  under  Mr. 
Tuers'  direction,  and  the  plans  for  the  coming 
year  include  many  important  campaigns  that 
will  be  of  the  utmost  value  to  Columbia  dealers 
everywhere.  These  campaigns  are  based  on  co- 
operation and  service  to  Columbia  merchants, 
and  judging  from  the  success  of  the  various 
plans  introduced  by  Mr.  Tuers  recently,  the 
dealers  will  be'keenly  interested  in  the  announce- 
ments that  will  be  issued  by  this  department  for 
the  coming  year. 


PATHE  SUMMER  SALES  CAMPAIGN 


Many  Valuable  Suggestions  Contained  in  June 
Issue  of  Pathe  News — National  Advertising 
Campaign  to  Be  Greatly  Enlarged 


The  June  issue  of  Pathe  News  was  eight  pages 
in  size  and  contained  a  wealth  of  valuable  sug- 
gestions for  the  Pathe  dealer.  An  inspiring  ar- 
ticle by  President  Widmann  furnished  the  key- 


Pathe  Actuelle  in  Artistic  Surroundings 

note  of  optimism  for  the  months  ahead.  As 
usual,  Pathe  News  includes  a  large  number  of 
advertising  suggestions  for  use  in  the  local 
newspapers,  the  matrices  for  which  Pathe 
Freres  Phonograph  Co.  furnish  to  dealers  with- 
out cost.     Letters  reprinted  from  distributors 


and  dealers  from  all  sections  of  the  country, 
indicate  that  1920  will  contain  not  a  dull  season. 
Summer  sales  campaigns  are  being  inaugurated 
from  coast  to  coast  by  the  Pathe  dealer  with 
the  objective  of  making  1920  a  banner  record- 
breaking  year. 

The  national  advertising  campaign  on  Pathe 
phonographs  and  records  has  been  considerably 
enlarged  and  now  covers  the  newspapers  in 
practically  every  large  city  in  the  United  States 
and  all  the  leading  maga- 
zines, with  a  full  page  in 
the  Saturday  Evening 
Post  twice  a  month.  In 
New  York  City  the  Roto- 
gravure sections  of  six  of 
the  metropolitan  dailies 
are  used.  The  total  cir- 
culation reached  by 
Pathe  advertisements  in 
the  magazines  is  esti- 
mated at  12,000,000,  while 
through  the  newspapers 
the  Pathe  ads  reach  over 
8,300,000. 

The  Pathe  Actuelles  in 
period  models  are  in  de- 
mand in  all  sections  of 
the  country  and  are  be- 
ing sold  to  many  hand- 
some residences,  where  it 
is  often  desirable  to  have 
the  phonograph  harmon- 
ize entirely  with  the  pe- 
riod in  which  the  room  is 
furnished.  The  Pathe 
Actuelle  shown  in  the  ac- 
companying photograph 
now  adorns  the  palatial 
home  of  a  prominent 
Brooklyn  citizen.  Much 
study  has  been  given  by 
the  craftsmen  at  the 
Pathe  factory,  not  only 
to  the  details  of  workmanship  but  also  to  hav- 
ing the   cabinet   follow   exactly  the  period  it 


represents. 


William  Turner,  of  Buffalo,  N.  Y.,  has  secured 
the  Starr  agency  for  that  city. 


VICTOR  DEALERS 

Turn  PASSERS-BY  into 
FOLKS  WHO  BUY 

You  can't  sell  merchandise  to  the  people 
that  pass  your  window. 

They've  got  to  come 
into    your  store. 

The  USOSKIN  MONTHLY  VICTOR 

DISPLAY  SERVICE  is  bringing 
people  into  the  stores  of  Victor 
dealers  throughout  the  country. 

Write  for  deiailsand  photographs— NOW . 

USOSKIN  LITHO,  Inc. 

230  WEST  17th  ST.,  NEW  YORK  CITY 


MONTALVO  OPENS  NEW  QUARTERS 

Handsome  Temple  of  Music  Formally  Dedicated 
by  Live  Dealer  in  New  Brunswick,  N.  J. 


New  Brunswick,  N.  J.,  July  3. — There  was  for- 
mally opened  last  night  on  Albany  street  a  new 
Temple  of  Music  of  a  character  that  cannot  be 
surpassed  in  many  cities  of  the  country  regard- 
less of  size.  The  new  temple  is  incorporated  in 
the  establishment  of  Ramon  Montalvo,  who  in 
the  course  of  a  number  of  years  has  developed 
the  largest  talking  machine  business  in  this  sec- 
tion of  the  country. 

The  new  building  is  devoted  entirely  to  the 
cause  of  music,  and  in  addition  to  handsomely 
equipped,  elaborately  furnished  and  well-stocked 
showrooms,  together  with  generous  batteries  of 
demonstrating  rooms  for  Victor  and  Edison  ma- 
chines and  records,  includes  a  recital  hall  ca- 
pable of  seating  several  hundred  people  and  which 
it  is  believed  will  become  a  musical  center. 

The  new  recital  hall  was  put  to  good  use  dur- 
ing the  opening  celebration.  A  number  of  well- 
known  singers  and  instrumental  soloists  from 
New  York  and  other  cities  were  brought  to  New 
Brunswick  to  take  part  in  the  elaborate  pro- 
gram prepared  by  Mr.  Montalvo,  and  following 
the  formal  entertainment  there  was  plenty  of 
dancing  to  the  accompaniment  of  some  lively 
music. 

The  new  Temple  of  Music  is  a  tribute  not 
only  to  the  business  success  of  Mr.  Montalvo, 
but  to  the  musical  importance  of  New  Bruns- 
wick, and  representatives  of  the  talking  ma- 
chine manufacturers  with  which  Mr.  Montalvo 
does  business  attended  the  opening  in  person 
to  extend  their  congratulations. 


TALKERS  FOR  SUMMER  ENJOYMENT 


Houseboats  and  yachts  as  well  as  smaller 
boats  and  canoes  have  found  a  talking  machine 
a  useful  and  pleasurable  thing  to  have  on  a 
, cruise  or  even  while  lying  at  anchor  in  the 
harbor. 


THE  SUPREME 

A  SUPER-PHONOGRAPH  possessing  unusual  excellencies  of  tone,  design,  cabinet  work  and 
finish,  and  special  features  that  are  more  than  talking  points. 

For  Instance  :— Simply  pressing  one  button  lights  up  the  machine  throughout.  One  dainty  elec- 
tric lamp  illuminates  the  turn-table.  Another  throws  a  flood  of  light  through  the  tone  chamber, 
bringing  out  the  beauties  of  the  art  glass  grill  and  falling  on  the  record  drawer.  Another  lights 
up  the  record  compartment,  showing  the  numbers  on  the  compartment,  the  list  on  the  door  and 
the  titles  on  the  records.  The  special  plush-lined  drawer  receives  the  records  as  they  are  taken 
off  the  turn-table  or  shoves  away  ready  for  instant  use  tw  o  or  three  pet  records. 


This  machine  makes  a  wonderfully  attractive  sales-mak- 
ing window  display  produced  in  several  original  styles 


It's  a  high-grade  machine  but  a  quick  seller 


THE  PRICE? 


STONE  MANUFACTURING  COMPANY 


FACTORY : 
2623  OLIVE  STREET 


ST.  LOUIS,  MO. 


SALES  OFFICES: 
GAMBLE  BLDG.,  7th  &  Chestnut  Sts 


218 


THE   TALKING   MACHINE  WORLD 


July  IS,  1920 


^  :y»  13^:  :y^'  'y^' 


Picture  side  of  record 


"HITCH  YOUR 
WAGON 

TO  THE 

STARS" 

and  male  new  customers  out 
of  tke  20,000,000  movie  fans 


Talking  Photos 

"SPEAK  FOR  THEMSELVES'' 

A  Combination  of 

PkonograpLi  Record  of  tlie  voice  of  tke  star 
Artistic  pkotograpli  of  tke  star 
Autograpk  of  tke  star 

Will  play  on  any  machine  on  which  a  steel  needle  is  used. 

A  most  effective  presentation  of  the  great  screen  favorites  whose  enthusiastic 
friends  are  numbered  by  the  hundreds  of  thousands. 

One  of  the  most  attractive  novekies  ever  introduced  into  the  phonograph  field. 
An  irresistible  seller. 

The  first  purchase  starts  the  ''fan"  on  a  collection;  the  rest  is  easy. 
Records  by  the  following  artists  now  ready: 


Mildred  Harris  Chaplin,    Lew  Cody, 


Viola  Dana 
Mary  Miles  M inter, 
Mae  Murray, 
Gloria  Swanson, 
Anita  Stewart^ 
Clara  Kimball  Young, 


J.  Warren  Kerrigan, 
Bert  Lytell 
Tom  Meighan, 
David  Powell, 
William  Russell, 
H.  B.  Warner. 


New  issues  montlily.  100  leading  artists 
under  exclusive  contract.  Retail  price,  35c, 
tLree    for    a    dollar.     Samples    on  request. 


TALKING    PHOTO  CORPORATION, 

334   Fifth   Avenue,  Rohen  B.  ("Pan")  Wheelan.  Pres 

Manufactured  under  exclusive'license^granted  by  Talking  Book  Corp 


New  York 


'flaying  side 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


.218a 


MUSIC  PUBLISHERS  CO-OPERATE  WITH  COMMUNITY  SINGS 

The  General  Advancement  of  Music  Materially   Helped  by  the   Sympathetic   Attitude   of  the 
Publishers — Why  Talking  Machine  Men  Should  Join  Forces  in  This  Good  Work 


During  the  past  few  years  music  publishers 
have  given  their  most  earnest  co-operation  to 
community  sings.  Many  of  the  publishers  is- 
sue special  material  for  the  use  of  bodies  inter- 
ested in  such  worTc.  Some  have  even  published 
booklets  for  the  purpose. 

There  has,  of  course,  always  been  a  question 
as  to  the  value  of  such  work  on  the  part  of 
the  publishers,  when  the  sales  of  sheet  music 
itself  were  considered,  but  there  never  has  been 
a  question  of  the  results  such  publicity  gives  to 
the  sales  of  mechanical  reproduction  of  num- 
bers featured  in  such  sources. 

More  recently,  however,  the  feeling  of  most 
of  the  publishers  has  been  that  such  sings  tend 
to  give  popularity  to  works,  arid  create  sales 
for  sheet  music,  in  addition  to  the  records  and 
player  rolls  of  the  number,  where  some  care  is 
taken  in  the  manner  by  which  such  works  are 
exploited. 

All  agree  that  such  numbers  as  "There's  a 
Long,  Long  Trail,"  "Smile,  Smile,  Smile," 
"Keep  the  Home  Fires  Burning"  and  songs  of 
that  type  can  hardly  ever  be  injured  from  a  sales 
standpoint  by  the  work  of  community  sings. 

In  seasons  to  come  more  and  more  co-opera- 
tion will  be  given  by  the  music  publishers  to  the 
work  of  such  bodies.  The  probabilities  are  that 
it  will  be  better  planned  than  heretofore,  and 
an  arrangement  will  be  made  whereby  selected 
numbers  will  be  given  a  measure  of  popularity 
which  will  redound  to  the  sales  of  the  song  in 
every  form  in  which  it  is  issued — sheet  music, 
record  and  player  roll.  Therefore  it  would  ap- 
pear that  the  local  talking  machine  dealers 
should  give  the  utmost  encouragement  to  com- 
munity sings  and  watch  carefully  the  work  of 
such  bodies  and  give  special  displays,  etc.,  to 
the  timely  numbers  receiving  such  exploitation. 

The  National  Bureau  for  the  Advancement 
of  Music  at  the  present  time,  in  addition  to  its 
other  work,  is  giving  much  attention  to  factory 
sings  or  what  is  known  as  "music  in  industry." 
It  is  now  stated  that  hundreds  of  organizations, 
through  the  encouragement  and  influence  of  the 
Bureau,  are  having  sings  each  week,  some  of 


.  Plays  all 
disc  records 
with  an  un- 
usual clear- 
ness,ncliiiess 
and  beauty 
in  tone. 


Ailractiee 
Proposition 
for  actioe 
Dealers 


TbeREGINACo. 
47  W.  34th  St., 
New  York 


209  S.  State  St., 
Chicafo 


them  are  even  having  them  twice  a  week  and 
others  once  a  day.  This  is  creating  a  greater 
interest  in  music,  is  constructive  propaganda 
and  is  a  sales  creator.  Especially  is  this  so  when 
the  numbers  used  are  of  the  more  popular  va- 
riety. 

Commencing  with  July  6  of  this  year.  Hunter 
College,  New  York,  inaugurated  music  classes 
for  those  interested  in  community  sings.  It  is 
proposed  by  the  work  to  turn  out  song  leaders, 
and  if  these  classes  are  a  success,  which  they 
no  doubt  will  be,  much  good  material  for  the 
purpose  should  result.  Song  exploitation  from 
community  sings,  factory  sings,  etc.,  will  be  in- 
creased and  will  under  this  new  arrangement 
cieate  sales  for  the  records  of  all  popular  num- 
bers coming  into  such  use  and  no  doubt  the 
standard  numbers  as  well. 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin 

t  Men  Who  Make  Popular  Songs  | 

I  No.  14 — Albert  Von  Tilzer  j 

^iiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiiiiiiiiiiin 

The  success  which  the  mijsical  comedy, 
"Honey  Girl,"  has  attained  in  New  York  marks 
a  new  era  in  the  writing  history  of  Albert  Von 
Tilzer,  who,  of  course,  needs  no  introduction 
to  the  trade. 

The  show  is  the  musicalized  version  of  the 
drama,  "Checkers,"  and  it  is  to  the  music  to 


Albert  Von  Tilzer 
a  great  extent  that  its  success  is  due.  There 
are  at  least  five  big  numbers  in  the  production 
that  are  having  good  sales,  and,  as  it  is  the 
intention  of  the  producers  to  have  several  road 
shows  the  coming  season,  the  demand  for  the 
songs  will  probably  increase. 

The  results  Albert  Von  Tilzer  obtained  in 


this  his  first  musical  comedy  have  encouraged 
him  to  further  efforts  in  this  direction,  and 
it  is  now  understood  he  will  be  the  writer  of 
the  music  of  at  least  two  productions  to  be 
shown  in  the  coming  Fall.  The  biggest  num- 
bers in  "Honey  Girl"  are  "Close  to  Your 
Heart,"  "I  Love  to  Fox-trot,"  "You're  Just  the 
Boy  for  Me,"  "I'm  Losing  My  Heart  to  Some- 
one." While  it  is  true  that  Albert  Von  Tilzer 
has  always  been  associated  with  popular  num- 
bers in  the  past,  he  has  by  no  means  confined 
himself  to  that  type  entirely,  as  he  is  also  re- 
sponsible for  a  goodly  list  of  high-class  com- 
positions, including  "Waters  of  Venice 
Waltzes,"  "Forever  Is  a  Long,  Long  Time," 
"Say  It  With  Flowers."  His  more  popular 
numbers  include  the  following:  "Lonesome" 
(Edna  May's  song  in  the  "School  Girl"),  "Put 
Your  Arms  Around  Me,  Honey"  (Madame 
Sherry's  song),  "Nora  Malone"  (Blanche  Ring's 
song),  "Take  Me  Out  to  the  Ball  Game," 
"Smarty,"  "Honey  Boy,"  "Give  Me  the  Moon- 
light, Give  Me  the  Girl,  and  Leave  the  Rest 
to  Me,"  "Oh,  How  She  Could  Yacki  Hacki 
Wicki  Wacki  Woo,"  "Alcoholic  Blues,"  "My 
Little  Girl,"  "Oh,  by  Jingo." 


A  VIRGINIA  INCORPORATION 


The  Jamestown  Musical  Distributors  have 
been  incorporated  in  Jamestown,  Va.,  with  a 
capital  of  $10,000.  The  incorporators  are  A.  D. 
Patchen,  V.  F.  C.  and  M.  A.  Anderson. 


"Ain't  nature  grand?"  sighed  the  poor  young 
thing. 

"Yes,  pat  a  man  on  the  back  and  you  make 
his  head  swell,"  replied  the  other  who  was  only 
poor. 


Latest 
Waltz  Song 
Sensation 


By  GEORGE 
HAMILTON  GREEN 


Hinds,  Hayden  &  Eldredge,  Inc. 

11  UNION  SQUARE,  NEW  YORK  CITY 

Announce  Two  Remarkable  Ballads 

"IN  THE  AFTER  GLOW" 

By  FRANK  H.  GREY 
and 

"WHEN  YOUR  SHIP  COMES  IN" 

By  LILY  STRICKLAND 

Programmed  by  America's  Foremost  Concert  Artists 
Watch  for  Them  on  the  Record  Lists 


218fc 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


ANNUAL  AEOLIAN  CO.  BALL  GAME 

Contest  Between  Vocalion  and  Piano  Depart- 
ment Teams  Made  Occasion  for  Outing — 
Piano  Men  Triumph  in  the  Final  Score 


Members  of  the  Aeolian  Hall  staff  in  large 
numbers  turned  out  on  June  26  to  witness  the 
interesting  baseball  game  between  the  members 
of  the  piano  and  Vocalion  departments  of  the 
Hall  held  on  the  grounds  of  the  Hackley  School 
at  Tarrytown,  where  this  contest  has  been 
staged  each  year.  The  game  was  a  lively  one 
and  ended  with  a  score  of  11  to  7  in  favor  of 
the  piano  department,  due  largely  to  a  two- 
bagger  by  Laurino  in  the  second  inning  which 
brought  in  two  men  and  resulted  in  a  six  run 
lead  for  the  piano  department  in  that  stanza. 
The  battery  for  the  Vocalion  team  was  Field, 
pitcher,  and  Brown,  catcher,  and  for  the  piano 
team,  Holroid  and  Weigert. 

Following  the  baseball  game  the  metropolitan 
sales  force  of  the  Aeolian  Co.  held  their  annual 
dinner  at  Florence  Inn,  Tarrytown,  which  proved 
one  of  the  most  successful  ever  held.  The  din- 
ner was  strictly  informal  but  there  was  a  sup- 
pressed air  of  mystery  pervading  the  room  until 
Charles  Laurino  took  occasion  to  present  to 
Thomas  H.  Fletcher,  retail  manager  of  the 
Aeolian  Co.,  a  handsome  loving  cup  as  a  mark 
of  the  esteem  in  which  he  is  held  by  members 
of  the  staff. 

Following  Mr.  Laurino,  Mr.  Bogart,  who  en- 
joys a  wide  reputation  among  Aeolianites  for 
his  ability  to  offer  the  proper  toast  at  the  proper 
time,  read  several  toasts  to  President  Tremaine, 
General  Manager  Swords_and  other  officials  of 
the  Aeolian  Co.,  and  to  the  teams  who  had 
played  in  the  afternoon. 

Eddie  Reulbach,  former  star  pitcher  of  the 
Chicago  Cubs,  was  one  of  the  guests  at  the  din- 
ner and  was  deserving  of  the  honor,  having  um- 
pired the  ball  game  with  the  assistance  of  Law- 
rence C.  Kederichs.  .  A  group  of  entertainers 
served  to  keep  a  well  prepared  program  lively 
until  a  late  hour. 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 


MOTORS 
TONE  ARMS 
REPRODUCERS 


CASTINGS  (  TURNTABLES 
„       T         J  MOTOR  FRAMES 
Urey  iron       TONE  ARMS 

and  Brass  for  (  HORNS  and  THROATS 


Stylus  Bars 

Screw  Machine  Parts 

Talking  Machine  Hardware 


Direct  Quantity  Importations  On 

D.  R.  DOCTOROW 


JEWEL  and  STEEL  (Bulk  or  Packed) 
PHONOGRAPH  NEEDLES 
GENUINE  RUBY  BENGAL  MICA 


EASTERN  REPRESENTATIVE 

CHERINGTON  MFG.  CO. 
IRONCLAD  MOTORS 


Vanderbilt  Anie.  Bldg. 
51  East  42nd  St.,  New  York 
Tel.  Vanderbilt  5462 


SONORA  JOBBERS  IN  SESSION 


Notable  Men  From  All  Parts  of  the  Country 
Gather  as  World  Goes  to  Press 


management  of  W.  A.  Dice,  formerly  with  the 
Home  Music  Co.,  of  Lancaster,  Pa.  Both 
houses  plan  extensive  campaigns. 


The  Sonora  Phonograph  Co.,  New  York,  is 
playing  the  role  of  host  this  week  to  Sonora 
jobbers  from  all  parts  of  the  country,  who  as- 
sembled in  New  York  on  Monday  for  a  series 
of  "get-together"  meetings.  These  meetings  are 
being  held  at  the  Waldorf-Astoria  and  every 
Sonora  jobber  is  present. 

'  Geo.  E.  Brightson,  president  of  the  Sonora 
Phonograph  Co.,  personally  prepared  the  pro- 
gram for  the  jobbers,  and  an  interesting  series 
of  important  topics  are  scheduled.  The  social 
side  of  the  meetings  is  being  given  careful  at- 
tention by  Mr.  Brightson,  assisted  by  Jos.  Wolff, 
treasurer  of  the  company,  and  Frank  K.  Coupe, 
director  of  sales,  and  judging  from  the  en- 
thusiasm of  the  Sonora  jobbers,  there  is  every 
reason  to  believe  that  these  meetings  will  be  a 
signal  success. 


CRIPPEN  CO.  IN  TROUBLE 

Petition  in  Bankruptcy  Filed  Against  New  York 
Concern  Last  Week — Liabilities  Said  to  Be 
About  $75,000  and  Assets  $15,000 


A  petition  in  bankruptcy  was  filed  last  week 
against  the  Crippen  Co.,  Inc.,  jobber  and  retail 
dealer  in  pianos  and  talking  machines  at  437 
Fifth  avenue  by  three  creditors,  Thomas  A. 
Cabasino,  Lyman  Potter  and  the  Amsterdam 
Sales  &  Publicity  Corp.  It  is  stated  that  the 
liabilities  are  about  $75,000  and  the  assets 
$15,000.  An  assignment  has  also  been  made  to 
Kevie  Jaffe. 

The  Crippen  Co.  was  incorporated  in  1914, 
and  has  been  engaged  particularly  in  the  distri- 
bution of  player-pianos  and  special  lines  of  talk- 
ing machines. 


NEW  COLUMBIA  DEALERS  IN  YORK 

Two  new  Columbia  agencies  have  been  opened 
in  York,  Pa.  These  are:  P.  Wiest's  Sons,  where 
the  Grafonola  department  is  in  charge  of  Walter 
H.  Owens,  and  for  some  years  with  the  Weaver 
Piano  Co.;  Charles  H.  Baer  &  Co.,  under  the 


INCORPORATED  IN  DELAWARE 

The  Ansonia  Phonograph  &  Record  Co.  has 
been  incorporated  under  the  laws  of  Delaware 
with  a  capital  of  $2,500,000.  The  incorporators 
are  A.  E.  Nacheimer,  C.  T.  Fitzgerald  and  P. 
Zak,  Chicago,  III. 


Sliowing   No.  95-A 

A  Queen  Anne  Creation.  Desldned 
expressl.v  for  use  with  the  Chalet  Model 
Bdlson  Instrument  equipped  with  the 
famous  Bject-O-Plle  Record  Piling  Sys- 
tem. Produced  In  natural  figured  Red 
Gum  and  ronge  Red'.  Dimensions:  20" 
wide,  22"  deep,  32'  high. 


We  will  again  begin 
shipments  of  the  famous 

EJECT-O-FILE  CABINET 

No.  95  and  95-A 

in  September  from  our 
entirely  new  factory,  re- 
built complete  from 
foundation  to  roof  since 

our  fire  April  29,  1 920. 

Mr.  Dealer  get  in  touch 
with  your  jobber  at  once. 

Manufactured  by 


Showing    No.  95 

A  straight  line  effect  conforming  with 
the  Chalet  Model  Edison  Instrument 
for  which  it  is  designed  and  produced. 
Equipped  with  the  Eject-O-File  Record 
Filing  System.  Dimensions  and  Finish 
same  as  No.  95-A. 


THE  EJECT-O-FILE  CO.,  Inc. 


FACTORY  AND  GENERAL  OFFICES 

HIGH  POINT.  NORTH  CAROLINA 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


218c 


SPEAKS  FOR  ITSELF 


MICA  DIAPHRAGMS 

We  are  now  cutting  our  own  Mica'^Diaphragms  and  can  take 
orders  in  any  quantity.  We  can  furnish  you  first  quality  clear 
Ruby  India  Mica.  Sizes  Ifi"  to  2j^".  Also  occasionally  some 
second  quality. 


SUNDRY  DEPARTMENT 


MOTORS 


Swiss  A.  B. — Double-spring, 
lO-iucli  turntable,  play^  2  10- 
inch  records,  $3.75. 

Swiss  F.  V.  B.  —  Double- 
spring,  ,$0.8.5. 

No.  2 — Double-spring,  10- 
ineh  turntable,  plays  3  10-inch 
records,  $4.00;  with  12-inch 
turntable,  $4.25. 

No.  9 — Double-spring,  12- 
inch  turntable,  plays  3  10-inch 
records;  cast-iron  frame,  $7.85. 

No.  11 — Double-spring,  12- 
inch  turntable,  plays  7  10-inch 
records;  cast-iron  frame, 
bevel  gear  wind,  $9.75. 

TONE  ARMS  AND 
REPRODUCERS 

Play  All  Records 

No.  1— $1.95  per  set. 
No.  4 — $4.50  per  set. 


No.  6— $4.25  per  set. 
No.  7 — $3.75  per  set. 
No.  9— $2.95  per  set. 

MAIN  SPRINGS 

No.  00—%  in.,  9  ft,  29c. 
No.  01— Vs  in.,  7  ft.,  29c. 
No.  02—%  in.,  7  ft.,  29c. 
No.    1—%  in.,  9  ft.,  39c. 
No.  lA— %  in.,  10  ft.,  49c. 
No.  2— a  in.,  10  ft.,  39c. 
No.  3—%   in.,   11  ft.,  49c. 
No.  4—1  in.,  10  ft.,  49c. 
No.  5 — 1  In.,  11  ft.,  heavy,  69c. 
No.  6—1%  in.,  11  ft,  99c. 
No.  7 — 1  in.,  25  gauge,  15  ft., 
S9c. 

We  also  carry  other  size 
main  springs  to  fit  Victor, 
Columbia  and  all  other 
motors. 

Special  prices  on  springs 
in  quantity. 


RECORDS— 10-inch  double 
disc  records,  42c  each ;  12- 
inch,  60c  each. 

GOVERNOR  SPRINGS— To 
fit  VICTOR,  COLUMBIA  and 
all  other  motors.  Special 
prices  on  large  q.uantities  to 
Motor  Manufacturers. 

We  also  manufacture  special 
machine  parts,  such  as  worm 
gears,  stampings.  or  any 
screw  machine  parts  for 
motor;  reproducer  and  part 
manufacturers. 

Special  quotations  given  to 
quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84-page  cat- 
alog, the  only  one  of  its  kind 
in  America,  illustrating  33 
different  styles  of  talking  ma- 
chines and  over  500  different 
phonographic  parts. 


No.  135— Price  $135 


SAPPHIRE,  DIAMOND  AND 
STEEL  NEEDLES 

STEEL  NEEDLES 

10,000  Lots  39c  per  M 

100,000  Lots  35c  per  M 

1,000,000  Lots  ••   30c  per  M 

5,000,000  Lots  ....29c  per  M 

SAPPHIRE  BALLS 

Each 

Dozen  Lots   •  •   14c 

Hundred  Lots    12c 

Thousand  Lots   He 

5-Thousand  Lots    10c 

SAPPHIRE  POINTS  . 

Each 

Dozen  Lots  ■  ■  •   15c 

Hundred  Lots   13c 

Thousand  Lots   12c 

5-ThQusand  Lots   11c 

GENUINE  DIAMONDS 

Each 

Sample  $1.75 

Dozen  Lots   1.50 

Hundred  Lots   1.40 

Thousand  Lots    1.25 

5-Thousand  Lots   1.15 


Model  175— Price  $175 


Model  105— Price  $105 


The  CLEARTONE  has  become  very  popular  be- 
cause of  its  quality,  splendid  value  and  the  adver- 
tising sales  campaign  that  now  stands  back  of  it. 
DEALERS  1  Watch  us  grow — write  for  our 
agency  and  grow  with  us. 

Keep  our  84-page  catalog  of  phonographs  and 
all  accessories  handy — Sent  free  on  request. 


LUCKY  13  PHONOGRAPH  COMPANY 

46  East  Twelfth  Street,  New  York,  N.  Y. 


218</ 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


PROGRESS  OF  THE  CATHEDRAL  CO. 


This  Company  Has  Been  Steadily  Branching 
Out  and  Has  Now  Two  Spacious  Plants — 
Something  of  the  Men  Behind  the  Enterprise 


Omaha,  Neb.,  July  5. — Few  of  the  newer  talk- 
ing machine  companies  have  "gone  into  produc- 
tion" with  a  more  complete  and  practical  or- 
ganization in  all  branches  of  their  enterprise 
than  the  Cathedral  Phonograph  Co..  of  this  city. 
Not  only  the  officers,  but  all  the  men  in  charge 
of  the  different  departments,  are  substantial 
stockholders  and  members  of  the  board  of  direc- 
tors and  were  asked  to  join  in  the  organization 
of  the  company  because  of  their  particular  fit- 
ness for  the  positions  thej'  occupy. 

The  compan^^  as  recently  stated  in  The 
\\'orld,  has  purchased  the  plant  of  the  Houghton 


company  itself  holds  700  feet  of  trackage.  The 
plant  has  a  capacitj'  of  about  150  cabinets  a  day, 
and  it  is  already  indicated,  by  the  orders  at  hand, 
that  it  will  easily  reach  its  maximum  output  the 
first  year. 

The  company  has  also  established  two  plants 
for  the  construction  and  "assembling  of  the  pat- 
ented tone  arm  and  reproducer,  a  distinctive  fea- 


This  is  especially  noticeable  on  records  that  are 
slightly  warped." 

The  name  Cathedral  was  chosen  for  the  com- 
pany's product  not  only  because  of  its  associa- 
tion with  the  highest  class  of  music,  but  also 
because  of  the  character  of  the  very  beautiful 
case  designs.  The  line  at  present  consists  of  six 
n^odels,  each  of  which  is  named  after  one  of  the 


C.  A.  Briggs, 
Vice-Pres. -Sales  Mgr. 


Harry  Hildreth,  Jr., 
Secretary-Treasurer 


Merton  L.  Corey,  President 

Mfg.  Co..  at  Marion,  Ohio,  with  which  they  had 
alrea:dy  contracted  for  cabinets.  This  plant  gives 
them  a  capacity  of  30,000  square  feet  of  floor 
space,  and  its  already  excellent  equipment  has 
been  greatly  added  to  since  the  companj-  took 
hold.  The  property  covers  four  and  a  half 
acres  of  ground,  giving  plenty  of  opportunity 
for  additions  to  buildings  as  the  business  grows. 
The   railroad   facilities   are   excellent   and  the 


ture  of  the  Cathedral  phonographs.  One  of  these 
is  at  16-18  Fulton  street.  Grand  Rapids,  and  the 
other  at  16-18  South  Desplaines  street,  Chicago. 
In  describing  the  reproducer,  the  company  saj's: 

"The  Cathedral  triple-diaphragm  reproducer 
is  designed  to  plaj'  all  makes  of  disc  records, 
emplo3'ing  the  correct  weight  at  point  of  con- 
tact, riding  at  the  exact  angle  and  perfectly  syn- 
chronized to  the  record  groove.  It  is  'fool 
proof  in  its  adjustment — the  length  of  arm  and 
weight  being  automatically  adjusted.  The  hill- 
and-dale  tj'pes  of  record  are  being  reproduced 
with  a  genuine  diamond  and  sapphire  ball  equip- 
ment, the  lateral  cut  with  the  steel  needle,  semi- 
permanent point  or  fiber  needle. 

"Likely  injury  to  the  reproducer  diaphragms 
is  practically  impossible,  in  view  of  the  fact 
that  the  various  playing  positions  are  accom- 
plished by  a  specially  constructed  guide  that 
eliminates  the  necessity  of  taking  hold  of  the 
reproducer  case. 

"A  counterbalance  valve  is  provided  to  re- 
lieve excess  weight;  is  constant  in  its  action  and 
serves,  the  company  claims,  to  prolong  the  life 
of  the  record  to  many  times  that  of  a  repro- 
ducer dragging  over  the  record  at  a  dead  weight. 
This  feature  not  only  increases  the  life  of  the 
record,  but  adds  to  the  smoothness  of  tone  only 
obtainable  when  the  reproducer  is  riding  in  the 
groove    of   the    record    at    perfect  equilibrium. 


CABINETS 


WITH  OR  WITHOUT 
EQUIPMENT 


WE  CAN 
SHIP 
IMMEDIATELY 
LARGE 
or 

SMALL 
QUANTITIES 


These  High  Grade 
Cabinets,  made  in 
Mahogany, tWalnut 
and  Oak,  built  up 
to  the  standard  for 
which  our  product 
is  noted 


For  Descriptive  Matter  Address 


FUEHR  &  STEMMER  PIANO  CO.,  2701  So.  Wells  St.,  Chicago 


R.  W.  Morrison, 
Production  Mgr. 


Ernest  F.  Bader 
Advertising  Mgr. 


famous  European  cathedrals,  the  windows  of 
which  furnish  the  suggestion  for  the  design  of 
the  grille. 

Merton  L.  Corej%  president  of  the  company, 
one  of  the  prominent  nien  of  Omaha,  is  gen- 
eral attornej'  and  registrar  of  the  Federal  Land 
Bank,  of  this  city,  one  of  the  largest  institu- 
tions of  its  kind  in  the  country. 

C.  A.  Briggs,  vice-president  and  sales  man- 
ager, the  man  who  organized  the  company,  is 
well  known  in  the  Western  trade  and  has  been 
connected  with  the  industry  in  one  capacity 
or  another  for  nearly  seventeen  years. 

Harry  Hildreth,  Jr.,  secretary  and  treasurer, 
was  formerly  connected  with  manufacturing  con- 
cerns in  Chicago  and  for  six- years  was  assist- 
ant city  treasurer  of  Chicago.  'He  has  other 
important  business  interests  in  Omaha,  but  is 
devoting  his  entire  time  to  the  Cathedral  Co. 

R.  W.  Morrison,  the  production  manager,  is 
particularly  fitted  for  the  position  by  virtue  of 
his  education  and  business  experience.  He  is  a 
graduate  of  the  School  of  Engineering,  Kansas 
Universit3%  and  has  been  associated  for  years 
with  the  phonograph  trade. 

Ernest  F.  Bader,  the  advertising  manager,  also 
a  director  of  the  company,  has  sold  talking  ma- 
chines almost  since  he  got  out  of  school  and 
afterwards  was  advertising  manager  for  one 
concern  for  eight  years.  He  is  now  at  work  on 
an  excellent  series  of  dealers'  aids,  which  are 
of  an  extremely  artistic  nature,  and  he  has  some 
plans  for  co-operating  with  dealers  in  the  pres- 
entation of  the  Cathedral  to  the  trade. 

It  may  be  said  of  the  other  directors  that 
Frank  Gartner,  of  Wayne,  Neb.,  a  well-known 
furniture  designer,  is  responsible  for  the  Cathe- 
dral phonograph  designs.  George  Mayer  is  a 
well-known  business  man  of  Nebraska  Citj-. 
J.  R.  Roberts  is  in  the  music  business  at  Seward, 
Neb.  D.  M.  Hilldebrand,  of  Seward,  is  chair- 
man of  the  advisory  board  of  the  Cathedral  Co. 
and  is  treasurer  of  the  First  Trust  Co.,  of 
Seward,  and  president  of  the  H.  Bowles  Ele- 
vator Construction  Co.  T.  T.  Bertwell  is  presi- 
dent of  the  Fairmount  Creamery  Co.,  of  Fair- 
mount. 

J.  B.  ^^"ideman,  superintendent  of  mechani- 
cal construction,  with  headquarters  at  the  Chi- 
cago plant,  was  for  five  3-ears  supe-rintendent  of 
the  Woodstock  Typewriter  Co.  and  was  also 
superintendent  of  the  mechanical  department  of 
the  Goddard  Tool  Co. 

C.  B.  \'an  Eck,  superintendent  of  the  wood- 
working division,  was  for  years  superintendent 
of  the  Leopold  Desk  Co.,  Burlington.  Iowa,  and 
is  considered  a  cabinet  expert  of  high  degree. 

H.  E.  Monroe  has  been  connected  as  assist- 
ant superintendent  of  the  Marion  plant,  and  T. 
G.  Sievers,  acts  in  the  same  capacity  in  Grand 
Rapids. 

Mr.  Briggs  has  a  strong  sales  organization, 
composed  of  men  who  received  their  training  in 
the  business  under  his  direction.    The  general 
offices  of  the  company  occupy  fine  ground  quar-. 
ters  at  203  South  Nineteenth  street. 


JuLvis,  1920  THE   TALKING    MACHINE   WORLD  219 


Phonograph  Motors 


MODEL  7-2  L 


MODEL  7-2  L 


Silent — Self-Lubricating — Enclosed 

FOUR  REAL  REASONS  FOR  UNITED  SUPERIORITY 


DESIGN 


The  basis  of  all  motor  trouble  is  faulty  design.  Workman- 
ship, however  good,  cannot  offset  it. 

It  Is  one  thing  to  make  a  motor  which  by  special  "tuning" 
and  adjustment  will  run  fairly  well  until  it  is  shipped,  and 
quite  another  story  to  produce  motors  which  will  assemble 
into  cabinets  without  any  bother  and  run  "sweetly"  for  a 
term  of  years. 

Our  Engineers  did  not  follow  the  beaten  path,  except  where 
old  practice  was  sound.  We  knew  by  experience  the  short- 
comings of  the  phonograph  motor  and  solved  the  problems 
back  of  each  trouble,  and  that  those  troubles  are  overcome 
you  will  realize  when  you  test  and  analyze  the  United  Motor. 

LUBRICATION 

One  of  our  Engineers  was  for  years  designer  and  in  charge 
of  production  for  the  largest  makers  of  automatic  lubricat- 
ing equipment  in  this  country.  Naturally,  he  understands 
practical  lubrication  and  how  to  accomplish  it. 
A  continuously  silent  and  vibrationless  motor  is  absolutely 
impossible  without  automatic  lubrication  of  all  the  chief 
bearings    and    gears.      This   we   achieve   by    means    of  the 


enclosed  casting  and  a  capillary  oiling  system,  original,  sim- 
ple and  effective. 

The  motor  needs  no  attention  for  at  least  a  year,  when  a 
tablespoonful  of  oil  may  be  necessary.  The  enclosed  cast- 
ing makes  this  oiling  system  possible  and  keeps  out  dust  and 
dirt  and  protects  the  mechanism  in  handling. 

RESOURCES  AND  EQUIPMENT 

Excepting  only  springs  and  castings,  felts,  etc.,  we  make 
every  part  of  the  motor  in  our  own  works,  where  we  can 
and  do  vigilantly  control  accuracy  and  quality.  Our  tool 
equipment  is  modern  and  the  best  money  can  buy. 
Amply  financed,  material  requirements  covered,  we  have  no 
impediments  to  real  quality  production. 

CONCENTRATION 

We  make  Just  one  thing— The  United  Alotor.  We  concen- 
trate on  it,  and  it  is  a  highly  specialized  business.  Our 
present  capacity  is  approximately  2,000  Motors  dally,  and 
we  have  been  making  big  quantities  for  years.  We  supply 
some  of  the  largest  talking  machine  companies  in  this  and 
other  countries. 


Supplied  in  2,  3  and  4  Sprine  Models, 
Felt  and  Velour  Table  Coverings,  JJiekcl  and  Gold  Finish 
Write  us  for  full  information,  details  of  design,  models,  prices,  etc. 


United  Manufacturing  &D 


ISTRIBUTING 


Co. 


LAKE  SHORE  DRIVEand OHIO  ST.    CHICAGO,  ILL. 


220 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


VOCALION  IN  PATRIOTIC  FUNCTION 


Furnishes  Appropriate  Music  at  Flag-raising 
Ceremony  at  Old  Block  House  in  Central 
Park,  New  York,  at  Sunrise  on  July  the  4th 


The  Aeolian-VocaHon  again  preved  to  be  one 
of  the  most  pleasing  features  of  New  York's 
most  unique  Independence  Day  function. 
Since  1783,  at  sunrise  of  the  morning  of  the 


T.  F.  Gannon,  Mrs.  Moorehouse  and  Vocalion 
Fourth  of  July,  there  have  gathered  at  the  old 
Block  House  in  Central  Park,  near  110th  street, 
a  number  of  true  Americans.  Headed  this  j'ear 
by  Mrs.  Moorehouse,  a  granddaughter  of 
an  officer  on  General  Washington's  staff,  they 
came  to  pay  a_  fitting  tribute  to  those  men 
through  whose  patriotism  this  country  of  ours 
was  founded.  No  greater  tribute  could  be  paid 
to  any  company  than  that  its  instrument  be 
chosen  to  take  part  on  this  solemn  occasion. 
The  Aeolian-Vocalion  was  -chosen  several 
years  ago  as  the  most  suitable  instru- 
ment for  this  important  event,  so  that  the 
playing  of  the  Aeolian-Vocalion  has  become 
an  annual  feature.  This  year's  speakers  were 
Mrs.  Moorehouse,  who  read  the  Declaration  of 
Independence;  Thomas  F.  Gannon,  Department 
Commander  of  the  United  Spanish  War  Veter- 
ans, and  William  J.  Lee,  Superintendent  of 
Playgrounds  of  the  City  of  New  York.  The 
Color  Guard  was  a  detachment  of  Spanish  War 
Veterans.  During  the  exercises  th^  Aeolian- 
Vocalion  played  the  "Star  Spangled  Banner,"  the 
"Stars  and  Stripes"  march,  "Semper  Fidelis" 
and  a  medley  of  patriotic  airs. 


The  Home  Music  Co.,  Lancaster,  Pa.,  has 
moved  into  its  new  home  on  West  King  street. 
Manager  Klugherz  secured  a  large  stock  of 
Columbia  Grafonolas  for  the  formal  opening 
celebration. 


PHONOGRAPH  CASES 
Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing  Machine   and  Records 


MADE  BY 


Let    us    figure    on    your  requirements 


PLYWOOD  CORPORATION,     Goldsboro,  N.  C. 


Mills  in  Va.,  N.  C.  and  S.  C. 


Chicago  Office  :  111  Monroe  St. 


REPORT  ACTIVE  RECORD  TRADE        REMODELING  AEOLIAN  CO.  OFFICES 


Ziegler,  Baker  &  Johnson,  New  York,  dis- 
tributors of  Okeh  records,  report  a  constantlj' 
increasing  sale  of  this  popular  line  of  records. 
Li  fact  these  jobbers  are  handicapped  solely  by 
a  shortage  of  stock,  as  the  demand  for  the  rec- 
ords is  far  beyond  the  supply. 

The  new  Okeh  supplements  have  met  with  a 
hearty  reception  from  the  dealers  in  local  terri- 
tory, who  have  not  only  expressed  their  approval 
of  the  musical  quality  of  the  records,  but  have 
also  commented  upon  the  timeliness  and  popular- 
ity of  the  selections  that  are  listed.  Ziegler, 
Baker  &  Johnson  are  making  plans  for  a  banner 
Fall  trade,  especially  as  they  have  received  as- 
surances from  the  General  Phonograph  Corp. 
that  the  shipments  of  Okeh  records  will  be  ma- 
teriallj'  augmented  during  the  next  few  months. 


Executive  Offices  of  Company  to  Be  Moved  to 
Front  Section  of  the  Second  Floor 


The  front  section  of  the  second  floor  at 
Aeolian  Hall,  used  at  various  times  for  im- 
promptu Duo-Art  and  Vocalion  recitals,  is  now 
in  the  hands  of  the  carpenters  and  decorators 
and  is  being  remodeled  to  provide  new  quar- 
ters for  the  executive  offices  of  the  company 
now  located  on  the  fourth  floor.  When  the 
executive  offices  are  moved  the  wholesale  and 
general  offices  now  located  on  the  fifth  floor 
will  be  transferred  to  the  old  executive  offices 
on  the  fourth  floor,  thereby  providing  more 
room  on  the  fifth  floor  for  the  trade  promotion 
department  and  other  activities  of  this  progres- 
sive institution. 


A  CONVENTION  OF  PATHE  DEALERS  IN  ST.  PAUL,  MINN. 

St.  Paul,  Minn.,  July  4. — At  a  convention  of  headed  the  party  from  Brooklyn  headquarters, 
Pathe  dealers  held  in  this  city  on  June  30  and  which  consisted  of  H.  N.  McMenimen,  manag- 
July  1  at  the  St.  Paul  Hotel,  Eugene  A.  Wid-  ing  director  of  the  company;  James  Watters,  sec- 
mann,  president  of  the  Pathe  Freres  Phono-  retary,  and  two  famous  Pathe  stars,  Louis  James, 
graph  Co.,  was  presented  with  a  live  rooster.  tenor,  and  Marion  Eveh^n  Cox,  contralto.  Ad- 
It  was  expected  .that  the  fowl  would  confuse  dresses  were  made  by  the  foregoing  officers  of 


Banquet  of  Pathe  Dealers  at  the 

and  embarrass  the  worthj'  president,  but  he  ac- 
cepted the  bird,  made  a  great  fuss  about  it,  and 
promptl}'  expressed  it  to  Pathe  headquarters  in 
Brooklyn.  The  rooster  was  a  pedigreed  Rhode 
Island  Red  and  carried  himself  proudly,  as 
should  the  trade-mark  of  this  well-known  line 
of  machines  and  records. 

The  convention  was  well  attended  and  was 
inspirational  in  character.    President  Widmann 


St.  Paul  Hotel  in  St.  Paul,  Minn. 

the  company  and  the  artists  rendered  a  number 
of  selections  which  are  familiar  to  Pathe  en- 
thusiasts from  coast  to  coast.  The  address  of 
welcome  was  made  by  George  Sommers  in  be- 
half of  G.  Sommers  &  Co.,  Pathe  distributors 
of  this  city.  This  was  the  occasion  for  the 
rooster  episode.  Following  a  dinner  which  was 
served,  the  entire  party,  150  in  number,  attended 
a  performance  at  the  Orpheum  Theatre  nearby. 


ORDER  NOW 


IMMEDIATE  DELIVERY 

OF  THE  LATEST  HITS  ON 


Records 

Coupled  with  Efficient  Service  which  we  extend  to  Okeh  Dealers 


SEND  FOR  OUR  LATEST  OKEH  CATALOGUE 


WE  HAVE  THEM— ALL  THE  OKEH  HITS 


WHOLESALE  DISTRIBUTORS: 


PHILADELPHIA    SHOW    CASE  COMPANY 


127  North  13th  Street 


PITTSBURGH  BRANCH:  2002  Jenkins  Arcade  BIdg. 


Philadelphia,  Pa. 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


221 


Pacific  Coast  Phonograph  Dealers 

will  find  much  to  interest  them  in  the  new 

Wholesale  Supply  House  of 

The 

AEOLIAN-VOCALION 

in  San  Francisco 

MAKE  455  Mission  Street  your  San  Francisco  headquarters. 
Hear  the  superb  tone-quality  of  the  Aeolian — investigate  the 
Graduola,  by  which  you  can  really  "play"  the  Aeolian 
Vocalion- — also  the  universal  tone-arm  which  permits'  the  playing  of 
all  lateral  cut  and  hill  and  dale  records — all  distinctive  features  of 
this  superior  instrument. 

We  Help  You  Sell  Vocalions 

Effective  national  advertising  appears  monthly.  Dealers  are  liberally  supplied 
with  brochures,  folders,  srmple  advertisements,  electrotypes,  window  displays  and 
other  sales  helps.  Write  or  visit  our  San  Francisco  branch  and  note  the  splendid 
facilities  at 

455  Mission  Street^  San  Francisco 


222 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  2Sc.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


Having  recently  withdrawn  my  connections  as  member 
of  wholesale  phonograph  and  supply  concern,  in  sales 
capacitj%  will  entertain  a  good  proposition.  Address  **Box 
816,"  care  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

RECORD  EXPERT,  years  of  practical  ex- 
perience. Can  show  results.  Competent  to 
equip  laboratory  in  every  detail.  Knowledge  of 
up-to-date  pressing  equipment.  "Box  824,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

WANTED — A  good  high-notcher  talking  ma- 
chine salesman  who  can  get  out  and  "rustle"  the 
business  for  a  general  line  of  phonographs.  Ad- 
dress Turner  Music  Co.,  117  W.  Douglas  Ave., 
Wichita,  Kan. 

t  

WE  WANT  a  representative  in  every  State 

in  the  United  States,  with  the  exception  of  a  few 
States,  which  are  now  covered  by  competent 
men.  We  want  only  men  who  can  show  a  suc- 
cessful record.  What  we  have  to  offer  is  a 
high-grade  line  of  talking  machines  which  are 
advertised  extensively  and  which  have  numerous 
improvements  over  the  standard  brands,  and 
sold  successfully  on  its  merits  and  guarantee. 
All  applications  will  be  treated  strictly  confi- 
dential. State  territory  desired,  experience,  ref- 
erences, and  whether  you  are  able  to  employ  sub- 
salesmen.  We  want  good  men  only,  and  for 
such  we  have  a  mighty  interesting  proposition. 
Address  A.  M.  Druckman,  140  West  23rd  St., 
New  York  City. 

GENERAL  MANAGER  at  present  of  branch 
office  largest  phonograph  concern  in  the  world, 
open  for  similar  position.  Applicant  is  one  of 
the  few  existing  executive  sales  organizers  who 
possesses  minute  knowledge  of  the  phonograph 
equipment  industry  and  manufacturing  end.  Do 
not  reply  unless  you  can  pay  a  big  salary  and 
participation  of  profits.  Address  "Box  817,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

MR.  DEALER,  I  will  build  your  business. 
Three  years'  talking  machine  experience,  under- 
stand the  handling  of  Victor,  Columbia,  Sonora, 
Brunswick.  Salesgetter,  systematizer,  co-opera- 
tor. Employed  as  assistant  to  buyer  of  large 
Eastern  department.  What  I  want  is  a  manager- 
ship. Address  "Box  818,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York. 

SUPERINTENDENT  WANTED.— For  new 
phonograph  factory  in  the  Middle  West  Must 
be  thoroughly  familiar  with  every  phase  of 
phonograph  manufacture  and  possess  the  faculty 
of  getting  production  under  present  labor  con- 
ditions. Write  fully  and  frankly  as  to  experience, 
present  position,  financial  arrangements  and  any 
information  that  will  help  us  in  the  selection  of 
the  right  man.  Address  "M.  A.,  25,"  care  The 
Talking  Machine  World,  209  South  State  St., 
Chicago,  ILL. 

WANTED — Salesman  for  pianos  and  Vic- 
trolas  to  work  in  city  and  coxmtry.  Splendid 
opening;  $150  per  month  and  better  for  a  hus- 
tler. State  age  and  experience.  "B.  M.,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

SALESMEN  wanted  in  each  State  to  handle 
our  line  of  popular-priced  talking  machines  as 
a  side  line  on  a  liberal  commission  basis.  See 
our  advertisement.  Charmaphone  Co.,  39  West 
32nd  St.,  New  York  City. 

WANTED — An  experienced  phonograph  as- 
sembler, qualified  to  lay  out  cabinets  and  in- 
stalling motors.  Good  wages  and  steady  work. 
State  salary  and  experience  in  first  letter.  Player 
Tone  Talking  Machine  Co.,  967  Liberty  Ave., 
Pittsburgh,  Pa. 


UNUSUAL  OPPORTUNITY  —  Central 
Western  manufactiu-er  of  old  established, 
strictly  high  grade,  well-known  line  of  phono- 
graphs has  openings  in  Southern  and  North- 
western territory  for  capable,  thoroughly  ex- 
perienced salesmen  with  wide  acquaintance  and 
established  trade.  The  men  preferred  are  forty 
or  imder,  energetic,  of  good  address,  and  now 
employed  by  leading  factories.  They  have  a 
clean,  successful  past  which  will  bear  closest 
investigation.  Splendid  opportunities  with  a 
live  institution  await  their  applications.  Full 
line  of  references,  age,  previous  experience  and 
late  photo  must  be  in  first  letter.  Address 
"Box  796,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


FOR  RENT 

One  story  brick  building.  About  35,- 
000  square  feet  completely  equipped 
with  wood  working  machinery  and 
motors.   Now  in  operation. 

North  Side  Sash  &  Door  Co. 
1111  S.  Washtenaw  Ave., 
Chicago,  111. 


LABORATORY 

I  have  made  arrangements  to  secure 
the  use  of  a  fully  equipped  recording 
laboratory  for  a  limited  period.  This 
laboratory  and  my  services  are  offered 
for  master  record  making  or  develop- 
ment work  of  any  kind  in  the  phon- 
ograph field.  F.  W.  Matthews,  16 
West  39th  St.,  New  York. 


FOUNDRY  FOR  SALE 

PONTIAC,  MICH. 

within  twenty-five  miles  of  Detroit  on  good 
concrete  road — good  rail  facilities.  Fully 
equipped  for  aluminum,  brass  and  bronze 
casting  work  and  could  readily  be  converted 
to  grey  iron.  Fifteen  thousand  square  feet 
of  floor  space.  One-story  concrete  block 
construction  built  about  two  years  ago. 
Four  acres  of  land.  Plant  is  centrally 
located  and  labor  conditions  are  good.  Will 
sell  with  or  without  equipment.  For  par- 
ticulars and  price,  write : 

DRAWER  47,  SYRACUSE,  N.  Y. 


FOR  SALE 

1,200  standard  lateral  cut  records  in  different 
languages  at  30c.  75  tone  arms  for  large  ma- 
chines at  $3.25.  Standard  best  known  cabi- 
net machines  at  30%  off.  Standard  lateral 
cut  operatic  records  40%  off.  Double  spring 
motors  at  $4.00.  Write  for  details.  Pro- 
gressive Bargain  House,  88  Rivington  St., 
New  York  City. 


Monthly  Price  List 

Main  springs 

2  in.  s  0.22  x  16  ft.,  Meisselbach  No.  18.  .Each  $1.25 
IVa  In.  X  0.27  X  21  ft.,  for  Edison    Disc... Each  1.50 

1%  in.  X  0.22  X  17  ft.,  reg.   Victor   Each  0.75 

IVi  in.  X  0.22  X  17  ft.,  Victor   new  style.  .Each  0.75 

1  3/16  in.  X  0.25  x  16  ft,  Heineman  No.  44   0.90 

1     in.  X  0.25  X  16  ft.,  sq.  or  round  hole.. Each  0.75 

1     In.  X  0.25  X  12  ft.,  Heineman  No.  33  &  77... .  0.50 

1     in.  X  0.28  X  10  ft.,  for  Columbia  Each  0.50 

1     in.  X  0.20  X  13  ft.,  Victor   Each  0.50 

1     in.  X  0.20  X  13  ft.,  Victor   new   style.. Each  0.50 

Vs  in.  X  0.23  x  10  ft.,  for  Blick  motor  Each  0.38 

%  In.  X  0.23  X  10  ft.,  oval  hole   Each  0.35 

5^  in.  X  0.22  X  8  ft.,  for  Swiss  motor  Each  0.37 

%  in.  X  O.a  X  11  ft.,  for  Edison   Each  0.27 

MICA  DIAPHRAGMS 

1  23/32  in.  Victor  Ex.  Box,  first  grade. Each  0.15 

1%  In.,  new  Victor  No.  2  very  best  Each  0.18 

1  31/32  in.,  for  Sonora   Each  0.20 

2  3/16  in.,  for  Columbia  No.  6  Each  0.25 

2   9/16  in.,  for  Path§  or  Brunswick.  .Each  0.45 

SAPPHIRES 

Paths,  very  best  loud  tone,  genuine  Bach  0.16 

Paths  soft  tone  Bach  0.18 

Edison,  very  best,  medium  tone  Each  0.15 

Edison,  very  best,  loud  tone  Each  0.18 

Edison,  genuine  diamond   Each  1.90 

STEEL  NEEDLES 

AMERICAN   MADE   extra   loud,   loud,  me- 
dium and  soft  needles  Per  1,000  0.50 

ATTACHMENTS 

In  Gold  or  Nickel-plated 

Kent  attachments  for  Victor  arm  Each  0.25 

Kent    attachments    for     Edison     with  C 

box   Each  2.50 

Kent    attachments    without    box    for  Edi- 
son  Each  1.60 

Victor,  Universal  old  style  Each  1.15 

MOTORS 

Distributors     for     Heineman    and  Meisselbach 
Motors.    Best    Prices.    Immediate  Deliveries. 

TONE  ARMS 

No.  K  with  sound  box   Each  53.26 

No.  E  with  sound  box,  very  loud  Each  6.00 

No.  M  with  sound  box,  very  loud  Each  4.90 

SOUND  BOXES 

No.  B  1  Bliss  Sound  Box,  fit  Victor.. Each  $1.75 

No.  B  Balance,  fit  Victor   Each  0.75 

No.  C  Balance,  fit  Victor   '.  Each  1.00 

No.  F  Favorite,  fit  Victor   Bach  1.90 

No.  F  Favorite,  fit  Columbia   Each  1.90 

No.  P  Favorite,  fit  Victor   Each  2.00 

No.  G  Glory,  fit  Victor   Each  S.25 

LID  SUPPORTS 

Automatic,  nickel-plated....  Each  0.30 

NEEDLE  CUPS 

Highly  nickel  plated   Per  100  1.50 

Covers  for  cups   Per  100  0.75 

Highly  gold  plated   Per  100  7.00 

Cover  gold  plated   Per  100  5.00 

REPAIR  PARTS 

Columbia  driving  shaft.  No.  11778  Each  0.50 

Columbia   bevel  pinion.  No.  12333  Each  0.90 

Columbia  bevel  pinion,  latest  style... Each  0.90 

Columbia  bevel  pinion.  No.  3189  Each  0.35 

Columbia  worm  gear  No.  6409  Each  0.30 

Columbia  Stylus  bar   ...Each  0.50 

Columbia  driving  gear  ratchet  No.  2152  Each  0.20 

Columbia  cranks   Each  0.45 

Columbia  governor  weights   Each  0.08 

Columbia  governor  shaft,  No.  3004  Each  0.40 

Columbia  gov'r  bearing,  No.  11923  Each  0.25 

Columbia  governor  springs   Per  100  1.00 

Columbia  governor  screws   Each  0.01 

Columbia  barrel  screws.  No.  2621  Per  100  1.00 

Columbia  so'dbox  thumb  screws  Per  100  1.50 

Victor  cranks,  short  or  long   Bach  0.45 

Victor  Stylus  bar  (needle  arm)  Each  0.35 

Victor  governor  springs   Per  100  1.00 

Victor  governor  screws   Each  0.01 

Victor  governor  balls,  new  style  Each  0.10 

Turn-table  felts,  10  in.,  round  Each  0.15 

Turn-table   felts.   12   in.,    round  Each  0.20 

Motor  bottom  gear  for  Triton  motor. . .  .Each  0.20 


FAVORITE  MFG.  CO. 

1506  DeKalb  Ave.,  Brooklyn,  N.  Y. 


July  15,  1920 


THE   TALKING   MACHINE  WORLD 


223 


BARGAIN  LIST 

FOR  JULY 

BRILLIANTONE  NEEDLES 

ANY  TONE 

25  thousand  lots  52  per  M 

50  thousand  lots. . . .  •  ■  50  per  M 

100  thousand  lots  48  per  M 

500  thousand  lots..  46  per  M 

1  million  lots   45  per  M 

REPEAT-O-GRAPHS 

Retail  Price  $7. 50         Regular  Dealers  Price  $5. 00 

1  to   50. .    $3.50  each 

50  to  100   $3.40  each 

MYSTO  GOLD  NEEDLES 

LOUD  OR  MEDIUM 
Carton  of  60  Pkgs.        Regular  Dealers  Price  $3.90 

1  to    6    .-7.. $3.30  per  carton 

7  to  12   $3.10  per  carton 

13  to  25  $2.95  per  carton 

26  to  50  $2.75  per  carton 

TRUETONE  NEEDLES 

LOUD  TONE  ONLY 
Special  Price  in  100  M  Lots  47  per  M 

The  Phonograph  Supply  Co. 

OF  N.  E. 

COURT  SQUARE         BOSTON,  MASS. 


MANUFACTURERS  OPPORTUNITY 

I  have  just  finished  a  complete  set  of  assembled 
and  detailed  drawings,  tracings  and  blueprints  for 
a  phonograph  power  plant;  h\gn  grade;  two  or  four 
tandem  springs,  each  1  3-16  inches  wide  and  19  feet 
long;  grease-tight  spring  barrels;  stamped  and 
pressed  steel  frame;  no  bolts,  screws,  cast  iron  or 
machined  parts  enter  into  frame  construction: 
spiral  drive,  no  spur  gears  except  for  winding; 
gear  ratio,  1  revolution  of  the  spring  shaft  to  56 
revolutions  _of  the  turntable  shaft  and  840  of  the 
governor  shaft;  end  thrust  is  against  hardened  steel 
balls;  triple  weight  governor  and  indexed  speed 
adjustment;  manufacturing  costs  about  half  that  of 
producing  any  other  high  grade  motor.  What  pro- 
ducing and  marketing  proposition  have  you  to  offer? 
Address  "Designer  54,"  c/o  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 


PATENTS  FOR  SALE 

Will  sell  outright  or  on  royalty 
basis.  My  latest  talking  machine 
patents  as  follow:  U.  S.  Pat.  rights 
No.  1291556  —  1291027  —  1199192  — 
1341751.  Canada  rights  No.  201430 
—201429.  Box  "823,"  care  The  Talk- 
ing Machine  World,  373  Fourth 
Ave.,  New  York  City. 


WANTED! 

Victor  records.    Spot  cash,  any  nmnbers. 

D.  L.  PHILLIPS 
405  Boylston  St.,  Boston,  Mass. 


RECORD  STOCK  WANTED 

Record  manufacturer  can  use  large  quantity  of 
record  stock  monthly.  Will  supply  shellac,  if  neces- 
sary. Stock  must  be  of  high  quality.  Will  pay 
cash.  Address  "Box  819,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 


WILL  BUY  AND  SELL  FOR  CASH 

Any  make  of  disc  or  cylinder  records  and 
talking  machines,  new  or  shopworn.  Dealers, 
tell  us  what  you  have  to  sell  or  want  to  buy. 
Mr.  Benj.  Weil,  20  So.  2nd  St.,  Philadelphia, 
Pa. 


FOR  SALE 

Have  about  4,000  feet  mahogany,  oak  and 
gum  wood,  and  4-inch  molding  cut  into  posts 
and  frames  for  cabinets.  Will  sell  lot  cheap. 
For  particulars  write  or  phone  Phonographs, 
511  Miilberry  Street,  Newark,  N.  J.  Phone 
Waverly  625. 


SALESMEN  WANTED! 


for  the 


PepeatQqraph 


The  Repeatograph  automatically  repeats  phonograph  records — the  most  salable  accessory  in  the  talk- 
ing machine  field.  Salesmen  calling  on  Dealers  can  add  to  their  income  by  carrying  the  Repeatograph 
as  a  side  line.     Liberal  commission.     Write  today  for  full  information.    Address  office  nearest  you. 

THE  REPEATOGRAPH  CO. 


New  York:  311  Hudson  St., 


Chicago:  664  West  Randolph  St. 


TO  VICTOR  DEALERS 
AND  JOBBERS 

Mail  us  your  list  of  Surplus  Domestic 
and  German  Records. 

E.  A.  SCHWEIGER,  Inc., 
Exclusive  Victor  Dealers 
1525  Broadway,  Brooklyn,  N.  Y. 

Reference : 
New  York  Talking  Machine  Co. 


FOR  SALE 

1,000  large  size  phonograph  cabinets  in 
Golden  Oak  and  Mahogany,  600  ready  for 
immediate  shipment,  balance  under  con- 
struction.   Auburn  Mfg.  Co.,  Auburn,  Ind. 


WILL  SELL 

Talking:  machines  and  cabinets  to  the  trade; 
any  style  made  to  order.  Best  possible  grade  at 
lowest  prices. 

DEr,AWABE  TALKING  MACHINE  CO., 

Incorporated 
Elsmere  Delaware 


FOR  SALE 

Eight  sections  of  Record  Racks,  capacity  3,000  per 
section;  mahogany  finish,  10  feet  long,  5  feet  high, 
two  shelves  for  10-inch  and  two  for  12-inch  records. 
These  racks  available  September  1st.  Gimbel  Bros., 
New  York,  care  of  Mr.  Duggan,  General  Manager. 


MUSIC  BUSINESS  FOR  SALE 

A  good  business  in  a  hustling  manufacturing 
city  of  about  12,000.  Population  increased  about 
50%  in  last  ten  years.  Only  exclusive  music  store 
handling  complete  line  and  good  talking  machine 
agency.  Will  sell  for  invoice  value  of  stock  fix- 
tures and  equipment.  Cash  or  negotiable  paper. 
Will  help  to  decrease  stock  if  too  large.  Ill  health 
reason  for  selling.  Winslow-Butler  Music  Co.,  733 
Grand  Ave.,  Waukesha,  Wis. 


A  BARGAIN 

Pathe  needles — 12  cents  each,  loud  or 
soft  tones.  Guaranteed  in  every  respect 
by  one  of  Chicago's  largest  manufactur- 
ers. Minimum  orders  accepted,  100  needles. 
Cash  with  order  or  C.  O.  D.  Box  822, 
care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 


WANTED 

Victor  and  Columbia  records.  Job 
lots  any  quantity.  Spot  cash  paid  for 
them.  Address 

DENINGER  CYCLE  CO., 
Rochester,  N.  Y. 


FOR  SALE 

Manufacturing  concern  producing  one  of 
the  best  electric  phonograph  motors  on 
the  market  today.  Product  well  known 
among  the  trade;  plenty  of  business  on 
hand.  This  proposition  is  absolutely 
clean,  and  offers  wonderful  possibilities. 
Closest  investigation  invited  to  those  who 
have  the  necessary  capital.  Amount  re- 
quired— six  thousand  dollars.  Box  821, 
care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 


FOR  SALE 

5,000,000  needles,  all  loud  tone,  packed  100  in 
envelope.  Close  out  28  cents  per  thousand. 
Immediate  delivery.  Address  "Box  820,"  care 
The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York. 


MASTER  WAX 

Master  wax  supplied  for  regular  lateral  re- 
cording, vertical  recording  or  special  work. 
Quality  absolutely  guaranteed.  I  will  under- 
take to  meet  any  reasonable  requirement  in 
the  way  of  special  waxes.  F.  W.  Matthews, 
16  West  39th  St.,  New  York  City. 


WOULD  like  position  with  reliable  concern 
building  or  desiring  to  build  high-grade  phono- 
graphs. Am  36  years  old  with  several  years' 
experience  in  the  manufacture  of  phonographs. 
I  also  have  several  good  improvements  which 
I  would  gladly  turn  over  to  right  party  with 
my  services.  Address  "Box  810,"  care  The 
Talking  Machine  World,  373  4th  Ave.,  N.  Y.  C. 

W.  S.  BARRINQER  GOES  TO  KOKOMO 


Experienced  Victor  Man  Starts  in  Business  for 
Himself — Sold  Victors  for  Nineteen  Years 


Indianapolis,  Ind.,  July  7. — William  S.  Bar- 
ringer  is  entering  the  Victor  retail  field  at 
Kokomo,  Ind.,  after  nineteen  years'  experience 
in  the  wholesale  and  retail  business  with  the 
Victor  Co. 

Mr.  Barringer  began  his  Victor  career  in  1901 
with  Grinnell  Bros.,  Victor  wholesalers  and  re- 
tailers at  Detroit,  Mich.  On  January  1,  1910, 
he  took  up  his  duties  with  the  Stewart  Talking 
Machine  Co.,  Victor  jobbers,  of  this  city,  and 
during  the  last  ten  years  has  earned  a  reputa- 
tion for  ability  and  good  humor  that  has  made 
him  one  of  the  best-liked  workmen  in  the  local 
field. 

He  enters  the  work  in  Kokomo  entirely  upon 
his  own  responsibility,  investing  the  savings  ac- 
cumulated during  his  years  in  the  wholesale 
business.  The  opening  of  his  shop  at  304  Main 
street  will  be  about  August  1  and  the  firm  name 
will  be  "Barringer's." 


Ansell,  Bishop  &  Turner,  prominent  Victor 
dealers  in  Washington,  D.  C,  have  discontinued 
the  plan  of  keeping  open  for  the  Summer 
months.  This  plan  will  be  resumed  in  the  Fall, 


224 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


rilPOPtAN  HEADQUARTER 

bUI^^^^^   i  %l  1     2 GR.ESHAM  BLDG.,BASINGhALL  ST..E.C. LONDON  ^ 


W.  LIONEL  STURDY,  MANAGER 


Depression  Makes  Itself  Felt  in  the  British 
Talking  Machine  Trade — Demand  for  a  More 
Aggressive  Policy — The  Problem  of  Credit 
Facilities — The  British  Music  Trades'  Con- 
vention— Quality  of  Gramophone  Records 
Discussed — Victor  Talking  Machine  Co.  Se- 
cures Big  Interest  in  the  Gramophone  Co., 
Ltd. — To  Wage  War  on  Misleading  Adver- 
tising— Canadian  Machines  Exhibited — What 
the  New  Record  Lists  Offer— Expansion  of  the 
Sterno  Co. — General  Trade  Nev7s  in  Brief 


London,  E.  C,  Eng.,  June  26. — That  trade  con- 
ditions in  England  are  none  too  bright  at  the 
present  time  is  unfortunately  true.  Some  of  the 
reasons  were  outlined  in  my  previous  report. 
Expression  was  then  given  to  the  belief  that  the 
sales  depression  in  gramophone  circles  would 
prove  of  short  duration.  This  is  not  the  case. 
Every  section  of  the  trade  is  affected  in  one  de- 
partment or  other.  Advertising  and  sales  ideas 
involving  expenditure  have  been  curtailed, 
especially  by  the  smaller  concerns,  who  make 
little  or  no  efTort  to  stimulate  a  return  to  satis- 
factory trading  conditions.  As  an  example,  it 
may  be  mentioned  that  several  firms  who,  or- 
dinarily, spend  a  good  deal  upon  publicity  have 
entirely  suspended  all  effort  in  this  direction. 
Its  effect  upon  the  dealer  and  other  buyers  is 
particularly  bad,  in  that  it  only  confirms  many 
of  them  in  their  usual  do-nothing  policy  when 
"periods"  to  some  extent  determine  the  demand 
for  gramophones  and  records.  In  the  opinion 
of  leading  men  of  the  trade,  a  live,  vigorous 
policy  on  the  part  of  British  firms  is  all  the 
.more  necessary  to-day  if  we  are  to  hold  the  field 
against  imported  manufactured  articles,  which 


are  reaching  this  market  in  _  ever-increasing 
o.uantities.  It  is  realized  that  the  high  cost  of 
materials  and  labor  here  to  a  large  extent  neu- 
tralizes the  tariff  import  duty  of  33  1/3  per  cent. 
Where  the  exchange  is  in  our  favor,  as  instance 
German  imports,  the  position  is  even  more  dis- 
advantageous, particularly  to  those  British  firms 
whose  businesses  have  suffered  by  the  war  re- 
strictions, or  have  been  established  since.  It  is 
a  fact  that  in  many  cases  domestic  difficulties 
have  not  entirely  been  overcome,  by  reason  of 
disorganized  markets,  shortage  of  materials,  la- 
bor troubles,  lack  of  credits,  etc.  Further  com- 
plication naturally  arises  through  the  encour- 
agement and  advent  of  cheap  imported  articles 
at  this  time  when  the  financial  struggle  for  ex- 
istence is  particularly  keen.  Sooner  or  later 
selling  prices  must  be  reduced,  and  with  that  in 
mind  it  is  up  to  British  manufacturers  to  main- 
tain a  vigorous  trading  policy  which  takes  into 
account  a  reasonable  anticipation  of  the  public 
need  and  the  public  pocket. 

Credit  Facilities  at  a  Discount 
Credit  facilities  always  are  at  a  discount,  but 
the  high  bank  rate  now  prevailing  is  a  matter  of 
serious  concern  to  the  business  community.  The 
excess  profits  duty  of  60  per  cent  and  the  threat- 
ened— though  likely  to  be  abandoned — capital 
levy  is  said  to  be  causing  a  restriction  of  busi- 
ness development  and  unsettling  conditions  all 
over  the  country.  Except  in  cases  of  a"  very  fa- 
vorable character,  the  banks  are  refusing  credits 
by  overdrafts,  'and  at  7  p^r  cent  credit  is  not 
easily  given  or  taken  except  under  dire  necessity. 
Of  the  latter,  instances  in  the  musical  instru- 
ment trade  have  come  under  notice.  Collec- 
tions are  generally  very  slow.    In  payment  for 


goods  long  credit  is  being  taken  as  between 
seller  and  buyer.  With  thousands  of  pounds 
tied  up  in  stock  and  partly  manufactured  goods, 
and  quite  large  sums  outstanding  on  credit  ac- 
counts, the  manufacturers  in  question  find  it 
difficult  to  conduct  normal  trade,  quite  aside 
from  any  plans  of  expansion.  The  shortage  of 
and  great  demand  for  raw  material  have  created 
unusual  competitive  conditions,  and  knowing 
that  thej^  can  pick  and  choose  the  prevalent 
custom  of  merchants  is  to  favor  only  such  or- 
ders for  raw  material  as  are  prepaid,  or  cash  on 
delivery.  In  such  cases,  the  manufacturer  has 
in  the  past  been  able  to  secure  a  reasonable  over- 
draft at  the  bank.  But  to  such  an  extent  is  this 
now  discouraged  that  many  otherwise  solvent 
businesses  are  in  sore  straits  for  a  little  ready 
money  to  tide  over  a  temporary  difficulty. 

Another  aspect  of  the  finance  question  relates 
to  the  resumption  of  presenting  and  discounting 
bills.  With  plentiful  supplies  of,  for  instance, 
gramophone  goods,  comes  very  keen  competi- 
tion. Whereas  in  times  of  shortage  sellers  were 
able  to  demand  and  secure  cash  on  delivery,  it 
is  now  a  question  of  giving  credit  on  period ' 
bills.  To  carry  on,  the  seller  wants  to  discount 
these'bills,  and  where  it  can  be  done  it  is  only  at 
a  substantial  discount  percentage.  These  bills 
are  forced  upon  suppliers  of  gramophone  cab- 
inets and  accessories,  often  to  their  business  dis- 
advantage, just  as  the  buyer  or  assembler  of  the 
completed  article  is  under  necessity  to  accept 
overlong  credit  conditions  or  pass  the  business. 
It  is  up  to  dealers  to  settle  their  accounts 
promptly  monthly  and  thus  ease  the  situation  all 
around.  There  is  ample  scope  here  for  members 
of  the  Gramophone  .A.ssociation  to  confer  and 


*His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world  as  the 

HALL-MARK  OF  QUALITY 


'His  Master's  Voice" 


Copyright 


This   intensely   human  pic-' 
ture  stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  o  r  - 
chestras  and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  SkandinaTlBk  Orammophon-Aktl- 
eselskab,  Frlharne^i,  Copenhagen. 

FRANCE:  Cie.  Frangalse  da  aramophoM,  lU 
Bonlerard  Richard  Lenoir,  Plac«  de  la  R^pab- 

llqne,  Parle. 

.SPAIN:    CompaQia  del  Qramofono,  56-58  Balmea. 

Kh  rrelona. 

SWEDEN:  Skandloavlgka  Grammophon-Aktte- 
bolaffet.  Drottnlng  Oatan  No.  47,  Stockholm. 

RUSSIA:  The  Gramophone  Co.,  Ltd.,  10,  N*TSk; 
Proepect.  Petrograd  (Peterabnrg) ;  No.  1 
Solyanka,  Solyanol  Dvor,  Uoacow;  9,  Oolortniky 

Prospect,   Tlfflls;   Nowy-Swlat  80,   Warsaw;  11 

Mlchallovskaya  UUtsa,  Bakn. 

INDIA t  The  Gramophone  Co.,  Ltd.,  ISO.  Bal- 
Uaghatta  Road.  Calcntta;  7.  Bell  Lane.  Fort. 
Bombay. 


Great  Britain  : 


AU8TBA1.IA:  8.  Hoffnang  &  Co.,  Ltd.,  Sol* 
Concessionaries  of  The  Gramophone  Company, 
Limited,  m,  Pitt  Street,  Sydney. 

NBW  ZEAX.AND:  Oramophoninm,  Ltd.,  118-130 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown  ;  Mackay  Bros.,  Post  Box  201 ,  Johannes- 
burg; Mackay  Bros.  &  McMabon.  Post  Box  410, 
Durban;  lyan  H.  Haarbnrger,  Post  Box  106, 
Bloemfonteln ;  Frans  Moeller,  Post  Box  108,  Blast 
London;  B.  J.  Bwlns  &  Co.,  Post  Box  80.  Qoeens- 
town;  Handel  House,  Klmberley;  Lanrence  A 
Cope,  Post  Box  132,  Buluwayo;  The  Argus  Co.. 
Salisbury. 

EAST  AFRICA:  Bayley  &  Co.,  Lourenso 
Marques. 

HOLLAND:  American  Import  Co..  22a.  Amsterd 
Veerkade,  The  Hague. 

ITALY:   A.  Bossl  &  Co.,  Via  Or«ncl  2,  Milan. 

EGYPT  (Also  for  the  Sondan,  Greeee  and  tb* 
Ottoman  Empire)  i  K.  Fr.  Vogel.  Post  Box  414. 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


rJULY  15,  1920 


THE    TALKING    MACHINE  WORLD 


225 


EDISON  BELL 


HONE  RoeORDS 


CABLE 
^HONOKINO. 
LONDON  •• 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


devise  some  means  that  will  tend  to  ease  condi- 
tions and  render  healthier  the  present  methods 
of  trading. 

The  British  Music  Trades'  Convention 
Held  at  Scarborough  on  the  Yorkshire  coast, 
the  tenth  British  music  convention  claimed  ex- 
traordinary interest  from  June  9  to  14,  1920. 
The  British  Federation  of  Music  Industries, 
previously  known  as  the  "Federated  Board,"  or- 
ganized this  year's  proceedings  and  under  the 
chairmanship  of  the  president,  Alexander  Dow, 
much  has  been  done  to  focus  the  attention  of 
the  whole  trade  upon  the  manifold  advantages 
of  a  complete  organization  such  as  the  "Federa- 
tion" is  intended  to  be.  Seven  music  trade  as- 
sociations now  belong  to  this  organization  and 
are  as  follows:  Piano  Manufacturers'  Associa- 
tion, Music  Trades  Association  of  Great  Britain, 
Association  of  Gramophone  and  Music  Instru- 
ment Manufacturers,  British  Associated  Piano 
Makers,  Scottish  Music  Merchants'  Association, 
Association  of  Manufacturers  of  Pianoforte  Sup- 
plies and  the  Federation  of  Master  Organ 
Builders. 

The  headquarters  of  the  convention  was  the 
Grand  Hotel,  where  over  200  members  were  ac- 
commodated. The  fine  drawing  room  at  the 
Grand  provided  ideal  conference  facilities.  The 
opening  conference  commenced  with  an  address 
by  Alexander- Dow,  who  in  a  very  statesmanlike 
speech  outlined  the  care  necessary  during  the 
next  few  years  in  conducting  trade  at  home  and 
abroad.  He  sounded  a  note  of  warning  in  the 
-matter-  of  venturesome  enterprises  and  insisted 
upon  the  value  of  the  Federation  as  an  organ- 
ization, which,  by  amalgamation  of  their  united 
interests,  would  promote  sound  development.  A 
discussion  of  trade  problems  followed,  and  in 
each  case  it  was  shown  how  the  Federation  could 
deal  with  them  if  given  the  right  support. 

George  Riseley,  of  Bristol,  the  veteran  leader 
of  musical  culture  in  the  West  of  England,  ad- 
dressed the  members  on  Friday,  June  11,  and  his 
subject,  "What  the   Federation   and   Its  Mcm- 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  224) 


hers  Can  Do  to  Develop  and  Support  Musical 
Culture  Throughout  the  Nation,"  gained  for  him 
the  warmest  of  praise.  Percy  A.  Scholes,  late 
head  of  the  musical  arrangements  of  the  Y.  M. 
C.  A.  during  the  war,  contributed  most  useful 
advice  in  the  matter  of  musical  propaganda. 
Professor  O.  A.  Rankine,  O.  B.  E.  D.  Sc.,  pro- 
fessor of  physics  at  the  Imperial  College  of 
Science  and  Technology,  and  Dr.  R.  S.  Clay, 
principal  of  the  Northern  Polytechnic,  London, 
and  head  of  the  Musical  Instrument  Research 
Department,  each  offered  most  excellent  sug- 
gestions in*  the  matter  of  producing  musical  in- 
struments on  strictly  scientific  lines.  Further, 
it  was  shown  in  several  ways  that  by  the  ap- 
plication of  science  much  that  was  at  present 
mysterious  would  definitely  be  scheduled  for  the 
future  guidarice  and  assistance  of  manufacturers. 
Criticism  of  Gramophone  Records 

Beyond  a  few  leading  members,  the  gramo- 
phone trade  was  not  so  strongly  represented  at 
the  convention  as,  I  think,  the  importance  of 
our  industry  warrants.  It  is  probably  the  most 
progressive  section  of  the  music  trades  to-day. 
Its  many  pressing  problems  did  riot  come  up  for 
discussion,  time  probably  precluding,  but  I  am 
assured  that  the  Association  which  represents 
the  interests  of  the  gramophone  trade  will  take 
an  early  opportunity  (at  the  annual  general  meet- 
ing in  London)  of  dealing  with  some  of  the  dif- 
ficulties experienced. 

A  subject  of  considerable  interest  to  the 
gramophone  trade  was  raised  at  the  convention 
by  Dr.  R.  S.  Clay,  who  is  in  charge  of  the  Mu- 
sical Instrument  Research  Department.  His  re- 
marks were  confined  to  the  urgent  need  of  scien- 
tific research,  and  dealt  with  the  phenomena  of 
sound  in  relation  to  musical  instruments  gen- 
erally. He  raised  a  hornets'  nest  by  severely 
criticizing  the  gramophone,  stigmatizing  it  as  a 
very  crude  instrument  on  the  grounds  that  de- 
spite improvements  it  was  still  almost  impos- 


sible to  follow  the  words  of  a  song.  This,  very 
naturally,  prompted  a  warm  protest  from  several 
of  those  present.  M.  E.  Ricketts  stated  that  the 
fault  was  not  in  the  gramophone,  but  in  the  way 
in  which  the  vocalist  pronounced  words.  Dic- 
tion was  not  taught  or  studied  in  anything  like 
a  comprehensive  manner,  and  he  defied  all  the 
research  and  scientific  efforts  to  produce  per- 
fection if,  when  recording,  the  singer  failed  to 
pionounce  words  clearly.  Mr.  Ricketts  further 
stated  that  he  could  demonstrate  to  Dr.  Clay 
hundreds  of  records  in  which  the  words  were 
clear  and  distinct  and  in  their  results  achieved 
a  higher  standard  of  enunciation  than  the  aver- 
age concert  performance. 

Wilfred  Samuel,  London,  remarked  that  he 
was  glad  to  hear  what  Mr.  Ricketts  had  said 
respecting  gramophones,  because  it  had  always 
seemed  to  him  that  if  there  was  one  instrument 
which  had  been  evolved  by  the  scientist  it  was 
the  gramophone.  He  further  expressed  his  con- 
viction that  with  the  Research  Department  they 
were  now  on  the  right  lines,  as  in  the  past  manu- 
facturers had  wasted  a  lot  of  time  listening  to 
inventors  and  a  lot  of  money  also  in  taking  up 
their  inventions.  Professor  Rankine  said  if  he 
referred  to  the  gramophone  topic  it  would  be 
merely  to  make  the  remark  of  a  mediator  that 
there  was  probably  something  to  be  said  on  both 
sides.  That  extraordinary  instrument,  the  hu- 
man ear,  was  hard  to  please,  a  small  variation 
from  perfect  reproduction  being  appreciated, 
though  in  regard  to  words  almost  ,  the  reverse 
was  the  truth.  The  ear  was  easily  satisfied  in 
the  matter  of  words,  but  the  same  was  not  true 
in  regard  to  music.  While  paying  a  tribute  to 
the  advancement  made  in  gramophone  reproduc- 
tion. Dr.  Clay  said  he  was  very  pleased  to  note 
Mr.  Ricketts'  offer  with  regard  to  gramophones 
and  would  be  glad  to  hear  some  of  the  records 
he  referred  to. 

(Continued  on  page  226) 


PEROPHONE— PERFECTION— PRODUCTS 


PEROPHONES 
SELL  -  -  - 
and  carry  with 
them  a  reputa- 
tion of  sound 
business  for  the 
Agent.     -    -  - 


THE  whole  output  of  Perophone  Machines  is  practically  booked 
up  month  by  month 

Watch  the  New  Models  we  are  introducing  to  the  gramophone 
public  during  the  present  season.  They  will  be  found  to  be  incom- 
parable for  quality,  value,  beautiful  design  and  finish. 


PEROPHONE  LTD.  (L.ckw..d's  Branch)  76  &  78  City  Road, 

Cable  Address — Perowood,  London.      Immediate  Shipments.     LONDON,  E.  C,  ENGLAND. 
A.  B.  C.  Codes. 


226 


THE   TALKING   MACHINE  WORLD 


July  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  225) 


Percy  A.  Scholes,  editor  of  the  Music  Student 
and  musical  critic  of  the  Observer,  in  the  course 
of  a  speech,  said  that  Sir  Hugh  Allan  had  made 
the  suggestion  that  when  there  is  reproduced 
on  a  record  a  fine  orchestral  selection  there 
might  be  on  the  other  side  of  the  record  an  ex- 
planation of  the  theme  so  that  the  ordinary  man 
would  be  better  able  to  understand  what  he  was 
listening  to.  Mr.  Scholes  said  he  passed  the 
suggestion  on  for  what  it  was  worth. 

A  banquet,  a  dance,  several  concerts  and  ex- 
cursions to  the  surrounding  places  of  interest 
provided  a  social  side  to  the  convention  that 
well  rewarded  members  for  the  strenuous  dis- 
cussions. Alexander  Dow  in  bringing  the  Fed- 
eration of  the  British  Music  Industries  into  such 
prominence  as  a  central  organization  well  de- 
serves and  indeed  receives  the  wholehearted 
support  of  all  keen  members  of  the  British  music 
trade. 

A  Sensational  Purchase  by  the  Victor  Co. 

The  financial  correspondent  of  the  Chronicle 
reports  as  follows:  "Some  interest  was  taken 
in  gramophones  (the  'His  Master's  Voice')  on 
rumors  that  the  Victor  Talking  Machine  Co., 
an  American  concern,  is  taking  up  850,000  shares 
at  25/  each,  to  be  known  as  'B'  shares,  entitled 
to  15  per  cent  dividends  after  a  similar  rate  has 
been  paid  on  the  existing  capital.  Gramophones 
closed  rather  better  at  35/."  The  following  day, 
June  4,  it  was  reported  that  "Some  opposition 
to  the  Gramophone  deal  with  American  inter- 
ests .  .  .  seems  to  be  developing,  and  the 
shares  lost  ground  yesterday." 

On  June  9,  at  a  meeting  of  the  shareholders 
of  the  Gramophone  Co.,  Ltd.,  a  resolution  to 
increase  the  capital  to  £1,700,000  was  agreed  to. 
This  is  brought  about  by  the  Victor  purchase. 
The  present  ordinary  shares  are,  however,  en- 
titled for  the  current  and  next  three  years  to  a 
preferential  dividend  of  15  per  cent.    After  out- 


lining the  necessity  for  the  enlargement  of  the 
capital  at  this  time,  Trevor  Williams,  chairman, 
stated  that  the  Victor  Co.,  with  its  net  capital 
assets  of  over  £6,500,000,  had  been  closely  as- 
sociated commercially  and  otherwise  with  the 
Gramophone  Co.,  Ltd.,  for  something  like 
twenty-five  years.  He  described  the  result  of 
the  deal  as  an  equal  partnership  and  repudiated 
any  suggestion  that  it  would  mean  for  them 
virtual  control  by  the  American  interests. 

The  position  is  that  the  Victor  Co.  hold 
£850,000  of  the  £1  ordinary  shares,  leaving  this 
side  £750,000  ordinary  and  £100,000  preference 
shares. 

The  result  of  this  additional  capital  will 
doubtless  mean  great  expansion  of  the  "His 
Master's  Voice"  this  side.  We  know  that  de- 
velopments in  the  shape  of  new  buildings  and 
plant  are  under  way,  and  that  the  company  are 
out  to  represent  an  even  greater  force  in  the 
industry  than  ever. 

Misleading  Advertisements 

The  Gramophone  Association  has  circularized 
its  members  for  co-operation  towards  supres- 
sion  of  that  injurious  class  of  private  house 
trading  arising  from  misleading  advertisements. 
In  many  papers  small  advertisements  offering 
"beautiful  inlaid  mahogany  cabinet  gramophones 
at  £9  (or  £10)  equal  to  30  guinea  instruments" 
snare  the  public  into  purchasing  what  are  very 
trumpery  machines.  I  do  not  say  they  are  not 
worth  the  money,  but  the  wording  of  these  an- 
nouncements is  wholly  misleading  to  those 
without  knowledge. 

A  case  of  this  kind  was  recently  before  the 
courts  when  allegations  were  made  against  a 
dealer  that  purchasers  of  inlaid  gramophones 
were  jobbed  oflf  with  inferior  instruments.  One 
of  the  complainants  told  the  court  that  he  an- 
swered an  advertisement,  and  was  shown  a 
gramophone  in  a  flat  at  Gloucester  House,  Hyde 


Park.  He  agreed  to  buy  at  £12.  The  machine 
delivered  was  not  the  one  shown  him.  The  legs 
were  tied  up,  the  doors  would  not  close  and  he 
could  not  wind  it  up. 

Great  Demand  for  Jascha  Heifetz  Records 
It  was  a  great  day  for  England  when  this 
wonderful  violin  virtuoso  reached  London  from 
the  States.  We  had  read  much  of  the  homage 
paid  to  him  by  your  countrymen,  and  an  ad- 
vance set  of  his  technique  as  recorded  exclusive- 
ly for  the  "His  Master's  Voice"  Co.  only  served 
to  whet  our  appetite  for  the  complete  satisfac- 
tion which  comes  from  personal  presence.  His 
two  London  recitals  aroused  on  each  occasion  a 
pitch  of  enthusiasm  unique  in  the  annals  of 
British  music  gatherings.  Even  his  confreres 
succumbed  to  this  rare  genius.  The  "His  Mas- 
ter's Voice"  record  issues  have  been  much 
praised  by  musical  critics  as  masterpieces-  of 
record  art.  A  striking  window  bill,  leaflets,  and 
other  advertising  literature,  with  generous  press 
publicity  have  contributed  to  secure  large  retail 
sales  of  the  Heifetz  numbers. 

London  Exhibit  of  Canadian  Gramophones 

In  no  other  British  dominion  or  colony  has 
there  been  displayed  such  manufacturing  activity 
on  the  gramophonic  side  as,  perhaps,  in  Canada. 
The  efforts  of  its  commercial  men  have  expanded 
in  the  direction  of  export  trade  with  the  Mother 
Country.  For  instance,  two  or  three  exhibits 
of  Canadian  musical  instruments  were  shown  at 
the  Canadian  Industries  Exhibition  in  London, 
June  3  to  17. 

Cabinet  gramophones  of  high  class  finish  and 
design  would  seem  to  be  a  specialized  trade  in 
Canada,  for  it  is  of  this  type  principally  that  the 
exhibits  consist.  A  fine  display  is  made  by  the 
Windsor  Phonograph  &  Record  Co.,  Ltd. 
George  S.  Pequenat,  in  charge,  tells  me  that 
he  has  received  many  inquiries  for  territorial 
agencies  and  that  the  British  trade  has  accorded 
a  good  reception  to  the  Windsor  line. 

Another  interesting  exhibit  is  that  of  the  Mc- 


GRAMOPHONES 

Complete — Fittings — Sundries — Repair 

Parts — Needles 

Special  Lines  and  Quotations  for  Export  Trade 


THE  BRITISH  POLYPHON  CO. 


Glasgow,  Scotland 
27  Jamaica  St. 


1,  2  and  3  NEWMAN  STREET 

LONDON,  W.  1,  ENGLAND 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


227 


VALUE  nSr 


"POPULAR"  RECORDS 


Double-SIded 
Superb  Needle  Cut 
"Lateral" 

''OUR  POINTS" 

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LONDON'S  LEADING  VALUE!!! 


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irom  SCANDINAVIA  lo  PATAGONIA 
AND  THE  PRINCIPAL 
EAST  and  WEST  MARKETS  of  the  WORLD 


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own  design  Labels    for    LARGE  Parcels. 


REMEMBER  You  Can  Have  CLOSE  QUOTATIONS 

For  5.000  Lots  and  up  "Your  Selection"  or  a  Sample  1,000, 
made  up  with  "One  Example"  of  Every  Catalogued  Pairing. 


Address:  SOUND  RECORDING  CO.,  Ltd.  cables  "Grammavox" 
EXPORT  DEPT.,  18-19  Swallow  Street  London 

Piccadilly.  London,  England     "QUOTATIONS  CABLED  FREE" 


POINTS 


Repertoire  Approx  2,000  Titles — Covering 

Superb  Selection,  Bands  and  Orchestrals 

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Packing  by  Experts 

Rock  Quotations  "Always" 

F.  O.  B.  London 

We  attend  to  all  Insurances  "if  Requested" 
to  B»yers  A/c 

Our  Shipping  Services,  this  Side  FREE 


Lagan  Furniture  Co.,  Ltd.,  Stratford,  Ontario. 
Their  sales  manager,  S.  J.  Cook,  is  looking  after 
things  this  side.  He  tells  me  that  his  company 
is  not  out  for  big  business  yet  awhile,  owing  to 
pressure  of  orders  for  the  Canadian  market. 
He  is  desirous  of  introducing  samples  of  the 
superb  McLagan  gramophone  art,  and  is  pre- 
pared to  treat  for  a  sole  agency.  The  distinctive 
an^  artistic  style  of  this  firm's  cabinet  gramo- 
phones has  attracted  considerable  interest. 

The  period  of  the  Canadian  Industries  Ex- 
hibition unfortunately  clashes  with  that  of  the 
music  trade  convention  at  Scarborough,  but 
there  will  be  a  day  or  so  toward  the  end  for  the 
conventionites  to  put  in  an  appearance  at  the 
C.  ].  E. 

A  New  Gramophone — The  Separaphone 

A  demonstration  of  the  above  was  given  re- 
cently at  the  Oxford  Theatre.  It  is  the  inven- 
tion of  the  brothers  Gay.  The  essence  of  the 
instrument  is  a  new  kind  of  sound  box.  An 
outer  case  entirely  encloses  the  diaphragm  and 
stylus,  and  by  this  method  very  natural  effects 
are  obtained.  Claims  are  made  for  other  im- 
provements, about  which  I  shall  have  something 
to  say  later  on.  I  am  informed  by  Mr.  Gay  that 
many  leading  men  of  the  musical  world  have 
expressed  special  interest  in  his  invention. 
The  Winner  Wet  or  Dry  Publicity  Couplet 
For  some  time  the  Winner  Record  Co.  has 
been  running  a  publicity  stunt  on  the  London 
trams,  in  the  form  of  a  couplet — Wet  or  Dry 
Winner  Records  you  should  try.  Any  sugges- 
tion that  this  was  inspired  by  Pussyfoot  John- 
son would  doubtless  be  repudiated,  though  to 
be  sure,  the  connection  is  rather  suspected.  As 
yet,  the  British  public  remains  solidly  against 
the  prohibition  idea,  and  aggressively  so  when 
it  comes  to  Winner  records,  which  distill  such 
excellent  fare  of  pleasing  variety  in  the  world 
of  music.  Nothwithstanding  all  this,  it  appears 
that  before  his  departure  Mr.  Johnson  left  us 
some  mementos  of  his  campaign  in  the  shape 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  226) 


of  Winners.  These  "wet  or  dry"  discs  will  not 
figure  on  the  company's  ordinary  program,  hav- 
ing been  made  to  private  order,  but  are  intended 
for  use  (with  the  loud-playing  StentorphoriejJ) 
by  the  pussyfoot  prohibitionists.  It  is  a  co- 
incident that  among  recent  Winner  issues  is  a 
record  called  "Mister  Pussyfoot,"  by  that  young- 
comedian,  Ernie  Mayne. 

"We  are  offering  the  public  just  what  it 
wants,"  said  Percy  Willis,  in  the  course  of  an 
interview  with  your  correspondent,  "and  it  is 
our  policy  to  be  on  time  with  prompt  deliveries 
of  the  up-to-date  songs  and  musical  numbers 
from  the  London  plays.  That  is  why  we  are 
not  so  much  affected  by  the  present  sales  de- 
pression, though,  of  course,  at  this  time  of  year, 
one  must  not  expect  to  be  so  overwhelmed  with 
orders  as  in  the  Winter  months." 

It  is  an  interesting  fact,  by  the  way,  that  the 
Versatile  Three  so  tickled  the  Prince  of  Wales 
at  an  entertainment  prior  to  his  colonial  tour, 
that  he  ordered  a  set  of  their  Winner  records  to 
take  away  with  him. 

Perophone  Popularity 

In  Phonoland  business  is  said  to  be  rather  on 
the  quiet  side,  but  one  of  the  firms  least  af- 
fected is  the  House  of  Perophone,  Ltd.,  (Lock- 
wood's  Branch)  City  Road.  Here  I  found  an 
absence  of  the  usual  busy  season's  bustle,  it  is 
true,  but  the  general  air  of  business  concentra- 
tion bespoke  the  fact  that  a  goodly  volume  of 
trade  was  under  way.  This  firm  are  jobbers  of 
the  famous  Zonophone  goods,  and  have  for  long 
undertaken  the  manufacture  of  a  quality  range 
of  instruments  of  all  types,  known  as  Pero- 
phones.  The  company's  policy  aims  at  the  bet- 
ter class  trade  by  the  provision  of  models  of  ar- 
tistic and  exclusive  design  and  workmanship, 
with,  in  the  main,  British  eqniipment  through- 
out. Though  sold  at  competitive  prices,  Pero- 
phone machines  make  no  appeal  to  that  class  of 


trade  which  is  best  served  by  cheap  value  lines. 
Oversea  buyers  conducting  a  good  class  trade 
will  therefore  find  in  these  products  just  the  de- 
gree of  merit  they  require  in  gramophones  and 
their  parts.  Messrs.  Perophone,  Ltd.,  are  now 
in  a  position  to  handle  oversea  contracts,  and 
will  be  pleased  to  open  up  trading  relations  with 
any  business  reader  of  this  journal  not  already 
on  their  books. 

Interesting  News  in  Brief 

Another  important  price  reduction  is  an- 
nounced by  the  "His  Master's  Voice"  Co.  Deal- 
ers have  received  notice  that  on  and  after  July 
1  the  Titta  Ruffo  record's  are  reduced  as  fol- 
lows: Ten-inch  solo  and  concerted,  from  8s. 
to  5s.  6  d.;  twelve-inch  do,  from  12s.  6  d.  to  7s. 
6d.;  twelve  inch  (No.  2-054049),  from  20  s.  to 
10  s.  6d.  Another  step  in  the  company's  deter- 
mination to  bring  the  cream  of  talent  within 
the  price  reach  of  a  wider  public! 

From  July  26  to  August  9,  inclusive,  dealers 
and  others  are  reminded  that  the  "His  Master's 
Voice"  factories  will  be  closed  for  the  Summer 
vacation.  During  this  period  orders  cannot  be 
executed. 

The  Leipsic  Messe  catalog  of  exhibits,  etc., 
published  in  two  volumes,  totalled  over  1,750 
pages.  It  comprised  references  to  many  indus- 
tries, and  shows,  at  least,  that  the  Teutons  are 
again  very  much  on  the  move. 

As  previously  noted  in  these  columns,  the 
shellac  market  is  in  rather  a  fluctuating  state. 
-  An  average  pre-war  price  was  70/  per  cwt. 
Early  this  year  the  figure  of  900/  was  quoted. 
After  going  down  to  about  half  this  amount,  the. 
price  is  again  upward,  it  being  620/  per  cwt.  at 
the  time  of  writing. 

Apropos  the  recently  increased  postal  charges 
for  the  United  Kingdom  and  letters  to  America, 
it  should  be  noted  that  the  postcard  and  printed 
(Continued  on  page  228) 


The  Sound  Box   That  Has  Beaten  the  Band 


An  All  British  Production  of  the  Highest  Grade;  Marketed  at  Popular  Prices 

4  — Models  Only— 4 


Export  Quotations  for  Quantities  at 
.  Extraordinarily  Low  Prices. 


LARGEST  OUTPUT  IN  UNITED  KINGDOM 


Vernon  Lockwood 
Manufacturing  Co.,  Ltd. 


76-78  CITY  ROAD 
LONDON,  E.  C.  "I. 


HOME  TRADE  OUTPUT  BOOKED  UP  FOR  SEASON  1919-1920.  WILL  MAIL  SAMPLE  SET  4 
MODELS  B.C.E.F.Cone  only)TO  ANY  RECOGNIZED  JOBBER  ON  RECEIPT  DRAFT,  $5  (DOLLARS) 


228 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS 

(^Continued  from  page  227) 

matter  rate  remains  the  same,  though  a  revision 
is  expected  later. 

The  recent  strike  of  over  200  men  emploj-es 
at  the  Columbia  record  factory,  London,  has 
collapsed  by  the  employes  resuming  their  duties 
on  the  company's  terms. 

S.  W..  McGregor,  H.  M.  trade  commissioner 
in  Australia,  has  arrived  in  England  for  the  pur- 
pose of  conferring  with  British  manufacturers 
concerning  trading  conditions  and  prospects  in 
the  Commonwealth.  My  advice  is  that  those  in- 
terested in  the  development  of  trade  with  this 
important  country  can  interview  Mr.  McGregor 
by  appointment  at  the  Department  of  Overseas 
Trade,  35  Old  Queen  street,  Westminster. 

A  "big  bargain  sale,"  as  it  is  called,  has  been 
launched  by  an  enterprising  City  Road  jobber 
of  gramophone  goods.  Its  duration  is  twenty- 
eight  days.  Tempting  advantages  are  offered 
dealers  to  stock  up  for  next  season! 

A  report  dealing  with  the  great  expansion  of 
American  trade  abroad,  and  particularly  in  the 
case  of  India,  mentions  that  for  the  eleven 
months  ending  February  last  India's  total  im- 
ports from  all  sources  amounted  in  value  to  1,- 
838,152,834  rupees,  an  increase  as  compared  with 
same  period  last  year  of  over  300.000.000  rupees! 

Foreign  made  goods  are  imported  and  sold  in 
the  United  Kingdom  without  anj'  indication  of 
the  country  of  origin.  The  Gramophone  and 
other  trade  associations  have  taken  steps  to  place 
their  views  before  the  committee  now  consider- 
ii;g  the  provisions  of  the  merchandise  marks  act. 

Successful  experiments  have  been  made  in 
recording  sound  wirelessed  over  a  distance  of 
forty  miles.  It  is  the  outcome  of  the  wireless 
phone,  about  which  we  have  recently  heard 
much.  A  demonstration  at  Marconi  House,  Lon- 
don, gave  some  remarkable  results.  The  wire- 
less phone  equipment  attached  to  a  Dictaphone 
recorder,  registered  on  the  wax  cylinder  a  mes- 
sage spoken  at  Chelmsford,  forty  miles  away. 

Viscount  Galway  has  made  for  the  "His  Mas- 
ter's Voice"  an  interesting  record  of  Hunting 
Calls.  It  has  been  on -the  list  some  consider- 
able time,  according  to  the  recent  discovery  of 
a  newspaper  reporter!  Funny  how  some  of  the 
writers  in  daih-  papers  "dig"  up  old  news. 

Gramophone  needle  sapphires  require  special 
treatment  for  their  work,  and  are  not  likely  to 
be  ousted  bj-  the  synthetic  article  being  made 
in  Clarkewell.  But  it  is  interesting.  A  report 
in  the  Chronicle  states  that  these  si'nthe'tic 
sapphires  are  made  white  and  yellow  for  com- 


Horn,  Hornless  and  Table-Grand 

GRAMOPHONES 

FOR 

EXPORT 

Please  State  Your  Requirements 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
RiTington  Street,  LONDON,  E.C.  2,  England 

Cable  Addre»  "Lyrecodkc,  London" 


"PERFECT 
POINTS" 


BRITAIN'S  BEST 

Gramophone  Needle 

[Cuaranieed  made  from  High  Carbon  Steel) 

IS  MADE  BY 

W.  R.  STEEL,  of  REDDITCH, 

Head  Office  and  Works— QUEEN  ST. 


Scientifically  pointed,  Hardened  and  Tem- 
pered on  the  latest  up-to-date  machinery  and 
plant  by  skilled  craftsmen  only. 


Ik  A 


RESULT: 

A  FIRST  QUALITY  NEEDLE  far  ahead  of 
anything  of  pre-war  quality 

INQUIRIES  SOLICITED 

Special  Quotations  for  Quantities 


Manufacturer  of  all  Kinds  of  Sewing  Needles 


mercial  purposes  hy  fusing  down  aluminum 
powder.  Dealers  aver  that  they  can  sell  the 
real  article  almost  as  cheap. 

The  Sterno  Co.  Expand 
Interesting  advice  of  business  development 
reaches  me  from  The  Sterno  Manufacturing  Co., 
this  city.  For  a  considerable  time  past  it  has 
been  xcry  obvious  by  the  congestion  at  the  com- 
pany's City  Road  premises  that  something  was 
necessary  to  ease  and  permit  of  increased  fa- 
cilities of  output.  As  a  fact,  lack  of  accommoda- 
tion has  for  long  restricted  trading  activity. 
London  is  a  big  place,  but  it  is  might}-  short  of 
suitable  factories,  owing  to  cessation  of  building 
during  the  war.  But  the  Sterno  people  have  at 
last  been  successful  in  securing  a  useful  factory 
of  three-floor  capacity  in  the  S.  E.  district,  and 
this  is  now  being  equipped  with  up-to-date  ma- 
chinery for  the  manufacture  of  gramophones. 
Here  will  be  transferred  all  departments  with 
the  exception  of  office  and  showroom,  which  re- 
main at  City  Road.  The  companj-'s  future  plans 
embrace  an  augmented  output  of  complete  ma- 
chines of  all  types — cabinet,  table-grand,  horn- 
less, portable  and  exterior  horn  models,  of  a 
good  standard  of  qualitj-,  and  based  upon  selling 
prices  that  will  bear  favorable  comparison  com- 
petitively. The  Sterno  Co.  are  manufacturers  of 
the  well-known  portable  Compactophone  instru- 
ment, and  sole  agents  of  the  Mermod  Freres 
series  of  motors.  These  considerations,  with 
the  new  factorj'  facilities,  represent  a  combina- 
tion of  good  promise  for  next  season's  trade. 


Progress  of  this  nature  shows  a  confident  out- 
look in  the  future  stability  of  British  gramo- 
phone effort.  Congratulations! 

.-The  Motor  of  Quality 

Reports  from  the  London  headquarters  of  the 
General  Phonograph  Corp.  indicate  that,  period 
and  conditions  considered,  sales  are  keeping  up 
quite  satisiactoril}^  A.  Balcombe  informs  me 
that  trade  is  not  quite  so  brisk  as  in  former 
months,  though  good  progress  has  been  regis- 
tered in  comparison  with  even  time  a  year  ago. 
The  retail  demand  for  machines  shows  an  easing 
cff  because  the  public  is  not  buj'ing  to  the  same 
extent  as  during  the  Winter  months.  Again, 
with  the  advent  of  German  goods,  which  the 
rate  of  exchange  permits  of  selling  at  slightly 
less  than  the  usual  market  prices,  there  is  a 
noticeable  tendency  on  the  part  of  instrument 
assemblers  to  revert  to  the  pre-war  practice  of 
making  up  verj'  cheap  machines.  This  is  much 
to  be  regretted.  The  foundation,  the  life-blood 
of  a  gramophone,  is  first-class  mechanism,  and 
it  should  be  the  aim  of  everyone  concerned  to 
insist  upon  reliable  motive  power.  In  this  re- 
gard, the  motor  of  quality  occupies  a  recog- 
nized place.  The  compan}-  intend  to  maintain 
a  trading  policy  which,  in  its  educational  aspect, 
will  help  all  to  a  wider  realization  that  "Good 
music  depends  upon  a  perfect  motor." 

By  the  wa}-,  the  company  has  just  issued  a 
very  attractive  folder  itemizing  full  descriptions 
and  illustrations  of  their  various  models,  and 
this  has  been  circulated  with  good  results. 


AUSTRALIA. 

Herbert  G.  Polyblank, 
SYDHEY, 

H.S.W. 

BELGIUM. 

P.  Carton, 
Rue  Karel  Ooms,  11, 
ANVERS. 

ITALY. 

C.  Henaboni, 
'  Via  S.  Sebastiano  2,. 
LIVORNO. 

SPAIN.  - 
Ernesto  Verdu, 

ALICAMTE. 

ENGLAND. 

A.  Waite  ft  Co.,  Ltd., 
15-17  Figtree  Lane, 
SHEFFIELD. 


July  15,  1920 


THE    TALKING    MACHINE    WORLD  ' 


229 


LATEST  PATENTS 
RELATING 


Washington,  D.  C,  July  8. — Phonograph. 
Arthur  E.  Teal,  Walker  Township,  Mich.  Pat- 
ent No.  1,336,492. 

The  present  invention  relates  to  phonographs; 
and  an  object  thereof  is  to  provide  an  instru- 
ment improved  in  various  features  of  construc- 
tion; a  further  object  is  to  provide  a  phono- 
graph having  improved  resonant  qualities;  a 
further  object  is  to  provide  a  phonograph  hav- 
ing an  outer  wall  sufficiently  strong  and  rigid 
but  nevertheless  vibratile  under  the  action  of 
sound  waves;  a  further  object  is  to  provide  in  a 
phonograph  an  improved  sound  amplifier;  a  fur- 
ther object  is  to  provide  in  such  an  amplifier  a 
plurality  of  branches  so  disposed  interrelatively 
that  the  sound  waves  issuing  therefrom  inter- 
sect and  blend;  a  further  object  is  to  provide 
a  phonograph  wherein  the  vibratile  outer  wall 
of  the  phonograph  forms  a  waW  of  the  ampli- 
fier; a  further  object  is  to  provide  an  amplifier 

having  a  middle  and  side  branches;  a  further 

.       .  .  .  * 

object  is  to  provide  an  improved  valve  for  gov- 
erning the  volume  of  sound  issuing  from  the 


amplifier;  a  further  object  is  to  provide  an  im- 
proved counterbalancing  device  for  the  hinged 
cover  of  the  cabinet. 

Fig.  1  is  a  central  vertical  section  of  a  phono- 
graph; Fig.  2  is  a  sectional  view  of  the  same 
taken  on  a  horizontal  plane  corresponding  to 
line  A — A  of  Fig.  1;  Fig.  3  is  a  central  section 
of  the  same  taken  on  a  vertical  plane  corre- 
sponding to  line  B — B  of  Fig.  1,  and  Fig.  4  is  a 
section  of  the  same  taken  on  vertical  planes 
corresponding  to  line  C — C  of  Fig.  3. 

Sound  Box.  Forest  Cheney,  Chicago,  111., 
assignor  to  Cheney  Talking  Machine  Co.,  same 
place.    Patent  No.  1,339,809. 

This  invention  relates  to  talking  machines 
and  particularly  to  a  novel  sound  box  therefor. 
The  principal  object  is  to  provide  a  new  and 
improved  apparatus  for  recording  or  reproduc- 
ing sound  in  connection  with  talking  machines 
and  the  like. 

Other  objects  are  to  provide  a  sound  re- 
corder or  reproducer  that  will  operate  to  pre- 
serve the  quality  of  the  sound;  to  provide  a 
sound  box  for  talking  machines  '  which  will 
clarify  the  sound  reproduced  thereby;  to  amplify 
sound  by  providing  a  plurality  of  air  chambers 


within  a  sound  box;  to  clarify  the  sound  by 
providing  a  sound  box  with  a  partition  wall 
to  eliminate  interferences  of  the  sound  waves; 
to  improve  sound  boxes  for  talking  machines 
by  providing  an  apertured  partition  through 
which  the  sound  waves  are  directed  radially 
with  respect  fo  the  axis  of  the  diaphragm;  to 
provide  a  sound  box  having  double  air  cham- 


bers, each  of  which  increases  in  volume  in  the 
direction  of  the  flow  of  the  sound. 

Fig.  1  is  a  side  elevation  of  a  sound  box 
made  in  accordance  with  this  invention.  Fig. 
2  is  a  plan  view  of  the  same  looking  from  the 
right  hand  side  of  Fig.  1.  Fig.  3  is  an  en- 
larged vertical  sectional  view  through  the 
center  of  the  sound  box  made  in  accordance 
with  the  invention.  Fig.  4  is  an  edgewise  view 
of  the  preferred  form  of  apertured  partition, 
and  Fig.  5  is  an  elevation  thereof. 

Phonograph  and  Analogous  Apparatus.  F,I- 
wood  Grissinger,  Buf¥alo,  N.  Y.  Patent  No. 
1,339,649. 

This  present  invention  is  shown  as  embodied 
in  a  phonographic  sound  box  which  is  primarily 
adapted  for  mechanically  reproducing  sound 
from  a  record,  but  may  be  employed  for  the 
reverse  process  of  recording  sound  upon  a  wax 
or  other  impressionable  surface.  The  general 
purposes  and  objects  of  the  present  invention 
are  similar  to  those  explained  in  prior  applica- 
tions Sef.  Nos.  236,735,  239,512  and  239,513;  and 
the  novel  features  of  the  present  device  may 
be  employed  in  connection  with  the  recording 
apparatus  and  methods  of  application  Ser.  No. 
236,735. 

One  important  object  of  the  present  inven- 
tion is  to  insure  faithful  transmission  through 
a  lever  or  other  similar  machine  element,  of 
physical  movements  corresponding  to  speech 
vibrations  or  other  vibrations  having  similar 
frequencies  or  similar  complexities. 

In  the  drawings:  Fig.  1  is  an  elevation  or 
face  view  of  a  phonographic  reproduction  em- 
bodying one  form  of  the  invention;  Fig.  2  is 
an  end  view  of  Fig.  1  from  below;  Fig.  3  is  a 
section  on  the  line  3 — 3,  Fig.  1;  Figs.  4  and  5 
are  sections  on  the  line  4 — 4  showing  an  initial 
position  and  one  of  the  adjusted  positions  of 
the  parts;  Figs.  6,  7  and  8  are  respectively  face, 
end  and  sectional  views  corresponding  to  Figs. 


1,  2  and  3,  but  showing  a  modified  arrange- 
ment of  the  pivotal  mounting;  Figs.  9  and  10 
are  respectively  longitudinal  section  and  face 
views  of  a  form  of  lever  arranged  for  use  with 
a  single  wire. 

Phonograph  and  Analogous  Apparatus.  El- 
wood  Grissinger,  Buffalo,  N.  Y.  Patent  No. 
1,339,648. 

This  present  invention  is  shown  as  embodied 
in  a  phonographic  sound  box  which  is  pri- 
marily adapted  for  mechanically  reproducing 
sound  from  a  record,  but  it  may  be  embodied 
in  a  phonographic  recorder  or  other  apparatus 
where  rigid,  frictionless,  noiseless  pivoting  is 
necessary  or  desirable  in  order  to  insure  faith- 
ful, undistorted  mechanical  receiving  or  trans- 
mission of  high  frequency  or  complex  wave 
energy. 

The  present  invention  relates  more  particu- 
larly to  the  use  of  the  spaced  stretched  wires, 
and  it  involves  in  addition  thereto  a  means  for 
further  predetermining  and  fixing  the  location 
of  the  pivotal  axis  of  the  lever.  Broadly  stated, 
the  said  means  consists  of  a  third  element 
adapted  to  apply  a  thrust  perpendicularly  to 
the  plane  of  the  wires,  and  along  a  line  parallel 
with  and  midway  between  them.  The  means 
employed  for  this  purpose  may  be  varied,  but 
in  this  application  is  disclosed  how  a  pair  of 
alined  steel  balls  may  be  used  for  such  purpose. 


By  providing  suitable  adjusting  screws,  the 
pivotal  means  may  be  very  powerfully  forced 
against  the  lever,  thus  affording  a  convenient 
and  very  effective  means  for  transversely  dis- 
placing the  wires  and  thereby  stretching  them 
to  any  desired  degree  of  tension. 

By  the  above  expedient,  the  alined  balls  be- 
come the  physical  bearing  surfaces  for  the 
pivotal  movement  of  the  lever.  These  bearing 
surfaces  are  forced  into  contact  with  relatively 
enormous  pressure  by  the  symmetrically  ap- 
plied stresses  of  the  spaced  wires.  This  pre- 
vents all  possibility  of  jumping  or  noise  pro- 
ducing movements  at  the  point  of  contact  of 
the  lever  with  its  bearing.  The  bearing  parts 
are  preferably  of  very  hard  steel  and  are  formed 
with  smooth,  preferably  polished  surfaces. 

Fig.  1  is  a  face  view  of  a  phonographic  sound 
box  showing  the  spaced  stretched  wire  suspen- 
sion; Fig.  2  is  a  section  on  the  line  2 — 2,  Fig. 


1,  the  lever  and  pivotal  mounting  being  shown 
in  side  elevation;  Fig.  3  is  an  enlarged  vertical 
section  on  the  line  3 — 3,  Fig.  1;  Fig.  4  is  an  ele- 
vation endwise  of  the  lever;  Fig.  5  is  a  detail 
view  showing  the  pivotal  mounting  as  in  Fig. 
4,  but  on  a  larger  scale;  and  Fig.  6  is  a  detail 
section  showing  a  modified  form  of  adjustable 
ball  support. 

Phonograph  and  Analogous  Apparatus.  El- 
wood  Grissinger,  Buffalo,  N.  Y.  Patent  No. 
1,339,558. 

The  present  invention  is  shown  as  embodied 
in  a  phonographic  sound  box  which  is  pri- 
marily adapted  for  mechanically  reproducing 
sound  from  a  record,  but  it  may  be  embodied 
in  a  phonographic  recorder  or  other  apparatus 
where  rigid,  frictionless,  noiseless  pivoting  is 
necessary  or  desirable  in  order  to  insure  faith- 
ful, undistorted  mechanical  receiving  or  trans- 
mission of  high  frequency  or  complex  wave 
energy. 

The  present  invention  may  include  the  above 
features,  but  it  relates  more  particularly  to  the 
use  of  the  spaced  stretched  wires  and  it  involves 
in  addition  thereto,  a  means  for  further  pre- 
determining and  fixing  the  location  of  the 
.pivotal  axis  of  the  lever.  Broadly  stated,  the 
said  means  consists  of  a  third  element  adapted 
to  apply  a  thrust  perpendicularly  to  the  plane 
of  the  wires,  and  along  a  line  parallel  with  and 
midway  between  them.  The  means  employed 
for  this  purpose  may  be  a  knife  edge  or  a  cylin- 
der of  small  diameter  or  a  pair  of  alined  steel 
balls. 

By  providing  suitable  adjusting  screws,  the 
pivotal  edge  or  surface  may  be  powerfully 
forced  against  the  lever,  thus  affording  a  con- 
venient and  very  effective  means  for  trans- 
versely displacing  the  wires  and  thereby 
stretching  them  to  any  desired  degree  of  ten- 
sion. 

By  the  above  expedient,  the  knife  edge  or 
alined  balls  become  the  physical  bearing  sur- 
faces for  the  pivotal  movement  of  the  lever. 
These  bearing  surfaces  are  forced  into  contact 
with  relatively  enormous  pressure  by  the  sym- 
metrically applied  stresses  of  the  spaced  wires. 
This  prevents  all  possibility  of  jumping  or  noise 
(C ontitiued  on  page  230) 


230 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


producing  movements  at  the  point  of  contact 
of  the  lever  with  its  bearing.  The  bearing 
parts  are  preferably  of  very  hard  steel  and  are 
formed  with  smooth,  preferablj^  polished  sur- 
faces. 

Fig.  1  is  a  face  view  of  a  phonographic  sound 
box  shov.-jng  the  spaced  stretched  wire  sus- 
pension; Fig.  2  is  a  section  on  the  line  2 — 2, 


Fig.  1,  the  lever  and  pivotal  mounting  being 
shown  in  side  elevation;  Fig.  3  is  an  enlarged 
vertical  section  on  the  line  3 — 3,  Fig.  1;  Fig.  4 
is  an  elevation  endwise  of  the  lever. 

Phonograph  Tone  Modifier.  Meyer  Maltz. 
Chicago,  111.,  assignor  of  one-half  to  B.  M. 
Arnesen  and  one-half  to  W.  C.  Utes,  both  of 
Chicago.  111.    Patent  No.  1,339,404. 

This  invention  relates  to  means  for  modify- 
ing tones  produced  by  phonographs  and  similar 
machines,  and  has  for  an  object  the  elimination 
of  the  scratching  and  metallic  sounds  frequently 
produced  by  phonographs,  and  a  particular  ob- 
ject is  to  modify  the  tones  so  as  to  make  them 
more  mellow  and  pleasing  to  the  ear. 

Of  the  accompanying  drawings  Fig.  1  is  an 
elevation  of  the  device  which  is  used  in  modi- 
fying the  tone  of  the  instrument,  certain  por- 
tions of  the  device  being  broken  away  to  show 
the  interior  thereof.  Fig.  2  is  another  eleva- 
tion of  the  same  device.    Fig.  3  shows  the  man- 


Z9 


ner  of  attaching  the  modifying  device  to  the 
ordinary  mechanism  of  the  phonograph.  Fig. 
4  is  another  view  of  the  device  attached  to  the 
said  mechanism. 

Record-Repeating  Device  for  Soimd-Repro- 
ducing  Machines.  Rasmus  P.  Christensen,  Buf- 
falo, N.  Y.    Patent  No.  1,340,525. 

This  invention  relates  to  improvements  in 
record-repeating  devices  for  sound  reproducing 
machines. 

This  invention  is  an  improvement  on  an  ap- 
plication for  patent  filed  on  the  15th  day  of 
March,  1917,  Serial  No.  154,944,  and  embodies 


REPAIRS 

All  Makes  of  Talking  Machines 
Repaired  Prompdy  and  Efficiently 


ANDREW  H.  DODIN 

28  Sixth  Avenue  New  York 

TELEPHONE.  SPRING  1194 


the  same  principles  therein  shown  and  de- 
scribed; it,  however,  has  for  its  object  to  im- 
prove and  simplifj'  the  construction  of  the  parts 
to  render  the  device  easier  to  operate  and  to 
reduce  the  cost  of  the  same. 

In  the  drawings  Fig.  1  is  a  perspective  view 
of  the  upper  end  of  a  sound  reproducing  ma- 
chine of  popular  style,  to  which  the  improved 
repeating  device  is  attached,  part  of  the  cover 
only  being  shown.  Fig.  2  is  a  plan  view  of 
the  machine  with  the  cover  removed.  Fig.  3 
is  a  transverse  section  through  one-half  of 
the  upper  portion  of  the  sound  reproducing 
machine  with  the  cover  removed,  the  repeating 
device  being  shown  in  normal  position.  Fig.  4 
is  a  similar  view  with  the  repeating  device  in  a 
position  in  which  it  serves  to  automatically  re- 
turn the  tone  or  reproducer  arm  with  its  sound 
box  or  reproducer  to  the  starting  point  of  the 
record,  or  to  any  other  desired  point  from  which 
the  record  is  to  be  repeated.  Fig.  5  is  a  hori- 
zontal section  on  an  enlarged  scale  taken  on 
line  5—5,  Fig.  3.  Fig.  6  is  a  perspective  view 
of  one  of  the  stop  devices  adjustable  on  the 
skid  or  guide  arm  of  the  device,  said  skid  or 
guide  arm  being  shown  in  dotted  lines  to  bet- 
ter illustrate  the  application  of  said  stop  device 
to  said  arm.  Fig.  7  is  a  detached  perspective 
view  of  the  other  stop  device  adjustable  on 
the  skid  or  guide  arm  of  the  device,  said  skid 


or  guide  arm  being  shown  in  dotted  lines  to 
better  illustrate  the  application  of  said  stop 
device  to  said  arm.  Fig.  8  is  a  transverse  sec- 
tion on  an  enlarged  scale  taken  on  line  8 — 8, 
Fig.  3.  Fig.  9  is  a  transverse  section  on  an  en- 
larged scale  taken  on  line  9 — 9,  Fig.  3.  Fig. 
10  is  a  transverse  section  on  an  enlarged  scale 
taken  on  line  10 — 10,  Fig.  4.  Fig.  11  is  a  longi- 
tudinal section  taken  on  line  11 — 11,  Fig.  9. 
Fig.  12  is  a  horizontal  section  taken  on  line 
12—12,  Fig.  3. 

Sound  Box.  Eugene  T.  Turney,  New  York, 
assignor  of  one-half  to  Ernest  C.  Wilcox, 
Meriden,  Conn.    Patent  No.  1,340,854. 

This  invention  relates  to'  improvements  in 
sound  boxes,  so-called,  for  use  in  phonographs 
and  talking  machines.  The  chief  object  of  the 
invention  is  to  provide  a  new  and  useful  con- 
struction designed  to  improve  the  quality  of 


tone  reproduced.  In  the  accompanying  draw- 
ing Fig.  1  is  a  side  elevation.  Fig.  2  is  a  section 
on  the  line  2 — 2  of  Fig.  1  looking  in  the  di- 
rection of  the  arrows. 

Record-Repeating  Device  for  Sound-Repro- 
ducing Instruments.  Rasmus  P.  Christensen, 
Buffalo,  N.  Y.    Patent  No.  1,340,524. 

This  invention  relates  to  improvements  in 
record-repeating  devices  for  sound-reproducing 
machines. 

The  object  of  the  invention  is  to  provide  an 
improved  repeating  device  having  adjustable 
stops  whereby  any  portion  or  the  whole  of  the 
record  may  be  repeated. 

Another  object  of  the  invention  is  the  pro- 
duction of  a  device  of  the  kind  mentioned  which 
will  positively  return  the  sounding  box  of  the 


reproducer  to  the  starting  point  of  the  record 
while  gently  lowering  the  needle  into  contact 
with  the  record,  thus  assuring  full  protection 
to  the  record  and  guarding  against  injury  to 
the  needle. 

Another  object  of  the  invention  is  the  pro- 
vision of  a  repeating  device  which  can  be  easily 
attached  to  any  disk-playing  sound  reproducing 
machine  and  which  may  be  swung  into  in- 
operative position  so  that  the  record  may  be 
played  in  the  usual  manner  without  repeating. 

Fig.  1  is  a  perspective  view  of  the  upper 
end  of  a  sound  reproducing  machine  to  which 
the  improved  repeating  device  is  attached.  Fig. 

2  is  a  transverse  section  through  one-half  of 
the  upper  portion  of  the  sound  reproducing 
machine,  with  the  cover  removed,  the  repeating 
device  being  shown  in  normal  position.  Fig. 

3  is  a  similar  view  of  the  repeating  device  in  a 


position  in  which  it  automatically  returns  the 
reproducer  to  the  starting  point  of  the  record, 
or  to  any  other  desired  point  from  which  the 
record  is  to  be  repeated.  Fig.  4  is  a  section 
taken  on  line  a — a.  Fig.  2,  looking  in  the  direc- 
tion of  the  arrow  crossing  said  line.  Fig.  5  is 
a  section  taken  on  line  b — b.  Fig.  3,  looking 
in  the  direction  of  the  arrow  crossing  said  line. 
Fig.  6  is  an  elevation  of  the  eccentric  whereby 
the  skid  or  guide  member  of  the  device  is 
actuated  to  place  the  same  in  inclined  posi- 
tion. Fig.  7  is  a  plan  view  of  a  sound  repro- 
ducing machine  with  the  cover  removed.  Fig. 
8  is  an  enlarged  vertical  section  through  the 
skid  or  guide  support.  Fig.  9  is  an  inverted 
view  of  the  same.  Fig.  10  is  a  longitudinal 
section  through  the  skid  or  guide  member.  Fig. 
11  is  a  cross  section  taken  on  line  c — c.  Fig. 
10.  Fig.  12  is  a  cross  section  taken  on  line 
d — d.  Fig.  10.  Fig.  13  is  a  cross  section  taken 
on  line  e — e,  Fig.  10.  Fig.  14  is  a  longitudinal 
section  taken  on  line  f — f.  Fig.  10,  the  eccentric 
and  its  shaft  being  omitted.  Figs.  15  to  17  are 
perspective  views  showing  in  detail  parts  of 
the  actuating  devices  forming  part  of  said  skid. 


Floating  Weight  Sound  Box.  Erwin  Cassca, 
Gloversville,  N.  Y.    Patent  No.  1,340,436. 

This  invention  relates  to  sound  boxes  for 
phonographs  and  has  particular  reference  to 
a  floating  weight  and  the  connection  of  the 
stylus  lever  thereto,  the  said  lever  being  con- 
nected with  the  diaphragm  through  an  inter- 
mediate lever  and  flexible  connector,  whereby 
to  absorb  local  vibrations  and  to  reproduce 
through  the  diaphragm'  the  recorded  vibrations, 
and  to  increase  the  accuracy  and  tone  of  the 
reproduction. 

Fig.  1  is  a  side  elevation,  partly  in  section, 
showing  the  invention  as  applied  to  a  sound 
box.  Fig.  2  is  an  end  elevation,  and  Fig.  3 
is  a  plan  view  of  the  stylus  and  supports.  

LESLEY'S 
PATCHING  VARNISH 

Dries  in  10  seconds,  flows  without  showing  the  lap.  With 
it  damaged  varnish  can  be  repaired  invisibly.  Price  now 
1  pint.  $1;  1  quart  $1.90.  Complete  repair  outfit,  $3.50. 
F.  O.  B.  Indianapolis,  Ind. 

LESLEY'S  CHEMICAL  COMPANY 

Iniianapolis,  Indiana 


/ULY  15,  1920 


THE   TALKING    MACHINE  WORLD 


231 


^RECORD 


VICTOR  TALKING  MACHINE  CO. 

VOCAL  RECORDS 
35697  Gems  from  "Apple  Blossoms," 

Victor  Light  Opera  Company  12 
Gems  from  "Irene,"  Victor  Light  Opera  Company  12 

18676  The  Love  Nest  (from  the  musical  comedy 

"Mary")   John  Steele  10 

Blue  Diamonds   Henry  Burr  10 

18677  Tiddle-Dee-Winks  Billy   Murray  10 

I  Love  the  Land  of  Old  Black  Joe, 

Billy  Murray  and  Peerless  Quartette  10 
DANCE  RECORDS 

18675  All  Star— One-step  All  Star  Trio  10 

Hy'n  Dri — Fox-trot  All  Star  Trio  10 

18678  Love  Nest — Medley  Fox-trot, 

Joseph  C.  Smith's  Orchestra  10 
A  Young  Man's  Fancy — Fox-trot, 

Joseph  C.  Smith's  Orchestra  10 
RED  SEAL  RECORDS 
Emilio  de  Gogorza,  Baritone 

64888  Each  Shining  Hour  Glad  Forster  10 

Emmy  Destinn,  Soprano — In  Bohemian 

87310  Home!  (Domu!)  K.  Horky-Arno  M.  Hess  10 

Geraldine  Farrar,  Soprano — In  Italian 

87311  Zaza — Mamma    usciva    di    Casa    (Mother  Has 

"         Gone)   Leoncavallo  10 

Flonzaley  Quartet 
(Adolf  Betti,  1st  Violin;  Alfred  Pochon,  2nd  Violin; 

Louis  Baillv,  Viola;  Iwan  d'Archambeau,  'Cello) 

64889  Quartet  No.  3  in  E  Flat  Minor  (Scherzo), 

Tschaikowsky  10 
Mabel  Garrison,  Soprano 

64891  Heaven  Is  My  Home  Taylor-Sullivan  10 

Jascha  Heifetz,  Violinist 
(Piano  accompaniment  by  Andre  Benoist) 

74626  Introduction  and  Tarantelle.  ..  Pablo  de  Sarasate  12 
FIRST  RECORD  BY  MME.  HOMER  AND  DAUGHTER 
Mme  Homer,  Contralto,  and  Miss  Louise  Homer,  Soprano 

87570  Last  Night  Halfdan  Kjerulf  10 

John  McCormack,  Tenor-FmTZ  Kreisler,  Violinist 

(Piano  accompaniment  by  Edwin  Schneider) 

87571  When  Night  Descends  .Rachmaninoff  10 

Sergei  Rachmaninoff,  Pianist 

74628  Prelude  in  G  Minor  Rachmaninoff  12 

Philadelphia  Orchestra 
(Leopold  Stokowski,  Conductor) 

74627  Blue  Danube  Waltz...-  Johann  Strauss  12 

TiTTA  RuFFO,  Baritone — In  Italian 

88621  Otello — Era  La  notte  (Cassio's  Dream)  Verdi  12 

Ernestine  Schumann-Heink,  Contralto 
88620  Old  Folks  at  Home  Stephen  C.  Foster  12 


COLUMBIA  GRAPHOPHONE  CO. 

A2940  Some  Beautiful  Morning  (I'll  Find  You  in  My 
Arms)    (Friend  and  Jolson).     Orch.  accomp., 

Al  Jolson 

I've  Got  the   Profiteering  Blues    (Bibo) — Tenor 

solo,   Orch.   accomp  Frank  Crumit 

A2941  Ten    Little    Bottles    (Monaco).    Orch  accomp., 

Bert  Williams,  Comedian 
Unlucky    Blues    (Lewis  and   Robinson).  Orqb. 

accomp  Bert  Williams,  Comedian 

A2942  All  the  Boys  Love  Mary  (Van  and  Schenck). 
Character     duet,     Orch.  accomp.. 

Van  and  Schenck 
Way  Down  Barcelona  Way  (Jentes).  Character 

song,  Orch.  accomp  Harry  Fox 

A2843  Oh!  By  Jingo  (Von  Tilzer)— One-step, 

Lanin's  Roseland  Orch. 
Rose  of  Chile  (Bowers) — (Tango  Fox-trot), 

Lanin's  Roseland  Orch. 
A2938  Take  It  Easy  (White) — Fox-trot, 

Art    Hickman's  Orch. 
Come   Back  to   Georgia    (Hickman  and  Black) 

— One-step   Art   Hickman's  Orch. 

A6153  Lassie,  Intro  "Echo,"  from  "Lassie"   (Felix)  — 

Medley    Waltz  Prince's  O'rchestra 

Alabama  Moon,   Intro.   "My  Paradise"  (Green 
Zamecnik) — Medley  Waltz   ....Prince's  Orch. 
THE  NOVELTY  RECORD 

E4642  Love  and  Money — Waltz  Russian  Balalaika 

Orchestra,  S.   S.   Samuels,  Conductor 
Popular  Neapolitan  Melodies.  . Russian  Balalaika 
Orchestra,   S.   S.   Samuels,  Conductor 
SPECIAL  SUMMER  DANCE  RECORDS 

A2812  Peggy — Fox-trot   Art    Hickman's  Orch. 

Tell  Me  Why — Fox-trot  Art  Hickman's  Orch. 

A2817  Only — Fox-trot   Prince's  Dance  Orch. 

Chinese  Lullaby — Fox-trot, 

Waldorf-Astoria   Dance  Orch. 
A2818  I    Ain't    Gonna    Give    Nobody    None    o'  This 
Jellyroll — Medley  Fox-trot, 

Sweatman's    Original    Jazz  Band 
Hello !    Hello— One-step, 

Sweatman's    Original    Jazz  Band 
A2819  O!     What    a    Pal    Was    Mary — Medley  Waltz, 
Columbia  Saxophone  Sextette 
Weeping  Willow  Blues — ^Fox-trot,  ^ 

Columbia  Saxonhone  Sextette 
A2712  Sweet  Siamese — Fox-trot,  Fuller's  Novelty  Orch. 

Ruspana — One-step   Fuller's  Novelty  Orch. 

A2708  Aloma — Oriental    Fox-trot   Jockers  Bros. 

Full   o'  Pep — One-step  Jockers  Bros. 

A2814  Patches — Fox-trot   Art    Hickman's  Orch. 

Sweet  and  Low — Waltz.... Art  Hickman's  Orch. 
A2840  I    Want   a    Daddy    Who    Will    Rock    Me  to 
Sleep — Medley  Fox-trot, 

Waldorf-Astoria    Dance  Orch. 
I     Might     Be     Your     Once-in-a-While — Medley 

Fox-trot   Yerkes'    Jazarimba  Orch. 

A2841  Rainbow    of    My    Dreams — Fox-trot, 

Art   Hickman's  Orch. 
Burmese  Belles — One-step, 

Art   Hickman's  Orch. 
A2721  That's  Got  'Em — Fox-trot, 

Sweatman's  Original  Jazz  Band 
A  Good  Man  Is  Hard  to  Find — Medley  Fox-trot, 
Sweatman's  Original  Jazz  Band  . 
A2547  Down  Home  Rag — Fox-trot, 

Fuller's  Novelty  Orch. 
I  Ain't  Got  Nobody  Much — Fox-trot, 

Fuller's  Novelty  Orch. 
A2696  Thousands  of  Years  Ago — Medley  Fox-trot, 

Waldorf-Astoria    Dance  Orch. 
I    Wonder   Whether — Medley  Fox-trot, 

Waldorf-Astoria    Dance  Orch. 
A6104  I'm   Forever   Blowing  Bubbles — Medley  Waltz, 

Columbia  Orch. 

That  Tumble  Down  Shack  in  Athlone — Medley 

Waltz   Columbia  Orch. 

A2857  Wond'ring — Fox-trot   Ted  Lewis  Jazz  Band 


10 
10 


10 


10 


10 
10 


10 


10 
12 


12 


10 

10 

10 
10 
10 

10 


10 

10 

10 

10 
10 
10 
10 
10 
10 
10 


10 
10 


10 
10 


10 
10 


10 


10 


10 
10 


12 


12 
10 


You    Can't     Get    Lovin'    Where    There  Ain't 
Any   Love — Medley  Fox-trot, 

Louisiana  Five  Jazz  Orch. 
A2906  Oriental  Stars — One-step,  Prince's  Dance  Orch. 
Bound    in  Morocco — Fox-trot, 

Prince's  Dance  Orch. 
A6064  I'm    Always    C^iasing  Rainbows — Medley  Fox- 
trot Prince  s  Band 

O'h!  Frenchv — Medley  One-step. .  Prince's  Band 
A6132  Pretty    Little  Rainbow — Medley  Waltz, 

Prince's  Orch. 

Dreamy  Alabama — Medley  Waltz,  Prince's  Orch. 
A6089  Memories   of   the   Past   Waltzes.    Part  I. 

Prince  s  Orch. 
Memories   of   the   Past  Waltzes.     Part  II., 

Prince's  Orch. 
A2895  Venetian    Mioon — Medley  Fox-trot, 

Kentucky  Serenaders 

Bo-la-Bo^ — Fox-trot   Ted  Lewis  Jazz  Band 

.'\2879  Ah!  There — Flirtation  Fox-trot.  .Columbia  Orch. 
Just    Another  Kiss — ^Medltey  Waltz, 

Paul    Biese  Trio 

A2720  Mary  Ann— One-step, 

Waldorf-Astoria  Dance  Orch. 
'   Bevo  Blues — One-step, 

Yerkes'  Jazarimba  Orch. 
.\2880  Dancing    Honeymoon — Fox-trot, 

Art  Hickman's  Orch. 
Fe  Fi  Fo  Fum — One-step.  .Art  Hickman's  Orch. 
A2876  Buddha-Dardanella — Fox-trot, 

Columbia  Saxophone  Sextette 
Limehouse  Nights — Medley  One-step, 

Columbia  Saxophone  Sextette 

A5929  Charming — Waltz   Prince's  Orch. 

A   Dream— Medley  Waltz  Prince's  Orch. 

A2844  "O"  (Oh)— Fox-trot  Ted  Lewis  Jazz  Band 

Barkin'  Dog — Fox-trot, 

Gorman's  Novelty  Synoopators 

A2851  Dardanella — Fox-trot   Prince's  O'rch. 

Wild  Flower  Waltz.  ..  .Yerkes'  Jazarimba  Orch. 

A2858  Cairo — One-step   Art    Hickman's  Orch. 

Rose  Room — Fox-trot  Art  Hickman's  Orch. 

A2874  Apple   Blossoms   Waltz — Medley  Waltz, 

Prince's    Dance  Orch. 
Old  Fashioned  Garden — Medley  One-step, 

Prince's    Dance  Orch. 
A6081  My   Belgian  Rose — -Medley  Waltz, 

Prince's  Orch. 

Beautiful  Ohio — Medley  Waltz.  .Prince's  Orch. 
A2813  The    Hesitating  Blues — Medley  Fox-trot, 

Art  Hickman's  Orch. 
Those   Draftin'  Blues — Medley  Fox-trot, 

Art  Hickman's  Orch. 
A6137  Oh  What  a  Pal  Was  Mary— Medley  Waltz, 

Prince's  Orch. 
Carolina    Sunshine — Medley  Waltz. 

Prince's  Orch. 
A2864  Just  Like  the  Rose — Medley  Fox-trot, 

Paul  Biese  Trio 
When   You're   Alone — Medley  Fox-trot, 

Paul  Biese  Trio 
A2686  Out   of   the  East — Oriental  Fox-trot, 

Fuller's   Novelty  Orch. 
Singapore — Medley  Fox-trot, 

Fuller's   Novelty  Orch. 

A2707  Ja-Da !— Fox -trot, 

Sweatman's   Original   Jazz  Band 
Rainy   Day  Bines — Fox-trot, 

Sweatman's  Original  Jazz  Band 
A2811  My    Baby's    Arms — Fox-trot, 

Art    Hickman's  Orch. 
On  the  Streets  of  Cairo — One-step. 

Art    Hickman's  Orch. 
A2719  No    One    But    You— Medley  One-step, 

Waldorf-Astoria    Dance  Orch. 
It  Gets  Them  All — Medley  Fox-trot. 

Waldorf-Astoria    Dance  Orch. 
SPECIAL  AUGUST  MID-MONTH  LIST 
A2939  Left  All  Alone  Again  Blues,  from  "The  Night 

Boat"   Marion    Harris,  Comedienne 

Everybody  But  Me.. Marion  Harris,  Comedienne 
A2944  The   St.   Louis  Blues, 

Marion  Harris,  Comedienne 

Homesickness  Blues, 

T  „  Marion  Harris,  Comedienne 

A2946  In  Sweet  September  Al  Jolson,  Comedian 

Early  in  the  Morning  (Down  on  the  Farm), 
A^„..„        .       ,„    .  Frank  Crumit 

A2948  Marion  (You'll  Soon  Be  Marryin'  Me), 

T>  X,.       „  .,  Frank  Crumit 

Pretty  Kitty  Kelly  Charles  Harrison 

DANCE  RECORDS 

A2Q45  Somehow— Fox-trot  Ted  Lewis  Jazz  Band 

I   Know   Why — Medley   Fox-trot.      Intro.:  "My 

Ao.,,^     Cuban  Dreams"  Morrison's  Jazz  Orch. 

A2949  Dance-o-Mania — Fox-trot   The  Happy  Six 

Slow   and    Easy,    Intro.:    "I'm    Sorry    I  Ain't 
Got  It  You  Could  Have  It  If  I  Had  It  Blues" 

 Louisiana    Five    Jazz  Orch. 

A6157  Tripoli,  Intro.:  "Let  the  Rest  of  the  World  Go 

By  —Medley  Waltz  Prince's  Orch. 

Romance,    Intro.:    "There'll    Come    a    Day" — 
Waltz   Prince's  Orch. 

EDISON  AMBEROL  RECORDS 


29056 
29057 

4037 
4038 
4039 
4040 

4041 

4042 
4043 

4044 
4045 
4046 


ROYAL  PURPLE  RECORDS 
Want  of  You  (Vanderpool).    Baritone,  Orch.  accomp., 

Thomas  Chalmers 

Loves  Sorrow  (Shelley).    Contralto,  Orch.  accomp., 

Carolina  Lazzari 

REGULAR  LIST 
Red  Tulip  (Weiller).    Waltz  intermezzo, 

Edison  C!oncert  Band 
When  Im  Alone,  I'm  Lonesome  (Brett-Jacobs). 

Soprano,  Orch.  accomp  Leola  Lucey 

Pickaninny  Blues   (A  Waltz  Lullaby)  (Klickmann). 

Male  voices,  Orch.  accomp  Crescent  Trio 

When    You're    Gone    I    Won't    Forget    (De  Rose). 
Contralto  and  tenor,  Orch.  accomp., 

Louise  Terrell  and  George  Wilton  Ballard 
Oh  By  .Jingo!  Oh  By  Gee!  (You're  the  Only  Girl  for 
Me)  (A.  Von  Tilzer).    Male  voices,  Orch.  accomp., 
,  Premier  Quartet 

Dardanella    (Bernard-Black).      Soprano    and  tenor, 

Orch.  accomp  Gladys  Rice  and  Vernon  Dalhart 

Affrhanistan      (Wilander-Donnelly).       Fox-trot,  for 
dancing, 

Lopez  and  Hamilton's  Kings  of  Harmony  Orch. 
Bluin'  the  Blues  (Ragas).    Fox-trot,  for  dancing, 

Lopez  and  Hamilton's  Kings  of  Harmony  Orch. 
All  Over  This  World.    Male  voices, 

Fisk  University  Jubilee  Quartet 
Semper  Fidelis  March  (Sousa), 

United  States  Marine  Band 


4047 
4048 

4049 

4050 

4051 

4052 
4053 

4054 
4055 
4056 
4057 

4058 

4059 


82188 
82189 

82190 

82191 

80512 

80523 

80528 
80529 

80530 

80531 
50623 
50652 

50653 
50654 

50655 


August,  1920 


Everybody's  Buddy  (Frisch).    Tenor,  Orch.  accomp., 

Lewis  James 

Oh  I  How  I  Laugh  When  I  Think  How  I  Cried  About 
You  (White).    Conversational  duet,  Orch.  accomp., 
Rachael  Grant  and  Billy  Murray 
Bow-Wow  (Wadsworth).    One-step,  for  dancing.  Two 
saxophones  and  two  pianos, 

Wiedoeft- Wadsworth  Quartet 
Oh,  Joe  (Please  Don't  Go)  (Briers), 

Al  Bernard  and  Frank  M.  Kamplain 
Will  It  Ever  Be  the  Same  Again  (Gilbert-Cooper). 

Tenor,  Orch.  accomp  Reese  Jones 

Hawaiian  Smiles  (Earl).    Waikiki  Hawaiian  Orchestra 
While  Others  Are  Building  Castles  in  the  Air  (I'll 
Build  a  Cottage  For  You)  (Fischer).   Tenor,  Orch. 

accomp.,   Lewis  James 

Dinnie  Donohue,   the   District  Leader    (Irish  Mono- 
log).     Orch.  accomp  William  Cahill 

As  You  Were  (Gaskill).  Tenors, 

Lewis  James  and  Charles  Hart 
La  Veeda  (Alden).  Fox-trot, 

Max  Fells'  Delia  Robbia  Orchestra 
Sweeter  As  the  Years  Go  By   (Morris)  Mezzo-so- 
prano and  tenor,  Orch.  accomp., 

Helen  .  Davis,  Charles  Hart  and  Mixed  Chorus 
Alabama  Moon  (G.  H.  Green).  Soprano,  Orch. 
accomp.    Xylophone  obbligato  by  G.  H.  Green, 

Gladys  Rice 

Alexandria  (Aphrodite  (Goetzl).    Fox-trot,  for  danc- 
ing Max  Fells'  Delia  Robbia  Orchestra 


EDISON  RErCREATIQNS 

Scherzo-Tarentelle   (Wieniawski).  Violin, 

Albert  Spalding 

Traumerei  (Schumann).    Violin  Albert  Spalding 

By    the    Waters    of    Minnetonka    (Lieurance),  and 
Lullaby   (Lieurance).     Soprano  Frieda  Hempel 

Kentucky  Babe  (Geibel).  Soprano, 

Frieda  Hempel  and  Lyric  Male  Quartet 

Elegie   (Massenet).     Soprano,  in  French,  'Cello  ob- 
bligato by  Lauri  Kennedy  Marie  Rappold 

Torna  a  Surriento  (Come  back  to  Sorrento)  (De 
Curtis).     Baritone,   in  Italian  Mario  Laurenti 

Carry  Me  Back  to  (Did  Virginny  (Bland).  Soprano 
and  male  voices.  ..Anna  Case  and  Criterion  Quartet 

Danny  Deever   (Damrosch).  Bass-baritone, 

Arthur  Middleton 

Columbia,  the  Gem  of  the  Ocean   (Red,  White  and 
Blue)  (Old  English  Air).  Baritone, 

Thomas  C^halmers  and  Mixed  Chorus 
Farewell  Marguerite  (Boardman.)  Tenor, 

Albert  Lindquest 

Old  Hungarian  Melody  (Laczi), 

Armand  Vecsey  and  his  Hungarian  Orchestra 
Summer  Showers  (Intermezzo)  (Logan), 

Peerless  Orch. 
Gentle  Annie  (S.  C.  Foster).    Male  voices, 

Apollo  Quartet  of  Boston 

Home  Again  (Pike).    Tenor  Hardy  Williamson 

Is  My  Name  Written  There     (Davis).     Tenor  and 

baritone  Charles  Hart  and  Elliott  Shaw 

Shall  You?     Shall  I?  (McGranahan) .    Tenor,  bari- 
tone and  mixed  voices, 

Charles  Hart,  Elliott  Shaw  and  Calvary  Choir 
In  an  Old-Fashioned  Town  (Squire).  Contralto, 

Marie  Morrisey 
Want  of  You  (Vanderpool).  Baritone, 

Thomas  Chalmers 

Ambassador  Polka  (Losey).  Cornet. ..  .Bohurair  Kryl 
Luxembourg  Waltz — Count  of  Luxembourg  (Lehar). 

Whistling   Sybil  Sanderson  Fagan 

Hawaiian  Breezes  (MacMeekin).  Waltz, 

Waikiki  Hawaiian  Orch.  (with  Louise  and  Ferera) 
Marche  Lorraine  (Ganne) ...  Imperial  Marimba  Band 
Hail  to  the  Spirit  of  Liberty  March  (Sousa), 

New  York  Military  Band 
Spirit  of  Independence  March  (Holzmann), 

Conway's  Band 

Devil's  Dream  Medley.  Reels.  Violin,  Joseph  Samuels 
Haste  to  the  Wedding.    Medley  of  Irish  Jigs. 

Accordion  John  J.  Kimmel 

Darky's  Oration  on  Woman    Negro  vaudeville  sketch 

with  banjo  Billy  Golden  and  James  Marlowe 

Train  Time  at  Pun'kin  Center  (C.  Stewart.    A  rural 

sketch  Cal  Stewart  and  Company 

My  Friends,  Morris  arid  Max  ( Kalmar- Leslie-Ruby) , 

Maurice  Burkhart 

Pittsburgh,  Pa.  (Burns-Kissen-Ruby),  Monroe  Silver 


55006 
55O07 

240-08 

14072 

24009 

14073 

14074 
14074 
14075 

14076 


AEOLIAN  CO. 

OPERATIC  SELECTIONS 
Zaza — O  mio  piocolo  tavalo  (Leoncavallo).  Tenor 
in    Italian.      Vocalion    orch.  accomp., 

Giulio  Chimi  12 
Miserere,    from    "II    Trovatore"    (Verdi).  In 
Italian.     Vocalion  orch.  accomp., 

Rosa  Raisa,  Giulio  Crimi  and  Crous  12 
STANDARD  SELECTIONS 
Little  Town  in   County  Down   (Carlo  Sanders) 

Tenor,  Vocalion  orch.  accomp ..  Colin  0''More  10 
Pretty     Kitty     Kelly     (Nelson-Pease).  Tenor, 

Vocalion  orch.  accomp  Colin  O'More  10 

Oh    Susanna    (S.    Foster).     Tenor,  Vocalion 

orch.    accomp   10 

Medley — Plantation  Songs:  (1)  Massa's  in  the 
Cold,  Cold  Ground,  (2)  My  Old  Cabin  Home, 
(3)  O   Dem  Golden   Slippers.     Vocalion  orch. 

accomp  Aeolian  Male  Quartet  10 

INSTRUMENTAL  SELECTIONS 
Joselyn — "Berceuse"     (Godard).     'Cello,  Piano 

accomp.   Maurice  Dambois  10 

Scherzo    (Dittesdorf).      'Cello,    Piano  accomp., 

Maurice  Dambois  10 
POPULAR  SELECTIONS 
Everybody's  Buddy    (Frisch).     Orch  accomp., 

Samuel  Ash  10 
When  He  Gave  Me  You  (Murphy  and  White). 

Orch.  accomp  Henry  Burr  10 

Lone  Star  (Bernard- Wiedoeft).     Orch.  accomp., 

Ernest   Hare  10 
You  Can't  Go  Wrong  With  a  Girl  from  Dixieland 

(Pickard).    Orch.  accomp  Peerless  Quartet  10 

Clouds   (David).     Orch.  accomp. ..  .Samuel  Ash  10 
Hiawatha's   Melody    (Bryan-Meyer).     Orch.  ac- 
comp Charles   Hart-Elliot    Shaw  10 

There's  a  Typical  Tipperery  Over  Here  (Silver). 

Orch.   accomp  American   Quartet  10 

One  Loving  Caress  (Wenrich).  Orch.  ac- 
comp Chapbell-Burr  10 

{Continued  on  page  232) 


232 


THE    TALKING    MACHINE  WORLD 


July  15,  1920 


THIS  SALESMAN 

REMIND 


WILL 

DISPLAY  SUGGEST 

FOR  YOU 


SELL 


Dulciphone  Needles 

"The  Highest  Quality  Needle  in  America' ' 

MADE  SCIENTIFICALLY  OF  THE  HIGHEST  GRADE  CARBON  STEEL.  GUAR- 
ANTEED TO  PLAY  THE  LONGEST  RECORD  WITHOUT  VARIATION 
AND,  WITH  PUREST  REPRODUCTION. 


DEALERS'  PRICE  0\/ „        Per  I 

100  to  the  Package    0/2C.  Package  I  Brings  the  Handsome  Display  Case 

Jobbers  and  Sales  Agents  write  for  our  proposition  to  you 


Your  Initial  Order  for  200  Packages  JpJ|*^^ 


GRAND  TALKING  MACHINE  CO.,  Inc. 


Manufacturers  of 
Dulciphone  Phonographs 
Dulciphone  Needles 


Distributors  ot 
QRS  Player  Rolls 
Emerson  Records 


268-270  Flatbush  Ave.  Extension 

BROOKLYN,  N.  Y. 


ADVANCE  RECORD  BULLETINS  FOR  AUGUST — (Continued  from  page  231) 


DANCE  SELECTIONS 
14077  A    Y'oung    Man's    Fancy     (Music    Box),  from 
'"What's  in  a  Name?"   (Ager) — Fox-trot, 

Harrj'  A.   Yerkes'  Dance  Orch.  10 
On  Miami  Shore — Waltz  (Jacobi),  - 

Harry  A.  Yerkes'  Marimba  Band  10 
1-1 07S  Wig\vam — Fox-trot  (Samuels), 

•  Murray's  Melody  Men  10 

Polly — One-step  (Richmond), 

Murray's  Melody  Men  10 


PATHE  FRERES  PHONOGRAPH  CO. 


POPULAR  SUPPLEMENT  NO.  35 
POPULAR  VOCAL 
22381  In  Old  Madeira   (Wehner-Sanders-Carlo),  Tenor 

duet  Campbell   and  Burr 

When  a  Peach  in  Georgia  Weds  a  Rose  from 
Alabam'  (Hager-Goodwin), 

Peerless  Male  Quartette 
22355  I'd   Like  to  Know   Why  I  Fell  in  Love  With 

You    (Timberg).     Tenor  Lewis  James 

One  Loving  Caress  (Wenrich).    Tenor  and  bari- 
tone duet  Charles  Hart  and  Elliott  Shaw 

20458  Ten   Little   Bottles    (McDonnell-Monaco).  Bari- 

tone,  piano  accomp  Jack  Norworth 

I'm  On  Strike  (Feldman).     Baritone,  piano  ac- 
comp.,  Tack  Norworth 

22392  I'd  Like  to  Take  You  Away   (From  "Betty  Be 

CJood")     (Smith-Riesenfeld).       Ojntralto  and 

tenor  duet  Marion  Cox  and  Billy  Jones 

Le  Wanna   (Bernard).     Baritone.  .  .Ernest  Hare 

22393  I'm  the  Good  Man  That  Was  So  Hard  to  Find 

(Green-Piantadosi).     Baritone  Ernest  Hare 

.-Mibi     Blues      (Swanstrom-Morgan).  Soprano, 
piano  accomp  Aileen  Stanley 

22394  Mammy's    Little    Sugar    Plum  (Davis-Erdman). 

Tenor,   Noble  Sissle 

Gee,  I  Wish  I  Had  Some  One  to  Rock  Me  in  the 
Cradle  of  Love  (Sissle-Blake) .  Tenor, 

Noble  Sissle 

22395  There's  a  Typical  Tipperary  Over  There  (Gerber- 

Si'ver).     Male  quartet  The  Harmonizers 

I'll  Be  With  You  in  Apple  Blossom  Time  (Flee- 

son-Von  Tilzer).    Tenor  Malvin  Strong 

DANCE 

22383  Jade  Lady  (Webb).  On^step 

Webb's  Novelty  Entertainers 
Gems  (Broaker).  Fox-trot, 

Webb's  Novelty  Entertainers 

20459  Missy,    Introducing   "Rainbow   of   My  Dreams" 

(Robe-Stanton).     Medley  Fox-tro.t, 

Rudy  Wiedoeft's  Palace  Trio 
Lone  Star  (Wiedoeft).  Fox-trot. 

Rudy  Wiedoeft's  Palace  Trio 
22380  Dance-O-Mania  (Gilbert-Cooper).  Fox-trot, 

Green  Brothers'  Novelty  Band 
Kismet  (Henlere).  Fox-trot, 

Green  Brothers'  Novelty  Band 

22396  Do  You  Know?     (McNamara-Fitzgibbon).  Fox- 

trot.     (Under    personal    direction    of  Joseph 

Knecht  Waldorf-Astoria  Dance  Orchestra 

Romance  (David).    Waltz.     (Under  personal  di- 
rection of  Joseph  Knecht), 

Waldorf-Astoria  Dance  Orchestra 

22397  Korinthia  (Kneight).    One-step.     (Under  person- 

al direction  of  Joseph  Knecht), 

Waldorf-Astoria  Dance  Orchestra 
When  Shadows  Fall  I  Hear  You  Calling,  Cali- 
fornia (Kalmar-Ruby-Jones) .    Fox-trot.  (Under 
personal  directien  of  Joseph  Knecht), 

Waldorf-Astoria  Dance  Orchestra 
40202  Marion  (You'll  Soon  Be  Marryin'  Me)  Introduc- 
ing "Maybe"  (Ingram-McConnell-Davis).  Med- 
ley Fox-trot, 

United  States  Hotel  Orchestra,  Saratoga,  N.  Y. 
Some  Pretty  Day.  Introducing  "I'd  Love  to  Fall 
Asleep  and  Wake  Up  in  My  Mammy's  Arms" 
(Ahlert).     Medley  Fox-trot, 

United  States  Hotel  Orchestra,  Saratoga,  N.  Y. 
INSTRUMENTAL 

22373  Underneath  the  Moon  (Branen-PIunkett).  Saxo- 

phono  solo  Duane  Sawyer 

Some  of  the  Time  I'm  Lonely  (Hatch).  Saxo- 
phone solo  Duane  Sawyer 

HAWAIIAN 

22391  Hawaiian  Twilight   (Sherwood-Vandersloot).  Ha- 
waiian guitars  Ferera  and  Franchini 

Drifting  (Lamb-Polla) .     Hawaiian  guitars, 

Ferera  and  Franchini 

Regular  August  Pathe  List 

POPUL.^R  VOCAL  "HITS" 

22374  Marion  (You'll  Soon  Be  Marryin'  Me)  (Kienzle- 

Smith-Ingham-McConnell)  Orpheus  Trio 

Good-Bye  Sunshine,  Hello  Moon!  (Buck-Eckstein), 
Tenor   Sam  Ash 

22376  Tired  of  Me  (CXark-Donaldson).  Tenor, 

Lew-is  James 

Ages  and  Ages  (Kendis-Brockman).    Tenor  duet, 
Lewis  James  and  Charles  Hart 

22377  Rose  of  Washington  Square  (MacDon.ild-Hanley) . 

Baritone  Sidnev  Phillips 

Tiddle-Dee  Winks  (At  AH  the  Men)  (Kilgour- 


10 


10 


10 


10 


10 


10 


10 


10 


10 
10 


10 


10 


10 


10 


10 


10 


12 


12 


10 
10 

10 
10 


10 
10 


10 
10 


10 


22378 
22382 
20456 
22388 

22375 
40200 
22353 

22387 

22354 
22371 
22384 
22342 
22390 

20457 

54047 
54046 
25042 


Handman).    Tenor  Billy  Murray 

Who'll  Take  the  Place  of  Mary?  (Dubin-Gaskill- 
Mayo)  Orpheus  Trio 

After  You  Get  What  You  Want  You  Don't  Want 
It   (Berlin).     Tenor  Billy  Jones 

The   Moon   Shines  on  the  Moonshine  (DeWitt- 
Bowers).     Baritone  Ernest  Hare 

I  Want  a  Jazzj'  Kiss  (Ring-Hager), 

Collins  and  Harlan,  Comedians 

When    He    Gave    Me    You    (Mother    of  Mine) 
(ilurphy- White).     Tenor  Henry  Burr 

That  Old  Irish  Mother  of  Mine  (Jerome-Von  Til- 
zer),  Sterling  Male  Trio 

Some   Pretty   Day    (Lewis- Young- Ahlert).  Con- 
tralto and  tenor  duet, 

Marion  Cox  and  Billy  Jones 

Sunny      Southern     Smiles  (Gilbert-MacBoyle- 
Cooper),   The  Harmonizers 

Unlucky  I51ues   (Lewis-Robinson).  Tenor, 

Al  Bernard 

Oh,   Joe!    (Please    Don't    Go)  (Walker-Briers), 

Tenor,   Al  Bernard 

American  Fantaisie   (Herbert)    Artur  Bodanzky, 

Director  New-  Symphony  Orchestra 

Invitation   to    the   Dance    (Weber).     Artur  Bo- 
danzky, Director  New  Symphony  Orchestra 

Believe    Me    If    All    Those    Endearing  Young 
Charms   (Moore).     Violin,  flute  and  piano, 
Longo  Trio  (F.  Longo,  N.  Laucella,  S.  Guidi) 
The  Meeting  of  the  Waters  (Old  Melody), 

Longo  Trio  (F.  Longo,  N.  Laucella,  S.  Guidi) 
The    Sidewalks    of    New    York  (Lawlor-Blake). 
(H.  J.   Clarke-Steel  Guitar), 

Royal  Waikiki  Hawaiian  Orchestra 
On  the  Banks  of  the  Wabash,  Far  Away  (Dres- 
ser).    (H.  J.  Clarke-Steel  Guitar), 

Roval  Waikiki  Hawaiian  Orchestra 
NEW  DANCE  RECORDS 
Just  a  Little  Touch  of  Paris    (Kernell).  One- 
step  \'an  Eps-Banta  Trio 

Bell    Hop    Blues    (from    "Look    Who's  Here") 
(Piantadosi).     Fox-trot,    Van    Eps-Banta  Trio 
Rose  of  the  Orient  (Johnson-Arthur).  Fox-trot, 
Green  Brothers'  Novelty  Band 
Dancing  Honeymoon  (Janssen).  Fox-trot, 

Green  Brothers'  Novelty  Band 
Jean  (Brooks).  Fox-trot, 

Ernest  Hussar's  Orchestra 
Abandonado  (Pasadas).  Waltz, 

Ernest  Hussar's  Orchestra 
I  Know  Why  (Davis-Morgan).  Fox-trot, 

Nicho'as  Orlando's  Orchestra 
So  This  Is  Pads  (Motzan-Akst) .  One-step, 

Nicholas  Orlando's  Orchestra 
A   Young   Man's   Fancy    (from   "What's   in  a 
Name")    (Anderson-Yellen-Ager).  Fox-trot, 

Casino  Dance  Orchestra 
In  Sweet  September  (Monaco).  Fox-trot, 

Green  Brothers'  Novelty  Band 
Wigwam   (Samuels)  Fox-trot, 

Joseph  Samuels'  Orchestra 
Mississippi  Shore  (Sizemore-Van  Alstyne).  Waltz, 
Joseph  Samuels'  Orchestra 
Somewhere  a   Voice   Is   (falling  (Newton-Tate). 

Tenor,  in  English  Tito  Schipa 

Good-Bye   (Tosti).     Soprano,  in  English, 

Yvonne  Gall 

By  the  Waters  of  Minnetonka  (Cavanass-Lieu- 

rance).     Baritone  Percy  Hemus 

Last  Night  (Kjerulf).    Baritone. ...  Percy  Hemus 


20001 
20002 

20007 

20008 
20009 

20010 
20011 
20012 
20013 
33061 


PARAMOUNT  RECORDS 

DANCE  RECORDS 
Dardanella.  Fox-trot.  Selvin's  Novelty  Orchestra 
That  Naughty  Waltz.    Selvin's  Novelty  Orchestra 
Isle  of  My  Golden  Dreams.  Waltz, 

Selvin's  Novelty  Orchestra 
Peggy.  For  dancing.  Selvin's  Novelty  Orchestra 
Irene.  Medley  Fox-trot.  Selvin's  Novelty  Orch. 
Venetian  Moon.    For  dancing. 

Selvin's  Novelty  Orchestra 
Charms.  Fox-trot.  Newport  Society  Orchestra 
Jean.  Medley  Fox-trot.  Selvin's  Novelty  Orch. 
I'll  See  You  in  Cuba.    For  dancing, 

.^11  Star  Trio 
When  Jly  Baby  Smiles  at  ile.    For  dancing. 

All  Star  Trio 

Oh,  By  Jingo.     Vocal  M  Bernard 

Saxophone  Blues.   \'ocal.  Al  Bernard.  Saxophone 

solo   Rudy  Wiedoeft 

Pickaninny  Blues.    Vocal  Henry  Burr 

Let  the  Rest  of  the  World  Go  By, 

Quia  Helene  Evans 

Wond'ring.    Fox-trot  --Ml  Star  Trio 

Rose  of  Washington   Square.     Medley  Fox-trot, 

Newport  Society  Orchestra 
La  Veeda.  Fox-trot.  Newport  Society  Orchestra 
Left  All  Alone  Again  Blues.    Jledley  Fox-trot, 

Newport  Society  Orchestrr. 
I  Might  Be  Your  Once  In  a  While, 

American  Marimba  Band 
On  Miami  Shore  American  Marimba  Band 


10 
10 
10 
10 
10 
10 
10 


10 
10 
10 
10 
12 
12 

10 
10 

10 

10 

10 
10 
10 
10 
10 
10 
10 
10 

10 

10 

10 

10 

12 

12 

10 
10 


10 
10 

10 
10 
10 

10 
10 
10 

10 

10 
10 

10 
10 

10 
10 

10 
10 

10 

10 
10 


QENNETT  LATERAL  RECORDS 


SELECTIONS 

9038  La  Veeda   (Alden).     Fox-trot.     Sa.-cophone  solo, 

Orch.  accomp., 

Duane  Sawyer  and  His  Novelty  Orchestra 
The  Crocodile  (Motzan-Akst).  Fox-trot, 

Bennie  Krueger's  Melody  Syncopators 

9039  Railroad  Blues  (Roberts).  One-step, 

Raderman's  Novelty  Orchestra 
Bow-Wow  (Wadsworth).  One-step, 

Saxi  Holtsworth  Harmony  Hounds 

9043  Oriental  Stars  (Monaco).  One-step, 

Rose  Garden's  Orchestra,  A.  Uhrmetz  conducting 
Left  All  Alone  Blues  (from.  "The  Night  Boat") 

(Kerns).     Fox-trot  Cordes'  Orchestra 

9036  Who'll  Take  the  Place  of "  Mary  (Cunningham- 
Gaspicc-Maj^o).      Vocal    trio,    Orch.  accomp., 

Orpheus  Trio 
One  Loving  Caress  (Wenrich).    Tenor  and  bari- 
tone duet,  Orch.  accomp  Hart  and  Shaw 

9044  All  the  Boys  Love  Mary  ( Van-Schenck-Sterling) . 

Tenor  solo,  Orch.  accomp  Billy  De  Rex 

One   Little  Ciirl    (Klickman-Frost).     Tenor  solo, 
Orch.    accomp  Arthur  Hall 


10203 


10192 


10193 


10191 


10194 
10196 


10205 


10197 


10195 


10204 


10206 


1019S 


10199 


10200 


10202 


10201 


EMERSON  PHONOGRAPH  CO. 

BIG  D.\NCE  HITS 
The  Love  Nest.    From  Musical  Production 
"Mary"    (Louis  A.  Hirsch).  Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
Close  to  M3'  Heart,  Aledley.  Intro.:  "I  Love  to 
Fox-trot"  from  the  Musical  Production  "Honey 
Girl"  (Von  Tilzer-Fleeson).  Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
So  Long  Oolong,  How  Long  You  Gonna  Be 
Gone?  (Kalmar-Ruby).  Fox-trot, 

Green  Brothers'  Novelty  Band 
Yokahoma  (Gerald  Peck).    Japanese  Fox-trot, 

Knickerbocker  Specialty  Orchestra 
Hiawatha's  Melody  of  Love  (Br;'an-Meyer) . 

Waltz  Green  Brothers'  Novelty  Band 

Whose  Baby  Are  You?  From  iSIusical  Produc- 
tion "The  iNight  Boat"  (Jerome  Kern).  One- 
step   The  All  Star  Trio 

My  Sahara  Rose  (Clarke-Donaldson).  Fox-trot, 

Sanford's  Famous  Dance  Orchestra 
Old  Man  Jazz  (Gene  Ouaw^) .  Fox-trot, 

George  Hamilton  Green's  Novelty  Orchestra 

lean    (Shelton  Brooks).     Fox-trot  --Ml  Star  Trio 

Wild  Flower  (Marj'  Earl).    Waltz  .\11  Star  Trio 

Cairo  (Freed-Weeks).  One-step, 

Plantation  Jazz  Orchestra 
Kismet  (Herschel  Henlere — Guido  Diero).  Fox- 
trot  Continental  Military  Band 

Fatima   (Curtis-Van  -•Mstyne).  One-step, 

Six  Brown  Brothers 
12th  Street  Rag  (C.  E.  Wheeler).  Fox-trot, 

Six  Brown  Brothers 
I  Know  Why  (Davis-Morgan).  Fox-trot, 

The  Palace  Trio 
Do  You  Know,  Medley,  Intro.:  "Hold  Me"  (Mc- 
Namara-Fitzgibbon-Hickman-Black).  Fox-trot, 

The  Palace  Trio 
Rainbow  of  My  Dreams,  Medle}^  Intro.:  "Norse 
Maid"  ( Freed- Wallace) .    Fox-trot.  Saxophone 

Se.xtette   Six  Brown  Brothers 

Jazz  Band  Blues  (James  White).  Fox-trot.  Saxo- 
phone Sextette.  Six  Brown  Brothers 

Do   .Another   Break    (George   Hamilton  Green). 

Fo.x-trot   Green  Brothers'  Novelty  Band 

Saxema  (Rudy  Wiedoeft).    One-step.  Saxophone 

Solo  Accomp  Rudy  Wiedoeft 

Fee  Fi  Fo  Fum  (Motzan-Olman).  One-step, 

Van  Eps  I>anta  Trio 
Palm  Beach  (C.  Luckyth  Roberts).  Fox-trot, 

Van  Eps  Banta  Trio 
LATEST  SONG  HITS 
Marion  You'll  Soon  Be  Marryin'  Me  (Kienzle- 
Smith-Ingham-McConnel!) .    Tenor  Solo,  Orch. 

.\ccomp  Ir\nng  Kaufman 

Whistle     a     Song  (Howard-Kornblum-Myers). 

Novelty  Song.  Orch.  .\ccomp  Billy  Murray 

I'd  Love'  to  Fall  Asleep  and  Wake  Up  in  My 
Mammv's  .\rms  (Lewis-Young-.\hlert).  Bari- 
tone Solo,  Orch.  .\ccomp  Eddie  Nelson 

Ever\'bodv's  Buddy  (Grossman-Frisch).  Baritone 

Solo,  Orch.  .\ccomp  Arthur  Fields 

The  Argentines,  the  Portuguese  and  the  Greeks 
(Swanstrom-Morgan).      Comedy    Song.  Orch. 

.\ccomp  Eddie  Cantor 

Noah's  Wife  Lived  a  Wonderful  Life  (Vellen- 
Lewis-Erdman-Olman).     Comedy    Song.  Orch. 

Accomp.    .■.  Eddie  Cantor 

That  Old  Irish  Mother  of  Mine  (Jerome-Von  Til- 
zer).   Tenor  Solo.  Orch.  .-Vccomp ..  Walter  Scanlan 
Sliamrock   Leaves   (Robe-.\rthur).     Tenor  Solo, 

Orch.  .\ccomp  Walter  Scanlan 

In  the  Shade  o€  the  Sheltering  Palm,  from  Musi- 
cal Production  "Florodora"  (Leslie  Stuart). 
Tenor  Solo,  Orch.  Accomp  Sam  .■Xsh 


July  15,  1920 


THE    TALKING    MACHINE  WORLD 


233 


Some  Leading  Jobbers  ol  Talking  Machines  in  America 


RECORD  BULLETINS  FOR  AUG.,  1920 

{Continued  from  page  232) 

It  Seems  Like  Ages  and  Ages  (And  You've  Only 
Been  Gone  a  Day)  (Kendis-Brockman).  Tenor 
Solo,  Orch.  Accomp  Sam  Ash 

STANDARD  AND  NOVELTY  SELECTIONS 

10207  Wailana  Waltz. 

Harry  J.  Clarke's  Royal  Waikiki  Orchestra 
Kawaihau  Medley.  Waltz, 

Toots  Paka  Hawaiian  Company 

10208  Kentucky  Babe   (Adam  Geibel).     Male  Quartet. 

Banjo  Accomp  Shannon  Four 

Drink  to  Me  Only  with  Thine  Eyes  (Ben  J-oh.n- 
son).    Tenor  Solo,  Orch.  Accomp  Reed  Miller 

10209  Ragtime  at  Pun'kin  Centre.    Monologue ..  Cal  Stewart 
The   Last   Day    of    School    at    Pun'kin  Centre. 

Monologue   Cal  Stewart 


6001 
6002 
6003 
6004 
6005 
6006 
2003 

4004 
4005 

5004 
5005 
5006 


EMPIRE  TALKING  MACHINE  CO. 

SIXTH  RELEASE 
POPULAR   SONG  HITS 
Tell     Me     Pretty     Maiden.       Sextette  from 

"Florodora"   Empire   Light   Opera  Co. 

Marion      (You'll     Soon     Be     Marryin'  Me). 

Orch.    accomp  Crescent  Trio 

Wiho'U  Take  the  Place  of  Mary?.    Tenor  solo, 

orch.    accomp  Charles  Hart 

Hiawatha's  Melody  of  Love.     Male  Duet,  orch. 

accomp  Charles   Hart   and   Elliott  Shaw 

In  the   Shade  of  the   Sheltering  Palm.  From 

"Florodora"   Elliott  Shaw 

My    Isle    of    Golden    Dreams.  Orch.  accomp., 

Sterling  Trio 
Bless  My  Swanee  River  Home.    Orch.  accomp.. 

Peerless  Quartet 
Floating  Down  to  Cotton  Town.  Orch.  accomp.. 

Shannon  Four 
Oh'    By    Jingo.      Tenor    solo,    orch.  accomp., 

Billy  Murray 
Profiteering  Blues.     Tenor  solo,  orch,  accomp., 

Billy  Murray 

Just  Like  the  Rose.    Orch.  accomp  Sterling  Trio 

Venetian   Moon.     Tenor    solo,    orch.  accomp., 

Henry  Burr 

SACRED  SELECTIONS 
He   Leadeth   Me.     Male  Duet,   orch.  accomp.. 

Reed   Miller  and   Royal  Dadmun 
I  Need  Thee  Every  Hour.     Male  Duet,  orch. 

accomp   Reed  Miller  and  Royal  Dadmun 

CONCERT  SELECTIONS 
Souvenir.     Violin  solo,   piano   accomp.. Vera  Barstow 
Bird    Voices.      Whistling    solo,   orch.  accomp., 

Sibyl  Sanderson  Pagan 
Sweet    Genevieve.      Violin,    cello    and.  piaijo. 

Taylor  irio 

Valse  Erica.     Saxophone  solo  Rudy  Wiedoeft 

DANCE  SELECTIONS  ^  ^ 

La  Veeda.     Fox-trot  Empire  Jazz  Orchestra 

Oh  My  Lady   (Listen  to  My  Serenade).  One- 

step    Billy  Murray's  Melody  Men 

Railroad'  Blues.  Fox-trot ....  Empire  Jazz  Orchestra 
VV'hose  Baby   Are  You?     O'ne-step.  ,  , 

'  Billy  Murray  s  Melody  Men 

Beautiful  Ohio.  Waltz ....  Rector's  Dance  Orchestra 
I'm  Forever  Blowing  Bubbles.   Waltz.  Choruses 

Sung   Empn-e    Jazz  Band 


OPERAPHONE  CO.,  INC. 


21171 
21172 

21173 
21174 
^1175 

31150 

31151 
31152 
31153 

51137 

81101 

71107 


POPULAR  VOCAL 
In  My  Garden  of  Yesterday  (Ash-Ring-Hager). 

Tenor,   Orch.   accomp  Sam  Ash 

Le  Wanna  (Bernard).     Baritone,  Orch  accomp., 

Ernest  Hare 

Some  Pretty  Day   (Lewis-Young-Ahlert).  Con- 
tralto and  tenor  duet,  Orch.  accomp., 

Helen  Burke  and  Charles  Knapp 
Shadows  (Brennan-Bule) .    Orch.  accomp.. 

Peerless  Quartet 
Profiteering  Blues  (Wilson-Bibe) .    Tenor,  Orch. 

accomp...   .......Billy  Murray 

I  Want  a  Jazzy  Kiss  (Ring-Hager).  Comedians, 

Orch.  accomp.  Collins  and  Harlan 

Rose   of   Washington    Square  (MacDonald-Haii- 

ley).    Baritone,  Orch.  accomp  Sidney  Phillips 

There's     a     Typical  Tipperary(GeTber-Si|ver). 

Orch   accomp,   Melodious  Four  Male  Quartet 

I'd  Like  to  Know  Why  I  Fell  in  Love  "With  You 

(Timberg).  Tenor,  Orch,  accomp.,  Lewis  Tames 
Who'll  Take  the  Place  of  Mary?  (Dubm-GaskiU- 

Mayo).     Male  Trio,  Orch.  accomp.,  Orpheus  irio 
DANCE 

Rose  of  the  Orient  ( Johnston- Arthur) .  Fox-trot 

Nonpareil  Novelty  Band 
Datice-O-Mania   (Gilbert-Cooper).  Fox-trot, 

Nonpareil  Novelty  Band 
Abadele  (Toddard-Franklin).  Fox-trot, 

Sam  Rosner  s  Dance  Orch. 
Vanity  Waltz  (Schanes).  Sam  Rosner's  Dance  Orch. 
Jade  Lady  (Webb).  One-step,  Novelty  Dance  Orch. 
bo  Y'ou   Know?    (McNamara-Fitzgibbon) .  Fox- 

trot  Sam  Rosner's  Dance  Orch. 

Wigwam  (Samuels).  Fox-trot, 

Sam  Rosner's  Dance  Orch. 
Manyana  (Fier).    Fox-trot.  Sam  Rosner's  Dance  Orch. 

INSTRUMENTAL 
Hawaiian   Twilight    ( Sherwood- Vandersloot) , 

Hawaiian  Instrumental  Duet 
Some  of  the  Time  I'm  Lonely   (Hatch)  Saxo- 

phone  solo  '  ...Fred  Roland 

Carmen    (Bizet)    "Micaela's   Air."     Soprano,  in 

French,   Orch.   accomp  Helen  Buepre 

Lakme    ("Bell   Song")    (Delibes).     Soprano,  in 

French,  Orch.  accomp  Helen  Buepre 

SACRED 

Flee  As  a  Bird   (Dana-Root).     Baritone,  Orch. 

accomp  '^'ictor  Churchill 

Jesus,    I    Come    (Sleeper-Stebbins).     Tenor  and 

baritone  duet,  Orch.  accomp., 

Lewis  James  and  Harold  Wiley 


The  Dorney  Furniture  Co.,  AUentown,  Pa., 
exclusive  Brunswick  dealer,  has  moved  its  talk- 
ing machine  department  from  the  third  to  the 
first  floor  and  has  placed  a  substantial  order 
with  the  Unit  Construction  Co. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET.  WASHINGTON.  D.  C. 
231  N.  HOWARD  STREET.  BALTIMORE.  MD 


Wliere  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States 


Distributort 


Atlanta,  Ga.,  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Grapbophone  Co.,  16 

South  Howard  St. 
Boston,  Columbia  Graphophone  Co.,  1000  Wash- 

iugton  St. 

BiifTalo,  N.  Y.,  Columbia  Graphophone  Co.,  737 
.Main  St. 

CliU-ago,  lU.,  Columbia  Graphophone  Co.,  325  W. 

.laekson  Blvd. 
Cincinnati,  O.,  Columbia  Graphophone  Co.,  317- 

321  East  8th  Street. 
Cleveland,  O.,  Columbia  Graphophone  Co.,  1812 

East  30th  St. 
Dallas,  Tex.,  Columbia  Graphophone  Co.,  1011 

Elm  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1C08  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Graphophone  Co., 

209  W.  Washington  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

1017  McGee  St. 
Los  Angeles,  Cal.,  Columbia  Graphophone  Co., 

809  S.  Los  Angeles  St. 
Minneapolis,  Minn.,  Columbia  Graphophone  Co., 

18  N.  3rd  St. 
New  Haven,  Conn.,  Columbia  Graphophone  Co., 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphophone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 

Omalia,  Neb.,  Schmoller  &  Mueller  Piano  Co., 

1311  Farnum  St. 
Philadelphia,  Pa.,  Columbia   Graphophone  Co., 

40  N.  6th  St. 
Pittsburgh,  Colurnbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Portland,  Me.,   Columbia  Graphophone  Co.,  43 

Exchange  St. 
Salt    Lake    City,    Utah,    Columbia    Stores  Co., 

221   South   West  Tempiy. 
San  Francisco,  Cal.,  Columbia  Graphophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

Western  Ave. 
Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 

Post  St. 

St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 
Pine  St. 

Tampa,  Ila.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columliia    Graphophone    Co.,   54-66  WalUnKton 
St.,  West,  Toronto  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


STAiNDARD  Talking  HACHi/ve  Co 


W.  J.  DYER  &  BRO. 

DYER  B'LD'G,  ST.  PAUL.  MINN. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines^  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


Sherman.jpay&  Go* 

San  Francuco,  Los  Angeles,  Portlemd,  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 

Distributor!  o' 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


WUliam  Volkcr  &  Co.,  fcdtt,c":."''°'' 


DISTRIBUTORS 
Complete  Palhephone  and  Pathe  Record  Stocks. 
The  belt  proposition  for  the  progressive  dealer. 


Wholesale  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

85  Essex  Street,  Boston 

VICTOR  DISTRIBUTORS 


234 


THE    TALKING    MACHINE  WORLD 


July  IS,  1920 


A 

Acme  Die  Casting  Corp   42 

Acme  Engineering  &  Mfg.  Co   153 

Acme  Mica   Co   179 

Adora  Phono.  Co   192 

Aeolian   Co  196,  197 

Aeolian   Co.,    Chicago   151 

Aeolian  Co.,   Cincinnati   178 

Aeolian  Co.,   San   Francisco   221 

Alto  Mfg.   Co   143 

American  Felt  Co   Ill 

American  Mica  Works   16 

American  Phono.    Co  '  167 

American  Phono.  Parts  Co   145 

American  Talking  Machine   Co   70 

American  Walnut  Mfrs.  Assn   75 

Andrews,  W.  D.  &  C.  N   116 

Ansonia  Needle  Co   125 

Armstrong    Furn.    Co  .'  27 

Associated   Furniture  Mfrs   6 

Astoria  Mahogany  Co   182 

B 

B  &  H  Fibre  Co   120 

Badger   Talking  Machine   Co  -   172 

Bagshaw   Co.,   W.   H  .'.   84 

Baker-Smith  Co   181 

Barnhardt  Bros.  &  Spindler  35,  61 

Beacon  Phono.  Co  Insert  following  page  50 

Beecroft,  Clement   ;■   203 

Blackman  Talking  .Machine  Co   62 

Bolway  &  Son,  Frank   211 

Bond's  Graphophone  Shop    43 

Booth  Felt  Co.,  Inc   82 

Botta,  John  A   212 

Brilliantone   Steel   Needle   Co   33 

British  Polyphon  Co   226 

Brooks  Mfg.  Co   128 

Bruno  &  Son,  Inc.,  C   ](;') 

Brunswick-Balke-Collender  Co... Insert  following  page  18 

Buehn    Co.,    Louis  .'  94,  95 

Buffalo  T.  M.  Co   9 

Bush  &  Lane  &  Piano  Co   41 

c 

Cabinet  &  Accessories  Sales  Co   127 

Carpenter  Paper  Co   18 

Cathedral  Phono.  Corp  Insert  following  page  74 

Central  Music  Sales  Co    147 

Charmaphone  Co   157 

Cheney  Talking  Machine  Co   31 

Cherington   Mfg.   Co   147 

Chicago  Talking  Machine  Co  ■   138 

Cirola  Distr.  Co   98 

Cirola  Phono.  Co   46 

Clark  Co.,  Tohn  Elliott   79 

Classified   Want    Ads  222,  223 

Collings    &    Co   21 

Columbia    Graphophone    Co  12,  13,  18,  27,  30, 

32,  43,  50,  53,  67,  75,  156,  175.  180 

Condon  &  Co.,  Inc  17,  19 

Consolidated    Music    Co   132 

Consolidated  Talking  Machine   Co  ^   152 

Crafts  ^iano  Co.,  A.   J   188 

Crafts-Starr   Phono.    Co   216 

Cressey    &    Allen   90 

Crosley   Phono.    Co   172 

Curry,  Frank  B   88 

D 

Delpheon  Co.    202 

DeMoll  &  Co.,   O.  J   72 

Ditson    Co.,    Oliver   89 

Doctorow,  D.  R   218b 

Dodin,  Andrew  H   230 

Doehler  Die-Casting  Co   119 

Droop  &  Sons  Co.,  E.  F   233 

Drying   Systems,    Inc   154 

Dulcitone  Phonograph  Co   10 

EVuo-Tone  Co   29 

Dyer  &  Bro.,  W.  J   233 

E 

Eastern    Talking    Machine    Co  83,  233 

Eclipse  Musical  Co   39 

EMison,  Inc.,  Thos  Back  Cover,  40,  122,  170 

Efficiency  Electric  Co   193 

Eight  Famous  Victor  Artists  195 

Einson    Litho.,    Inc   210 

Eject-O-File  Co   218b 

Elyea  T.  M.  Co   32 

Emerson  Philadelphia  Co   93 

Emerson   Phonograph   Co  160,  161 

Emerson  Record  Sales  Co   30 

Empire   Phono.    Parts   Co   171 

Empire  Talking  Machine  Co   133 

Esco  Music  &  Accessories  Co...   162 

Everybody's  Talking  Machine  Co   98 

F 

Faultless  Caster  Co   99 

Favorite  Mfg.  Co   223 

Federal   Phono.    Corp   144 

Fletcher-Wickes    Co   IS 

Fox  Pub.  Co.,  Sam   218a 

Fuehr   &    Stemmer    Piano    Co   218d 

Fulton  Talking  Machine  Co-.   203 

G 

Gately-Haire  Co..  Inc   49 

General  Phonograph  Corp., 

Inserfs   following  pages   26,   42.    66,  98 

General   Phonograph  .  Mfg.    Co  34,  134 

General  Sales  Corp   56 

Germain   Bros.   Co   112 

Gibson-Snow  Co   55 

Globe  Decalcom.mie  Co   41 

Glynn,  W.  B..  Distributing  Co   55 

Gramophone    Co.,    Ltd  ,  . ..  224 

Grand  Rapids  Brass  Co  '.   114 

Grand  T.  M.  Co.,  Inc   232 

Gray  Co..  Walter  S   164 

Gray  &  Dudley  Co   74 

Grctsch  Mfg.  Co.,  Fred   81 


Grey  Gull  Records   158 

Griffith  Piano  Co   55 

Grinnell  Bros   201 


H 

Hallet  &  Davis  Piano  Co   85 

Handy   Mfg.   Co   148 

Harponola  Co   59 

Herbert  &  Huesgen   Co   82 

Hessig-EIlis   Drug   Co   55 

Heywood  Bros.  &  Wakefield  Co   47 

Hiawatha    Phono.    Co   146 

Hillman  &  Son  Phonograph  Co   55 

Hinds,  Hayden  &  Eldredge,  Inc   218a- 

Horton-Gallo-Creamer   Co   87 

Hough,  J.  E.,  Ltd   225 

Hough,   L.  W   88 

Howe  &  Co.,  C.  W   51 

Hunt.  J.  D.,  Mfg.  Co   134 


Ilsley,  Doubleday  &  Co   99 

Independent  T.  M.  Co   44 

International   Mica   Co   130 

Iroquois  Sales   Co   192 


.I  mtone  Co   190 

.Tewel  Phonoparts  Co   148 

jones-Motrola,    Inc  106,  107 


K 

Kennedy-Green  Co   195 

Kent  Co.,  F.  C   123 

Kesner  &  Jerlaw  Insert  following  page  82 

Keystone    Minerals   Co   58 

Kiefer-Stewart  Co   55 

Kirkman  Engineering  Corp   19 

Knickerbocker  T.  M.  Co   23 

Kraft,  Bates  &  Spencer,  Inc   87 


Lakeside  Supply  Co.,  Inc   153 

Lansing    Co   88 

Lee-Coit-Andreesen  Hdwe.   Co   55 

Lesley's    230 

Lockwood,  Vernon    227 

Long  Cabinet  Co.,  Geo   184 

Lorentzen,   H.   K.  .'   66 

Lucky   13  Phonograph   Co   218c 

Lu-Franc   Sales   Service   159 

Lundstrom  Mfg.  Co.,  C.  J   14 

Luthy-Raz  &  Co.,  Fritz   182 

Lyon    &   Healy   140 

Lyons,  J.  1   148 


M 

Maanavox  Co  55,  110 

Magnola  Talking  Machine  Co  34,  80,  130,  141,  182 

Manhattan  Phono.  Parts'  Co   48 

Marshall  Co.,  Inc.,  C.  L   55 

Mellor's    117 

Melodia  Phonograph  Co   150 

-Mercantile    Finance    Co  ;   125 

Mermod  &  Co   59 

Meyercord   Co   143 

Michigan  Phono.  Co   42 

Mickel  Bros.  Co  i   233 

Milwaukee  T.  M.  Mfg.  Co   186 

Minneapolis  Drug  Co   55 

Modernola  Co   91 

Montagnes.  I.,  &  Co  '. . . .  55 

M.  S.  &  E   55 

Mutual  T.  M.  Co   48 


N 

National   Decalcomania   Co   99 

National    Publishing  Co   6 

National  Vitaphone  Corp   162 

Natural  Voice  Phonograph  Co   130 

Neu  &  Co.,  H.  G   108 

New  England  Piano  &  Phono.  Co   83 

New  England  Talking  Machine  Co   88 

New  York  Album  &  Card  Co   4 

New  York  Talking  Machine  Co   138 

Northwest  Phonograph  Jobbers,  Inc   129 

Nye,  William  F   36 


Ogden  Sectional  Cabinet  Co.,  Inc   11 

Ohio  Sales  Co   55 

Ohio  T.  M.  Co.,  The   174 

Onken   Co.,    Oscar   163 

Operaphone  Co   176 

Operollo  Co  52,  191 

Ormes,  Inc   20 

Oro-Tone  Co  152,  154 


Paramount  Talking  Machine  Co  Inside  Back  Cover 

Parks  &   Parks   168 

Pathe  Freres  Phonograph  Co.... Insert  following  page  34 

Peabody,  Henrv  W.  &  Co   199 

Pearsall  Co.,  Silas  E   24 

Peckham  Mfg.   Co   50 

Peerless  Album  Co   100 

Penn  Phonograph  Co   97 

Perfect  Automatic  Brake  Co   154 

Period  Tone  Arm  Co   118 

Perophone   Co.,   Ltd   225 

Philadelphia  Show   Case   Co   220 

Phillips.   Wm   48 

Phonograph  Appliance  Co   80 

Phonograph  Supply  Co.  of  New  England   90 

Phonomotor  Co   35 

Piknik  Portable  Phonograph.  Inc   74 

Player  Phone  T.  M.  Co   153 

Player  Tone  T.   M.   Co   121 

Pleasing   Sound   Phono.   Co   71 


Plywood   Corp   220 

Portable  Phono.  Co  '   169 

Prescott,   F.   M   60 

Presto  Phono.  Parts  Corp   124 

Progressive  Phonographic  Supply  Co   167 

R 

Racine    Phono.    Co   79 

Reed   Co   36 

Reflexo  Products  Co   37 

Kegina    Co   218a 

Remington  Phono.  Corp   165 

Rene  Manufacturing  Co  42,  187 

Repeater  Stop  Co   150 

Rex  Gramophone  Co   228 

Reynalds,   Wm.   H   127 

Robinson,  The  Plater   145 

Robinson    Pettit   Co.,   Inc   55 

Rosenberg  Phono.  Co   -147  _ 

Rose   Valley   Music   Co   67 

Rountree  Corp.    92 

s 

Saal  Co.,  H.  G.  142,  149 

Sapp  Co.,  H.  H   175 

Schlbss  Bros   71 

Schmelzer  Arms  Co   76 

Seaburg  Mfg.  Co   43 

Sharmat  &   Son,   S.   W   85 

Sherman,  Clay  &  Co   233 

Simons,  M.   C   66 

Singerphone  Co   215 

Smith  Drug  Co.,  C.  D   55 

Smith,  Kline  &  French-  Co.   55 

Smith   Laboratories,  H.  J   164 

Smith-SchilBin   Co   203 

Solotone   Mfg.    Co   180 

Sonora  Distr.  Co.  of  Texas   55 

Sonora  Phonograph  Sales  Co.,  Inc., 

Inside  Front  Cover,  54,  55,  63,  78 

Soss  Mfg.   Co.   204 

Sound   Recording   Co.,   Ltd   227 

Southern  Cal.  Music  Co   16 

Southern  Drug  Co   55 

Southern    Sonora    55 

Southwestern  Drug  Co   55 

Sphinx  Gramaphone  Motors.  ..  .Insert  following  page  58 

Standard  Phonograph  Motors,  Inc  77,  204 

Standard  Talking  Machine  Co   233 

Starr    Piano    Co  68,  69 

Stead   &    Co.,   J  226,  228 

Steel,  W.  R   228 

Steger  &  Sons  Piano  Mfg.  Co   28 

Steinert  &  Sons  Co.,   M   86 

Stephenson,    Inc   126 

Sterno  Manufacturing  Co   206 

Stewart  Phonograph   Corp   22 

Stewart  T.   M.   Co  . . .  198 

Stodart  Phonograph  Co   26 

Stoffer  &  Stackhouse   189 

Stone  Mfg.   Co  ^  .  .  217 

Stone  Piano  Co   166 

Stratford  Phono.   Co   38 

Strevell-Paterson  Hardware  Co   55 

Supple-Biddle  Hdwe.   Co   98 

Supreme  Phono  Parts  Co   48 

T 

Talking  Machine  Co   45 

Talking  Machine  World  Dealer  Service   173 

Talking    Photo.    Corp   218 

Thomas  &  Proetz  Lumber  Co   164 

Toledo  Talking  Machine  Co   58 

Triangle  Phono.  Parts  Co   198 

Tri-Sales   Co  ".   63 

u 

Udell  Works    60 

Unit  Construction  Co  64,  65 

United  Mfrs.  &  Dist.  Co   219 

United  Music  Stores   98 

United  Phonograph  Corp   194 

Universal  Stamping  &  Mfg.  Co   213 

V 

Vacuum   Record   Lifter,   Ltd   205 

Val    Accessory    House   216 

Van  Houten.  C.  J.,  &  Zoon   55 

Van  Veen  &  Co   183 

Vicsonia  Mfg.   Co..  Inc   200 

Victory  Talking  Machine   Co  Front   Cover,   5  7, 

Insert  following  page  10 

Vitanola  Distributing  Agency  of  Texas   53 

Vitanola  Distributors  Co   96 

N'itanola  Talking  Machine   Co   25 

Volker  &  Co   233 

w 

Wade  Co.,  R.  C   57 

Wade  &  Wade   139 

Wade,  W.  H   118 

Wade  Talking  Machine  Co   131 

Walters  &  Barry   76 

Walthall  Music  Co   55 

Ward  Co.,  C.  E   50 

Watson  Bros.  &  Co   88 

Weber-Knapp    Co   105 

Wenborn-Karpen    Drver    Co   104 

Werlein,    Ltd.,    Philip   163 

Wevmann  &  Son,  H.  A   96 

Whitsit  Co.,  Perry  B   233 

Wid<Iicomb    Furniture    Co   155 

Williams  Co..  G.  T   73 

Wimpfheimer,   &   Bro.,   A   214 

Windsor  Furniture  Co   135 

Wolf.   Clifford   A   210 

Wonder  T.  M.   Co   168 

Y 

Vahr  &  Lange  Drug  Co   15S 

z 

Ziegler,  Baker  &•  Johnson   156 


THE   TALKING   MACHINE  WORLD 


style  XX 
Retails  at  $165 
Mahograny,  Golden  Oak 
or  Fumed  Oak 


Style  XXX 
Retails  at  $250 
Mahogany,  Golden  Oak 
or  Fumed  Oak 

Six  models,  all  exquisitely  buUt 


More  Sales  to 
Every  Customer 

With  the  Complete  Paramount  Line 

You  want  new  customers  of  accessories,  all  under  one  trade- 
course — and  the  Paramount  mark.  Once  your  customers  are 
Line  will  help  you  get  them.  familiar  with  the  Paramount 
But  why  not  capitalize  to  the  Trade-mark  they  will  have  con- 
fullest  extent  on  the  trade  you  fidence  in  the  entire  line. 

cistomers'''^''^"^''"''  Build  on  Paramountwith  a  large 

organization  behind  you ,  always 
Handle  the  complete  Paramount  willing  to  give  you  personal  co- 
Line  of  Co-ordinated  Products—  operation  in  solving  your  indi- 
machines,  records,  needles  and     vidual  selling  problems. 

Releases  for  August 

20001  f  Dardanella — Fox-trot  Selrin's  Novelty  Orchestra 

$1.00  \  That  NauKbty  Waltz  Selvin's  Novelty  Orchestra 

20002  (  Isle  of  My   Golden  Dreams — Walts  Sdrin's  Novelty  Orchestra 

$1.00  \  Peggy — For  Dancing   Selvin's  Novelty  Orchestra 

20007  f  Irene   (Medley) — Fox-trot   Selvin's  Novelty  Orchestra 

$1.00  \  Venetian  Moon — For  Dancing  Selvin's  Novelty  Orchestra 

20008  /  Charms — ^Fox-trot   Newport  Society  Orchestra 

$1.00   I  Jean   (Medley) — Fox-trot  Savin's  Novelty  Orchestra 

20009  /  I'll  See  You  in  Cuba — For  Danoingr  All  Star  Trio 

$1.00  \  When  My  Baby  Smiles  at  Me— For  Danclnc  All  Star  Trio 

20010  f  Oh,  By  Jingo— Vocal  AI  Bernard 

$1.00   \  Saxophone  Blues — Vocal,  Al  Bernard — Saxophone  Solo  Kudy  Weidoeft 

20011  /  Pickaninny  Blues — Vocal   Henry  Burr 

$1.00  \  Let  the  Rest  of  the  World  Go  By  Quia  Helene  Evans 

20012  f  Wond'rine — Fox-trot  All   Star  Trio 

$1.00   \  Bose  of  Washington  Square  (Medley) — Fox-trot  Newport  Society  Orchestra 

20013  I  lot,  Veeda — Fox-trot  Newport  Society  Orchestra 

$1.00  \  L«ft  All  Alone  Again  Blues  (Medley)— Fox-trot  Newport  Society  Orchestra 

3S061  /  I  Might  Be  Tour  Once  in  a  While  American  Marimba  Bond 

$1.00  \  On  Miami  Shore  American  Marimba  Band 

RECENT  PARAMOUNT  FAVORITES 

S30S6  /  A  Dream — 'Cello  with  Piano  Accompaniment  Albert  Taylor 

$1.00   \  A  Simple  Confession — 'Cello  with  Orchestra  Accompaniment  Albert  Taylor 

33023  (  Oh,  Sole  Mio — Hawaiian  Ouitar  I.ouise  and  Ferera 

$1.00  \  Honolulu   Slarch — Hawaiian   Guitars  Louise  and  Ferera 

33049  f  WUI  o'  Wisp — For  Dancing  Selvin's  Orchestra 

$1.00  \  Nobody  Knows — For  Dancing  ScItIb'*  NvtcUt'  Ordiattm 

Paramount  Talking  Machine  Company 

Port  Washington, Wis. 

■Paramotttit  — 


Talking  Machines  &  Records 


All  records  are  recorded  in  our  own 
specially   equipped  laboratories. 


Distributors: 

SHIPUiT-MASSINOHAM  CO., 

Pittsburgh,  Pa. 
For    Western   Penn.   and  West 
Virginia. 


B.  B.  GODFREY  Ss  SONS  CO., 

Milwaukee,  Wis. 
For     Iowa,     Illinois,  Michigan, 
Indiana  and  Wisconsin. 


WltSON  FCBNITURE  CO., 
Iiouisville,  Ky. 
For    Kentucky,    Tennessee  and 
Alabama, 


JOEBNS   BROS.   MFG.  CO., 
St.  Paul,  Minn. 
For  Minn.,  So.  Dak.,  No.  Dak 
and  Eastern  Montana. 


COX  &  SIMPKINS, 
(Southern  Paramount  Co.) 
Atlanta,  Ga. 
For  Georgia,  No.  Carolina  and 
So.  Carolina 


PEDEN  IRON  &  8TEEI.  CO.. 
Honston,  Texas, 
For  Texa«. 


THE   OHIO  PARAMOUNT 
6101  Euclid  Ave., 
Cleveland,  O. 
For  Ohio. 


CO., 


NORTH  WEST  PHONOGRAPH 
JOBBERS,  INC., 
015  Riverside  Ave., 
Spokane,  Wash, 
For    Wash.,    No.    Oregon,  No. 
Idaho  and  West  Montana. 


RICHMOND  HARDWARE 
Richmond,  Va. 
For  Virginia. 


CO„ 


PECK  «  HlUiS  FDRN.  CO., 
San  Francisco  and  I^os  Angelas, 
Cat 

For  California. 


PECK  «  HII,I.S  FCBN.  CO., 
141  Madison  Ave.,  New  York  City. 
For  Eaat  New  York,  East  Penn., 
New  Jersey. 


O'MEARA  GREEN  MOTOR  CO., 
Denver,  Colo. 
For  Colorado. 


WITTE  HARDWARE  CO., 
St.  Iioois,  Mo. 
For  Missouri. 


BRANDON  &  TURNER, 
Uttle  Rock,  Ark. 
For  Arkansas. 


THE   TALKING   MACHINE  WORLD 


Edison  Message  No,  75 


rinaai 


Where  There  Was  No  Inflation 
There  Can  Be  No  Deflation 


While  prices  of  most  merchandise 
were  skyrocketing,  the  prices  of 
Edison  phonographs  since  1914  in- 
creased only  1 5  per  cent,  including 
War  Tax. 

"Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

Orange,  New  Jersey 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON 

AND  BLUE  AMBEROL  RECORDS 


DIAMOND  AMBEROLA 


CAUPORNIA 
Los  Angele*— ^diaon  Pbonograplu, 
Ltd. 

San  Frudioo — Edison  PhonoKrapbs, 
Ltd. 

COLORADO 
Denyer— DenTcr  Dry  Goods  Co. 

CONNECTICUT 
New    Haren  —  Pardee-EIlenbericr 
Co.,  Inc. 

GEORGIA 
Atlanta — -Phonocraphs,  Inc. 

ILUNOIS 

Chicato  —  The     Phonograph  Co. 
James  I.  Lyons  (Amberola  only). 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Dea  Uuines — Harger   &  Blish. 
Sioux  City — Harger  &  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co., 
Inc. 

MASSACHUSETTS. 
Boston — Pardee-EIlenberger  Co. 
Iver    Johnson     Sporting  Goods 
Co.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 
Minneapolis — Laurence  H. 
Lncker 

MISSOURI 
Kansas  City — ^The  Phonograph  Co. 

of  Kansas  City. 
St.  Louis — Silverstone  Music 

Co. 

MONTANA 
Helena — Montana  Phonograph 
Co. 

NEBRASKA 
Omaha — Shultz  Bros. 


NEW  YORK 
Albany — American  Phonograph 
Co. 

New  York — ^The  Phonograph 

Corp.  of  Manhattan. 
Syracuse — Frank  £.  Bolway  ft  Son, 

Inc.  W.  D.  Andrews  Co. 

(Amberola  only). 

OHIO 

Cincinnati — The  Phonograph  Co. 
CleTeland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PENiNSYLVANIA 
Philadelphia — Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Phonograph 
Co. 

Willianuport — W.  A.  Myers. 

RHODE  ISLAND 
ProTidence — K  Foster  Co. 
(Amberola  only). 


TEXAS 

Dallas — ^Texas-Oklahoma  Phono- 
graph Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods 
Co. 

VIRGINIA 
Richmond— The   C.   B.  Haynes 
Co.,  Inc. 

WISCONSIN 
Milwaukee — The  Phonograph  Co. 
of  Milwaukee. 

CANADA 
Montreal— R.    S.    Williams  & 

Sons  Co.,  Ltd. 
St.  John— W.  H.  Thome  ft  Co., 

Ltd. 

Toronto— R.   S.   Williams  ft  Ssns 

Co..  Ui. 
Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R.  S.  Williams  ft  Sons 

Co.,  Ltd. 


Babson  Bros.  (Amberola  only). 
Calgary— R.   S.  -WilUama  ft 

Co.,  Ud. 


Sons 


VOL.  XVI.  NO.  8 


SINGLE  COPIES.  25  CENTS 
PER  YEAR.  TWO  DOLLARS 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  August  15,  1920 

giiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

^  ^iiiiiiiwiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiuiiiiiiiiiiiiiiuiiiiiiiiiiiiM  = 


^^^^^ 

II  The  best-known  trade-mark  in  the  world  II 

1 1  designating  the  products  of  the  Victor  Talking  Machine  Co*  |l 

=  ^nmmmi]iimiinniiiniiiHi»niiiiiiii»nniiiinMiiiiiiiniiniiiiiiliMiiiiiinnniiiiuiiii»iiiiiiiiii{iniiiiiiiiiiii^  ^ 
^igillllllllllllllllllilllllllllllllllllllllllllllllllllllllllHIIIIIIIIIIIIII^ 

Entered  as  second-class  niatter  May  2,  1905,  at  the  post  office  at  New  York,  N.  Y.,  under  the  act  of  Congress  of  March  3,  1879. 


THE    TALKING    MACHINE  WORLD 


THE  INSTRUMENT  OF  QUALITY 

onor; 

CLEAR   AS  A  BELL 


Pride  of  possession  creates  demand 


MANUFACTURERS 
overstocked  with  phono- 
graphs are  already  trying  to  in- 
duce dealers  to  take  goods  off 
their  hands.  They've  discovered 
that  "cheap"  phonographs 
aren't  popular. 


IT  is  well  to  remember  that 
a  low  price  doesn't  mean  a 
bargain.  Sonoras  are  never 
offered  in  "cheap"  lots,  are 
sold  at  standard  prices,  and 
are  worth  all  that's  asked  for 
them. 


S  onor  a  brings  valuable  prestige  and  substantial  profit 
to  you  and  builds  your  business  to  last  a  lifetime 

^onora  ^fjonograpf)  Companp,  3nc. 

George  E.  Brightson,  President 

New  York :   279  Broadway 

Canadian  Distributors  :    I.  MONTAGNES  &  CO.,  TORONTO 

You  are  safe  in  handling 

The  Highest  Glass  Talking  Machine  in  the  Wor^d 


The  Talking:  Machine  World 


Vol.  16.   No.  8 


New  York,  August  15,  1920 


Price  Twenty-five  Cents 


TALKING  MACHINE  EXPORTS  GROW     ARTISTIC  ARRANGEMENT  OF  STORE      RETAILER  RESPONSIBLE  FOR  ADS 


Exports,  Including  Records,  for  Eleven  Months 
Ending  May  31,  1920,  Total  $6,792,267 


Field-Lippman  Co.  Adds  New  Booths  and 
Makes  Service  Keynote  of  Sales  Policy — 
Arrangement  Assures  All  Possible  Comfort 


Washington,  D.  C,  August  S. — In  the  timely 
summary  of  exports  and  imports  of  the  United 
States  for  the  month  of  May,  1920  (the  latest 
period  for  which  it  has  been  compiled),  which 
has  just  been  issued,  the  following  figures  on 
talking  machines  and  records  are  presented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  May,  1920,  amounted  in  value  to 
$80,073,  as  compared  with  $49,190  worth  which 
were  imported  during  the  same  month  of  1919. 
The  eleven  months'  total  ending  May,  1920. 
showed  importations  valued  at  $721,658,  as  com- 
pared with  $282,318  worth  of  talking  machines 
and  parts  during  the  same  period  of  1919. 

Talking  machines  to  the  number  of  6,186, 
valued  at  $335,106,  were  exported  in  May,  1920, 
as  compared  with  4,002  talking  machines,  valued 
at  $123,058,  sent  abroad  in  the  same  period  of 
1919.  The  eleven  months'  total  showed  that  we 
exported  70,741  talking  machines,  valued  at  $3,- 
217,401,  as  against  45,186  talking  machines, 
valued  at  $1,367,641,  in  1919,  and  88,239  talking 
m.achines,  valued  at  $2,506,617,  in  1918. 

The  total  exports  of  records  and  supplies  for 
May,  1920,  were  valued  at  $231,129,  as  compared 
with  $325,748  in  May,  1919.  For  the  eleven 
months  ending  May,  1920,  records  and  acces- 
sories were  exported  valued  at  $3,574,866;  in 
1919,  $2,653,319,  and  in  1918,  $1,856,879. 


Many  innovations  in  store  arrangement  have 
been  made  in  the  new  location  at  500  Houston 
street,  occupied  by  the  Field-Lippman  stores, 
Victor  dealers  in  Fort  Worth,  Tex.  Here,  accord- 
ing to  E.  I.  Conkling,  the  local  manager,  have 
been  combined  a  number  of  the  best  ideas  in 
store  furnishing  and  appointment  found  in  the 
most  exclusive  stores  in  other  cities,  with  an 


OWENS  &  BEERS  MAKE  ADDITIONS 


Owens  &  Beers,  Victor  retailers  of  New  York 
and  Brooklyn,  are  making  extensive  improve- 
ments in  the  store  at  81  Chambers  street.  Thirty- 
two  booths  will  make  up  the  demonstration  sec- 
tion when  the  alterations  are  completed  and  a 
large  foreign  record  department  will  be  estab- 
lished. In  front  of  the  store  a  large  electric 
sign  extending  the  entire  height  of  the  building 
adds  much  to  the  appearance  of  the  store. 


For  the  man  who  claims  to  like  to  rave  on 
the  merits  of  gentle  rain  falling  on  the  tin  roof 
outside  the  bedroom  window,  praising  it  as  a 
soporific,  we  suggest  that  he  have  a  record  made 
of  the  melodious  sound.  Then  he  can  have  his 
sleep  to  order 


General  View  of  Interior  of  Store 

effect  that  is  not  excelled  in  any  store  in  any 
other  part  of  the  United  States. 

Six  large  booths  have  ben  constructed,  two 
of  them  for  demonstrating  Victor  records  and 
music  rolls.  These  booths  are  practically  sound 
proof;  finished  in  white  enamel  and  furnished 
throughout  in  a  way  that  will  not  only  be  rest- 
ful to  the  customer,  but  pleasing  to  the  eyes. 

A  splendidly  appointed  ladies'  rest  room  has 
also  been  installed,  while  in  the  front  part  of 
the  building  is  what  is  known  as  the  "cozy 
corner,"  where  people  waiting  for  engagements 
or  the  street  cars  can  make  themselves  com- 
fortable. 

The  illumination  for  the  entire  store  is  fur- 
nished by  the  latest  indirect  lighting  devices, 
which  provide  a  splendid  white  light  without 
glare.  Hardwood  floors  have  been  put  in  all 
through  the  store,  and  provisions  made  for  the 
use  of  electrical  cooling  and  ventilating  devices. 


The  Victor  Talking  Machine  Co.  has  drawn 
plans  for  alterations  to  the  main  office  building 
of  the  Camden,  N.  J.,  plant,  which  will  cost  ap- 
proximately $35,000. 

m  iimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiniiiiiiiiiiiiiiniiniiiiiiiiiiiiiiiiiH^   iiiiiiiiuuiiiiii 


I  *7  WILL"— IHE  CREED  OF  A  SUCCESSFUL  TALKING  MACHINE  DEALER 


Must  Check  Up  on  Manufacturer's  Statements 
and  Make  Sure  They  Are  Right — Ignorance  Is 
No  Excuse — Advertising  Must  Be  Reliable 


A  retailer  is  responsible  for  the  statements 
he  makes  as  to  the  quality  of  goods  he  sells, 
whether  he  is  merely  repeating  the  statement  of 
a  manufacturer  or  not.  It  behooves  retailers, 
therefore,  to  be  certain  as  to  the  accuracy  of 
descriptions  which  are  given  by  manufacturers 
whose  integrity  might  be  doubted.  Sii^ch  a  warn- 
ing was  recently  issued  by  H.  J.  Kenner,  secre- 
tary of  the  national  vigilance  committee  of  the 
Associated  Advertising  Clubs,  and  was  given 
wider  circulation  among  California  merchants 
by  one  of  the  Better  Business  Bureaus  (vigilance 
committees)  out  thexe. 

In  the  case  in  point  a  retailer  had  taken  refuge 
behind  the  fact  that  the  goods  he  had  adver- 
tised had  been  misrepresented  to  him.  "The 
retailer,"  said  the  national  vigilance  committee, 
"is  held  responsible  morally  and  legally  (in  most 
States)  for  the  accuracy  of  the  statements  ap- 
pearing in  his  advertising  whether  or  not  he 
micrely  quotes  representations  made  by  the 
manufacturer  from  whom  he  obtained  the  mer- 
chandise. 

"Of  course,  if  the  retailer  has  knowledge  that 
tlie  manufacturer  is  wrong  and  he  goes  ahead 
with  a  misstatement  that  is  a  fraud  clearly,  and 
even  if  a  retailer  hasn't  knowledge  that  the 
manufacturer  is  wrong  and  quotes  a  manufac- 
turer without  making  some  effect  to  check  up, 
the  retailer  can  be  held  responsible  legally.  The 
retailer  is  looked  upon  by  the  buying  public  as 
a  specialist  and  expert  in  the  various  kinds  of 
merchandise  which  he  sells  and  the  public  re- 
lies upon  him  to  set  out  all  of  the  facts  truth- 
fully with  respect  to  his  merchandise  and  holds 
him  responsible — and  has  a  right  to  hold  him  re- 
sponsible. The  public  has  a  right  to  believe 
exactly  what  it  reads  in  advertising  and  to  act 
upon  that  belief. 

"The  retailer  is,  and  should  be,  held  respon- 
sible for  all  of  the  statements  appearing  over 
his  signature  in  advertising.  If  he  does  not 
know  that  they  are  misstatements  he  should 
make  it  his  business  to  know." 


EDISON  MAKES  TELEGRAPH  RECORD 

Wizard  Uses  Telegraph  Key  for  First  Time  in 
Nineteen  Years  in  Sending  Arinual  Message 


I  By  FRANK  H.  WILLIAMS  j 

I  I  WILL  keep  my  salesroom  neat  and  pleasing  because  I  realize  that  people  prefer,  trading  in 

I  attractive  places  to  doing  business  in  poorly  lighted  and  confused  looking  salesrooms. 
I  I  WILL  make  my  newspaper  advertising  as  snappy,  interesting  and  attractive  as  possible 

I  because  I  realize  that  there  is  so  much  advertising  of  the  ordinary  kind  that  it  takes  a  different 

I  slant  from  the  usual  in  newspaper  publicity  to  make  people  sit  up  and  take  notice. 
I  I  WILL  make  my  window  displays  attractive,  timely  and  interesting  and  I  will  vary  them 

I  frequently  because  I  realize  that  window  displays  advertise  my  goods  to  folks  very  effectively  at 

I  the  point  where  the  goods  are  on  sale  and  are,  therefore,  just  about  as  profitable  and  inexpensive 

I  advertising  as  I  can  possibly  engage  in. 

I  I  WILL  sell  customers  the  sort  of  records  and  machines  they  want  to  buy  because  in  this  way 

I  I  will  make  friends  of  them,  but  I  will  also  recommend  new  records  and  machines  to  customers 

I  because  in  this  way  I  will  increase  my  business. 

I  I  WILL  watch  my  charge  accounts  carefully,  send  bills  regularly  and  make  a  real  effort  to 

I  collect  overdue  accounts  because  I  realize  that  the  loss  on  one  unpaid  account  eats  up  the  profits 

j  on  a  good  many  cash  sales. 

I  I  WILL  read  my  trade  paper  carefully  and  note  the  various  points  it  emphasizes  because  I 

I  realize  that  it  is  published  for  the  purpose  of  helping  me  make  more  money  out  of  my  business 

I  and  that  from  it  I  can  secure  many  valuable  pointers. 

I         I  WILL  take  my  proper  place  in  civic  and  commercial   affairs   because   by   so   doing   I  will 

I  enhance  my  prestige  in  the  community  and  because  I  realize  that  the  greater  my  prestige  is  the 

I  more  business  I  will  do.  | 
I  I  WILL  see  to  it  that  my  employes  extend  to    customers   a   constant   courtesy   and    service  | 

I  because  I  realize  that  courtesy  and  service  are  two  of  the  most  important  factors  in  building  up  | 

I  and  keeping  a  good  trade.  | 
I  I  WILL  be  fair  and  square  in  my  dealings  with  customers  and  with  the  house  from  whom  I  | 

I  purchase  goods  because  I  realize  that  the  Golden  Rule  is  still  the  best  rule  for  the  successful  | 

I  conduct  of  modern  business.  ,  :  ■  | 

iiiiiiiiillijllilllllllllllliilillllilillllllllllllllllllllllllllllllillllllllllilllilllillllilliill^   


Using  a  telegraph  key  for  the  first  time  in 
nineteen  years,  Thomas  A.  Edison  on  July  20 
sent  from  Orange,  N.  J.,  to  a  committee  of  the 
Old  Time  Telegraphers  and  Historical  Associa- 
tion here  a  message  to  be  inscribed  on  an  im- 
perishable record  disc  to  be  p'aced  in  the  asso- 
ciation's archives  as  a  record  of  his  style  of 
"sending." 

The  message,  addressed  to  the  "Telegrapfj 
Fraternity,"  received  by  David  Homer  Bates, 
secretary  of  the  United  States  Military  Tele- 
graph Corps,  at  Western  Union  headquarter^, 
read: 

"Amid  the  activities  of  a  busy  life  full  of 
expectations,  hopes  and  fears  my  thoughts  of 
early  association  with  my  comrades  of  the  dots 
and  dashes  have  ever  been  a  delight  and  pleas- 
ure to  me.  I  consider  it  a  great  pleasure  to 
record  in  Morse  characters  on  an  indestructible" 
disc  this  tribute  to  my  beginnings  in  electricity 
through  'the  telegraph'  and  with  it  a  Godspeed 
to  the  fraternity  throughout  the  world." 


Mrs.  Corrinne  Roosevelt  Robinson,  sister  of 
the  late  Theodore  Roosevelt,  has  recorded  her 
speech,  "Safeguard  America,"  in  support  of  the 
Republican  ticket,  on  one  of  the  Nation's  Forum 
records.  This  record  will  be  used  in  the  coming 
campaign. 


4 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


iiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiii^ 


Importance  of  the  Follow -Up  System  In 
Attaining  Business  Success  - 


in  the  commercial  world  it  is  frequently  re- 
marked that  the  talking  machine  business  is  an 
unusually  profitable  one.  And  so  it  is,  but  not 
to  the  retailer  who  hasn't  a  proper  conception 
of  its  requirements.  The  time  is  past  when 
a  dealer  can  put  a  sample  instrument  and  a  line 
of  records  in  the  window  and  expect  to  be 
immediately  swamped  with  orders. 

The  talking  machine  has  assumed  an  impor- 
tant position  in  the  musical  and  artistic  worlds 
to-day — one  that  calls  for  its  presentation  in 
'  warerooms  that  are  attractively  fitted  up  and 
neatly  furnished,  if  it  is  desired  to  win  a  line  of 
customers  that  will  grow.  In  addition  the  re- 
tailer must  "work"  his  territory  and  see  to  it 
that  the  people  in  his  district  are  made  fully 
aware  that  he  sells  certain  instruments  and  rec- 
ords, and  what  are  their  distinctive  merits.  At- 
tractive warerooms  and  a  strong  line  of  instru- 
ments, vitally  important  as  they  are,  mean  lit- 
tle, however,  unless  the  man  who  owns  the  es- 
tablishment is  fully  imbued  with  the  importance 
of  developing  an  intense  follow-up  program. 

One  of  our  most  successful  business  men.  who 
is  fully  acquainted  with  the  ramifications  of  the 
talking  machine  business,  pointed  out  recently 
that  in  his  opinion  the  follow-up  sj'stem  is  one 
of  the  biggest  business  getters  in  the  talking 
machine  trade,  as  it  is  in  other  industries,  and 
even  rivals  in  importance  advertising  and  the 
quality  of  the  goods  itself. 

In  laying  out  a  follow-up  campaign,  the  en- 
tire publicity  may  be  divided  into  classes  as  fol- 
lows: First,  the  man  who  is  interested  and  comes 
into  the  store  for  the  purpose  of  making  further 
investigations;  second,  the  man  who  enters  into 
the  store  who  is  not  interested;  third,  the  man 
who  telephones  or  writes  for  information; 
fourth,  the  man,  who,  while  interested  has  not 
called,  telephoned  or  written;  fifth,  the  man  who 
is  not  interested  in  any  way  and  hasn't  made 
any  effort  to  ascertain  the  musical  possibilities 
of  the  talking  machine  and  records — and  so  on 
down  the  line. 

No  prospect  who  has  shown  the  slightest  in- 
terest in  talking  machines,  either  by  calling  up 
a  store,  or  writing,  should  be  allowed  to  get 
away  without  at  least  giving  his  name  and  ad- 
dress, and  should  receive  the  constant  attention 
of  the  dealer  until  the  sale  is  completed. 

The  talking  machine  dealer  should  take  a  leaf 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiyiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiy^ 

from  the  book  of  the  shoe  salesman,  who  never 
starts  to  make  a  sale  until  he  has  removed  the 
shoe  of  the  customer,  for  by  that  means  a  cus- 
tomer is  prevented  from  leaving  suddenly  if  dis- 
satisfied, except  in  his  stocking  feet,  and  the 
salesman  can  present  many  arguments  and  show 
additional  styles  while  the  shoe  is  being  replaced. 
Now  while  such  a  system  could  not  be  literally 
followed  in  the  talking  machine  store,  yet  the 
spirit  of  this  practice  is  worth  observing  and 
following. 

For  a  couple  of  years  past  there  has  been  lit- 
tle salesmanship  in  the  retail  talking  machine 
trade;  the  demand  has  been  greater  than  the  sup- 
ply, and  a  customer  had  only  to  come  to  the 
store  to  be  content  with  whatever  instrument 


I  The  Man  Who  Wins  | 

I  Is  the  Man  Who  Is  | 

H  Constantly  Evolving  M 

I  Ideas  and  Bringing  | 

■  Them  to  Public  Notice  ■ 


ffiii 

was  available.  The  situation  is  changed  now- 
adaj's,  however,  and  the  man  who  comes  into  the 
store  to  buy  a  moderately  priced  machine  can 
be  sold  a  better  type  by  real  salesmanship  on  the 
part  of  the  seller. 

There  still  exists  among  the  public  a  lament- 
able amount  of  ignorance  regarding  the  musical 
value  of  the  talking  machine.  A  prominent 
salesman  who  was  visiting  at  the  house  of  a 
friend  of  his  recently,  in  discussing  the  talking 
machine  heard  the  lady  of  the  house  remark: 
"1  would  not  give  one  of  those  things  house- 
room." 

Her  conception  of  the  talking  machine  was 
based  upon  a  cheap  instrument  she  had  heard 
many  years  before  the  numerous  improvements 
of  recent  years  had  been  made.  That  a  woman 
of   intelligence   should   hold    such   an  opinion 


By  Frank  L.  Parsons  | 

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIU^ 
forced  the  salesman  to  reason  that  if  this  woman 
held  views  of  this  nature,  a  great  many  others 
did,  and  he  at  once  proceeded  to  analyze  the 
reasons  for  this  ignorance.  He  arrived  at  the 
conclusion  that  he  himself,  as  well  as  other  local 
retailers,  was  mostly  to  blame.  This  woman 
had  often  called  at  his  store  in  a  social  way, 
and  he  knew  that  she  was  rather  fond  of  high- 
class  music,  and  yet  he  had  never  looked  upon 
her  seriously  as  a  prospect,  and  never  had  played 
the  marvelously  beautiful  high-class  records 
which  are  now  in  the  stock  of  every  high-class 
dealer.  An  ordinary,  aggressive  dealer  would 
have  sold  that  woman  a  real  talking  machine 
and  acquainted  her  with  its  possibilities  in  a  mu- 
sical way  months  before  she  had  made  the  re- 
niark  above  mentioned. 

The  moral  of  this,  of  course,  is  that  one  never 
can  tire  of  carrying  on  an  educational  or  follow- 
up  campaign.  It  is  difficult  to  kill  prejudice: 
yet  a  great  many  people  are  still  unfriendly  to 
the  talking  machine.  They  hear  cheap  machines 
and  records  played  and  at  once  come  to  the 
conclusion  that  this  represents  the  general  char- 
acter and  musical  possibilities  of  the  instru- 
ment. The  viewpoint  of  these  people  can  only 
be  removed  by  real  earnest  propaganda  on  the 
part  of  the  dealer  or  sales  manager. 

Invitation  _  concerts  in  the  salesrooms  are 
undoubtedly  among  the  best  means  of  educating 
these  people,  but  this  alone  will  not  be  sufficient, 
for  there  are  still  numbers  of  people  who  are 
suspicious  of  invitation  concerts,  and  here  is 
where  dignified,  forceful  and  well  written  litera- 
ture can  do  its  work.  It  is  obvious  that  there 
can  be  no  resting  on  one's  oars  in  the  talking 
machine  business  if  success  is  to  be  achieved. 
Plans  must  be  constantly  developed  to  broaden 
out  the  business  to  the  end  that  its  expansion  is 
continuous  and  profitable. 


M.  A.  STEWART  NOW  IN  COLUMBUS 

M.  A.  Stewart,  of  Philadelphia,  Pa.,  has  been 
appointed  manager  of  the  Aeolian-Vocalion  de- 
partment of  the  W.  C.  Moore  Co.,  of  Colum- 
bus, O.  Mr.  Stewart  is  well  acquainted  with 
tlie  talking  machine  business  and  has  had  con- 
siderable experience  in  the  production  end  as 
well  as  in  retail  selling.  He  is  planning  an 
active  Fall  campaign. 


Reasons  Why  NYACCO  Albums 

Are  the  BEST 

[In  Six  Chapters] 

CHAPTER  II 

The  SECOND  consideration  in  the  making  of  the 
NYACCO  album  is  that  the  envelopes  are  made  of 
the  highest  grade  green  fibre  paper.  A  good  fea- 
ture of  the  pockets  is  the  way  they  are  made  two 
in  one  securing  each  envelope  from  coming  apart, 
and  ready  to  be  inserted  into  the  album. 

Watch  next  issue  for  the  third  Chapter 

New  York  Album  &  Card  Co. 


Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Boston,  Mass.:    Boston  Talking  Ma- 
chine &  Accessories  Co. 

Chicago,  111.:  T.  J.  Cullen 

Cole  &  Dunas  Music  Co. 


DISTRIBUTORS: 

Cleveland,  0.:  Cleveland  Talking  Ma- 
chine Co. 

Milwaukee,  Wis.:  Yahr  &  Lange  Drug 
Co. 

New  York,  N.  Y.:  Plaza  Music  Co. 


Philadelphia,  Pa. :   Penn  Talking  Ma- 
chine Co. 
Pittsburgh,  Pa.:  C.  C.  Mellor  Co. 

Standard  T.  M.  Co. 

Washington,  D.C.:  E.  F.  Droop  &  Sons 
Co. 


August  15,  1920 


THE    TALiiING    MACHINE  WORLD 


5 


liiiiiateiafeiii^iiei&iaHaBiiriiairieiaBaiaaEiaBaBiaBa^ 


Victor 
Supremacy 


The  Victor  has  earned  its  su- 
premacy by  the  great  things  it  has 
actually  accomplished. 

The  large  measure  of  success  en- 
joyed by  Victor  retailers  is  in  keep- 
ing with  Victor  supremacy. 


Victrola     is  the  Registered  Trademark  of  the  Victor  Talking  Machine  Company  designating 
the  products  of  this  Company  only. 
AVarning  :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talking 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albany,  N.  X  Gately-Haire  Co.,  Inc. 

Atlanta,  Oa  ^Elyea   Talking   Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,  Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 
Biniilnsliam,  Ala.  .  .Talking  Machine  Co. 
Boston,  Mass  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  Y  American  Talking  Mach.  Co. 

G.   T.  Williams  Co.,  Inc. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

Burlington,   Vt.    ...American   Phonograph  Co. 

Butte,  Mont  .,  .Orton  Bros. 

Chicago,  III  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 
Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Ohio  Talking  Machine  Co. 
Cleveland,  O  The  Cleveland   Talking  Ma- 
chine Co. 

The  Eclipse  Musical  Co. 

Columbus.  O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The    Knight-Campbell  Music 

Co. 

DeH  Moines,  Is  Mickel  Bros.  Co. 

Detroit,  Mich  Grinnell  Bros. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El    Paso,   Tex  W.  G.  Walz  Co. 

Honolulu,  T;  H.  ...Bergstrom  Music  Co.,  Ltd. 

Ilouhton,  Tex  The  Talking  Machine  Co.  of 

Texas. 

Indianapolis,  Ind.  ..Stewart  Talking  Machine  Co. 
.JarkgonviUe,  Fla.  ..Florida  Talking  Machine  Co, 
KansaH  City,  Mo.  ..J.    W.   Jenkins   Sons  Music 
Co. 

Schmelzer  Arras  Co. 
LoN  Angeles,  Cal.  ..Sherman,  Clay  &  Co. 

Mdiipliis.  Tenn  O.    K.    Houck    Piano  Co., 

Wholesale      Dept.,  115 
Union  Ave. 


Slilwaukee,  Wis.  ...Badger  Talking  Machine  Co. 
Slinneapolls,  Minn. .Beckwith,  O'N'eill  Co. 

Mobile,  Ala  Wm.   H.  Reynalds. 

Newark,  N.  J  Collings  &  Co. 

New  Haven,  Conn.. The  Horton-Gallo-Creamer 
Co. 

New  Orleans,  La. ..  .Philip  Werlein,  Ltd. 

New  York,  N.  Y. ...  .Blackman  Talking  Mach.  Cu. 

Emanuel  Blout. 

C.  Bruno  &  Son,  Inc. 

Charles  H.  Ditson  &  Co. 

Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 

Landay  Bros.,  Inc. 

Musical  Instrument  Sales  Co. 

New  York  Talking  Mach.  Co. 

Ormes,  Inc. 

Silas  E.  Pearsall  Co. 
Omaha,  Nebr  Ross  P.   Curtice  Co. 

Mickel  Bros.  Co. 

Peoria,  III  Putnam-Page  Co.,  Inc. 

Philadelphia,  Fa. .  ..Louis  Buehn  Co.,  Inc. 

C.  J.  Heppc  &  Son. 
The  George  D.  Ornstein  Co. 
Penn  Phonograph  Co.,  Inc. 
The  Talking  Machine  Co. 
H.  A.  Weymann  &  Son,  Inc 

Pittsburgh,  Pa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 
Standard  Talking  Mach.  Co 

Portland,  Me  Cressey  &  Alien,  Inc. 

Portland,  Ore  Sherman,  Clay  &  Co. 

Richmond,  Va  The  Corley  Co.,  Inc. 

Rochester,  N.  Y....E.  J'.  Chapman. 

Salt  Littke  City,  U..The  John  Elliott  Qark  Co. 

San  Francisco,  Cal.. Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Spokane,  Wash  Sherman,  Qay  &  Co. 

St.  Liouis,  Mo   .Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Toledo  Talking  Machine 

Co. 

Washington,  D.  C  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 
Robt.  C.  Rogers  Co. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


Victrola  IV,  $25 
Oak 


Victrola  VIII,  $50 

Oak 


Victrola  X,  $125 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oalc 


6 


THE    TALKING    MACHINE  WORLD 


August  IS,  1920 


AN  IMPORTANT  ACCESSORY-ALBUMS  FOR  FILING  DISC  RECORDS 


The  enormous  demand  for  "National"  Record  Albums  keeps  apace  with  the  ever  increasing  demand  for  machines  and  records,  and 
our  output  capacity  has  been  enlarged  to  meet  the  greater  needed  supply.  Record  Albums  have  proved  themselves  to  be  the  best  and  most  con- 
venient, as  well  as  economic,  method  of  filing  and  keeping  disc  records. 


THE  ALBUM 

soon  pays  for  itself  in  -  time- 
saving  and  preserving  records. 
The  initial  cost  is  really  an  in- 
vestment which  conies  back  four- 
fold. 


MAKING  THEIR  SELECTION 

Illustrating  the  daily  actual  usage  of  the  Album, 
the  most  convenient  and  satisfactory  record  filing 
system  extant. 


THE  PERFECT  PLAN 

The  pockets  holding  the  records  are  substantially 
made  from  strong  fibre  stock,  firmly  joined  together 
and  bound  in  attractive  covers. 


A  PLACE  FOR  EVERY  RECORD  AND  EVERY  RECORD  IN  ITS  PLACE 

Albums  are  an  Indispensable  Requisite  in  the  talking  machine  business  and  wherever  records  are  sold.  An  accessory  that  is  neces- 
sary and  worth  while.  Practical  and  handy.  Save  time  and  records.  A  profitable  adjunct  to  the  business.  All  owners  of  machines  and  records 
want  Albums  to  file  and  preserve  their  records. 

We  manufacture  disc  Record  Album  containing  12  pockets  to  fit  cabinets  of  all  sizes  and  styles.  We  also  make  Albums  containing 
17  pockets.    With  the  indexes  they  are  a  complete  system  for  filing  all  disc  records. 

For  durability,  finish  and  artistic  design,  our  Albums  are  unsurpassed.  We  have  unexcelled  manufacturing  facilities,  and  considering 
quality  our  prices  are  the  lowest.   Write  us,  giving  quantity  you  may  desire,  and  we  will  quote  prices. 

WE  MAXE  ALBUMS  TO  CONTAIN  VICTOR.  COLUMBIA,  EDISON.  PATHE,  VOCALION  AND  ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.     -     239  S.  American  Street  - 

CHICAGO  OFFICE:  508  S.  Dearborn  Street 


PHILADELPHIA.  PA 


FACILITATES  RECORD  SELECTION 


Plans  of  Miss  Kingston  of  the  Hauschildt  Co. 
Will  Prove  of  Interest  to  Dealers 


S-^N  Francisco,  Cal.,  August  6. — Miss  Gertrude 
PHngston,  of  the  Hauschildt  Music  Co.,  has  ar- 
ranged a  new  scheme  for  quicklj^  picking  out 
records  instead  of  the  slower  method  of  consult- 
ing the  catalog  for  records  of  any  particular 
class.  She  has  a  color  placed  on  the  back  of 
the  holder  for  each  r-ecord  and  the  different 
colors  represent  the  various  classes  of  records. 
For  example  King's  blue  is  for  the  Hawaiian 
records  and  she  can  tell  at  a  glance  the  Ha- 


waiian records  in  any  case.  A  list  at  the  begin- 
ning of  each  case  tells  what  class  of  records  each 
color  stands  for.  Miss  Kingston  reports  that 
her  system  has  more  than  doubled  the  speed 
with  which  records  can  be  selected  and,  needless 
to  sa)',  sold. 


SEMELS  NOW  OWNS  TAPNER  CO. 


Well-known  Talking  Machine  Man  Buys  Entire 
Interests  of  Company  on  August  1 


W.  N.  NORTH  WITH  GRAY=MAW  CO. 


W.  X.  North,  former  Pathe  representative  in 
Rakersfield,  Cal.,  has  sold  out  to  McjMahon 
Bros.,  furniture  dealers,  and  has  become  asso- 
ciated with  the  Gray-Maw  Music  Co.,  Inc.,  in 
San  Diego,  Cal.,  as  manager  of  the  talking  ma- 
chine department. 


F.  Semels,  who  resigned  from  Bamberger's 
talking  machine  department  in  Newark,  N.  J., 
on  August  1,  has  purchased  the  entire  interests 
of  the  Tapner  Music  Co..  1141  Elizabeth  avenue, 
Elizabeth,  N.  J.,  and  will  devote  his  time  and 
efforts  to  the  upbuilding  of  this  establishment, 
which  handles  Victor  talking  machines  and  rec- 
ords exclusively. 


The  only  man  who  has  really  failed  is  the  man 
who  refuses  to  try  again. 


PEERLESS 
Metal  Back  Album 


Does  it  stand  the  strain  ? 
I'LL  SAY  IT  DOES! 


Three  elements  of  PEERLESS  success 

Factory  capacity — Quality  production  -  Sound  policy 

Phonograph  manufacturers  and  dealers  who  depend  on  Peerless 
for  their  albums  do  so  with  the  fullest  conviction  that  they  will: 

1 .  Receive  their  albums  when  promised. 

2.  Get  the  best  album  at  the  price. 

3.  Be  protected  in  their  selling  right. 

They  also  know  that  the  empty  album  is  a  constant  invitation  to 
the  owner  to  fill  it  with  records — -that  PEERLESS  albums  do 
sell  records. 

PEERLESS  ALBUM  COMPANY 

PHIL  RAVIS,  President 

43-49  Bleecker  Street  NEW  YORK  CITY 

Representativea  :  BOSTON.  L.  W.  Hough.  20  Sudbury  Street: 
CHICAGO.W.  A.  Carter,  57  E.  Jack.on  Blvd.;  SAN  FRANCISCO,  Walter  S.  Gray  Co.,  942  Market  St- 


Our  Standard  Grade 


Lowest-Priced  Quality 
Album   on   the  Market 


Write  for 
description 
and  prices 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


7 


Victrola  IV,  $25 

Oak 


Victrola  VI.  $35 

Mahogany  or  oak 


Victrola  VIII,  $50 

Oak 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  X,  W  $125 

Mahogany,  oak  or  walnut 


Victor 
Supremacy 


all  the  time 


and  everywhere 

Viewed  from  the  standpoint  of  musical 
art,  judged  by  the  character  and  prestige 
of  the  stores  that  handle  it,  measured 
in  dollars  for  its  ability  as  a  profit  pro- 
ducer, the  Victrola  is  supreme. 


"Victrola"  is  the  Registered  Trade  mark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
Warning :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talkmg 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secrure  a  perfect  reproduction. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


mm 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


Victrola  XIV,  $225 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 

Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


Victrola  XVII,  $350 

Victrola  XVII,  electric,  $415 
Mahogany  or  oak 


8 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 


J.  B.  SPILLANE,  Editor 
RAYMOND  BILL,  B.  B.  WILSON,  Associate  Editors 
L.  M.  ROBINSON,  Advertising  Manager 

Trade  Representatives :  Wilson  D.  Bush,  C.  Chace,  Edward  Lyman  Bill,  V.  D.  Walsh, 
E.  B.  Mdncb,  Chas.  A.  Leonard,  Scott  Kikgwill,  L.  E.  Bowers,  A.  J.  Nicklin 

Western   Division:  Republic  Building,  209  So.  State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 

Boston:        John  H.  Wilson,  324  Washington  Street 
£.ondon,  En^..  Office:     2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the 
principal   cities  throughout  America. 


Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $3.00;  all  other  countries,  $4.00.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $5.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post'  Office  Money  Order. 

NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones— Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  AUGUST  15,  1920 


ADHERE  TO  SOUND  BUSINESS  PRACTICES 

UNLESS  present  prospects  are  most  deceiving,  the  time  is 
coming  in  the  retail  talking  machine  trade  when  certain  dealers 
will  show  a  tendency  to  increase  their  sales  volume  by  offering 
talking  machines  on  a  long  term  basis  of  payment,  ignoring  the  fact 
that  these  long  terms  cut  into  legitimate  profits  and  likewise  tend 
to  raise  the  overhead  by  increasing  expenses. 

The  really  successful  business  man  is  the  one  who  manages 
to  keep  his  head  under  unfavorable  conditions  and  does  not  yield 
to  a  panicky  impulse  to  follow  the  trails  of  his  competitors,  or  to 
cut  under  them.  If  there  is  a  general  tendency  in  the  trade  to 
compete  in  the  matter  of  terms,  it  will  be  only  a  question  of  time 
when  there  will  develop  a  tendency  to  compete  in  the  matter  of 
price,  although  such  a  practice  could  not  proceed  very  far  without 
the  evil  of  this  course  being  recognized. 

Throughout  the  period  of  reconstruction  the  talking  machine 
trade  has  been  kept  on  a  sound  basis — on  a  basis  that  has  repre- 
sented practically  all  cash  dealing.  The  public  has  been  educated 
to  the  fact  that  the  average  talking  machine  is  sold  at  a  price  that 
is  within  the  means  of  the  great  majority  and  should  ,not  force  the 
granting  of  extended  terms  to  swing  the  sale.  There  seems  to  be 
no  reason  why  this  education  should  go  for  naught,  for  if  a  cash 
basis  is  desirable  during  times  of  great  demand,  it  is  equally  desir- 
able, and  in  fact  more  necessary,  when  the  demand  is  less  active 
and  selling  again  becomes  the  rule,  and  when  the  business  must  be 
guided  very  carefully  over  certain  periods. 

The  talking  machine  business  has  kept  up  remarkably  well, 
and  there  is  no  reason  to  believe  that  it  will  not  keep  up  indefinitely. 
With  a  steady  increase  in  productio^i,  however,  and  the  constant 
growth  of  retail  stocks  as  a  result,  the  proportion  of  demand  to 
supply  is  naturally  being  reduced.  The  dealer  must  watch  for  the 
time  when  the  level  is  reached,  when  he  must  be  expected  to  go 
out  and  sell  the  instruments  and  records  that  are  in  his  store  instead 
of  waiting  for  a  prospect  to  come  in  and  plead  for  them. 

The  man  who  sticks  to  sound  business  practices,  and  makes 
up  his  mind  to  keep  his  business  going  on  that  basis,  is  not  only 
going  to  prove  successful,  but  is  going  to  be  in  a  position  to  weather 
any  business  storms  that  may  perchance  sweep  the  country  in  the 
future.  The  secret  lies  in  the  dealer  paying  full  attention  to  his 
own  business  and  not  worrying  about  what  the  other  fellow  is  doing. 


I   BENEFITS  DERIVED  FROM  TRADE  GATHERINGS 

THERE  have  been  held  within  the  past  few  weeks  a  number  of 
national  and  sectional  conventions  of  dealers  and  jobbers  repre- 
senting various  talking  machine  manufacturers  for  the  purpose  of 
having  these  distributing  factors  discuss  amo  g  themselves,  and 
with  the  factory  officials,  the  problems  of  business  and  the  plans 
that  have  been,  and  may  be  developed,  for  futur'e'  sales  campaigns. 

These  conventions  are  made  well  worth  while  by  the  spirit  of 
co-ordination  that  is  engendered  in  the  various  sales  organizations 
by  these  meetings,  but  in  a  number  of  cases  there  is  realized 
the  additional  result  of  having  the  convention  delegates  go  home 
to  their  respective  territories  full  of  fresh  enthusiasm  regarding 
the  product  they  represent,  and  with  added  knowledge  of  the  care 
taken  in  the  manufacture  of  that  product. 

Many  of  the  manufacturers  carry  on  elaborate  and  expensive 
sales  and  dealer  service  campaigns  calculated  to  keep  the  retailers 
advised  at  all  times  of  the  salient  talking  points  of  the  product,  of 
the  details  of  its  manufacture,  and  of  the  new  features  that  have 
been  incorporated  in  it.  Some  dealers  and  salesmen  have  the 
faculty  of  becoming  enthused  over  the  printed  word,  but  there  are 
many  who  are  not  possessed  of  that  faculty  and  who  must  be  con- 
vinced by  word  of  mouth,  and  by  actual  demonstration.  One 
manufacturer,  for  instance,  has  for  several  years  used  a  most  in- 
teresting method  for  testing  records  in  order  to  insure  uniformity 
and  accuracy  in  the  matter  of  musical  reproduction.  The  method 
has  been  explained  on  more  than  one  occasion  in  printed  matter 
sent  to  dealers  and  yet-  at  a  recent  convention  many  of  the  delegates 
appreciate.d  the  importance  of  the  test  for  the  first  time,  because 
they  had  seen  it  carried  out  knd  realized  what  it  meant. 

No  one  man  is  sufficient  unto  himself.  No  dealer,  no  matter 
how  ambitious,  can  hope  to  have  a  monopoly  of  selling  knowledge, 
and  it  is,  therefore,  most  desirable  that  these  men  from  various 
sections  of  the  country  get  together  at  regular  intervals  to  exchange 
ideas  and  to  profit  by  each  other's  experience.  The  plan  has  been 
worked  out  successfully  for  years  in  trade  associations.  If  com- 
petitors find  it  possible  to  gather  for  the  interchange  of  thought  and 
ideas,  how  much  more  profitable  should  such  gatherings  prove  to 
men  engaged  in  the  selling  of  one  particular  product. 

STEADY  GROWTH  IN  OUR  EXPORT  TRADE  | 

THOSE  who  have  had  little  occasion  to  keep  in  touch  with  what 
is  being  done  to  develop  our  foreign  markets  in  American  talking 
machines  and  records  will,  without  doubt,  be  surprised  and  pleased 
to  learn  of  the  rapid  advance  being  made  in  that  direction.  One 
only  need  refer  to  Government  reports  to  realize  the  extent  to  which 
foreign  talking  machine  business  has  grown.  The  total  value  of 
these  exports  for  the  eleven  months  ending  May.  amounted  to 
86,792,267,  and  it  is  quite  obvious  that  the  twelve  months  period  will 
reach  a  very  substantial  sum  over  the  seven  million  mark.  The 
value  of  the  exports  for  the  eleven  months  were  divided  as  follows : 
Talking  machines,  $3,217,401 ;  records.  $3,574,866. 

The  figures  in  detail  for  the  month  of  May  showed  that  there 
were  exported  6,186  talking  machines,  valued  at  $335,106,  together 
with  records  totaling  in  value  $231,129,  a  grand  total  of  over  half  a 
million  dollars  worth  of  machines  and  records  for  a  single  month. 
Australia  proved  the  best  customer  for  machines ;  Canada  the 
hea\dest  buyer  of  records,  with  Cuba  and  various  South  American 
republics  doing  their  full  share  in  absorbing  American  products. 

In  view  of  the  new  attitude  tOAvards  the  development  of  export 
business,  as  a  form  of  protection  against  any  likelihood  of  flooding 
the  domestic  market  with  surplus  machine  or  record  production,  and 
the  consequent  bad  effect  upon  trade,  this  groA\^h  of  foreign  busi- 
ness in  the  products  of  the  talking  machine  trade  is  to  be  regarded 
with  much  interest.  It  is  in  its  effect  upon  the  business  of  the  future, 
rather  than  upon  the  business  of  the  present,  that  it  is  especially 
important. 

I     WHY  THE  SHEET  MUSIC  TRADE  INTERESTS 

THE  average  talking  machine  dealer  has  regarded  with  com- 
placencv — if  he.  in  fact,  has  heard  them  at  all — -the  reports  that 
conditions  in  the  music  publishing  field  during  the  past  few  months 
have  not  been  at  all  satisfactory,  and  that  there  has  been,  and  now 
exists,  a  distinct  dearth  of  song  "hijs."    He  has  felt  that  his  busi- 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


9 


ness  is  selling  records  and  that  he  has  enough  problems  to  worry 
about  without  sympathizing  with  tl\e  publisher. 

As  a  matter  of  fact,  however,  the  conditions  in  the  sheet  music 
field  so  far  as  they  af¥ect  popular  hits  are  of  distinct  if  not  of  vital 
interest  and  importance  to  the  talking  machine  man,  for  the  extent 
and  success  of  the  record  business  depends  in  no  small  measure 
upon  the  general  popularity  of  the  songs  recorded.  If  there  are  no 
song  "hits"  then  there  will  be  little  spontaneous  demand  for  popular 
records.  The  falling  off  of  song  "hits"  does  not  become  apparent  in 
the  talking  machine  trade  until  two,  three,  or  even  four  months 
after  the  situation  has  changed,  owing  to  the  time  required  in  re- 
cording and  placing  the  records  before  the  public.  The  slump  in 
the  publishing  field,  therefore,  will  not  be  really  apparent  ta  the 
talking  machine  dealer  until  Fall. 

The  answer  seems  to  be  that  increased  attention  be  given  to 
standard  and  operatic  records  and  to  records  of  better  music  gen- 
erally— the  sort  of  music  that  is  not  afifected  by  the  present  day 
whims  of  the  public.  When  a  substantial  demand  for  such  records 
is  created  and  maintained,  the  popular  record  demand  assumes  a 
secondary  position — an  excellent  means  for  increasing  profits,  but 
not,  as  some  may  think,  vital  to  the  success  of  the  business. 

The  fact  remains,  however,  that  talking  machine  dealers  may 
do  well  to  heed  the  oft-repeated  advice  that  they  keep  in  as  close 
touch  as  possible  with  the  sheet  music  market,  for  the  volume  of 
their  business  under  present  conditions  depends  largely  upon  the 
status  of  the  sheet  music  trade. 


DEALERS  SHOULD  STUDY  THEIR  STOCK  NEEDS 


DISCUSSING  business  prospects  for  the  fall  with  a  prominent 
manufacturer  the  other  day,  he  pointed  out  that  a  great  many 
dealers  are  displaying  a  certain  amount  of  hesitancy  in  deciding  upon 
their  stock  requirements  for  the  fall  and  winter.  Some  seem  to  think 
that  we  are  facing  a  slowing  up  in  demand  and  there  is  evident  an 
undercurrent  of  uneasiness- — it  should  not  be  described  as  pessimism 
— which  is  swaying  the  judgment  of  a  great  many  dealers  in  making 
up  their  minds  as  to  the  amount  of  talking  machines  and  records 
they  expect  to-  handle — and  to  sell. 

Now  this  aittitude  is  as  dangerous  as  it  is  unnecessary.  The  real 
talking  machine  dealer  has  made  a  substantia:!  investment  in  his  busi- 
ness and  expects  to  be  in  the  trade  this  year,  the  year  after  and  for 
years  to  come.  The  fact  that  be  has  prospered  up  to  the  present 
time  without  considerable  efifort,  doesn't  mean  that  he  should  not  now 
plan  aihead  and  build  seriously  for  the  future.  If  at  the  first  sign  of 
a  lull  since  the  war  he  is  content  to  rest  on  his  oars  and  let  his  busi- 
ness lie  dormant  until  there  is  some  change  in  one  way  or  the  other 
in  conditions,  he  is  placing  himself  in  a  distinctly  dangerous  position. 

Manufacturers  must  be  guided  by  their  dealers  and  jobbers  as 
to  their  approximate  requirements,  otherwise  they  cannot  perfect 
their  own  production  plans.  Moreover  if  the  manufacturing  and 
transportation  conditions  were  approximately  normal,  the  retailer 


might  be  reasonably  safe  in  ordering  his  customary  stock  and  devel- 
oping a  real  sales  campaign  that  would  place  his  sales  volume  equal 
to,  if  not  greater  than  that  of  last  year,  but  the  fact  remains  that 
manufacturing  and  transportation  conditions  are  still  very  uncertain. 

Railroad  deHveries  throughout  the  country  are  annoyingly  slow, 
and  this  applies  to  the  shipments  of  supplies  to  manufacturers  as  well 
as  the  shipments  of  finished  goods  to  the  dealer.  Hence  it  is  the 
duty  of  the  dealer  to  give  close  attention  to  his  needs  to  the  end  that 
liis  jobber  and  manufacturer  are  informed  as  to  the  amount  of  stock 
he  might  require,  and  thus  his  orders  are  presented  at  a  sufficiently 
early  date  to  merit  proper  consideration.  There  is  a  certain  volume 
of  trade  that  the  average  retailer  can  rely  upon.  He  knows  that, 
bar  the  unexpected,  he  should  do  a  certain  minimum  volume  of  busi- 
nesis  between  September  1  and  January  1,  and  he  has  the  experience 
of  previous  years  on  which  to  base  his  calculations.  To  offset  his 
business  plans,  to  wait  until  the  last  minute  before  ordering  and  then 
ordering  only  from  hand  to  mouth,  is  placing  him  in  a  position  where 
he  is  going  to  suffer  severely  by  any  sudden  tie-up  of  freight  trans- 
portation or  any  sudden  drop  in  factory  production. 

The  dealer  who  is  able  to  get  a  fair  stock  on  his  wareroom  or 
warehouse  floor  will  be  lucky,  for  he  will  be  relieved  of  considerable 
financial  and  freight  worries.  He  will  not  be  bothered  about  the 
problem  of  getting  goods,  and  his  freedom  in  this  connection  may 
mean  much  for  him  if  the  Fall  brings  the  volume  of  business  that  is 
to  be  expected  even  under  normal  conditions. 


'TALKER"  HELPS  RECREATION  AND  EDUCATION 


THE  talking  machine  has  been  much  in  evidence  this  Summer 
in  the  public  parks  throughout  the  country — in  fact  wherever 
physical  education,  recreation  and  play  have  been  paramount  fea- 
tures. The  supervisors  of  recreation  and  education  in  many  of  the 
leading  cities  have  paid  the  highest  possible  tribute  to  the  talking 
machine  as  a  stimulator,  educator  and  leader  in  the  public  play- 
grounds. In  many  of  the  parks  it  has  not  only  furnished  the  neces- 
sary music,  but  it  has  been  the  leader  in  community  singing,  the 
talking  machine  record  first  being  heard  and  then  the  public  taking 
up  the  second  verse,  and  so  on,  while  also  records  have  been  specially 
made  giving  advice  to  the  boys  and  girls  how  to  play  and  how 
to  enjoy  themselves  in  a  sane  and  sensible  way. 

The  wonderful  availability  of  the  talking  machine  in  the  Sum- 
mer months  is  a  worthy  duplication  of  its  effectiveness  in  the  school 
room  during  the  Winter  months.  Through  the  aid  of  the  talking 
machine  the  smallest  village  now  can  have  all  the  enjoyments  of 
the  big  city  in  the  way  of  music,  recreation,  and  a  close  acquaintance 
with  all  that  is  great  in  our  literature,  thanks  to  the  splendid  fist 
of  educational  records  which  are  procurable. 

It  is  quite  clear  that  the  talking  machine  is  becoming  one  of 
the  most  potent  influences  for  good  in  our  civilization,  and  the  time 
is  fast  coming  when  this  will  be  recognized  by  those  who  are  inter- 
ested in  the  character  building  of  the  children  of  the  Nation. 


:-'HIS  NASTEK' 


Us 


Re6.U.&PATOFr 


COMPETITION 

The  inevitable  result  of  increased  production  is  increased  competition. 
We  believe  that  the  Victor  dealer  is  best  equipped  to  meet  this 
competition  successfully,  particularly  the  Victor  dealer  who  devotes 
his  entire  energy  to  Victor  products  exclusively. 

ORMES,  Inc. 

26  East  125th  Street  NEW  YORK 

Victor  Wholesale  Exclusively 


10 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Tying  Up  the  Talking  Machine  With  the 
Movie  Film  and  Local  Theatre  -  By  charies  l.  smkh 


As  with  all  established  customs  of  modern 
domesticit)-,  the  talking  machine,  now  that  it 
has  become  a  recognized  part  of  everj'  home, 
comes  in  for  its  share  of  fun  and  ridicule,  espe- 
cially through  the  medium  of  the  movies,  which 
now  are  turning  to  every  known  field  for  mate- 
rial out  of  which  to  manufacture  scenarios  for 
the  all-devouring  public  eye.  The  domestic 
quarrel  which  once  found  its  source  in  the  ex- 
pected visit  of  his  mother-in-law,  or  hers,  or 
both,  has  given  waj-  to  a  more  versatile  cause 
celebre,  the  talking  machine,  which  not  only 
plays  the  role  of  trouble  maker  but  also  appears 
in  the  final  moment  as  the  "deus  ex  machina" 
who  soothes  away  all  the  troubled  hearts  and 
makes  the  sun  shine  again  in  the  peaceful  house- 
hold. 

One  of  the  most  common  situations  in  which 
the  talking  machine  plays  the  leading  part  in 
the  screen  drama  centers  around  a  decided 
family  difference  in  mtrsical  tastes.  She  is  de- 
voted to  the  classics,  to  the  elevating,  intellec- 
tual t}-pe,  while  her  lesser  half  delights  in  the 
latest  jazz  which  elevates  the  shoulders  more 
than  the  intellect,  but  nevertheless  makes  life  a 
pretty  good  thing  after  all.  At  the  end  of  a 
far  from  perfect  day  hubbj'  comes  home,  stop- 
ping on  the  way  to  get  a  bunch  of  new  releases 
in  dance  records  to  cheer  up  his  burdened  soul 
and  liven  up  his  tired  feet.  Picture  him  slipping 
quietly  into  the  living  room,  winding  up  his  ma- 
chine and  settling  back  in  his  easy  chair  while 
the  skyrocketing  syncopations  sizzle  forth  and 
shiver  up  and  down  his  spine.  For  a  moment 
he  listens,  registering  deep  satisfaction  and  de- 
light. Then  he  jumps  up  and  begins  to  dance 
around  the  floor,  doing  the  latest  step  which  he 

iilillllllilllllillllllllllllillillilllii 


Style  A 


learned  one  night  when  he  was  forced  to  "stay 
down  at  the  office  to  work."  Round  and  round 
he  goes,  nimbly  avoiding  chairs  and  tables 
Suddenly  the  cruel  scenario  editor  cuts  in  a  pic- 
ture of  wifey  upstairs  listening  with  growing 
rage  to  the  desecrating  sounds  below.  We  see 
that  hubby  is  in  for  it  soon.  And  sure  enough 
down  comes  wifey  and  catches  him  in  the  midst 

B  Dealers  Should  Watch  | 

B  Film  Releases  Where  m 

I  "Tall^ers"  Are  Used  m 

■  and  Use  Them  as  a  ^ 

■  Basis  of  Publicity  | 


of  his  maddest  gyrations.  Then  follows  the  sec- 
ond quarrel  of  the  week  (it  is  only  Tuesday), 
which  ends  by  wifey  dashing  the  offending  jazz 
record  to  the  floor,  breaking  it  in  pieces,  thereby 
greatly  shocking  members'  in  the  audience  who 
may  have  tried  in  vain  to  get  a  copy  of  the 
record  at  the  local  store,  but  nevertheless  show- 
ing that  the  movies  never  stop  at  a  little  thing 
like  eight3--five  cents! 

Now  it  is  wifey's  turn.  She  goes  to  the  cabi- 
net, selects  her  favorite  classic,  carefully  puts 
in  a  fiber  needle  and  starts  the  music  on  its  way. 


Dulcitone  Figured  Walnut,  Rich  Mahogany, 
Red  or  Brown 


IIIIIIIIIIIIIIIIIIIIIIIUIIIIIIIUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII  llllllllIM 

Hubby  registers  great  mental  and  aural  dis- 
tress. Soon  he  storms  out  of  the  room  and  re- 
tires to  his  den  to  gloom  over  his  troubles.  A 
few  days  later  he  is  left  alone  on  a  rainy  night 
and  seeking  something  to  do  he  goes  through 
his  list  of  records  and  discovers  that  some  of 
his  wife's  despised  "classics"  are  worth  while 
after  all.  He  is  converted.  The  rest  of  the 
story  cannot  be  told  here. 

With  the  film's  usual  attention  to  detail,  sev- 
eral close-ups  of  each  record  are  shown  and  the 
label  showing  the  make  of  the  record  and  the 
name  of  the  selection,  as  well  as  the  artist,  are 
clearly  shown.  This  is  very  valuable  advertis- 
ing, all  the  more  so  because  it  is  free  and  un- 
studied. It  shows  the  recognized  place  of  the 
talking  machine  in  the  home  and  goes  to  show 
how  familiar  everyone  is  with  the  joys  of  plac- 
ing a  new  record  on  the  machine.  Hefein  lies 
a  great  opportunity  for  the  local  talking  machine 
dealer  to  cash  in  on  the  film's  advertising  of  his 
product. 

Dealers  have  already  made  it  a  point  to  fea- 
ture the  records  of  special  music  written  for  fea- 
.  ture  photoplays  and  have  had  talking  machines 
in  the  theatres  during  the  presentation  of  these 
films.  This  boomed  certain  songs  and  records, 
but  did  not  pay  any  particular  attention  to  the 
instrument  itself.  It  was  a  good  form  of  pub- 
licity in  its  way,  but  the  opportunity  offered  by 
the  film  story  described  above  and  by  similar 
pictures  is  of  a  different  kind.  In  the  case  of 
the  special  music  written  for  the  photoplay  the 
publicity  efforts  of  the  dealer  differed  little  from 
the  usual  methods.  It  was  clear  to  all  that  the 
whole  thing  was  worked  out' in  advance  by  the 
manufacturer  and  the  song  writer.    This  is  in 

mill 


The  Dulcitone 

A   BUSINESS  WINNER 


In  selling  the  DULCITONE  the  dealer  is  as- 
sured of  offering  his  customers  an  instru- 
ment that  is  truly  distinctive.   As  distinctive, 

in  fact,  as  DULCITONE  WALNUT  FINISH 

itself,  vv^hich  challenges  comparison  as  the 
most  beautifully  finished  and  perfectly 
matched  veneer  in  the  phonograph  industry. 

The  winning  combination  of  remarkable 
tone  and  rare  physical  beauty  makes  the 
DULCITONE  a  real  busmess  wmner,  an 
asset  on  any  dealer's  floor. 

INTERESTED? 

Write  for  prices  and  full  information. 


Dulcitone  Phonograph  Company 


Chicago  Office,  404  Republic  Bldg. 


SOUTH  HAVEN,  MICHIGAN  m 


The  Talking  Machine  World,  New  York,  August  15,  1920 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


11 


no  way  reflecting  upon  the  value  of  these  cam- 
paigns, for  the  results  obtained  were  gratifying 
to  all  concerned.  In  the  case  in  hand  the  dealer 
can  cash  in  on  advertising  that  is  unconscious 
and  spontaneous  and  therefore  all  the  more  val- 
uable. The  dealer  can  feature  in  his  own  ad- 
vertising the  fact  that  the  same  machine  shown 
in  the  film  may  be  had  at  his  store.  In  addi- 
tion, he  has  a  chance  to  deliver  a  little  lecture 
in  the  cause  of  music,  using  the  story  of  the 
film  as  a  basis  and  drawing  his  conclusions  from 
that.  He  can  emphasize  the  power  of  music  in 
the  home,  he  can  show  the  value  of  a  well-bal- 
anced record  library  and  he  can  show  that  both 
popular  and  classical  music  have  their  own  place. 
He  can  work  along  the  lines  suggested  by  the 
National  Bureau  for  the  Advancement  of  Music. 
In  fact,  the  chances  are  innumerable  and  their 
number  depends  on  the  individual  ability  of  the 
particular  dealer. 

In  the  past  most  of  these  opportunities  have 
been  allowed  to  pass  by  unnoticed.  Films  in 
which  talking  machines  play  an  important  part 
have  appeared  at  theatres  in  towns  where  there 
were  many  dealers.  But  these  dealers  have 
failed  to  take  advantage  of  the  chances  ofifered. 
Perhaps  it  is  because  they  were  unaware  of  the 
fact  that  the  film  contained  anything  of  interest 
to  them.  By  a  little  co-operation  between  the 
film  companies  and  the  talking  machine  indus- 
try dealers  could  be  informed  of  pictures  where 
talking  machines  were  featured  and  in  this  way 
would  have  a  chance  to  prepare  their  campaigns 
in  advance.  Such  a  thing  is  by  no  means  im- 
possible and  might  be  worthy  of  consideration. 


Music  Co.,  at  Springfield,  Mo.  This  window 
which  is  presented  herewith,  is  undoubtedly  one 
of  the  finest  displays  prepared  by  Columbia 
dealers  in  recent  years. 

The  display  shows  very  clearly  the  popular 
Columbia  trade-mark  decalcomania,  the  "Flags 
of  All  Nations"  decalcomania,  the  Columbia 
brass  sign,  and  a  painting  which  forms  a  part  of 
the  mammoth  Columbia  Summer  advertising 
campaign  of  1920.     This  painting  shows  very 


AN  ARTISTIC  WINDOW  DISPLAY 


Dealer  Service  Department  of  Columbia  Co.'s 
Kansas  City  Branch  Pleased  With  Display 
of  J.  E.  Black  Music  Co.,  Springfield,  Mo. 

The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  received  recently  from 
the  company's  Kansas  City  branch  a  photograph 
of  a  window  display  installed  by  the  J.  Ed  Black 


Striking  Window  Display  of  J.  E.  Black  Music  Co. 

prominently  the  Columbia  Summer  slogan  "Now 
We  Can  Dance."  In  connection  with  this  dis- 
play, Mr.  Black  gave  the  following  interesting 
details : 

The  floor  is  covered  with  sand  and  mining 
chats.  In  the  left  foreground  a  type  C  Graf- 
onola  is  resting  on  a  pile  of  rocks  and  at  the 
left  and  right  real  live  plants  growing  in  mother 


earth  placed  in  boxes  and  surrounded  with  rocks, 
give"  a  naturalness  that  cannot  be  had  with  imi- 
tation plants. 

The  night  effects  of  this  window  are  really 
beautiful.  The  moon  shining  on  the  water  with 
reflecting  ripples  gives  an  effect  that  is  very  at- 
tractive. This  is  heightened  by  a  concealed  top 
light  behind  the  signs.  This  globe  is  covered 
with  light  blue  tissue  paper  and  makes  a  moon- 
light efl^ect  which  can  only  be  improved  by  the 

moon  itself. 

As  you  will  note,  we 
took  the  suggestion 
of  the  monthly  bul- 
letin cover,  and  built 
around  it  scenes  in 
keeping  with  the  sea- 
son and  the  occasion. 
The  busy  business 
man,  just  away  from 
the  daily  toils  of  the., 
city,  just  in  the  dis- 
tance, enjoys  with  his 
family,  real.  Summer 
recreation  at  his  home 
on  the  river. 

The  garage   in  the 
distance    at    the  left, 
makes     his  Summer 
time  really  ideal,  for 
it  tells  us  that  he 
not   compelled  to 
away  from  his  busi-Vj 
ness    but    may  come.; 
and  go  at  his  pleasure. 
The    girl    with  out- 
stretched"  arms  tells-i 
This. 


IS,. 

b^ 


her  own  story  and  you  are  familiar  with  it 
is  a  window'  that  may  be  used  all  Summer, 


The  man  who  has  ability  plus  honesty  will' 
get  both  wealth  and  happiness,  while  the  man 
who  has  ability  minus  honesty  will  get  ■  only 
wealth,  and  what  he  gets  in  this  way  he  can  sel- 
doin  keep. 


Just  What  You  Have  Been  Waiting  For 

The  GATELY  Carrying  Case 

for  VICTROLA  VI's 

This  handsome  carrying  case  will  help  in- 
crease your  VICTROLA  VI  sales. 

The  Gately  Carrying  Case  is  constructed 
of  wood,  covered  with  black  waterproof 
fibre  and  substantially  made  so  that  it  can 
be  carried  by  one  man  or  as  baggage. 

Each  case  is  arranged  to  hold  thirty  10-in. 
or  12-in.  records,  and  has  a  separate  place 
for  a  sound  box,  winding  key  and  needles. 


Price,  $8.50  Wholesale 

Write  for  Descriptive  Circulars 

GATELY-HAIRE  CO.,  Inc.       -       -       Albany,  N.  Y. 


12 


THE    TALKING    MACHINE  WORLD 


August  IS,  1920 


LAnnouncing 
Marion  Harris 
New  Exclusive 
Columbia  Artist 


Coltimbi  a 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


13 


Columbia 

Artists 


All  the  Leading  Stars  of  the  Stage  Make  Records 

Exclusively  for  Columbia 

Columbia  dealers  already  have  more  records  by 
the  sort  of  exclusive  artists  who  mean  big  sales 
than  any  other  dealers  today.  Now  Columbia  has 
capped  the  climax  by  securing  the  exclusive  services 
of  Marion  Harris. 

The  week  of  August  28  to  September  3  is  to 
be  Marion  Harris  week.  Order  in  advance  the 
Columbia  window  display,  hearing-room  hangers 
and  all  other  sales  material.  Get  a  letter  out  to 
your  jnailing  list. 

COLUMBIA  GRAPHOPHONE  COMPANY,  New  York 

Canadian  Factory:  Toronto 


Al  Joison 


Bert  Williams 


Nora  Bayes 


Van  and  Schenck 


rry  Fox 


Frank  Crumif        Harrj^  C  Browne 


Photos  ©— Lfumiere — White — Ap.  da    Moffett — Straus  Peyton — Press  Bureau,  Inc. 


14 


THE    TALKING    MACHINE  WORLD 


August  15, 


1920 


I  r 


PHONOGRAPH  MOTORS 


Saal  Motors  Represent  Seven  Years 
of  Accumulated  Knowledge. 

In  Them  You  Get — "Experience" — 
Not  Experiment. 


Motors 


Insure  a  Service  of  Satisfaction 

NO  EXPERIMENTS  TO  OFFER— But  a  Motor  which  has  stood  the  test  of  time- 
Proven  its  superior  QuaUties  over  practically  all  others  in  the  hands  of  big  users  and  most 
critical  purchasers. 

The  "Saal  Motor"  not  only  sells  Phonographs,  but  it  keeps  them  sold. 

Supply  your  customers  with  the  Motor  which  spells  "SATISFACTION"  and  New 
Orders. 

Employ  the  greatest  of  all  advertising  mediums — "A  Satisfied  Customer" — that  living  ex- 
ample of  "Your  Money's  Worth." 

Send  for  illustrative  and  descriptive  catalog. 

H.CSaal  Companv 

1800 Montrose  Ave.  ChicagcIU. 


Me 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


15 


Beneficial  Effect  of  Phonogra 
Office,  Factory  and  Home 


[Editor's  Note. — The  effect  which  phonographic  music 
has  in  promoting  the  efficiency  of  workers  in  factories  and 
offices  was  discussed  by  Col.  W.  V.  Bingham  before  the 
Edison  Caravan  Conventions  in  New  York,  Chicago  and 
San  Francisco,  in  an  address  entitled  "What  Music  Does." 
Col.  Bingham  has  been  Professor  of  Psychology  and  Di- 
rector of  the  Division  of  Applied  Psychology  at  the  Car- 
negie Institute  of  Technology,  Pittsburgh,  since  1915. 
During  the  war  he  was  Lieutenant  Colonel  in  the  U.  S. 
Army  and  Executive  Secretary  of  the  Committee  on 
Classification  of  Personnel  in  the  Army.  He  is  at  present 
Chairman  of  the  Diviisioni  oif  Anthropology  and  Psychology, 
National  Research  Council,  Washington.  From  early 
youth  he  has  been  interested  in  music.  At  the  Interna- 
tional Musical  Congress  in  Paris  in  1914,  just  before  the 
war,  he  read  a  paper  summarizing  the  results  of  all  the 
research  that  had  b«en  carried  out  by  means  of  the 
phonograph  in  studying  exotic  music,  the  songs  of  savages 
and  primitive  people  in  all  parts  of  the  world.  Col.  Bing- 
ham's profession  as  a  psychologist  is  to  study  human 
nature.  His  fondness  for  music  leads  him  to  be  par- 
ticularly concerned  about  the  effect  of  music  on  human 
nature.] 

When  a  customer  takes  into  his  home  a  New 
Edison  he  has  purchased  a  powerful  instrument 
tor  producing  varied  effects  on  people.  Think 
of  what  he  can  do  with  this  musical  instrument! 
Think  of  the  emotional  and  spiritual  values  he 
lias  bought.  We  have  put  into  his  possession 
an  instrument  for  evoking  enjoyment,  for  quiet- 
ing him  when  he  is  restless  and  irritated,  for 
resting  and  refreshing  him  when  he  is  tired, 
or  weak  or  worried;  for  rousing  and  stirring 
him  when  he  wants  to  be  stimulated  and  en- 
ergized. Have  you  ever  thought  seriously  about 
the  enormous  range  of  varied  potentialities  in 
the  effects  which  the  New  Edison  can  produce 
on  the  listener  when  different  kinds  of  selections 
are  used? 

Out  in  a  certain  Ohio  town  the  wife  of  the 
owner  of  an  Edison  uses  Re-creation  No.  80113, 
a  tender  lullaby,  to  put  to  sleep  her  two-year- 
old  daughter.  Little  Marion  has  the  connection 
well  established  between  hearing  this  reposeful 
number  and  going  to  sleep;  and  no  matter  how 
wide-awake  and  active  she  may  be  when  sleepy 
time  comes,  the  playing  of  this  soothing  melody 
makes  her  quite  ready  and  glad  to  undress,  go 
to  bed  and  soon  drop  into  a  sound  slumber. 

A  Chicago  professional  man  frequently  puts 
himself  to  sleep  with  the  Meditation  from  Thais, 
No.  82043. 

A  mother  in  New  Hampshire  uses  re-creations 
of  an  opposite  kind  in  the  morning  when  her 
two  boys  have  been  roused  from  sleep,  but  are 
feeling  pretty  glum  and  cranky  and  need  to  have 
their  minds  as  well  as  their  bodies  bathed  in  or- 
der to  come  to  breakfast  and  to  the  day's  activ- 
ities feeling  fresh  and  cheery  and  energetic. 
Business  Men  Need  Musical  Relaxation 

Cheering  selections  we  need  when  we  are 
morose  and  irritable.  A  very  different  sort  of 
selection  is  good  when  at  evening  we  find  our- 
selves all  entangled  in  the  numerous  petty  con- 
cerns of  the  day's  business  and  cannot  seem  to 
banish  from  our  minds  the  ceaseless  round  of 
anxieties  and  plans  and  projects  that  have  ab- 


llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll» 
sorbed  us  during  business  hours.  One  day  1 
asked  a  hard-headed  business  man  to  listen  to 
a  certain  re-creation  and  then  to  tell'  me  what 
it  had  done  to  him.  Here  is  his  account  of  the 
result: 

"During  the  first  part  of  the  selection  I  found 
myself  thinking  about  three  important  business 
decisions  that  I  was  going  to  have  to  make. 
And  then  pretty  soon  I  found  that  I  wasn't 
thinking  about  business  any  longer — I  was 
thinking  about  a  race  meet  next  Saturday.  And 
I  noticed,  too,  that  I  was  gradually  relaxing 
my  muscles  and  sitting  back  in  my  chair  more 


Col.  W.  V.  Bingham 

comfortably."  That  is  what  one  re-creation  did 
to  one  business  man.  There  are  times  when 
it  is  important  to  get  your  mind  quite  a.w&y 
from  business  and  on  to  something  utterly  dif- 
ferent. 

Phonographic  Music  and  Architectural  Design 

Here  is  another  illustration  of  the  use  of  the 
phonograph  during  business  hours.  Dr.  L,.  L. 
Thurstone,  who  is  now  associated  with  me  in 
making  an  experimental  study  of  the  different 
effects  produced  by  different  sorts  of  re-crea- 
tions, was  one  day  passing  the  doors  of  an  archi- 
tect's office  when  he  heard  some  blatant  sounds 
issuing  from  the  work  room  and  stepped  in  to 
see  what  was  going  on.  Here  were  a  couple  of 
architects  bending  over  their  desks  hard  at  work, 
sketching  the  design  for  a  beautiful  monumental 
building,  a  war  memorial  of  some  sort.  Near  at 
hand  was  a  loud  phonograph  playing  a  rather 
raw  and  unfamiliar  tune.  Thurstone  asked  the 
architects,  "What's  the  big  idea?"    One  of  then-i 


phic  Music  in 

By  Col.  W.  V.  Bingham 


explained  that  the  use  of  the  phonograph  wa.;  an 
established  item  of  technique  with  them.  When- 
ever they  wanted  to  get  into  a  particularly  im- 
aginative and  fertile  frame  of  mind,  so  that  they 
could  do  their  very  best  productive  work,  they 
turned  the  phonograph  on.  "And  what  sort  of 
selections,"  asked  Thurstone,  "do  you  find  most 
useful?"  "I  want  music  that  pulls  and  hauls  me, 
none  of  your  soft,  sweet  stuff." 

There  you  have  it  in  a  nutshell.  For  some 
occasions,  for  some  purposes  we  need  music 
that  pulls  and  hauls  us;  which  stimulates  us; 
which  releases  new  stores  of  nervous  energy. 
Under  different  circumstances  we  can  use  the 
opposite  sort — the  soft,  sweet,  sentimental  mel- 
ody produces  precisely  the  effect  on  us  that 
our  condition  and  our  needs  at  the  time  demand. 

Psychological  Analysis  of  Musical  Pleasure 

The  explanation  of  these  complex  human  re- 
actions to  contrasted  sorts  of  musical  stimuli 
is  an  absorbing  field  of  research  in  the  modern 
psychological  laboratory.  Something  has  been 
accomplished  by  Weld  and  other  investigators 
in  the  analysis  of  the  musical  experience,  and  of 
the  sources  of  musical  enjoyment. 

As  contributing  causes  of  the  reactions  we 
have  been  examining,  these  investigators  dis- 
tinguish first,  the  purely  sensuous  elements  of 
music,  the  quality  or  timbre  of  the  sounds,  the 
rhythm,  accents  and  dynamic  effects  some  of 
which  are  found  to  produce  muscular  strain  and 
tension  in  the  listener,  to  deepen  and  retard  his 
breathing,  to  accelerate  his  heart  throbs,  and 
particularly  to  set  up  changes  more  or  less  per- 
vasive and  profound  in  the  sympathetic  nervous 
system  that  presides  over  the  activities  of  the 
vital  organs,  including  the  digestive  tract. 

The  Effects  of  Music  on  Muscular  Strength 

It  is  not  hard  to  measure  the  effects  of  mu- 
sical stimuli  on  the  muscles.  Many  years  ago 
the  French  Psychologist,  Fere,  and  the  Amer- 
ican Psychologist,  Scripture,  found  that  one's 
strength  of  grip,  as  measured  by  the  hand 
dynamometer,  is  considerably  increased  by  lis- 
tening to  stirring  music  such  as  the  "Marseil- 
laise." This  experiment  merely  gave  more  pre- 
cise expression  to  a  fact  regarding  the  effect 
of  martial  music  on  muscular  strength,  which 
soldiers  on  the  march  had  known  for  c'enturies. 
We  need  to-day  to  measure  the  muscular  and 
nervous  reactions  to  many  sorts  of  music  in 
order  to  know  better  their  possible  values  in 
practical  situations. 

Good  marches  and  jazzes  furnish  the  clearest 
examples  of  the  sensuous  element  in  music.  In 
addition  to  these   sensuous  elements,  analysis 
reveals  certain  intellectual  elements  of  structure 
(Cotilinued  on  piu/e  16) 


FOUNDED  1835 


ARMSTRONG'S 


Distributors 


There  are  certain  desirable  localities  still  open  for  wide-awake  Pathe  dealers  in 
the  South. 

Our  Superior  Service,  co-operation  and  jobbing  experience  enable  us  to  give  all  dealers 
the  right  start.     A  good  start  is  half  the  game.     Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO 


59  and  61  North  Main  Street 


Memphis,  Tenn. 


16 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


BENEFICIAL  EFFECT  OF  PHONOGRAPHIC  MUSIC  IN  THE  OFFICE,  FACTORY  AND  HOME— (Continued  from  page  15) 


and  form,  most  prominent  in  a  Bach  Fugue  and 
in  much  of  the  music  admired  exclusively  by 
trained  musicians. 

Finally  come  the  associative  factors.  Our 
feelings  are  sometimes  stirred  because  the  music 
we  are  hearing,  or  music  very  similar  to  it, 
has  in  the  past  been  connected  with  some  deeply 
emotional  experience,  or  characteristic  mood. 
What  Constitutes  Good  Music 

In  the  masterpieces  of  musical  composition, 
sensuous,  intellectual  and  associative  factors  all 
combine  to  produce  the  most  profound  reactions. 
No  wonder  they  make  deep  impressions  on  us. 
No  wonder  that  some  pieces  pull  and  haul  us, 
resulting  in  an  enormous  stimulation,  with  re- 
lease of  vigor  and  pent-up  nervous  energy,  and 
in  a  revival  of  muscular  and  mental  tone. 
The  Need  for  Variety 

The  person  who  is  bent  on  getting  the  most 
enjoyment  and  mental  stimulation  and  refresh- 
ment of  spirit  from  listening  to  music  is  going 
to  have  conveniently  at  hand  a  wide  range  and 
variety  of  musical  stimuli. 

Let  me  drop  here  one  practical  suggestion 
for  you  to  take  home  to  your  sales  clerks.  Let 
them  pass  on  to  their  customers  this  idea  of 
building  up  a  re-creation  library,  a  library  that 
contains  a  well-rounded  variety — heart  songs  and 
ballads,  operatic  selections  and  simple  folk 
songs;  Sousa's  "Hands  Across  the  Sea"  and 
Wagner's  "Tannhauser  March";  the  very  latest 
jazzes  and  the  lovely  old  Vienna  waltzes  that 
will  always  be  enjoyed;  slumber  songs  and 
humoresques;  simple  violin  romances  and  bril- 
liant exciting  demonstrations  of  virtuosity;  re- 
creations that  the  children  love;  selections  that 
rouse  to  patriotism  and  loyalty;  simple,  sincere 
religious  hymns,  and  oratorio  numbers  such  as 
Christine  Miller's  reverent  rendering  of  the  Aria 
from  the  Elijah,  "For  the  Lord  Is  Mindful  of 
His  Own." 

The  customer  will  sometimes  say,  "But  the 
only  kind  I  care  for  are  Spalding's,"  or  "I  am 
only  interested  in  opera."  or  "nothing  appeals 


to  me  except  the  latest  hits."  That  is  the  chance 
to  exhibit  real  salesmanship,  to  remind  the  cus- 
tomer, without  offending  him,  that  he  wants 
other  re-creations  for  his  guests,  some  of  whom 
have  a  fondness  for  different  kinds  of  music; 
and  that  he  himself  will  enjoy  and  use  a  greater 
variety  if  only  he  will  study  his  own  changing 
moods  and  needs,  and  have  ready  at  hand  an  as- 
sortment of  re-creations  well  adapted  to  pro- 
duce the  different  desired  effects.  I  should  like 
after  this  program  to  talk  with  any  of  you  in- 
dividually who  have  systematically  tried  this 
plan  of  getting  customers  interested  in  rounding 
out  their  collection  of  re-creations.  I  want  to 
find  out  what  your  experience  has  been  as  to  the 
best  way  to  go  about  it  so  as  to  increase  sales 
and  to  increase  customers'  satisfaction. 

We  could  also  use  to  excellent  advantage  such 
systematic  information  as  you  have  accumulated 
regarding  the  best  re-creations  to  include  in  the 
initial  assortment  sent  with  a  new  phonograph. 
How  do  you  choose  these  initial  sets,  so  as  to 
include  a  maximum  of  variety  together  with  the 
uniform  excellence  that  will  best  develop  your 
new  customer  into  a  full-fledged  Edison  en- 
thusiast? 

Plato  Recognized  the  Power  of  Music 

The  knowledge  that  different  kinds  of  music 
produce  strikinglj-  different  effects  on  the  lis- 
tener is  as  old  as  the  ancient  Greeks.  I  was  re- 
reading the  other  day  the  pages  in  the  third 
book  of  Plato's  Republic  where  Socrates  dis- 
cusses sincerity  in  art  in  its  bearings  on  the 
structure  of  the  ideal  State.  He  is  described  as 
pointing  out  to  Glaucon  that  certain  Lydian  har- 
monies are  expressive  of  lamentation  and  sor- 
'row;  other  Lydian  and  Ionian  modes  which  were 
called  "relaxed"  are  expressive  of  drunkenness 
and  softness  and  indolence  unbecoming  to  the 
rulers  of  the  Republic;  while  other  modes,  such 
as  the  Dorian  and  Phrygian,  are  war-like  har- 
monies "to  sound  the  note  or  accent  which  a 
brave  man  utters  in  the  hour  of  danger  and  stern 
resolve."    Socrates  then  points  out  that  certain 


rhythms  "are  expressive  of  meanness  or  inso- 
lence or  fury  or  other  unworthiness,  while  other 
rhj-thms  are  reserved  for  the  opposite  feelings." 
The  ancient  Greeks  knew  that  different  sorts  of 
music  produce  important  effects  on  the  moods, 
emotions,  impulses  and  character  of  the  listener, 
and  so  they  made  music  one  of  the  chief  sub- 
jects of  the  Athenian  education. 

Uses  of  Music  Among  Savages 

We  might  pursue  this  theme  far  beyond  the 
Greeks  to  the  prehistoric  period  of  the  childhood 
of  the  human  race.  When  we  examine  the  uses 
which  have  been  made  of  music  by  savages  and 
primitive  peoples  the  whole  world  over,  we  real- 
ize afresh  how  potent  an  influence  music  may 
be  in  determining  human  life  and  action. 

There  is  no  savage  tribe  but  has  its  wild  war 
songs  with  which  to  rouse  its  fighting  men  to  a 
high  pitch  of  energized  excitement  and  bravery 
and  frenzied  abandon  before  making  an  attack 
on  the  enemy.  Very  different  are  the  primitive 
love  songs  that  profoundly  stir  the  mating  in- 
stinct in  young  men  and  maidens.  Still  different 
are  the  crooning  lullabies  which  the  savage 
mother  sings  in  order  to  quiet  her  fretful  infant. 
Narrative  songs  and  ballads  are  useful  to  prim- 
itive tribes  in  instruction  to  teach  the  boys  of 
the  clan  the  noble  exploits  of  their  ancestors  and 
the  true  behavior  of  the  resourceful  warrior  and 
tribesman. 

Some  primitive  music  is  essentially  social  in 
its  function — it  brings  the  family  and  the  mem- 
bers of  the  tribe  together,  and  develops  a  sense 
of  common  interest  and  group  consciousness. 
We  must  not  let  our  clerks  and  re-creaticn  sales- 
men forget  that  these  social  values  of  music 
are  as  real  to-day  as  they  were  when  our  ances- 
tors sang  together  with  only  crude  tom-toms  for 
accompaniment.  Every  home  should  contain  a 
generous  assortment  of  records,  expressive  not 
only  of  the  individual  liking  of  one  purchaser  but 
also  selections  that  guests  and  neighbors  enjoy. 
For  when  we  share  our  satisfactions  with  our 
(Continued  on  page  18) 


You  can  do  it— with  the  Kent 

nvi  /In  lO^ltnf  P  ^^^^  more  machines,  if  you  handle  the  Edison,  or  sell 
KjU/tl'  VIU  LX/ri'U'l'  •  more  records  by  catering  to  Edison  owners,  as  the  case 
may  be.  Your  money  invested  in  the  KENT  MASTER  ADAPTER  will  yield 
you  prompt  and  material  profits,  both  directly  and  indirectly. 

WHYP  Because— 
The 

KENT 

Master 
Adapter 

plays  all 

RECORDS 
on  the 


PLAYING 
LATERAL 
CUT 
RECORD 


EDISON 


RcfiiKerediD  U.  S.  Pat  Olfict 


PLAYING 
HILL  and 
DALE  cur 
RECORD 


i 


MANUFACTURERS  OF 
Tone  Arms,  Sound  Boxes  and  Attachments  for 
Edison,  Columbia  and  Victor  Machines.  We 
also  have  on  hand  large  supplies  of  Steel,  Sap- 
phire and  Diamond  Points. 

KENT  PRODUCTS  "Win  their  way  by  their  play." 


F.  C.  KENT  COMPANY 


I  R  V  I  N  G  T  O  N 
N.J.,  U.S.A. 


A.UGUST  15,  1920 


THE    TALKING    MACHINE  WORLD 


17 


IVITANOLA 
FOURTEEN 


The  Big  Fact  in  the 
Phonograph  Business 


One  thing  looms  big  in 
the  phonograph  field  and 
that  is  the  amazing  growth 
in  demand  for  theVitanola. 

It's  the  live  proposition 
today  and  the  dealer  who 
grasps  the  opportunity  it 
offers  will  be  taking  ad- 
vantage of  the  flood  tide. 

Supreme  merit  in  tone 
quality  and  construction — 


thousands  of  dollars  spent 
monthly  for  national  ad- 
vertising, and  impressive 
dealers'  sales  helps  make 
a  combination  for  trade 
building  which  every  pro- 
gressive merchant  must 
recognize. 

Send  for  the  unique  booklet 
"Making  a  Phonograph  De- 
partment Pay"  and  sample 
of  attractive  vest  pocket 
catalog. 


The  Fhonograph  of  Marvelous  Tone 


VITANOLA  TALKING  MACHINE  COMPANY,  508  W.  35th  St. 

CHICAGO,  U.  S.  A. 


18 


THE    TALKING    MACHINE  WORLD 


August  15,  19^0 


Sweetest  Story  Ever  Told,"  sung  by  Hulda 
Lashanska  straight  from  tlie  heart  to  the  heart,  will 
bring  you  the  biggest  receipts  that  an  old-fashioned 
love  ballad  ever  brought.  Columbia  79115. 


Columbia  Graptiophone  Co, 

NEU'  YORK 


BENEFIT  OF  PHON0G[UPHIC  MUSIC 

a  O'ltinned  fron  I'agc  16) 
friends,  we  not  only  multiply  our  own  pleasure, 
we  strengthen  the  bonds  of  common  interest  and 
association  and  social  solidarity. 

Music  an  Aid  to  Work 

Still  another  variety  of  primitive  music  is 
found  in  the  work  songs;  songs  sung  by  women 
patiently  grinding  grain  in  a  simple  stone  hand- 
mill,  or  weaving  basketrj-  or  hoeing  corn;  songs 
sung  by  men  riding  to  the  hunt  or  pulling  to- 
gether at  the  oar,  or  rhi'thmically  heaving  heavy 
timbers.  These  kinds  of  primitive  music  had 
their  uses  both  in  relieving  the  monotony  of  long 
hours  of  repetitive  toil,  in  diminishing  irksome- 
ness  and  fatigue,  in  helping  to  stimu'.ate  more 
rapid  and  energetic  labor,  and  in  bringing  about 
more  effective  group  action. 

Music  in  Plant  Aids  EHiciency 

I  wonder  how  man}-  of  you  know  of  instances 
in  which  the  phonographs  you  have  sold  have 
been  put  to  similar  use  in  modern  work-rooms 
of  great  factories  or  offices.  Let  me  read  a  clip- 
ping from  the  Washington  Times  for  June  13; 

"Girls  work  faster  and  earn  more  under  new 
inspiration  in  Lorillard  factor}-.  Efficiency 
among  workers  has  increased  20- per  cent  in  the 
Wilmington  plant  of  the  P.  Lorillard  Co.  since 
the  inauguration  of  a  music  program  during 
working  hours  ...  in  the  wrapping  depart- 
ment. .  .  .  Whether  following  the  meas- 
ured tempo  of  some  sentimental  ballad  or  the 
accelerated  time  of  a  march,  nimble  fingers  move 
even  more  rapidly  over  a  task  that  is  purely  me- 
chanical— and  production  is  increased." 

I  want  to  see  some  energetic  salesman  in  this 
audience  go  to  one  of  the  great  clothing  manu- 
facturers in  Rochester  or  Baltimore  or  Chicago, 
or  right  here  in  New  York,  and  convince  him 
of  the  practicability  of  the  New  Edison  as  an 
asset  in  his  factory.  I  venture  to  predict  that 
the  clothing  manufacturer  can  make  his  em- 
ployes more  contented  and  so  help  in  reducing 
his  labor  turn-over  and  at  the  same  time  speed 


up  production,  by  the  use  of  the  right  kinds  of 
phonographic  music  during  certain  portions  of 
the  day;  and  there  will  be  a  diminution  instead 
of  an  increase  of  fatigue.  I  predict  these  favor- 
able results  provided  two  conditions  are  met. 
First,  that  the  manufacturer  gets  the  co-opera- 
tion of  these  workers  in  the  experiment;  and 
second,  that  he  is  judicious  in  his  selections  of 
the  kinds  of  re-creations  to  be  employed. 

In  conclusion  let  me  express  the  hope  that  I 
have  given  you  one  thought  to  take  away  from 
this  convention  and  to  carry  back  to  your  as- 
sociates at  home  who  are  selling  Edison  mer- 
chandise. Teil  them  to  take  a  square  look  at 
the  goods  they  are  selling.  Tell  them  to  look 
beyond  the  surface.  The  time  has  come  to  sell 
not  only  period  cabinets  and  the  superior  sound 
reproducing  mechanisms  they  contain:  and  not 
only  the  thing  beyond  these,  namely,  the  mu- 
sical instrument  of  which  we  are  so  justly  proud. 
The  time  has  arrived  to  think  about,'  to  talk  - 
about  and  to  sell  the  thing  beyond  the  thing 
bevond — what  music  does. 


A  GREAT  SIGN  AMONG  GREAT  SIGNS 

Sonora  Sign  Recently  Placed  at  Longacre  Square 
Attracts  Much  Attention 


The  "Great  White  Way,"  otherwise  known  as 
Broadway  in  New  York  City,  became  more  bril- 
liant recently  when  a  new  Sonora  sign  was 
flashed  from  a  twelve-story  building,  overlooking 
Times  and  Longacre  Squares. 

This  sign  has  the  new  white  bright  lights,  with 
a  number  of  bells  made  of  electric  globes  which 


RAINIER  A  TALKING  MACHINE  CITY 

Oregon  Lumber  Town  Finds  Ready  Sale  for 
Talking  Machines  and  Records 


While  pianos  and  sheet  music  are  not  found 
in  the  music  stores  in  the  town  of  Rainier,  Ore., 
talking  machines  and  records  are  much,  in  evi- 
dence. The  Rainier  Pharmacy  sells  Columbia 
and  Pathe  records,  while  the  Columbia  Drug 
Co.  handles  Victor  and  Columbia  instruments. 
The  city  has  not  yet  recovered  from  the  loss 
of  an  immense  mill  which  employed  many  hun- 
dred men  when  in  operation. 


Clatskanie,  Ore.,  boasts  of  a  new  branch  talk- 
ing machine  and  music  store  of  the  Lacy  & 
Cline  Co.,  of  Astoria.  Clatskanie  is  a  growing 
lumber  town  and  music  dealers  there  are  mak- 
ing the  best  of  the  opportunity. 


How  Sonora  Sign  Stands  Out 
swing  across  the  sky  for  110  feet.  On  the  right 
corner  is  an  electric  rose,  and  in  the  left  corner 
there  is  featured  what  is  considered  the  largest 
talking  machine  in  the  world,  which  is  also  lined 
with  electric  lights.  There  is  a  green  border 
carried  across  to  the^cluster  of  roses,  all  in  col- 
ored globes,  and  the  entire  eftect  is  carried  out 
through  the  use  of  3,586  electric  lights. 

Each  letter  in  the  word  Sonora  is  thirteen  feet 
wide  by  twenty-three  feet  high.  The  bells  are 
twenty-eight  feet  high,  each  one  containing  nine- 
ty-three globes.  The  rose  is  twenty  feet  in 
diameter  with  a  stem  seventy-eight  feet  long. 
This  sign  was  created  by  the  O.  J.  Gude  Co., 
and  it  is  recognized  by  advertising  experts  as 
one  of  the  finest  electrical  signs  ever  conceived. 


Dulude  Bros.,  Hull,  Que.,  have  opened  up 
Grafonola  parlors  at  63  Wellington  street. 


'^Ae  Phono^raphyT^axvelousTone 


Progressive  Dealers  in  Southeast  get  in  touch  with  us 
immediately  for  exclusive  territory  for  this  money -making 
machine — the  instrument  that  when  '^put"  stays  ^'put. 


H.  H.  SAPP  &  CO.,  Distributors,  Macon,  Ga. 


The  Talking  Machine  World,  New  York,  August  15,  1920 


PHONOGRAPHS      AMD  REC 


The  Completeness  of  Brunswick 

Distribution 

Its  advantages  to  the  dealer 


Many  factors  make  the  Brunswick  franchise 
the  most  valuable  a  phonograph  dealer  can 
have.  A  super-fine  instrument  that  won  pre- 
eminence in  four  years,  an  immense  volume  of 
advertising  and  the  prestige  of  a  name  already 
'-nown  to  the  millions,  are  some  of  them. 

And  in  addition  there  is  the  vast  scope  of  a 
distribution  system  supplying  every  part  of 
the  country  with  equal  facilities. 

Six  production  plants  and  thirty-eight 
branch  houses  assure  direct,  prompt  and  effi- 
cient service  to  any  dealer,  anywhere,  at  any 
time. 

No  matter  where  you  are  located,  north, 
south,  east  or  west,  Brunswick  men  and  Bruns- 
wick stocks  are  near  you,  waiting  to  serve  you. 

These  stocks  are  complete.  And  these  men 
are  not  mere  distributors,  interested  in  differ- 
ent lines,  with  a  lukewarm  attitude.  They  are 
all  part  and  parcel  of  a  great  organization. 
Each  one  is  keyed  to  enthusiasm  in  Brunswick 
ideals  and  methods. 


The  Brunswick  dealer  is  in  every  sense  a 
part  of  this  great  whole.  He  receives  the 
benefit  of  the  smooth-running  machinery  of  a 
production  and  distribution  system  standard- 
ized in  75  years  of  merchandising. 

He  is  not  dependent  upon  any  middleman, 
any  more  than  the  House  of  Brunswick  is 
dependent  upon  any  outsider  at  any  stage  of 
phonograph  and  record  making. 

Thus  the  Brunswick  dealer  is  in  an  enviable 
position.  And  his  connection  becomes  more 
valuable  every  day. 

As  our  expansion  continues  there  will  be 
openings  for  appointments  as  Brunswick 
dealers  in  different  places  —  perhaps  in  vour 
locality. 

If  you  are  interested  in  a  Brunswick  Fran- 
chise, the  most  profitable  business  proposi- 
tion imaginable,  write  us  at  once  for  full  par- 
ticulars. 


THE 

BRUNSWICK-BALKE-COLLENDER 
COMPANY 

General  Offices:  623-633  S.Wabash  Ave.,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 

Canadian  Distributors:  Musical  Merchandise  Sales  Co., 
819  Yonge  St.,  Toronto 

Phonograph  Factories:  Dubuque,  Iowa;  Muskegon,  Mich.; 
Chicago,  111.;  Rockford,  111.;  Knoxville,  Tenn.; 
Toronto,  Canada 
Record  Fac;orics:  Long  Island  City,  N.Y.;  Jersey  City,  N.  J, 


The  Talking  Machine  World,  New  York,  August  15,  1920 


IS/ 


The  Ultona  Playing  a  Brunswick  Record 


One  Winning  Idea 

A  real  all-record  reproducer 


Brunswick  has  accomplished  in  the 
Brunswick  Ultona  what  all  phonographs 
have  sought  from  the  beginning — a  repro- 
ducer that  plays  a/l  records  just  as  they 
should  be  played,  and  without  adjust- 
ment. 

At  a  turn  of  the  hand  the  Ultona  pre- 
sents to  each  type  of  record,  no  matter 
what  the  make  may  be,  the  proper  needle, 
the  proper  diaphragm.  No  makeshift  at- 
tachments are  necessary. 

The  Ultona  brings  out  in  their  original 
purity  tones  often  slighted,  tones  too  deli- 
cate for  reproducing  by  former  methods. 

Furthermore,  it  practically  ends  so- 
called  "surface  noises."  For  it  is  the  only 
counterbalanced  reproducer.  It  is  so  per- 
fectly suspended  that  the  needle  transmits 
the   tiniest   undulations    in   the  record 


groove  with  perfect  fidelity.  And  the  re- 
sult is  purer,  truer  tones  that  win  en- 
thusiastic praise  from  nine  prospects  out 
of  ten  at  the  first  hearing. 

The  exclusive  Brunswick  i\Iethod  of 
Reproduction  eliminated  harshness  and 
stridency.  People  quickly  realized  its 
superiority  over  other  methods.  Un- 
bounded approval  followed,  and  in  the 
short  space  of  four  years  a  great  business 
was  created  and  established  on  unshak- 
able foundations.  All  brought  about  by 
the  merits  of  the  instrument  itself  and  the 
Brunswick  polic}^  of  urging  people  to 
judge  by  the  tone. 

The  Brunswick  is  the  final  type  phono- 
graph, the  instrument  of  tomorrow.  The 
Brunswick  dealer  is  building  for  tomor- 
row on  a  permanent  basis. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 
General  Offices:  623-633  S.  Wabash  Ave.,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 
Canadian  Distributors:  Musical  Merchun.ise  Sales  Co., 
819  Yonge  St.,  Toronto 


PHONOGRAPHS      AMD  REC 


The  Talking  Machine  World,  Nezv  York,  August  15,  1920 


i 


The  Tone  Amplifier  Built  Entirely  of  Wood 


Another  Great  Betterment 

Exclusive  with  The  Brunswick 


A  great  advancement  was  made  in  the 
Brunswick  Tone  Amplifier,  a  sound 
chamber  built  entirely  of  wood,  especially 
chosen,  seasoned  and  moulded. 

It  connects  directly  with  the  tone  arm. 
There  is  NO  CAST  METAL  throat  on 
The  Brunswick.  Sound  waves  are  soft- 
ened —  eliminating  harsh,  unnatural 
noises. 

We  are  justly  proud  of  the  fact  that  the 
great  majority  of  our  dealers,  as  well  as 
our  buyers,  choose  The  Brunswick  after 
comparison  with  other  makes. 

This  is  the  test  we  invite  from  every 
dealer,  as  well  as  every  buyer.  It  has 
been  the  Brunswick  policy  from  the  very 
first. 

And  as  we,  by  this  simple  method,  have 


built  up  a  vast  dealer  organization,  so 
can  the  Brunswick  dealer  build  up  a 
profitable  business  for  himself. 

Brunswick  Records 

Another  aid  to  our  dealer  success  lies 
in  the  triumph  of  Brunswick  Records. 
They,  too,  set  up  new  standards.  For  we 
have  included  all  the  best  features  of 
record-making,  and  super-added  an  ele- 
ment often  missing — scientific  direction. 

For  every  Brunswick  Record  is  recorded 
under  the  supervision  of  a  noted  director, 
A  new  art  is  carried  to  a  high  degree  of 
perfection. 

You  will  note,  as  you  listen  to  them, 
that  Brunswick  Records  bring  something 
better  and  finer  into  recorded  music. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 
General  Offices:  623-633  S.  Wabash  Ave.,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 
Canadian  Distributors:  Musical  Merchandise  Sales  Co., 
819  Yonee  St.,  Toronto 


s  f 
t 


PHONOGRAPHS      AND  REC 


The  Talking  Machine  World,  New  York,  August  15,  1920 


V 


Brunswick  Phonograph  Factory  at  Dubuque,  Iowa 


Every  Brunswick 

is  100%  Brunswick 


The  Brunswick  is  not  an  assembled 
phonograph.  We  have  six  great  factories. 
We  build  complete. 

In  assembled  instruments  there  are  too 
many  discrepancies,  too  many  variations. 
Our  way  of  making  everything  ourselves 
is  the  right  way  for  us,  for  our  dealers 
and  for  our  buyers. 

We  can  control  quality.  We  are  sure 
of  uniform  production.  We  are  able  to 
guarantee  every  separate  part  for  the  life 
of  the  instrument. 

The  ?ix  Brunswick  plants  are  the  most 
modern,  most  complete  and  most  efficient 
production  units  in  the  manufacturing 
world. 


In  every  Brunswick  policy  we  strive 
for  the  utmost,  the  best,  regardless  of 
cost,  because  we  are  building  for  many 
years  to  come. 

In  our  advertising  we  use  56  publica- 
tions, with  a  combined  monthly  circula- 
tion of  24,000,000. 

Brunswick  policies  are  directed  by  men 
who  think  in  terms  of  millions,  who  aim 
at  nation-wide  markets.  These  policies 
have  a  telling  effect  in  favor  of  the  Bruns- 
wick dealer.  They  give  him  honest  mer- 
chandise. They  entrench  him  against  all 
competition. 

They  practically  guarantee  his  success. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 
General  Offices:  623-633  S.  Wabash  Ave.,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 
Canadian  Distributors:  Musical  Merchandise  Sales  Co., 
819  Vonge  St.,  Toronto 


PHONOGRAPHS.     AND  PEG 


August  15,  1920 


THE   TALKING    MACHINE  WORLD 


19 


MARION  HARRIS  WEEK  COMING 

Columbia  Dealers  Preparing  to  Feature  Record- 
ings by  Miss  Harris  During  Week  of  August 
28 — Special  Displays  to  Be  Furnished 


PATHE  CONVENTION  IN  OMAHA 

Dealers  in  That  Section  Gather  for  Business 
Conference  Under  Auspices  of  Wright  &  Wil- 
helmy  Co. — May  Form  Local  Association 


As  announced  recently  in  The  World,  the 
Columbia  Graphophone  Co.  has  advised  its  deal- 
ers that  the  week  of  August  28-Septeniber  3  will 
be  Marion  Harris  week  and  during  these  six 


Columbia  Display  Featuring  Miss  Harris'  Records 

days    Columbia    dealers    everywhere    will    co-     &  Wilhelmy  Co 
operate  in  introducing  to  the  public  this  new  and 
popular  artist  and  her  first  two  exclusive  Co- 
lumbia records. 

The  Dealer  Service  Department  of  the  Colum- 
bia Co.  has  prepared,  in  addition  to  the  usual 
September  window  display,  several  Marion  Har- 
ris units,  consisting  of  a  regular  artist  poster  in 
colors,  a  long  window  glass  streamer,  two  rec- 
ord holder  cut-outs,  featuring  her  first  two  rec- 
ords, and  a  special  record  hearing-room  hanger 
of  Miss  Harris'  recordings. 

The  complete  September  display,  as  shown  in 
the  illustration  herewith,  consists  of  the  follow- 
ing: Large  centerpiece,  a  copy  of  Columbia's  cur- 
rent magazine  ad  in  full  color,  large  side  card 
listing  popular  dance  records,  large  side  card 
listing  concert  numbers,  giving  particular  prom- 
inence to  exclusive  Columbia  records  by  Pablo 
Casals;  two  record  holder  cut-outs  featuring 
Marion  Harris'  first  records;  three  record 
holder  cut-outs,  one  of  each  featuring  Jol- 
son,  Barbara  Maurel  and  the  popular  operetta 
"Florodora";  two  small  easel-backed  cards  fea- 
turing the  exclusive  Columbia  non-set  automatic 
stop  and  the  other  the  latest  recording  by  Frank 
Crumit. 


Omaha,  Neb.,  July  31. — A  large  attendance  of 
Pathe  dealers  in  this  State  was  reported  at  the 
first  annual  Pathe  dealer  convention  held  at  the 
headquarters  of  Wright  &  Wilhelmy  Co.,  Pathe 
distributors,  of  this  city. 
An  address  of  welcome 
was  given  by  J.  David 
Larson,  commissioner  of 
the  Omaha  Chamber  of 
Commerce.  Inspiring  ad- 
dresses were  made  by 
James  Watters,  secretary, 
and  H.  N.  McMenimen, 
managing  director  of  the 
Pathe  Freres  Phonograph 
Co.,  who  journeyed  from 
Pathe  headquarters  in 
Brooklyn  to  attend  this 
"get  together"  meeting. 
Entertainment  was  fur- 
nished by  two  celebrated 
Pathe  artists,  Marion  Cox 
and  Lewis  James.  At  the 
close  of  the  session  oppor- 
tunity was  given  to  all 
dealers  to  give  the  expres- 
sion of  their  views  on  the 
various  daily  problems 
that  arise.  As  additional 
entertainment  the  Wright 
planned  a  matinee  Orpheum 
party  for  the  ladies  and  all  delegates  journeyed 
to  Krug  Park  at  night. 

As  the  outcome  of  this  convention,  it  is  ex- 
pected that  a  Pathe  dealers'  association  will 


shortly  be  formed  in  this  section  of  the  country. 


TO  OPEN  "TALKER"  DEPARTMENT 


Office  Supply  Co.  Will  Have  Large  Section  Un- 
der Direction  of  John  J.  GifEord 


Charlotte,  N.  C,  July  19. — This  city  will  have 
a  new  talking  machine  store  in  the  next  few 
weeks,  when  the  Office  Supply  Co.,  one  of  the 
fastest-growing  concerns  of  its  kind  in  this 
locality,  opens  its  new  talking  machine  section. 
The  new  department  will  be  under  the  manage- 
ment of  John  J.  Gifford,  a  well-known  piano 
and  talking  machine  salesman  of  this  city.  Sev- 
eral popular  makes  of  instruments  and  records 
will  be  featured,  as  well  as  pianos,  players  and 
music  rolls.  The  department  will  be  open  to 
the  public  as  soon  as  the  extensive  alterations 
now  under  way  are  completed. 


They  tell  the  story  of  the  man  who  learned  to 
be  an  opera  singer  by  studying  the  songs  as 
played  on  broken  and  cracked  records  he  col- 
lected from  his  friends.  He  got  there,  even  if 
his  inspiration  was  cracked. 


INCORPORATED 

The  Dorsa  Phonograph  Co.  has  been  incor- 
porated in  New  York  to  do  a  business  in  talk- 
ing machines,  with  a  capital  of  $50,000.  The  in- 
corporators are  F.  Ross,  V.  and  P.  Dorsa,  323 
East  Eighty-fifth  street. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  SO  cents  for  Sample  Stop 


KirkmanEngineeringCorporation 

484-490  Broome  St.,  New  York 


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20 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


^IIIIIIIIIIIU 


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Your  Sales  in  the  Future 

WILL  BE  IBASED  UPON  MORE  THAN  MERE  DEMAND 


Look  at  the 
Simblicity  of  the 
Brooks  Automatic 


Good  Salesmanship? 
Yes, 

Good  Buying?  YES! 

Sales  will  be  made  by  good 
presentation  of  GOOD  MA- 
CHINES. NOW  is  the  time 
to  LAY  YOUR  PLANS. 


Automatic  Repeating 
Phonograph 

is  the  only  machine  that  will 
play  any  record  any  number  of 
times  and  then  stop  automatic- 
ally with  the  tone-arm  suspended 
in  the  air. 

How  is  this  done  ? 

Place  the  needle  on  the  record  at 
its  finishing  edge.  Set  the  pointer 
for  one  or  two  or  five  or  eight  play- 
ings,  whatever  you — or  the  dancers 
— want. 

The  motor  starts,  the  record  plays,  and  replays  and  stops  automatically  with  tone-arm 
and  needle  suspended  in  the  air! 

No  records  are  scratched!  No  one  has  to  get  up  and  rush  to  shut  the  ma- 
chine off!  The  convenience  is  wonderful  and  appealing  to  every  buyer — 
especially  a  woman.    Its  mechanical  perfection  grips  the  interest  of  rnen. 

Can  You  Sell  Such  a  Machine? 

Its  tone  and  its  finish  are  both  as  superior.  This  machine  is  available  to  high- 
grade  dealers  who  propose  to  stay  in  business  handling  high-grade  goods. 

INQUIRE  ABOUT  YOUR  TERRITORY  FROM 


THE  BROOKS  M  F  G.  CO. 

SAGINAW  MICHIGAN 


mmjiiiiiiii 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


21 


HOLD  AN  ENJOYABLE  OUTINO 

Forces  of  Columbia  Wholesale  Branch  in  New 
Haven  Enjoy  Themselves  at  Lake  Quassa'paug 


VICTOR  CATALOG  WINDOW  DISPLAY 


THE  GREAT  FORCE 


New  Haven,  Conn.,  August  4. — The  local 
wholesale  branch  of  the  Columbia  Graphophone 
Co.  was  closed  Thursday,  July  fifteenth  when 
the  employees  celebrated  their  annual  outing 
which  was  held  at  Lake  Quassapaug,  Water- 
bury,  Conn. 

The  entire  party  was  transported  by  auto- 
mobiles, and  an  extensive  program  of  sporting 
events  attracted  many  entries.  Handsome  prizes 
were  given  the  lucky- winners,  among  whom  were 
the  following:  B.  A.  Day,  fat  man's  race;  H. 
Calechman  and  D.  Richetteli,  three-legged  race; 
Gertrude  Lanz,  shoe  race  for  girls;  Henry 
Calechman,  running  race  for  boys;  Gertrude 
Lanz,  running  race  for  girls;  J.  J.  Dun,  egg 
race  for  boys';  Sonia  Hyatt,  egg  race  for  girls; 
Mary  Flanery,  marshmallow  eating  contest  for 
girls;  J.  J.  Dunn,  tug  o'war  for  boys  and  Juline 
Hemingway,  blindfolded  race  for  girls. 

The  members  of  the  committee  which  were 
congratulated  upon  the  success  of  the  program 
were  Peggy  Pickus,  Mary  Flanery,  F.  C.  Collins, 
J.  McKiernan  and  Assistant  Manager  H.  C. 
Cooley. 

H.  E.  Gardner,  manager  of  the  branch,  par- 
ticipated in  all  of  the  sports,  and  was  an  im- 
portant factor  in  the  success  of  the  day's  outing. 
Among  the  invited  guests  were  Mrs.  H.  E.  Gard- 
iner, Mrs.  H.  C.  Cooley,  Mrs.  A.  G.  Dillion  and 
Mrs.  F.  P.  Conklin. 

Frederick  C.  Collins,  manager  of  the  Dealer 
Service  department  at  the  New  Haven  branch, 
attended  the  first  convention  of  Dealer  Service 
Managers  held  recently  in  Philadelphia.  Mr. 
Collins  was  enthusiastic  regarding  the  practical 
value  of  this  convention  and  gave  an  interest- 
ing report  at  the  weekly  meeting  of  the  branch 
salesmen. 

Among  the  callers  at  the  New  Haven  branch 
recently  were  the  following:  Frank  Abbott, 
Derby,  Conn.;  M.  Quadretti,  Shelton,  Conn.;  Mr. 
Tomlinson,  from  Seymour  Pharmacy,  Seymour, 
Conn.;  Mr.  Wilson  former  assistant  manager  of 
Woollcy's  Columbia  Store,  Meriden,  Conn.; 
Thos.  Woolley,  Meriden,  Conn.;  S.  Finkelstein, 
Bridgeport,  Conn.;  A.  G.  Sommers.  Guilford, 
Conn.;  Mr.  Levy,  of  the  E.  Hartford  Tire  and 
Motor  Supply  Co.,  East  Hartford,  Conn.;  D. 
Smith,  from  Whitlock's  Book  Store.  New  Haven, 
Conn.,  and  Mr.  Louis  Sackowitz,  Hartford,  Conn. 
Mr.  Sackowitz  is  to  open  an  exclusive  100  per 
cent  Columbia  store  in  a  few  days. 


I     "/  am  the  soul  of  the  joy  of  life — the  com-  | 

j  panion  of  its  sorrows.  1 

j  '  "All  moods  are  mine.   I  am  hilarious.   I  am  | 

I  frivolous,  I  am  gay,  I  am  serious,  I  am  sad.    I  1 

i  spin  out  -  the  silver  thread  of  happiness,  the  i 

I  golden   thread   of   comfort   and   solace.    On  | 

I  wings  of  melody  I  bear  the  dreamer  oif  to  | 

I  strange   places   and   strange    lands.    To    the  | 

1  wanderer  I  sing  of  home.    In  the  despondent  1 

I  /  renew  resolve.    To  the  despairing  I  bring  i 

I  hope.    In  the  child  I  engender  pure  tastes,  re-  | 

i  finemcnt,  and  inspire  noble  thoughts  and  high  i 

I  ambitions.  1 

I     "/  am  ever    ready.    I  never  tire.    I  am  a  I 

i  well-spring  of  inspiration,  relaxation,  recrea-  | 

I  tion.    I  am  at  home  in  the  dwelling  of  the  i 

1  richest  or  tjie  most  lowly  in  the  land — -where  1 

I  religion  reigns  or  under  the  roofs  that  know  f 

I  not  God.  i 

I     "In  peace  I  had  ever  been  at  the  service  of  | 

I  niau'.    In  zvar  was  I  to  be  found  ivariting?  Was  | 

%  I  to  be  thoughtlessly  brushed  aside  in  the  tre-  | 

I  mendous  rush  to  arms?    Many  there  were  who  i 

1  would  have  stilled  my  voice  till  peace  should  | 

I  come  again.    But  I  was  put  to  the  test.    I  % 

I  zvas  not  found  wanting.    I  proved  my  worth".  | 

I  /  found  my  niche,  for  I  am  full  of  cheer,  of  i 

I  undying,  unilickering  resolve — of  the  spirit  that  f 

I  knows  not  defeat.        ,  | 

I     "Day  and  night  found  me  on  duty  with  the  | 

I  saviors  of  civilization — in  the  camps,  on  the  | 

j  ships,  in  strange  foreign  villages,  in  dugouts,  1 

I  in  trenches  right  up  to  hell's  partition — every-  | 

i  XK'hcre  where  death  and  danger  ivere  common-  1 

I  place ,  ■  soothing  tensed  nerves  straining  at  the,  j 

I  leash,  singing  of  victory  amid  the  battle's  roar,  | 

j  — restoring  the  balance  of  upset  minds — chant-  | 

I  ing  the  dirge  of  deviltry.              ■  1 

I      "III  imr,  as  in  peace,  food,  clothing,  and  | 

I  shelter  come  first  in  sustaining  morale  and  ren-  | 

I  dering  comfort.    I  come  next.  | 

I     "/  helped  to  win  the  war.                 \  ,  i 

I     "I  am  MUSIC."          —Courtesy  of  Life.  | 

fiii!iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiliNiiiiiiii:iiiiii;iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

FEATURES  OUTING  VICTROLA  SETS 


The  Victrola  department  of  S.  Kann  Sons  & 
Co.,  Washington,  D.  C,  has  been  making  a  spe- 
cial drive  this  month  on  the  portable  Victrola 
for  the  Summer  trips  to  camp  and  seashore. 
Manager  McFarquhar  has  prepared  special  sets 
of  records  for  Victrola  enthusiasts. 


The  foreign  born  population  seems  to  buy 
the  majority  of  the  operatic  records. 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy^ 


Mountains  or  seashore — both  find  the  talking 
machine  necessary.  A  good  supply  of  records 
is  now  looked  upon  as  necessary  to  the  enjoy- 
ment of  camping  out. 

Jll!lllllllllllllllllllllllllllllllllllllillllllllllllllllllllllllllllll!llllllllllll^^ 


Newton,  la.,  Store  Attracts  Many  Customers  by 
Use  of  Attractive  Display  Features 


This  photograph  shows  a  Victor  display  which 
created  a  great  deal  of  business  for  the  Iowa 
Mercantile  Co.',  Newton,  la.  This  concern  is  a 
large  department  store  and  is  located  in  one  of 
the  most  up-to-date  towns  in  the  State.  On  the 
second  floor  of  the  store  where  the  Victor  de- 
partment is  located  they  had  a  complete  Victor 


Iowa  Mercantile  Co.'s  Clever  Window  Display 

installation  set  up  as  shown  in  the  picture.  The 
Victor  catalog  is  featured  and  the  display 
brought  many  inquiries  for  the  useful  volume. 
C.  P.  Hunter,  manager  of  the  Victor  depart- 
ment, believes  in  paying  great  attention  to  the 
matter  of  window  and  interior  display. 


STRADIVARA  SELLS  IN  ASTORIA 


.A.STORIA,  Ore.,  Aug.  5. — Within  the  next  two 
years  it  is  expected  that  this  city  will  reach  the 
po&ition  of  the  second  largest  city  in  Oregon 
The  Lacy  &  Cline  Music  Co.  is  a  large  pro- 
gressive house  which  covers  much  of  south- 
western'Washington  as  well  as  western  Oregon. 
The  Stradivara  is  one  of  the  biggest  sellers 
here  in  this  part  of  the  country. 


JAPAN  HEARD  FROM 


The  Stewart  Talking  Machine  Co.,  of  Indian- 
apolis, Ind.,  reports  an  order  for  its  lithographed 
blotters  from  the  far  distant  land  of  Nippon. 
The  Methodist  Publishing  Co.,  of  Tokyo,  Japan, 
having  read  the  Stewart  Talking  Machine  Co.'s 
advertisement  of  nursery  rhyme  blotters,  made 
an  inquiry  for  a  sample.  This  was  followed  by 
a  trial  order  which  was  recently  filled.  Another 
proof  of  the  fact  that  Japan  is  wide  awake  to 
miOdern  merchandising  ideas. 


In  every  business  we  must  take  a  chance;  we 
must  venture  to  some  extent;  but  with  the  ven- 
ture we  must  combine  judgment,  enterprise  and 
brains. 

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIP^ 


Flapjacks  and  Maple  Syrup 

TJ^LIP  the  flapjacks  and  cook  both  sides.  When  machine 
A.  sales  are  brown,  flip  your  business  ajid  cook  some  real  Victor 
record  profits. 

hots  of  fun  when  you  get  the  knack. 

Pearsall  Service  keeps  your  business  IN  the  frying  pan  OVER 
the  fire,  to  revise  the  expression. 


SILAS  E.  PEARSALL  COMPANY 


WHOLESALE  ONLY 
Victrolas  and  Victor  Records  10  East  39th  Street,  New  York 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


22 


THE   TALKING    MACHINE  WORLD 


August  IS, 


1920 


Edison  Message  No.  76 


Inflation 

Suggests 

Deflation 

The  inflation  of  prices  associated  with 
so  many  articles  of  merchandise,  during 
and  after  the  war,  naturally  is  a  temporary 
condition.    Deflation  is  bound  to  come. 

The  prices  of  Edison  Phonographs,  since 
1914,  have  increased  only  1 5  per  cent., 
including  War  Tax.  We  sacrificed  large 
profits  in  order  to  stabilize  the  Edison 
Phonograph  business. 


** Edison  Stood  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE.  N.  J. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


23 


I  How  the  Portland  Talking  Machine  Men  | 
1  Dressed  Up  for  Shriners'  Visit  =:  By  w.  b.  stoddard  | 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 


Mystic  Shriners  to  the  number  of  between 
60,000  and  75,000  took  Portland  by  storm  dur- 
ing their  recent  convention  and  the  Rose  City 
of  Oregon,  in  gala  attire,  welcomed  them  with 
open  arms.  Thousands  of  electric  lights,  each 
with  a  red  fez  for  a  shade,  were  strung  across 
the  principal  thoroughfares;  a  triumphal  arch, 
showing  the  pilgrims  looking  towards  Mecca 
was  erected  on  Broadway;  the  wonderful  rose 
gardens  were  abloom  with  thousands  of  roses 
by  day  and  a  perfect  fairyland  of  light  and  color 
at  night,  while  bales  and  bales  of  red,  yellow 
and  green  bunting  transformed  the  staid  oc- 
cidental buildings  into  a  city  of  Oriental  splen- 
dor. 

In  addition  to  the  civic  decorations  the  indi- 
vidual stores  had  displays  on  a  degree  of  elab- 
orateness never  before  attempted  and  the  lead- 
ing music  houses  vied  with  each  other  in  doing 
homage  to  the  Shriners — in  fact,  their  contribu- 
tions are  worthy  of  detailed  mention  for  the 
benefit  of  all  those  dealers  who  are  interested 
in  window  displays  in  connection  with  great 
pageants. 

Sherman,  Clay  &  Co.  had  a  window  floored 
with  fine  sand  and  in  the  background  several 
papier  mache  pyramids.  At  one  end  was  a 
number  of  palms  and  in  front  of  them  a  tall 
column  covered  with  Egyptian  hieroglyphics,  into 
which  was  cleverly  worked  the  picturization  of 
the  talking  machine  and  the  Victor  dog.  At 
the  opposite  end  were  palms,  in  the  midst  of 
which  stood  a  Victrola.  In  another  window, 
backed  with  palms,  they  showed  a  table  on 
which  were  a  number  of  the  silver  trophies  of- 
fered by  leading  firms  and  associations  as  prizes 
in  the  big  Rose  Show. 

The  Bush  &  Lane  Piano  Co.  had  hung  against 
the  window  a  huge  Shrine  emblem  ten  feet  high, 
extending  from  the  top  to  bottom  of  the  glass. 
On  the  rear  wall  was  a  large  canvas  drop  de- 
picting a  caravan  of  camels  crossing  the  desert. 
In  the  window  was  a  tent  of  silk,  made  of  scarfs 
of  the  Shriner  colors,  in  front  of  which  sat  an 
Arab  sheik  in  red  satin  and  spangles  with  great 
turban  and  pointed  red  shoes,  listening  to  the 
music  of  a  phonograph  set  on  the  sand  in  front 
of  him. 

The  Wiley  B.  Allen  Co.  had  a  large  corner 
window  with  canvas  back  drop  showing  a  desert 
with  purple  pyramids  enfolded  in  flame-colored 
light.  The  floor  was  covered  with  fine  sand. 
Large  cutouts  of  palm  trees  were  shown  and  in 
the  center  of  the  stage,  so  to  speak,  was  a 
Brunswick,  around  which  were  gathered  a 
number  of  life-size  figures  of  Bedouin  chiefs  in 
turbans  and  red  and  white  robes.  A  second 
window  showed  a  canvas  drop  depicting  a  desert 
scene,  with  four  Egyptian  pedestals,  each  top- 
ped with  a  phonograph  record.  In  the  center  of 
each  disc  was  a  white  circle,  lettered  in  blue: 
"Hear  Karavan — the  most  realistic  offering  of 
Oriental  effects."  Palms  at  either  end  of  the 
window  added  to  the  desert  effect. 

The  Hyatt  Talking  Machine  Co.  had  a  large 
window  with  broad  bands  of  bunting,  red,  yel- 
low or  green,  extending  from  the  top,  bottom 
and  sides  of  the  window  to  a  point  in  the  cen- 
ter rear.  At  the  point  of  focus  was  a  kewpie 
doll  in  Shrine  regalia.  Nothing  else  appeared 
in  the  window,  yet  it  was  one  of  the  most  strik- 
ing of  any  display.  The  other  window  of  the 
store  showed  several  talking  machines,  together 
with  some  of  the  latest  popular  records,  this 
window  also  being  hung  with  bunting  of  the 
Shriner  colors. 

A  decidedly  effective  publicity  stunt  which 
could  be  used  where  any  convention  or  large 
gathering  was  being  held  was  that  of  Woodard, 
Clarke  &  Co.  In  the  center  of  the  floor  was 
a  mound  surrounded  with  a  garland  of  roses, 
with  a  card,  "Portland,  the  Rose  City,"  Stand- 


ing on  the  mound  was  a  tiny  figure  labeled 
"Mayor  Baker."  To  the  north  were  little  snow- 
covered  domes,  labeled  Seattle,  Spokane  and 
Tacoma,  as  well  as  a  toy  ship  called  Victoria, 
B.  C.  To  the  south  was  a  toy  train,  with  cars 
labeled  San  Francisco,  Los  Angeles  and  San 
Diego.  Toward  the  east  was  another  train  with 
little  pennants — Pendleton,  The  Dalles,  Salt  Lake 
City  and  Denver.  In  the  background  was  a 
canvas  drop,  on  which  was  painted  a  picture  of 
the  rising  sun,  and  small  black  lines  running 
towards  Portland,  the  end  of  each  being  labeled 
Boston,  New  York,  Philadelphia,  Washington, 
Palm  Beach,  Atlanta  and  New  Orleans.  A  card 
down  front  announced  "They're  All  Coming  to 
Portland."  Pasted  to  the  sides  of  the  window 
v.-ere  a  number  of  typewritten  messages  on 
Western  Union  blanks,  addressed  to  fictitious 
visitors  in  Portland  during  Shrine  week  from 
friends  and  relatives  in  other  cities.  Among  the 
catchy  messages  were:  "Chicago,  Dear  Daddy, 
we  miss  you  awfully.  Have  a  good  time  and 
bring  us  home  from  Woodard  and  Clarke  a  rec- 
ord of  some,  of  the  dandy  band  music  you  hear. 
— Myrtle,  Tom  and  Kathryn."  "Indianapolis, 
Sorry  I  forgot  to  pack  those  records  to  go 
with  your  machine  for  your  camping  trip  after 
leaving  Portland.  You  can  get  any  you  want 
at  Woodard  &  Clarke's,  though,  so  don't  worry. 
— Annette."  There  were  half  a  dozen  of  these 
messages  and  any  dealer  could  arrange  others 
to  suit  local  conditions. 

Powers  Furniture  Co.  had  a  large  window 
showing  the  process  of  taking  a  candidate  over 
the  burning  sands.  In  the  background  was  an 
elaborate  view  of  the  Sphinx  and  Pyramids, 
and  just  in  front  of  it  two  tall  palms.  Four 


life-size  figures  were  shown,  three  in  Shriner 
uniform  and,  the  other  a  candidate  in  bare  feet, 
prodded  from  behind  with  a  long  spear.  A  card 
down  front  suggested:  "He'll  appreciate  it  all 
the  more  when  he  reaches  the  oasis."  The  next 
window  suggested  that  the  restful  interior  of 
Powers  store  was  a  veritable  oasis.  It  showed 
wicker  chairs,  a  soft  rug,  tall  palms  and  two 
Victrolas.  The  company's  card  of  welcome, 
which  was  repeated  in  the  papers,  was  addressed 
to: 

glllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllNIIIIIIIIIIIIIIIIIIII^ 
1  NOBLES    OF   THE   MYSTIC    SHRINE  1  i 

I  A  ROYAL  WELCOME!  | 

I  Pitch  your  tent  anywhere!  Ye  of  the  East — the  1 
1  West — the  North — the  SouthI  Make  yourselves  at  = 
s  home  anywhere  in  the  big  furniture  store  = 
I  POWERS  I 

g  Would  you  delight  your  ear  with  sweet  sounds?  § 
g  Pass  through  the  temple  gates  into  the  garden  of  g 
1  palms  and  there  list  to  entrancing  strains.  1 
^IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIINIIIIIIIIIIIIIIIIIIIIIIIIIIINIIIIIIIIIIIIIIIIlllllllllll^^ 

In  the  large,  airy  demonstration  rooms  were 
comfortable  seats  and  attendants  to  demon- 
strate any  class  of  music  the  visitor  desired. 

OPEN  TALKING  MACHINE  ADJUNCT 

The  Craycraft  Dry  Goods  Co.,  of  Noblesville, 
Ind.,  has  announced  its  assumption  of  the  Vic- 
tor line  exclusively.  This  company  plans  to 
make  its  talking  machine  department  one  of  the 
largest  and  most  attractively  arranged  in  the 
Middle  West. 


WASHINGTON  STORE  ENLARGES 

Woodward  &  Lothrop,  the  largest  department 
store  in  Washington,  D.  C,  has  enlarged  the 
Victor  department  by  adding  additional  booths 
and  record  counters.    Gus  Louis  is  manager. 


Genuinely  Interested  in  the 
Dealer  Who  is  Genuinely 
Interested  in  Victor 


Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 
Exclusively  Victor  Strictly  Wholesale 


24 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


WIDE  RANGE  OF  PRODUCTS  NEEDED  TO  MAKE  A  "TALKER" 

Some  Enlightening  Information  on  This  Interesting  Subject  Which  May  Add  to  the  Knowledge 
of  Salesmen  Who  Are  Oftentimes  Asked  Questions  by  Inquisitive  Customers 


The  wonderfully  wide  range  of  products 
necessary  to  construct  a  talking  machine  was  the 
basis  for  a  very  informative  article  which  ap- 
peared in  a  recent  issue  of  The  Tone  Arm,  an 
interesting  publication  issued  by  the  factory 
forces  of  the  Columbia  Graphophone  Mfg.  Co., 
Bridgeport,  Conn.  It  emphasizes  how  much  of 
the  world's  territory  is  tapped  to  supply  the  re- 
quirements of  the  talking  machine  industry.  The 
article  reads: 

''Think  of  needing  thousands  of  shards  of  sew- 
ing silk  for  a  machine  shop,  j'ards  of  velvet 
and  plush,  precious  stones  from  Ceylon  and  Aus- 
tralia, diamonds,  and  the  piirest  of  pure  gold. 
We  tap  the  swamps  of  Brazil,  Central  America, 
and  of  Africa  for  wood  of  one  kind,  our  own 
Southern  swamps  for  another,  Canada  and  the 
Maine  woods  for  another,  Spain  and  the  Con- 
tinent for  another. 

"Picture  a  more  than  half-naked  savage 
prowling  through  the  jungles  of  West  Africa 
for  material  out  of  which  to  make  an  instru- 
iDent  to  delight  and  amuse  her  dainty  ladyship. 
The  string  of  savages,  porters,  hunters,  guides, 
what  not,  that  make  up  th&  long  caravan  which 
finalljf  carries  the  collected  booty  of  the  jungle 
v.-anderer  through  swamp  and  forest  and  over 
plain  down  to  the  coast.  The  loading  into  ships 
from  rocking  canoes  and  the  long  journey 
around  the  Cape,  half  across  the  world  for  our 
graphites  to  use.  Who  would  recognize  the 
Maori  sheep  herder  of  Australia  as  being  a  co- 
worker with  our  factory  in  making  our  instru- 
ments? Do  you  suppose  he  or  any  oi  us  that 
should  see  him,  in  his  lonely  watches  through 
the  night  under  the  tropical  stars,  guarding  his 
sheep,  could  visualize  the  shearing,  the  cleaned 
wool,  again  the  world  trip,  the  arrival  in  Amer- 
ica, the  American  factory,  and — lo,  the  felt  for 
our  turntable? 

"New  Zealand!  Once  more  the  jungle,  the 
native  peering  carefully  all  around,  prodding 
here  and  there  with  his  spear  and  every  now 


and  then  gathering  large  or  small  lumps  of 
fossilized  gum  that  has  lain  there  for  a  thou- 
sand years,  to  be  used  finally  to  record  per- 
manently for  our  delight  the  golden  tones  of  a 
Ponselle  or  a  Hofmann.  Have  we  ever  stopped 
to  think  that  in  the  far  off  Straits  Settlements 
the  Malaj's  are  getting  out  the  metals  we  use 
in  this  same  instrument? 

"We  use  clay  from  the  hills  of  Pennsylvania, 
and  precious  stones  from  the  mountains  of  Mon- 
tana, products  made  from  wild  grass  from  Mex- 
ico, bamboo  from  Japan,  mica  from  India  and 
South  America,  nuts  from  Brazil,  olive  oil  troni 


Ital}',  boxwood  from  the  West  Indies  and  ihe 
Florida  Keys,  cory  from  Spain,  and  so  on  i:nti'i 
nearly  every  part  of  the  world  is  laid  under 
tribute  and  almost  every  substance  used  in  sci- 
ence and  the  arts  as  well  as  in  ordinari'  manu- 
facture is  obtained  and  used. 

"There  was  once  a  gentleman  who  came  into 
the  purchasing  department  and  this  subject  was 
toiiched  on  and  finally  a  bet  was  made  that  of  all 
the  things  he  could  think  of,  he  could  not  at 
one  trial  think  of  one  thing  or  substance  the 
Graphophone  Co  did  not  use.  Hp  acc'jr  ted  the 
bet  and,  after  a  long  pause  in  vvhich  lie  tried 
to  think  of  the  most  unlikely  thii  f;  po.^=ible  to 
use  in  making  Grafonclas  and  records,  'iC  said, 
triumphantly,  'toothpicks' — and  he  lost;  for,  al- 
though who  could  guess  it,  we  use  in  our  reg- 
ular manufacture  thousands  cf  toothpicks." 


HELPING  THE  DEALER  WIN  OUT 


Serenado  Mfg.  Co.'s  Activities  Demonstrate  How 
Its  Dealers  Are  Aided  in  Developing  Trade 
— Business  Reported  as  Steadily  Expanding 

Ced.ar  Rapids,  Ia.,  August  5. — The  Serenado 
Mfg.  Co.  of  this  city,  manufacturer  of  the  Ser- 
enado talking  machines,  is  furnishing  its  dealers 
with  effective  advertising  material,  including  out- 
door si.gns  for  use  on  fences,  indoor  hangers, 
specially  printed  catalog  folders,  etc.  It  is  also 
co-operatirtg  with  the  dealers  through  a  direct- 
by-mail  advertising  campaign  concentrated  on 
a  list  of  selected  prospects. 

The  companjf,  under  its  present  efficient 
method  of  marketing,  proposes  to  secure  for  its 
dealers  desirable  results  attained  through  the 
personal  appeal  of  direct-by-mail  advertising, 
and  to  correlate  this  help  with  other  up-to-date 
methods  of  advertising  and  distribution.  That  it 
has  succeeded  in  these  plans  is  evidenced  in 
the  fact  that  dealer  contracts  have  been  closed 
with  progressive  merchants  in  the  most  import- 
ant trade  centers. 

The  executives  of  the  Serenado  Mfg.  Co.  have 
both  had  previous  experience  in  the  talking  ma- 
chine industry,  specializing  in  their  respective 
fields.    W.  H.  Conant  was  for  eighteen  years  as- 


sociated with  prominent  concerns,  specializing  in 
finance,  credits  and  collections,  prior  to  which 
he  was  a  newspaper  editor.  M.  E.  Lusk.  Jr.,  has 
to  his  credit  over  fifteen  years'  experience  in 
the  direction  of  sales  and  advertising. 

The  present  Serenado  chain  of  distribution, 
which  includes  representation  in  thirty-four 
states,  was  built  up  in  a  little  more  than  a  year. 


W.  H.  Conant  M.  E.  Lusk,  Jr. 

and  this  record  is  a  tribute  to  the  musical  and 
sales  merits  of  the  company's  product,  coupled 
with  the  varied  experience  and  ability  of  its 
executives. 


The  days  are  shortening.  Now's  the  time  to 
plan  for  Pall  activity.  . 


Three  Big  Factories-and  ''Knowing  How 


Made  of  5  ply  Panel  Stock 


6  Models  at  Popular  Prices 


Still 

Have 

Some 

Territory 

Open 


rtma-innna 

"  The  Phonograph  Inspired*' 

BUILT  in  our  three  lar^e,  efficient 
plants  from  lumber  to  finished 
product  by  master  craftsmen  who 
know  the  hi^h  standard  a  successful 
phonog,rapK  must  measure  up  to;  and 
marketed  by  a  sales  organization  of  wide 
experience  in  the  phono3,rapK  field,  that 
aids  the  jobber  and  the  retailer,  thru  our 
advertising  and  sales  helps,  to  brin^  the 
Prima-Donna  to  the  ultimate  user. 

Mr.  Retailer  we  have  a  jobber  in  your 
territory  who  can  supply  you  over  ni^ht 
with  these  bi^  value  phonographs  at  a 
liberal  discount. 

Also  manufacturing  other  well  known  brands. 


Guaranteed  One  Year 


6  Models  at  Popular  Prices 


General  Sales  Corporation 


1520  BUFFUM  STREET 


MILWAUKEE,  WIS. 


OWNING  &  OPERATING 
GENERAL  MFG.  CORPORATION        RECORDEON  PHONOGRAPH  CO. 
HEANEY-SCHWAB  BILLIARD  MFG.  CO. 


Makers  of  Fine  Billiard  Tables  Since  1882 


Write 

For 

Our 

Liberal 

Proposition 


August  15,  1920 


THE   TALKING    MACHINE  WORLD 


25 


Here's  a  favorite  mode  1  of  our 
Console  creations  in 

a  work  of  art  in  design  and  work- 
manship worthy  to  be  classed  with 
the  rest  of  the  furniture  line  we  have 
been  making  for  the  best  trade 
smce  1885. 

Brochure  of  views  sent  on  request. 


Originator  of  the  Console  and 
Period  Designs  in  Phonographs 


WINDSOR  FURNITURE  CO. 

Chicago,  111. 


.TV'I 


26 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


Miiiiiiiiiniiiiiiiniii™ 


iiiHiiiiiiiiiiiniiiiiraiiiiiiiii^^ 


Determining  Whether  the  Making  of  a  Sale 
Will  Be  Easy  or  Difficult 


By  Lional  E.  Davis  i 


^iiiioiiiiniiiiiiHm^ 

A  great  deal  has  been  said  and  written  about 
the  psj'chology  of  first  impression.  Many  emi- 
nent authorities  claim  that  the  first  impression 
is  nine-tenths  of  the  ultimate  impression  and 
that  for  this  reason  the  so-called  popular  man 
or  woman  is  the  one  who  ''gets  awaj^  good"  right 
at  the  start,  ^^^lether  or  not  this  is  100  per 
cent  true  is  not  an  issue  in  this  article;  suf- 
ficient be  it  that  the  first  impression  counts  and 
accounts  for  a  great  deal  in  successful  salesman- 
ship. Let  us,  therefore,  study  the  matter  of  ap- 
proach when  the  prospective  customer  first  en- 
ters the  store.  It  seems  reasonable  to  suppose 
everybody  enters  any  and  every  store  with  some 
one  thing  definitelj'  in  mind,  the  unknown  quan- 
tity question  being  what  that  thing  is. 

There  are  several  general  purposes  that  can 
induce  a  person  to  enter  a  store:  namel}-  (1) 
to  purchase  some  pre-determined  article;  (2)  to 
investigate,  examine  or  otherwise  inspect  some 
pre-determined  article,  with  the  matter  of  wheth- 
er to  purchase  or  not  still  unsettled;  (3)  to  make 
payment  or  to  offer  explanation  for  delaj'  on 
some  unpaid  account;  (4)  to  make  a  non- 
business personal  call  or  ask  for  information  not 
germane  to  the  particular  business  in  which  the 
particular  store  is  engaged. 

Regardless  of  which  of  these  classes  the  caller 
may  belong  to,  it  is  vital  that  a  good  reception 
be  extended,  which  must  be  characterized  by 
politeness,  sinceritj-,  cordialit}*  and  intelligence. 

Politeness!  It  is  a  wonderful  quality  to 
possess  and  to  use  everj^  moment  of  one's  life, 
but  particularly  in  business  when  one  is  seeking 
to  sell  goods.  As  applied  to  the  floor  manager  or 
salesman  whose  role  it  is  to  first  greet  the  in- 
coming caller  politeness  consists  not  onlj'  in 


manner  or  address,  but  also  in  neat,  immaculate 
dress.  Cleanliness  and  neatness  will  convey  the 
impression  of  respect  quicker  than  any  one  other 
thing  and  to  be  respectful  and  to  be  polite  are 
one  and  the  same. 

Sincerity!  It  is  a  vital  point,  but  is  most 
quickly  conveyed  to  a  new  acquaintance  through 
walking  directh^  up  to  the  incoming  caller  and 
when  speaking,  looking  the  other  party  square 
in  the  eyes.    This,  perhaps,  sounds  like  trivial 


A  Prospect's  First 
Impression  Often 
Determines  Whether 
Making  a  Sale  Will 
Be  Easy  or  Difficult 


advice.  It  is  not.  There  are  many  retail  sales- 
men who  shuflBe  up  to  the  newcomer  in  a  rather 
aimless  sort  of  manner  and  who  spend  the  first 
few  seconds  after  reaching  the  newcomer  in 
making  an  inspection  of  the  caller's  attire,  etc., 
instead  of  looking  him  or  her  squareh-  in  the 
e5^es.  Even  the  most  modest  person  likes  to  be 
looked  squareh'  in  the  eyes  hy  the  store  member 
who  does  the  greeting,  but  very  few  people  can 
stand  a  searching  personal  examination  of  their 


IllllllllllllllllllllllllllllllllllllllllillllliPllllllllllIlllllIlllllllini^ 

attire  without  embarrassment.  It  pays  to  make 
every  caller  feel  comfortable  right  from  the  first 
minute. 

Cordiality!  The  most  rapid  and  most  effective 
means  of  conveying  the  impression  of  cordiality 
and  of  heartiness  of  welcome  is  via  the  well- 
timed  smile.  A  really  good  winning  smile  is 
more  or  less  like  an  inherited  talent,  but  con- 
scientious practice  and  study  will  go  a  long  way 
toward  perfecting  a  good  "selling  smile,"  Watch 
the  actors  and  actresses  on  the  stage  and  on  the 
movie  screen.  Their  smiles  are  professional,  but 
yet  appeal  as  genuine.  That's  the  kind  to  develop 
and  j-ou  will  find  it  of  infinite  advantage  to  work 
in  a  good  cheery  smile  before  starting  to  speak. 

Finall}',  we  come  to — intelligence!  There  is 
where  it  is  most  easj-  to  fall  down  and  where 
the  most  unforgivable  blunders  are  made.  There 
is  here  no  simple  rule  to  follow — a  man  or 
woman  must  use  every  ounce  of  the  intelligence 
with  which  he  or  she  is  endowed  to  quickly  con- 
vey the  impression  of  intelligence  to  one  he  or 
she  is  just  meeting  for  the  first  time  and  with- 
out an  introduction. 

Review  again  the  four  purposes  which  can 
prompt  a  person  to  come  into  your  store. 
Doesn't  it  seem  most  logical  to  make  the  first 
remark  seek  to  place  the  caller  in  one  of  these 
four  classes?  It  most  certainly  does  from  the 
standpoint  of  efficiency  and  cutting  out  lost  mo- 
tion. But  consider  for  a  moment  the  questions 
it  would  be  feasible  to  ask  when  such  a  policy 
is  pursued.  'They  would  run  something  like  this: 
"Is  there  something  special  that  j'ou  are  interested 
in?" — "What  do  you  want?" — etc.,  etc.  But  is 
there  any  real  quality — any  real  impression  of 
intelligence  given  when  such  plain  remarks  are 


^.V  AMERICAN  WALSUT 
TALKING  MACHINE 
CABINET 


For  Phonograph  Cabinets 

Walnut  is  surely  as  desirable  as  it  has  proved  to  be  for  the 
finest  of  other  forms  of  furniture  tor  four  hundred  years  and 
longer.  Beautv,  remarkable  working  qualities  and  its  hold 
on  the  public  demand  put  AMERICAN  WALNUT  in  the 
forefront  for  the  finer  musical  instrument  cases. 

iVrite  for  data  for  makers  or  data  for  dealers  and  the  ^''Brochure  de  Luxe"  for  your  saUsTTien. 


American  Walnut  Manufacturers'  Association,  Room  1022,  616  South  Michigan  Boulevard,  Chicago,  Illinois 


The  Talking  Machine  World,  Neiv  York,  August  15,  1920 


Lateral 
Cut 


kecords 


Lateral 
Cut 


Eleventh  Supplement 


READY  NOW 


4118 
10-in.<| 
$1.00 


4119 
10-in.<! 
$1.00 


'IN  SWEET  SEPTEMBER— Fox-trot, 

Ray  Miller's  Black  &  White  Melody  Boys 

MY  SAHARA  ROSE— Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 

ROSE  OF  SPAIN— Fox-trot, 

Ray  Miller's  Black  &  White  Melody  Boys 

KISMET — Fox-trot.  Green  Brothers'  Novelty  Band 

TELL  ME  PRETTY  MAIDEN— Fox-trot, 

Rega  Dance  Orchestra 


4120 
10-inJ 

$1  00  POLLY— One-step, 

Joseph  Knecht's  Waldorf  Astoria  Orch. 


4121 
10-in.<| 
$1.00 

4122 
10-in. 
$1.00 


'LE  WANNA— Fox-trot, 

Green  Brothers'  Novelty  Band 

JEAN — Fox-trot.  .Harry  Raderman's  Jazz  Orchestra 

MARRIAGE  BLUES— Fox-trot. 

Joseph  Samuels'  Jazz  Band 

HUNKATIN— One-step. 

Green  Brothers'  Novelty  Band 


4123 
10-in.< 
$1.00 


4124 
10-in.<i 
$1.00 


THE  CROCODILE— Fox-trot, 

Joseph  Knecht's  Waldorf  Astoria  Orch. 
HULLO,  HOME— Medley  One-step  ■  All  Star  Trio 

fDO  ANOTHER  BREAK— Fox-trot, 

Green  Brothers'  Novelty  Band 

SLIM  TROMBONE— One-step, 

Joseph  Samuels'  Jazz  Band 

^^25  fRAILROAD  BLUES— One-step, 
.^'1  Harry  Raderman's  Jazz  Orchestra 

$1-00  J OLD  MADEIRA— Fox-trot. ..  .Conway's  Band 

'THE  LOVE  NEST— Fox-trot, 

Lanin's  Roseland  Orchestra 

ENTICING  (Seduisante)— Waltz, 

Joseph  Knecht's  Waldorf  Astoria  Orch. 


4146 

10-in.<! 
$1.00 


4126rSUNNY  SOUTHERN  SMILES  Crescent  Trio 


10-in.^ 


,  HAWAIIAN  TWILIGHT— Tenor,  accomp.  by 
$1  00  . 

■    [       Hawaiian  Guitars  Lewis  James 


4127 
10-in.. 


I'D  LOVE  TO  FALL  ASLEEP  AND  WAKE 

UP  IN  MY  MAMMY'S  ARMS .  Peerless  Quartet 


$1.00  I  TRIPOLI— Contralto-Baritone  Duet, 

Helen  Clark-Joseph  Phillips 


4128 
10-in.<! 
$1.00 


4129 
10-in. 
$1.00 


WHISTLE  A  SONG— Tenor  Billy  Murray 

THERE'S  A  TYPICAL  TIPPERARY  OVER 

HERE   American  Quartet 

rWHEN  A  PEACH  IN  GEORGIA  WEDS  A 
ROSE  FROM  ALABAM— Tenor  Duet, 

Hart-James 

I  LOVE  THE  LAND  OF  OLD  BLACK  JOE, 

American  Quartet 

4J3q|'OH  HOW  I  LOVE  YOU— Tenor.  .Fred  Whitehouse 

10-in.^  TIDDLE-DEE  WINKS   (At  AU  the  Men)— 

[       Tenor  Billy  Murray 

(-UNDERNEATH  THE  SOUTHERN  SKIES— 

4131  j        Tenor   Lewis  James 

lO-in..^ 

$1.00 !  HIAWATHA'S  MELODY  OF  LOVE— Tenor- 

L       Baritone  Duet   Hart-Shaw 

fTHE    MOON    SHINES    ON    THE  MOON- 

4132  j        SHINE— Baritone  -Arthur  Collins 

10-in..^ 

$1.00  !  WAY  DOWN  BARCELONA  WAY— Baritone- 

L       Tenor  Duet   Collins-Harlan 

fSILVER  THREADS  AMONG  THE  GOLD— 

41401        Vocal  Crescent  Trio 

lC-in.i 

$100 the   VALLEY   OF    SUNSHINE  AND 

i.       ROSES— Tenor  Henry  Burr 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 


25  West  45th  Street 

Factories : 

NEWARK,  N.  J. 
ELYRIA,  OHIO 
PUTNAM,  CONN. 
SPRINGFIELD,  MASS. 
KITCHENER,  ONT. 


New  York  City,  N.  Y. 


Branch  Offices  : 

CHICAGO,  ILL. 
SAN  FRANCISCO,  CAL. 
TORONTO,  CAN. 
LONDON,  ENG. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


27 


Charles  Hackett  Is  one  of  the  greatest  tenors  of  the 
New  York  Metropolitan  Opera  Company.  His  tender 
mother  song,  "Mother  (I  Love  You),"  has  a  universal 
appeal.  Columbia  79060. 


Columbia  Graphophone  Co 

NEW  YORK 


directed  to  the  new  acquaintance?  Don't  they 
bring  the  prospect  down  to  hard  tack  business 
too  quickly?  The  writer  of  this  article  thinks 
they  do,  because  he  believes  any  person  entering 
a  store  has  his  mind  more  or  less  detracted  by 
the  various  styles  shown  and  by  persons  flitting 
about.  He  or  she  needs  a  moment  or  two  in 
which  to  collect  his  or  her  thoughts  and  particu- 
larly resents  being  "brought  to  earth"  by  a 
pertinent  commercial  inquiry. 

The  real  artists  at  the  game,  in  the  writer's 
opinion,  are  the  salesmen  who  build  a  bridge  of 
contact  along  non-commercial  lines  before 
jumping  into  the  commercial  side.  For  instance, 
take  an  introductory  remark  such  as,  "Well,  well, 
we've  been  looking  for  you  to  come  in."  Such 
a  statement  from  a  total  stranger  cannot  help 
but  bring  some  startled  reply  such  as  "Why?" 
or  "'How  is  that — I  don't  understand,"  and  then 
the  salesman  can  come  back  with  something 
like,  "Well,  I  just  knew  we  had  something  in  this 
wonderful  store  of  ours  that  you  wanted."  And 
that  gives  the  prospect  the  lead  to  tell  what  his 
real  purpose  in  calling  is.  The  beauty  of  this 
kind  of  an  approach  is  that  you  can  anticipate 


the  prospect's  answers  to  your  remarks  without 
really  having  asked  any  questions.  That  con- 
veys the  impression  of  intelligence. 

Take,  again,  an  introductory  remark,  such  as 
"Mighty  glad  to  have  you  come  in  and  look  over 
this  wonderful  store  of  ours.  I  think  you  will 
find  it  interesting  in  many  ways."  This  doesn't 
force  an  answer,  but  very  frequently  causes  the 
caller  to  promptly  announce  the  mission  of  his 
call  without  having  been  cross-questioned.  That 
conveys  the  impression  of  intelligence  on  your 
part. 

One  dealer  used  to  always  greet  his  callers 
with  "Welcome  to  our  home  of  music,  and  be- 
lieve me,  I  am  yours  to  command." 

Without  giving  further  specific  examples  of 
the  first  remark  I  think  I  have  emphasized  the 
importance  of  giving  it  a  great  deal  of  careful 
thought.  The  examples  set  forth  above  are  not 
given  to  be  copied — this  whole  discussion  is 
made  solely  for  the  purpose  of  stimulating  seri- 
ous thought  about  the  first  remark  made  to  an 
incoming  prospective  customer,  to  the  end  that 
the  first  impression  may  be  one  of  politeness, 
sincerity,  cordiality  and  intelligence. 


FOUR  RULES  OF  STOREKEEPINQ 


PLAN  BIG  PROMOTION  CAMPAIGN 


Fred  Gi^etsch  Mfg.  Co.  to  Bring  Its  Products 
to  Attention  of  Large  Buying  Constituency 


The  Fred.  Gretsch  Mfg.  Co.,  manufaicturer  and 
importer  of  miisical  merchandise  is  extending 
valuable  assistance  to  its  dealers  through  the  me- 
dium of  its  sales  promotion  department,  which 
is  under  the  management  of  J.  J.  Apatow.  Mr. 
Apatow's  experience  in  this  line  of  work  quali- 
fies him  exceptionally  for  the  management  of 
this  very  important  department.  A  large  series 
of  newspaper  advertisements  are  now  in  the 
course  of  preparation  for  the  dealer  as  well  as 
a  series  of  consumer  letters,  circulars  and 
pamphlets.  Window  cards  and  slides  for  moving- 
pictures  are  also  planned.  The  Fall  catalog, 
which  is  now  in  preparation,  will  have  space  for 


the  dealer's  name  and  address  on  the  cover  and 
extra  copies  will  be  furnished  to  the  dealer  for 
distribution  to  his  customers.  The  catalog  will 
be  very  similar  to  the  familiar  mail  order  book 
and  it  is  expected  that  an  additional  demand  will 
be  stimulated  through  having  these  catalogs  in 
the  hands  of  the  buying  public. 


INCORPORATED 

The  Stradivara  Phonograph  Co.  has  been  in- 
corporated under  the  laws  of  Delaware  to  manu- 
facture talking  machines.  The  capital  stock  of 
the  Delaware  corporation  is  $4,000,000  and  the 
incorporators  are  F.  H.  Clark,  Richard  W.  Mon- 
tague and  M.  M.  Matthiessen,  of  Portland,  Ore. 


United  Phonographs  Bulletin  Gives  Points  for 
Retail  Dealers  in  Talking  Machines 


If  a  merchant  clearly  understands  the  prin- 
ciples of  storekeeping,  as  created  by  successful 
men,  and  followed  with  success  by  others,  he 
will  have  no  trouble  in  keeping  up  with  the  pro- 
cession. 

There  is  very  little  mystery  about  good  store 
keeping — or  to  be  more  accurate,  store  man- 
agement. It  is  largely  a  matter '  of  common 
sense  and  a  willingness  to  amend  your  judg- 
ment to  conform  to  the  daily  trend  of  events  con- 
nected with  the  business  you  are  in. 

The  rules  of  the  game  are  so  simple  that  they 
can  be  condensed  under  four  heads;  it  will  pay 
you  to  memorize  them  and  make  your  sales- 
force  do  likewise  so  you  will  all  be  working 
toward  a  common  goal: 

1 —  Carry  a  good  line  of  phonographs.  They 
build  reputation.  They  have  a  constant  year- 
in  and  year-out  value  that  reflect  credit  on  the 
standing  of  your  store  in  your  community. 

2 —  Get  a  crackerjack  cost  system,  and  be  sure 
to  use  it.  Guessing  at  what  it  costs  you  to  do 
business,  and  a  hit-or-miss  plan  of  adding  profits 
is  going  to  land  you  on  the  shoals  sooner  or 
later. 

3 —  Advertise  liberally  and  constantly.  Use  the 
daily  papers  and  keep  everlastingly  at  it,  mak- 
ing the  material  the  manufacturers  send  tie  up 
with  your  local  advertising. 

4—  Remember  that  Service  and  Salesmanship 
are  the  two  forces  that  keep  the  public  coming 
back  to  you  when  in  need  of  the  kind  of  goods 
you  sell.  Have  a  definite  standard  of  service 
to  the  public  and  they  will  remember  you — to 
your  everlasting  advantage. 


The  Commander  Talking  Machine  Co.,  Peeks- 
kill,  N.  Y.,  has  been  incorporated.  The  capital 
is  $60,000. 


If  your  public  parks  lack  band  concerts  in  the 
Summer  nights,  why  not  arrange  for  a  record 
concert?  Chance  here  for  some  dealer  to  prove 
he  is  really  awake. 


Northwest  Phonograph  Jobbers,  Inc. 

122     SOUTH     MONROE  STREET 
PORTLAND  SPOKANE,   WASHINGTON  SEATTLE 

Thoroughly  Covering  Washington,  Northern  Oregon,  Northern  Idaho  and 
Western  Montana  as  Factory  Distributors  for 

Emerson  Records,  Brooks  and  Paramount  Phonographs 

and  a  complete  line  of  Phonograph  Accessories,  including 
BRILLIANTONE  AND  WALL  KANE  NEEDLES,  RECORD  ALBUMS.  RECORD  BRUSHES,  ETC. 


As  a  $100,000  corporation  officered  by  men  thoroughly  familiar  with  the  musical  instrument 
business  as  a  result  of  many  years'  experience,  we  can  assure  dealers  in  our  territory  at  all  times 

ESPECIALLY  DEPENDABLE  SERVICE  and  EXCEPTIONALLY  COMPLETE  STOCKS 


INQUIRIES  SOLICITED  FROM  DEALERS  ONLY 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


iTfce  Shakespeare  of  Phonographs 


NOTED  FOR: 


Tone 
Quality 
Distinction 
Service 


MODELS: 


Adam 
Louis  XVI 
Sheraton 
Queen  Anne 


World's  Finest  Reproducing  Instrument 

As  Shakespeare,  born  at  Stratford-on-Avon,  Warwickshire,  England,  was 
the  world's  greatest  poet,  so  is  the  Stratford  the  world's  greatest  phono- 
graph, says  one  of  America's  great  Bachelors  of  Music. 

Tone  of  the  Stratford  has  richness,  depth,  purity  and  beauty  that  has  brought 
the  musical  world  to  a  new  appreciation  of  the  phonograph. 

Stratford  Phonographs  give  a  perfect  reproduction  of  either  Lateral  or  Hilland- 
dale  cut  records  without  any  change  of  parts. 

In  design,  motor,  method  of  amplification,  workmanship,  choice  of  woods, 
finish  and  tonal  quality  the  Stratford  is  announced  by  critics,  musicians  and 
dealers  as  the  world's  finest  reproducing  instrument. 

Quality  representation  solicited.  Artistic  catalogues,  window 
display  cards  and  newspaper  mats  furnished  to  Stratford  dealers 

The  Stratford  Phonograph  Co.,  inc. 


Factories 


Ashland,  Ohio 


General  Offices 


August  15,  1920 


THE   TALKING    MACHINE  WORLD 


29 


iiiiiiiiraiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

I  Reasons  Why  the  Talking  Machine  Adds  I 
I  Most  to  the  Satisfaction  of  Life  S^sL  Fr^o^lL^ir  | 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiitiiiiii^ 


It  is  a  source  of  genuine  satisfaction  to  The 
World  to  realize  the  attitude  of  the  daily  papers 
nowadays  toward  the  talking  machine  and  its 
great  work  for  musical  advancement.  A  few 
years  ago  the  writers  in  the  daily  papers  con- 
sidered the  talking  machine  merely  as  a  toy — 
as  something  to  be  treated  purely  in  the  humor- 
ous columns- — but  the  daily  papers  as.  well  9.S 
the  people  of  the  country  now  realize,  -Wlia-t 'thi'S 
publication  has  been  pointing  out  for  years,  that 
the  educational  and  musical  influence  of  the  talk- 
ing machine  is  tremendous,  and  it  is  not  uncom- 
mon to  read  editorials  in  which  the  talking  ma- 
chine comes  in  for  no  small  meed  of  praise.  For 
instance,  the  following  very  able  and  interesting 
editorial  appeared  in  the  San  Francisco  Exam- 
iner of  recent  date  under  the  caption,  "Things 
That  Add  Most  to  the  Satisfaction  of  Life."  It 
read: 

'Tt  is  the  fashion  of  the  supercilious  to  sneer 
at  the  talking  machine  and  the  mechanical  piano. 
There  is  no  field  where  the  snob  rages  more 
unchecked  than  the  field  of  art.  People  who  do 
not  know  anything  else  about  music  and  pictures 
or  letters  know  how  to  turn  up  their  noses. 
They  forget  that  the  act  of  all  acts  of  which  the 
human  mind  is  capable,  requiring  the  least  brains 
and  the  minimum  of  culture,  is  ridicule. 

"As  a  matter  of  fact,  the  innumerable  discs  of 
talking  machines  flying  over  the  land  like  so 
many  Ezekiel  wheels  are  the  most  tremendous 
assets  in  developing  musical  taste.  For  taste, 
or  culture,  or  whatever  you  call  maturity  and 
sophistication  in  the  finer  arts  of  life,  is  entirely 
a  matter  of  saturation.  You  cannot  learn  to 
judge  pictures  by  attending  lectures  and  listen- 
ing to  some  one  tell  you  what  to  think.  The 
only  way  is  to  go  to  the  galleries  or  private  col- 
lections where  the  masterpieces  are  and  look  at 
them,  and  go  again  and  again.  You  like  what 
you  kno\y.  And  familiarity  weeds  out  the  com- 
monplace and  breeds  the  love  of  perfection. 

"Neither  can  you  become  a  person  of  correct 
musical  taste  by  thrumming  on  the  piano  or  sing- 
ing scales.  That  way  lies  virtuosity,  perhaps, 
but  not  the  peaks  of  culture.  You  come  to  know 
what  good  music  is  simply  by  hearing  it  over 
and  over,  and  so  you  come  to  love  it,  and  the 
advantage  of  the  masters  is  that  they  survive 
perpetual  repetition,  while  of  the  cheap  and 
tawdry  stuff  you  soon  grow  weary. 

"Culture  is  not  an  affair  of  rules,  but  of  atmos- 
phere. You  do  not  get  it  through  your  noggin, 
but,  as  it  were,  through  your  pores. 

"  'To  learn  rules,  to  hear  an  occasional  con- 
cert, or  to  memorize  a  few  pieces  on  the  piano 
after  years  of  disagreeable  endeavor,'  says  a 
rhusical  ^luthority,  'is  not  to  become  musical.' 
The  beauty  of  the  talking  machine  and  of  the 
player  piano  is  that  they  lay  down  no  rules. 
They  simply  fill  your  home  with  music — good, 
bad  and  indifferent,  as  the  taste  of  the  owner 
elects. 

"And  out  of  this  welter,  this  chaos,  comes  the 
survival  of  the  fittest.  You  find  that  those 
'records'  which  you  want  to  hear  over  and  over 
are  Chopin  and  Beethoven  and  the  other  mas- 
ters. For  taste  cannot  remain  stationary.  It 
ik  developed.  It  is  a  thing  of  growth.  Little  by 
little  the  truest,  soundest  music  wins  its  way. 

"This  has  not  been  a  musical  nation.  Our 
fathers  were  too  busy  subduing  the  wilderness 
and  making  a  living.  Conditions  of  life  were 
too  insecure.  Traditions  were  lacking.  Grand- 
pa had  a  hearty  contempt  for  the  child  that 
wanted  to  be  a  fiddler.  Our  best  blood  was 
pouredi  into  the  channels  of  material  achieve- 
ment. 

"As  life  becomes  stabilized  we  turn  more  and 
more  to  the  world  of  beauty  for  our  satisfac- 
tions.   And  in  this  turning  of  the  national  soul 


away  from  the  earth  toward  the  sun,  canned 
music  has  no  inconsiderable  part. 

"Democr'acy  has  a  soul  as  well  as  a  system. 
Democracy  has  a  spiritual  purpose;  it  is  not  or- 
ganized altogether  for  the  purpose  of  giving  to 
every  man  a  cow  and  an  acre.  And  the  spiritual 
purpose  of  democracy's  soul  is  to  spread  the 
opportunity  for  the  best  things  to  all  of  the 
■  people. 

"In  this  sense  the  truest  culture  and  the  most 
wholesome  is  not  to  carve  'grotesque  statues  for 
the  Summer  gardens  of  millionaires  or  the  dim 
interiors  of  art  galleries,  but  to  make  the  sur- 
roundings of  the  common  people  beautiful  and 
attractive. 

"Monarchy  serves  God  by  exalting  the  king. 
Democracy  serves  God  by  exalting  the  people. 

"Whoever,  then,  will  make  beautiful  chairs, 
tables,     bedsteads,     carpets,    plates,  tea-cups, 


houses,  shops  and  other  things  that  have  to  do 
with  the  daily  life  of  the  people,  whoever  will 
accustom  them  to  beauty  and  good  taste,  is  the 
truest  artist.  And  exactly  so  the  makers  of 
talking  machines  and  records.  If  they  make  it 
well  and  truly,  they  are  ho«est  servants  of  hu- 
manity and  worthy  of  their  reward." 


SUCCESSFUL  IN  A  TOWN  OF  500 

The  town  of  Haddam,  Kan.,  has  a  population 
of  only  500  people  but  it  is  a  good  market  for 
talking  machines  and  records,  as  the  success  of 
the  Bertha  Rosamond  Music  Store  shows.  This 
store  was  opened  by  Mrs.  Rosamond  in  January 
and  is  one  of  the  most  attractive  music  houses 
in  that  section  of  the  State.  She  specializes  on 
the  Sonora  and  handles  several  other  lines  of 
machines  and  records. 


The  same  organization  that 
builds  Bush  &  Lane  Pianos  and 
Cecilian  Player-Pianos  makes 
Bush  &  Lane  Phonographs. 

The  same  men  and  tKe  same  resources  that 
have  made  the  name  o£  Bush  &  Lane  dom- 
inant in  the  field  of  pianos  and  players,  are  back 
of  Bush  &  Lane  Phonographs. 

Phonograph  dealers  can  find  no  better  guarantee  than 
this,  either  on  the  phonograph  itself,  or  on  the  organiza- 
tion back  of  it.  Decades  of  success  have  proved  that 
buyers  may  safely  trust  any  instrument  that  bears  the 
name  of  Bush  &  Lane. 

Dealers  who  associate  themselves  with  this  famous  name, 
gain  not  only  in  prestige,  but  in  the  support  they  secure 
from  a  great  manufacturing  organization  that  works  sin- 
cerely for  the  best  interests  of  its  distributors. 

Bush  &  Lane  Piano  Co.,  Holland,  Mich. 


"A  phonograph  with 
such  backing  as  this 
must  be  profitably" 


30 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


Marion  Harris,  popular  tieadliner,  and  newest  exclu- 
sive Columbia  artist,  blows  away  everybody's  blues, 
with  her  "Left  All  Alone  Again  Blues,"  and  "Home- 
sickness Blues."  And  everybody  will  be  eager  to 
blow  in  money  to  have  their  blues  blown  away. 
A-2939  and  A-2944. 

Columbia  Graphophonc  Co. 

NEW  YORK 


A  NEW  VICTOR  BOOK  FOR  MUSICAL  APPRECIATION  WORK 

Educational  Department  of  Victor  Talking  Machine  Co.  Prepares  Elaborate  Volume  Designed  to 
Meet  Needs  of  Children  During  Early  Training  Period — Many  Illustrations  in  Color 


The  new  Victor  book,  "Music  Appreciation  for 
Little  Children,  in  the  Home,  Kindergarten  and 
Primary  Schools,"  is  a  pioneer  work  in  a  broadly 
cultural  yet  eminently  practical  field.  It  is  a 
guide  for  parents  and  teachers  in  using  music 
in  early  childhood,  where  it  rightfully  belongs, 
and  for  this  reason  it  has  been  published  by  the 
Victor  Talking  Machine  Co. 

"Logically,  the  field  of  music  appreciation  for 
little  children  should  have  been  treated  at  the 
very  outset  of  our  educational  work  years  ago," 
says  Mrs.  Frances  Elliott  Clark,  director  of  the 
educational  department,  in  her  introduction. 
"Circumstances,  however,  forced  us  to  put  the 
cart  before  the  horse,  to  begin  our  work  upside 
down,  as  it  were,  working  from  the  top  down 
instead  of  from  the  bottom  up,  as  all  rules  of 
logic  and  common  sense  would  seem  to  dictate. 
On  the  other  hand,  our  early  endeavors  in  the 
field  of  music  appreciation  consisted,  perforce,  of 
a  laborious  educational  campaign  of  propaganda 
among  adults. 

"Ten  years  ago  the  subject  of  music  appre- 
ciation as  a  phase  of  music  study  was  scarcely 
dreamed  of;  but  we  had  the  vision  of  the  great 
possibility  of  teaching  an  appreciation  of  good 
music  by  giving  the  real  music  with  the  Victrola. 
Therefore  we  prepared  the  soil  and  sowed  the 
seed  with  our  first  publication,  'What  We  Hear 
in  Music'  This  book  has  met  with  a  wide  and 
enthusiastic  reception,  being  used  by  many  high 
schools,  conservatories  and  colleges  as  a  text- 


book, and  as  a  guide  for  home  and  club  study. 

"Since  the  adult  listening  public  has  now  ac- 
cepted and  acknowledged  music  appreciation  as 
a  legitimate  and  a  most  important  phase  of 
music  study,  we  can  return  to  the  logical  begin- 
nings of  the  subject  with  this  new  book. 

"If  America  is  ever  to  become  a  great  nation 
musically,  she  must  become  so  through  educat- 
ing everybody  to  know  and  love  good  music. 
This  can  only  come  by  beginning  with  the  chil- 
dren, little  children,  at  the  mother's  knee  and  in 
the  kindergarten  circle,  by  so  surrounding  them 
with  beautiful  music  that  it  becomes  a  vital  part 
of  education,  development,  and  life,  instead  of 
the  autumn  flowering  of  a  stunted,  undeveloped, 
sterile  bud,  to  be  seen  in  a  frantic  grasping  at 
'music  culture'  in  later  life. 

"Millions  of  dollars  are  spent  each  season  in 
madly  rushing  to  concert  and  opera  in  a  vain 
efl'ort  to  make  up  for  the  awful  deprivations  of 
silent  early  childhood,  where  the  proper  music 
was  seldom  heard  and  never  understood.  Thou- 
sands of  people  pathetically  try  to  'hear'  a 
symphony  or  tone-poem,  but  only  succeed  in 
becoming  vastly  wearied  by  a  mass  of  what  is  to 
them  only  incoherent  cacophony.  Having  ears 
they  hear  not  because  those  ears  missed  definite 
training  in  childhood. 

"If  music  is  an  educational  factor,  an  individ- 
ual and  community  asset,  then  it  should  be 
given  its  rightful  place  in  the  curriculum  of  our 
lower  schools  and  kindergartens,  no  less  than, 


indeed  much  more  than,  in  the  high  school  and 
college,  where  it  has  won  a  foothold,  precarious 
because  of  this  very  lack  of  foundational  work  in 
the  elementary  schools. 

"Because  we  believe  that  next  to  reading  and 
writing  music  is  the  greatest  single  factor  in 
educational  processes,  and  because  we  realize 
that  teachers  and  parents  everywhere  are  reaching 
out  for  definite  instruction  and  direction  in  this 
larger  use  of  music  itself,  we  present  this  plan 
of  work.  Through  the  fields  of  Beginning  Cul- 
tural Hearing,  Rhythm,  Song,  Instrumental 
Music,  and  Correlations,  as  presented  in  this 
book,  the  child  may  be  given  his  rightful  heri- 
tage— an  acquaintance  with  the  world's  beautiful 
music,  which  is  a  source  of  happiness  that  will 
prove  a  lifelong  blessing." 

This  book  of  177  pages,  cloth  bound  and  gilt 
lettered,  is  profusely  illustrated  in  color,  half- 
tone and  line  drawing.  As  much  attention  has 
been  given  to  its  artistic  format  as  to  the  prac- 
ticability and  value  of  its  contents. 


THE  MAN  WHO  WINS 

A  man  who  wins  is  an  average  man, 

Not  built  on  any  particular  plan. 

Not  blessed  with  any  particular  luck, 

Just  steady  and  earnest  and  full  of  pluck. 

When  asked  a  question  he  doesn't  guess. 

He  knows  the  answer,  "No"  or  "Yes." 

When  set  to  a  task  the  next  can't  do. 

He  buckles  down  till  he's  put  it  through. 

Three  things  he's  learned:     That  the  man  who  tries 

Finds  favor  in  his  employer's  eyes; 

That  it  pays  to  know  more  than  one  thing  well; 

That  it  doesn't  pay  all  he  knows  Uy  tell. 

For  the  man  who  wins  is  he  who  works. 

Who  neither  labor  nor  trouble  shirks. 

Who  uses  his  hands,  his  head,  his  eyes. 

The  man  who  wins  is  the  man  who  tries. 


Gives  Proper  Playing  Weights  for  all  Records.     No  Adjnstment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  8H"  or  9H"  arm 

FLETCHER-WICKES  CO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE  GEORGE  McLAGAN  FURNITURE  CO..    STRATFORD,    ONTARIO.   EXCLUSIVE  CANADIAN  AGENTS 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


31 


The  Cheney  Reproducer 
has  a  scientifically  correct 
arrangement  of  concentric 
rings  on  the  diaphragm  to 
bring  out  each  distinction  of 
tone  with  unusual  accuracy. 


for  The  Cheney  naturally  follows  a  demon' 
stration  of  its  new  principles  of  musical  reproduction  and  the 
exquisitely  pure  tones  they  achieve.  . 

As  a  result,  The  Cheney  retail  organization  includes  the  names 
of  foremost  dealers  in  fine  merchandise  throughout  the  country. 
Its  unusual  beauty  of  both  music  and  cabinet-work  invariably 
appeals  to  those  who  best  know  the  wants  of  their  buying  public. 

The  Cheney  dealei:  franchise  is  an  asset  not  only  in  sales  but 
in  prestige  as  well. 

CHENEY      TALKING      M 'A  CHINE      COMPANY  CHICAGO 


32 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


Gino  Marinuzzi,  the  marvelous  conductor  of  the 
Chicago  Opera  Company,  leads  his  orchestra  in  the 
"Dance  of  the  Hours"  from  Ponchielli's  La  Gioconda. 
This  is  standard  music,  good  for  steady  sales.  A-6154 


Columbia  Graphophone  Co. 

NEW  YORK 


TALKING  MACHINE  MEN  TO  FROLIC 


Plans  Completed  for  Annual  Outing  to  Be  Held 
at  Rye  Beach  on  August  31 — J.  J.  Davin  Keeps 
Chronological  Log  of  Recent  Meeting 


The  entertainment  committee  of  The  Talk- 
ing Machine  Men,  Inc.,  held  a  meeting  recently 
at  Rye  Beach,  and  completed  arrangements 
whereby  the  annual  Summer  outing  of  the  Asso- 
ciation will  be  held  at  that  popular  Summer  re- 
sort on  August  31. 

J.  J.  Davin,  a  member  of  this  committee,  kept 
a  log  of  the  committee's  activities  in  connection 
with  this  important  meeting,  and  this  log  reads: 

9  a.  m.:  Committee  supposed  to  be  on  hand. 
Lazarus  arrives  first  at  8:45.  Davin  at  8:50. 
Berlow  at  8:55.  Gibbons  and  Riddle  at  9  o'clock 
sharp.  9:30,  Brown  phones  from  Bayonne, 
Galuchie,  Perkin  and  he  are  delayed.  They  will 
be  there  in  an  hour.  9:45:  Davin  sells  the  com- 
mittee outing  hats  out  of  Lazarus'  stock,  no 
charge.  10:  Kurtz  buys  set  of  African  dom- 
inoes and  the  game  is  on.    11:30:    No  sign  of 


The  Arrangements  Committee 

Left  to  Eight— 1,  Ernil  Perkin;  2-3,  Sol  Lazarus,  J.  J. 
Davin;  4,  Ma:?  Berlow;  5,  Irwin  Kurtz;  6,  E.  G.  Brown; 
7,  M.  W.  Gibbons;  8,  Case  Riddle;  9,  Al.  Galuchie. 

the  Jersey  contingent.  12:30:  Jersey  fellows 
arrive  and  a  start  for  Rye  Beach  is  made. 

The  committee  is  as  follows:  Emil  Perkin, 
chairman;  Sol  Lazarus,  E.  G.  Brown,  Albert 


Ward's  Khaki  Moving  Covers 


Distributors 

BRISTOL  &  BARBER,  INC. 
Ill  E.  14th  St.,  New  York  City 


YAHR  &  LANGE  DRUG  CO. 
207-215  E.  Water  St.,  Milwaukee,  Wis. 


COHEN  &  HUGHES,  INC. 
Washington,  D.  C. 


BECKWITH-O'NEILL  CO. 
Minneapolis,  Minn. 


STREVELL-PATERSON  HARDWARE  CO. 
Salt  Lake  City,  Utah 


C.  L.  MARSHALL  CO.,  INC. 
Beckman  Bldg.,  Cleveland,  O. 
Butler  Bldg.,  Detroit,  Mich. 


THE  REED  CO. 
2.7  Fifth  Avenue,  Pittsburgh,  Pa. 

C.  J.  VAN  HOUTON  &  ZOON 
140  S.  Dearborn  St.,  Chicago,  III. 

SONORA  DISTRIBUTING  CO.  OF  TEXAS 
Dallas,  Texas 


Grade  "D"  Cover  with  No.  3  Straps. 


The  C.  E.  Ward  Co. 

(Well-Known  Lodge  Regalia  House) 

101  William  St.,  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covers 
and  Dust  Covers  for  the  Wareroom 


CHAS.  H.  YATES 
311  Laughlin  Bldg.,  Los  Angeles,  Cal. 

W.  D.  &  C.  N.  ANDREWS 
Buffalo,  N.  Y. 

SACHS  &  CO. 
425  So.  Wabash  Ave.  Chicago 


SHERMAN,  CLAY  &  CO. 
741  Mission  St.,  San  Francisco,  Cal. 

JOHN  A.  FUTCH  CO. 
35  Auburn  Ave.,  Atlanta,  Georgia 
1500  South  Boulevard,  Charlotte,  N.  C. 
630  Washington  St.,  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte,  Mont. 


GRAY  &  DUDLEY  CO. 
Nashville,  Tenn. 


Galuchie,  M.  W.  Gibbons,  Irwin  Kurtz,  Max 
Berlow,  Cass  B.  Riddle,  J.  J.  Davin.  2:10:  Ar- 
rive at  Beach  Hill  Inn,  Rye  Beach,  and  arranged 
luncheon  and  dinner  menus  fit  for  kings  and 
talking  machine  dealers. 

Arrangements  were  then  made  for  the  annual 
outing  to  be  on  Tuesday,  August  31,  at  Beach 
Hill  Inn,  Rye  Beach,  N.  Y.  The  following 
sch'edule  was  officially  adopted: 

9:30  sharp — Leave  Washington  Arch,  foot  of 
Eifth  avenue,  in  large  white  sightseeing  buses 
and  private  automobiles. 

12  a.  m. — Arrive  at  Beach  Hill  Inn  in  time  for 
luncheon. 

1:30 — .-\thletic  events  to  begin.    Ball  game,  five 


J.  J.  Davin,  Sol  Lazarus 

innings,  dealers  and  clerks  exclusively.  Cap- 
tains of  the  baseball  teams:  Geo.  Thau,  of  the 
Blackman  Talking  Machine  Co.,  and  Louie  Barg, 
of  the  Crescent  Hill  Music  Co.  Pick  your  play- 
ers and  phone  Mr.  Thau  or  Mr.  Barg  for  a  po- 
sition on  their  respective  teams. 
100  yard  dash — Dealers  only. 

100  yard  dash — Dealers,  clerks  and  managers. 
Fat  men's  race. 

Potato  race — Juniors. 

50  yard  dash — Ladies. 

4:00 — Boating,  bathing,  fishing  and  dancing, 
as  }'ou  like  it. 

5:30 — Shore  dinner. 

7:00— Dancing.    10:00  p.  m.— Home. 

For  ride  to  Rye,  Cass  B.  Riddle;  for  hooch 
and  eats,  M.  W.  Gibbons;  for  athletic  events 
and  prizes,  J.  J.  Davin,  Sol.  Lazarus;  for  bath- 
ing, boating,  fishing  and  dancing,  H.  Mielke, 
J.  Bryant,  C.  .A.belowitz,  Joe  Schwertz;  for 
shaking  hands,  John  Hunt,  E.  Leins,  H.  Berson, 
J    Bryant,  M.  Berlow,  J.  Hertzel,  M.  Dovas. 

Notwithstanding  the  increase  in  the  high  cost 
of  living,  this  wonderful  day's  outing  is  only  go- 
ing to  cost  the  dealers  $6  apiece,  and  as  you  all 
remember  the  wonderful  time  last  year,  we  feel 
sure  that  we  can  count  on  your  attendance  and 
your  co-operation  to  get  the  rest  of  the  people 
who  missed  it  last  year  to  make  their  arraAge- 
ments  and  not  miss  it  this  year. 

Tickets  and  other  propaganda  were  placed  in 
the  mail  the  first  part  of  August. 


August  15,  1920 


THE   TALKING    MACHINE  WORLD 


33 


I 


|,.        iUPF=!iOB  STCCU  f 

JRILLIANTOHE 


Admittedly  the  Best  Seller 
by  Largest  Manufacturers, 
Jobbers,  and  the  Retail  Trade 

May  we  suggest  that  it  will 
undoubtedly  be  to  your  interest  to 
anticipate  your  fall  requirements 

BRJLLIANTONE 


1" 


Write  for  samples  and  prices  to  your  nearest  distributor. 
If  Ke  cannot  supply  you,  write  direct  to  us. 

BRILUANTONE 

SiEELNEEDlE  CO  .Incorporated 
„  34r  nriH  AVENUE. 

"'^^  NewYohk 


Canadian  Distributor:  Musical  Merchandise  Sales  Co.,  819  Yonge  St.,  Toronto,  Canada 


34 


THE   TALKING    MACHINE  WORLD 


August  15,  1920 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is 
designed  for  the  service  of  all  classes  of  our  readers, 
including  those  who  make,  and  those  who  sell,  talking 
machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has 
a  wide  and  enviable  reputation  as  a  repairer  of  talking 
machines  at  28  Sixth  avenue.  New  York.  Tell  him  your 
troubles  through  The  World  and  he  will  help  you  if 
possible.     The  service  is  free. — Editor.] 


SOME  QUERIES  AND  ANSWERS 

An  Outfit  for  Home  Recording 
West  New  York,  N.  J.,  July  1,  1920. 
Editor  Talking  Machine  World: 

Would  like  information  as  to  where  I  could 
purchase  a  recording  outfit  for. my  Victor.  Can 
you  give  me  anj-  idea  of  how  these  attachments 
are  used  and  what  results  can  be  obtained  with 
them?  Geo.  Halsey. 


Answer. — I  have  had  many  inquiries  for  a  de- 
vice of  this  kind  during  the  last  few  months. 
A  recording  outfit  was  announced  more  than  a 
j'ear  ago,  and  I  understand  a  device  by  another 
manufacturer  will  be  introduced  to  the  trade 
at  an  early  date.  These  devices  are  very  simply 
constructed,  consisting  of  a  mechanical  feeding 
device,  attached  to  the  turntable  spindle  of  the 
motor,  which  carries  the  recorder  across  the  sur- 
face of  the  wax  disc.  Under  present  conditions 
it  would  probably  be  a  difficult  matter  to  obtain 
the  wax  discs  suitable  for  this  use,  but  the  sit- 
uation may  change  in  time. 

Wanted — A  Book  on  Repairing 

Chicago,  July  3,  1920. 
Editor  Talking  Machine  World: 

Attached  is  a  communication  from  the  Potts- 
ville  Free  Public  Library,  Pottsville,  Pa.,  cover- 
ing the  subject  of  repairing  phonographs  in  the 
home.  We  are  unable  to  furnish  them  with  the 
data  requested,  but  thought  possibly  you  could 
place  them  in  touch  with  someone  publishing  a 
book  along  these  lines. 

It  seems  to  me  that  a  pamphlet  covering  the 


points  in  question  would  be  of  considerable 
value  to  the  industry  in  general,  and,  feeling  that 
you  would  be  interested,  am  turning  it  over  to 
your  good  selves  as  being  the  Official  Organ  of 
the  Industry.  Jewel  Phonoparts  Co. 

Answer.— Your  letter  seems  to  uphold  my  per- 
sonal opinion  of  the  value  and  ready  acceptance 
by  the  trade  of  a  book  containing  information 
and  data  on  the  mechanical  construction  and 
upkeep  of  the  various  makes  of  machines  and 
sound  boxes  now  on  the  market.  Will  say  that 
I  have  now  in  preparation  a  book  of  this  nature 
and  trust  that  it  will  soon  reach  the  stage  where 
I  can  place  it  before  the  dealer  for  his  benefit 
and  judgment.  A.  H.  Dodin. 


THE  MAN  WHO  KNOWS  USUALLY  WINS 

The  Most  Serious  Problems  of  the  Talking  Ma- 
chine Man  Can  Be  Solved  If  He  Only  Takes 
the  Pains  to  Gather  Every  Essential  Fact 


William  Boyce  Thompson,  the  great  mining 
pioneer,  who  has  made  millions  of  dollars  by 
developing  possibilities  that  other  men  looked 
at  and  passed  up,  says,  in  the  July  issue  of  the 
American  Magazine: 

"I  believe  that  ninety-nine  out  of  one  hundred 
persons  who  fumble  success  may  charge  up 
their  failure  to  a  lack  of  foresight  and  patience 
to  get  all  the  facts  about  the  thing  they  were 
undertaking.  Show  me  a  man  who  does  not 
guess — who  knows,  and  I  will  show  you  a  man 
who  is  climbing. 

"It  is  not  as  if  it  were  necessary  to  trust 
to  chance.  One  doesn't  have  to.  Any  problem 
may  be  solved  if  you  will  only  take  the  pains 
to  gather  every  fact  that  bears  on  it.  In  the 
long  run,  the  guessing  genius  is  always  out- 
stripped by  the  practical  and  persistent  student. 
The  gambler,  in  nearly  all  cases,  gives  way  to 
the  go-getter." 


PUSSYFOOT  ON  RECORDS 

Before  Mr.  Pussyfoot  Johnson  left  for  Amer- 
ica we  understand  he  proclaimed  his  views  on 
driving  England  dry  into  the  recording  horn  at 
the  works  of  the  Winner  Co.  at  Peckham.  The 
records  will  not  be  sold,  but  will  be  used  for 
propaganda  purposes  on  the  Stentorphone,  the 
mighty  machine  manufactured  by  Creed  & 
Co.  The  long-suffering  British  public  have  much 
to  endure,  says  The  Talking  Machine  News  of 
London. 


The  New  Model  "E" 

Garford  Phonograph 

The  Greatest  Value  on  the  Market 

IMMEDIATE   DELIVERIES   IN  ANY  QUANTITY 


New  Model  "E "  Garford  Phonograph 

The  New  Model  "E"  Garford  Phonograph 
has  every  desirable  feature  of  the 
high  price  phonograph 

1  Plays  all  makes  of  records  without  an  attachment. 

2  Superior  Tone  Quality. 

3  Standard  Motor  of  Recognized  Merit. 

4  Artistic  Appearance. 

5  Guaranteed  to  Give  Excellent  Service. 

Order  Now  for  Immediate  Delivery 
SELLS  LIKE  "WILD-FIRE"  THE  YEAR  ROUND 
We  have  an  Attractive  Dealer  Proposition 

The  General  Phonograph  Mfg.  Co. 

(FORMERLY  NAMED  THE  GARFORD  MFG.  CO.) 

ELYRIA,  OHIO 


Why  Break  Records? 
Just  File  Them! 

That  is  if  you  have  the  wonderful  Record  filing  tys- 
tem  which  is  a  feature  of 

The  Marvelous  MAGNOLA 


Wa,tcKir\j  tSe  Music  Corrve  Out 


This  is  only  one  feature  of  many  that  will  command 
your  interest  and  attention.  Ltt  us  tend  you  hand- 
some illustrated  catalog  and  information  as  to  our 
plans  for  helping  you  to  make  money  wilh  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ.  Pruldaat 
Genaral  OdleM  Seuthera  Wbdwalt  Br»D<k 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDQ. 

CHICAQO  ATLANTA,  SA. 


The  Talking  Machine  World,  Neiv  York,  August  15,  1920 


The  Talking  Machine  World,  New  York,  August  IS,  1920 


The  future  of  any  phonograph 
concern  lies  in  the  appreciation  of  its 
product  by  the  ultimate  purchaser. 
The  dealer  who  is   now  buying   a  mediocre 
product  for  a  quick  sale  with  excessive  profits  for 
himself  is  not  looking  ahead. 
The  meacon  is  created  for  the  progressive  merchant  who  has 
foresight  enough  to  realize  that  he  must  handle  a  product  which 
advertises  itself  through  its  owner.    In  this  way  only  can  he  be  assured 
of  permanent  profits  and  a  growing  future  business. 
The  IBeacon  is  distinctly  a  quality  product. 
The  design  is  exclusive  and  covered  by  basic  patents. 
The  tone  is  musical,  pure  and  scratchless. 
The  motor  is  silent  and  durable. 
Write  to  us  at  once. 

If  you  qualify  for  an  agency,  you  will  be  granted  a  franchise  and  may 
have  shipment  of  goods  deferred  until  Fall  if  desired. 

Distributors  everywhere  East  of 
the  Mississippi  River. 


19  Milk  Street 


Boston,  Mass. 


I 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


35 


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\  I 

I      SEVERAL  MILLION  DOLLARS  f 

!                  Have  been  appropriated  to  aid  about  f 

I                             4,000  firms  in  selling  I 

1  I 

f    THE  NEW  EDISON  j 

I                    "The  Phonograph  with  a  Soul"  ^  | 

I             An  Edison  Dealership  Is  a  Valuable  Asset  '  I 

f    ( 

I      FRANK  E.  BOLWAY  &  SON,  Inc.  | 

!          Exclusive  Edison  Jobbers     '           SYRACUSE,  N.  Y.  i  ! 

|L-()'^»()'4^B0)'«>*'<>«B»-0-«H»()-^»()-^»()'^M'(>-«a»'()-^W-(>-«»()-«»()'^B'()'«M-()-^H»'()-^M:()j| 

SONORA  ACTIVITIES  IN  NEBRASKA  ENLARGING  ROSS  STORES 


TELEMEGAFONE  MAKES  A  HIT 

Demonstrated  With  Great  Success  During  Re- 
cent Sonora  Convention  in  New  York,  Which 
Was  Attended  by  F.  M.  Steers  and  W.  R. 
Davis — To  Distribute  Product  Through 
Sonora  Jobbers  in  Leading  Trade  Centers 

Frank  M.  Steers,  president,  and  William  R. 
Davis,  sales  manager  of  the  Magnavox  Co., 
Oakland,  Cal.,  Sonora  jobbers  and  manufactur- 
ers of  the  Magnavox  music  and  voice  telemega- 
fone,  were  visitors  to  New  York  recently,  arriv- 
ing here  to  attend  the  convention  of  Sonora 
jobbers  which  was  held  in  New  York  the  week 
of  July  12. 

After  attending  the  convention,  Mr.  Steers 
left  for  the  Pacific  Coast,  and  Mr.  Davis 
started  on  a  trip  to  Sonora  jobbers  in  all  parts 
of  the  country,  which  will  keep  him  in  the  field 
until  the  middle  of  September. 

In  a  chat  with  The  World  Mr.  Steers  stated 
that  the  reception  accorded  the  Magnavox  tele- 
megafone  by  the  talking  machine  dealers  was 
far  beyond  his  most  enthusiastic  expectations, 
and  that  the  dealers  are  evincing  the  keenest  in- 
terest in  this  important  invention. 

According  to  present  plans  the  Magnavox 
Co.  will  distribute  its  products  through  Sonora 
jobbers,  and  on  his  present  trip  Mr.  Davis 
will  visit  every  Sonora  jobber,  and  make  ar- 
rangements for  the  distribution  of  the  Magna- 
vox telemegafone  in  their  territories. 

At  the  recent  Sonora  convention,  the  tele- 
megafone was  dempnstrated  to  excellent  ad- 
vantage during  the  course  of  the  jobbers'  golf 
tournament,  and  was  also  demonstrated  on  a 
Sonora  phonograph.  The  jobbers  were  unani- 
mous in  expressing  the  opinion  that  this  inven- 
tion will  meet  with  a  ready  sale  everywhere, 
and  large  orders  were  placed,  calling  for  imme- 
diate deliveries.  The  uses  of  the  Magnavox 
telemegafone  are  almost  unhmited,  for  it  can 
be  used  in  schools,  colleges  and  clubs,  summer 
resorts,  camps  and  parks,  public  speaking  and 
announcing,  steamship  and  theatres,  dancing, 
entertainment  or  novelty  and  numerous  other 
places. 

COLUMBIA  CO.'S  ANNUAL  OUTING 

The  local  wholesale  branch  of  the  Columbia 
Co.  has  set  July  24  as  the  date  for  its  annual 
outing  and  according  to  present  plans  the  mem- 
bers of  the  branch  will  visit  Far  Rockaway.  An 
interesting  program  has  been  prepared,  for  this 
outing  and  an  attendance  of  100  per  cent  is  ex- 
pected. 

Lambert  Friedl,  manager  of  the  local  whole- 
sale branch  of  the  Columbia  Co.,  announced  this 
week  that  R.  L.  Basch,  who  had  been  a  mem- 
ber of  the  office  stafif  of  this  branch,  had  been 
appointed  a  traveling  representative  and  will 
cover  up-State  territory. 

The  need  for  great  men  in  the  world  was 
never  'as  persistent  as  now;  everyone  has  an 
equal  chance  to  fill  this  need. 


The  Lee-Coil-Andreesen  Hardware  Co.,  of 
Omaha,  Neb.,  is  keeping  in  close  touch  with 
Sonora  dealers  throughout  its  territory,  and  the 
following  news  from  Nebraska  will  give  some 
idea  of  the  activities  of  these  dealers: 

The  Oakford  Music  Co.,  which  has  stores  in 
Omaha  and  Norfolk,  Neb.,  has  placed  twelve 
sign  boards  in  the  outskirts  of  the  city  adver- 
tising the  Sonora  phonographs.  These  boards 
are  seen  by  thousands  of  motorists  and  have 
produced  excellent  results. 

The  Ponca  Furniture  Store,  of  Ponca,  Neb., 
is  going  after  business  aggressively.  It  has 
a  splendid  display  of  Sonoras  and  has  secured 
a  special  salesman  to  handle  its  phonograph  de- 
partment. Though  Ponca  has  only  about  1,200 
population,  the  Ponca  Furniture  Store  has 
adopted  the  up-to-date  methods  of  cities  many 
times  the  size  of  the  one  in  which  it  is  located. 

Chadron,  Neb.,  strange  to  say,  is  virgin  terri- 
tory as  far  as  phonographs  are  concerned,  and 
W.  S.  Gillam,  of  that  city,  who  has  one  of  the 
finest  furniture  stores  in  the  northwestern  part 
of  the  state,  is  picking  up  excellent  business 
in  this  section  of  the  country.  A  special  sales- 
man, who  will  devote  his  time  to  the  selling  of 
Sonoras,  is  the  latest  acquisition  to  Mr.  Gillam's 
staff. 

C.  L.  Ethridge,  formerly  of  Holbrook,  Neb., 
has  moved  to  Wilcox,  where  he  will  continue 
to  handle  the  Sonora. 


Astoria  Dealers  Adding  Many  New  Booths — 
Will  Be  Exclusive  Talking  Machine  Stores  in 
P'uture — Ross  Brothers  Personally  in  Charge 

The  A.  I.  Ross  Music  Stores,  206  Main  street, 
and  309  Steinway  avenue,  Astoria,  L.  I.,  are 
undergoing  extensive  alterations.  They  are  in- 
stalling six  new  up-to-date  sound-proof  booths 
in  their  Steinway  store,  and  completely  chang- 
ing the  interior.  This  is  an  exclusive  shop, 
handling  only  Victrolas  and  Victor  records.  The 
Steinway  store  is  under  the  management  of 
William  M.  and  A.  B.  Ross. 

At  Main  street  they  are  adding  two  additional 
extra  large  booths,  and  these,  with  the  present 
equipment  both  up  and  down-stairs,  will  ;add 
greatly  to  the  efhcient  service  they  are  now 
giving.  The  sheet  music,  sporting  goods,  instru- 
ments, etc.,  now  handled  at  the  Main  street 
store,  are  being  closed  out,  and  this  will  rriake 
two  exclusive  Victor  stores.  Albert  I.  Ross 
is  personally  in  charge  of  the  Main  street  store, 
and  looks  forward  to  a  wonderful  business  the 
coming  Fall. 

  I 

THE  MAN  WHO  IS  GOING  TO  WIN 

The  man  who  continues  to  be  brimful  of  cour- 
age and  enthusiasm  even  when  everything  is 
against  him  is  the  man  who  is  going  to  win,  and 
win  big. 


THE  PHONOSTOP— r/ie  Stop  That  Stops  Them  All 


Victor,  Columbia,  Pathe,  Edison,  even  the  Lyric.  Try 
all  other  stops  if  you  wish  to,  but  eventually  come  to  us 
for  the  PHONOSTOP,  the  first  and  the  most  efficient; 
therefore  the  best.  You  can  set  it  "in  the  dark  as  well 
as  the  light." 

Made  Right        Stays  Right        Acts  Right, 
Order  early — we  will  ship 
Immediate  Delivery  up  to  10,000. 


THE  PHONOMOTOR  CO. 


121  WEST  AVENUE 
ROCHESTER,   N.  Y. 


WESTERN  REPRESENTATIVES:  CHICAGO 
Harry  Engel,  McClurg  Building,  and  Oscar  J.  Kloer,  630  W.  Washington  Street 


Order  early- 
we  will  ship 
promptly 


36 


THE    TALKING    MACHINE  WORLD 


August  IS,  1920 


jiiiiiiiiiiiiiitiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiJiiiiiiiiiiiiiiiiiiiiiM 


YUE  DINlSTlRyiMlEINlT  ©[F  QUALOTY 


npHE  dealers  who  handle 
^  Sonoras  know  that  they 
can  sell  with  ease  every 
Sonora  they  can  get  with- 
out having  to  offer  "easy 
payments"  as  a  leading  at- 
traction. 

Result:  no  long  time  cred- 
its, substantial  bank  balan- 
ces, and  a  sound  profitable 
business.  They  know  too 
that  Sonora  invariably  wins 
out  in  comparative  tests. 

Sonora  is  the  ideal  phono- 
graph from  both  the  buyer's 

and  seller's 
points  of  view. 


LL 


Minuet 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


37 


'diiimmiiiiiimiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiM 


Sonora,  The  Highest  Glass  Talking 

Machine  in  the  World,  is  licensed  and  operates  under 
BASIC  PATENTS  of  the  nh  onograph  industry 

New  dealers  are  now  being  added  in  desirable  locations. 
Write  to  the  jobber  who  distributes  in  your  territory. 


Gibson-Snow  Co., 

Syracuse,  N.  Y. 

State  of  New  York,  with  the  ex- 
ception of  towns  on  Hudson  River 
below  Poughkeepsie,  and  excepting 
Greater  New  York. 

W.  B.  Glynn  Distrib- 
uting Co., 

Saxtons  River,  Vermont 

States  of  Maine,  New  Hampshire, 
Vermont  and  part  of  Massachusetts. 

Griffith  Piano  Co., 

605  Broad  St.,  Newark,  N.J.. 

Northern  New  Jersey. 

Hessig-Ellis  Drug  Co., 

Memphis,  Tenn. 

Arkansas,    Louisiana,  Tennessee, 
Mississippi. 

Hillman  Phonograph 
Co., 

Wheeling,  W.  Va. 

Virginia  and  West  Virginia. 

Kiefer-Stewart  Co., 

Indianapolis,  Ind. 

Entire  State  of  Indiana. 

The  Magnavox  Co., 

616  Mission  St., 
San  Francisco,  Cal. 

Washington,  California,  Oregon, 
Arizona,  Nevada,  Hawaiian  Islands, 
Northern  Idaho. 

C.L.Marshall  Co., Inc., 

82  Griswold  St.,  Detroit 
409  Superior  St.,  Cleveland 

Michigan  and  Ohio. 

Minneapolis  Drug  Co., 

Minneapolis,  Minn. 

States  of  Montana,  North  Dakota, 
South  Dakota,  Minnesota. 


I.  Montagnes  &  Co., 

Ryrie  Building, 
Toronto,  Can. 

Canada. 

M  S  &  E, 

221  Columbus  Ave., 
Boston,  Mass. 

Connecticut,  Rhode  Island  and 
Eastern  Massachusetts. 

Lee-Coit-Andreesen 
Hardware  Co., 

Omaha,  Nebraska 

State  of  Nebraska. 

Anierican  Hardware 
&  Equipment  Co., 

Chailotte,  N.  C. 

North  Carolina  and  South  Carolina. 


Southwestern  Drug 
Co., 

Wichita,  Kansas 

Southern  part  of  Kansas,  Oklahoma 
(except  five  Northeastern  counties), 
and  Texas  Panhandle. 

Str  evell  -  Paterson 
Hardware  Co., 

Salt  Lake  City,  Utah 

Utah,  Western  Wyoming  and 
Southern  Idaho. 

C.  J.  Van  Houten  & 
Zoon, 

Marquette  Building, 
Chicago,  111. 

Illinois  and  Iowa. 


C.  D.  Smith  Drug  Co.,    Sonora  Distributing 
St.  Joseph,  Mo.  Co.  of  Texas, 

Missouri,    Northern   and   Eastern  Dallas,  Texas 

Western  part  of  Texas. 


Northern 
part  of  Kansas  and  five  counties  of 
Northeastern  Oklahoma 


Smith,  Kline  &  French 
Co., 

Philadelphia,  Pa. 

States  of  Pennsylvania,  Maryland, 
Delaware,  District  of  Coliimbia  and 
New  Jersey,  south  of  and  including 
Trenton. 

Soiiora  Phonograph 
Co.,  Inc., 

279  Broadway,  New  York 

Distributors  for  Greater  New  York. 

Southern  Drug  Co., 

Houston,  Texas 

Southern  part  of  Texas. 

Southern  Sonora  Co., 

Atlanta,  Ga. 

Alabama,  Georgia  and  Florida. 


Yahr  &  Lange  Drug 
Co., 

Milwaukee,  Wis. 

Wisconsin,  Upper  Michigan. 

Moore-Bird  &  Co., 

1751  California  St., 
Denver,  Colorado 

States  of  Colorado,  New  Mexico 
and  Wyoming  east  of  Rock 
Springs. 

Robinson,  Pettet  Co., 
Inc. 

Louisville, 
Ky. 

State  of  Ken- 
tucky. 


mm 

IIIIUHHUr^ 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


Style  87,  shown  with  top 
moulding  which  covers  open  base 
of  Victrola  IX.  Note  the  fine 
"floor  type"  effect  produced. 


Style  87,  shown  with  doors 
open.  Note  the  attractive  shelf 
arrangement. 


Style  87,  shown  with  "flat  top" 
and  without  top  moulding,  with 
"old  style"  Columbia  machine. 
Note  the  "floor  type"  eflFect 
produced. 


jJllllllllll  = 


[  Cj  v'  ik.  iTi'^r'^ 


ri  A  Nt  O V  £  R  ^  PA.,  U.  S  ♦  A.  / 


=  ilililiiil^ 


Is  Your  Cabinet 
Stock  Complete? 


There  will  undoubtedly  be  a 
tremendous  demand  for  Record 
Cabinets  this  Fall. 

Are  you  ready  for  this  trade? 


LONG  CABINETS 

are  recognized  leaders  in  the 
cabinet  field.  LONG  CABINETS 
represent  highest  quality  in 
cabinet  production  and  manu- 
facturing perfection. 


The  LONG  Cabinet  Line 
is  complete.  Write  for 
a  copy  of  our  catalogue. 


The  Geo.  A.  Long 
CabinetCompany 

HANOVER,  PA. 


iiiiii  m 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


39 


THE  NEW  EDISON  IN  THE  MOVIES 

Organist  of  Empress  Theatre  in  Philadelphia 
Plays  Accompaniirient  to  New  Edison — Feat 
Creates  Marked  Attention — Newspaper  Ad- 
vertising Follow-up  Brings  in  Good  Results 


Philadelphia,  Pa.,  August  5. — Manager  Bovard, 
of  Bovard  &  Sons,  tells  of  his  novel  advertising 
plan,  featuring  the  New  Edison,  as  follows: 

"We  have  made  arrangements  with  the  Em- 
press Theatre,  which  is  one  of  the  largest  in 
Philadelphia,  and  is  under  the  direction  of  the 
-Stanley  Co.  of  America,  to  demonstrate  and  fea- 
ture the  Edison.  Cornelius  Keeney,  the  ener- 
getic manager  of  the  theatre,  is  a  recent  owner 
of  a  William  and  Mary  Edison.  It  is  largely  his 
enthusiasm  for  his  own  instrument  along  with 
our  personal  friendship  which  has  made  him  de- 
vote his  valuable  advertising  space  and  ability 
as  an  expert  advertising  man  to  our  mutual 
benefit. 

"The  Empress  Theatre  seats  about  2,000  peo- 
ple, and  gives  three  performances  daily  and  four 
on  Saturday.  They  have  one  of  the  best  or- 
ganists in  Philadelphia  and  he  plays  an  organ 
accompaniment  with  singing  Re-creations  on 
the  Edison. 

"In  advertising  Mr.  Keeney  gives  us  two 
slides  on  the  screen.  Slides  which  we  received 
from  the  Girards,  our  jobbers.  Also  advertis- 
ing space  on  his  program,  of  which  he  prints 
5,000  weekly;  on  his  floaters,  10,000  weekly,  and 
in  his  newspaper  advertising,  which  reaches  40,- 
000  readers.  This  week  is  the  first  week  of  our 
campaign  and  everyone  is  talking  Edison.  How 
they  were  deceived!  People  thought  actual  per- 
sonages were  singing.  We  started  our  demon- 
strations a  little  different  from  the  usual.  For  the 
first  three  days  we  played  the  Edison  and  organ 
without  -any  advertising  whatsoever.  This 
started  people  talking  about  the  unusual  musical 
attractions  at  the  Empress.  They  thought  they 
were  actual  humans  singing  and  would  ask  at 
the  box  office  who  the  singers  were.  They 
would  be  told  that  Albert  Lindoquest,  the  great 
American  tenor,  sang  Tosti's  'Good-Bye,'  and 
Marie  Rappold,  accompanied  by  Albert  Spald- 
ing, sang  and  played  the  'Ave  Maria.' 

"On  Wednesday  we  broke  loose  with  all  our 
advertising.  The  newspapers  came  out  on  this 
day  and  we  published  programs,  showed  slides 
and  set  off  all  our  advertising  fireworks,  to  show 
the  people  they  actually  labored  under  a  de- 
lusion for  three  days.  We  believe  the  psychol- 
ogy of  this  method  helped  us  in  this  instance. 

"We  have  certainly  started  a  wave  of  valuable 
comment  and  our  demonstration  is  becoming 
common  discussion  in  which  all  are  so  interested 
that  it  is  talked  of  on  corners  and  at  different 
gatherings. 

"We  have  fixed  up  our  window,  using  the  Anna 
Case  and  J.  Montgomery  Flagg  centerpiece  and 
having  a  special  sign  printed  which  tells  the 
people  they  need  not  feel  embarrassed  if  they 
were  deceived,  and  if  they  haven't  attended  the 
Empress,  to  go  there  with  an  open  mind  and  treat 
themselves  to  a  realism  test." 


ROANOKE  LIKES  JAZZ  TUNES 

Talking  Machines  and  Player-pianos  Lead  Sales, 
Is  Report  of  Leading  Dealers 

Roanoke,  Va.,  August  6.— Nearly  $300,000  has 
been  spent  in  musical  instruments  and  music  in 
Roanoke  city  during  the  past  nine  months,  ac- 
cording to  reports  obtained  from  various  music 
shops  and  houses. 

Talking  machines  and  player-pianos  lead  the 
instrument  sales,  but  there  is  a  marked  increase 
in  sales  of  instruments  requiring  talent  and  skill 
tc  play.  All  dealers  declare  that  there  is  an 
increasing  demand  for  better  grade  music, 
though  jazz  and  other  ragtime  still  maintain  in 
supremacy,  at  least  in  the  Roanoke  music  world. 

The  swift  march  of  progress  has  compelled 
merchants-  to  have  their  merchandise-  exhibited 
in  a  -  way  that  will  attract  attention  and  also 
lead  to  its  sale. 


REIFSNYDER  &  SONS'  NEW  HOME 

Handsome  Quarters  in  Lebanon,  Pa.,  Thrown 
Open  to  Public  Last  Month — Many  New 
Demonstration  Booths  Have  Been  Installed 


Lebanon,  Pa.,  August  5.— Perry  B.  Reifsnyder, 
member  of  the  firm  of  Reifsnyder  &  Sons,  who 
operate  large  stores  in  Lancaster  and  this  city, 
dealing  in  pianos,  talking  machines  and  mu- 
sical instruments,  has  thrown  open  for  public 
inspection  the  company's  new  quarters  at  16 
South  Ninth  street.  For  more  than  a  year  Reif- 
snyder &  Sons  did  business  on  the  first  floor  of 
the  American  Telephone  building,  one  of  the 
most  prominent  spots  in  Lebanon's  business  dis- 
trict. The  necessity  for  more  room  in  the  ex- 
pansion of  their  business  made  it  imperative  the 
firm  find  new  quarters. 

In  solid  array  on  the  right  are  six  large  and 
roomy  music  booths,  every  one  of  them  sound 
proof  with  glass  doors  and  windows.  The  in- 
direct lighting  employed  in  all  other  parts  of 
the  house  is  used  here  to  advantage.  Besides 
these  features  each  one  contains  an  expensive 
talking  machine  with  one  or  two  comfortable 
chairs  to  recline  in  while  hearing  the  latest 
records. 

In  the  rear  of  the  store  is  the  office  and  record 
stock  room  as  well  as  a  place  to  keep  the  player 
rolls.  Here  is  where  the  manager  and  his  force 
of  genial  salesmen  busy  themselves  and  think 
out  the  many  comforts  enjoyed  by  their  patrons. 


WHAT  ADVERTISING  DOES 

Advertising  has  taken  down  the  screens  from 
the  windows  of  business,  of  directors'  rooms, 
and  even  of  departments  of  state.*  Business  is 
now  done  in  the  open  and  will  be  more  and 
more — and  to  advertising  the  credit  is  due,  for 
it  has  shown  the  way.  It  is  the  great  servant 
of  truth. 


.'\dding  insult  to  injury  is  all  sonic  people 
know  about  matliematics. 


OPENS  NEW  PHILADELPHIA  STORE 

George  C.  Ross  Finds  The  Talking  Machine 
World  a  Great  Help  in  His  Business — Has 
Had  a  Rapid  Rise  in  Philadelphia  Music  Trade 

Herewith  is  shown  a  picture  of  the  laain  dis- 
play window  of  the  Frankford  Music  Store, 
Philadelphia,  Pa.,  operated  by  George  C.  Ross, 
v^ho  handles  the  Columbia  and  Pathe  machines 
and  records.  This  is  the  fourth  store  which  Mr. 
Ross  has  opened  and  his  story  is  one  which 
shows  how  a  progressive  dealer 'can  succeed  in 
the   talking  machine   business.     In  September, 


Window  Display  of  Frankford  Music  Store 

1917,  he  began  business  in  a  small  shop  vi'ith 
a  capital  of  $100.  He  was  then  payin.g  $10  a 
month  rent.  In  January,  1918,  he  opened  a  larger 
store  on  Frankford  avenue  and  soon  after 
opened  a  branch  store.  His  new  store  was 
opened  a  short  time  ago  at  4646  Frankford  ave- 
nue and  is  a  real  music  center  for  his  section 
of  the  city. 

Both  he  and,  his  manager.  Miss  Julia  Wall, 
are  constant  readers  of  The  Talking  Machine 
World  and  Mr.  Ross  writes:  "I  do  not  believe 
there  is  a  dealer  in  the  business  who  would  re- 
gret subscribing  to  The  World.  I  think  it  is 
the  greatest  help  a  talking  machine  dealer  can 
have,  no  matter  how  much  experience  he  has 
had.  My  store  manager  reads  everything  in  the 
paper  from  first  to  last  and  puts  into  practice 
the  many  useful  business  hints  contained  in  each 
issue." 


An  exclusive  product — The 

VICTOR 

Tungs-Tone  Stylus  will  play 
100-300  records  without  changing 

TUNGS-TONE 

Gives  the  best  possible  sound 
reproduction  and  will  make 
records  wear  longer 

STYLUS 

Retailers — For  the  above  reasons  advise  your 
customers  to  use  them  and  show  them  how 


KNICKERBOCKER 

TALKING    MACHINE  COMPANY 

Metropolitan    Victor  Wholesalers 
138  West  124th  5treet  New  York 


40 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


STORE  SPIRIT  A  REAL  NECESSITY      ATTRACTIVE  BENTON  HARBOR  STORE 


Employes  Must  Be  Willing  to  Work  for  the 
Good  of  Their  Fellows 


Most  people,  in  referring  to  store  spirit,  think 
of  it  onlj'  as  a  manifestation  of  the  attitude  of 
the  salespeople  toward  the  customer.  Of  course, 
we  must  consider  the  customer  in  order  to  real- 
ize the  money  value  of  the  store  spirit,  but  that 
will  naturalh^  follow  the  existence  of  the  proper 
spirit  among  the  people  within  the  store  itself. 

Store  spirit  must  exist  between  the  heads  of 
the  house  and  the  employes,  between  the  sales- 
peopel  and  the  delivery  department,  between  the 
bu3'ers  and  the  receiving  and  advertising  depart- 
ments, in  fact,  wherever  it  is  possible  to  help 
one  another  with  a  view  to  the  common  good — 
for  after  all,  the  true  meaning  of  store  spirit  is 
mutual  helpfulness. 

"You  may  not  know  how  dependent  you  are 
upon  one  another,  no  matter  how  remotely  sep- 
arated in  the  operation  of  the  business. 

"There  is  no  use  in  denying  that  the  expense 
of  conducting  business  to-day  is  greater  than 
ever,  so  the  more  the  expense  is  kept  down  and 
waste  avoided  the  more  there  will  be  left  to  ap- 
portion to  salarj-  advances. 

"If  an  office  clerk  observes  a  stock  boy  care- 
lessly handling  goods  liable-  to  breakage,  that 
clerk  is  interested  in  preventing  the  possible  loss. 
Whether  the  steps  taken  result  in  ill-feeling  be- 
tween the  two  depends  upon  the  spirit  that  per- 
vades them — whether  or  not  each  recognizes 
that  he  has  a  part  in  the  other's  welfare. 

"When  ever3'one  feels  that  he  or  she  is  an 
important  link  in  the  chain  that  pulls  the  busi- 
ness, there  is  the  true  demonstration  of  the 
proper  store  spirit." — From  Progress. 


E.  L.  SAMPTER  CONGRATULATED 

Miss  ^Margaret  Knaus,  of  London,  England, 
a  daughter  of  Mr.  and  Mrs.  A.  Knaus.  was  be- 
trothed recently  to  E.  Lawrence  Sampter,  as- 
sistant to  W.  G.  Pilgrim,  treasurer  of  the  Gen- 
eral Phonograph  Corp. 

Miss  Knaus,  who  has  been  visiting  Mr.  and 
Mrs.  Pilgrim  at  their  home  in  New  York,  sailed 
on  Saturday,  July  31,  on  the  "Aquitania."  The 
:wedding  will  take  place  in  England  in  the  near 
future. 

■  Mr.  Sampter,  who  has  been  associated  with 
the  General  Phonograph  Corp.  during  the  past 
year  and  a  half,  has  attained  signal  success  in 
all  of  the  important  work  that  has  been  placed 
in  his  hands.  At  the-  present  time  he  is  in 
charge  of  the  purchasing  department,  and  is 
also  associated  with  the  company's  advertising 
department.  He  served  as  a  First  Lieutenant 
in  the  U.  S.  Army,  and  has  a  host  of  friends. 


High  Praise  for  New  Quarters  of  Sterling  Music 
Store  in  Benton  Harbor,  Mich. 


Bexton  H.\rbor,  :Mich.,  August  6.— The  Sterling 
Music  Store,  of  this  city,  Sonora  dealers,  re- 
cently moved  into  its  new  headquarters,  and 


hundreds  of  visitors  and  it  is  not  going  too 
far  to  state  that  every  one  of  them  was  sur- 
prised at  the  completeness  of  the  institution. 

"Everything  about  the  store  from  the  new 
front,  with  beautiful  mahogany  window  interior, 
to  the  comfortable  and  resting  mezzanine  floor 
where  customers  are  aflorded  a  place  to  lounge 
and  visit,  enjoying  all  the  finest  in  music,  shows 


Warerooms  of  Sterling  Music 
the  local  newspapers  spoke  enthusiastically  of 
the  equipment  and  furnishings  of  this  new  store, 
the  "Banner  Register"  stating  as  follows: 

"  'A  dream  come  true.'  After  seven  years  of 
work  and  striving  the  Sterling  Music  Store,  of 
Benton  Harbor,  the  interior  view  of  which  is 
reproduced  here,  now  boasts  the  most  finely 
appointed  musical  house  in  this  section  of  the 
state.    A  few  days  ago  it  was  thrown  open  to 


Store,  Benton  Harbor,  Mich, 
that  no  expense  has  been  spared  to  make  the 
store  attractive  and  convenient. 

"Besides  carrying  the  largest  stock  of  musical 
instruments  of  all  kinds,  the  Sterling  Store  has 
made  everj-  provision  for  the  comfort  of  its  pa- 
trons with  individual  talking  machine  booths, 
a  piano  conservatory  and  other  means  of  ser- 
vice for  music  lovers.  In  every  respect  the 
store  is  the  'Shrine  of  Music' " 


VICTROLA  HINTS  FOR  CUSTOMERS 


Ohio   Victor  Dealer  Furnishes   Patrons  With 
Neatly  Printed  Card  of  Instructions 


LiM-A,  O.,  August  6. — A  valuable  card  is  fur- 
nished to  customers  of  B.  S.  Porter  &  Co.,  Vic- 
tor dealers  of  this  citj-,  telling  them  just  how  to 
take  care  of  their  \'ictrola.  These  hints  are 
furnished  on  an  attractivelj-  printed  card  which 
reads  as  follows: 

This  Card  Entitles  You  to  Our  Free  Service — - 
It  is  our  wish  that  your  Victrola  should  al- 
ways be  in  good  running  order,  and  we  wish  to 
include  you  as  one  of  our  satisfied  customers 
by  giving  you  good  service.    Oiling  and  adjust- 


ments made  free;  a  nominal  charge  for  repairs. 
A  Few  Don'ts  You  Should  Know 

Don't  wind  your  instrument  too  fast. 

Don't  wind  your  instrument  too  tight. 

Don't  plaj'  any  record  until  you  have  cleaned 
it  well  with  a  record  brush. 

Don't  place  needle  on  record  until  motor  has 
started. 

Don't  trust  the  adjustment  of  j'our  Victrola 
to  inexperienced  people. 

Don't  hesitate  to  call  us  when  your  A'ictrola 
needs  attention. 


The  fox-trot  seems  to  be  the  backbone  of  the 
record  industry,  judging  from  the  number  of 
fox-trbts  found  in  each  monthly  record  release. 


99 


Dealers: — ALL  your  "Talking  Points 
are  Combined  in  the  Brooks! 

Seme  machines  have  an  exquisite  TONE — some  have  a  REPEATING  DEVICE — 
others  have  a  pleasing  CABINET — many  have  ample  room  for  STORAGE  of  records 
—some  PLAY  ALL  RECORDS— a  few  have  a  DOUBLE  SPRING  MOTOR  that  will 
play  6  to  8  ten-inch  records — a  very  few  are  free  from  "scratching"  sounds. 

ALL  THESE  GOOD  POINTS  are   Combined  in  the  BROOKS! 
.  YOU  can  sell  the  wonder  machine — a  superb  instrument  that  has  every  good 
feature  of  all  others,  and  additional  points  of  value  possessed  by  NO  OTHERS. 

The  Brooks  Automatic  Repeating  Phonograph  plays  and  repeats  automatically  any 
make  of  record  any  desired  number  of  times,  then  stops  automatically  with  the  tone 
arm  suspended  in  the  air. 

Dealers  in  Xeiv  York  Stale  and  immediate  vicinity  are 
advised  to  communicate  nith  us  -very  quickly  if  they  are 
interested  in    a  biff    sale  o     phonographs    this  season. 

W^t  WdilXtx^  Sc  JBarrp  Corporation 

256  Main  Street  BUFFALO,  N.  Y. 

We  are  the  LARGEST  Distributors  of  Brooks  Automatic  Repeating  Phonographs  in  the  United  Elates. 


Firsi  TJeaUi]  Complete  PhonoqraTr'i 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


41 


THE  DEALERS'  MOST 
PHENOMENAL  SUCCESS 

THE  SIMPLEST,  MOST 
NECESSARY  DEVICE  IN 
PHONOGRAPH  HISTORY 


SHOULD  YOUR  JOBBER 
NOT  SUPPLY  YOU,  WE  WILL 


PRESS  THE 
BLTTON  WITH 
ONE  FINGER 


MORE  ESSENTIALTO  A  PHONOGRAPH 
THAN  A  SELF-STARTER  TO  AN  AUTOMOBILE 


rHE 


^USUSED 


BY  THE  ALUED  ARMIES 


.NVENTEO  BY  JOSEPH  MeNCH^^ 


INVI 


ENTOP 


WHAT  IT  IS 

ASUaiON  DEVICE-AOJUSTSON  ANY  MACHINE  WITHOUTTHEUSE 
OE  TOOIS-AVOIDS  SCRATCHINGTHE  RECORD  OR  KNOCKING  AGAINST 
THETONEARM-NOTHINGTOGETOUTOFORDER-CANNOTWEAROyi 

WHAT  IT  DOES  

LIFTSTHE  RECORD  SAFELY-  SAVES  BRUISED  FINGERNAIIS  BY  SIHPIY 
PRESSINGA  BUTTON  THE  PRESENT  UGLY  DAMAGING  METHOD  OF 
REMOVING  THE  RECORD  IS  ELIMINATED  A 1919  MASTER  PATENT 


SUCTION 
LIFTSTHE 
RECORD  INTO 
YOUR  HAND 


PRICES 


NICKEL  PLATED 
GOLD  " 


$  2.50  COMPLETE 

3.50 


VACUUM  RECORD  LIFTER. Lia 

701  SEVENTH  AVE.,  NEW  YORK 


42 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


ELIMINATE  LOST  MOTION 


The  Man  Who  Does  the  Right  Thing  at  the 
Right  Time  Wins 


Half  the  failures  in  life  come  from  doing  the 
right  thing  at  the  wrong  time.  Lots  of  men  say 
v/hen  they  get  up  against  it,  "the  Lord  gave  and 
the  Lord  hath  taken  away,  blessed  be  the  name 
of  the  Lord,"  when  their  own  stupidity  or  folly 
and  not  the  Lord  is  responsible  for  their  mis- 
fortune. A  man  failed  the  other  day  who  used 
to  hold  family  prayers  between  nine  and  half- 
past  nine  every  morning.  He  ought  to  have 
been  in  his  store  "looking  well  to  the  state  of 
his  flocks  and  herds."  The  Lord  will  not  run 
a  man's  business  when  he  neglects  it.  "There 
is  a  time  for  every  purpose  and  every  work." 
If  you  are  a  religious  man  have  a  time  and  place 
for  your  devotions.  Get  up  an  hour  earlier.  If 
you  are  fond  of  golf  or  baseball,  see  to  it  that 
your  stock  does  not  run  down  or  incompetent 
employes  are  left  to  run  the  show  while  you  are 
out  enjoying  yourself.  God  helps  those  that 
help  themselves,  and  He  honors  the  man  who  is 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


diligent  in  business  as  well  as  fervent  in  spirit. 
But  there  are  scores  of  men  who  never  could 
be  accused  of  being  either  too  devotional  or  too 
fond  of  sport,  and  who  stay  with  the  game  early 
and  late  to  but  little  purpose.  The  fellow  who 
has  learned  to  do  the  right  thing  at  the  right 
time  will  "stand  before  kings."  There  is  a  lot 
of  lost  motion  in  most  establishments,  which  if 


LUMBER  &  VENEERS 


Mahogany  log  clamped 
into  position  on  log 
carriage — ready  for 
the  band-saw. 


Lumber  or  Veneer? 

The  soundest  mahogany  logs  are 
unsolved  mysteries  until  the 
band-saws  reveal  their  inner 
beauty.  Then  the  exacting  de- 
mands of  our  experts  decide 
whether  each  log  is  satisfactory 
for  lumber  or  veneer. 

Careful  attention  to  detail  in 
maintaining  a  high  standard  is 
one  of  the  elements  which  have 
made  us  the  largest  complete 
mahogany  organization  on  the 
Atlantic  and  Gulf  Seaboard. 

Astoria  Mahogany  Company,  Inc. 

1031  Steinway  Ave.     Long  Island  City,  Y. 

Succeaaora  to 
Huddleston-Marsh  Mahogany  Company 
Astoria  Veneer  Mills  and  Dock  Company 
F.  W.  Kirch.  Inc. 

Milla  and  Yarda,  Long  /aland  City.  New  York 

Branches:  44  North  Market  Ave.,  Grand  Rapids,  Mich. 
2256  Lumber  Street,  Chicago.  111. 


\ 


L. 


it  were  eliminated  would  make  a  marked  dif- 
ference in  the  balance  sheet  at  the  end  of  the 
year. 


VISITORS  TO  COLUMBIA  OFFICES 


Several  Dealers  and  Salesmen  Among  the 
Recent  Visitors  at  New  York  Headquarters — 
Columbias  Figure  in  the  Movie  World 


During  the  past  few  days  quite  a  number!  of 
Columbia  dealers  visited  the  executive  offices 
of  the  company  in  the  Woolworth  building.  New 
York,  and  also  called  at  the  factories  in  Bridge- 
port and  the  recording  laboratory.  Among  these 
callers  were  A.  J.  Miller,  of  the  Meyers-Miller 
Furniture  Co.,  Atlanta,  Ga.;  John  Cross,  of  the 
Cramer-Perrine  Co.,  Akron,  O.;  C.  G.  H'oward, 
Uardwick  &  Co.,  Fairport,  N.  Y.,  and  L.  W. 
McManus,  president  of  the  L.  McManus  Co., 
Macon,  Ga.;  R.  O.  Rorobaugh,  head  of  the 
Rorobaugh-Brown  Dry  Goods  Co.,  of  Wichita, 
Kans.,  which  also  controls  stores  in  Hutchinson, 
K^ins.,  and  Oklahoma  City,  Okla.;  Edgar  New- 
man, treasurer  of  the  Maison  Blanche,  New  Or- 
leans, La.;  A.  E.  Landon,  Columbia  Canadian 
branch  manager;  Westervelt  Terhune,  manager 
ot  the  Columbia  branch  at  Atlanta,  and  J.  Kapp, 
of  the  sales  staff  of  the  Columbia  branch  in 
Chicago. 

The  Los  Angeles  branch  of  the  Columbia  Co. 
reported  recently  that  Richardson,  Inc.,  Los  An- 
geles, Cal.,  dealers,  had  sold  period  model  Grafo- 
nolas  to  Mrs.  Thos.  H.  Ince  and  Marshall 
Neilan,  both  of  whom  are  well  known  in  mov- 
ing picture  circles. 

A  group  of  salesmen  from  the  Chicago  branch 
of  the  Columbia  Co.  called  at  the  general  offices 
recently,  and  also  visited  the  factories.  Among 
the  visitors  were  Messrs.  Blimke,  Sherlock. 
Wuetzen  and  Schoenwald.  They  expressed 
tliemselves  as  delighted  with,  and  greatly  bene-  ■ 
fitted  by,  their  visit  to  Bri-dgeport. 

Lester  L.  Leverich,  advertising  manager  of 
the  Columbia  Graphophone  Co.,  has  been  en- 
joying a  two  weeks'  vacation  at  a  nearby  Sum- 
mer resort. 

W.  F.  Stidham,  manager  of  the  Los  Angeles 
branch  of  the  Columbia  Co.,  called  at  the  execu- 
tive offices  recentl}'  on  his  semi-annual  \isit  to 
New  York. 


The  man  who  has  faith  and  confidence  in 
1;  imself  always  applies  his  talents  more  fully  and 
more  effectively. 


The  Italians  are  hard  to  satisfy  in  records, 
says  one  dealer,  who  declares  that  they  will  have 
nothing  but  Italian  music  sung  in  Italian. 


ACME-DIE 


-CASTINGS- 

ALUMINUM-ZINC-TINaLEADiVLD>IS 

Acme  Die-Ceistin4  Corp. 

Benton  Sodiester  BrooUynN.Y.  Defroit  CWesgo 


The  Talking  Machine  World,  Nezv  York,  August  15,  1920 


CL'E^AR'        /VS        A        BE    LL  " 


■fill 


•  .  .-.  Y-  v  '-^ 


***  A 
V?  ■ 


Sonora  Semi-Permanent 

NEEDLES 

are   leaders    in  bringing  profitable  business  to 

your  store. 


These  Sonora   Needles  are 
popular  with  owners  of  ALL 
MAKES  of  phonographs, 
give  great  satisfaction 
and,  selling  at  25c.  a 
package,  bring  you  a 
substantial  profit  on 
each  sale. 


Write  today  for  prices  and 
information  on  attractive 
leaflets,  cards,  posters  and  learn  how  this  handsome  plate-glass 
display  holder  can  he  obtained  free. 

Three  Grades — Loud,  Medium,  Soft 
25c.  a  Package        40c.  in  Canada 

•onora  JPtjonograpt  Company,  inc. 

GEORGE  E.  BRIGHTSON,  President 

New  York:    279  BROADWAY 
Canadian  Distributors:    I.  Montagnes  &  Co.,  Toronto 


Caution! 

Beware  of  similarly  constructed 
needles  of  inferior  quality 


CLEAR  AS         A  BELL 


I 


■ 


This  All-Record 
Needle  Equipment 

is  needed  by  every  phonograph  owner.  No  one 
wants  to  be  restricted  to  one  type  of  records,  and 
this  convenient  equipment  supplies  a  diamond 
needle,  a  sapphire  needle  and  Sonora  Semi- 
Permanent  Needles. 


Each  of  these 
needles  is  of 
the  very  high- 
est quahty  and 
t  h  e  s  e  t  is 
packed  in  an 
elegant  jewel 
case  which  is 
furnished 
free. 


/  /  /  /  / 


'"Out  wOv."*-* 


To  sell  to 
buyers  of  new 
phonographs 
especially,  this 
is  what  you 
should  have 
in  stock ;  it  is 
precisely  what 
your  custo- 
mers want. 


Makes  a  most  appropriate  gift,  too 


In  demand  and  easily  sold. 

Price,  complete,  $6.25 
Write  today  for  a  supply 


l»Mf.»IT 


onora  ^^fjonograpl^  Companp,  Mt. 

GEORGE  E.  BRIGHTSON,  President 
New  York:    279  BROADWAY 
Canadian  Distiibutors:    I.  Montagnes  &  Co.,  Toronto 


■     ,  •  •  •  • 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


43 


AI  Jolson  sings  "In  Sweet  September* 
You'll  sing  in  sweet  September,  too,  when 
you  count  your  receipts  irom  this  record. 
A-2946. 


Columbia  Graphuphone  Co 

NEW  YORK 


WHY  FRED  E.  YAHR  IS  OPTIMISTIC 


President  of  Yahr  &  Lange  Drug  Co.,  Milwau- 
kee, Co'mments  on  Trade  Conditions 

In  a  recent  letter  to  the  executive  offices  of 
the  Sonora  Phonograph  Co.,  Fred  E.  Yahr, 
president  of  the  Yahr  &  Lange  Drug  Co.,  Mil- 
waukee, Wis.,  commented  as  follows  upon  ac- 
tivities in  his  territory: 

"We  have  not  been  getting  enough  instru- 
ments to  satisfy  our  dealers.  Possibly,  if  we 
could  give  them  a  few  more  Baby  Grands, 
Elites,  Melodies,  Trovatores  and  Caprices,  they 
would  enlarge  their  booths  or  move  into  larger 
quarters.  They  could  afford  to  do  this. 

"I  believe  that  the  advertising  which  is  now 
being  pubHshed  in  our  Milwaukee  Sentinel 
and  Journal  has  been  very  effective.  Yester- 
day a  lady  who  had  purchased  a  Sonora  about 
four  years  ago  came  in  and  wanted  to  know  if 
the  tone  arm  on  the  Sonora  which  she  owns  is 
all  brass,  and  we  informed  her  that  it  was,  as  all 
tone  arms  received  during  the  last  four  or  five 
years  are  made  of  brass. 

"We  believe  that  tjie  enlightenment  of  the 
consumer  regarding  the  construction  of  the  cab- 
inet is  very  eflective,  as  there  are  very  few 
machines  on  the  market  which  are  not  made 
of  very  light  construction,  especially  the  panels; 
also  the  tone  chamber.  We  believe  that  this 
advertising  will  greatly  increase  the  sale  of  the 
Sonora. 

"We  are  planning  on  having  our  different  de- 
partments photographed  and  postal  cards  of 
these  sent  to  customers,  as  we  believe  we  have 
several  departments  now  that  will  make  a  very 
interesting  assortment. 

"We  also  believe  that  we  have  one  of  the 
best  show  rooms  in  the  United  States.  That 
is  what  all  salesmen  who  cover  the  country 
tell  us.  Yesterday  we  disposed  of  an  Italian 
Renaissance  and  it  is  going  to  a  very  beautiful 
home  on  the  East  Side.  The  buyers  were 
amazed  when  they  saw  our  music  room  and  the 
handsome  period  designs  displayed.  I  believe 
that  if  each  one  of  the  jobbers  had  a  room  on 
this  order  it  would  greatly  increase  their  sales. 
We  believe  it  is  the  best  investment  we  have 
ever  added  to  our  building." 


Don't  wind  your  machine  like  a  hurdy-gurdy. 
Treat  it  with  the  respect  it  deserves.  One  good 
turn  deserves  another. 


REPAIRING 

AND 

REPAIR  P  ARTS 

for  all  makes  of 

Talking  Machines 

BOND'S  GRAPHOPHONE  SHOP 


38  Arcade 


Nashville,  Tenn. 


HARMONY  HALL  A  MUSIC  CENTER 

Iowa  City  Victor  Dealer  Has  Attractive  Store 
on  Main  Shopping  Street 


Iowa  City,  August  6. — The  exclusive  Victor 
store  of  L.  R.  Spencer,  known  as  Harmony 
Hall,  is  one  of  the  attractive  music  centers  of 


onstration  booths  -which  have  recently  been 
installed  are  four  in  number,  finished  in  ivory 
and  furnished  with  wicker  furniture.  A  good 
idea  of  the  interior  may  be  obtained  from  the 
accompanying  photograph. 


HOLSTEINS  WELL  "BROUGHT  UP" 

John  Leighty's  Cows  Refuse  to  Stand  for  Jazz 
Strains,  But  Church  Hymn  Does  the  Work 


Interior  View  of  Harmony  Hall 

the  city  and  is  located  on  the  main  street  in 
the  center  of  the  shopping  district.  The  dem- 
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 


John  Leighty,  a  dairyman,  of  East  Hunting- 
ton, Pa.,  milks  his  cows  to  the  tune  of  the  old 
hymn,  "Rock  of  Ages."    Jazz  won't  do. 

Mr.  Leighty  recently  purchased  two  Hol- 
steins,  which  turned  out  to  be  confirmed  kick- 
ers. The  problem  of  how  to  reform  them 
puzzled  him  until  he  saw  a  neighbor  attract  bees 
to  a  hive  by  producing  jazz  music  from  a  phono- 
graph on  top  of  it. 

He  tried  jazz  on  his  Holsteins  and  it  disturbed 
rather  than  calmed  them.  "Rock  of  Ages"  had 
the  desired  effect. 

iiiiiiiiiiiiiiiiiiiiiiiii!iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii;iiiii 


LIBROLA 


A  Library  Table  PHONOGRAPH 


Two  thirds  of  top  is  stationary,  no 
need  to  move  anything  when  playing 
phonograph. 

Fully  equipped  to  play  all  disc  records. 
Your  satisfaction  guaranteed. 
Large  percentage  of  re-orders  indicates 
satisfied  dealers. 

Write  for  prices  and  exclusive  terri- 
tory. 


Immediate 
Delivery  in 
Mahogany 


I  SEABURG  MANUFACTURING  COMPANY  | 

■  JAMESTOWN,  NEW  YORK  m 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiw 


44 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


VOCALION  MEN  ENJOY  CONVENTION 


Delegates  From  Various  Branches  Make  Most  of 
Visit  to  New  York  Last  Month — Gaze  on  City 
From  Roof  of  Aeolian  Building — Hot  Weather 
Fails  to  Dampen  Their  Enthusiasm 


"Herewith  are  shown  several  pictures  of  the 
Vocalion  travelers  who  attended  the  convention 
of  the  Vocalion  sales  promotion  campaign  which 
occurred  in  New  York  City  on  Monday,  July  12, 
and  closed  on  Friday.  The  detailed  story  of 
the  convention  appe'ared  in  The  World  last 
month. .  Aeolian  wholesale  salesmen  and  distribu- 
tors were  present  from  all  parts  of  the  country 
and  to  judge  from  the  happy  countenances 
shown  in  the  photographs  "a  good  time  was  had 
by  all" 

In  the  picture  at  the  right  are  shown  the  as- 
sembled conventionites  representing  the  branches 
in  Toronto,  Cincinnati,  Boston,  St.  Louis,  Chi- 
cago, Dayton,  liochester,  £)allas,  Washington 
and  New  York. 

The  picture  below  and  at  the  left  shows  a 
happy  group  on  the  roof  of  the  Aeolian  Build- 


Those  in  Attendance  at  Recent  Vocalion  Travelers'  Convention 

the  smiles  may  be  taken  to  indicate  the  reverse.        The  picture  at  the  right  shows:  Back  row — 

From  left  to  right' the  conventionites  are:  V.  E.  W.  H.  Alfring,  D.  E.  Ahlers,  C.  H.  Tracy,  A.  H. 

B.  Fuller,  W.  Fay,  W.  H.  Alfring,  Jack  BHss,  Warren,  W.  P.  Chrisler.    Seated  are  W.  Fay,  H. 


Two  Groups  of  Prominent  Aeolianites  Who  Enjoyed  the  Vocalion  Convention  Sessions 

ing  leaning  against  the  rail,  some  of  them  with  all  of  New  York;  D.  E.  Ahlers,  of  Dayton;  H.  B.  B.  Levey,  Jack  Bliss  and  V.  E.  B.  Fuller,  none 
bowed  heads  as  if  in  mourning  over  the  fact  that  Levey,  of  Chicago;  A.  H.  Warren,  of  Rochester,  of  whom  needs  an  introduction  to  the  trade  as 
New  York  was  among  the  dry  cities.    Some  of     and  W.  P.  Chrisler,  of  St.  Louis.  a  live  Vocalion  booster. 


CHICAGO  CONCERN  IS  BANKRUPT      THE  MAN  WITH  THE  TWO  TALENTS 


Creditors  Begin  Proceedings  Against  LaSalle 
Phonograph  Co. 


A  Lesson  to  Be  Learned  From  This  Biblical 
Character  Who  Was  a  Worker 


Chicago,  III.,  July  30. — The  LaSalle  Phono- 
graph Co.,  19  South  Hoyne  avenue,  is  involved 
in  bankruptcy  proceedings  on  the  pleas  of  Hollis 
&•  Duncan,  Dwight  &  H.  M.  Jackson,  Inc.,  the 
Republic  Box  Co.,  and  others.  William  W. 
Wheeler  has  been  appointed  receiver  under  bond 
of  $15,000.  According  to  the  lawyers  the  liabili- 
ties of  the  company  are  about  $125,000  while 
ihe  assets  are  approximately  $100,000,  according 
to  the  latest  figures  submitted. 


Who  is  the  average  man?  What  does  he  look 
like?    How  much  money  has  he? 

The  average  man  may  be  compared  to  the 
biblical  character  who  had  the  Two  Talents 
given  to  him. 

There  is  nothing  very  interesting  about  the 
man  with  the  two  talents.  He  was  merely  an 
average  man.  Two  talents  were  what  most  of 
his  neighbors  had,  so  that  he  was  neither  bet- 
ter nor  worse  of?  than  they.    There  was  nothing 


conspicuous  about  him,  so  he  escaped  attention 
in  the  crowd.  When  the  time  came  for  the  ex- 
tra dividing  of  the  talents,  he  was  neither  great 
enough  nor  good  enough  to  share  in  it.  He  kept 
the  talents  that  were  given  him  and  earned  more 
in  proportion,  and  had  his  modest  reward. 

And  then  the  world  proceeded  to  forget  all 
about  him.  That  is  the  way  the  world  has  al- 
ways done,  but  the  man  with  the  two  talents  is 
an  important  though  neglected  man. 


Keep  well  in  mind  that  advertising  is  the  life 
of  trade  and  he  who  overlooks  this  omnipresent 
fact  is  going  to  run  behind  in  the  race  for  suc- 
cess. 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii::: 


THE  DE  LUXE  NEEDLE 


Making  DE  LUXE  NEEDLES  the  Best  Needles 
Obtainable  is  the  Keynote  of  Our  Whole  Endeavor 


Plays  100-200  Records  Produces  Rich,  Clear  Tone 

3  for  30  cents 

To  avoid  disappointment  and  delay  anticipate  your  Fall  requirements 

by  ordering  now 

Discounts  and  Samples  upon  Request 

DUO  TONE  COMPANY,  Inc. 

Sole  Manufacturers  of  De  Luxe  Needles 

ANSONIA,  CONN. 

IliiiiiilHIinfynin^iiinniiilllUlinnninnyiliiliiiHlllillliliiij 


Full  Tone 


Medium  Tons 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


45 


I 

I 
I 


I 


PATENTED  DEC. II,  1917 

Talking  Machine  Cabinet 


I 
I 


Announcing  new  model  No.  2  M  X 

THIS  new  model  Converto  is  now  ready  for  immediate  delivery.  Designed 
especially  for  use  with  Mahogany  Victrola  No.  VI.  Distinctive  features  are 
the  beautiful  mahogany  finish ;  horizontal  shelves  for  record  albums ;  metal 
ferrules  and  roller  casters. 

Dealers  will  be  furnished  with  attractive  colored  window  cards  and  leaflets 
describing  this  new  model ;  also,  cuts  for  newspaper  ads  by  either  applying  to 
their  wholesaler .  or  direct  to  us. 

THE  C.  J.  LUNDSTROM  MFG.  CO.,  LITTLE  FALLS,  N.  Y. 

Lundstrom  "Converto"  Cabinets  are  broadly  covered  by  patents. 
Infringements  will  be  promptly  prosecuted. 


I 


I 
I 
1 
I 


CONVERTO  WHOLESALE  DISTRIBUTORS 


Atlanta,    Ga  Elyea  Talking  Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,    Md  Cohen  &  Hughes,  Inc. 

E.  F.  Droop  &  Sons  Co. 

Birmingham,    Ala  Talking  Machine  Co, 

Boston,    Mass  Eastern  Talking  Machine  Co. 

Buffalo,  N.  Y  w.  D.  &  C.  N.  Andrews 

Burlington,  Vt  American  Phonograph  Co. 

Chicago,  III  Lyon  &  Healy 

Cincinnati,    Ohio  Budolph  Wurlitzer  Co. 

Cleveland,   Ohio  Cleveland  Talking  Machine  Co. 

Columbus.   Ohio  The  Perry  B.  Whitsit  Co. 

Dallas,   Texas  Sanger  Bros. 

Denver,  Colo  The  Knight- Campbell  Music  Co, 


Des  Moines,   la  Mickel  Bros.  Co. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Houston.    Texas  The  Talk.  Mach.  Co.  of  Texas 

lacksonville,    Fla  Florida  Talking  Machine  Co. 

Kansas  City,  Mo  J.  W.  Jenkins'  Sons  Music  Co. 

Schmelzer  Arms  Co. 

Memphis,    Tenn  O.  K.  Houck  Piano  Co. 

Milwaukee,  Wis  Badger  Talking  Machine  Co. 

Mobile,    Ala  Wm.  H.  Beynalds 

Newark,  N.  J  rollings  &  Co. 

New   Orleans,    La  Philip  Werlein.  Ltd. 

New  York  City  Emanuel  Blout 

Cabinet  &  Accessories  Co. .  Inc. 
Knickerbocker  Talking  Machine 
Co. 

Omaha.    Nebr  Mickel  Bros.  Co. 


m 


Peoria,   III  Putnam-Page  Co. 


Philadelphia.  Pa. 


.C.  J.  Heppe  &  Son 
The  Geo.  D.  Ornstein  Co. 
Penn  Phonograph  Co. 
H.  A.  Weymann  &  Son,  Inc. 


Pittsburgh,    Pa  W.  P.  Frederick  Piano  Co. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Richmond.    Va.,  The  Corley  Co.,  Inc. 

St.  Paul,  Minn..  W.  J.  Dyer  &  Brp. 

San  Francisco,  Cal. ..  .Walter  S.  Gray  Co. 

Sioux  Falls,  S.  D  Talking  Machine  Exchange 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,    Ohio  Toledo  Talking  Machine  Co. 


Washington,    D.  C. 


.Cohen  &  Hughes,  Inc. 
E.  F.  Droop  &  Sons  Co. 


m 


I 
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46 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


CLEVER  BERT  WILLIAMS  DISPLAY 


Washington   Columbia   Dealer  Uses  Banished 
■  Liquids  and  Clacking  Cubes  in  Display — New 
Vocalion  Red  Records  Popular 


Washinxjton,  D.  C,  August  6. — Mayer's  furni- 
ture store  in  Seventh  street,  an  agent  for  the 
Columbia  Grafonola,  has  been  featuring  two  of 
the  Columbia  records  by  means  of  an  attractive 
window  display.  To  call  attention  to  Bert 
Williams'  "Ten  Little  Bottles"  a  wardrobe  was 
placed  in  the  window,  and  its  open  doors  dis- 
closed clothes  hung  on  hooks,  but  on  the  top 
shelf  were  prominently  displayed  ten  bottles  of 
the  fluids  that  used  to  cheer.  Another  Bert 
Williams  record,  ''Unlucky  Blues,"  was  an- 
nounced by  means  of  two  huge  dice  with  sixes 
on  top.  Between  these  signs  of  hard  luck  was 
prominently  displaj'ed  a  pile  of  stage  money. 
Several  different  styles  of  Grafonolas  were  taste- 
fully arranged  in  the  window. 

The  power  of  advertising  was  strongly  mani- 
fested this  week  by  the  enormous  demand  for 
''The  Love  Nest,"  issued  hy  the  various  com- 
panies. The  record  was  largely  advertised  on 
Sundaj^  July  18,  and  the  calls  for  this  number 
began  as  soon  as  the  store  doors  opened  on 
Monday  morning.  From  an  observation  m,ade 
by  the  writer  a  clerk  in  one  phonograph  store 
had  about  all  she  could  do  to  handle  the  sale 
from  about  11  to  12  o'clock  on  Monday. 

Representatives  of  the  Aeolian-Vocalion  rec- 
ords in  this  city  are  greatly  pleased  with  the 
August  records  which  mark  the  change  in  the 
color  of  this  record  to  a,  ver}'  neat  shade  of  red. 


EDISONS  ON  U.  S.  S.  "TENNESSEE" 


The  magnificent  new  battleship  the  U.  S.  S. 
"Tennessee,"  which  was  formally  commissioned 
recenth',  is  now  boasting  of  two  new  Edison 
laborator}'  models,  one  of  which  is  used  in  the 
dancing  salon.  The  sale  was  made  by  Mr.  Ernst 
of  the  New  York  Edison  Shop,  Fifth  avenue, 
who  expects  to  install  a  third  laboratory 
model  aboard  this  warship  at  an  early  date. 
The  "Tennessee"  carries  a  crew  of  800  men. 
and  the  equipment  of  the  warship  is  absolutely 
up-to-date.  There  is  a  large  theatre  for  movies, 
dancing  and  musical  affairs — in  fact,  Uncle  Sam 
supplies  the  men  aboard  the  ship  with  every 
comfort. 


NEW  STORE  IN  SHEBOYGAN 


The  Record  Service  Shop  has  opened  in  She- 
boygan, Wis.,  in  the  Schreier  Building,  North 
Eighth  street  and  Center  avenue.  Ed.  Mahnke 
is  the  manager. 


Waterproof  Gum  Plywood 

Thicknesses  1-4"  and  3-16" 


QUOTATIONS  ON  SPECIFICATIONS 
CARLOADS  ONLY— PROMPT  SHIPMENT 
PHONOGRAPH  TRADE  SOLICITED 

MEMPHIS  PLYWOOD  CORPORATION 

MEMPHIS,  TENN. 


THE  WHY  OF  THE  TALKING  MACHINE 

Simple  Explanation  of  Process  by  Which  Music 
Is  Recorded  and  Reproduced — Sound  Is  Like 
Ripples  on  Surface  of  a  Pond 


Few  people  know  why  it  is  possible  to  repro- 
■;duce  the  vocal  or  instrumental  art  of  a  great 
artist  with  the  faithfulness  of  the  modern  talk- 
ing machine.  In  the  first  place,  it  should  be  re- 
membered that  sound  waves  gradually  diminish 
in  volume  if  released  in  a  large  space  of  air, 
just  as  the  ripples  caused  by  tossing  a  pebble 
into  a  still  pool  gradually  become  smaller. 

The  "record"  consists  of  one  long  groove 
having  indentations  of  varying  sizes  in  it  to  rep- 
resent the  sound  waves  to  be  reproduced.  These 
small 'indentations  are  either  in  the -bottom  or 
sides  of  the  groove.  At  the  beginning  and  end 
of  the  groove  there  are  no  indentations,  as  it  is 
desirable  to  have  a  space  for  the  stylus  to  run 
iu  until  it  can  be  removed  from  the  record,  in 
finishing  playing,  and  when  starting  the  record 
it  is  desirable  to  place  the  stylus  in  the  groove 
before  anv  of  the  indentations  are  reached. 


-\s  soon  as  the  stylus  or  needle  is  placed  in 
the  groove  of  the  revolving  record,  only  a  slight 
hissing  sound  is  produced  until  the  sound  inden- 
tations are  reached.  As  soon  as  the  stylus 
strikes  these  tiny  obstructions  vibrations  are 
set  up  which  are  conducted  to  the  center  of  the 
diaphragm  of  the  reproducer. 

Then  just  as  the  ripples  of  water  roll'  away 
from  the  spot  where  the  stone  struck,  the  vi- 
brations spread  throughout  the  reproducing 
membrane,  re-creating  the  original  sounds,  al- 
though in  a  reduced  volume.  The  revolving  of 
the  record  at  even  speed  causes  the  vibrations 
to  follow  each  other  in  their  proper  order. 

The  diaphragm  must  be  of  absolutelj^  even 
graduations  or  "blast}-"  reproduction  will  result, 
as  the  sound  waves  are  then  increased,  we 
might  sa}-  "transformed,"  by  passing  through 
the  graduated  sections  of  the  tone  arm. 

As  the  size  of  the  tone  arm  increases,  the 
sound  waves  expand,  thus  bringing  back  much  of 
the  original  volume.  The  next  time  j-our  talking 
machine  does  not  work  well  you  can  solve  the 
trouble  quicker  if  i'ou  use  common  sense  and  re- 
member the  still  pool  and  ripples. — X.  Y.  Post. 


Kansas  Cit^,  Missouri 

^dtolas  aiid\]cft>r  Records 


August  IS,  1920 


THE    TALKING   MACHINE  WORLD 


47 


Its  unusual  beauty  reflects 
its  unusual  performance 


EVERY  merchant  knows  the  selhng 
value  of  beauty — and  the  added  sell- 
ing value  of  something  "new  and  differ- 
ent." The  Heywood-Wakefield  has  both 
these  values — and  more.  Its  difference  is 
a  series  of  improvements,  each  improve- 
ment an  individual  selling  appeal. 

The  non -resonant  reed  cabinet,  free 
from  the  vibrations  of  wood  cabinets; 
the  cushioned  reproducer,  unmarred 
by  metallic  taint,  built  to  parallel 
the  human  organs  of  sound;  the  uni- 
versal electric  motor,  for  those  who 
prefer  it,  never  heating,  always  uni- 
form in  speed  and  absolutely  silent  in 
operation — these  are  positive  advantages 


that  can  be  demonstrated  to  the  public. 

The  cabinets  of  reed,  artistically  de- 
signed, finished  in  three  hundred  color 
schemes,  are  an  achievement  in  good  taste 
and  decorative  qualities.  Thej'^  attract  and 
make  enthusiastic  buyers,  for  they  har- 
monize with  all  styles  of  furniture. 

The  dealer  who  displays  the  Heywood- 
Wakefield  is  focusing  the  attention  of  the 
modern  music  lover  on  his  store.  He  will 
find  it  a  very  profitable  addition  to  his  line. 

The  Heywood-Wakefield  is  made  un- 
der the  Perfek'tone  patents.  For  details 
of  models,  prices  and  specifications,  ad- 
dress today  the  nearest  office  of 


HEYWOOD  BROTHERS  AND  WAKEFIELD  COMPANY 

New  York     Philadelphia     Boston     Baltimore     Buffalo     Chicago     Portland,  Ore.     San  Francisco     Los  Angeles 

Factories:    Gardner,   Mass.;   Chicago;    Wakefield,  Mass. 
When  you  visit  Atlantic  City  see  all  models  of  the  Heywood-Wakefield  at  the  Perfek'tone  Store,  517  Boardwalk 


48 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


CLEVER  RECORD  LIFTER  POSTER 

Vacuum  Record  Lifter,  Ltd.,  Introduce  a  Strik- 
ing Attraction  for  the  Use  of  Dealers 


:A  new  wrinkle  in  the  handling  of  talking 
n;achine  publicity  is  introduced  by  a  concern 
with  just  as  new  a  device.  The  Vacuum  record 
lifter,  which  is  the  only  device  of  its  kind  on 
the  market,  was  introduced  to  the  trade  at  the 
Music  Show  during  the  Winter,  but  since  then 
the  manufacturers  have  been  going  through  the 
vicissitudes  of  contract  manufacturing  with  all 
the  disadvantages  it  implies  under  present  in- 
dustrial conditions.  It  has  been  simply  impos- 
sible to  fill  the  great  number  of  orders  on  hand, 
and  Joseph  Menchen,  president  of  the  concern, 
has  issued  a  statement  to  the  trade  from  the 
concern's  quarters  at  701  SeA'enth  avenue.  New 
York.  It  stated  that  the  hardships  have  been 
surmounted  and  that  by  the  time  this  issue 
reaches  the  dealers  he  will  be  ready  to  make  part 
shipments  of  the  record  lifter. 

In  issuing  advertising  matter  for  the  dealers, 
Mr.  Menchen  has  taken  into  consideration  the 


Madelaine  Traverse  Features  Vacuum  Lifter 
strong  bond  which  exists  between  the  moving 
picture  stars  and  their  audiences,  which  are 
about  the  same  patronage  as  the  users  of  talk- 
ing machines.  This  thought  is  responsible  for 
an  attractive  three-color  window  card  bearing 
the  smiling  and  well-known  face  of  Madelaine 
Traverse,  the  motion  picture  star.  She  is  shown, 
as  above,  demonstrating  the  Vacuum  record 
lifter.  The  card  should  prove  a  novel  attrac- 
tion to  the  patrons  of  phonograph  shops,  who 
will  readily  recognize  Miss  Traverse.  It  is  a 
step  ahead  in  novelty  advertising  which  will 
no  doubt  prove  welcome  to  the  dealers. 


JUST  THINK! 


Just  think  how  useful  the  fox-trot  record  is  to 
the  dealer.  The  customer  comes  in  to  get  the 
latest  and  may  stop  to  buy  an  opera  record  or 
a  standard  song  before  leaving. 


AUTOMATIC 

COVER  SUPPORT 


No.  1287 


LATEST  IMPROVEMENTS  MAKE  THIS  SUPPORT 
MORE  DESIRABLE  THAN  EVER  - 


Continuous  Hinges 
Automatic  Stops 
Needle  Rests,  Etc. 


Finished  in 

GOLD 

SILVER 

NICKEL 

COPPER 

BRASS 

Write  for  Catalogue 

WEBER -KNAPP  CO. 

JAMESTOWN,  N.  Y. 


THE  SALESMAN  WHO  WINS  OUT 


Some    Pertinent    Characteristics    Which  Are 
Woven  in  the  Fabric  of  His  Makeup 


When  you  see  the  successful  salesman,  be  he 
store  or  road  man,  you  are  immediatel}^  im- 
pressed with  one  fact.  He  is  aggressive,  above 
all  other  qualities.  He  is  justifiably  proud  of  the 
fact  that  it  is  a  hard  matter  to  turn  him  down. 
His  arguments  are  concentrated  around  one 
object — what  he  is  selling.  He  talks  about  the 
weather  after  he  has  the  order  in  his  book.  He 
sizes  up  his  prospect  with  a  sharp,  penetrating, 
unobservable  glance,  and  knows  about  just  what 
selling  points  will  interest  him.  If  he  is  in 
doubt  he  takes  a  chance  and  promulgates  them 
in  their  entirety  and  generally  wins  out. 

He  is  at  all  times  sane  in  his  aggressiveness. 
You  never  see  him  foolishly  reiterating  a 
"stock"  statement.  When  he  finds  repetition 
necessary  he  is  not  afraid  to  take  a  plunge  and 
literally  roll  up  his  sleeves  to  prove  that  he  is 
right. 

This  comes  from  confidence  in  what  he  is  tak- 
ing orders  for,  enthusiasm  in  his  proposition  and 
a  lot  of  clear  grit  behind  it  all. 

He  belongs  to  that  class  of  men  who  are  mak- 
ing good  all  over  the  world  in  every  profession. 
Scorning  the  shallow-brained,  insincere  traveling 
"tourist"  and  shirking  chair  warmers,  he  gets 


"on  the  job"  early  and  plows  through  virgin 
territory  opening  up  new  accounts.  He's  the 
sort  of  man  who  ousts  his  competitors  by  sheer 
convincing  personalitj' — a  man  who  knows  his 
goods  from  constructional  and  musical  stand- 
points— a  modest  man  withal,  for  strong  men 
are  not  merely  "boosters,"  they  know  their  busi- 
ness and  their  knowledge  makes  them  strong  in 
the  faith. 


HEAR  VOICE  ACROSS  ATLANTIC 


Radio  Operators  Receive  Message  2,000  Miles 
Away 


St.  John's,  N.  F.,  August  3. — Marconi  Wireless 
Co.  experts  who  are  here  conducting  experiments 
in  long-distance  wireless  telephonic  communica- 
tions announced  that  on  July  22  they  heard  mes- 
sages from  the  Chelmsford  station,  near  London, 
more  than  2,000  miles  distant.  They  said  they 
recognized  the  voice  of  Capt.  Round,  the  expert 
in  charge,  and  identified  several  words,  but  failed 
to  pick  up  any  connected  sentence. 

They  also  said  they  had  heard  the  talking  ma- 
chine concert  on  the  steamship  "Victorian," 
which  left  Liverpool  with  members  of  the  Im- 
perial Press  Conference  en  route  to  Ottawa.  The 
steamship  "Imperator"  also  reported  hearing 
signals  from  their  station  when  500  miles  west 
of  Bishop's  Rock,  a  distance  of  1,500  miles. 


TALKING  MACHINES  OF  THE  HIGHESf  STANDARD  HAVE  TURNTABLES  EQUIPPED  WITH 


GRAND  PRIZE 
GOLD  MEDAL 


ST.  LOUIS 
EXHIBITION 


VELVETS 


VELVETS,  VELVETEENS,  PLUSHES 

Add  to  the  Quality  and  Attractiveness  of  Your  Machines  with  the  A.  W.  B.  Boulevard  Velvets 

Write  for  Samples  and  Prices 

A.  WIMPFHEIMER  &  BRO.,  Inc.  450-460  Fourth  Avenue,  New  York 


ESTABLISHED  1845 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


49 


TPtortroia 


THE  PERFECT 

PORTABLE  PHONOGRAPH 


FOR  HOME  USE      FOR  OUTINGS 


A  PORTROU 

"My  Records  Are  Inside" 


Plays  All  Records  With  Clear  Full  Tone 


Every  Machine  Guaranteed 

Built  like  an  elegant  traveling  case  with  LEATHER  CORNERS, 
ROUND  LEATHER  HANDLE,  SILK  GRILLE,  enclosed  cast  METAL 
HORN,  UNIVERSAL  TONE  ARM,  and  NEEDLE  REST;  CLIP  for 
holding  Tone  Arm  when  carried;  RECORD  COMPARTMENT  and 
NEEDLE-BARREL  for  carrying  needles. 

YOUR  CUSTOMERS  WILL  BE  PROUD  TO  OWN  THIS 
BEAUTIFUL  INSTRUMENT 

DISTRIBUTORS: 

Boston,  Mass  Phonograph  Sales  Co.,  27-28  Court  Sq. 

Chicago,  111   Wade  Talking  Machine  Co.,  14-20  N.  Michigan  Ave. 

Dallas,  Tex  Sonora  Distributing  Co.,  of  Dallas. 

Kansas  City,  Mo  ..Tri-State  Sales  Co.,  218  East  lOt'h  St. 

Richards  &  Conover  Hardware  Co.,  5th  and  Wyandotte  St. 

Milwaukee,  Wis  .v7.  ;';.-;A,  G..Kunde,  516  Grand  Ave. 

New  York  City  Cabinet  &  Accessories  Co.,  145  E.  34th  St. 

Oklahoma  City,  Okla...  Collier  Bros.,  817  Herskowitz  Bldg. 

Portland,  Ore  The  M.  J.  Wax  Co.,  203-206  Fenton  Dldg. 

St.  Louis,  Mo  Associated  Furniture  Manufacturers,  1209  Washington  Ave. 

Every  Enterprising  Dealer  Will  Fill  In  Blank  Below  and  Mail 
to  Nearest  Distributor  At  Once 


[TEAR  OFF  HERE}^ 


1920 


(Write  name  of  nearest  distributor.) 


(Address.) 

Gentlemen: 

Please  ship  at  once  by  express  f.  o.  b.  factory  Portrola  I  (double  spring  motor)  list 

price,  $45.00;  Portrola  II  (single  spring  motor)  list  price,  $35.00.    It  being  understood 

that  I  am  to  receive  the  usual  dealer's  discount. 


50 


THE    TALKING   MACHINE  WORLD 


August  15,  1920 


llorentzen 


Manufacturer  ot^ 


Exclusive  Cabinet  Hardware  and  Accessories 

60  Grand  Street  New  York  City 


PUBLIC  DEMONSTRATION  OF  STAZON 


New    Anti-Rust    Compound    That  Withstands 
Intense  Heat  Shown  for  First  Time 


Editors  representing  over  fifty  technical  and 
trade  magazines,  including  The  World,  recently 
witnessed  the  first  public  demonstration  of  Staz- 
on,  an  invention  of  the  Conversion  Products  Corp. 

The  experiment  held  in  New  York  City  is 
likely  to  prove  of  importance  to  manufacturers 
and  the  industrial  world  at  large.  It  proved  in  a 
simple  manner  that  Stazon  is  a  preventative  of 
rust,  of  exceptional  properties,  and  one  which 
maintains  its  great  protective  qualities  even 
under  excessive  temperature.  The  great  resist- 
ance to  heat  as  compared  with  other  anti-rust 
compounds  was  the  outstanding  feature  of  the 
demonstration. 

The  remarkable  experiment  was  conducted  by 
H.  C.  Wilson,  of  the  Conversion  Products  Corp., 
who,  in  conjunction  with  W.  H.  Buell  of  the 
same  organization,  has  perfected  this  new  ef- 
fective compound.'  Wilson  and  Buell  are  both 
veteran  metallurgists  and  recognized  leaders  in 
the  field  of  industrial  research,  Wilson  having 
been  prominently  identified  in  the  steel  industry 
for  twenty-two  years,  while  Buell  was  for  twelve 
years  metallurgist  for  the  Winchester  Arms  Co. 

"There  are  just  two  outstanding  Stazon  fea- 
tures," Wilson  explained.  "It  prevents  rust  and 
is  easily  removed.    That  tells  the  whole  story. 

'"But  it  does  not  begin  to  tell  the  vast  saving 
to  be  effected  in  its  use.  A  conservative  estimate 
of  the  annual  waste  in  the  United  States,  due 
to  rusting  of  tools  and  machinerj-  parts,  runs  far 
into  the  millions.  I  directed  great  shipment? 
of  ordnance  during  the  war  and  can  speak  with 
personal  experience  of  the  great  number  of  rifles 
ruined  by  rust  before  they  reached  a  soldier. 

"In  ail  manufacturing  plants  where  metal 
parts  are  exposed  to.  oxidized  fumes  there  is  an 
appalling  waste  due  to  rust  and  corrosion.  A 
plow  on  the  farm  that  should  last  twelve  years 
ordinarily  lands  in  the  scrap  heap  dt  the  end  of 
the  third  year,  ruined  by  rust.  Every  automo- 
bile factory  suffers  great  annual  loss  from  rust 
damage  to  spare  parts  in  shipment  and  in  stor- 
age. In  the  foregoing  cases  anti-rust  compounds 
are  invariably  applied.  But  when  the  heat  gen- 
erated in  storage  or  en  route  gets  around  one 
hundred  degrees,  it  melts  the  rust  preventative 
and  the  damage  begins.  As  indicated  by  the 
coined  name  of  our  product,  it  stays  onl  It  is 
economical  and  easily  applied  with  a  brush." 

Just  what  use  may  be  made  of  Stazon  by  the 
music  industry  it  is  not  possible  to  determine 
offhand,  but  it  would  seem  as  though  the  pos- 
sibilities in  this  new  product  were  worthy  of 
investigation  by  all  manufacturers  of  supplies  in 
which  highly  polished  ferrous  parts  are  used. 


A  BIT  OF  OPTIMISM 


Things  might  be  worse.  Think  of  Noah's 
time,  when  water  was  high. 

If  that  fabled  golden  fleece  existed  to-day,  it 
would  be  worth  its  weight  in  wool. 

As  far  back  as  Solomon  men  who  understood 
knew  that  the  worst  thing  that  can  happen  to  a 
bad  man,  a  cheat,  a  sneak,  or  a  rogue  is  to  suc- 
ceed. It  is  well  to  remember  that  the  end  of 
every  hog  is  the  slaughter  house.  Sooner  or 
later  the  butcher  gets  him. — Dr.  Frank  Crane. 


SEND  FOR  ILLUSTRATED  PRICE  LIST 
AND  FREE  SAMPLE 

'GLOBE"  TRANSFER  NAME  PLATES 


DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS,  ETC. 

GLOBE  decalcomanie: 

JERSEY  CITY,  N.  J. 


CO. 


NEW  DEALER  IN  ABERDEEN 

Fred  C.  Harms  Piano  Co.  to  Handle  Edison  and 
Sonora — E.  S.  Amundson  Is  Manager 


Aberdeen,  S.  D.,  July  19.— The  Fred  C.  Harms 
Piano  Co.  has  organized  a  new  department, 
dealing  in  the  different  well-known  makes*  of 
talking  machines  exclusively. 

The  rapid  increase  in  the  talking  machine 
business  has  made  this  new  organization  neces- 
sary, and  E.  S.  Amundson,  formerly  sales  man- 
ager for  the  Farmers  Electric  Co.  will  have 
charge  of  the  new  department. 

"After  going  into  the  matter  verv  thorough- 


ly," said  Mr.  Amundson,  "I  can  say  no  other 
house  in  Aberdeen  handles  so  large  an  assort- 
ment of  the  best  known  instruments  as  the  Fred 
C.  Harms  Co.  I  wish  to  assure  my  many  friends 
that  the  same  frank  and  honest  method  of  see- 
ing always  that  the  patron  received  every  at- 
tention, will  be  the  aim  of  our  new  business  de- 
partment." 

Among  the  makes  of  phonographs  carried  are 
the  Sonora  and  Edison. 


It  has  been  said  that  two  popular  fox-trot 
recordings  every  month  will  sell  in  sufficient 
numbers  to  support  the  average  talking  machine 
shop.    \\'ell,  3'ou,  never  can  tell. 


Natural  Voice  Phonograph  Co. 

ONEIDA,  N.Y. 


Style  125 


Natural  Voice  is  a  splendid  line  of 
Talking  Machines  which  will  appeal 
instantly  to  your  patrons.  In  fact, 
Natural  Voice  is  as  perfect  as  money 
can  make  it,  and  is  worthy  of  its 
name  and  guarantee. 

Natural  Voice  is  the  most  remark- 
able musical  instrument  now  before 
the  public.  For  a  full  line  of 
machines  and  price  list,  inquire. 

Natural  Voice  Phonograph  Co. 

ONEIDA,  N.  Y. 

Distributors  of  this  Line 
Wanted  in  every  State. 


The  Talking  Machine  World,  New  York,  August  15,  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 


TORONTO 


SAN  FRANCISCO 


LONDON,  ENG. 


Let  us  demonstrate  our  line  of 

1921  Meisselbach  Motors 

Numbers   14,  16A,  17,  19 


MEISSELBACH  MOTOR  No.  16 


Ready 


for 


Delivery 


Order  NOW 


The  last  word  in 
motor  perfection. 
The  use  of  these 
motors  in  your  ma- 
chines guarantees 
satisfied  customers 


MEISSELBACH  MOTOR  No.  17 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 


CHICAGO 


TORONTO 


SAN  FRANCISCO 


LONDON,  ENG. 


II 

II 

II 


Us. 


i 

i 

i 

i 

i 
I 

\ 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


51 


NEW  TRADE  AVENUE  OPENED 


The  Introduction  of  "Talking  Photos"  Affords 
New  Possibilities  for  the  Dealer  Who  Desires 
to  Broaden  Out  His  Activities 


The  recent  introduction  to  the  trade  of  "Talk- 
ing Photos"  has  opened  an  additional  avenue 
of  sales  for  the  talking  machine  dealer.  Robert 
B.  ("Pat")  Wheelan,  president  of  the  Talking 
Photo  Corp.,  New  York  City,  is  well  acquainted 
throughout  the  motion  picture  industry  and  the 
"Talking  Photos"  are  the  evolution  of  his  idea. 
Mr.  Wheelan  has  personally  witnessed  the  tre- 
mendous amount  of  mail  matter  that  the  moving 
picture  star  receives' daily  from  movie  fans  and 
realizes  how  much  the  thousands  of  fans 
throughout  the  country  would  appreciate  having 
a  picture  of  their  favorite,  his  or  her  autograph, 
and,  more  important  still,  a  message  to  them  in 
the  voice  of  their  favorite.  The  "Talking  Photo" 
accomplishes  this  result.  It  is  a  phonograph 
•  record  with  a  message  from  the  artist,  the  re- 
verse side  of  which  contains  the  picture  of  the 
artist  together  with  his  or  her  autcrgraph.  The 
record  of  the  star's  own  voice  gives  either  an 
account  of  some  thrilling  personal  experience, 
some  funny  story,  or  a  personal  greeting.  This 
combination  should  prove  practically  irresistible 
to  a  movie  fan  and  if  is  probable  that  pur- 
chasers will  build  up  a  collection  of  the  records 
of  all  the  popular  screen  artists.  These  records 
are  an  entirely  non-conflicting  line  for  the  dealer 
and  will  enable  him  to  benefit  by  the  tremen- 
dous interest  of  the  movie  fans  in  their  favorite. 
An  idea  of  the  large  followers  of  these  movie 
stars  is  to  be  found  in  the  fact  that  there  are 
least  20,000  picture  theatres  in  the  United  States 
with  an  average  attendance  of  over  1,000  a  day. 
This  makes  twenty  million  visitors  daily  to  the 
moving  picture  houses. 

At  the  present  time  records  of  the  following 
well  known  movie  artists  have  been  produced: 
Mildred  Harris  Chaplin,  Viola  Dana,  Mary  Miles 
Minter,  Mae  Murray,  Gloria  Swanson,  Anita 
Stewart,  Clara  Kimball  Young,  Lew  Cody,  J. 


Warren  Kerrigan,  Bert  Lytell,  Tom  Meighan, 
David  Powell,  William  Russell  and  H,  B.  War- 
ner. It  is  planned  to  release  monthly  records 
from  additional  artists  and  as  time  goes  on  this 
list  will  reach  considerable  proportions.  Mr. 
Wheelan  points  out  the  advantage  co  the  talk- 
ing machine  dealer  not  only  in  the  profit  ac- 
cruing from  these  records,  but  in  the  bringing  to 
his  store  of  movie  fans  from  every  section  of 
the  city  who  can  be  made  excellent  prospects 
for  other  records  and  for  machines. 


BROTHERS  OPEN  MUSIC  SHOP 


Andrew  and  Horace  Borgum  to  Operate  Ex- 
clusive Brunswick  Store  in  Tacoma 


PROGRESSIVE  EMERSON  DEALER 


The  Whitehead  Music  Co.,  Saginaw,  Is  Rapidly 
Expanding  Its  Emerson  Business — Occupies 
Handsome  Up-to-Date  Store 


Sagin.\w,  Mich.,  August  5. — The  Whitehead 
Music  Co.  of  this  city  is  closing  a  splendid 
Emerson  business  and,  judging  from  all  indica- 
tions, this  store  is  one  of  the  most  active  Emer- 
son dealers  in  this  part  of  the  country.  Mr. 
Whitehead  is  enthusiastic  regarding  the  musical 
quality  of  the  Emerson  record  and  his  sales  or- 
ganization is  meeting  with  considerable  success 
in  developing  the  demand  for  this  popular  record 
in  Saginaw. 

The  Whitehead  Music  Co.  has  one  of  the  finest 
music  stores  in  this  city,  - opening  into  the  Tan- 
ner Department  Store.  This  department  store 
has  a  handsome  dining  room  which  accommo- 
dates between  six  and  seven  hundred  people  each 
and  every  noon  hour.  During  this  time  Mr. 
Whitehead  plays  all  of  the  latest  Emerson  hits 
and  this  novel  idea  is  producing  splendid  re- 
sults. 

F.  N.  Wyatt,  one  of  the  sales  representatives 
of  the  C.  L.  Marshall  Co.,  Detroit,  Mich.,  Emer- 
son jobbers,  was  a  recent  visitor  at  the  estab- 
lishment of  the  Whitehead  Music  Co.  and  con- 
gratulated Mr.  Whitehead  upon  his  success  with 
the  Emerson  line.  This  enterprising  dealer  is 
a  firm  believer  in  timely  publicity  and  has  im- 
portant plans  in  preparation  for  the  coming  Fall 
season. 


Tacoma,  Wash.,  August  4. — A  new  shop  devoted 
to  the  exclusive  sale  of  and  service  on  Bruns- 
wick phonographs  has  been  opened  at  756  Broad- 
way by  Andrew  and  Horace  Borgum  under  the 
name  of  Borgum  Brothers.  The  shop  has  been 
tastefully  furnished  and  fitted  with  soundproof 
demonstration  rooms.  < 

The  two  brothers  have  spent  practically  their 
entire  business  life  in  the  phonograph  line,  hav- 
ing been  connected  with  it  from  its  inception. 
Most  of  this  time  has  been  spent  with  prom- 
inent Coast  houses.  Horace  Borgum  spent  three 
years  each  with  Bush  &  Lane  and  the  Grote- 
Rankin  Co.,  of  Seattle,  and  twelve  years  with 
Sherman,  Clay  &  Co.  Andrew  Borgum  was  for 
several  years  with  Bush  &  Lane  and  five  years 
with  Sherman,  Clay  &  Co. 

Careful  study  of  business  conditions  in  the 
Northwest  cities  led  them  to  make  their  venture 
in  Tacoma. 


REMINGTONS  NOW  BEING  SHIPPED 


Instruments  From  the  Brooklyn  Factory  Now 
Reaching  Dealers  Win  Praise  for  Their  Fine 
Qualities  of  Tone  and  General  Design 


The  Remington  Phonograph  Corp.,  New 
York,  has  announced  the  initial  shipments  of 
Remington  phonographs  from  the  Brooklyn  fac- 
tory. The  first  models  which  were  sent  out 
created  much  favorable  comment  and  the  tone 
produced  by  the  Remington  patented  tone  arm 
and  reproduced  in  conjunction  with  the  scien- 
tifically constructed  oval  tone  chamber,  has  won 
a  large  measure  of  praise  wherever  demonstrated. 
Vice-President  and  General  Manager  J.  S. 
Holmes  of  the  Remington  Phonograph  Corp. 
report  that  the  already  extensive  list  of  ex- 
clusive Remington  agencies  is  still  growing 
steadily. 


GUARANTEED 


MODEL  No.  2  I  50  D.D. 
2  UNITS  ILLUSTRATED 


Locking  Roll  Top  Pre- 
vents Dust  and  Theft, 
also  supplied  with 
Spanish  Leather  Cur- 
tain. 

350  10"  or  lO'A" 
Records  on  each  shelf. 
Filed  in  Sales  System 
Covers  and  with  In- 
dex Guides. 


350  Id"  or  101/2" 
Records  on  this  shelf, 
also    3   shelves  above. 


Soft  Flat  Supporting 
Springs  Prevent  Warp- 
ing (Patented).  Holds 
350  10"  or  12"  rec- 
ords. 

10"  and  12"  Records 
Filed  on  same  shelf. 
Held  flush  at  the  front 
by    Patented  Adjuster. 


File  Your  Records  so  you  can  find 
them  and  it's  easy  to  sell  them. 

This  System  pays  for  itself  by  increasing  Sales  through 
better  service  and  Automatic  ordering  of  "Sold  Out"  Records. 

Secure  These  From  Your  Jobber: 


COLUMBIA  DISTRIBUTORS 
Columbia  Co.,  All  Branches. 
Tampa   Hardware  Co. 

EDISON  DISTRIBUTORS 
Harger  &  Blish. 
C.  B.  Haynes  Co.,  Inc. 
Laurence  H.  Lucker. 
Montana  Phonograph  Co. 
Phonographs,  Inc. 
The  Phono  Co.  of  Chicago. 
The  Phono.  Co.  of  Cincinnati. 
The  Phono  Co.  of  Detroit. 
The  Phono.  Co.  of  Kansas  City. 
The  Phono  Co.  of  Milwaukee. 


Sectional  Models  Fit  Any  Size 
Stock   and  Help   You  Grow, 


The  Ogden  Sales  System  Is  Equivalent 
to  an  Extra  Clerk  and  Increases  Sales. 


VICTOR  DISTRIBUTORS 
W.  D.  &  C.  N.  Andrews 
Badger  Talking  Machine  Co. 
Blackman  Talking  Machine  Coj 
C.  Bruno  &  Son,  Inc. 
Louis  Buehn  Co.,  Inc. 
The  Cleveland  Talking  Machine  Co. 
The  John  Elliott  Clark  Co. 
Cohen  &  Hughes. 
W.  J.  Dyer  &  Bro. 
Elmira  Arms  Co. 
Eclipse  Musical  Co. 
Elyea  Talking  Machine  Co. 
J.  W.  Jenkins'  Sons  Music  Co. 
Mickel  Bros.  Co.,  Des  Moines. 
Mickel  Bros.  Co.,  Omaha.  , 
Putnam-Page  Co. 
Stewart  Talking  Machine  Co. 
The  Toledo  Talking  Machine  Co. 
Talking  Machine  Co.,  Birmingham. 
The  Perry  B.  Whitsit  Co.  ' 

OTHER  DISTRIBUTORS 
Buffalo  Wholesale  Hardware  Co. 
Interstate  Phonograph  Co. 
C.  M.  McClurg  &  Co. 
Cabinet  &  Accessories  Co. 
Sonora  Dist.  Oo.  of  Texas. 
Yahr  &  Lange  Co. 
Crafts-Starr  Phono.  Co. 
W.  H.  Caldwell. 
M.  Sellers  &  Co. 
L.  E.  Lines  Music  Co. 
Ellis  Jones  Drug  Co. 
H.  A.  Copeland  Sales  Co. 
Collier  Bros. 

SALESMEN 
W.  O.  Harris. 
W.    J.  Kelchum 


52 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


These  Magazines  Will  Tell 


r 


,  HARPER 


These  Are  Some  of  the 
Magazines  in  which  We 
Are  Advertising 

B^ibbleBooics 


H  £ 


HOME  J 


1-  A 


'URNAL 


WOMAN'S  HOME 
COMPANION 


711 


REVIEW 


\Jbr!BoY^  an^  Gink. 


4( 


that  Sing" 


Saturday  Evening  Post 
Woman* s  Home  Companion 
Ladies'  Home  Journal 
Atlantic  Monthly 
Scribner's  Magazine 

St.  Nicholas 


Century  Magazine 
World's  Work 
Review  of  Reviews 
Harper's  Magazine 
John  Martin's  Book 


BUBBLE  BOOKS 

{The  Harper  Columbia  Books  That  Sing) 
By  RALPH  MAYHEW  and  BURGES  JOHNSON 
PICTURES  by  RHODA  CHASE 

There  are 

9  volumes 

— all  different 
— and  more  in 
preparation. 


4 


Each  Contains: 

1st — A  Fairy  Story,  beautifully  told; 
2nd — Wonderful  colored  pictures  ; 

3rd — Three  Phonograph  Records 
Each  In  Its  Own  Pocket  and 
Ready  to  Play  On  Any  Talk- 
ing  Machine.  These 
Records  Play  the  Songs  and 
Stories  in  the  Books. 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


53 


Your  Customers  About 


"that  Sing'' 


When  You  Sell  One, 

You  Sell  a  Habit 

Look  at  the  opposite  page.  That  list  represents  only 
some  of  the  magazines  in  which  we  are  advertising  the 
Bubble  Books. 

Last  year,  although  we  did  very  little  advertising,  we 
sold  over  one  million  Bubble  Books  through  book,  toy,  music, 
and  talking  machine  stores. 

In  the  next  five  months  we  are  spending  $75,000  in  a 
great  national  campaign. 

We  are  using  the  biggest,  most  influential  magazines  in 
the  country — children's  magazines,  mothers'  magazines, 
fathers'  magazines  and  magazines  of  big  general  interest. 

But  even  now  Bubble  Books  are  the  fastest  selling  mer- 
chandise on  the  American  market. 

The  demand  for  Bubble  Books  is  going  to  be  more 
stupendous  than  ever  in  the  next  year.  We  are  supplying 
the  demand  as  fast  as  our  presses  can  turn  out  the  books. 
And  remember — they  always  come  back  for  more.  When 
you  sell  one,  you  sell  a  habit.  One  gross  is  just  enough  for 
16  customers — one  set  of  nine  Bubble  Books  to  each. 

Get  your  share  of  this  business.  Order  your  supply  of 
Bubble  Books  now.  $1.50  each.  Liberal  discounts  to  the 
trade. 

A  Glimpse  of  What's  in  the 
Bubble  Books 

No.  1— The  Bubble  Book 

"Tom,  Tom,  the  Piper's  Son,"  accompanied  by  "mooing"  cows 
and  the  "crash"  of  the  falHng  basket  of  eggs ;  "Mary's  Lamb,"  sung 
to  the  lilting  music  that's  easy  to  learn,  and  "Jack  and  Jill,"  with 
sounds  of  failing  (that  doesn't  hurt  a  bit),  are  in  this,  the  first  Bubble 
Book. 

No.  2— Second  Bubble  Book 

A  real  Mother  Goose  Bubble  Book.  "Simple  Simon,"  "Little  Bo- 
Peep,"  and  "Old  King  Cole  and  His  Fiddlers  Three" — old  favorites 
that  have  been  delighting  children  for  generations.  Old  King  Cole's 
Fiddlers  "fiddle,"  his  Trumpeters  "trump,"  and  his  Drummers  "drum." 
Other  funny  sounds  make  these  well  loved  songs  doubly  attractive  to 
children. 

No.  3 — Singing  Games  Bubble  Book 

Directions  for  playing  three  games,  the  verses  that  go  with  them, 
in  addition  to  the  story  and  three  phonograph  records,  make  this  Bubble 
Book  a  great  favorite.  Children  learn  to  play  the  games  and  sing  the 
-  songs  in  almost  no  time.  Never  before  have  these  games  been  pre- 
sented in  such  an  attractive  way.  The  songs  are :  "Miss  Jennia 
Jones,"  "The  Farmer  in  the  Dell,"  and  "Lazy  Mary." 

BUBBLE  BOOK  SALES  SERVICE,  130  West  42nd  Street 

(HARPER  &  BROTHERS)  NeW  Yotk 


No.  4 — The  AnimaljBubble  Book 

In  this  Bubble  Book  the  toy  elephant  comes  to  life  and  blows  the 
Magic  Bubbles.  Out  of  the  Bubbles  come  the  "Three  Little  Kittens," 
"Three  Little  Piggies,"  and  "Three  Blind  Mice."  The  three  Mice  scare 
the  Elephant,  the  Piggies  get  all  tangled  up  with  his  trunk — but  it 
would  spoil  the  story  to  tell  you  now.  The  Kittens  "mew"  and  the 
little  Pigs  squeal  and  try  to  grunt. 

No.  5— The  Pie  Party  Bubble  Book 

You  remember  Little  Jack  Horner?  In  this  Bubble  Book  he  pulls 
the  plum  out  of  the  pie  and  sings  about  it  and  also  on  the  same  record 
sings  "A  Song  of  Sixpence."  The  story  of  the  Pie  Party  is  carried 
throughout  the  book,  and  the  other  songs  are  "The  Queen  of  Hearts" 
and  "Good  King  Arthur."  All  easy  to  learn  and  set  to  fascinating 
niusic. 

No.  6— The  Pet  Bubble  Book 

Gentleness  and  kindness  to  dumb  animals  are  taught  all  through 
this  Bubble  Book.  The  tunes  are  so  Hvely  and  "catchy"  that  even 
grown-ups  can  hardly  keep  still  while  they're  being  played.  And  the 
"incidental"  sounds  that  delight  children  are  there  in  the  right  propor- 
tion. The  songs  are :  "I  Love  Little  Pussy,"  "I  Had  a  Little  Doggie," 
and  "Cock-a-doodle  Doo." 

No.  7 — The  Funny  Froggy  Bubble  Book 

"A  Frog  He  Would  A- Wooing  Go,"  "The  Carrion  Crow,"  and 
"The  Frog  and  the  Crow,"  sung  to  easily  remembered  music,  make 
this  one  of  the  most  popular  of  the  Bubble  Book  series.  The 
"squawky"  croak  of  the  Frog  and  the  loud  "caw"  of  the  Crow  add 
realism  and  make  the  children  dance  with  joy.  The  story  is  novel  and 
wonderfully  entertaining. 

No.  8 — Happy-Go-Lucky  Bubble  Book 

This  Bubble  Book  is  most  appropriately  named.  "The  Jolly 
Miller,"  "The  Ploughboy  in  Luck,"  and  "Where  Are  You  Going  To, 
My  Pretty  Maid  ?"  are  all  sung  to  lively  "snappy"  music  that  children 
will  listen  to  over  and  over  again.  The  "Moo  Cow"  and  whinnying 
horse  help  to  keep  up  the  children's  interest. 

No.  9— The  Merry  Midget  BubblelBooks 

The  Little  Boy's  trip  to  Insect  Land  (after  the  Fairy  has  made 
him  as  small  as  a  fly)  is  engagingly  told  and  accompanied  by  the: songs 
the  insects  sing  to  him.  The  children  love  to  hear  "Daddv  Long  Legs" 
and  "Floppy  Fly,"  "The  Fly  and  the  Bumble  Bee"  and  the  "Spider 
and  the  Fly." 


54 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


ARE  YOU  BIG  ENOUGH  TO  JUDGE 

A  REAL  PHONOGRAPH  PROPOSITION  of  MERIT  and  PROFIT? 


BUNGALOW 


MAJESTIC 


Unless    your    are    fully  ac- 
quainted with  the  Prima  Donna 
you  cannot  in  the  full  sense  of 
the  word  be  a  "real  dealer"  and  possess  that  intel- 
lectual business  foundation  known  as  common  sense, 
so  essential  to  a  successful  business  man. 

Don't  let  others  do  your  thinking  for  you — do  it 
yourself ;  have  the  courage  of  your  convictions ;  get 
the  facts,  correctly,  quickly,  completelv  bv  writing  to-dav  for  my 
catalog  and  propositions  on 


PARLOR  GRAND 


The  Instrument  Inspired 
HERE  ARE  THE  FACTS -FACTS  DO  NOT  LIE 


Prima  Donna  Excels  in 
Quality,  Style  and  Finish 

All  that  one  could  ask  is  exemplified  in 
the  Prima  Donna.  Its  construction  and 
tone  are  a  delight  to  the  eye  and  the  ear. 

Its  tone  value  is  increased  by  our  scien- 
tifically constructed  all  wood  amplifier. 

Prima  Donna  cabinets  set  a  new  standard 
for  beauty,  style  and  durability  and  stand 
as  a  "living"  example  to  the  best  produced 
by  the  cabinet  makers'  craft. 

In  tone  and  craftsmanship  it  is  truly  an 
inspiration  realized. 

AH  panels  are  five-ply  and  in- 
serted in  a  continuous  frame, 
either  genuine  mahoga7iy  or  quar- 
tered oak.  The  mahogany  cabinets 
are  hand-rubbed  to  a  high  class 
piano  finish. 


The  Price  Appeals  to  the  Mu- 
sic Lover  and  Pocket  Book 

Prima  Donna,  as  compared  to  present- 
day  standards,  is  sold  at  a  price  that 
should  interest  every  dealer. 

Every  Prima  Donna  is  unreservedly  guar- 
anteed for  one  year  against  all  imperfec- 
tions of  material  and  workmanship.  Any 
parts,  such  as  springs,  etc.,  will  be  re- 
placed free  of  charge  provided  they  are 
sent  back  charges  prepaid. 

MADE  IN  SIX  MODELS 

Bungalow  . .   $  95 

Stratford    115 

Blackstone    135 

Astoria   160 

Majestic   200 

Parlor  Grand    225 


Our  Dealer  Service  is 
Second  to  None 

We  realize  that  present-day  selling  meth- 
ods require  close  dealer  co-operation  and  all 
Prima  Donna  dealers  will  have  my  personal 
assistance  in  increasing  sales. 

Aside  from  our  beautifully  designed  cat- 
alog and  hangers — we  have  attractive  mov- 
ing picture  window  slides  and  specially 
prepared  advertising  copy  and  cuts  for  ail 
dealei-s  using  local  newspapers. 

For  live  dealers  who  want  a  phonograph 
built  by  one  organization  from  lumber  to 
finished  product  (not  au  assembled  propo- 
sition) with  both  factory  and  distributor 
back  of  them  doing  all  that  modern  mer- 
chandising can  do  to  push  and  increase 
sales;  to  such  dealers  no  second  invitation 
will  be  required  to  address  me  for  territory. 


ALTSCHUL  PAYS  THE  FREIGHT— IMMEDIATE  DELIVERY-ALTSCHUL  PAYS  THE  WAR-TAX 


Only  Phonograph 
Unreservedly  Guaranteed 
For  One  Year 


Frederick  P.  Altsehul 

PRIMA  DONNA  DISTRIBUTOR 
112  WEST  23rd  STREET  NEW  YORK 

Write  for  special  EXPORT  proposition 


Send 
for  Handsome 
Catalog 


^111 


AOGUST  IS,  1920 


THE   TALKING    MACHINE  WORLD 


55 


Art  Hickman's  Orchestra  from  the  St.  Francis  Hotel, 
San  Francisco,  now  playing  in  New  Yorli  at  both  the 
Ziegield  Follies  and  Ziegfeld  Frolic,  makes  records  of 
"The  Love  Nest,"  medley  fox-trot,  and  the  fox-trot 
"Song  of  the  Orient."  Make  your  initial  order  big. 
A-2955. 

Columbia  Graphophone  Co. 

NEW  YORK 


INFLUENCE  OF  THE  TALKING  MACHINE  "ON  THE  FARM" 

Some  Interesting  Testimony  as  to  the  Educational  and  Musical  Value  of  the  Talking  Machine  in 
the  Homes  of  Those  Living  on  Farms  Recently  Printed  in  the  Prairie  Farmer 


Some  very  illuminating  testimonials  to  the 
vahie  of  music  in  agrarian  home  life  are  given 
by  various  contributors  to  the  Prairie  Farmer. 
In  a  recent  number  of  this  magazine  the  sub- 
ject of  the  leading  article  was  "Music  Makes 
Home  Life  Happier,"  and  communications  were 
presented  from  many  subscribers  revealing  ac- 
tual ways  in  which  music  is  playing  its  part  in 
the  daily  life  on  the  farm. 

One  reader  declares  that  music  has  contributed 
more  to  her  happy  married  life  on  the  farm 
than  anything  else.  Another  says  she  would 
put  a  musical  instrument  into  every  home  in 
the  land.  She  finds  music  an  effective  substitute 
for  medicine  and  declares  that  there  is  no  pre- 
scription more  pleasant  to  take  than  music. 

In  some  large  farm  families  every  member  is 
a  musician,  each  playing  a  different  instrument. 

"Music  in  our  house  is  as  essential  as  are  the 
meals  on  the  table,"  is  the  declaration  of  Mrs. 
J.  H.  Hohimer,  of  Pulaski  county,  Ind.,  and  Mrs. 
J.  W.  H.,  of  Pike  county,  III.,  says:  "I  think 
that  where  there  is  a  home  with  neither  flowers 
nor  music  there  is  apt  to  be  neither  harmony 
nor  love.  If  I  could,  I  would  put  a  talking  ma- 
chine in  every  home  in  the  nation.  Music  is 
healthful;  there  is  no  better  cure  for  bad  humors, 
for  old  or  young,  and  there  is  no  medicine  more 
pleasant  to  take." 

"It  is  my  experience  that  music,  aside  from 
a  good  husband  and  the  dear  children,  has  con- 
tributed more  to  the  happiness  of  my  married 
life  than  anything  else,"  writes  Mrs.  E.  C. 
Clavins,  of  Coles  county.  On  the  birthday  of 
each  member  of  the  Clavins  family  the  other 
members  make  it  a  practice  to  give  him  a  phono- 
graph record.  By  this  means  the  record  library 
is  frequently  replenished. 

That  music  is  intensely  practical  as  well  as 
aesthetical  in  its  influence  is  evident  from  the 


experience  of  Mrs.  Otto  Reichard,  of  Winnebago 
county,  111.,  among  others.  "Always  on  a  large 
farm,"  Mrs.  Reichard  says,  "it  has  been  necessary 
for  us  to  employ  help  both  for  farm  and  house- 
hold labors.  We  have  found  that  music  has  been 
one  of  the  chief  reasons  why  the  very  best  of 
this  hired  help  always  remained  with  us  until 
they  were  ready  to  enter  a  home  of  their  own." 

Mrs.  Thomas  Stewart,  of  Henderson  county, 
111.,  found  that  by  introducing  a  talking  machine 
and  good  records  into  her  home  in  the  country 
she  stopped  her  sons  from  frequenting  the  music 
halls  and  movies  of  a  nearby  village.    No  argu- 

EXCELLENT  BUSINESS  REPORTS 

Executive  of  Tri-Sales  Co.  Finds  Trade  Condi- 
tions Very  Satisfactory — Will  Shortly  Intro- 
duce Phonograph  Comedies 


St.  Louis,  Mo.,  August  6. — ^G.  H.  Phelps,  treas- 
urer and  general  manager  of  the  Tri-Sales  Co. 
of  this  city,  returned  recently  from  an  extensive 
trip  which  covered  about  8,000  miles  through 
Western  Canada,  the  complete  Pacific  Coast  and 
the  larger  cities  of  the  Western  States.  Mr. 
Phelps,  while  on  this  trip,  completed  arrange- 
ments with  many  of  the  leading  jobbers  in  this 
territory  to  handle  the  "Phonograph  Comedies" 
which  the  company  expects  to  place  on  the 
market  next  month. 

Mr.  Phelps  also  reports  a  splendid  Portophone 
business  and  added  many  important  accounts  to 
the  long  list  of  Portophone  representatives.  He 
is  very  optimistic  regarding  the  outlook  for  Fall 
and  believes  that  talking  machine  dealers 
handling  standard,  dependable  merchandise  will 
close  a  satisfactory  business  this  Fall. 

M.  I.  Mayer,  president  of  the  Tri-Sales  Co., 
returned  recently  from  a  trip  through  Minnesota, 


ment  other  than  the  home  music  itself  was 
necessary  to  induce  the  boys  to  remain  at  home. 
After  expressing  satisfaction  with  her  experi- 
ment with  music,  Mrs.  Stewart  adds;  "Now 
I  am  wondering  -how  soon  we  can  install  film 
service  in  our  attic  or  basement." 

"I  find,"  writes  Emma  Shula,  of  Will  county, 
111.,  "that  it  is  a  great  recreation  for  the  hard- 
working men  on  threshing  days  to  play  a  number 
of  high-class  songs  by  John  McCormack  or  some 
one  like  that  while  they  are  eating  their  dinner. 
It  helps  them  to  forget  the  hard  work  they  have 
accomplished  the  first  half  of  the  day." 

On  one  farm  the  threshers  are  entertained 
during  the  luncheon  hour  by  strains  from  a 
phonograph  set  up  in  the  shade  of  a  tree  on  the 
bank  of  a  brook  which  runs  through  the  field. 
And  so  this  pleasing  story  runs. 

Wisconsin,  Illinois  and  Iowa,  and  reports  an 
active  Portophone  business  with  every  indica- 
tion of  a  healthy  trade  during  the  next  few 
months.  He  states  that  crops  are  in  exceptional 
shape  in  this  part  of  the  country  and  that  deal- 
ers seem  to  have  passed  through  the  so-called 
dull  period  with  flying  colors. 

Mr.  Mayer  also  states  that  the  salesmen  of 
the  Tri-Sales  Co.  who  are  covering  the  cities  in 
the  Central  West  as  far  as  Michigan  are  send- 
ing  in    orders    which    reflect    their  optimism. 


PREPARE  FOR  SELLING  CAMPAIGNS 

The  Standard  Talking  Machine  Co.,  Pitts- 
burgh, Pa.,  is  bringing  the  Victor  salesmanship 
course  to  the  attention  of  its  large  clientele  of 
dealers  and  salesmen,  and  points  out  that  Ed- 
win A.  Ferguson  and  C.  E.  Willis  of  the  sales 
force  and  Miss  Minne  I.  Watson,  of  the  record 
department,  have  just  returned  from  courses 
in  salesmanship  at  the  Victor  factory  in  Camden, 
N.  J.  It  also  indicates  that  "Standard"  is  mak- 
ing every  effort  to  prepare  its  organization  to 
be  of  the  very  greatest  usefulness  to  "Standard" 
dealers  in  their  selling  campaigns. 


VITANOLA  DISTRIBUTING  AGENCY  OF  TEXAS 

THE  TEXAS  DISTRIBUTORS  OF 

THE  VITANOLA 

"The  Phonograph  of  Marvelous  Tone" 


If  you  are  in  Texas  territory,  write  for  informa- 
tion regarding  an  agency  for  this  progressive  line. 

1011  ELM  ST.  'Phone  X-5511  DALLAS,  TEXAS 


56 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


GRANBY  PHONOGRAPH  CORP.  NOW  MAKING  DELIVERIES 

This  Institution,  With  Headquarters  in  Norfolk  and  Manufacturing  Plant  in  Newport  News,  is 
Sending  Out  Eight  Attractive  Models  of  Phonographs,  a  Niunber  of  Which  Are  Period  Styles 


Norfolk,  Va.,  August  S. — The  Granby  Phono- 
graph Corp.,  of  this  city,  is  now  making  the  in- 
itial deliveries  of  the  new  Granby  phonograph 
which  it  manufactures.  While  the  executive  and 
business  offices  of  this  company  are  centrally 
located  in  this  citJ^  the  large  plant  devoted  ex- 
clusive!}^ to  the  manufacture  of  Granby  phono- 
graphs is  situated  in  Newport  News,  Va.  The 
situation  of  this  plant  offers  unexcelled  facilities 
for  the  distribution  of  Granby  phonographs  to 
all  points  of  the  country.  A  private  freight  sid- 
ing has  been  made  at  the  rear  of  the  factory  and 
facilities  for  shipping  by  boat  to  every  port  on 
both  the  Atlantic  and  Pacific  Coast  are  also 
available. 

The  manufacturing  plant  comprises  a  group 
of  buildings  of  the  most  approved  fireproof 
construction.  Although  the  buildings  are  large 
and  provide  facilities  for  a  production  of  225 
Granby  talking  machines  per  day,  the  founda- 
tions are  so  built  that  it  will  be  possible  to  add 
two  or  three  extra  stories  to  the  present  build- 
ing as  desired.  In  addition  to  the  possibility 
for  upward  growth,  the  company  also  owns  con- 
siderable adjoining  land  where  outward  growth 
will  also  be  possible.  In  both  the  arrangement 
of  the  buildings  and  their  interiors,  efficiency  is 
predominant.  A  private  track  with  cars  has  been 
constructed  to  carry  the  lumber  from  the  arriv- 
ing freight  cars  to  the  new  $40,000  installation 
of  Sturtevant  high  humidity  dry  kilns  close  by. 
From  these  kilns  straight  through  to  the  other 
end  of  the  factory  where  the  boxed  product  is 
shipped,  each  process  of  manufacturing  is  per- 
formed in  the  most  modern  manner  and  with  the 
least  amount  of  lost  motion.    The  wood-work- 


ing equipment  installed  is  the  most  modern 
known  in  the  trade  and  no  expense  has  been 
spared  in  securing  the  proper  machine  for  the 
proper  purpose.  Electricity  is  the  operating 
force  and  each  machine  is  equipped  with  its  in- 
dividual motor.  Quality  is  kept  uppermost  in 
mind  throughout  the  entire  process.  Seven- 
eighth  five-ply  veneer  panels  are  used  and  four 
coats  of  varnish  are  given  to  each  cabinet.  The 
present  factor}^  represents  an  investment  of 
$350,000  in  the  building  and  machinery  and  its 
present-day  value,  including  the  lumber,  finished 
stock  and  hardware  equipment  on  hand,  is  said 
to  be  three-quarters  of  a  million  dollars.  The 
active  management  of  this  plant  is  under  the 
direction  of  C.  Coplan. 

The  growth  of  this  plant  has  been  remarkable. 
It  had  its  beginning  in  a  small  building  on  the 
present  site,  where  talking  machines  were  manu- 
factured by  the  American  Home  Furnishers 
Corp.  for  sale  in  its  many  warerooms  in  Nor- 
folk and  vicinity.  The  talking  machine  grew 
rapidly  in  popularity  and  the  heavy  demand  for 
it  led  to  the  formation  of  the  Granby  Phono- 
graph Corp.  and  the  sale  of  the  Granby  phono- 
graph throughout  the  entire  country. 

The  production  of  the  eight  new  models  of 
Granby  phonographs,  which  comprise  the  line, 
is  proceeding  at  a  rapid  pace.  The  new  models 
consist  of  four  of  the  upright  type  and  three  of 
the  console  type,  with  a  range  in  price  of  from 
$140  to  $325.  These  new  models  have  been  de- 
signed by  one  of  Grand  Rapids'  foremost  de- 
signers and  faithfullj-  represent  their  particular 
period.  The  upright  models  are  in  the  Sheraton, 
Adam.  Queen  Anne  and  Louis  XVI  periods.  A 


distinguishing  feature  of -the  upright  cabinets  is 
the  curved  top  of  the  lid.  The  console  models 
are  produced  in  the  Adam,  Queen  Anne  and 
Louis  XVI  periods. 

The  entire  stock  of  the  Granb}"  Phonograph 
Corp.  is  owned  by  the  American  Home  Fur- 
nishers Corp  of  Norfolk,  Va.  It  is  planned  to 
market  the  Granby  phonograph  through  dis- 
tributors situated  in  various  central  locations 
about  the  country,  arrangements  for  which  are 
proceeding  rapidly. 


INTERCHANGE  OF  IDEAS  HELPS 


Samuel  Wein,  chemist  and  who  has  long  been 
identified  with  the  inventive  and  production  end 
of  the  talking  machine  industry,  in  a  recent  let- 
ter to  the  Editor  of  The  World  expresses  him- 
self as  greatly  pleased  to  find  that  an  organiza- 
tion has  been  considered  among  the  recording 
experts  and  adds:  "The  fact  that  there  is  need 
of  an  organization  among  'recorders'  is  obvious 
to  all.  In  fact  every  phase  of  technical  engineer- 
ing to-day  is  organized  in  some  body  through 
which  means  and  methods  are  devised  whereby 
standards  and  ethics  of  the  profession  are  dis- 
cussed to  the  advantage  of  all  concerned.  It  is 
in  this  way  that  the  manufacturer  and  public 
benefit." 


FALLS  DEAD  MAKING  RECORD 


While  singing  for  a  record  to  be  reproduced 
by  the  Victor  Talking  Machine  Co.  in  the  Vic- 
tor laboratories,  42  West  Thirty-eighth  street, 
New  York,  George  R.  Nahadleus,  a  Hawaiian 
bass  singer,  fell  dead.  Nahadleus,  who  was 
fortA'-five  j-ears  old,  was  a  member  of  the  Ha- 
waiian Trio  that  appeared  in  many  Broadway 
productions  and  was  well  known  in  the  theatrical 
^^  orld. 


How  Three  Live  Dealers  Are  Promoting  Their  MOTROLA  Sales 


Landay,  of  New  York;  Ansell,  Bishop  &  Turner,  of 
\yashington,  and  Sheppard,  of  Atlanta,  have  the 
right  idea — they  are  cashing  in  on  our  National 
Advertising  Campaign  by  tying  up  their  window 
displays  with  MOTROLA  publicity. 

Show  your  customers  this  Electric,  Self-winding 
Device  —  which  can  be  instantly  attached  to  any 


will  forever 
"  MOTROLA- 


make  of  phonograph  —  and  they 
discard  the  old  crank  and  become 
WISE." 

MOTROLA  sales  will  stimulate  interest  in  the  pur- 
chase of  new  phonographs  and  records  because  the 
MOTROLA  eliminates  all  effort  and  annoyance  in 
the  operation  of  mechanical  music. 


JONES-MOTROLA,  Inc. 

29  W.  35th  Street,  New  York  57  E.  Jackson  Blvd.,  Chicago         •    515  S.  Broadway,  Los  Angeles 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


57 


This  Is  Plain  Talk— BUT— It  Needs  to  Be  Said 
And  This  Is  a  Good  Time  To  Say  It 

To  Begin  with:    "THE  BETTER  THE  NEEDLE  THE 

BETTER  THE  PHONOGRAPH  "—No  One  Will  Deny  This 

If  a  needle  point  is  tapered  and  so  sharp  that  it  cannot 
be  used  more  than  once  without  injuring  the  record, 
does  it  not  stand  to  reason  that,  for  the  same  reason, 
it  should  not  be  used  at  all? 


Again,  if  a  needle  point  is  so  hard  and  so  stiff  that  it 
might  be  used  a  great  many  times,  or  indefinitely,  is  it 
not  plain  that  it- must  (as  the  record  whirls  around)  ^/r^ 
rigid  resistance  to  and  batter  down  the  sound  repro- 
ducing waves  in  the  groove  ? 


SPEAKING   OF  WHAT  A 
NEEDLE  SHOULD 
NOT  BE' 


NOW,  THEN,  THE  "RIGHT"  NEEDLE  must  not 
be  tapered  and  must  be  just  stiff  enough  to  "stand  up" 
under  the  weight  of  the  reproducer — yet  so  soft  that  it 
will  shape  itself  to  the  groove  and  not  cut  and  bruise 
the  sound  waves — and  it  must  be  elastic  and  resilient 
so  as  to  follow  the  undulations  and  pick  out  and  transmit 
every  tone,  pure  and  true. 


AND  SUCH  A  NEEDLE  IS 


THE  NEEDLE  WITH  A  FLEXIBLE  POINT" 


AND 


THIS 


NAME 


STANDS  FOR  ALL 
THAT  IS  BEST  IN 
PHONOGRAPHY 


EVEJ^  MoiioGRAPtl 


TER 


Every  dealer  in  the  world  can  get  and  should 
sell  this  needle — the  needle  that  is  "right." 
In  fact,  we  insist  that  the  dealer  who  does 
not  sell  Tonofone  thereby  denies  to  his 
customers  their  undeniable  right  to  the  best 
and  fullest  enjoyment  of  their  phonographs 


Our  Wholesale  Distributors  Cover  the  Earth 
They  Reach  Every  City,  Town  and  Hamlet  All  Over  the  World 


If  you  are  not  already  using  and  selling  this  needle  that 
everybody's  talking  about,  it  is  high  time  that  you  ask  us 
for  full  particulars  and  the  address  of  our  nearest  distributor. 


INVENTORS   AND  SOLE  MANUFACTURERS 

R.  C.  WADE  CO. 

110  SOUTH  WABASH  AVENUE 

CHICAGO 

PHONE  RANDOLPH  2045 


58 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 

MOTORS  CASTINGS  {  turntables  stvlus  Bars 

TONE  ARMS  Grey  Iron   \  ^^o°N?  AllSt""^'  s/rew  Machine  Parts 

REPRODUCERS      and  Brass  for  (  HORNS  and  THROATS    Talking  Machine  Hardware 

(  JEWEL  and  STEEL  (Bulk  or  Packed) 

Direct  Quantity  Importations  On    \  SSSK'^E^y^'In^^SI  mica 

EASTERN  REPRESENTATIVE  l\Ar«TAnAlI7         Vanderbilt  A-ve.  Bldg. 

CHERINGTON  MFG.  CO.      I)     K      IjlJLlUKUW  East  42nd  St..  NeivYork 

IRONCLAD  MOTORS  »^vv*v.»vti  Tel.  Fanderbilt  5462 


PAYS  TRIBUTE  TO  ADVERTISING 

Beverly  Times  Cites  Talking  Machine  Industry 

as  One  That  Has  Profited  by  Publicity 

i!   

A  tribute  to  the  power  of  advertising,  especial- 
ly in  the  talking  machine  line,  is  paid  by  the 
Eeverb'^,  Mass.,  Times  in  the  following  editorial: 

'.'Since  the  close  of  the  war  there  has  been  a 
great  increase  in  newspaper  advertising.  This 
costly  publicity  must  have  rendered  a  service 
v.'hich  any  ambitious  person  can  use  to  develop 
his  business. 

"The  first  service  which  newspaper  publicit}- 
renders  comes  through  the  power  of  suggestion. 
If  you  suggest  to  people  the  advantages  of  doing 
some  desirable  thing,  they  are  more  likely  to  do 
it  than  if  j^ou  do  not  mention  it. 

''Take  the  case  of  talking  machines.  The 
people  are  constantly  being  reminded  in  news- 
papers and  magazines  of  the  advantages  of  talk- 
ing machines.  Thej"^  are  shown  pictures  of 
dances  and  home  circles  and  social  gatherings 
where  talking  machines  bring  happiness  and 
merriment.  You  see  pictures  of  singers  whose 
work  is  reproduced  by  talking  machines,  and 
all  that.  It  makes  people  want  talking  ma- 
chines. Probably  ten  times  as  many  talking 
machines  have  been  sold  as  would  be  were  they 
never  advertised. 

"People  read  in  their  newspapers  about  bar- 
gains in  shoes.    That  makes  them  reflect  that 


new  ones.  They  therefore  buy  shoes  instead  of 
something  else  that  was  not  suggested.  So  it 
goes  in  every  line. 

"It  maj'  be  objected  that  this  power  of  sug- 
gestion is  too  strong  for  the  good  of  the  com- 
munity, that  through  it  people  are  led  to  buy 
stuff  that  they  don't  need  and  ought  not  to  have. 
But  even  if  so,  no  business  man  can  afford  to 
neglect  this  basic  fact  of  hurpan  nature.  Un- 
less he  uses  this  power  of  suggestion  to  promote 
the  sale. of  his  useful  articles,  a  great  deal  of 
the  people's  money  is  likely  to  be  drawn  off 
into  other  directions  where  it  will  render  less 
service." 


And  there  are  still  some  writers  who  insist 
that  the  music  of  the  talking  machine  is  "canned 


MOVE  INTO  NEW  FACTORY 

Portable  Phonograph  Co.  Now  Established  in 
New  Home — Machine  Meets  With  Success 


Kansas  City,  jNIo.,  August  7. — The  Portable 
Phonograph  Co.  of  this  city,  manufacturers  of 
the  Portrola  portable  phonograph,  have  just 
moved  into  their  new  plant  and  are  now  prepar- 
ing for  greatly  increased  production  for  the  bal- 
ance of  this  year  and  during  1921.  The  company 
has  been  somewhat  handicapped  by  lack  of 
n;anufacturing  facilities,  but  in  its  new  home 
there  w'ill  be  ample  opportunity-  to  handle  the 
requirements  of  the  trade. 

'\^'ithin  the  past  few  months  the  executives  of 
fhe  company  have  paid  particular  attention  to 
the  improvement  of  the  tone  quality  of  the 
Portrola  and  their  results  have  met  with  con- 
siderable success.  Dealers  from  various  parts 
of  the  country  have  visited  the  company's  offices 
and  factory  and  have  expressed  keen  enthusiasm 
regarding  the  tone  quality  of  the  Portrola  and 
its  tonal  volume.  The  company  is  leaving  noth- 
ing undone  to  co-operate  with  its  dealers  in  de- 
veloping the  demand  for  the  Portrola  and  im- 
portant plans  relative  to  publicity  and  mer- 
chandising will  be  announced  in  the  near  future. 

NEEDLE  OF  VITRIFIED  RED  SHALE 

Adel,  Ia.,  Aug.  1. — The  Adel  Clay  Products 
Co.,  of  this  city,  who  are  very  large  manufac- 
turers of  hollow  building  tile,  expect  soon  to  be 
ready  for  the  market  with  a  semi-permanent 
talking  machine  needle,  made  of  the  peculiar  red 
shale  which  it  is  claimed  is  found  only  at  this 
point.  In  vitrified  form  this  substance  is 
claimed  to  be  harder  than  granite  and  almost  as 
hard  as  sapphire. 

Merton  T.  Straight,  president  of  the  company, 
got  the  idea  by  accident.  One  day  while  he  was 
playing  his  talking  machine  at  home  he  hap- 
pened to  put  his  hand  in  his  pocket  and  found 
a  particle  of  the  vitrified  shale,  which  he  shaped 
and  used  on  the  machine,  with  rather  surpris- 
ing results. 

His  brother.  H.  R.  Straight,  secretary  and  gen-' 
era!  manager  of  the  company,  went  into  a 
course  of  experimentation  and  they  have  now 
practically  developed  an  automatic  machine 
which  will  shape  and  point  the  needles.  Long 
and  thorough  tests,  the  brothers  say.  demon- 
strated the  perfect  adaptability  of  the  material 
for  talking  machine  needle  use. 


their  shoes  are   getting  worn   and  they   need     music."    Will  they  never  learn? 


No.  10 
FOR  VICTOR 
PRICE  35c 


NEEDED 

ON  EVERY 

Victrola  and  Graf onola 


No.  20 
FOR  COLUMBIA 
■PRICE  25c 


^^^^^  THADE  MAfit< 


DECORD 
t\  BRUSH 


11 


MOST  EFFECTIVE  RECORD  CLEANER 
ON  THE  MARKET 


BRUSH  IN  OPERATION 


I- 

I 


It  does  the  work  automatically  and  once 
attached   requires  no  further  attention 

Every  Dealer  Should  Carry  Them 
Circular  and  Price  List  Mailed  on  Request 

Manufactured  by 


Talking  AUchineCo. 

8 1  Reade  Street     New  Church  St.     New  York 
Victor  Distributors 


ROTrE£STONE 

We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


The  Talking  Macliinc  JJ'orld,  Nciv  York,  August  15, 


Include  the  Sphinx  in 
Your  Plans  for  the  Future 

The  prospective  purchaser  of  a  motor  car  has  learned  by  costly  experience 
to  lift  up  the  hood  and  examine  the  motor  carefully.  By  reason  of  similar  un- 
pleasant experiences  the  purchaser  of  a  phonograph  is  beginning  to  lift  up  the 
motor-board  and  likewise  examine  the  motor  of  that  instrument  with  equal 
care — and  decide  his  purchase  by  what  he  finds  there. 

The  layman  needs  no  special  knowledge  of  mechanics  or  engineering  to  un- 
derstand that  the  Sphinx  alone  absolutely  eliminates  the  errors  of  design  and 
construction  responsible  for  faulty  motor  service.  The  phonograph  manufac- 
turer who  looks  into  the  future  and  desires  to  plan  for  the  maximum  output 
with  the  minimum  selling  effort  will  consult  his  own  interests  by  investigating 
the  Sphinx  now.    Send  for  catalog. 


SPHINX  GRAMOPHONE  MOTORS,  Inc. 

512  Fifth  Avenue         -:■         -:-         -:-         -:-         New  York 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


59 


SLOW  PAYMENTS  AND  SLOW  STOCK 


Dealer's  Dollars  Should  Be  Working  All  the 
Time,  Says  Packard  Bulletin — Too  Much 
Credit  Is  as  Bad  as  Too  Much  Dead  Stock 


There  isn't  much  difference  between  slow- 
paying  customers  and  slow-moving  stock,  when 
the  question  of  increased  profits  is  concerned, 
says  the  Packard  Bulletin.  Money  absorbed  in 
a  great  number  of  charge  accounts  that  come 
in  slowly,  or  not  at  all,  increases  a  dealer's  in- 
come no  more  than  money  tied  up  in  slow-mov- 
ing stock  or  stock  that  does  not  move  at  all.  In 
both  instances  the  dealer's  dollars  that  should  be 
working  all  the  time  are  relieved  of  their  full 
profit-earning  power.  That,  of  course,  means 
loss  the  full  length  of  time  the  money  is  kept 
from  the  duties  intended  for  it — that  of  making 
more  money. 

It  is  possible  then  for  $100  in  ready  cash  to 
make  three  or  four  $10  profits  in  a  given  period 
while  another  $100  tied  up  in  credit  may  make 
only  one,  none  at  all,  or  become  a  total  loss. 
It  works  out  just  the  same  when  merchandise  is 
considered.  One  hundred  dollars  invested  in 
stock  that  sells  rapidly  makes  new  profits  at 
frequent  intervals,  while  the  same  amount  in- 
vested in  something  that  few,  if  any,  persons 
want  may  make  only  one  profit,  none  at  all 
or  become  a  total  loss. 

One  thing  is  quite  certain  then,  a  dealer  can't 
grant  credit,  buy  stock  or  do  anything  else  that 
concerns  his  business  on  a  hit-or-miss  plan,  or 
a  plan  that  is  obscure  and  incomplete.  Thou- 
sands have  tried  it  and  other  thousands  still 
are   trying  it,  but  it   never  yet   has  worked. 

It  certainly  is  to  a  dealer's  advantage  then  to 
see  that  he  does  not  cut  the  earning  power  of 
his  cash  by  too  much  credit  or  investing  in 
stock  that  does  not  move.  In  order  to  do  this 
successfully  he  must  know  constantly  just  what 
he  is  doing.  The  most  successful  ones  we 
know  insist  on  accurate  figure  records  that 
tell  them  from  day  to  day  how  rhuch  they  have 
outstanding,  the  amount  paid,  and  much  other 
information  all  arranged  in  such  a  way  that  they 
can  tell  when  it  is  advisable  to  curtail  credit 
and  when  to  push  collections.  They  don't  have 
to  wait  until  the  situation  gets  away  from 
them. 

Then  again  it  is  about  the  same  when  it 
comes  to  buying  merchandise.  The  successful 
dealer  knows  the  lines  that  are  selling  the  best 
and  those  that  are  not.  His  figures  point  out 
everything  to  him.  With  such  information  al- 
ways at  hand,  he  can  regulate  his  buying  in 
such  a  way  as  to  avoid  the  merchandise  that 
does  not  sell.  Thus  he  increases  his  turnover 
multifold,  which,  of  course,  means  new  profits 
and  a  constantly  increasing  bank  account. 

And  that  is  what  everyone  is  striving  for  in 
these  days  of  ever-increasing  costs. 


GOLDEN  TO  GO  TO  MINNEAPOLIS 


After  Leaving  Loveman,  Joseph  &  Loeb  For- 
mer Buyer  Will  Join  Laurence  H.  Lucker 


Birmingham,  Al.^.,  August  6. — ^M.  J.  Golden  an- 
nounces his  resignation  as  manager  and  buyer 
of  Loveman,  Joseph  &  Loeb  phonograph  depart- 
ment, effective  August  27,  to  accept  position  with 
Laurence  H.  Lucker,  Minneapolis,  Minn.,  job- 
ber and  general  distributor  of  the  New  Edison  in 
the  Northwest.  Mr.  Golden  is  a  valuable  ac- 
quisition to  the  Lucker  forces. 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  atock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadway,  N.  T. 


One  iW ay  to 
Build  Sales  with 

HARPONOLA 

It  is  easy  to  convince  a 
customer  that  HARPON- 
OLA is  superior  to  other 
phonographs. 

For  instance,  just  re- 
move the  grille  and  reveal 
to  the  gaze  HARPONO- 
LA'S  beautiful  golden 
throat, 

— so  rich  in  finish,  so 
pleasing  to  the  eye. 

Your  patrons  will  read- 
ily realize  that  a  machine 
which  is  so  carefully  per- 
fected and  so  richly  beau- 
tiful in  a  part  that  is  so 
seldom  seen  MUST  be 
equally  superior  through- 
out. 

And  the  rich,  vibrant, 
full-toned  music  that 
emanates  from  this  horn 
of  golden  spruce  will  eas- 
ily persuade  the  most 
skeptical  that  all  your 
claims  are  true. 

Write  for  our  sales- 
building  proposition  on 
HAR  P  O  N  O  L  A  S  and 
OkeH  Records. 

THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS,  President 


T/Te 
W/YA  the 


60 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  Aeolian -Voc align 


THE  PHONOGRAPH  which  is  a  r.eal  rriusical  instrument  not  merely 
a  talking  machine.  Made  by  the  Foremost  Manufacturers  of 
Musical  Instruments  in  the  World. 

VOCALION  REPRESENTATION 

A  VALUABLE  ASSET  TO  ANY  DEALER 

PROGRESSIVE  DEALERS  everywhere  are  adding  the  AEOLIAN- 
VOCALION  to  their  lines.  They  thereby  reap  the  benefit  from  a 
product  that  is  profitable  to  handle  and  adds  measurably  to  the 
prestige  of  their  establishment. 

VOCALION  RECORDS 

VOCALION  RECORDS  (Lateral  cut)  are  the  finest 
achievement  of  the  art  of  recording.  Their  supreme 
quality  is  apparent  on   any  standard  phonograph. 

SPECIAL  NOTICE 

Recent  additions  to  our  already  large  warehouse  facilities 
enable  us  to  handle  Vocalion  and  Vocalion  Record  orders 
promptly  and  accurately. 


O.  J.  DE  MOLL 


O.  J.  DeMoll  &  Co. 

WASHINGTON,  D.  C. 


4. 


AEOLIAN- VOCALIONS  and  RECORDS  — 
VIRGINIA       :      EASTERN  MARYLAND 


EMMONS  S.  SMITH 


MELODEE  MUSIC  ROLLS 


■m 

I 


DISTRIBUTORS  FOR  — 

GEORGIA      :      NORTH  and  SOUTH  CAROLINA 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


61 


I A  UDELL  I 
I  CABINET  I 


IS  a  legitimate  part  of 
every  sale  of  a  tatle 
maclime  —  it  doubles 
tke  value  to  tke  cus- 
tomer and  tke  profit 
to  tke  dealer — 

And  tke 

UDELL 


FINDS  JOBBERS  ENTHUSIASTIC 


TRADE-MARK 

Guarantees 
Satisfaction 


Height,  31  in.  Width,  19  in.  Depth,  22  in. 
Mahogany.  Quartered  Oali.  Holds  5  Victor 
albums.  Average  weight,  crated,  60  pounds. 

[If  vertical  interior  is  desired,  order  No. 
415.] 


[When  felt  interior  is  wanted, 
415F.] 


order  No.  = 


Tke  Udell  Works 

1205  W.  Twenty-eigkk  St. 
Indianapolis       ::     ::  Ind. 

iiiiiiiiilliiilliilliiiiilillillliliiliiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


J.  I.  Carroll  Visits  Emerson  Jobbers  in  East 
and  Receives  Pleasing  Reports — Jobbers  In- 
terested in  "Music  Master"  Horn 


'  In  a  recent  chat  with  The  World,  J.  I.  Car- 
roll, manager  of  sales  of  the  Emerson  Phono- 
graph Co.,  commented  as  follows  upon  the  re- 
sults of  his  recent  visits  to  Emerson  jobbers  i.n 
the  East: 

"Every  Emerson  jobber  who  has  received  a 
sample  of  the  new  Emerson  phonograph  has 
been  enthusiastic  regarding  the  tone  quality  of 
the  instrument  and  the  handsome  cabinet.  We 
bad  expected  that  our  jobbers  would  receive 
these  machines  favorably  but  we  were  hardly 
prepared  for  the  remarkable  reception  accorded 
the  new  phonograph. 

"Our  announcement  to  the  trade  through  a 
special  letter  accompanied  by  an  illustrated 
folder  has  been  instrumental  in  developing  a 
stream  of  inquiries  from  dealers  all  over  the 
United  States.  The  success  of  our  new  phono- 
graph is  extremely  flattering  and  goes  far  be- 
yond what  we  had  expected,  even  taking  into 
consideration  the  excellence  of  our  product. 

"In  almost  every  instance  we  have  been  con- 
gratulated by  our  trade  upon  the  tone  quality 
and  the  marked  superiority  of  the  'Music  Mas- 
ter' horn  which  is  featured  in  the  Emerson 
phonograph." 


STODART  OFFICES  MOVED 


Larger  Quarters  Now  Occupied  by  Stodart 
Phonograph  Co.  in  Bush  Terminal  Sales 
Building,  New  York — Big  Call  for  Stodart  Line 


The  headquarters  of  the  Stodart  Phonograph 
Co.  were  moved  on  August  1  from  118  West 
P'orty-second  street  to  the  Bush  Terminal 
.Sales  Building,  130-32  West  Eorty-second  street. 
New  Yoik.  The  new  offices  will  afford  a  belter 
opportunity  for  the  display  of  Stodart  phono- 
graphs, which  have  had  a  splendid  call  since 
their  inception,  according  to  George  H.  Beverly, 
general  manager  of  the  company. 

"The  increasing  demand  for  Stodart  ma- 
chines," he  said  this  week  to  a  representative 
of  The  World,  "has  been  most  gratifying.  Prac- 
tically all  those  dealers  who  tried  them  out 
when  they  were  first  put  on  the  market  are  con- 
stantly placing  re-orders.  The  machines  are  also 
becoming  popular  in  foreign  countries  and  our 
export  business  is  growing,  too.  Fortunately, 
we  have  splendid  facilities  at  our  command  for 
producing  the  machines  and  an  organization 
which  understands  the  co-operation  necessary 
to  keep  our  dealers  well  supplied.  Our  new  of- 
fices will  give  us  a  greater  opportunity  to  dis- 
play our  line  to  better  advantage  and,  centrally 
ocated,  will  be  handy  for  visiting  dealers." 


A  VISITOR  FROM  CHICAGO 


F.  W.  Clement,  general  manager  of  the  Chi- 
cago branch  of  the  Emerson  Phonograph  Co., 
was  a  recent  visitor  to  New  York,  making  his 
headquarters  at  the  general  offices  of  the  com- 
pany, 206  Fifth  avenue.  While  here  Mr.  Clement 
discussed  plans  for  the  development  of  Emerson 
phonograph  trade  in  the  Western  territory  and 
during  the  course  of  his  conference  with  the 
executives  stated  emphatically  that  this  new 
instrument  is  creating  a  most  favorable  impres- 
sion throughout  his  section  of  the  country. 

He  informed  J.  I.  Carroll,  manager  of  sales, 
that  every  Emerson  dealer  is  so  enthusiastic  re- 
garding the  new  phonograph  that  there  will  be 
great  difficulty  in  supplying  the  demand  for  the 
line.  In  fact,  Mr.  Clement  has  already  disposed 
of  his  original  allotment  of  machines  and  one 
of  his  most  important  missions  while  in  New 
York  was  the  consummation  of  arrangements 
whereby  he  will  secure  additional  stock. 


Strange  nobody  thought  of  putting  a  talking 
machine  aboard  the  Shamrock.  Were  some  of 
our  super-enthusiasts  overlooking  a  bet? 


''in 


model  "0" 


The  Day  The 


Enters  Your  Home 
^  New  Era  of  Happiness  Starts 

5  The  charm  of  this  beautiful 
instrument  is  felt  by  all.  As 
pleasing  to  look  at  as  it  is  delight- 
ful to  hear,  the  PlayerphONE 
makes  your  home  a  more  cher- 
ished, attractive  spot. 

5  And  with  the  Pl.AYERPHONE 
your  choice  of  musical  selections 
is  unlimited — it  plays  every  make 
of  disc  record  without  change  of 
equipment,  giving  the  fullest  tone 
value  to  each  record.  This  is 
possible  because  of  the  distinctive 
features  of  our  own  tone  arm, 
reproducer  and  weight  adjuster, 
exclusive  to  the  PLAYERPHONE, 
which  makes  the  operation  so 
simple  and  accounts  for  the 
unusual  sweetness  of  its  rich  tone. 

5  The  beautiful  PLAYERPHONE  is 
our  very  own  product,  from  the 
delicate  tracery  of  the  fine  hand 
carving  of  the  beautiful  cabinets 
to  the  accurately  constructed 
reproducer,  done  in  our  own 
great  factory  by  master  artisans 
of  long  experience. 

5  Before  buying,  see  and  liear  the 
PLAYERPHONE— the  talking  machine 
with  the  human  tone.  Nine  styles  and 
sizes,  ranging  from  $110  to  $500.  Each 
PLAYERPHONE  is  guaranteed  to  give 
entire  satisfaction. 

5  RETAILERS— NOTE  THIS:  Write 
or  wire  for  terms  today  to  the  nearest 
one  of  these  well  known  iobbers.  They 
carry  our  full  line  and  back  the  PLAYER- 
PHONE with  their  own  name. 

Van  Vleet  Mansfield  Drug  Co. ,  Mempliis.  Tcna. 
H-nistun  Drug  Co.,  Houston.  Texas. 
Chapman  Drug  Company,  KnoxviUe.  Tenn. 
Claivsfiii  &  Wilson,  Buffalo.  N.  Y. 
The  Day  Drug  Co.,  Akron.  Ohio 
The  Des  Moines  Drug  Company.  Des  Moines.  la. 
L.  S.  DuBois  Son  &  Company,  Paducah,  Ky. 
W.  ,1.  CJilmore  Drug  Company,  Pittsburg,  Pa. 
Healy  Brothers.  1.3th  &  HoytSts..  Portland,  Ore, 
H.>rnick.  More  &  Porterficld,  Sioux  City,  lows. 
Kauffnian-Lattimer  Co.    Columbus,  Ohio. 
Reid-Lawson.  Inc.,  Birmingham.  -Ala. 
Chas.  Leich  &  Co.,  EyansviUe,  Ind. 
The  Murray  Drug  Company,  Columbia.  S.  C. 
Oklahoma  Book  Company.  Oklahoma  City.  Okls. 
Orchard  &  Wilhelm  Company,  Omaha,  Nebr. 
Twin  City  Talking  Machine  Co. .  Uhrichsville.  O. 
F.  M.  UmphredA  Son.  Oakland,  California. 
Western  Jobbing  &  Trading  Co.,  724  S.  Broad- 
way. Los  Angeles,  Calif. 
H  W.  Williams  &  Co.,  Fort  Worth,  Texas. 
Don's  Music  Store.  Hastings.  New  Zealand. 
(It'fieii  Wholesale  Drag  Co  .  Ogden,  ITt»ll 
5  A  few  splendid  jobbing  territories 
still  open.    Add  your  name  to  this  list 
in  next -month's  advertisement.  Write 
today  to 

PLAYERPHONE  lALKING 
MACHINE  COMPANY 
4223-41  W.  Lake  St.,  Chicago 

D.  W.  McKENZlE,   W.  D.  CALDWELL, 


President 


Treasurer 


yjuiefJ'o/j^! 

mm  '  ' 


tar  Tl 


62 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


First  Annual  Convention  of  Sonora 

Distributors  Scores  a  Big  Success 

Association  Formed  of  Which  F.  M.  Steers  Is  Elected  President  —  Addresses 
on  Production  Problems  by  Prominent  Men — Great  Program  Carried  Out 


The  first  annual  convention  of  Sonora  dis- 
tributors was  opened  on  Monday  morning,  July 
12,  at  the  Waldorf-Astoria  Hotel,  New  York, 
by  George  E.  Brightson,  president  of  the  Sonora 
Phonograph  Co.,  Inc.,  who  welcomed  the  dis- 
tributors to  New  York. 

In  his  introductory  remarks'  Mr.  Brightson 
stated  that  as  Sonera's  factory  facilities  are  be- 
ing rapidly  improved  Sonora  will  be  able  to  give 
better  satisfaction  in  deliveries  this  Fall  than 
ever  before.  Mr.  Brightson  also  expressed  his 
pleasure  at  having  the  privilege  of  meeting  at 
one  time  the  jobbers  who  are  so  capably  advanc- 
ing Sonora's  interests  and  who  are  selling 
Sonora's  output  before  it  can  be  manufactured. 

There  were  present;  Sewall  D.  Andrews,  Min- 
neapolis Drug  Co.;  Graham  French,  Smith,  Kline 
&  French  Co.;  Frank  M.  Steers,  The  Magnavox 
Co.;  Walter  B.  Glynn.  W.  B.  Glynn  Distributing 
Co.;  E.  N.  Upshaw,  Southern  Sonora  Co.;  W.  J. 
Hamlin,  C.  J.  Van  Houten  &  Zoon;  G.  B.  Mox- 
!ey,  Kiefer-Stewart  Co.;  Fred  E.  Yahr,  Yahr  & 
Lange  Drug  Co.;  I.  Montagues,  I.  Montagnes  & 
Co.;  A.  Lee  Robinson,  Robinson  Pettet  Co.,  Inc.; 
W.  C.  Buschardt,  Southern  Drug  Co.;  C.  L. 
Marshall,  C.  L.  Marshall  Co.,  Inc.;  J.  T.  Mayer, 
J.  &  C.  Fischer  Co.;  Chas.  T.  Malcomb,  Gibson- 
Snow  Co.;  J.  O.  Morris,  M.,  S.  &  E.;  E.  D. 
Behrends,  Sonora  Distributing  Co.  of  Texas; 
H.  A.  Fox,  Southwestern  Drug  Co.;  W.  W. 
Drummy,  Lee-Coit-Andreesen  Hardware  Co.; 
Chas.  Vastine,  C.  D.  Smith  Drug  Co.;  T.  M. 
Griffith,  Griffith  Piano  Co.;  Jos.  H.  Burke,  M., 
S.  &  E.;  E.  G.  Walker,  Strevell-Paterson  Hard- 
ware Co.;  J.  C.  Brown,  Hessig-Ellis  Drug  Co.; 
J.  T.  Crayton,  American  Hardware  &  Equip- 
ment Co.;  M.  B.  Hagerdorn,  Southern  Sonora 
Co.;  B.  M.  Walthall,  Robinson  Pettet  Co.,  Inc.; 
W.  R.  Davis,  The  Magnavox  Co.;  A.  H.  Trotter, 
Gibson-Snow  Co.;  L.  Colder,  C.  J.  Van  Houten 
&  Zoon;  Thos.  E.  Burke,  M.,  S.  &  E.;  E.  H. 
Caperton,  Kiefer-Stewart  Co.;  Paul  Glynn,  W.  B. 
Glynn  Distributing  Co.  From  the  Sonora  New 
York  offices  there  were  present  J.  Wolfif,  F.  J. 
Coupe,  E.  H.  Jennings,  J.  T.  Pringle,  L.  C.  Lin- 
coln, J.  W.  Desbecker,  F.  V.  Goodman  and  D.  E. 
Scott.  There  were  also  present  John  L.  Jack- 
son of  Saginaw,  Mich.;  Wm.  H.  Lincoln  of  Co- 
lumbus, Ind.,  and  John  Herzog,  Sr.,  and  John 
L.  Herzog,  Jr.,  of  Saginaw,  Mich. 

Some  Talks  on  Manufacturing  Conditions 

Mr.  Brightson  introduced  John  L.  Jackson, 
president  of  the  Herzog  Art  Furniture  Co.,  one 
of  the  most  prominent  men  of  Saginaw  and 
northern  Michigan.  Mr.  Jackson  gave  an  inter- 
esting talk  on  manufacturing  conditions,  out- 
lining the  difficulties  which  have  been  met  at 
Saginaw  and  showing  how  problems  have  been 
successfully  solved.  Mr.  Jackson's  clear  review 
of  what  the  Saginaw  plant  has  done  and  can 
do  was  encouraging  to  the  distributors  who  have 
been  looking  to  this  plant  to  relieve  the  great 
shortage  of  Sonoras. 

John  Herzog,  vice-president  of  the  Sonora 
Phonograph  Co.,  Inc.,  in  direct  charge  of  manu- 
facturing operations  at  Saginaw,  told  of  the 
necessity  of  finishing  buildings  which  are  now 
under  construction  and  stated  that  with  the  labor 
and  building  situations  improving  he  believed 
that  the  Saginaw  factory  would  be  doing  all  that 
is  expected  of  it  and  would  care  for  the  jobbers' 
requirements  admirably  within  the  next  three 
months.  Mr.  Brightson  mentioned  that  it  is 
Sonora's  policy  to  insist  on  having  every  instru- 
ment absolutely  right  in  construction,  packing, 
etc.,  and  Sonora's  strict  adherence  to  a  quality 
standard  will  be  maintained.  Mr.  Herzog  re- 
quested the  co-operation  of  the  distributors,  as- 
suring them  that  the  entire  Michigan  plant  would 
soon  have  a  much  larger  output  than  it  has  had 
in  the  past.  The  Sonora  distributors  were  re- 
ducsted  by  Mr.  Herzog  to  inform  him  of  any 


ideas  or  suggestions  which  they  thought  would 
be  useful.  He  mentioned  that  when  war  broke 
out  the  Government  made  a  survey  of  the  Sag- 
inaw plant  and  two  of  the  reports  placed  Saginaw 
at  the  head  of  the  list  as  having  the  best  or- 
ganization of  its  type. 

Frank  M.  Steers  Is  Chairman 

Frank  M.  Steers  was  elected  chairman  of  the 
convention  and  took  his  place  at  the  head  of 
the  table.  LTnder  his  guidance  one  matter  after 
another  was  discussed  at  length  and  definite  ac- 
tion was  taken  on  all  points  in  which  there  was 
a  difference  of  opinion.  Although  three  days 
of  the  hardest  kind  of  work  were  put  in  by  those 
attending  the  convention,  the  time  was  none  too 
long  to  cover  the  many  subjects  which  came  up. 
There  were  discussed  manufacturing  problems, 
relative  popularity  of  various  styles  and  finishes, 
the  proposed  line  for  1921,  sales  methods,  ad- 
vertising in  magazines,  newspapers  and  bill- 
boards, dealers'  helps  of  all  kinds,  the  Sonora 
bell,  co-operation  between  manufacturer,  dis- 
tributor and  dealer,  etc. 

Geo.  E.  Brightson  on  Company's  History 

Giving  a  bit  of  the  company's  history,  Mr. 
Brightson  mentioned  that  Sonora  began  busi- 
ness in  1913,  doing  about  $50,000  worth  in  the 
first  year.  This  amount  hardly  covers  a  day's 
work  now.  "Sonora,"  said  Mr.  Brightson, 
"could,  as  a  inatter  of  fact,  sell  all  its  products 
in  New  York  City  alone,  but  Sonora  is  looking 
toward  the  future  and  wishes  to  have  the  right 
kind  of  dealers  to  build  a  firm  foundation  for 
a  national  business.  The  phonograph  business," 
he  explained,  "is  not  like  dry  goods.  Distribu- 
tors must  buy  in  the  slack  season  and  hold  goods 
for  the  busy  season.  It  isn't  possible  to  make  all 
deliveries  at  one  time  of  the  year  and  sales  must 
be  continued  throughout  the  twelve  months. 
This  policy  of  taking  instruments  during  the 
slack  season  should  be  explained  to  dealers  by 
jobbers  so  as  to  keep  the  output  of  the  com- 
pany moving  at  all  times." 

Wm.  H.  Lincoln's  Remarks 

When  Wm.  H.  Lincoln,  of  Columbus,  Ind., 
began  his  remarks,  the  visiting  distributors  had 
an  opportunity  to  see  the  work  of  the  Orinoco 
Furniture  Co.  and  the  Lincoln  Chair  Co.,  of 
which  Mr.  Lincoln  is  the  head.  Around  the 
room  were  ranged  the  new  Sonora  period  models 
comprising  Louis  XV,  Italian  Renaissance, 
Jacobean  Jr.,  Hepplewhite  Jr.,  Gothic  Jr.,  Eng- 
lish Renaissance,  Adam,  Jacobean,  Gothic,  Hep- 
plewhite and  Sheraton. 

Mr.  Lincoln  explained  that  people  who  buy 
fine  furniture  know  what's  what..  They  are  very 
critical.  He  spoke  of  the  good  work  which  is 
being 'done  by  such  magazines  as  Good  Furni- 
ture, Country  Life,  etc.,  and  said  that  it  was  no 
uncommon  thing  for  customers  to  come  into  a 
store  with  pages  torn  from  these  magazines  in 
their  hands,  trying  to  find  furniture  that  is  in 
harmony  with  the  furnishings  of  their  homes. 
The  phonograph  selected  must  be  right  in  color 
and  finish  and  absolutely  correct  in  period. 

"There  is  a  wonderful  field  for  fine  products 
in  the  talking  machine  line.  Sonora,"  said  Mr. 
Lincoln,  "must  live  up  to  its.  name  and  not  only 
must  the  phonographic  part  be  right,  but  the 
clothing — that  is,  the  cabinet — must  be  correct. 
The  products  of  the  Orinoco-Lincoln  companies 
are  made  by  men  who  love  their  work.  Many 
of  them  have  been  with  the  Lincoln  organization 
from  fifteen  to  thirty  years."  Nothing  is  ever  al- 
lowed to  go  out  of  the  factory  unless  it  is  ac- 
ceptable to  Mr.  Lincoln  himself  and  he  is  more 
critical  than  any  dealer  or  customer  will  ever  be. 

Mr.  Hamlin  remarked  that  he  had  heard  that 
Mr.  Lincoln  makes  the  finest  furniture  in  Amer- 
ica.   Mr.  Hamlin  made  a  plea  for  standardiza- 
tion of  models  so  that  it  would  not  be  necessary 
(Continued  on  page  63) 


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August  15,  1920 


THE   TALKING   MACHINE  WORLD 


63 


FIRST  ANNUAL  CONVENTION  OF  SONORA  DISTRIBUTORS  SCORES  BIG  SUCCESS— (Continued  from  page  62) 


to  make  frequent  changes  in  styles  or  catalogs. 
Mr.  Hamlin  referred  to  the  fact  that  his  firm  had 
sold  the  highest  priced  cocoa  before  the  war  and 
they  have  no  fear  of  high  prices  if  quality  is 
present.  C.  J.  Van  Houten  &  Zoon  are  selling 
every  Sonora  they  can  get  and  Mr.  Hamlin  made 


made  that  resulted  in  a  plan  which,  it  is  believed, 
will  please  all  Sonora  distributors  no  matter 
vi  here  they  may  be  located. 

Questions  of  equipment  and  finish  were 
threshed  out  at  length,  and  as  definite  informa- 
tion was  obtained  as  to  the  number  of  the  vari- 


meet  requirements  until  it  actually  goes  to  the 
machines. 

L.  C.  Lincoln  on  Co-operation  With  Dealers 

L.  C.  Lincoln,  Sonera's  advertising  manager, 
outlined  the  method  for  co-operating  with  deal- 
ers in  advertising.    He  gave  a  list  of  the  places 


Some 

a  vigorous  plea  for  a  greatly  increased  produc- 
tion from  now  on. 

An  Interesting  Discussion 
The  discussion  as  to  the  popularity  of  various 
kinds  of  wood  was  opened  by  Mr.  Andrews  and 
after  an  animated  discussion  accurate  knowledge 
was  obtained  of  what  the  various  distributors 
desire  for  their  customers.  It  was  apparent  that 
not  every  section  of  the  country  wants  the  same 
goods.  The  public's  taste  varies  in  diflferent 
parts  of  the  country.   Arrangements  were  finally 


Snap-shots  Made  During  the  Sonora  Convention 

ous  models  which  will  be  wanted,  the  Sonora 
factories  are  now  ready  to  go  ahead  without  de- 
lay on  next  year's  program. 

Mr.  Herzog  gave  a  history  of  woods  as  used 
in  furniture  making  and  explained  the  difference 
between  correct  and  incorrect  methods  of  manu- 
facturing. In  the  course  of  his  talk  he  said  that 
lumber,  which  now  costs  $210,  could  be  bought 
several  years  ago  for  $26.  He  showed  the  dis- 
tributors that  it  is  not  easy  to  be  absolutely 
certain  that  the  wood  stock  which  is  on  hand  will 


Period 

in  which  Sonora  is  doing  extensive  outdoor  pub- 
licity and  mentioned  briefly  the  various  sales 
helps  which  are  available  for  the  use  of  dealers. 
Sonora  Distributors'  Association  Organized 
The  Sonora  Distributors'  Association  was  or- 
ganized and  the  following  officers  elected:  Presi- 
dent, Frank  M.  Steers;  vice-president,  Chas.  T. 
Malcomb;    secretary   and   treasurer,   Julian  T. 
Mayer;    executive   committee,   E.   N.  Upshaw, 
Fred  E.  Yahr,  Graham  French,  Walter  J.  Ham- 
{Continued  on  page  64) 


64 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


FIRST  ANNUAL  CONVENTION  OF  SONORA  DISTRIBUTORS  SCORES  BIG  SUCCESS— (Continued  from  page  63) 


lin,    G.    B.    Moxlej-    and   Sewall    D.  Andrews. 

The  following  resolution  was  offered,  express- 
ing the  thanks  of  the  Sonora  jobbers  at  the  valu- 
able work  done  at  the  convention  and  express- 
ing the  satisfaction  of  all  concerned  with  the 
progress  which  was  being  made: 

''Whereas,  through  the  kindness  and  gener- 
osity of  the  Sonora  Co.,  we,  the  distributors  of 
the  Sonora,  have  been  given  the  opportunitj^  to 
assemble  together  in  New  York  for  a  three  days' 
conference  with  the  officers  and  manufacturers 
of  the  companj',  and  feeling  that  we  have  all 
greatly  profited  by  the  helpful  discussion  of  mat- 
ters affecting  the  line,  not  only  as  to  production, 
styles,  finishes,  etc.,  but  also  the  many  other 
important  subjects  in  respect  to  the  distribution 
of  the  Sonora,  we  therefore  desire  in  this  formal 
manner  that  the  Sonora  Co.  knovvr  of  the  con- 
fidence we  have  in  its  entire  personnel,  and  our 
verj'  high  regard  for  their  splendid  and  un- 
paralleled line,  and  pledge  our  increasing  and 
enthusiastic  support  to  them  in  the  further  de- 
velopment of  their  plans. 

"We  wish  to  especially  convey  to  Mr.  Briglit- 
son,  president  of  the  Sonora  Co.,  our  high  regard 
for  the  splendid  executive  ability  which  he  has 
exhibited  in  the  phenomenal  development  of  'lis 
company,  and  to  not  only  renew  our  expressions 
of  appreciation  and  thanks  to  him  for  givina:  us 
this  opportunity  for  the  closer  association  with 
him  and  his  capable  co-workers  in  the  free  and 
open  discussion  of  Sonora's  future  plans,  but  we. 
desire  to  extend  to  him  also  our  sincere  and 
earnest  wishes  for  continued  health,  happiness 
and  prosperit)',  and  that  we  may  be  privileged 
to  have  his  guidance  for  many  years  to  come 
in  the  future  successful  development  of  the 
Sonora  phonograph." 

Mr.  Brightson  in  a  reply  outlined  the  growth 
of  the  company  and  told  of  the  high  esteem  in 
which  the  Sonora  is  held  hy  bankers.  He  also 
pointed  out  that  there  is  no  dull  season  in  the 
phonograph  line. 

Discussions  on  the  subjects  of  finance,  dis- 


counts, trade  acceptances,  instrument  stamp  tax 
for  advertising,  etc.,  followed.  The  relative 
merits  and  reasons  for  large  and  small  sized 
space  in  newspapers  and  magazines  were  dwelt 
on  by  Mr.  Desbecker.  The  arrangements  for 
handling  dealers'  advertising  in  newspapers  and 
billboards  were  taken  up.  L.  C.  Lincoln  gave 
data  as  to  the  percentages  of  the  advertising  dis- 
tribution for  the  current  year. 

Mr.  Wolff  spoke  on  the  service  the  Sonora 
dealer  must  give  customers.  The  question  of  the 
number  of  dealers  necessary  to  cover  a  given 
sized  territory  was  considered  carefully.  Mr. 
Montagnes  interested  the  distributors  greatly  by 
reading  to  them  a  list  of  the  prices  at  which 
Sonoras  are  sold  in  Canada.  The  great  increase 
in  price  in  Canada  over  that  in  the  United  States 
is  due  to  the  many  duties,  such  as  import,  ex- 
cise tax,  sales  tax,  etc.  The  subject  of  retail 
stores  was  taken  up  hy  Mr.  French,  of  Phila- 
delphia, and  Mr.  Steers,  of  San  Francisco. 

The  business  session  of  the  convention  closed 
late  Wednesdajf  afternoon  and  Wednesday  eve- 
ning Sonora  distributors  saw  "Ziegfeld's  Fol- 
lies" and  admitted  that  Flo  Z.  has  very  good 
taste. 

Enjoyable  Events  for  Thursday 

On  Thursdaj'  most  of  Sonora's  distributors 
found  their  way  to  headquarters  at  279  Broad- 
way and  chatted  with  the  heads  of  the  various 
departments.  After  a  substantial  lunch,  enliv- 
ened by  an  interesting  game  played  with  five 
cubes,  the  distributors  adjourned  to  the  Polo 
Grounds  and  saw  one  of  the  best  games  of  the 
season. 

Part  of  the  Sonora  contingent  whose  tastes 
were  more  marine  than  terrestrial  accompanied 
President  George  E.  Brightson  to  the  first  of 
the  international  yacht  races  and  saw  the  "Sham- 
rock" come  home  a  winner  when  the  "Resolute" 
broke  its  clothes-line,  or  some  other  important 
technical  detail. 

Although  the  previous  days  of  the  week  had 
been  hot  and  sticky  enough  for  the  dweller  in 


the  warmest  of  regions,  Friday  was  delightfully 
cool  and  comfortable.  At  the  Garden  City  Coun- 
try Club  there  were  vigorous  golf  battles  befor? 
and  after  lunch  and  in  the  evening  the  golf 
prizes  were  awarded  by  a  novel  arrangement 
whereby  everyone  had  a  fair  chance  to  be  the 
big  winner. 

Prize  Winners  at  Golf 

Wm.  H.  Lincoln,  of  the  Orinoco  Furniture 
Co.,  walked  off  with  first  prize,  and  chose  a 
match  box.  Mr.  Vastine  took  second  and  se- 
lected a  hammered  silver  smoking  set.  Mr. 
Drummy  traveled  away  with  a  silver  traveling 
clock  and  Mr.  Walker  was  awarded  a  small  sil- 
ver traveling  lamp,  the  ideal  thing  for  a  smoker. 
A  handsome  buckled  belt  went  to  C.  S.  Ham- 
mond, of  Fred'k  Loeser  &  Co.,  Brooklyn.  Con- 
solation prizes  of  an  amusing  nature  went  to 
Mr.  Morris,  Mr.  Yahr,  Mr.  Steers  and  Paul 
Glynn.  Mr.  Yahr- in  particular  distinguished 
himself  hy  sensational  playing,  but,  owing  to 
the  unusual  method  of  awarding  prizes,  failed  to 
bring  home  the  bacon. 

Distributors  Pleased  With  Convention 

Ever}-  distributor  expressed  himself  as  being 
delighted  with  the  work  of  the  convention  and 
everj'one  is  looking  forward  to  an  extraordi- 
narily big  year  to  come.  The  wide  divergence 
of  opinions  on  practically  all  subjects  was  a 
revelation  to  the  distributors,  who  quickly  com- 
prehended that  Sonora's  executives  have  no  easy 
task  in  satisfying  everybody,  but  by  going  over 
each  point  which  arose  and  considering  it  from 
all  angles  arrangements  were  made  which,  it  is 
believed,  will  satisfy-  everybody. 

This  was  a  real  working  convention  and 
everyone's  opinion  was  that  the  convention  was 
a  wonderful  thing  and  was  of  inestimable  value 
in  establishing  a  sound  program  for  1921  and 
in  bringing  about  a  better  understanding  and 
better  feeling  between  the  company  and  the  dis- 
tributors. By  knowing  just  what  the  plans  are 
(Conti)iued  on  page  66) 


ACME 


Stands  for  Highest  Quality  and  Prompt  Service 


WE  MANUFACTURE 

ACME  MICA  DIAPHRAGMS 

WE  SUPPLY  AFRICAN  AND  INDIA  RUBY  EXCLUSIVELY 

Any  Size  and  Any  Thickness  and  Quantity 

LET  us  HAVE  YOUR  INQUIRY 


ACME  MICA  COMPANY,  Incorporated 

Importers  and  Manufacturers 

56  BLEECKER  ST.,  Phone,  Spring  7197  and  7198  NEW  YORK 


August  IS,  1920 


THE   TALKING    MACHINE  WORLD 


65 


FOR 
Steamships, 
Theatres  and 

Dancing, 
Entertainment 

or  Novelty 
and  Numerous 
Other  Purposes 


Patented  in  U.S.A. and  Foreign  Countries 


FOR 
Schools, 
Clubs  and 
Colleges,  or 
Parks,  Camps, 
Summer  Resorts, 
Public  Speaking 
and  Announcing 


Music  and  Voice  Telemegafone 


Music  Master 
22"  Horn 


Telemegafone  that  repro- 
duces   music    and  voice 
faitlifully 


President 
Wilson 

used  the 
Magnavox 
Telemegafone  to 
talk  to  50,000 
people  at 
San  Diego 

Vice-President 

Marshall's 

voice  was  carried  to 
^the  tower  of  the 
Trinity  Church  in 
Washington,  D.  C, 
and  reproduced 
with  sufficient 
volume  to  be  heard 
over  the  greater 
part  of  the  city. 


Increases  the  volume  of  any 
Phonograph  many  times 


Plays 
all  records 


^^^^ 


Music    transmitted  elec- 
trically from  tone-arm 


Two  wires 
to  6-volt 
battery 


connect 
storage 


Volume  of  sound  regulated  from  very  weak 
to  very  strong 


Territory  Rights  Available  in  all  parts  of  [United^ ^States 


The  Home  of  Magnavox    Telemegafonea ,    and   the   famous   anti-noise   Marine,    Commercial  and 

Airplane  Telephones 

WRITE  FOR  BULLETIN  No.  22S20 

THE  MAGNAVOX  COMPANY 


The 
President's 
Victory  Loan 

message  was  trans- 
mitted by  wireless 
telephone  from  an 
airplane  and  repro- 
duced to  21,000 

people  at  the 
Treasury  Bldg., 
Washington,  D.  C. 

This 

Instrument 

has  also  been  used 
with  great  success 

by  Secretary 
Daniels,  Admiral 
Sims  and  many 
other  prominent 
public  speakers. 


2701-2765  East  14th  Street 


Oakland,  California 


PACIFIC  COAST  DISTRIBUTORS   OF  SONORA  PHONOGRAPHS 


66 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


FIRST  ANNUAL  CONVENTION  OF  SONORA  DISTRIBUTORS  SCORES  BIG  SUCCESS— (Continued  from  page  64) 


for  the  next  j'ear  Sonera's  distributors  are  in  a 
position  to  give  accurate  information  to  dealers 
as  to  what  Sonora  has  to  offer  them  and  the 
distributors,  from  their  own  personal  knowledge, 
can  explain  the  great  benefits  which  a  Sonora 
agency  brings. 

Mr.  Jackson  said:  "I  believe  that  this  conven- 
tion is  the  biggest  thing  the  Sonora  Co.  has  ever 
done.  It  is  amazing  to  learn  of  the  differences 
of  opinion  of  the  various  distributors  on  prac- 
tically all  subjects  and  it  is  onU^  in  a  way  like 
tills  that  a  clear  idea  can  be  obtained  of  the  dis- 
tributors' requirements.  By  reaching  definite 
decisions  here  the  factorj'  will  be  in  a  position  to 
give  the  distributors  exactly  what  they  want  dur- 
irig  the  coming  3-ear.'' 

Mr.  Brightson's  Interesting  Comments 

George  E.  Brightson,  president  of  Sonora, 
said:  "The  convention  of  Sonora  distributors 
apparently  was  verj'  successful  and  I  was  most 
deeply  impressed  by  the  growth  of  the  Sonora 
Co.  when  I  saw  over  a  score  of  Sonora  distribu- 
tors, every  one  of  them  a  big  business  man, 
working  in  their  shirt  sleeves  without  coats  or 
vests  in  a  hot  hotel  from  10  o'clock  in  the  morn- 
ing until  6:30  at  night.  They  were  working 
mighty  hard  too,  formulating  policies  -for  a  busi- 
ness which  they  all  know  is  their  business.  We 
are  very  grateful  indeed  for  the  thought  and 
study  which  was  evidenced  by  the  distributors 
here  and  everj'^  suggestion  and  recommendation 
was  carefullj'  written  down  and  will  be  given  our 
most  earnest  consideration. 

"One  remarkable  part  of  the  convention,  ac- 
cording to  my  waj'  of  thinking,  was  that  when 
the  subject  of  how  to  sell  Sonoras  was  reached 
the  topic  was  dropped  in  a  few  minutes  without 
discussion  because  it  was  seen  that  there  was 
nothing  to  be  said.  There  is  no  problem  of  how 
to  sell  Sonoras.  Our  entire  time  at  the  conven- 
tion was  devoted  in  determining  what  to  pro- 
duce and  how  to  produce  it,  of  the  best  quality 
and  with  the  greatest  speed  of  production  con- 
sistent with  the  very  highest  grade  of  goods. 


and  how  to  acquaint  the  public  with  what  we 
have  to  sell. 

"The  most  appreciated  feature  of  the  conven- 
tion was  the  report  that  no  distributor  has  a 
slock  of  goods  and  that  dealers  are  entirely  sold 
out  of  Sonoras. 

"We  can  tell  you  what  our  next  year's  busi- 
ness wfll  be  now.  It  will  be  all  that  our  factories 
can  possibly  produce,  because  the  public  is  wait- 
ing for  all  the  Sonoras  it  can  get." 


JAZZ  INVADES  BOSTON  COLLEGE 

Talking  Machine  Now  Used  in  Typewriting 
Classes  Brings  Remarkable  Results  and  It 
Looks  as  if  It  Would  Win  Recognition  on  Its 
Own  Merits — Teacher  Explains  Methods 


Boston  has  accepted  the  jazz  recoid!  In  one 
of  the  busy  business  schools,  pardon  uS,  they 
call  it  the  Boston  University  College  of  -Secre- 
tarial Science — Bostonians  are  so  precise  -the 
classes  in  typewriting  are  learning  to-  cli:k  off 
their  fifty  words  a  minute  to  the  strains  of  c  ne 
of  the  more  modified  and  subdued  jazz  recr  rds. 
The  blue  music  has  been  toned  down,  or  up.  to 
a  quiet  shade  of  gray,  but  still  is  allowed  to 
retain  just  enough  of  its  wicked.ness  to  make  it 
interesting!  Miss  Louise  H.  Smith,  teacher  of 
the  class,  is  high  in  her  praise  of  the  e.xperiment, 
for  it  is  making  a  group  of  experts  in  record 
time. 

Miss  Smith  explains  the  principle  of  the  jazz 
efficiency  hy  saying,  "Rhj'thm  in  typewriting  is 
the  fundamental  secret  to  quick  learning.  The 
music  not  only  gives  the  desired  rhythm  for  the 
girls  to  follow,  but  it  takes  their  minds  off  the 
heat  and  their  own  inexperience." 

And  so  Miss  Smith  has  her  class  typing  the 
exercise  "r-x-p-g,  r-x-p-g"  to  the  latest  fox-trot. 
As  practice  makes  perfect,  she  increases  the 
speed  of  the  record  so  that  before  they  realize 
it,  the  beginners  are  swinging  along  at  rates 
hitherto  undreamed  of. 


—  1  oLLsr/' 
ror  the  - 
Vi  c  t  o  V 
Tallcinq 
i  mcmn© 


..ridi 


lanapohs 


The  girls  in  the  class  find  the  idea  of  music 
with  their  lesson  is  excellent.  A  time  may  come 
when  large  offices  employing  dozens  of  young 
women  typists  will  install  a  talking  machine  to 
play  the  latest  records  while  the  girls  jazz 
through  the  business  of  the  day  in  half  the 
hours  thej-  now  spend  grinding  out  the  daily 
routine.  Of  course,  it  may  keep  the  boss  busy 
poring  over  the  record  lists,  but  his  letters  will 
go  out  on  time. 


Note  the  change 
in  our  address 


STODART 


Note  the  change 
in  our  address 


A  P   

The  sign  of  a  quality  phonograph 

A  high  grade  instrument  appealing  to  high  grade  prospects 
Exemplifies  its  superiority — in  Case  Design,  Tone  and  Equipment 

Five  handsome  and  distinctive  models  in  mahogany. 

Stephenson  Precision-made  motor  with  velour  turn-table. 
Universal  Tone  Arm. 

Its  remarkable  reproducing  device  creates  extraordinary 
tonal  volume  and  tonal  beauty.    Tone  modifying  rod. 

The  Stodart  Phonograph  is  distinguished  for  the  identical 
quality  which  has  made  the  Stodart  Piano  famous  for  a  century. 

A  constantly  growing  demand  is  reported  by  our  enthusi- 
astic chain  of  nationally  distributed  Dealers. 


you. 


Find  out  how  and  why  this  Leader  can  make  money  for 
Write  right  now. 


STODART  PHONOGRAPH  CO.,  Inc. 


'PHONOGRAPHS  WITH  A  PEDIGREE" 

GEORGE  H.  BEVERLY,  General  Manager 


Bush  Terminal  Sales  Building 


130-132  West  42nd  Street 


NEW  YORK 


The  Talking  Machine  World,  New  York,  August  15,  1920 


HERE  AT  LAST  IS 
A  REAL  NOVELTY 

That  Means 

Profits  and  Plenty  of  Them 
to  Every  Live  Dealer 

Every  Phonograph  Owner  is  a  Prospect 

\/ OU  cannot  sell  any  more  phonographs  to 
^  phonograph  owners.  That  limits  your  field 
in  that  line.  There  is  a  limit  to  the  number  of 
records  you  can  continue  to  sell  to  your  customers. 

The  A  merican  Home  Recorder 

can  be  sold  to  every  owner  of  a  Phonograph.  Its  appeal  is 
absolutely  unique.  The  opportunity  of  making  their  own 
records  has  not  been  heretofore  offered  to  the  public. 

All  you  need  to  do  is  to  demonstrate  this  wonderful  little 
instrument  and  you  have  a  sale  well  under  way. 

From  the  standpoint  of  entertainment  it  opens  up  a  world 
of  possibilities. 

As  a  help  in  musical  training  it  will  be  recognized  by  every 
teacher  and  student.  In  no  other  way  can  a  vocalist  or  in- 
strumentalist listen  to  his  own  performance  with  the  oppor- 
tunity to  study,  criticize  and  improve  it. 

The  American  Home  Recorder  unites  the  family  circle 
and  provides  entertainment  by  faithfully  recording  and 
reproducing  the  voices  of  the  loved  ones  of  the  home. 

It  will  appeal  to  business  men  as  the  most  inexpensive  medium  for 
taking  dictation  on  the  market.  The  above  features  make  certain 
a  wonderful  sale  for  the  AMERICAN  HOME  RECORDER  in 
every  community. 

AMERICAN  HOME  RECORDER 


49  WEST  45th  STREET 


NEW  YORK 


The  Talking  Machine  [Vorld,  New  York,  Augtist  15,  1920 


The  American  Home  Recorder 


Enables  Every  One  to  Make  Their  Own  Records 

EACH  individual  recorder  set  consists  of 
papier  mache  horn,  recorder,  reproducer, 
elbow  castings,  set  screws  and  aluminum  disk, 
wax  recording  record  and  chemicals  to  clean 
wax  record. 

The  simplicity  of  operation,  ease  of  attachment  of  THE 
American  Home  Recorder  and  moderate  price  are  in- 
stantly recognized.  Nothing  to  worry  about — nothing  to 
get  out  of  order.  A  smooth,  efficient  device  that  is  on  the 
job  all  the  time  and  will  prove  one  of  the  fastest  money 
makers  in  the  industry. 

DEALERS:— Let  us  tell  you  all 
about  our  carefully  worked  out 
Dealers'  co-operative  plan  and  put 
you  in  quick  touch  with  the  job- 
ber in  your  zone. 


JOBBERS: — There  is  some  attrac- 
tive open  territory  available  on  an 
exclusive  zone  basis.  This  is  your 
big  opportunity.  Get  in  immediate 
touch  with  us. 


AMERICAN  HOME  RECORDER 

49  WEST  45th  STREET  NEW  YORK 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


67 


Pablo  Casals,  whom  the  critics  call  the  greatest 
musician  in  the  world,  has  made  seductive  'cello 
records  of  Saint-Saens'  "The  Swan"  and  Rubinstein's 
"Melody  in  F."  Good  for  steady  sales.  iOrder  big. 
Columbia  49796  and  49804. 


Columbia  Graphophonc  Co 

NEW  YORK 


FRED  R.  SHERMAN  MAKES  BUSINESS ,  TRIP  IN  AIRPLANE 

Vice-president  of  Sherman,  Clay  &  Co.  Visits  Four  Branch  Houses  in  a  Single  Day  by  Means  of 
Aerial  Transportation — Does  a  Week's  Work  in  Approximately  Six  Hours 


San  Francisco,  Cal.,  Aug.  5.— As  a  result  of 
the  successful  experience  of  Fred  R.  Sherman, 


be  adopted  officially  by  those  who  want  to  clean 
up  the  greatest  amount  of  business  in  the  widest 


stores  in  Sacramento,  Stockton,  Fresno,  San 
Jose  and,  Oakland,  and  returned  to  San  Fran- 
cisco headquarters  shortly  after  two  o'clock  in 
the  afternoon.  In  each  of  the  cities  Mr.  Sher- 
man was  met  by  the  branch  manager  and  taken 
in  an  automobile  to  the  store,  where  business 
matters  were  discussed.  Through  the  use  of  the 
airplane  and  a  little  system  Mr.  Sherman  cov- 
ered in  approximately  six  hours  what  would 
have  required  nearly  a  week  to  cover  under  ordi- 
nary circumstances. 

The  accompanying  photograph  shows  Mr. 
Sherman  landing  in  Sacramento,  where  he  was 
met  by  a  number  of  the  employes  of  the  branch 
and  accorded  an  enthusiastic  reception  on  his 
trip. 


INTRODUCE  NEW  MACHINE  LINE 


Fred  R.  Sherman,  on  Airplane  Tour  of  Branches,  Landing  in  Sacramento 

Left  to  right — J.  C.  Van  Horn,  F.  M.  Martell,  W.  O.  Willson.  M.  Camp,  Irving  L.  Ileilbron,  F.  R.  Sherman, 
William  Pope  Jordan,  A.  J.  Beverly,  Ira  Jones,  H.  W.  Gray,  C.  Hazelwood  and  T.  W.  Gracie 

vice-president  of  Sherman,  Clay  &  Co.,  in  visit-  territory  in  the  smallest  possible  space  of  time, 

ing  five  of  the  company's  branch  houses  in  vari-  Utilizing  an  airplane  piloted  by  Lieut.  Pickup, 

ous  parts  of  the  State  in  a  single  day  via  air-  Mr.  Sherman  left  San  Francisco  early  in  the 

plane,  it  is  not  unlikely  that  the  air  route  will  morning    and    visited    the    company's  branch 


Bloomsburg,  Pa.,  August  6. — The  American 
Talking  Machine  Co.  of  this  city  has  placed  on 
the  market  a  new  talking  machine  which  will 
be  known  as  the  Americanola.  This  machine  is 
being  manufactured  at  the  company's  plant  in 
Bloomsburg  and  the  complete  line  consists  of 
five  standard  models. 

The  company  recently  increased  the  capacity 
of  its  plant  and  through  the  use  of  excellent 
railroad  facilities  is  giving  its  distributors  and 
dealers  splendid  service.  The  American  Talk- 
ing Machine  Co.  is  also  a  distributor  for  Lyric 
lateral  records  and  has  established  many 
agencies  throughout  this  section  of  the  country. 


The  "sub-deb"  record  buyer  is  sometimes  the 
bane  of  the  poor  salesman's  existence.  He  needs 
tc  be  a  mind-reader  at  least  to  satisfy  her  re- 
quirements. 


POLISH  MUSIC  ROLLS 


ITALIAN  MUSIC  ROLLS 


JEWISH  MUSIC  ROLLS 


POLSKA  MUZYKA 
Przez  Polskich  Pianistow 


MUSICA  ITALIANA 
Sonata  da  pianisti  Italiani 


AND  MALO  RUSSIAN 

Offer  greatly  increased  profits  from  your  foreign 
record  trade. 

Cut  from  original  scores,  interpreted  by  expert 
pianists  of  the  same  nationality  and  authentic 
in  every  detail. 

THE     MONOROLL  Four  Sizes:  75  cents  to  $1.75  Retail 

Jewish,  Italian,  Polish  and  Russian  Rolls  now  ready.         In  preparation:  Hungarian,  Bohemian  and  Lithuanian  Rolls 

Made  by  THE  ROSE  VALLEY  CO.,  55th  St.  and  Hunter  Ave.,  Philadelphia 


68 


THE    TALKING    MACHINE  WORLD 


August  15, 


1920 


- 

Grasping  thel?/jf/r^Opportunity 

Brinofs  Success! 

THE  AEOLIAN-VOCALION  DEALERSHIP 

IS  THE  RIGHT  OPPORTUNITY  for  the 

LIVE  MERCHANDISER 

IrUb  AJtL.JLLf\l>- VL/v^/YLlLJiN  1  rlLyi>L^LTi\jf\l  rl  IS  tiie  great 
musical  achievement  of  modern  times.  ARTISTICALLY, 
SCIENTIFICALLY  and  COMMERCIALLY— It  is  RIGHT 

TONE  QUALITY— 

Recognized  instantly  as  RIGHT 

TONE  ARM— 

A  universal  tone  arm  which  will  play  all  makes  of  records  the 
RIGHT  ^^2iy 

RECORDS— 

Lateral  cut,  recorded  and  reproduced  RIGHT 

IT  HAS 

AN  AUTOMATIC  STOP— 

which  is  simple,  effective  and  RIGHT 

THE  GRADUOLA— 

not  only  RIGHT  but  the  most  important  development  in 
recent  years 

CASE  DESIGNS— 

which  are  pre-eminently  RIGHT 

FELT  INSULATION— 

which  keeps  foreign  sounds  out  of  the  music — RIGHT! 

DEALERS:  THIS  IS  YOUR  RIGHT  OPPORTUNITY 

Write  today  for                                           .               We  still  have  some 
Contracts  and  Discounts                                             unoccupied  territory  LEFT^ 

WE  CONTROL 

MINNESOTA 

-     NORTH  and  SOUTH  DAKOTA     -  MONTANA 

WESTERN  WISCONSIN     -     NORTHERN  MICHIGAN 

STONE  PIANO  COMPANY 

DISTRIBUTORS 

Also  jobbers  for  the  celebrated  Mel-o-dee  Rolls.    Ask  us  about  them 

Minneapolis,  Minn. 
Stone  Building 

Fargo,  North  Dakota 
Stone  Building 

August  IS,  1920 


THE    TALKING   MACHINE  WORLD 


69 


HEADOUARTERS  NOW  IN  NEW  YORK 

Cirola  Phonograph  Co.  Now  Located  at  1  West 
Thirty-fourth  Street,  New  York — Business 
Broadened  Out — Plant  in  Philadelphia 


The  executive  offices  of  the  Cirola  Phonograph 
Corp.  have  been  moved  from  their  former  loca- 
tion in  the  Colonial  Trust  Building,  Philadel- 
phia, to  1  West  Thirty-fourth  street,  New  York 
City.  The  Cirola  Phonograph  Corp.  has  lately 
undergone  great  expansion,  not  only  in  working 
capital  but  in  the  organization  as  well.  Those 
who  are  directing  the  destinies  of  this  newly 
reorganized  company  from  the  executive  head- 
quarters in  this  city  are  Leonard  Dresdner,  Ma.x 
Gordan  and  Daniel  Blumenthal.  G.  D.  Giacomo 
will  continue  as  treasurer  of  the  organization 
and  John  de  Angelis,  who  has  accomplished 
much  in  making  the  Cirola  phonograph  so  well 
known,  will  continue  in  the  sales  staff  of  the 
organization.  Whereas  the  factory  of  the  com- 
pany will  still  be  maintained  in  Philadelphia, 
a  large  assembling  plant  has  been  installed  at 
333-339  West  Thirty-sixth  street,  New  York  City. 


EMERSON  TRAVELERS  ACTIVE 


Sales  Organization  of  Emerson  Phonograph  Co. 
Co-operating  With  Jobbers  to  Advantage — 
Introduce  Retail  Merchandising  Campaigns 
Featuring  the  Emerson  Phonograph 


jobbers,  and  his  activities  will  be  devoted  to  the 
complete  Emerson  line. 

M.  O.  Giles,  of  the  sales  staff,  has  been  spend- 
ing some  time  with  the  various  jobbers,  assisting 
them  in  developing  Emerson  phonograph  busi- 
ness. At  the  present  time  he  is  working  in 
conjunction  with  the  sales  organization  of  the 
Marshall  Wells  Co.,  Duluth,  Minn.,  and  before 
returning  to  New  York  will  call  upon  the  job- 
bers in  the  South  and  .Southwest,  working  along 
similar  lines  and  co-operating  with  the  jobbers 
in  their  phonograph  campaigns. 

After  completing  his  work  in  the  Philadelphia 
territory  Mr.  Usher  left  for  New  York  State, 
where  he  is  spending  several  weeks  with  the 
Emerson  jobber  at  Syracuse,  N.  Y.,  the  Emer- 
son Products  Co.  Mr.  Usher  is  working  with 
the  salesmen  connected  with  this  branch  and  im- 
portant merchandising  plans  in  connection  with 
the  Emerson  Phonograph  Co.  will  be  introduced 
in  this  territory. 

.\ccording  to  present  arrangements,  Mr.  Mac- 
Macken  will  soon  leave  for  Boston,  Mass., 
where  he  will  stay  for  several  weeks,  working  in 
conjunction  with  the  New  England  distributors 
of  Emerson  products  in  that  territory. 

Mr.  Carroll  is  planning  to  leave  shortly  for  a 
visit  to  the  jobbers  in  New  York  State  and  Bos- 
ton, subsequent  to  which  he  will  probably  make 
an  extensive  Western  trip. 


IT  d  FV'C  GRAPHITE  PHONO 
m>jtJ*j  1-1  »    J  SPRING  LUBRICANT 

lltlcy's  Lubricant  makes  the  Motor  make  good 

li  prepared  In  the  proper  coasisteocy,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.   RemalDS  in  its  original  form  Indefinitely. 
Put  Up  in  t.  5.  10.  25  and  30-pouDd  cam  (or  dealer*. 

Thti  lubricant  fa  also  put  up  In  4-ounce  cans  to  retail  at  2$  cents 
each  under  lh«  trade  name  of 

FITDFKA  NOISELESS  talking 

Mj%jn.aUMM.i%.    MACHINE  LUBRICANT 

fV riU  for  Mfieclal  pmpoiiUon  io  jothm. 

ILSLEY-DOUBLEDAY  &  CO.,  229-231  Front  St..  New  York 


OCCUPYING  NEW  BUILDING 

Schmelzer  Arms  Co.  Moves  Into  New  Home — 
A.  A.  Trostler  Discusses  General  Conditions 


J.  I.  Carroll,  manager  of  sales  of  the  Emerson 
Phonograph  Co.,  has  been  receiving  excellent  re- 
ports from  the  members  of  his  sales  organiza- 
tion regarding  the  progress  they  are  making  in 
the  introduction  of  the  new  Emerson  phono- 
graph. Harvey  Morrison,  assistant  to  Mr.  Car- 
roll; Robt.  MacMacken  and  Chas.  F.  Usher  have 
been  spending  several  weeks  in  Washington, 
Philadelphia  and  eastern  Pennsylvania  develop- 
ing business  for  the  Emerson  jobbers  in  behalf 
of  Emerson  phonographs.  Their  efforts  have 
produced  splendid  results  and  many  important 
connections  have  been  established. 

Wm.  H.  Shire,  field  manager  of  the  company, 
is  now  in  the  West  on  an  important  trip,  which 
will  include  a  visit  to  Emerson  distributors  be- 
tween New  York  and  Omaha.  According  to  his 
present  plans,  Mr.  Shire  will  visit  about  ten 


H.  C.  HAWKER  WITH  ORMES,  INC. 

Well-known  Talking  Machine  Man  Will  Cover 
New  York  City  Territory  for  This  Concern 


Ormes,  Inc.,  Victor  distributor  of  New  York 
City,  has  announced  the  appointment  of  Harrj' 
C.  Hawker  to  the  sales  staff.  Mr.  Hawker  is 
an  experienced  talking  machine  man,  part  of  his 
experience  being  from  the  standpoint  of  the 
dealer.  He  has  a  pleasing  personality  and  will 
doubtlessly  make  many  friends  throughout  the 
New  York  City  territory  which  he  will  cover 
for  Ormes,  Inc.  Mr.  Hawker  succeeds  S.  A. 
Saunders,  who  recently  resigned  from  the  Ormes 
staff.  H.  E.  Beauregard  of  the  Ormes  sales 
staff  received  a  prize  of  $25  from  the  Penn 
Phonograph  Co.  of  Philadelphia  for  his  excellent 
sales  record  of  the  Penn-Victor  dogs  produced 
by  that  company. 


Kansas  City,  Mo.,  August  6. — The  SchmelzCr 
Arms  Co.,  of  this  city,  Victor  wholesalers,  have 
moved  into  their  new  building  and  the  various 
departments  are  being  whipped  into  shape  as 
rapidly  as  possible. 

Many  out-of-town  dealers  who  have  called  at 
the  company's  new  home  in  the  past  few  weeks 
are  unanimous  in  expressing  the  opinion  that 
the  Victrola  department  in  this  new  building 
will  occupy  one  of  the  finest  homes  in  the  talk- 
ing machine  industry  in  the  West.  Equipment, 
fixtures  and  order-handling  facilities  are  note- 
worthy for  their  efficiency  and  plans  are  being 
made  to  give  the  Victor  dealers  in  this  territory 
maximum  service  and  co-operation. 

In  a  recent  chat  with  The  World,  A.  A.  Trost- 
ler, secretary  of  the  company,  commented  as 
follows  upon  general  conditions: 

"The  prospects  in  this  territory  were  never 
better,  for  we  have  the  second  largest  wheat 
t  rop  in  this  country  and  as  for  corn,  we  really 
do  not  know  what  we  are  going  to  do  with  all 
of  it.  You  know  this  is  an  agricultural  terri- 
tory and  wheat  and  corn  are  our  mainstays. 

"The  dealers  are  very  optimistic  and  are  con- 
tinually asking  for  goods  and  we,  in  turn,  are 
advising  them  that  they  will  receive  more  mer- 
chandise this  Fall  than  ever  before,  because  we 
know  that  the  Victor  Talking  Machine  Co.  is 
going  to  do  everything  it  can  to  bring  its  pro- 
duction up  to  meet  the  demand." 


The  plan  may  be  good,  and  the  product  may 
be  good,  but  success  comes  only  when  it  is 
pushed  by  a  good  man. 


uriinit. 


Distributors  for  the  Puritan  Phonograph 
in  Western  Pennsylvania,  So.  W.  New 
York,  Western  Maryland,  Virginia  and 
West  Virginia 


6Jhe  T^usic 


Phonographs  and  Accessories 

Operaphone  Records  and  Melodee  Rolls 

{Write  us  for  our  special  August  Discount) 


VIOLAPHONE 


NEEDLES 

BRILLIANTONE  WALL  KANE  TONOFONE 

VALLORBES  VELVETONE 
Record  Brushes — Repeater-stops — Record  Albums 


Reed  Efficiency  Furniture  Demonstrating  Rooms 

Counters  Racks 
Our  Specialty — Write  for  catalog 


Eight  beautiful  models,  ready  for  immediate  ship- 
ment. 

Each  unit  manufactured  in  Puritan's  own  fac- 
tory and  every  part  is  guaranteed. 

The  Puritan  Phonograph  (the  phonograph  which 
literally  speaks  for  Itself).  There  is  richness  and 
purity  in  the  reproduction — quite  different  from 
ether  Instruments — that  Invariably  pleases  the 
listener.  The  most  critical  music  lovers  declare 
that  such  smoothness,  clearness  and  volume  of  ton* 
has  never  been  produced  by  ordinary  phonograph. 
(Write  us  for  catalog  and  dealership. ) 


Universal   Display   Fixtures   For  Your   Every  Need 


40%  off  list 


THE  REED  COMPANY  ^^^^ 


5748-50  Ellsworth  Avenue 


Pittsburgh,  Penna. 


70 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


PKonoorapli 


The  Regina  will  play  any  record 
better  than  you  have  ever  heard 
it  played  before  " 


A  MESSAGE 


FOR  over  a  quarter  of  a  century 
The  Regina  Co.  has  manufac- 
tured the  Regina  Music  Box,  a 
product  of  the  highest  standard. 

The  Regina  line  of  phonographs 
also  represents  the  same  high  quality 
that  has  always  been  the  Regina 
standard. 

The  Regina  mechanism  is  manu- 
factured in  its  entirety  in  our  own 
plant  at  Rahway,  N.  J.,  and  is  not 
an  assembled  product. 

We  say:  "The  Regina  will  play  any 
record  better  than  you  have  ever  heard 
it  played  before. ' '  That  is  a  statement 


we  stand  ready  to  back  to  the  limit ; 
and,  remember,  it  is  made  by  an 
organization  noted  for  its  musical  in- 
struments. 

Exclusive  patented  features  make 
the  Regina  instrument  a  sales  creator. 
You  must  investigate  this. 

Excellent  distributing  facilities 
and  increased  production  guarantee 
prompt  deliveries. 

Quality — Distinctive  Features  — 
Prompt  Shipments — Liberal  Profits — 
Dealer  Helps — and  an  organization  of 
years  of  experience  in  the  musical 
industry  await  Regina  Dealers. 


THE 


Perfect  Tone  Expression 


plws  alleecokds  im 

a  CEN TEAL  POSITION 


STOPS  7 

AUTOAiAncsi-'y  I 


The  Regina  is  equipped  with  a  new 
unique  type  of  reproducer  of  velvety  super- 
fine tone.  So  clear— so  rich,  in  fact  it  is 
Nature's  Tone  in  phonographs.  The  cen- 
tral position  of  the  reproducer  prevents 
wear  and  friction  on  all  records.  Plays  all 
disc  records  without  any  special  attach- 
ments whatsoever. 

The  Ball-bearing  Tone  Arm  moves  read- 
ily across  the  record  with  almost  no 
friction,  thus  increasing  the  life  of  the 
record  and  reducing  surface  noises. 


CO 


47  W.  34th  STREET,  NEW  YORK 
.y    209  S.  STATE  STREET,  CHICAGO 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


71 


^^The  Regina  will  play  any  record 
better  than  you  have  ever  heard 
it  played  before" 

A  Sales  Creator 


Amplifying  Sound  Chamber — Constructed  along  scientific 
lines,  so  as  to  give  the  right  depth  of  tone  ;  it  sends  the  sound 
waves  out  in  a  tone  of  rare  beauty  and  perfect  naturalness. 

Reproducer— A  distinct  and  exclusive  feature,  patented  by 
us.  No  attachments  or  universal  joints  required.  The  body 
of  the  reproducer  is  rotated  around  the  axis  of  the  needle, 
either  right  or  left;  thus  assuring  the  proper  path  on  all  records. 


This  prevents  wear  and  damage  to  the  records.  (See  illus- 
tration on  opposite  page.) 

"Nature's"  Diaphragm — made  in  a  distinct  form,  exclu- 
sively our  own  patent,  plays  every  record  with  a  most  natural 
tone,  free  from  blasts  or  shrills,  nor  are  nasal  or  metallic  effects 
noticeable.  The  special  constructed  Regina  diaphragms  will 
bring  out  all  variations,  whether  vocal,  piano  or  violin,  in  a 
better  quality  of  mellow  tone  than  has  heretofore  been  produced. 


THE 


Start  and  Stop  Push  Buttons  —  very  simple  ;  an 
exclusive  and  modem  feature  in  cabinet  types.  Push 
the  button  and  "off  she  goes."  Another  push  button 
stops  the  machine. 

Automatic  Stop — simple  and  convenient.  Used  in 
cabinet  types.  A  most  precise  and  never-failing  device. 

Tone  Modifier—in  a  Regina,  is  a  very  effective 
device  to  control  the  soft,  smooth  velvety  music  or 
bring  out  the  best  merry- whirl  "jazz."  Just  turn  a 
knob.    Model  No.  403  does  not  contain  this  feature. 

Spring  Motors— the  highest  type,  simple,  durable, 
powerful,  noiseless,  smooth  and  steady  running.  With 
one  winding  they  will  run  up  to  thirty  minutes,  accord- 
ing to  the  size  and  style  of  instrument.  All  motors  can 
be  wound  while  playing. 

Cabinets — are  aristocrats  in  richness.  Connois- 
seurs in  art  appreciate  the  gracefulness  in  design ; 
exquisite  beauty  in  finish. 

Workmanship — The  entire  mechanism  is  manufac- 
tured by  skilled  workmen  in  our  own  factory  (not 
merely  assembled)  at  Rahway,  N.J. , where  the  greatest 
care  is  exercised  in  the  imaking.  "Quality"  is  our 
watchword  from  start  to  finish. 

Guarantee — For  over  a  quarter  of  a  century,  we 
have  had  a  world-wide  reputation  of  manufacturing 
musical  instruments  of  the  highest  grade  and  have 
always  stood  behind  all  our  merchandise.  This  repu- 
tation is  upheld  in  the  Regina  Phonograph. 


EightModeh— $40.00 to  $375.00 


501 


CO 


47  W.  34th  STREET,  NEW  YORK 
.y    209  S.  STATE  STREET,  CHICAGO 


72 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  Polish  that  Constantly 


Restores  the  "Finish" 


m 


Perfect  Polish 

FOR  ALL 
VARNISH  ud  ENAMEL 

PINISHED 
SURFACES 


TALKING  MACHINES 
PIANOS.  FDRNITDRE 

MiEofictimd  by 

REFLEXO  PRODUCTS  CO.,  Inc. 
Mufaridsc  Boil£B|,  N.  Y.  C- 

CONTENTS  J  FL.  oz. 


Reflexo  Polish  is  an 
easy-selling  profit- 
puller  because  it 
really  gives  new  life, 
by  restoring  the 
factory  finish  to  the 
varnished  surface. 


^^^^^^^  N 


(Write  for  Samples  and  Prices 
of  Reflexo  Needles  and  Polisfi) 

REFLEXO  PRODUCTS  CO.,  k. 

347  Fifth  Avenue 


C7A^ 

'BlUESTEEfNEEDIE 
ihar Holds  ihe 
Record'lbr 

TEN 
RECO] 


At  34th  Street         New  York  City  Suite  1003  ^ 

Canadian  Distributors:  The  Musical  Mdse.  Sales  Co.,  Toronto 
Foreign  Export:  Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


August  IS,  1920 


THE   TALKING    MACHINE  WORLD 


73 


piiiiiniiiiiiiiinimiiiiiniiiifliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim^ 

I  Making  the  Rainy  Day  Produce  Talking 
I  Machine  Sales  in  Summer  Months ::  =:  By  a.  l.  Ray 


iiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy^ 

Here  is  the  interesting  story  of  a  talker  man 
who  prayed  for  rain!  He  did  this  unusual  thing 
not  because  he  was  a  farmer  but  because  he 
sold  talking  machines  and  records.  You  dealers 
who  complain  that  last  week's  sales  showed  a 
marked  falling  off  due  to  the  rainy  weather  can 
find  much  good  advice  in  this  man's  story,  for 
he  capitalized  the  shining  drops  and  made  them 
rain  golden  dollars  into  his  pocketbook.  We'll 
start  at  the  beginning  and  give  you  sufficient 
atmosphere  and  local  color  to  let  you  see  what 
it  is  all  about. 

He  was  a  man  who  was  in  the  habit  of  spend- 
ing a  part  of  his  summer  vacation  at  the  popular 
hotels  and  summer  resorts  where  the  public 
came  to  find  diversion  and  enjoyment  to  make 
them  forget  how  hard  they  had  to  work  back 
home  to  keep  the  home  fires  burning  in  the 
winter  time  and  buy  porch  chairs  for  the  sum- 
mer. He  was  a  student  of  human  nature  and 
noticed  how  blue  the  world  became  when  the 
rain  descended  in  the  mountains  and  the  guests 
were  obliged  to  gather  on  the  porch  of  the 
hotel  and  pray  for  the  sun  to  come  back  again. 
After  the  usual  number  of  topics  was  exhausted 
and  Mrs.  Grundy  no  longer  had  anything  to 
ofifer,  the  guests  became  the  most  bored  collec- 
tion of  people  imaginable.  They  did  not  know 
what  to  do  and  were  craving  anything  in  the 
way  of  excitement.  This  only  happened  one 
summer  at  this  particular  hotel,  for  he  took 
steps  to  remedy  the  situation  in  the  following 
manner: 

He  got  together  a  sort  of  catalog  containing 
the  hotels,  cottages  and  resorts  within  easy 
distance  of  his  store  and  the  names  of  the 
guests  and  proprietors.  Next  he  collected  a 
staflf  of  salesmen  who  were  artists,  entertainers, 
diplomats  and  even  dancing  teachers.  When  a 
stormy  day  came  along  during  the  vacation  sea- 
son he  would  send  these  men  out  to  the  resorts, 
laden  with  talking  machines  and  a  carefully 
chosen  selection  of  records.  These  salesmen 
timed  their  visits  so  as  to  arrive  during  that 
well  known  hour  of  the  day  when  the  gloom 
and  dejection  of  the  shut-in  guests  were  at  the 
breaking  point  and  they  were  considering  the 
best  way  to  get  back  to  the  city.  Picture  the 
unhappy  mortals  clustered  in  silent  groups 
about  the  hotel.  Into  the  midst  of  all  this  un- 
happiness  comes  the  salesman,  wet  but  cheer- 


lllillllllllllllllllllllllllllllllllllllllllllllllllllllllllll 
ful,  with  a  smile  which  brings  joy  to  every  de- 
jected heart.  He  bustles  in  and  announces  that 
he  has  come  to  bring  the  sunshine  back  again 
and  make  this  vacation  the  best  they  ever  had. 
And  the  way  he  does  it  makes  you  believe  him 
before  he  makes  his  demonstration.  The  guests 
gather  to  hear  his  record  recital  and  forget  their 
troubles. 

At  the  end  of  the  performance  everyone  is  in 
a  good  humor  again  and  the  alert  salesman  takes 
the  opportunity  to  distribute  his  literature  and 
take  any  orders  if  the  guests  should  care  to 
place  them.  His  order  books  are,  soon  full  and 
he  goes  away  with  enough  business  to  make  it 


Even  the  Rainy  Days 
Can  Be  Made  To 
Bring  in  Sales  When 
Proper  Methods  Are 
Employed  by  the 
Progressive  Dealer 


necessary  to  add  some  more  sheets  to  the  com- 
pany's books. 

His  work  during  the  entertainment  is  not 
necessarily  confined  to  demonstration  records 
alone,  for  many  times  he  has  a  chance  to  teach 
his  hearers  the  newest  steps  in  dancing  and  be- 
comes for  the  moment  the  popular  hero.  With 
the  records  of  the  latest  hits  played  at  just  the 
right  tempo  he  injects  into  the  gathering  that 
spirit  of  enthusiasm  which  will  linger  in  the 
minds  of  the  guests  and  make  them  rush  for 
the  store  when  they  return  home  and  get  the 
pieces  for  their  own  use. 

So  much  for  the  out-of-town  campaign.  But 
this  •dealer  who  prayed  for  rain  did  not  confine 
his  efforts  to  the  summer  resorts  entirely  but 
found  another  field  for  profit  right  in  his  city. 
By  means  of  efifective  window  advertising  he 
makes  his  store  appeal  to  the  wet  passer-by  as 
a  cozy  haven  of  refuge  from  the  storm  where 


he  may  stop  and  be  entertained  while  the  rain 
lasts.  Through  his  newspaper  advertising  he 
encourages  people  to  come  to  his  store  when 
the  rain  makes  them  blue  and  disconsolate,  and 
tells  them  that  he  will  be  glad  to  entertain  them 
with  no  obligation  whatsoever  on  their  part. 
He  carries  his  campaign  into  the  homes  of  his 
customers  or  prospects. 

One  of  his  regular  patrons  whom  we  will  call 
Jones,  just  for  the  sake  of  being  original,  comes 
into  the  store  to  buy  some  records  and  the 
dealer  gets  a  list  of  all  of  Jones'  friends.  When 
the  next  rainy  day  comes  along,  these  friends 
are  invited  by  telephone  to  come  to  the  store 
to  hear  one  of  the  rainy  day  concerts  which  the 
firm  is  beginning  this  summer.  They  have  been 
s'elected  from  among  the  talking  machine  own- 
ers of  the  city  as  the  ones  who  would  be  most 
interested  in  this  kind  of  music  and  are  cordially 
invited  to  spend  the  afternoon  at  the  store.  The 
idea  is  subtly  instilled  into  the  hearer's  mind 
that  this  is  a  splendid  chance  to  get  a  little 
diversion  for  nothing  and  he  never  fails  to  come 
in  a  hurry. 

As  for  the  records  themselves,  there  are  so 
many  different  classes  and  kinds  that  a  suitable 
program  can  be  arranged  for  any  situation  and 
even  the  most  pessimistic  person  can  be  made 
to  laugh  his  troubles  away  by  hearing  the  many 
excellent  humorous  records  made  by  the  leading 
comedians  in  the  country.  When  the  public  gets 
to  know  the  store  as  a  place  where  they  can 
have. a  good  time,  they  will  not  fail  to  think  of 
it  when  the  rainy  weather  comes  upon  them. 
Now  you  dealers  who  have  complained  about 
this  slack  business  during  bad  weather,  just 
stop  and  consider  this  story  and  see  if  you  don't 
find  something  worth  while  in  it.  If  you  will 
make  your  stores  homelike,  and  take  pains  to 
let  the  people  know  that  you  have  something  to 
offer  them,  and  then  make  this  felt  at  the  right 
time,  viz.,  when  they  are  feeling  blue  and  dis- 
couraged or  irritated  at  the  weather,  then  you 
will  have  no  fear  of  the  rainy  day  and  poor 
business.  You  will  find  that  people  will  be  only 
too  glad  to  respond  to  your  efforts,  and  their 
appreciation  will  be  measured  by  your  increased 
sales,  not  only  during  the  rainy  summer  weather, 
but  on  all  other  days  as  well.  As  a  matter  of 
fact,  you  can  hardly  conceive  of  a  better  form 
of  publicit}'. 


ADVANCE! 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


74 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


|g:Hjgtsi!agigBtOT:n<HimWHff[»tHPt|«W|«Ptpt|yp^ 


J^ISCRIMINATING 

dealers  are  eliminating 
the  unfit  and  non-standard 
talking  machines. 


1 


The  "Piknik"  accepts  the  challenge. 
A  Heineman  No.  36  double  spring  motor, 
Blood  Universal  Tone  Arm, 
Heavily  nickel  plated  hardware, 
Durable  album,  plywood  case, 

plus 

Compactness,  lightness  and  complete- 
ness qualifies  it  for  any  race. 

Finish  and  tone  qualities  put  the  Piknik 
in  the  best  class  of  phonographs. 

Dealers  will  find  the  Piknik  just  the 
small  machine  they  have  been  look- 
ing for. 

An  excellent  phonograph  for  holiday 
business. 

Catalogue  and  dealer's  proposition  upon 
application. 


IS 

B! 
H 
B 

a 

H 


PIKNIK  PORTABLE  PHONOGRAPH,  Inc.,  Lakewood,  N.  J. 


gp^gteM«Kl«^«lw«8a»Hll«WllgWlM»lHWllallawmlK^amwll»l«tetatetallHtell«^^ 


MOVES  TO  NEW  QUARTERS 

Emerson  Record  Sales  Co.  Now  Located  at  206 
Fifth  Avenue,  New  York — Increased  Facili- 
ties at  New  Headquarters  Praised  by  Trade 


FILMS  INCREASE  BRUNSWICK  SALES     TRAINING  ESSENTIAL  TO  SUCCESS 


"Where  Harmony  Reigns"  (In  a  Flat)  Is  Latest 
Advertising  Move  of  Brunsvwck-Balke- Col- 
lender  Co. — Dealers  May  Buy  or  Rent  Film 


Marie  Tiffany  Warns  Aspiring  Music  Students 
Against  Hasty  Preparation— Talking  Machine 
Recognized  as  a  Valuable  Aid  to  Study 


The  Emerson  Record  Sales  Co.,  local  jobber 
of  Emerson  phonographs  and  Emerson  records, 
has  moved  from  6  East  Forty-eighth  street  to 
206  Fifth  avenue,  New  York.  The  company  ex- 
tended an  invitation  to  local  dealers  to  visit  its 
new  home  and  many  Emerson  dealers  in  this 
territory  took  advantage  of  this  invitation  and 
inspected  the  new  establishment.  In  its  new 
quarters  the  Emerson  Record  Sales  Co.  has 
greatly  increased  facilities  and  will  be  in  a  posi- 
tion to  give  excellent  co-operation  to  the  deal- 
ers in  Greater  New  York. 

With  the  introduction  of  the  new  Emerson 
phonograph,  the  local  sales  organization  is  ma- 
terially increasing  its  activities,  and  judging 
from  the  enthusiastic  reception  accorded  this 
phonograph  there  is  every  reason  to  believe 
that  the  Emerson  Record  Sales  Co.  will  soon 
outgrow  its  present  quarters  and  be  obliged  to 
arrange  for  additional  floor  space  in  order  to 
handle  the  requirements  of  the  local  trade. 


STRADIVARA  CAPITAL  $20,000,000 

The  Stradivara  Phonograph  Co.,  of  Portland, 
Ore.,  has  increased  its  capital  stock  from  $4,- 
000,000  to  $20,000,000.  The  Stradivara  business 
on  the  Coast  has  grown  rapidl}'  during  the  past 
year  and  additional  capital  was  needed  to  ex- 
pand the  company  in  other  sections. 


Hundreds  of  music  dealers  are  adding  a  new 
salesman  to  their  selling  force — the  same  sales- 
man working  for  all  of  them,  although  the  deal- 
ers are  scattered  all  over  the  country.  This 
salesman  has  very  peculiar  characteristics;  he  is 
never  late  getting  to  work,  he  never  strikes  the 
boss  for  a  raise  in  pay  and,  in  towns  where  local 
ordinance  permits,  he  will  work  seven  days  a 
week.  This  salesman's  name  is  "Where  Har- 
mony Reigns"  (In  a  Flat).  He  is  the  latest  ad- 
vertising motion  picture  which  the  Brunswick- 
Balke-Collender  Co.  is  sending  out  to  work  for 
music  dealers. 

The  use  of  motion  pictures  to  stimulate 
Brunswick  phonograph  sales  is  hy  no  means  an 
experiment.  Films  have  been  a  vital  part  of  the 
Brunswick  sales  program  virtually  from  the  time 
the  phonograph  was  first  placed  on  the  market. 
It  was  the  success  of  previous  films  that  caused 
the  Brunswick  Co.  to  put  out  this  last  one. 
Some  dealers  will  buy  the  film  outright.'on  a  cost 
basis.  To  other  dealers  the  Brunswick  Co. 
loans  the  film  for  a  period. 

The  latest  Brunswick  picture,  the  same  as 
previous  ones,  was  produced  by  the  Rothacker 
Film  Mfg.  Co.  "Where  Harmony  Reigns"  (In 
a  Flat)  tells  the  stor}'  of  a  young  married  couple 
in  whose  apartment  "The  Melody  of  Love"  has 
been  drowned  by  the  "Anvil  Chorus,"  until  the 
Brunswick  finally  smooths  their  troubles. 


The  prevalent  idea  of  most  )-oung  music  stu- 
dents that  they  must  go  to  New  York  and  study 
with  famous  teachers  if  thej'  are  to  achieve  suc- 
cess is  deplored  by  Marie  TiiTany,  noted  operatic 
and  concert  soprano  and  Edison  artist. 

By  far  the  majority  of  American  students  are 
in  too  much  of  a  hurry  to  get  to  New  York 
and  the  advanced  training  in  singing,  and  give 
too  little  effort  to  the  important  elementary 
work  with  the  home  teacher.  Miss  Tiffany  de- 
clares. 

"In  these  days  of  reproduced  sound  it  is 
an  easy  matter  to  become  conversant  with  a 
foreign  language,  even  if  there  is  no  teacher  of 
foreign  languages  in  one's  home  town.  The 
operatic  singer  especially  must  know  foreign 
languages. 

"I  cannot  emphasize  too  much  the  importance 
of  continuous  work  and  a  thorough  education  in 
all  branches  of  music.  When  the  time  comes, 
one  must  be  prepared  for  success.  The  oppor- 
tunity always  presents  itself.  When  one  learns 
how  to  think  and  to  discriminate  for  one's  self, 
he  or  she  has  unquestionably  learned  the  big 
bccret  of  success." 


Big  men  are  scarce — there  is  where  the  com- 
mercial world  finds  difficult}- — there  is  where 
ambitious  men  will  find  their  opportunity  in  the 
talking  machine  trade. 


SOUTHERN  DISTRIBUTORS 


PHONOGRAPHS 

and  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE         -         -         -  TENNESSEE 


The  Talking  Machine  World,  Nezv  York,  August  15,  1920 


Records 


10  Bi^  Dance  Sellers 


4040  ! 
10-in^ 
$1.00 


4080  r 
10-in^ 
$1,001 


4090  r 
10-in^ 
$1.00L 

4109  r 
10-in^ 
$1,001 

4118 
10-ini 
$1.00 


ON  MIAMI  SHORE— Waltz,  Joseph  Knecht's  Waldorf  Astoria 
Dance  Orchestra. 

NOW  I  KNOW— Fox  Trot,  Joseph  Knecht's  Waldorf  Astoria 
Dance  Orchestra. 

MY  ISLE  OF  GOLDEN  DREAMS-Waltz, 

Joe  Thomas  Sax-o-tette 
IN  AND  OUT— One-Step   Joe  Thomas  Sax-o-tette 

OH!  BY  JINGO— One-Step  Rega  Dance  Orchestra 

VENETIAN  MOON— Fox  Trot  ....  Rega  Dance  Orchestra 

WHOSE  BABY  ARE  YOU— One-Step  All  Star  Trio 

MANY  AN  A— Fox  Trot   ....  Green  Brothers'  Novelty  Band 

IN  SWEET  SEPTEMBER— Fox  Trot,  Ray  Miller's 

Black  &  White  Melody  Boys 

MY  SAHARA  ROSE— Fox  Trot,  Harry  Raderman's 

Jazz  Orchestra 


GENERAL  PHONOGRAPH  CORPORATION 


OTTO  HEINEMAN,  President 


25  West  45th  Street, 


New  York  City,  N.  Y. 


Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.     Kitchener,  Ont. 
Branch  Offices  :      Chicago,  III      San  Francisco,  Cal.      Toronto,  Can      London,  Eng. 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


75 


CUT  YOUR 
COST  IN 
HALF 


USE 

PAPER 


H.  G.  NEU  &  CO. 

PAPER  TWINE 
ENVELOPES 

108  Worth  Street  New  York 

Franklin  2049 


^IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIUIIIIIIIIillll^ 

I  THE  IMPORTANCE  OF  | 
I  THE  TONE  ARM  | 

I  By  N.  A.  KURMAN,  New  York  | 

iiiiiiii!iiiiiiiiii:iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiii;iii!:iiiiiiiiiiiiiiiiN 

From  the  day  that  Edison  awoke  to  the  fact 
tliat  a  membrane  could  be  used  to  reproduce  the 
voice  to  the  day  when  we  figure  our  talking 
machine  production  by  the  thousand  units,  in- 
ventors have  ceaselessly  worked  upon  the  solu- 
tion of  many  phonographic  problems.  Funda- 
mentally the  talking  machine  is  exactly  the  same 
to-day  as  then.  A  diaphragm  is  caused  to  vibrate 
by  means  of  a  stylus,  in  turn  vibrated  by  im- 
pressed undulations.  This  diaphragm  is  con- 
nected by  proper  means  to  a  horn.  This  was 
the  first  phonograph,  and  it  is  the  last  to  date. 
The  first  refinement  of  a  radical  nature  came 
with  the  cabinet,  when  the  horn  became  a 
joined  affair,  with  its  major  portion  enclosed. 
The  tone  arm  then  came  into  being,  as  a  means 
for  coupling  the  moving  sound  box  to  the  fixed 
horn,  and  presented  new  features  for  the  in- 
ventor to  work  on. 

To-day  there  are  thousands  of  granted  patents 
upon  the  talking  machine,  each  claiming  the 
merit  of  superiority.  What  is  the  matter  with 
them  all,  and  with  the  art?  Why  is  it  that 
to-day,  after  all  these  years  of  combined  eflfort, 
only  a  few  of  these  ideas  have  proven  of  virtue? 

Take  the  tone  arm,  for  instance.  You  find 
it  round,  hexagonal,  oval,  square,  jointed,  joint- 
less,  ball  bearing,  pivoted,  some  with  springs, 
some  springless,  all  of  these  either  straight, 
curved  or  telescopic,  and  constructed  of  brass, 
copper,  wood,  zinc  or  aluminum.  Which  of 
these  is  the  best?  If  you  pin  your  faith  to  cop- 
per you  are  haunted  by  the  fear  that  brass  may 
be  cheaper,  and  so  on.  How  can  a  man  tell 
which  is  the  best  for  his  purpose  unless  he  has 
the  sound  box  and  amplifier  factors  in  consid- 
eration? 

On  the  day  the  guns  in  France  stopped  roar- 
ing conditions  changed  the  world  over.  A  new 
silk-shirted  aristocracy  came  into  being.  The 
day  of  the  spender  was  at  hand.  Prohibition,  a 
little  later,  by  keeping  many  a  worker  from  the 
corner  saloon,  gave  his  wife  the  chance  to  buy 
many  of  the  things  that  before  had  been  counted 
among  the  unattainables.  The  talking  machine 
came  into  immense  vogue,  many  machines  were 
placed  upon  a  market  that  did  not  pick  and 
choose.  Anything  went,  any  old  thing  that 
would  make  a  noise — and  the  more  noise  the  bet- 
ter— commanded  a  ready  sale.  No  atttention  was 
given  to  quality.  Many  makers  lost  sight  of  the 
fact  that  a  talking  machine  is  a  family  purchase 
usually  made  once  for  all,  and  many  will  find 
that  their  names  mean  something  that  must  be 
lived  down  if  they  wish  to  continue  in  business. 
Trash  cannot  prevail.  Already  the  condition  of 
things  have  changed — quality  is  the  only  thing 
that  counts. 

Another  condition  which  I  believe  is  peculiar 
to  this  field  aflfects  this  business.  There  are 
fewer  technical  men  in  this  line  than,  in  any 
other.  .A^n  egg  dealer  knows  an  egg  by  its  mid- 
dle name,  he  can  tell  its  age  by  its  teeth,  its 
health  by  his  nose.  Any  flivver  salesman  can 
give  a  lecture  on  short  notice  on  the  history  of 
the  automotive  engine.  How  many  makers  of 
talking  machines  know  anything  about  sound? 
This  explains  why  we  are  so  grievously  afflicted 

I  MICA  I 

■  DIAPHRAGMS  ■ 

^1  Absolutely  Guaranteed  Perfect  ^1 
We  get  the  best  India  Mica  directly. 

^1   We  supply  the  largest  Phonograph' Manii- 
facturers. 

^1   Ask  for  our  quotations  and  samples  before 
placing  your  order. 

H      American  Mica  Works  H 

■  47  West  St.  New  York  ■ 


by  the  crank,  the  hypnotist  and  the  man  with 
the  freak  talking  point. 

Take  the  tone  arm  again.  Do  you  really  know 
whether  it  is  proportionate  to  your  other  as- 
sembly? Is  it  the  best  for  the  horn  you  have? 
Then,  on  the  other  hand,  is  your  horn  the  best 
you  can  make  to  suit  the  tone  arm  you  buy?  Can 
you  or  your  tone  arm  maker  answer  these  ques- 
tions? 

If  you  are  at  all  mindful  of  the  signs  of  the 
times  and  desire  to  put  your  product  on  a  par 
with  the  best,  it  is  up  to  you  to  get  a  good 
tone  arm  and  sound  box  combination.  Then 
get  an  engineer  to  design  your  horn  amplifier 
to  fit  the  assembly.  This  is  important,  for  while 
all  horns  are  fundamentally  the  same,  the  whole 
virtue  of  your  machine  rests  upon  the  propor- 
tion of  j'our  units.  The  field  has  narrowed  to 
the  point  where  beauty  and  quality  alone  can 
sell  and  if  you  want  to  shine  you  must  realize 
that  you  can  no  longer  slap  together  these- 
mediocre  assemblies,  dignify  them  with  i 
euphonistic  "ola"  and  expect  them  to  stay  sold. 


The  sound  box  functions  to  transform  the 
mechanical  record  undulations  into  sound  waves. 
In  the  tone  arm  these  sound  waves  are  devel- 
oped as  far  as  their  depth  is  concerned.  The 
horn  amplifies  them.  That's  all  there  is  to  it. 
Get  a  good  combination  and  stick  to  it.  Don't 
trust  your  ear  or  that  of  your  foreman  cabinet 
maker.  Do  not  listen  to  the  hypnotic  voice  of 
the  wizard  who  can  do  wonders  with  a  piece  of 
middle-aged  spearmint  stuck  all  over  the  place. 
You  aim  to  supply  the  best.  Go  at  it  intelli- 
gently; you'll  win.  You  will  not  have  uiuch 
trouble  selling  something  that's  good.  Let  qual- 
ity be  your  talking  point.  If  you  cut  out  the 
habit  of  standing  in  front  of  one  of  your  o^vn 
machines  and  "kidding"  yourself  you  will  be 
on  the  right  track,  anyway.  When  you  get 
something  good  it  will  hit  you;  you  will  not 
have  to  go  in  a  trance  to  find  it  out.  Take  the. 
tone  arm,  for  instance,  and  think  it  over. 


The  man  with  brain  shortage  usually  has  lung 
power  to  spare. 


Victor  Dealers 


will  find  in  our  new  whole- 
sale store  every  facility  for 
the  marketing  of 

VICTROLAS 

and  RECORDS 

Our  Neti)  Location  at 

Penn  Avenue  and  12th  Street 

brings  our  wholesale  department 
to  within  one  block  of  the 
Pennsylvania  Station. 

Be  Sure  to  visit  the  Model  Victor 

Sales  Room  on  the  first  floor. 


PITTSBURGH,  PA. 


76 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


MR.  JOBBER 


We  want  you  to  investigate  the  Independent  line  as 
a  leading  jobbing  proposition 

We  have  one  jobber  in  the  South  who  sells  1,000 
Independents  per  month. 

We  have  a  jobber  in  New  England  who  sells  850 
Independents  per  month. 

We  have  a  department  store  inthe  middle  West 
which  sells  500  Independents  per  month. 

We  have  several  large  dealers  whose  monthly  busi- 
ness with  us  is  in  excess  of  200  machines  per  month. 

We  own  and  operate  3  large  factories  which  are 
building  quality  machines,  which  it  will  pay  you  to 
investigate. 

Our  manufacturing  facilities  have  been  greatly  en- 
larged, and  we  want  a  few  more  live  responsible 
jobbers  who  have  a  following  and  who  want  high  class 
talking  machines  at  prices  which  are  lower  (quality 
considered)  than  anything  on  the  market. 

Our^ discounts  are  liberal,  our  co-operation  of  the 
very  highest  order.  Our  representative  will  call  on 
responsible  people  who  request  same  in  response  to 
this  ad. 


INDEPENDENT  TALKING  MACHINE  CO.,  Inc. 

12  East  42nd  Street,  New  York  City 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


1 


77 


J.  J.  DAVIN'S  NEW  POSITION 

Popular  Member  of  Victor  Trade  Appointed 
Manager  of  Eastern  Headquarters  of  Reincke- 
Ellis  Co.— Well  Qualified  for  New  Work  by 
Previous  Experience  in  the  Industry 


The  Reincke-EIHs  Co.,  Chicago  headquarters 
for  Victor  dealers'  service  items  and  sales  litera- 
ture, has  decided  to  establish  headquarters  in 
New  York  City,  installing  a  complete  building 
and  general  ottices.  The  location  of  the  New 
York  quarters  will  be  announced  in  the  very 
near  future  and  the  opening  of  this  branch  will 
insure  better  service  and  prompt  deliveries  to 
the  dealers. 

J.  Davin,  one  of  the  best-known  members 
of  the  local  Victor  wholesale  trade,  has  been  ap- 
po.nted  manager  of  the  New  York  branch  of  the 
Reincke-Ellis  Co.  It  was  on.y  after  si.x  months' 
persuasion  on  the  part  of  Arno  B.  Reincke,  presi- 
cent  of  the  company,  that  .A..  D.  Geissler,  presi- 
dent of  the  New  York  Taik.ng  Machine  Co.,  Vic- 
tor wholesalers,  permitted  him  to  make  Mr. 
Davin  a  proposition  to  take  over  this  important 
post,  his  consent  being  given  at  the  recent  Vic- 
tor jobbers'  convention  in  Atlantic  City. 

Mr.  Davin  assumed  his  new  duties  on  August 
1,  leaving  for  Chicago,  where  he  is  spending  three 
weeks  at  the  Reincke-Ellis  plant  in  that  city.  He 
expects  to  return  to  New  York  accompanied  by 
Mr.  Reincke  about  the  twentieth  of  this  month 
and  will  open  the  new  and  complete  Eastern 
organization. 

In  accepting  the  management  of  the  Reincke- 
Ellis  Eastern  headquarters,  Mr.  Davin  felt  that 
his  past  experience  in  the  Victor  trade  would  en- 
able him  to  give  the  dealers  maximum  efficiency 
in  the  rendition  of  service  work,  and  he  will 
i.ow  come  in  direct  contact  with  all  the  Victor 
Vviholesalers  and  retailers  in  -this  territory. 

The  Reincke-Ellis  Co.  is  to  be  congratulated 
upon  securing  Mr.  Davin's  services,  for  he  has 
spent  practically  every  minute  of  his  time  since 
entering  the  Victor  field  in  creating  service  helps 
for  dealers.    He  has  an  extensive  acquaintance 


among  Victor  dealers  and  thoroughly  under- 
stands their  problems  and  requirements. 

For  the  past  six  years  Mr.  Davin  has  been  as- 
sociated with  the  New  York  Talking  Machine 
Co.  and  has  steadily  advanced  in  the  service  of 
this  company  until  recently  he  became  overseer 
and  manager  of  the  various  territories  under  the, 
direction  of  H.  C.  Ernst.    He  has  made  a  care- 


constructive  services  that  he  had  rendered  the 
Talking  Machine  Men,  Inc.  Mr.  Davin  is  a 
distinct  asset  to  any  organization  or  institution 
with  which  he  is  connected.  . 


PATHE  CONCERTS  IN  LOUISVILLE 


Huge  Pathe  Phonograph  With  Amplifiers  Is 
Demonstrated  in  Shelby  Park — Crowds  Dance 
to  Music,  Which  Is  Heard  for  Great  Distance 


Louisville,  Ky.,  August  5. — Last  week  saw  the 
operation  at  Shelby  Park  of  the  huge  phono- 
graph presented  to  the  Louisville  Board  of  Park 
Commissioners  by  the  Pathe  Freres  Phonograph 
Co.,  through  Peter  L.  Atherton,  president  of  the 
Prestonia  Mfg.  Co.,  which  makes  cabinets  fop 
the  Pathe.  An  afternoon  and  a  night  concert, 
followed  by  dancing,  were  participated  in  by" 
large  crowds  and  everyone  seemed  to  have  a 
good  time.  M.  H.  Crawford,  president  of  the 
Park  Commission,  introduced  Mr.  .\therton,  who 
made  the  formal  speech  of  presentation.  Mayor  - 
Smith,  on  behalf  of  the  city  of  Louisville,  ac- 
cepted the  gift  and  suitably  expressed  his 
thanks  to  the  Pathe  Freres  Phonograph  Co.  and 
Mr.  Atherton. 

The  machine  is  specially  built  and  is  equipped 
with  amplifiers  and  can  be  heard  for  a  great 
distance.  Other  instruments  of  a  similar  nature 
will  be  installed  as  soon  as  they  are  constructed. 


J.  J.  Davin 

ful  study  of  every  phase  of  the  Victor  industry 
and  his  past  experience  well  qualifies  him  for  his 
new  post. 

In  addition  to  his  various  activities,  Mr.  Davin 
has  always  taken  a  keen  interest  in  the  progress 
of  the  Talking  Machine  Men,  Inc.,  the  local 
dealers'  association,  which  includes  among  its 
members  dealers  in  New  York,  New  Jersey  and 
Connecticut.  At  the  present  time  he  is  president 
of  the  service  bureau  of  this  Association  and  in 
1919  was  presented  with  a  gold  watch  for  the 


MALDEN  VICTOR  DEALER  ENLARGES 

The  Henry  W.  Upham  Piano  Co.,  Victor 
dealer  of  Maiden,  Mass.,  is  at  present  enlarging 
ihe  store  at  462  Main  street.  The  floor  space 
will  be  doubled  by  the  new  addition  and  seven 
new  demonstration  booths  will  be  installed.  A 
special  concert  room,  thirty-three  feet  long,  is 
being  planned  and  will  be  a  great  asset  to  the 
store  in  demonstrating  special  records  or  talk- 
ing machines.  A  general  line  of  musical  instru- 
ments and  musical  goods  is  carried  in  addition 
to  the  Victor  stock;  in  fact,  this  is  a  very 
progressive  establishment. 


This  New  ALUMINUM  SOUND  BOX 

IS  Creating  a  Sensation! 

\TOT  ONLY  manufacturers  but  dealers  as  well  are  selecting  this 
^  ^  sound  box  because  it  gives  a  magnificent,  pure,  rich  tone. 


""PHIS  sound  box  (which 
represents  the  last 
word  in  the  construction 
of  devices  of  this  kind) 
adds  greatly  to  the  value 
of  the  instrument  on 
which  it  is  placed. 


materials  and 
workmanship  are  ex- 
traordinarily good. 

We  can  furnish  this, 
bearing  your  name  and 
trade  mark,  at  a  very  low 
price. 


TODAY  Write  for  prices  and  sample.    Test  this  sound  box.    Its  superiority  is  at  once  apparent 

PRESTO  PHONO  PARTS  CORPORATION 


124-132  PEARL  STREET 


BROOKLYN.  N.  Y. 


78 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


BEST  SELLERS  IN  GREY  GULL  RECORDS 


Lateral  Style 

Oh  By  Jingo  Sung  by  Billy  Murray^  L-2013 

There's  a  Typical  Tipperary  Over  Here,  |>10  in. 

Sung  by  Mel  EastmanJ  $1.00 

Let  the  Rest  of  the  World  Go  By  Sung  by  Henry  Burr^  ^n^^^'' 
Sahara  Rose   Sung  by  Mel  EastmanJ^"  ' 

I  Love  the  Land  of  Old  Black  Joe,  ^  L-2011 

Sung  by  the  American  Quartette  !>  10  in. 
Swanee.....  Sung  by  the  Peerless  QuartetteJ  $1.00 

When  He  Gave  Me  You  (Mother  of  Mine), 

Sung  by  Henry  Burr  : 
After  You  Get  What  You  Want,  You  Don't  Want  It,  fir 

Sung  by  Mel  EastmanJ 

Can  You  Tame  Wild  Wimmen.  .  .  Sung  by  Billy  Murray\]"'^.°^^ 
He  Went  in  Like  a  Lion ........  Sung  by  Billy  MurrayJ     qq ' 

Lucille,  Fox-trot  By  Starita  Saxophone  Sextette^  L-1011 

My  Isle  of  Golden  Dreams,  Waltz,  '  10  in. 

By  Starita  Saxophone  Sextette j  $1.00 

Venetian  Moon,  Fox-trot.  By  Gilt  Edge  Fotu:^  in"^°^''^ 

Beale  Street  Blues,  Fox-trot  ...By  Gilt  Edge  FourJ^j^p' 

I've  Got  the  Profiteering  Blues. .  .Sung  by  Billy  Murray"]  L-2012 
But,  She's  Just  a  Little  Bit  Crazy,  rlO  in. 

Simg  by  Mel  EastmanJ  $1.00 

The  Crocodile,  Fox-trot  By  Grey  Gull  Dance  Band  1  L- 1002 

Alexandria  (From  Aphrodite),  Fox-trot,  rlO  in. 

By  Grey  Gull  Dance  Ba^dJ  $1.00 

Venetian  Moon  Sung  by  the  Sterling  Trio  I  ^'^.^^'^ 

Golden  Gate   Sung  by  Campbell  and  Burr  j  ^"  • 

Dardanella,  Fox-trot  By  Grey  Gull  Dance  Band  ! 

Slide,  Kelly,  Slide,  One-step.  .By  Grey  Gull  Dance  Bandj^^pQ- 

Just  Like  the  Rose,  Fox-trot   .By  Gilt  Edge  Four"! 

Lost  John's  Melody,  Fox-trot-  •  By  Gilt  Edge  Four  f  qq' 


Two-In-One  Style 

(Hill  and  Dale  Cut) 
I've  Got  the  Profiteering  Blues . .  Sung  by  Billy  Murray 
Tiddle-Dee  Winks  at  All  the  Men, 

Sung  by  Billy  Murray 

Was  There  Ever  a  Pal  Like  You, 

Sung  by  Mel  Eastman 
Nobody  Knows,  and  Nobody  Seems  to  Care, 

Sung  by  Mel  Eastman 

Oh,  Fox-trot   By  Gilt  Edge  Four-, 

Beale  Street  Blues,  Fox-trot   .By  Gilt  Edge  Four 

Just  Like  the  Rose,  Fox-trot  By  Gilt  Edge  Four 

Lost  John's  Melody,  Fox-trot.  .  .  .  .  .  By  Gilt  Edge  Four 

Silver  Threads  Among  the  Gold.  .  .Sung  by  Henry  Burr") 

In  the  Gloaming  Sung  by  Henry  Burr  i  H-2008 

Carry  Me  Back  to  Old  Virginny,  lio  in. 

Sung  By  Stetson  Humphrey  I  $1.00 
Darling  Nellie  Gray  Sung  by  Stetson  Humphrey  j 


H-2007 
^10  in. 
$1.00 


H-1007 
>10  in. 
$1.00 


Washington  Post  March 

Liberty  Bell  March  

Manhattan  Beach  March 
King  Cotton  March.  .  . 


Up  the  Street  March.  . 
Cruiser  Harvard  March. 
Second  Regiment  March 


By  Grey  Gull  MiHtary  Band 
By  Grey  Gull  Military  Band 
By  Grey  Gull  Military  Band 
By  Grey  Gull  Military  BandJ 


H-4004 
10  in. 
$1.00 


By  Grey  Gull  Military  Band^ 
By  Grey  Gull  Military  Band  j  H-4005 
By  Grey  Gull  Military  Band  ko  in. 
Boston  Commandery  March,  !  $1.00 

By  Grey  Gull  Military  Bandj 


Kathleen  Mavourneen  Sung  by  Stetson  Humphrey" 

Believe  Me,  If  All  Those  Endearing  Young  Charms, 

Simg  by  Stetson  Humphrey  H-2005 

Old  Black  Joe  Sung  by  Dr.  A.  J.  Harpin  r|°  ^J^" 

Old  Folks  at  Home  Sung  by  Stetson  Humphrey 

Dixie  Sung  by  Dr.  A.  J.  Harpin  i 


Send  a  trial  order  for  any  or  all  of  the  above  popular  numbers.  We  make  a  nominal  charge 
of  70  cents  each  for  sample  records,  parcel  post  prepaid.    Use  coupon  below,  if  you  wish. 


INCORPORATED 


295  HUNTINGTON  AVE.,  BOSTON,  MASS. 


FILL  OUT  COUPON  AND  MAIL 

GREY  GULL  RECORDS,  295  Huntington  Ave.,  Boston,  Mass.. 

Please  send  prepaid,  to  address  below,  an  easy-selling  assortment  of  Grey  Gull  Records, 

at  70  cents  each,  for  which  remittance  is  enclosed.  Privilege  of  returning  these  records  within 
ten  days,  at  your  expense,  and  obtaining  a  refund  of  the  remittance  is  reserved.  Also  send  your 
two  leaflets,  "Distributor  Proposition"  and  "Dealer  Proposition,"  and  catalog  of  your  records. 

Name  


Address 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


79 


Disc  Record 
Manufacturers 

ATTENTION 

If  you  are  not  satisfied  with 
your  product — 

If  some  part  of  the  manu- 
facture needs  perfection — 

Let  me  help  you. 

I  was  the  pioneer  to  intro- 
duce the  present  disc  rec- 
ord into  Europe  in  1  90 1 . 
Successful  factories  were 
erected  in  England,  France, 
Spain,  Germany,  Austria, 
and  Brazil  under  my  man- 
agement. I  know  the  record 
business  from  A  to  Z,  and 
can  straighten  out  your 
difficulties. 

The  present  system  of  per- 
manent masters  was  per- 
fected in  my  laboratories  in 
1 904  and  has  never  been 
improved  upon. 

The  double  -  sided  record 
was  my  patent  and  brought 
out  in  1 903. 

If  you  want  the  best  to  be 
had  in  recording  machines; 
if  you  want  the  latest  devel- 
opment in  pressing  records 
from  shells;  if  you  wiant  in- 
creased record  production 
in  power  -  driven  presses 
— I  can  help  you. 

Complete  installations 
taken  charge  of 

F.  M.  PRESCOn 

RIVERDALE,  N.  J. 

Phone  Telegrams 
No.  2  Pompton  Lakes         Prescott,  Pompton  Lakes 
N.  J.  N.  J. 


OUTLOOK  PLEASES  ATLANTANS 

Carroll  Furniture  Co.  Handling  the  Brunswick — 
Phillips  &  Crew  Open  in  Greenville,  S.  C. — 
Haverty's  Big  Columbia  Trade — E.  H.  Good- 
hart  to  Be  a  Candidate  for  Mayor 

Atlanta,  Ga.,  August  5. — Although  July  is  mid- 
Summer  and  is  usually  dull  in  nearly  all  retail 
lines,  the  talking  machine  dealers  in  this  city 
report  good  business  during  the  month  just 
closed. 

The  Carroll  Furniture  Co.,  a  new  firm  in  the 
city,  which  bought  the  former  store  of  the  Zaban 
Furniture  Co.,  and  who,  as  stated  in  these  col- 
umns last  month,  has  qualified  as  a  Brunswick 
dealer,  reports,  through  E.  E.  Thornton,  man- 
ager of  the  Brunswick  department,  that  the  busi- 
ness in  July  was  double  that  of  June  and  that 
the  outlook  for  the  future  is  good.  This  firm 
expects  a  little  later  to  completely  remodel  and 
enlarge  the  phonograph  section,  preparatory  to 
doing  as  large  a  business  as  any  house  in  the 
city. 

The  Phillips  &  Crew  Piano  Co.,  the  oldest 
Victor  dealers  in  Georgia,  have  opened  an  addi- 
tional store  in  Greenville,  S.  C,  completely 
stocked  with  the  best  grades  of  musical  merchan- 
dise. They  now  operate  stores  in  Atlanta,  Sa- 
vannah and  Greenville,  S.  C. 

The  Haverty  Furniture  Co.  continues  to  book 
a  fine  business  on  the  Columbia  line.  The  use  of 
space  in  the  local  newspapers  is  still  the  won- 
der of  every  one  who  reads  its  advertisements, 
and  excellent  returns  are  being  secured.  No 
dealer  in  the  South  has  ever  entered  into  an 
advertising  campaign  on  a  broader  scale,  nor 
made  any  more  liberal  offer  to  prospective  cus- 
tomers of  high-grade  talking  machines  and  rec- 
ords. Reports  from  the  chain  stores  in  Bir- 
mingham, Memphis  and  Savannah;  Columbia 
and  Charleston,  S.  C;  and  Dallas  and  Houston, 
Tex.,  indicate  good  volume  on  the  Columbia  line. 

The  Atlanta  Phonograph  Co.,  Columbia  dealer, 
reports  that  J.  P.  Riley  and  family  have  re- 
cently returned  from  an  automobile  vacation 
trip  through  Florida,  and  that  business  with 
it  is  very  good.  It  has  recently  added  to  its 
sales  force  to  take  care  of  the  increased  busi- 
ness. 

E.  H.  Goodhart,  of  the  Goodhart-Tompkins 
Co.,  Victor  dealer,  is  a  candidate  for  Mayor  in 
the  coming  city  election,  and  the  prospects  for 
his  election  seem  good.  He  is  endeavoring  to 
get  all  the  women  to  vote  for  him,  suffrage  hav- 
ing been  given  the  women  by  agreement  (in  the 
city  election  only).  J.  F,  Neece,  manager  of  the 
Victrola  department,  recently  returned  from  a 
trip  East. 

The  following  jobbers  or  distributors  are  all 
having  a  large  volume  of  business:  Brunswick- 
Lalke-Collender  Co.  (Brunswick),  Columbia 
Graphophone  Co.  (Columbia),  Elyea  Co.  (Vic- 
tor), Rawson-Upshaw  Co.  (Sonora  and  Emerson 
records)  and  Phonographs,  Inc.,  the  Edison 
Shop  and  the  Diamond  Disc  Shop  (Edison). 


EMERSON  JOBBERS  VISIT  NEW  YORK 

Representatives  From  Other  Cities  Entertained 
at  Fifth  Avenue  Headquarters 


During  the  past  few  weeks  quite  a  number  of 
Emerson  jobbers  visited  the  headquarters  of  the 
company  at  206  Fifth  avenue.  Among  the 
callers  were  J.  C.  Brown,  of  the  Hessig-Ellis 
Drug  Co.,  Memphis,  Tenn.;  E.  G.  Walker,  Stre- 
vell-Paterson  Hardware  Co.,  Salt  Lake  City, 
Utah;  W.  T.  Buschardt,  Southern  Drug  Co., 
Houston,  Tex.;  Mr.  and  Mrs.  E.  N.  Upshaw  and 
Mr.  and  Mrs.  Hagedorn,  of  the  Southern  Sonora 
Co.,  Atlanta,  -Ga.,  and  C.  L.  Marshall,  of 
Cleveland  and  Detroit. 

These  jobbers  spent  several  days  with  the 
executives  of  the  company  and  after  discussing 
important  business  afifairs  were  entertained 
socially.  They  all  spoke  enthusiastically  regard- 
ing the  outlook  for  the  Fall  season  and  promised 
big  things  for  Emerson  this  Fall.  Their  sales 
totals  this  year  have  been  far  beyond  expecta- 
tions. 


B LAN  DIN 

Any  Phonograph 
capable  of  repro- 
ducing piano  and 
violin  records 
perfectly  will  re- 
p reduce  any 
record  perfectly. 
We  invite  your 
inquiry  on  the 
Blandin. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


a  Piano 

Record 
oi\  tR<? 

,51andin> 


PAYS  TRIBUTE  TO  INDUSTRY 

Professional  Artists  Recognize  Immense  Value 
of  the  Talking  Machine 

Few  peojjle  outside  the  ranks  of  professional 
artists  who  have  been  fortunate  in  making  suc- 
cessful records  have  any  conception  of  what  the 
talking  machine  has  done  for  music  in  America. 
"Artists  no  longer  find  it  difficult  to  sing  in 
smaller  towns,"  said  Sophie  Braslau  in  a  recent 
interview.  "Serious  numbers  instead  of  being 
unknown  quantities  are  understood  everywhere, 
because  everywhere  they  have  been  made  fa- 
miliar through  frequent  hearings  on  the  records." 


There  is  no  accounting  for  musical  tastes,  so 
don't  try — just  accept  them  and  sell  your  records 
accordingly.  , 


80 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Victor  Victrola 

The  World^s  Musical  Instrument 


S  with  every  product,  the  Talking 
Machine  has  its  acknowledged 
standard.  Wherever  you  may  go, 
and  you  may  travel  the  world  over,  the 
superlative  merits  of  the  Victor  products 
are  readily  admitted.  The  high  pinnacle 
on  which  the  Victrola  is  held  throughout 
the  universe  rightly  classifies  it  as  "The 
World's  Musical  Instrument.*' 

Victor  supremacy  is  the  result  of  many 
years  of  faithful,  conscientious,  and  costly 
labor  on  the  part  of  the  parent  company, 
backed  up  by  the  steadfast  loyalty  of 
reputable  distributors  and  dealers. 

As  Victor  distributors,  we  aim  to  be  as 
efficient  in  our  service  as  the  Victrola 
is  in  its  performance. 


C.  BRUNO  &  SON 

INCORPORATED 

Victor  Distributors  to  the  Dealer  Only 

351-353  Fourth  Avenue  New  York 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


81 


Doehler  Die-Castings 

— often  imitated 
but  never  equalled 


Strength,  uniformity,  accuracy  and 
finish  most  closely  approach  perfec- 
tion in  the  die-castings  made  by 
Doehler. 

There  is  a  fineness  to  Doehler  Die-Castings — 
others  have  sought  to  duplicate  it — but  the  men 
who  want  die-castings  (tone  arms,  motor  frames 
and  other  parts)  to  reflect  credit  on  their  product 
standardize  on  Doehler.  It  is  worth  their  while 
— and  yours. 


A  Doehler  Die-Coat 
Phonograph  Motor  Frame 


Let  Doehler  advise 
you  —  no  obligation 


THE  WORLDS    LARGEST  MANUFACTURERS   OF  DIE  CASTrNGS 


MATN  OFFICE  AND  EASTERN  PLANT  CENTRAl- PLANT  WESTEHN  PLANT 

BROOKLYN,  N.Y.  TOLEDO,OHIO.  CHICAGO,  ILL. 

SALES    OFFICES  IN  ACL  PRINCIPAL  CITIES 


GRAFONOLA  ON  SPECIAL  TRAIN 

New  York  Delegation  Attending  Senator  Hard- 
ing's Notification  Ceremonies  Entertained  by 
Columbia  Grafonola  on  Their  Western  Trip 


A  Columbia  Grafonola  L-2,  with  a  collection 
of  Columbia  records,  entertained  the  Republicans 
from  Greater  New  York  on  the  special  train 
which  left  New  York  recently  for  Marion,  O. 


This  delegation  attended  the  ceremonies  inci- 
dental to  Senator  Harding's  notification,  and 
among  the  records  provided  for  their  trip  were 
speeches  by  Senator  Harding  and  Governor 
Coolidge,  candidates  for  President  and  Vice- 
President  respectively.  These  records,  which 
were  produced  for  the  Columbia  Graphophone 
Co.  under  the  direction  of  the  Nation's'  Forum, 
were  enthusiastically  received  by  the  Republican 
delegation  on  this  special  train,  and  a"  similar 
reception  was  accorded  other  Nation's  Forum 
records  by  prominent  Republican  statesmen. 


SPALDING'S  ARMY  DEBUT 

Commanding  Officer  of  Aero  Squadron  Did  Not 
Recognize  Famous  Edison  Artist 


When  Albert  Spalding,  the  Edison  artist, 
gave  a  recital  in  Dallas  a  while  ago  one  of  the 
most  interested  auditors  was  Major  J.  W.  Swan. 
It  so  happened  that  Major  Swan,  then  Captain 
Swan,  was  the  first  officer  that  Spalding  re- 
ported to  after  enlisting  in  the  air  service  at 
Mineola,  L.  L 

Major  Swan's  favorite  story  about  Spalding 
relates  that  when  the  violinist  reported  to  him 
he  was  on  the  eve  of  sailing  with  the  American 
expeditionary  force  for  Europe.  He  impressed 
upon  the  new  recruit  the  necessity  for  limiting 
baggage  to  a  minimum. 

"Well,"  said  Spalding,  "I  don't  need  much 
baggage,  but  I  wonder  if  I  might  be  permitted 
to  take  along  with  me  a  small  violin  case?" 

"Can  you  play  the  violin?"  asked  Captain 
Swan.    Spalding  admitted  that  he  could. 

"Well,  that's  fine,"  said  the  captain.  "You 
could  cheer  us  up  a  lot  on  the  trip  over  if  you 
could  get  by  with  some  simple  melodies." 

Spalding  was  rather  new  at  that  time  to  mili- 
tary regulations,  so  he  lost  no  time  in  convinc- 
ing the  captain  that  he  was  not  in  the  army  to 
act  as  an  entertainment  committee  for  the  Y.  M. 
C.  A.  and  that  he  expected  to  do  more  flying 
than  playing  while  in  the  army. 

"Well,  that's  all  right,"  said  Captain  Swan, 


'  you  can  have  all  the  flying  you  want,  but  you 
must  not  feel  bashful  about  giving  ,us  a  nice 
little  tune  once  in  a  while." 

"And  to  think,"  concluded  the  major,  "that  I 
was  talking  to  one  of  the  world's  greatest  vio- 
linists and  I  did  not  know  that  he  could  even 
play  the  banjo." — Fort  Worth  Record. 

TOO  MANY  LITTLE  LOVE  SONGS 

May  Peterson,  the  Aeolian-Vocalion  artist, 
thinks  there  are  too  many  parlor  ballads.  "Oh, 
if  we  could  only  get  over  the  parlor  ballads," 
she  says,  "the  dinky  little  love  song  that  ends 
'For  You,'  'Your  Eyes,'  'I  L-oo-vvvee  You'  and 
other  songs  of  the  same  immortal  caliber,  things 
might  be  better  for  the  composer,  and  certainly 
they  would  be  better  for  the  singer.  Did  you 
ever  hear  some  six-foot  bass  with  a  subterranean 
voice,  and  built  along  the  fragile  lines  of  a 
B.  &  O.  freight  car?  It  is  then  that  our  delect- 
able parlor  songs  shine  in  all  their  brilliancy. 
It  is  quite  wonderful  to  hear  these  melodic 
driblets  when  sung  by  some  husky  singer  who  is 
strong  enough  to  do  a  day's  wash." 


To  Manufacturers 

Agency  Wanted 

for 

Phonographs  &  Records 

Forward  full  particulars 
with  illustrations,  Agfency 
terms  and  deliveries  to 

Box  27, 
A.  G.   BAY  LEY, 
31  Broad  Street, 
Barbados,  B,  W.  L 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnoht's  Tone  Deflector  eliminates  the  scratch" 


Ws.tcKii\J  tke  Music  Come  Out 


We  want  to  (how  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  U  the  best  buy 
on  the  Talking  Machine  Msi^et  to-day. 

Send  us  your  name  and  let  us  send  you  loote  real 
Talker  Tipr 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  Pruldent 
Ssntral  OOlHt  Southarn  Wholuals  Branch 

711  MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

OHIOAtO  ATLANTA,  OA. 


82 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


The  Booth  Felt  Company,  Inc. 


Mechanical  Felt  Products 

Turntable  Felts  Motor  Felt  Washers 

Motor  Brake  Felts 
Needle  Rest  Felts  Cabinet  Strip  Felt 

We  carry  a  large  stock  of  well  assorted  merchandise 
which  insures  prompt  deliveries. 

If  interested  in  Velour  or  Velveteen  Discs 
we  can  supply  them. 


FACTORIES  - 

BROOKLYN,  N.  Y.  CHICAGO,  ILL. 

463-473  Nineteenth  Street  732  Sherman  Street 


NORTHERN  DISTRIBUTOR  FOR  CHENEY 

Edward  G.  Hoch  Opens  Offices  in  Minneapolis 
and  Will  Distribute  the  Full  Cheney  Phono- 
graph Line  in  That  Territory 


Of  more  than  passing  interest  to  the  trade 
and  to  Cheney  dealers  in  the  Northern  States 
in  particular  is  the  announcement  that  Edward 
G.  Hoch.  has  been  appointed  Northern  distribu- 
tor for  the  Cheney  Talking  Machine  Co.  Spa- 
cious offices  have  been  opened  at  104  Third 
street,  North,  Minneapolis,  Minn.,  from  which 
Minnesota,  the  Dakotas,  Wyoming  and  Montana 
will  be  served. 

For  several  years  Mr.  Hoch  has  represented 
the  Cheney  Talking  Machine  Co.  in  this  territory 
and  it  is  worthy  of  note  that  in  acting  as  a  dis- 
tributor he  is  choosing  the  line  he  knows  so  well. 
Mr.  Hoch  has  also  been  closely  identified  with 
civic  and  commercial  activities  around  Elkton 
and  Sioux  Falls,  S.  D.  Four  traveling  men  will 
work  out  of  Minneapolis,  with  early  prospects 
of  increasing  the  force  as  business  warrants. 

With  a  distributing  point  in  Minneapolis,  the 
Cheney  Talking  Machine  Co.  is  in  a  position  to 
give  dealers  in  the  Northern  States  the  best  of 
service  and  deliveries  and  the  company  looks 
to  an  even  larger  volume  of  trade  from  this 
territory,  where  the  Cheney  line  is  already  so 
favorably  known. 

DEALERS  SHOULD  FOLLOW  UP  FILMS 

Dallas  Music  Industries  Association  Points  Way 
to  Dealers  in  Booklet  Explaining  the  Use  of 
These  New  Films  in  Aiding  Business 

The  Dallas  Music  Industries  Association, 
which  is  boosting  the  cause  of  music  in  that  city 
by  means  of  special  industrial  films,  is  urging 
the  dealers  to  follow  up  these  presentations  by 
active  campaigning.  In  a  booklet  just  issued 
an  article  on  the  subject  of  the  piano  and  music 
film  says: 

"Manufacturers  everywhere  are  availing  them- 
selves these  days  of  the  possibilities  inherent 
in  the  industrial  movie;  the  film  showing  their 
plants  and  their  processes,  which  is  exhibited 
to  selected  audiences. 


"Often,  however,  the  exhibitors  of  such  a  film 
fall  far  short  of  realizing  on  all  the  possibilities 
surrounding  its  exhibition.  The  film  is  shown, 
the  expected  amount  of  interest  aroused  among 
members  of  the  audience;  then  they  are  allowed 
to  go  away  and  forget  all  about  Mister  Manu- 
facturer and  his  business.  For,  forget  they  will 
unless  properly  followed  up. 

"An  ideal  form  of  follow-up  for  the  industrial 
movie  is  to  be  found  in  an  attractive  leaflet,  the 
unique  cut-out  folder,  or  other  similar  small 
printed  piece  which  is  handed  to  the  audience 
as  they  file  out,  or  is  displayed  on  a  table  near 
the  door,  where  they  may  help  themselves.  The 
leaflets  are  packed  with  the  film  when  it  is 


shipped  away  for  exhibition,  together  with  a  cir- 
cular giving  full  instructions  to  the  operator  con- 
cerning the  distribution  of  this  advertising 
matter. 

"Thus,  at  the  expenditure  of  only  a  small 
added  sum,  the  film,  which  perhaps  cost  hun- 
dreds of  dollars  to  'shoot,'  is  made  infinitely 
more  effective." 


INCREASED  INTEREST  IN  MUSIC 

Harry  N.  Chesebrough,  of  Oakland,  Cal.,  Re- 
turns From  Eastern  Trip  and  Finds  Player- 
Piano  Great  Aid  in  Musical  Appreciation 

Oakland,  Cal.,  July  31. — That  America  is 
developing  into  a  nation  of  music-lovers-  the 
like  of  which  the  world  has  never  seen,  is  the 
statement  of  Harry  N.  Chesebrough,  Oakland 
musician  and  music  merchant,  who  has  recently 
returned  from  the  East,  where  he  observed  con- 
ditions in  general  and  surveyed  the  musical  in- 
strument field  in  particular. 

"I  attribute  the  increasing  enthusiasm  for 
music  to  the  development  of  the  player-piano 
and  the  talking  machine  by  which  anyone  can 
bring  the  greatest  artists  into  his  home  at  will. 
These  instruments  have  shown  people,  who 
might  never  have  known  otherwise,  the  won- 
ders of  fine  music,  and  they  have  stirred  in 
many  of  them  the  desire  to  interpret  the  best 
works  for  themselves,  if  not  actually  to  create 
their  own  music.  Then,  too,  the  widespread 
instruction  in  music  that  has  gone  on  in  the 
public  schools  the  past  few  years  has  done 
much  to  popularize  it. 

"Recently  a  congressional  committee  that 
was  engaged  in  fixing  the  excise  tax  recog- 
nized the  popularity  of  music  by  classing  it 
after  food,  raiment  and  shelter  as  the  fourth 
necessity  of  life." 

Chesebrough's  Eastern  trip  combined  busi- 
ness with  pleasure  and  study,  and  he  spent  con- 
siderable time  in  Chicago,  Boston  and  New 
York  buying  for  his  local  store  at  531  Thir- 
teenth street,  where  he  has  taken  over  the  busi- 
ness formerly  conducted  by  Howard  E.  Brill- 
hart.  His  return  from  visits  to  the  W.  W.  Kim- 
ball factory  in  Chicago,  the  Pathe  plant  in 
Brooklyn  and  the  Hallet  &  Davis  factory  in  Bos- 
ton  finds  his   stock  replenished   and  enlarged. 

IS  THE  GOW  tTmE~COMING  ? 

Perhaps  we  will  some  time  iiavo  a  chance  to 
hear  our  subway  conversationalists  discuss  their 
favorite  record  instead  of  their  favorite  movie 
ciueen. 


Tlie  Talking  Machine  World,  New  York,  August  15,  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEI NEMAN,  President 

25  West  45th  Street       -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO  SAN  FRANCISCO  LONDON,  ENG. 


To  Jobbers 

We  can  maKe  you  an 
attractive 

NEEDLE 

proposition. 


We  deliver  NEEDLES  of  the  highest  quality — the  famous 
DEAN  NEEDLE — in  your  own  envelopes,  or  in  our*  'Needle 
of  Quality,  "Truetone,  Cleartone  or  Puritone  envelopes. 

All  tone  variations :  -  -The  famous  PETMECKY  needle- 
gold  and  silver-plated  needles. 

Write  us  today.  Our  proposition  affords  handsome  margins 
of  profits. 

GENERAL  PHONOGRAPH  CORPORATION 


OTTO  HEINEMAN,  President 


25  West  45th  Street 


New  York 


FACTORIES:— 
PUTNAM,  CONN. 


NEWARK,  N.  J. 
SPRINGFIELD,  MASS. 


ELYRIA,  O. 
KITCHENER,  ONT. 


CHICAGO 


TORONTO 


SAN  FRANCISCO 


LONDON,  ENG. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


83 


JOHN  H.WILSON, Manager 

324VVASniNGTON  ST., BOSTON, MASS. 


IXJjIwIi  ^ENGLAND 


Boston,  Mass.,  August  3. — Mobilizing  talking 
machines  for  the  Presidential  campaign  appears 
to  have  become  very  popular  in  this  territory, 
where  the  output  of  the  Nation's  Forum,  dis- 
posed of  through  'the  medium  of  Columbia 
dealers,  appears  to  have  met  with  the  greatest 
success.  In  each  case  a  likely  Presidential  can- 
didate or  some  other  leader  of  national  promi- 
nence speaks  in  his  own  voice  on  some  timely 
subject.  In  some  cases,  as  is  known,  the  candi- 
dates have  visited  the  Columbia  laboratories,  but 
in  the  case  of  Calvin  Coolidge,  the  Governor  of 
Massachusetts,  and  the  Vice-presidential  candi- 
date, the  recording  outfit  was  brought  here  to 
the  State  House,  so  that  Coolidge  was  put  to  the 
least  possible  disadvantage.  '  Locally  the  Cool- 
idge, Senator  Lodge  and  other  records  made  by 
political  celebrities  are  having  a  good  sale. 
Planning  Large  Export  Trade 

R.  M.  Nelson,  general  sales  manager  of  the 
lieacon  Co.,  was  in  Chicago  the  middle  of  the 
month,  whither  he  went  on  business  in  the  inter- 
ests of  tlve  company.  Mr.  Nelson  says  his  con- 
cern has  been  laying  the  foundations  for  a 
large  export  business  and  already  shipments  of 
Beacon  instruments  have -been  made  to  Norway 
and  England,  in  both  of  which  places,  he  says, 
some  important  connections  have  been  made. 
A.  R.  MacDonald,  president  of  the  company,  is 
spending  a  three  weeks'  vacation  at  Eastport, 
Me.  The  Norris  Piano  Co.  is  the  latest  Boston 
concern  to  take  on  the  Beacon  and  Mr.  Norris 
has  been  featuring  the  instrument,  in  his  adver- 
tising. The  Beacon  Co.  has  inaugurated  a  rather 
novel  way  of  advertising  its  product,  which  is  in 
the  nature  of  a  sticker  to  be  used  on  letters  and 
P'ackages  and  is  a  miniature  reproduction  of  the 
Beacon  instruments. 

Stimulating  Letter  to  Columbia  Dealers 

Branch  Manager  Fred  E.  Mann,  who  always 
keeps  right  after  the  Columbia  dealers  in  his 
territory,  has  addressed  a  sound  and  convincing 
circular  letter  to  dealers,  which  is  couched  in 
plain  and  forcible  language  which  cannot  fail 
to  carry  weight.  In  fact,  he  has  lately  issued 
two,  a  second  one  following  the  first  by  about 
ten  days.  In  the  first  one  Mr.  Mann,  after 
decrying  some  of  the  pessimism  that  some  deal- 
ers are  handing  out,  says  in  part,  under  the 


r 


Steinert  Service  Serves 


WHOLESALE 


HEADQUARTERS 

M.  STEINERT  &  SONS  CO. 

35  Arch  Street       ::       ::       ::       ::       ::      ::  Boston 


very  pertinent  caption  "Optimism  in  Business:" 
"While  it  is  highly  probable  that  the  peak  of 
high  prices  in  most  lines  has  been  reached  and 
that  in  some  lines  there  may  even  be  a  perma- 
nent reduction  in  prices,  as  a  general  proposi- 
tion it  is  a  safe  bet  that  high  prices  and  high 
wages  will  continue  for  some  time  to  come. 

"I  want  to  tell  you,  gentlemen  and  ladies  of 
the  Columbia  dealers'  organization,  that  good 
and  even  big  business  is  possible  in  the  retail 
distribution  of  Grafonolas  and  records  to-day 
and  the  best  proof  of  this  statement  is  the  fact 
that  there  are  a  considerable  number  of  Columbia 
dealers  who  have  failed  to  become  panic  stricken 


"New  England  Service  for 
New  England  Dealer/' 


/^UR  slogan  is 
again  exempli- 
fied by  our  success- 
fully placing  Victor 
goods  into  the  hands 
•of  our  dealers  in  the 
face  of  embargoes, 
stevedore  strikes  and 
seemingly  insur- 
mounta  ble  diffi- 
culties. 

Ask  ihe  dealer  ! 


This  time  our  barge  "Olive"  turned  the  trick 

The  Eastern  Talking  Machine  Go. 

VICTOR  WHOLESALERS 

8     Essex    Street  BOSTON 


and  who  by  putting  a  little  extra  effort  and  in- 
telligent thought  behind  the  moving  of  their 
stock  are  doing  as  big  or  bigger  business  to-day 
than  they  have  done  any  time  during  the- past 
few  years.  I  have  talked  with  a  number  of  deal- 
ers during  the  past  three  weeks  and  I  find  deal- 
ers within  one  or  two  blocks  of  each  other,  one 
of  whom'  bemoans  the  fact  that  business  is 
rotten  and  he  doesn't  know  what  in  the  world  is 
going  to  happen  this  Fall  and 'Winter,  while 
the  other  one  is  doing  the  biggest  business  of 
his  career  and  hasn't  time  to  sit  and  think 
long  enough  to  enable  himself  to  be  surrounded 
by  a  gloom  cloud. 

■'We  are  also  going  to  see  it  in  the  ranks  of 
phonograph  dealers  because  this  country  is 
reaching  the  point  to-day  where  the  dealer  who 
employs  good,  sound,  constructive  merchandising 
principles  and  real  salesmanship  in  the  distri- 
bution of  his  phonograph  product  is  the  dealer 
v/ho  is  going  to  survive  and  make  it  impossible 
for  the  hit-or-miss  type  of  dealer  to  continue  in 
business. 

"During  the  past  two  and  a  half  years  Co- 
lumbia has  cleaned  house  in  New  England  and  I 
have  wanted  to  believe  that  in  reducing  our  num- 
ber of  dealers  from  over  500  to  less  than  300 
we  had  gotten  it  down  to  a  fast-working,  en- 
thusiastic, optimistic  organization  of  dealers,  and 
a  majority  of  the  dealers  with  whom  I  have  talked 
justified  our  opinion.  But  we  want  to  see  this 
spirit  dominating  lOO  per  cent  of  the  Columbia 
dealers  in  the  Boston  branch  territory.  This  is 
no  time  for  gloom.  This  is  no  time  for 
fast-spreading  pessimism.  This  is  no  time 
to  take  it  for  granted  that  there  is  no  busi- 
r.ess  and  therefore  decide  you  won't  do  any 
advertising.  This  is  no  time  to  decide  that  there 
is  no  business  and  that  therefore  you  will  pull 
in  your  canvassers  and  trucks. 

"A  dealer  recently  bemoaned  to  me  the  fact 
that  he  had  fifty  Columbia  Grafonolas  on  hand 
and  he  is  doing  business  in  the  City  of  Boston. 
Later  in  the  day  another  Boston  dealer  with  a 
comparatively  small  shop  told  me  that  he  was 
averaging  from  eight  to  ten  Grafonola  sales 
every  day  and  that  his  record  business  was  prac- 
(Continued  on  page  85) 


84  THE   TALKING    MACHINE    WORLD  august  15. 1920 


Established  1870 


Oldest  and  Largest 
Manufacturers  of 
Talking  Machine 

NEEDLES 

in  the  World 


''Fifty  Years  of  Needle  Making." 

"If  a  Talking  Machine  Needle  could  be 
made  better,  Bagshaw  would  make  it." 

W.  H.  BAGSHAW  CO. 

INCORPORATED  1917 

LOWELL,  MASS. 


■11 


AucusT  15,  1920 


THE   TALKING   MACHINE  WORLD 


Don't  Let  Bad  Conditions 
Interfere  With  Good  Profits 


SHIPPING  conditions  are  going  to  be  bad  this  Fall.     The  heaviest  freight  move- 
ments of  the  year  are  soon  to  begin,    with   the   moving   of   the   crops  and  the 
transporting  of  coal  for  Winter  use.  Congestion  is  already  severe.     It  is  going  to 
be  worse. 

1  he  wise  Pathe  dealer  is  he  who  insures  his  Fall  and  Winter  profits  by  stocking  up 
now,  while  it  is  possible  to  deliver  the  goods.  Today  we  can  ship.  Thirty,  sixty 
or  ninety  days  hence,  we  can  promise  nothing. 

You  are  urged  to  write  us  immediately  and  book  your  order  for  early  delivery,  that 
we  may  aid  you  to  escape  the  freight  blockade  and  shortage  of  merchandise  that 
is  surely  in  store. 


Hallet  &  Davis  Piano  Co. 

146  BOYLSTON  STREET,  BOSTON 


New  England  Distributors  for 
Pathe  Phonographs  and  Pathe  Records. 


New  York  Office: 
Hallet  &  Davis  Bldg.,  18  East  42d  Street 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  83) 


tically  normal,  succeeding  a  two  weeks'  slump 
the  early  part  of  May. 

"I  ask  every  Columbia  dealer  to  think  good 
business  and  talk  good  business;  to  advertise  and 
send  out  his  canvassers  and  salesmen  with  trucks 
to  reap  a  golden  harvest  in  connection  with  sales 
to  the  smaller  towns  and  rural  communities.  I 
am  not  preaching  the  doctrine  of  foolish,  irre- 
sponsible optimism;  rather  do  I  ask  you  to  de- 
cline to  sacrifice  on  the  altar  of  panicky  emo- 
tions the  splendid  confidence  which  every  red- 
blooded  American  has  had  and  should'  continue 
to  have  in  the  people  who  make  up  the  greatest 
country  in  the  world,  which  has  made  such  a 
contribution  to  the  rest  of  the  world  durilig  the 
past  few  years.  Business  is  good  with  us !  Make 
it  good  with  you  by  the  means  which  are  easily 
at  your  disposal." 

In  the  second  circular  Mr.  Mann  says,  in  part: 
"Don't  give  the  people  a  chance  to  forget  dur- 


8<nd  tor  Dtiorlptlvt  Circular 

'  Demonstraticw  Booths 

AND  T^ECORD  CASES 

IN  STOCK  OR  TO  01 


FRANK  B.  CURRY 
72-74  Dedham  8t.        Boston.  Mass. 


ing  the  Summer  months  that  you  have  a  well- 
equipped  Grafonola  department  and  are  on  the 
job  prepared  to  take  care  of  their  requirements 
in  ColvTmbia  Grafonolas  and  records.  Business 
is  good  generally  among  Columbia  dealers  now. 
Make  it  good  in  your  own  department  by  re- 
calling the  pep  and  enthusiasm  from  the  vaca- 
tion on  which  they  were  sent  even  before  the 
vacation  season  started  in  some  cases." 

Now  the  Phonograph  Sales  Co. 

The  Rosen  Phonograph  Sale^  Co.,  at  27  Court 
square,  has  been  changed  to  the  Phonograph 
Sales  Co.,  Harry  Rosen,  president.  The  com- 
pany now  controls  the  rights  to  the  Delpheon 
instrument  for  Maine,  New  Hampshire,  Massa- 
chusetts, Rhode  Island,  and  President  Rosen  is 
preparing  for  a  big  campaign  in  all  these  States. 
How  Herbert  Shoemaker  Is  Summering 

Herbert  Shoemaker,  of  the  Eastern  Talking 
Machine  Co.,  is  not  planning  on  a  vacation  at 
this  time,  as  he  is  looking  forward  to  his  res- 
pite from  business  some  time  around  Christmas. 


when  he  goes  with  his  college  fraternity,  the 
Delta  Kappa  Epsilon  to  Havana,  Cuba,  where  it 
is  to  hold  its  national  convention,  the  organiza- 
tion having  been  invited  by  the  President  of 
Cuba,  who  is  a  Cornell  alumnus.  Meantime  Mr. 
Shoemaker  is  spending  all  his  spare  time  on  the 
Charles  River,  where  he  has  been  rowing  as 
much  as  twenty-one  miles  in  three  days.  He 
has  been  invited  to  enter  his  shell  in  the  sin- 
gles in  the  Labor  Day  regatta. 

Transferred  to  Western  Massachusetts 
L.  H.  Richardson,  who  has  been  the  Victor 
representative  in  the  State  of  Maine,  has  left 
that  territory  and  has  been  transferred  to  western 
Massachusetts,  where  he  will  act  in  the  same 
capacity. 

Conducting  Special  Educational  Classes 

Miss'  Grace  Barr,  of  the  educational  depart- 
ment of  the  Victor  Co.,  has  been  conducting  spe- 
cial classes  this  Summer  at  Hyannis,  her  pupils 
coming  largely  from  the  normal  schools  of  Bos- 
(Contmued  on  page  87) 


Disc  Record,  Player  Roll  and  Sheet  Music 
Cabinets.    The  Best  in  the  Market 

See  Display  Ad  in  This  Issue 


Standard  of  Quality  to  preserve  the  Records 

See  Display  Ad  in  This  Issue 
Send  your  orders  for  both  these  lines  to 
L.W.HOUGH.  20  Sudbury  St.,  Boston,  Mass. 

New  England  Representative 


New  England  Dealers! 

The  new  "Empire"  catalogue  is  now  ready  for  you.  Liberal 
discount  and  terms.    Write  us  for  territory. 

New  England  Piano  &  Phonograph  Co. 


Exclusive  New  England  Distributors 
405  BOYLSTON  STREET  : 


BOSTON,  MASS. 


Wholesale  Distributors 
New  England  Pianos 
New  England  Player  Pianos 
Wm.  J.  Ennis  Players 


Empire  Talking  Machine 
The  World's  Best  Phonograph" 


S6 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


KRAFT-BATES^-'SPENCER 

NEW  ENGL-ji^D  DISTRIBUTORS 


INC 


PHONOGRAPHS     AND  RECORDS 


A  Constant  Powerful  Campaign 


The  success  that  has  come  to 
Brunswick  Dealers  has  not  been 
accidental.  It  has  been  due  to 
Brunswick  policies  of  producing 
the  superlative  and  letting  people 
know  about  it. 

Brunswick  advertising,  for  all 
these  years,  has  been  educational. 
It  has  explained  how  finer  tone  is 
attained.  It  has  told  about  The 
Brunswick  Method  of  Reproduction 
and  its  features,  such  as  The  Ultona 
and  the  Scientific  Amplifier. 

These  should  be  interesting  to 
those  of  us  in  the  trade,  but  to  the 
prospect  they  are  of  vital  impor- 


tance. People  are  constantly  inter- 
ested in  something  better. 

They  have  come  to  know  that 
Brunswick  stands  for  superiority. 
They  know  that  Brunswick  is  never 
associated  with  the  ordinary.  They 
have  confidence  in  this  great  name. 

But,  best  of  all,  their  confidence 
is  confirmed,  once  they  hear  the 
Brunswick.  It  lives  up  to  our  ad- 
vertising. Tonal  superiority  is 
evident  to  anyone  who  makes  a 
comparison. 

This  is  building  on  a  firm  founda- 
tion and  every  wise  business  man 
knows  it. 


n 


5  ?  a 

1  g 


sit ' 
11'*' 


5  a 


This  policy  of  creating  a  public 
demand  is  far  wiser  than  being 
content  with  public  acceptance. 


KRAFT -BATES  &  SPENCER 

IINCORPORATED 

156  Boylston  Street,  BOSTON,  MASS. 
.NEW  ENGLAND  DISTRIBUTOPS 
TONOFONE,     VICTROLEI^E,  MOTROLAS 
Steel  Needles        Jewel  Points  Albums 
Record  Brushes        Khaki  Covers 


i]llllll'L«Jllllll'<'||| 


i  mill  llllll  HUH 


I     'It  I 

r  - 


f '  1 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


87 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  85) 


ton  and  vicinity.  Ralph  Silliman,  of  the  Phono- 
graph Supply  Co.,  of  New  England,  is  home 
from  his  vacation  spent  at  Basin  Harbor,  Vt. 
George  Rosen,  his  partner  in  the  very  live  busi- 
ness which  these  two  young  men  are  building  up, 
plans  to  go  away  next  month  for  his  vacation. 
To  Manage  Dealer  Service  Department 

J.  J.  Moore,  who  has  lately  come  to  the  local 
Columbia  department  from  the  executive  offices 
in  New  York,  has  been  made  manager  of  the 
Dealer  Service  department,  succeeding  E.  H. 
McCarthy,  who  has  been  promoted  to  the  post 
of  traveling  sales  associate,  with  headquarters  at 
Burlington,  Vt. 

New  Brunswick  List  Makes  Hit 

Wholesale  Manager  Fred  H.  Walter,  of  the 
Brunswick,  reports  that  the  new  monthly  list  of 
records  is  making  a  big  stir  among  Brunswick 
LMithusiasts  and  several  of  the  numbers  were  ex- 
hausted soon  after  their  arrival.  Later  in  the 
season  Harry  Spencer,  head  of  Kraft,  Bates 
&,  Spencer,  the  local  distributors,  may  plan  to 
sign  up  with  other  dealers  who  are  anxious  to 
take  over  territory  for  this  instrument. 

C.  F.  Bruno  Now  Permanently  Settled 

Charles  F.  Bruno,  the  new  head  of  the  Tre- 
mont  Talking  Machine  Co.,  is  now  permanently 
settled  in  Boston  and  making  friends  fast  among 
■the  trade.  Mr.  Bruno's  New  York  experience  has 
been  such  that  he  is  perfectly  familiar  with  the 
talking  machine  business  and  he  comes  here 
with  some  Metropolitan  ideas  which  should  even- 
tually mean  big  business  for  this  Boston  house. 
Where  They  Are  Vacationing 

Warren  Batchelder,  his  local  manager  of  the 
Tremont  Talking  Machine  Co.,  is  taking  his 
vacation  at  Marblehead,  where  he  and  his  family 
have  a  cottage.  Mr.  Batchelder  was  down  there 
fqr  a  short  visit  in  July.  Ralph  Longfellow,  of 
the  sales  staff  of  the  company,  is  taking  his  vaca- 
tion at  Lake  Winnepesaukee,  N.  H. 

Off  on  Southern  Trip 

Kenneth  E.  Reed,  wholesale  manager  of  the 
Victor  department  of  the  Steinert  house,  is  soon 
to  have  as  his  guest  L.  C.  Mountcastlc.  who  is 


nORTON-GALLO-CREAMER  CO 


NEW  HAVEN 


CONNECTICUT 


VICTOR  SERVIC[  SPECIALISTS 


VICTOR  Retailers  will  find  our  service 
distinctive  in  many  respects.  We  not 
only  aim  to  co-operate  with  you,  but 
offer  you  practical  assistance  in  your 
merchandising  and  sales  problems. 

This  service  is  at  your  disposal. 


the  special  representative  of  the  eight  leading 
Victor  artists.  Mr.  Reed  at  this  writing  is  start- 
ing off  on  another  Southern  trip. 

F.  H.  Silliman  Heard  From 
Good  news  comes  from  Fred  H.  Silliman,  man- 
ager and  vice-president  of  the  Pardee,  EUen- 
berger  Co.,  who,  with  Mrs.  Silliman,  is  over  in 
England  visiting  his  son.  The  trip  over  did  Mr. 
Silliman,  who  was  rather  tired,  a  world  of  good. 


PERFECTION  beXJSg  TONE  ARMS 

PERFECTION  FLEXI-TONE  REPRODUCERS 


Manufacturers 
Jobbers- 
Dealers— 


The  Perfection  Flexitone  reproducer  No.  7 
attached  to  the  Perfection  ball-bearing 
tone  arm  No.  4  plays  all  lateral  cut  rec- 
ords on  all  types  of  Edison  Disc  Machines. 
Made  in  nickel  and  24  carat  gold  finish, 
extra  fine  quality  disc. 


These" reproducers  and  tone  arms  are  the  very  finest  made,  mechanically  —repro- 
ducing as  the  records  were  recorded  in  the  recording  room— "clarity  of  sound  with 
great  volume. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 


Manufactured  by 


New  England  Talking  Machine  Co. 


16-18  BEACH  STREET 


BOSTON,  MASS. 


CALIFORNIA 

San  Francisco — Walter  S.  Gray  Co. 
COLORADO 

Denver — Denver  Dry  Goods  Co. 
IOWA 

Des  Moines— 'Harger  &  Blish 


DISTRIBUTORS  : 

MASSACHUSETTS 

Boston — Pardee-Ellenberger  Co. 

NEBRASKA 

Omaha — fihultz  Bros. 

NEW  YORK 

New  York — The  Phonograph  Corp.  of 
Manhattan 


PENNSYLVANIA 

Pittsburgh — Buehn  Phono.  Co. 
Philadelphia — ^Girard  Phono.  Co. 

UTAH 

Ogden — Proudfit  Sporting  Goods'Co. 
VIRGINIA 

Richmond — C.  B.  Haynes  Co..  Inc. 


Mr.  and  Mrs.  Silliman  are  planning  to  return 
home  early  in  September. 

Walter  Gillis,  in  charge  of  the  Victor  store  at 
the  Henry  F.  Miller  Co.'s  Boylston  street  estab- 
lishment, has  been  spending  two  weeks  at  North 
Truro,  having  with  him  his  son,  Walter,  Jr., 
who  was  one  of  the  boys  to  go  overseas  at  the 
time  of  the  war. 

Frank  Horning,  of  F.  H.  Horning  &  Co.,  Vic- 
tor retail  dealers  in  Boylston  street,  is  home 
fi  cm  a  flying  visit  to  Camden,  N.  J. 

Where  Geo.  A.  Dodge  Rusticates 

George  A.  Dodge,  of  the  Eastern  Talking 
Machine  Co.,  and  his  family  spent  a  few  days  the 
latter  part  of  the  month  at  Terrace  Gables,  Fal- 
mouth Heights.  His  son,  G.  Hovey  Dodge,  of 
the  same  company,  took  a  part  of  his  vaca- 
tion at  the  Hull,  Nantasket,  where  he  made  his 
headquarters  at  Hotel  Pemberton. 

Temporarily  Missing  From  Her  Desk 

Miss  Esther  Samuels,  the  faithful  secretary 
to  Wholesale  Manager  Kenneth  Reed,  of  the 
Steinert  Co.,  is  temporarily  missing  from  her 
desk.  The  reason  is  found  in  the  announce- 
ment of  her  marriage  to  Max  Alman,  which 
took  place  August  1  at  the  home  of  her  uncle 
and  aunt,  Mr.  and  Mrs.  L.  Scheinfeldt,  36  Har- 
vard avenue,  Dorchester.  Mrs.  Alman  plans 
to  return  to  her  office  duties  later  in  the  month. 
R.  L.  Freeman  in  Nova  Scotia 

Ralph  L.  Freeman,  director  of  distribution  for 
the  Victor  Co.,  passed  through  Boston  the  end  of 
July  on  his  way  to  Nova  Scotia,  where  he  plans 
to  spend  his  vacation.  Last  year  when  Mr. 
Freeman  and  his  family  came  this  way  they 
put  their  automobile  on  the  Yarmouth  boat,  but 
this  time  they  motored  straight  through  over 
the  roads,  via  New  Hampshire,  Maine  and  New 
Brunswick. 

Guy  R.  Coner,  who  has  been  in  charge  of  the 
Boston  headquarters  of  the  Pardee,  Ellenberger 
Co.  during  Manager  Silliman's  absence  in  Eng- 
land, has  been  taking  a  short  vacation  at  Man- 
chester-by-the-Sea;  Frank  S.  Boyd  and  L.  H. 
Ripley,  of  the  Pardee,  Ellenberger  Co.,  and  T.  E. 
Dean  plan  to  take  their  vacations  some  time 
this  month. 

H.  L.  Pratt,  of  the  executive  sales  department 
of  the  Columbia  Co.,  was  a  Boston  visitor  within 
the  past  few  weeks.  Mr.  Pratt  formerly  was  a 
Newton  Centre  man  and  succeeded  R.  E.  Rae, 
who  went  to  Omaha,  Neb. 

Most  of  this  month  Manager  Fred  E.  Mann, 
(^Continued  on  page  88) 


8S 


THE    TALKING    MACHINE  WORLD 


August  IS,  1920 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  87) 


MICA 
DIAPHRAGMS 


Watson  Brothers,  Inc. 

170  PURCHASE  ST. 
BOSTON     ...     -  MASS. 


of  the  Columbia,  is  spending  in  his  New  England 
territory,  where  he  has  started  upon  a  vigorous 
campaign  in  seeking  closer  co-operation  among 
the  Columbia  dealers  and  salesmen. 

Enlarging  Vocalion  Co.'s  Headquarters 
The  interior  of  the  Vocalion  Co.'s  Boylston 
street  headquarters  are  being  considerably  ren- 
ovated. Several  new  booths  are  being  in- 
stalled on  both  sides  of  the  front  of  the  store 
and  the  record  department  also  is  to  be  con- 
siderably enlarged.  Manager  E.  M.  Wheatley 
is  not  taking  any  extended  vacation  at  this 
time  but  is  contenting  himself  with  week-end 
trips.  Frank  B.  Lincoln  is  going  the  middle  of 
August  to  North  Conway,  where  he  has  been 
for  several  years.    Charles  T.  Foote  will  take 


the  latter  part  of  August  for  his  vacation;  Harry 
Staehr,  of  the  wholesale  department,  and  Mr. 
Clark  have  just  returned  from  a  motor  boat 
cruise  in  the  waters  of  New  York  bay  and  Long 
Island  soimd. 

Making  a  Name  for  Himself 
S.  A.  Colahan,  manager  of  the  retail  depart- 
ment of  the  Pathe  department  at  the  Hallet  & 
Davis  establishment,  is  making  quite  a  name 
for  himself  in  the  way  he  has  been  developing 
the  instrument  and  record  business,  and  though 
it  is  mid-Summer  he  has  made  many  good  sales 
and  has  a  number  of  promising  prospects  on  the 
books. 

Returning  From  Pacific  Coast 

George  Lincoln  Parker,  the  Edison  repre- 
sentative in  the  Colonial  building,  is  expected 
home  this  week  from  his  five  weeks'  trip  to  the 
Pacific  Coast.  While  away  he  visited  a  number 
of  Coast  cities  and  when  he  last  wrote  home  he 
was  in  Los  Angeles,  and  was  planning  to  make 
a  several  days'  stay  in  Chicago.  '  Mr.  Parker's 
trip,  it  will  be  recalled,  was  for  both  business 
and  pleasure. 

Some  Timely  Comments  on  Service 

A  ditch  digger  works  eight  hours  a  day  for 
$3.50— that's  labor. 

A  merchant  takes  an  article  he  buys  for  seven- 
t3'-five  cents  and  sells  it  for  a  dollar — that's 
business. 

A  man  takes  a  piece  of  canvas,  paints  a  picture 


Anniversary  Announcement 


1  01  O  INTEREST  TO  NEW  ENGLAND 
liflkJ  DEALERS  AND  MANUFACTURERS 


1920 


JUST  one  year  ago  we  established  PHONOGRAPH  HEADQUARTERS. 
At  that  time  we  told  you  we  would  give  the  dealers  a  real  helpful  service — 
something  new — something  different  from  anything  ever  before  offered.  And 
we  did !  First,  we  brought  two  progressive  firms  together  under  one  roof  and 
assembled  the  largest  variety  of  dependable  phonograph  products  in  New  Eng- 
land.   You  used  to  ask:  "Where  can  I  buy  ?"    "And  who  sells   ?" 

Now  you  know!  We  did  more.  We  helped  many  a  dealer  to  solve  his  problems 
and  make  his  business  grow  big.  We  made  our  establishment  a  dealers'  institu- 
tion.   We  knew  you'd  like  this  service.    And  you  proved  it ! 

TODAY  we  thank  you  for  your  hearty  appreciation  which  has  caused  our 
business  to  expand.  Today  we  are  looking  forward  to  the  Fall  and  to  the 
holiday  season  with  assurance  of  even  greater  expansion.  Optimism!  Yes,  and 
foresight !  AVell-filled  warerooms.  Increased  facilities — we  have  already  opened 
our  first  branch  salesroom  and  others  are  being  arranged.  Headquarters — a 
trading  place  and  "helpful  ideas  factory"  for  every  dealer  regardless  of  his 
affihations. 

YOU  are  earnestly  invited  to  visit  Headquarters  again  during  this  month  in 
particular.  Let's  help  with  your  Fall  plans.  Let's  show  you  some  1921 
merchandise.  Yes,  1921  !  And  if  you  can't  come  this  month,  just  remember 
that'you  are  also  invited  to  write  for  our  price  list  and  literature. 

Two  Firms  Under  One  Roof ! 

New  England  Phonograph  Headquarters 

The  Phonograph  Sales  Co.     The  Phonograph  Supply  Co. 


Wholesale  Jobbers  and  Factory 
Distributors  of  phonographs,  rec- 
ords and  supplies. 

Exclusive  'factory  representatives 
for  the  Delpheon  Phonograph  in 
Massachusetts,  Maine,  Vermont, 
New  Hampshire  and  Rhode  Island. 


Our  address  is  the  best  answer  to 
any  question  concerning  phono- 
graph repair  parts  or  accessories — 
needles,  tone  arms,  motors — any- 
thing! 

The  largest  stock  of  repair  parts 
and  accessories  in  New  England. 


Correspondence  may  be  directed  to  either  concern  with  the  assurance  that  it  will 

reach  the  proper  department. 


27  COURT  SQUARE  ( 


Extra  Salesroom  at 
Tremont  Tern 


p,r)  BOSTON,  MASS. 


'^Ae  Phonographs/Marvelous  Tone. 


The  Popalarity  of 
this  Wonderful 
Talking  Machine 
in  New  England 
hat  been  onprece- 
dented.  If  you  are 
looking  for 

QUALITY 
SERVICE 

AND 
PROFIT 

GET  IN  TOUCH 
WITH  THE 
MOST  PRO- 
GRESSIVE 
HOUSE  IN 
THE  EAST 


l^ateral  Eecorbs! 


SCRATCH 


Dealers  Supplied  at  Short  Notice 

S.  W.  SHARMAT  &  SON 

Wholesale  Distributors 
5  Bromfield  Street,  Boston,  Mass. 


in  oils  upon  it  and  sells  it  for  $5,000 — that's  art. 

Longfellow  took  a  worthless  sheet  of  paper, 
wrote  a  poem  on  it  and  made  it  worth  thousands 
— that's  genius. 

A  banker  could  write  a  few  words  on  a  slip 
of  paper  and  make  it  worth  a  million — that's 
capital. 

A  woman  could  buy  a  hat  for  $12.70,  but  pre- 
fers one  for  $48— that's   ! 

But  for  a  dealer  to  really  carry  out  this  motto: 
"We  buy  merchandise  for  this  store  as  care- 
fully as  if  we  were  the  ones  to  use  it;  we  put 
fair-profit  prices  on  it;  we  tr}-  to  sell  it  so  that 
you  will  know  just  what  to  expect  of  it;  we  are 
here  to  make  it  right  if  it  doesn't  measure  up; 
we  never  grow  tired  of  showing  goods — in  fact, 
it's  a  pleasure — until  you  find  what  suits;  we 
don't  e.xpect  you  to  buj'  until  you  do,  we  are 
here  to  help  you  buy,  rather  than  to  sell" — 
that's  service. 


The  Petmecky  Phonograph  Co.,  Inc.,  has  been 
incorporated  at  Austin,  Tex.,  with  a  capital  of 
$100,000. 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


89 


BEACON  EXPANSION  CONTINUES 


Many  Shipments  to  Norway  and  England — 
Forty  Dealers  Established  in  Maine,  New 
Hampshire  and  Vermont — Useful  Publicity 


Boston,  Mass.,  August  5. — The  Beacon  Pho- 
nograph Co.  has  been  laying  a  foundation  for 
a  large  export  business,  and  shipments  have 
just  been  made  to  Norway  and  England.  Im- 
portant agency  connections  have  been  estab- 
lished in  these  countries,  and  there  is  every 
reason  to  believe  that  the  Beacon  will  be  ac- 
corded a  hearty  welcome  abroad. 

W.  J.  Reilly  &  Co.,  Boston  distributors  for 
Maine,  New  Hampshire  and  Vermont,  report 
that  to  date  they  have  established  over  forty 
dealers  in  this  territory,  the  majority  of  whom 
are  now  placing  substantial  orders  so  that  they 
will  have  sufficient  stock  on  hand  for  the  com- 
ing Fall  season.  The  Norris  Piano  Co.  has 
been  featuring  the  Beacon  to  excellent  advan- 
tage, and  advertising  it  regularly  in  the  Boston 
newspapers. 

The  Beacon  Phonograph  Co.  has  adopted  a 
general  form  of  advertising  which  consists  of 
an  attractive  sticker  that  is  used  on  all  letters 
and  packages.  This  sticker  which  is  a  minia- 
ture reproduction  of  the  Beacon  instrument  is 
being  used  extensively  by  Beacon  dealers. 

A,  R.  McDonald,  president  of  the  Beacon 
Phonograph  Co.,  left  recently  for  a  three  weeks' 
vacation  which  he  will  spend  in  the  .  vicinity  of 
Eastport,  Me. 

R.  M.  Nelson,  general  sales  manager  of  the 
company,  returned  recently  from  a  trip  to  Chi- 
cago, where  he  reports  business  conditions  are 
very  gratifying. 


Lansing  Khaki  Moving  Cover 

For  Delivering 
TALKING  MACHINES 

Same  quality  as  originally  made.    Heavy  Felt  Padding  for  Grade  A  ; 
Specially  prepared  Clean  Cotton  Batt  Padding  for  Grade  B. 
LANSING  COVERS  wear  well  and  are  cheapest  in  the  long  run.  Use 

them  for  every  delivery.  They  mean 
insurance  against  finger  prints, 
scratches  and  bruises ;  save  repair 
men's  time,  clerk  service,  and  aid  the 
delivery  men. 

Write  for  price*  and 
descriptive  catalogue 

LANSING  SALES  COMPANY 

Successors  to  E.  H.  LANSING 
Manufacturers 

Eliot  and  Warrenton  Streets,  BOSTON 

San  Francisco  Representative :  WALTER  S.  GRAY 
942  Market  Street 

PHOENIX  TRADING  COMPANY 

126S-69  Broadway,  New  York 

H.  A.  Copeland.Sale8:Co..LCharlolte,'N.C. 


NOW  A  CO=PARTNERSHIP 


Phil.'\delphia,  P.\.,  August  2. — The  National 
Decalcomania  Co.,  of  238-240  North  Sixtieth 
street,  this  city,  formerly  under  the  sole  pro- 
prietorship of  Dr.  Walter  J.  Snyder,  has  now 
become  a  co-partnership  consisting  of  Dr.  W.  J. 


Snyder  and  George  C.  Greenawald.  Mr.  Green- 
awald  has  been  actively  connected  with  the  Na- 
tional Decalcomania  Co.  for  many  years  and 
imder  his  management  the  affairs  of  the  company 
have  proceeded  and  increased  remarkably.  The 
inclusion  of  Mr.  Greenawald  as  a  member  of  the 
firm  speaks  for  its  continued  success. 


Powers  lie  dormant,  going  to  waste  all  around 
us  in  the  tides  that  could  do  our  work,  and  the 
heat  of  the  sun  that  ought  to  do  it. 


THE  COLUMBIA  CO.  IN  OMAHA 

The  general  sales  department  of  the  Colum- 
bia Co.  received  an  interesting  letter  recently 
from  R.  E.  Rae,  who  left  for  Omaha  a  short 
while  ago  to  assume  charge  of  the  new  Colum- 
bia wholesale  branch  to  be  opened  in  that  city. 
Mr.  Rae  states  that  he  expects  to  be  fully 
established  in  his  new  home  this  month,  and 
that  plans  are  being  made  to  give  maximum 
service  to  Columbia  dealers  in  Omaha  territory. 


90 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


MAKING  THE   COUNTY  FAIR  PROFITABLE  TO  DEALERS 

If  Talking-  Machine  Dealers  Find  It  Worth  While  to  Exhibit  at  County  Fairs  They  Should  Do 
So  in  a  Proper  Manner  and  Carry  on  an  Educational  Campaign  to  Win  Customers 


As  the  season  for  the  annual  countj-  and  State 
fairs  draws  near,  talking-  machine  dealers  in  all 
parts  of  the  country  are  making  plans  to  ex- 
ploit their  various  lines  at  these  gatherings. 
From  reports  received  from  a  large  number  of 
dealers,  the  plans  this  year  -will  be  more  elab- 
orate than  ever  and  call  for  demonstrations 
-which  vrill  mean  much  for  the  industry  if  prop- 
erh-  handled.  But  members  of  the  industry  who 
have  its  best  interests  at  heart  sound  a  note  of 
warning  at  this  point.  They  say  that  while  in 
years  past  the  talking  machine  has  had  its  place 
at  these  county  and  State  fairs,  the  presentation 
has  not  been  made  in  the  best  way.  It  is  now 
the  aim  of  the  talking  machine  manufacturer  to 
place  his  product  on  the  plane  of  a  real  musical 
instrument — a  plane  where  it  rightly  belongs. 
'i\ational  advertising  and  propaganda  of  all  kinds 
have  been  used  to  educate  the  general  public  to 
appreciate  the  talking  machine  and  to  realize 
the  benefits  which  it  holds  in  store  for  them. 

In  former  years  count}"  fairs  and  State  gath- 
erings have  been  the  mecca  for  thousands  of 
people  and  a  noticeable  feature  of  these  events 
has  alwaj'S  been  the  music.  Unfortunately  this 
music  has  as  a  rule  been  confined  largely  to 
blaring  bands,  and  loud,  harsh  instruments  play- 
ing nothing  but  the  latest  thing  in  jazz,  or  what 
corresponded  to  it  before  the  present  jazz  craze 
got  such  a  following.  The  better  class  of  music 
such  as  is  heard  at  Summer  resorts  along  the 
coast  and  in  the  mountains  in  concerts,  recitals 
and  the  like,  seems  to  find  no  place  at  the  county 
fair.  The  reason  for  this  is  not  quite  clear.  It 
would  seem  that  the  plan  ought  to  work  the 
Other  way  around,  and  that  people  who  go  away 
for  amusement  in  the  Summer  would  naturally 
look  for  light,  jazzy  music  at  the  resorts,  but 
it  will  be  found  that  some  of  our  greatest  artists 


appear  at  these  places  and  appear  before  en- 
thusiastic audiences  which  number  many  thou- 
sands. 

Th-e  attendance  at  a  State  or  county  fair  is 
very  similar  to  that  at  the  Summer  resorts  and 
good  music  would  appeal  to  them  as  well  as  it 
does  to  the  latter.  Dealers  who  are  now  laying 
their  plans  should  realize  their  duty  to  the  music 
industry  and  should  plan  to  have  exhibits  which 
will  appeal  to  the  real  music  loving  class  of  the 
people  as  well  as  to  the  class  which  likes  the 
popular  music  of  the  day.  It  would  be  entirely 
possible  to  have  concerts  by  record  artists,  as 
has  been  done  in  most  of  the  cities  in  the  coun- 
try in  the  past  year  or  two.  The  exhibits  them- 
selves should  be  designed  on  a  scale  of  dignity 
in  keeping  with  the  ideals  of  the  music  industry 
and  every  effort  should  be  made  to  create  the 
impression  that  the  talking  machine  is  distinctly 
a  musical  instrument,  and  as  such  has  a  place 
of  its  own. 


PRAISED  BY  LITTLE  SCHOOLMASTER 

A  decided  tribute  is  paid  to  the  Penn  Victor 
Dog  in  an  article  in  a  recent  issue  of  Printers' 
Ink.  An  editorial  feature  of  this  well-known  ad- 
vertising magazine  is  'The  Little  Schoolmaster's 
Classroom,"  which  comments  favorably  or  un- 
favorably on  current  methods  of  publicity.  The 
conductor  of  this  department,  when  recentlj'  in 
the  S  outh,  noted  the  familiar  baseball  window 
display  in  a  local  Victor  dealer's  window,  which 
was  suggested  by  the  Penn  Phonograph  Co.,  of 
Philadelphia,  and  is  composed  of  a  diamond  with 
Penn-Victor  dogs  as  spectators  and  players. 
Commenting  upon  this  unique  displa}^  he  ob- 
serves that  "the  effect  was  most  striking  and 
amusing."  ^ 


LOOKS  FOR  BIG  EDISON  YEAR 

W.  B.  Word,  of  Atlanta,  on  Visit  to  Edison 
Laboratories,  Says  Southern  Trade  is  Good 


Without  exception,  Edison  dealers  located  in 
the  Atlanta,  Ga.,  jobbing  territory  are  looking 
forward  to  by  far  the  biggest  year  in  the  history 
of  the  Edison  business,  according  to  W.  B. 
Word,  sales  manager  of  Phonographs,  Inc.,  of 
that  city,  who  was  a  visitor  at  the  Edison 
Laboratories  this  week. 

Mr.  Word  states  that  the  general  business 
outlook  in  that  section  is  highly  promising  and 
that  many  dealers  are  beginning  to  cash  in  on 
the  policy  which  governs  Edison  prices  and 
which  was  fixed  upon  by  the  Edison  Labora- 
tories in  anticipation  of  prevailing  conditions. 
Dealers  have  also  embraced  the  1920  sales  pro- 
motion plans  in  a  way  that  has  exceeded  the 
expectations  of  the  most  optimistic  and  which 
is  reflected  in  the  increasing  volume  of  business 
which  is  being  enjoyed  throughout. 


J.  H.  STEINMETZ  VISITS  NEW  YORK 

John  H.  Steinmetz,  president  of  the  Empire 
Talking  Machine  Co.,  Chicago,  was  a  recent 
visitor  to  New  York,  and  in  .a  chat  with  The 
World  expressed  himself  well  pleased  with  the 
development  of  his  business  which  has  made 
steady  strides  throughout  the  country,  where  . 
a  very  substantial  line  of  dealers  are  handling 
the  Empire  talking  machines  and  records.  He- 
visited  the  East  accompanied  by  Mrs.  Stein- 
metz, and  returned  Westward  feeling  in  fine 
trim  admirably  fitted  to  enter  the  battle  for 
Fall  and  Winter  business. 

RECORDS  THAT  ARE  OVERLOOKED  - 

Dealers  sny  that  the  number  of  people  who 
bu}-  sacred  selections  and  hj^mns  these  days  is 
increasingly  small,  yet  there  is  a  big  business  in 
this  line  if  pushed. 


Ideal  for  the 
Vacationist 


Although  the  Cirola  is  a  good  all  year 
round  selling  proposition,  the  extreme  ease 
with  which  it  may  be  carried  makes  it 
especially  attractive  to  the  Vacationist. 

Dealers  would  do  well  to  take  care  of 
this  trade  with  the  Cirola.  It  measures 
123^"  X  IIK"  X  61^",  is"  attractive  in 
appearance.  It  is  without  sound  cham- 
ber, has  remarkable  tonal  volume  and 
many  exclusive  features.  Covers  may 
be  had  if  desired. 

Territory  is  open  for  distributors. 
Write  today. 

Cirola  Phonograph  Corporation 

Executive  Offices: 
1  West  34th  Street      :      New  York  City 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


91 


The  MODERNOLA 


A  Home  Delight  to  Ear  and  Eye 


.  What  Sells  The 
Modernola  ? 

Its  individuality. 

The  Modernola  has  it  —  your  eye 
tells  you  that.  The  circular  design- 
ing of  the  instrument  is  "different" 
— it  has  wonderful  selling  appeal. 

The  silk  lamp  shade  feature  is 
unique — and  it's  beautiful!  It  gives 
an  added  touch  of  color  to  the 
home  setting.  And  w^hat  interest 
there  is  today  in  home  beautifying! 

The  special  construction  of  The 
Mod  ernola,  with  its  Saxophone 
Horn  Chamber,  softens  and  en- 
riches the  tone.  Modernola  tone 
satisfies  the  most  critical — enthuses 
every  hearer! 

The  Modernola  is  selling — big!  Its 
worth  is  proven.  It  is  growing  in 
favor.  Increased  production  now 
enables  us  to  place  it  with  the  job- 
bing trade. 

The  Modernola  offers  a  wonderful 
opportunity  for  the  right  organiza- 
tion in  every  territory.  It's  a  sure 
success — and  profitable — wherever 
introduced. 

-     Write  Us— Now! 


'      '        Vlllii  lm.ir.,«.?M..i,...,i^ll.,.,' 


THE  MODERNOLA  COMPANY 


JOHNSTOWN,  PA. 


Eastern  Representative,  Geo.  Seiffert 

Greeley  2978-2291  45  West  34th  St.,  Monolith  Bldg.,  New  York 


92 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Crystal  Edge  MICA  Diaphragms 

THE  STANDARD  OF   QUALITY  AND  SERVICE 

PHONOGRAPH   APPLIANCE   CO.  174  Wooster   Street,   New  York 


TO  FIX  CREDIT  FOR  FOREIGN  TRADE 


W.  S.  Kies  Sails  for  Europe  to  Arrange  for' 
Safeguards  for  U.  S.  Exporters — Will  Investi- 
gate Conditions  in  Foreign  Countries 


W.  S.  Kies,  chairman  of  the  board  of  the 
First  Federal  Foreign  Banking  Association,  told 
newspapermen  before  sailing  for  Europe  on  Juh- 
24  that  he'would  cover  the  western  part  of  the 
continent  and  make  arrangements  in  such  coun- 
tries as  Great  Britain,  Holland,  Scandinavia, 
Belgium,  France,  Italy  and  Spain  for  a  co-opera- 
tive basis  of  credit  extension.  He  said  that 
through  such  arrangements  American  manu- 
facturers who  now  hesitate  to  send  their  goods 
abroad  on  a  purely  credit  basis  may  do  so  when 
certain  good  sound  banks  give  unconditional 
and  irrevocable  guarantees  of  the  pa}'ment  of 
bills  at  their  maturities. 

In  Europe  such  practice  is  known  as  ''delcre- 
dere,"  and  it  is  not  exactly  the  same  thing  as 
acceptance  credit.  Etiropean  banks  are  fa- 
miliar with  it.  The}'  are  in  the  habit  of  ac- 
cording such  guarantees  to  business  concerns 
of  established  credit.  On  the  basis  of  such 
guarantee,  according  to  Mr.  Kies,  it  would  be 
safe  for  American  exporting  companies  to  extend 
credits,  and  it  is  planned  that  the  First  Federal 
Foreign  Banking  Association  will  enter  into 
such  arrangements,  using  the  guarantee  and  the 
endorsement  of  the  exporter,  and  will  finance 
these  credits  even  if  they  run  to  much  longer 
periods  than  the  ordinary  ones. 

In  connection  with  the  extension  of  credits 
to  the  new  States  which  have  not  3"et  estab- 
lished themselves  on  a  permanent  basis,  Mr. 
Kies  said  that  it  is  obvious  that  neighboring 


States  which  are  on  a  sound  basis  have  some 
method  of  extending  credit.  He  intends  to  dis- 
cover what  this  method  is  and  see  if  it  can  be 
applied  to  trade  relations  between  his  associates 
and  the  new  States. 

In  this  work  Mr.  Kies,  who  is  accompanied 
by  technical  assistants,  will  visit  Germany,  where 
the  actual  credit  conditions  will  be  studied.  He 
does  not  believe  that  much  can  be  accomplished 
there  beyond  securing  data  which  at  some  later 
time  ma}-  prove  valuable  in  forming  a  basis  for 
credit  extension  to  the  various  industries  of  that 
countrv. 


JONES=MOTROLA  IN  ATLANTA 


T.  W.  Becker  Makes  That  City  His  Headquarters 
— Handling  the  Jones-Motrola  as  Well  as 
Other  Well-known  Lines  of  Supplies 


Atlaxt.a,  Ga.,  August  2. — I.  W'.  Becker,  South- 
ern representative  of  the  Jones-Motrola  Co.,  New 
\  ork  Citjf,  will  establish  permanent  headquar- 
ters in  this  cit}'.  Until  a  suitable  location  has 
been  found  he  is  making  his  headquarters  at  the 
Ansley  Hotel.  In  addition  to  the  Jones-Motrola, 
Mr.  Becker  will  represent  the  following  well- 
known  talking  machine  accessories  and  will 
cater  to  the  jobbing  trade:  Peerless  albums,  Re- 
peater-stops, Lansing  covers,  All-in-One  prod- 
ucts. Park  &  Park  and  Gilbert  record  brushes. 


The  Paul  Pickerill  Music  Co.  has  been  incor- 
porated in  Evansville,  Ind.,  with  a  capital  of 
$50,000.  The  company  -yvill  do  a  general  busi- 
ness in  musical  instruments  and  accessories.  The 
directors  of  the  corporation  are:  Calvin  D.  Pick- 
erill, Charles  A.  Paul  and  Van  Pickerill. 


MANUFACTURING  FOR  25  YEARS 


Pathe  Freres  Great  Record — Shipping  Actuelles 
— Conventions  in  San  Francisco  and  Los  An- 
geles— Recent  Record  Releases  Please 


In  the  current  issue  of  Pathe  Freres  Xews 
much  space  is  used  in  featuring  the  "Actuelle," 
which  is  now  ready  for  shipment  to  dealers — 
ill  fact,  models  H,  J  and  T  are  to  be  had  imme- 
diateh'.  Matrixes  of  Actuelle  advertising  for  the 
deales  have  been  prepared  and  an  energetic  cam- 
paign, both  national  and  local,  will  be  entered 
into  in  featuring  this  remarkable  phonograph. 

A  new  t3'pe  of  the  Pathe  phonograph  is  also 
introduced  to  the  trade  at  this  time,  known  as 
model  number  sixteen,  which  will  undoubtedlj' 
find  much  favor  throughout  the  trade. 

The  popular  revival  of  "Florodora"  in  New 
York  City  has  been  realized  bj-  the  Pathe  Freres 
Phonograph  Co.,  and  the  July  releases  included 
two  of  the  most  popular  selections  pf  this  light 
opera,  the  famous  Sextet  and  "Under  the  Shel- 
tering Palm."  Orders  for  this  record  are  re- 
ported coming  in  very  strongly. 

lames  Watters,  secretary,  and  O.  M.  Keiss, 
general  field  supervisor  of  the  Pathe  Freres 
Phonograph  Co..  are  on  the  Pacific  Coast  at- 
tending conventions  of  Pathe  dealers  in  San 
Francisco  and  Los  Angeles. 

The  Red  Rooster  has  now  been  twentj'-five 
years  in  the  talking  machine  field.  The  month 
of  August  marks  the  twenty-fifth  anniversarj-  of 
Pathe  as  manufacturers  of  phonographs. 


Teach  your  customers  the  value  of  knowing 
how  to  use  the  proper  needle.  B}'  doing  so  you 
will  make  satisfied  customers. 


"THE  MUSIC  MASTER 
OF  PHONOGRAPHS" 


You  really  should  hear  our 
proposal  071  it.    It  costs 
nothing  to  ask. 


T 


HIS  is  the  product  of  one  of  the  old- 
est musical  instrument  manufacturing 
concerns  in  this  country. 

///  it  is  centered  all  of  the  manufacturing 
knowledge  of  an  old  organization — a 
company  whose  name  has  been  known  in 
the  organ  and  piano  field  for  a  half-century 


With  it  comes  the  sales  ad- 
vantages of  these  same  many 
years  of  knowing  just  what 
sells  musical  instruments. 


OF  PHONOGRAPHS 


THE  MANOPHONE  CORPORATION 


■  ADRIAN 


MICHIGAN  ■ 


August  15,  1920 


93 


PHONOGRAPHS 
W  RECORDS  ^ 


Empire's  Big  Discounts 
Swell  Dealers'  Profits 

Write  at  once  for  agency  discounts  on  Empire  Phonographs 
and  Records.  These  extremely  liberal  discounts  have  as 
great  an  attraction  for  the  dealer  as  Empire  Records  have 
for  the  dealers'  customers. 

It's  a  Tvinn'mg  combination!  You  cant  beat  it!  The  Empire  Phonograph 
measures  up  to  the  buyers'  ideals,  in  tone,  in  cabinet  beauty.  It  has 
that  satisfying  completeness  which  is  so  unusual  in  phonographs. 

"A  Rare  Combination  of  Fine  Qualities." 

Empire  Records  are  making  a  tremendous  hit.  Order  a  trial  assortment — 
they  will  go  like  hot  cakes. 

Sixth  Release 

of  Empire  Records  for  iqio 


6001  /Tell  Me,  Pretty  Maiden,  from 
$1.00  \Marion  (You'll  Soon  Be  Marryin 


POPULAR  SONG  HITS 
Florodora"  (Stuart)  Empire 


Me)  (Kienzle-lngham-McConnell). 


Light  Opera  Co. 
Male  Trio,  Orch.  Accomp.  .  .Crescent  Trio 

6002  /Who'll  Take  the  Place  of  Mary?  (Dubin-Gaskill).    Tenor  Solo,  Orch.  Accomp  Charles  Hart 

$1.00  iHiawatha's  Melody  of  Love  (Mayer).    Male  Duet,  Orch.  Accomp  Charles  Hart  and  Elliott  Shaw 

6003  /  In  the  Shade  of  the  Sheltering  Palm,  from  "Florodora"  (Stuart).    Baritone  Solo,  Orch.  Accomp  Elliott  Shaw 

$1.00  \  My  Isle  of  Golden  Dreams  (Kahn-Blaufuss). 


6004  /  Bless  My  Swanee  River  Home  (Donaldson). 
$1.00  iFloatin'  Down  to  Cotton  Town  (Klickman). 

6005  /Oh,  By  Jingo  (Brown-VonTilzer).  Tenor 
$1.00  iProflteering   Blues   (Wilson-Bibo).  Tenor 


Male  Trio,  Orch.  Accomp  Sterling  Trio 

Male  Quartet.  Orch.  Accomp  Peerless  Quartet 

Male  Quartet.  Orch.   Accomp  Shannon  Four 

Solo,  Orch.   Accomp  Billy  Murray 

Solo,   Orch.   Accomp  Billy  Murray 

6006  /Just  Like  the  Rose  (Cool-Tennis-Bridges).     Male  Trio,  Orch.  Accomp  Sterling  Trio 

$1.00  IVenetian  Moon  (Goldberg-Magine).    Tenor  Solo,  Orch.  Accomp    Henry  Burr 

SACRED  SELECTIONS 
/•Softly  and  Tenderly  (Thompson).    Male  Duet, 
2003J 

$1.25  1  I   Need  Thee  Every  Hour  (Lowry). 


Orch.  Accomp., 

Read  Miller  and  Royal  Dadmun 


Male  Duet, 


Orch.  Accomp., 

Read  Miller  and  Royal  Dadmun 
CONCERT  SELECTIONS 

4004  /Souvenir  (Drdia).  Violin  Solo,  Piano  Accomp  Vera  Barstow 
$1.25  \ Bird   Voices   (Volstedt).     Whistling   Solo,   Orch.   Accomp.  Sibyl  Sanderson  Fagan 

4005  /Sweet  Genevieve   (Tucker).     Violin,   'Cello  and   Piano  Taylor  Trio 

$1.25  IValse    Erida    (Wiedoeft).     Saxophone    Solo  Rudy  Wiedoeft 

DANCE  SELECTIONS 

Veeda   (Alden).     Fox-trot  Empire  Jazz  Orchestra 

Dh,  My  Lady  (Won't  You  Listen  to  My  Serenade)   (Ray  Perkins).  One-step, 

Billy  Murray's  Melody  Men 

Railroad    Blues    (C.    Luckeyth    Roberts).     Fox-trot  Empire  Jazz  Orchestra 

Whose  Baby  Are  You?  from  "The  Night  Boat"  (Kern).  One-step, 

Billy  Murray's  Melody  Men 

f  Beautiful   Ohio    (Mary    Earl).     Waltz  Rector's  Dance  Orchestra 

■•      Forever  Blowing  Bubbles   (J.   Kenbrovin).    Waltz,  Choruses  Sung, 

Empire  Jazz  Band 


iff 


5005 
$1.00 


Sl.OOj^'  " 


r  1- 


Empire  Talking  Machine  Company 

JOHN  H.  STEINMETZ,  President 
429  So.  Wabash  Ave.  ::  Chicago,  111. 


A  Rare  Combination  of  Pine  Qualities  ^ 


94 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


■.a 


o 

1 

0 


Unico  Equipment  installed  for  McCoy's,  Incorporated,  Hartford;  Conn,  _ 

The  Background  of  Sales 

The  inanimate  yet  ever-present  force  called 
"Sales  Background" — atmosphere,  comfort, 
convenience,  attractiveness,  call  it  what  you 
will— must  be  an  active  principle  in  every 
successful  retail  store. 


It  is  this  "Sales  Background"  and  the  recognition 
by  merchandisers  of  its  value  in  creating  constant 
resales  that  led  to  the  development  of  the  Unico 
System.  The  System  begins  in  our  Planning  De- 
partment with  the  solving  of  your  individual 
problem  and  ends  only  with  the  complete  installa- 
tion working  for  you.  It  means  the  proper  display 
of  goods,  efficient,  speedy  transactions,  and,  withal, 
the  establishment  of  inviting  atmosphere. 

Then,  too,  with  our  production  facilities  and  many 
varied  designs  in  stock,  prompt  shipment  can  be 
made.  The  construction  and  designs  are  patented; 
the  flexibility  of  the  equipment  allows  of  re- 
arrangement, relocation  and  additions  to  care  for 
future  growth. 

In  order  to  properly  care  for  the  coming  fall  and 
holiday  business  your  Unico  Equipment  should  be 
ordered  at  once. 


THE  FULTON-QRICCSe  SMITH  CO 


PIANOS. PLAYER  PIANOS 

B/lrj  D  <<IND  ORCHESTRA  INSTRUMENTS 


Ma.llMMaDBBCX£nsS  JmJ^  ETtli,  1920 
69  j^flia  8t,,  fiutftrd,  Con. 

UBIT  COlOTHaCTlOir  CClffAFT 
£8tb  St.  and  Qra^'a  Aj** 
PUladslphU.  Pa. 

Ittsnt  loo  -  Ur.  BftTban  Olark  amltb 
U?  dtar  Ur.  3Bltbi 

To  bBV«  doiM  •  thloff  nil  onet        brlos  forth  only  ««r4J 
of  ooisDoadktioa  -  to  hsn  laprd^ol  on  It  ?0Q&  tlnM  moBt  bring  %e 
TOa  ^rds  of  jralM. 

fta»  fovth  inatallktlon  of  nla*  ITaloo  looUia  sad  prutlo»lly 
■11  our  flrit  floor  oqolpaant  bjr  TOnr  flra  for  oar  am  a^r*  bora, 
malcot  thla  •■tablla^Dnt  th*  fla»i%  «qulpp«d  of  Ita  Usi  In  Soathara 
Ittw  Snglandi  tbo  entlro  work  baloe  bsiullod  In  k  Boat  sAfelaf&otory  manmr, 
and  Ita  gsnsral  sppsarano*  nmifiae  mmbj  ooiaplliMntf  «f  a  high  ordar. 

Lat  na  wlah  70U  oontlnad  aaooaaa.  and  va-ballava  your  fltm  tea 
bad  DO  BBall  fmi\  In  mob  anaeaaa  aa  «a  bai«  tajoyi. 

Aanrlng  jron  of  117  hlpbaat  paraonal  aataM,  I  tm 
Tnara  ^ery  truly. 


May  n?e  not  make  a  recommendaiion  to  you  ? 
A  rougli  floor  plan  with  dimensions  is  all  ivc 
require.  The  sales  bacl^ground  hook,  ''Musical 
Merchandising,'*  Tviih  the  Unico  System  ex- 
plained in  detail  is  yours  for  the  asking. 


Unico 

Construction 
is  Patented 


UNIT  CONSTRUCTION  COMB\NY 


NEW  YORK 
299  Madison  Av& 
Corner  41  ^'  St. 


RaTjbum  Clark  SmitK  President 

SS''-^  Street  &  Grays  Ave 

PHILADELPHIA 


CH  ICAGO 
WpllOughby 
Buifcling 


Unico 

Designs 

are  Patented 


'^''"IX^.-'^-'^IC- UN  ICQ 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


95 


^^niladelphia'^^a^ 


 ^37^  

Philadelphia,  Pa.,  August  4. — July  has  gone 
out  a  most  satisfactory  month  to  the  talking 
niaphine  trade  in  Philadelphia.  There  have 
been  periods  of  depression  in  the  trade  during 
the  month,  but  gradually  as  it  crept  along  it 
showed  evidence  of  betterment,  and  tremendous 
as  was  the  business  during  July  of  1919,  with 
its  shortage  of  stock,  July,  1920,  has  exceeded  it 
in  volume,  owing  naturally  to  the  fact  that  the 
dealers  were  fairly  well  supplied  with  machines 
and  records. 

It  looks  very  much  as  though  August  was 
going  to  run  considerably  ahead  of  last  August, 
and  the  dealers  are  all  anticipating  a  fine  busi- 
ness this  Fall.  The  only  handicap  at  present  is 
in  the  embargo  on  shipments  both  to  and  from 
this  city,  but  it  is  expected  that  this  handicap 
will  also  be  effaced  before  the  active  Fall  trade 
begins,  due  to  the  reorganization  of  the  rail- 
roads and  the  still  further  efforts  that  are  being 
made  to  utilize  automobile  trucks. 
Satisfactory  Adjustment  of  Piano  Row  Rentings 

Towards  the  end  of  July  there  was  a  satis- 
factory adjustment  of  the  Piano  Row  difficul- 
ties, which  seemed  for  a  time  as  if  they  were 
going  to  drive  the  dealers  out  of  that  most  de- 
sirable section  in  the  city;  but  the  tenants  in 
that  block  got  together  and  met  the  owners — 
the  Girard  Estate — half  way,  and  the  result  is 
that  they  have  secured  leases  to  carry  them  for 
the  next  three  years,  although  at  a  consider- 
able advance  in  rentals.  But  the  renters  of 
Piano  Row  have  always  been  favored  when  it 
came  to  the  prices  they  had  to  pay  considering 
what  they  were  getting  and  consequently  while 
the  big  advance  hurts  a  little  at  some  places,  the 
dealers  are  well  able  to  pay  it,  and  the  business 
will  warrant  the  raise.    There  are  no  individual 


dealers  in  talking  machines  in  Piano  Row,  but 
several  of  the  most  extensive  dealers  in  con- 
junction with  pianos  are  located  in  the  row, 
such  as  C.  J.  Heppe  &  Son,  James  Bellak's 
Sons,  the  Cunningham  Piano  Co.,  N.  Stetson  & 
Co.,  and  the  Ludwig  Piano  Co.,  while  the  dis- 
tributing offices  of  the  Cheney  Corporation  are 
located  in  the  row. 

Making  Larger  Shipments 

H.  A.  Weymann  &  Son  state  that  shipments 
in  the  wholesale  Victor  department  show  a 
great  improvement.  Larger  receipts  of  Victor 
machines  and  records  enable  them  to  fill  some 
of  the  long  standing  orders  that  have  been 
placed  by  their  dealers.  H.  W.  Weymann  re- 
marked: "There  is  still  a  great  shortage  of  Vic- 
tor records,  but  we  look  for  quite  an  improve- 
ment in  the  next  two  months.  We  have  re- 
ceived assurances  from  some  of  our  Victor 
dealers  that  they  are  arranging  from  now  on  to 
handle  the  Victor  product  in  their  talking  ma- 
chine department  exclusively,  advising  us  that 
they  are  not  now  ordering  the  other  makes  of 
machines  that  they  have  been  handling  during 
the  great  scarcity  of  Victrolas.  All  our  dealers 
are  very  optimistic  about  the  future,  and  are 
figuring  on  the  biggest  Victor  campaign  this 
Fall  that  they  have  ever  experienced.  A  num- 
ber of  our  Victor  dealers  during  the  Summer 
months  have  made  their  stores  more  inviting 
by  putting  in  new  booths  and  a  general  im- 
provement is  in  evidence." 

Great  Columbia  Gathering 

The  most  important  happening  of  the  month 
at  the  local  Columbia  house  was  the  first  con- 
vention yet  to  be  held  of  the  Dealer  Service 
men  of  the  company,  to  which  nineteen  differ- 
ent branches  sent  representatives,  with  several 


of  the  leading  officials  of  the  company,  who 
came  over  from  New  York,  in  evidence.  Chief 
among  those  present  from  New  York  City 
were  H.  L.  Tuers,  the  general  manager  of  the 
Dealers'  Service  men;  J.  A.  Sieber,  assistant 
manager;  J.  H.  Marshall,  H.  C.  Greene,  E.  W. 
Sanford  and  R.  Devlin.  The  following  cities 
were  represented:  W.  C.  Wilkes,  Atlanta,  Ga.; 
W.  A.  Swartz,  Baltimore;  J.  C.  Ross,  Buffalo; 
M,  G.  Peters,  Chicago;  W.  R.  Summercamp, 
Cincinnati;  G.  F.  Streif,  Cleveland;  H.  Schues- 
ler,  Indianapolis;  T.  W.  North,  Minneapolis;  F. 
C.  Collins,  New  Haven;  O.  P.  Arrow,  New  Or- 
leans; R.  L.  Thompson,  Pittsburgh;  J.  J.  Moore, 
Boston;  C.  CUnkenbeard,  Kansas  City,  Mo.;  C. 
R.  Trampier,  St.  Louis;  and  the  Philadelphia 
headquarters  were  represented  at  the  meeting 
by  J.  T.  Callahan,  the  local  Dealer  Service  man, 
and  W.  T.  Duffey. 

Notable  Addresses  at  Various  Sessions 

The  first  session  of  the  two  days'  meeting  was 
held  in  the  Model  Shop,  which  was  addressed 
by  H.  L.  Tuers  and  J.  A.  Sieber.  Mr.  Tuers' 
speech  dealt  on'  the  general  growth  of  the 
Dealers'  Service  Department  from  its  beginning 
about  three  years  ago  up  to.  the  present  time. 
Mr.  Sieber  confined  his  address  to  the  differ- 
ent systems  which  should  be  used  in  the  Deal- 
ers' Service  Department.  The  meeting  was  ad- 
journed for  luncheon  at  The  Bourse,  and  the 
sessions  resumed  in  the  afternoon,  which  were 
again  addressed  by  Mr.  Tuers  and  Mr.  Sieber, 
and  the  evening  meeting  was  addressed  by  Mr. 
Johnson,  of  the  George  Batten  Co.,  New 
York;  Mr.  Mayers,  H.  E.  Dalley  and  J.  H. 
Marshall,  all  of  New  York. 

The  second  day's  session  was  addressed  by  L. 
(Continued  on  page  96) 


Join  the  procession — it's  a  good  way  to  coin  money 


THE  average  man,  woman  or  child  would  rather  laugh  than 
cry — would  rather  fox-trot  than  minuet — would  rather  listen 
to  cheerful,  bright,  rollicking  music  than  to  dirges  and  funeral 
marches. 

That  explains  why  Emerson  Records  are  so  popular  with  the  general  run  of 
folks  as  chocolate  creams  are  with  a  bunch  of  school  girls. 

Emerson  Records  introduce  the  new  song  hits  and  dance  hits — the  very  music 
eight  out  of  ten  people  never  get  enough  of.  It's  simply  a  question  of  selling 
people  what  they  demand,  that  they  insist  on  having. 

If  you  handle  Emerson  Records,  you  will  be  one  of  the  most  sought-after  men 
in  town.    If  you  admire  easy  profits,  ask  us  to  outline  our  proposition. 


Fmerjoit  Philadelphia  Co. 

Parkway  Building 
BROAD  and  CHERRY  Streets       -:-        PHILADELPHIA,  PA. 

Distributors  of  EMERSON  RECORDS 


^mersoti, 

Becords  and 
Phomgraphs 


96 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  95) 


Established 


Manufacturers  and 
Wholesale  Distributors 


WEYMAHN 

1108  Chestnut  Street 
JPhiladelphia,  Pa. 


VlCrROLAS  and 
VICTOR  RECORDS 

PLAYER  ROLLS 

WEYMANN  "H^^ 

String  Instruments 
and  Accessories 


THE  BEST 
RESULTS 

are  obtained  by  Victor 
dealers  concentrating 
their  entire  efforts  on  Vic- 
tor Merchandise  in  the 
talking  machine  field. 

For  extra  profits  to  the  dealer, 
we  heartily  recommend  the 
two  entirely  non  -  conflicting 
lines  which  we  are  also  dis- 
tributors of. 

A  player  roll  and  a  musical 
instrument  department  are 
both  money-makers  and  yet 
the  dealer  remains  an  exclusive 
Victor  retailer. 

Send  Jor  calalogut 


L.  Leverich,  of  the  New  York  advertising  de- 
partment; O.  F.  Benz,  of  the  record  depart- 
ment, and  R.  Porter,  who  spoke  on  advertising, 
etc.  At  five  o'clock  the  party  took  a  train  for 
New  York,  where  they  were  met  at  the  station 
by  George  W.  Hopkins,  the  sales  manager,  and 
were  taken  to  the  Advertising  Club,  where  they 
were  entertained  at  supper,  at  which  Mr.  Hop- 
kins gave  them  an  interesting  talk  on  salesman- 
ship. 

Visit  Columbia  Plant  at  Bridgeport 

The  following  day  the  entire  party  went  to 
Bridgeport,  Conn.,  where  they  made  a  flying 
trip  through  the  West  Plant,  and  upon  their 
return  to  New  York  they  were  entertained  by 
Arthur  Hickman  at  the  Amsterdam  Theatre 
Roof.  Following  this  the  members  journeyed 
to  their  various  homes,  all  of  them  feeling  fully 
satisfied  with  the  good  results  attendant  upon 
the  first  convention. 

Makes  Pleasing  Business  Report 

The  Columbia  Co.  report  that  its  business  in 
July  was  most  excellent  for  that  month,  improv- 
ing each  week  during  the  month,  and  that  at 
present  both  machines  and  records  are  coming 
in  in  a  most  satisfactory  way.  The  company 
states  that  its  dealers  who  have  been  using  the 
truck  plan  have  found  such  transportation  most 
desirable. 

Handle  Columbia  Line  in  Camden 

The  Columbia  Co.  has  opened  a  new  depart- 
ment for  Lewis  &  Son  Co.,  whose  headquarters 
are  at  1109  Broadway,  Camden  N.  J.  This  is  a 
furniture  house,  but  it  has  stocked  up  heavily, 
on  both  Columbia  machines  and  records  and  is_ 
anticipating  a  very  excellent  business. 

Among  recent  visitors  to,,the  Columbia  were 
Mr.  Isaacs,  of  the  Scranton  Music  Co.;  L.  N. 
Kaplan,  of  Burlington,  N.  J.;  W.  S.  Leather- 
bury,  of  Middletown,  Del.;  I.  H.  Sortman,  of 
Newark,  Del.;  P.  Delias,  of  Cape  May,  and  E. 
Markovitz,  of  South  Bethlehem.  C.  R.  Dunlop, 
of  the  Columbia  record  service  department,  has 
just  returned  from  a  pleasant  two  weeks  spent 
at  Ocean  City. 

Louis  Buehn  Co.  Alterations 

The  Louis  Buehn  Co.  has  started  to  get  in 
the  material  for  the  alterations  on  the  new 
building  which  it  purchased  some  time  ago.  It 
expects  to  get  them  completed  in  record-break- 
ing time  for  the  reason  that  the  equipment  has 
all  been  built  at  the  factory  and  is  ready  to  be 
placed.  Frank  Reinick  has  just  returned  from 
a  pleasant  two  weeks'  vacation  spent  at  Atlantic 
City. 

Penn  Phonograph  Co.  Reports  Progress 

The  Penn  Phonograph  Co.  reports  that  busi- 
ness in  July  was  as  satisfactory  as  could  be 
hoped  for.  A  fair  allotment  of  machines  and 
records  was  received  and  it  disposed  of  all  the 
stock  received.  This  company  has  also  been 
having  a  very  good  business  on  its  Penn  Victor 
dogs.  Henry  F.  Miller,  secretary  and  treasurer 
of  the  Penn  Co.,  returned  on  Monday  of  this 
week  from  a  very  delightful  three  weeks'  trip 
to  Duluth,  Minn.,  by  way  of  the  Great  Lakes, 


and  as  far  west  as  Yellowstone  Park.  He  was 
accompanied  by  Mrs.  Miller  and  a  party  of 
friends.  President  Barnhill,  of  the  same  com- 
pan}',  is  spending  much  time  at  Ocean  City, 
principally  on  the  golf  links,  and  hopes  very 
shortly  to  be  able'  to  preseht  as  low  a  score  as 
bis  partner,  who  is  one  of  the  crack  golfers  of 
this  city.  T.  Clarke,  of  the  sales  department, 
left  on  Saturday  last  with  Mrs.  Clarke  and  some 
friends  on  a  tour  of  New  England  in  Mr.  Clarke's 
car.  L.  P.  Brown,  also  of  the  sales  force,  has 
just  finished  a  two  weeks'  course  in  Red  Seal 
work  at  the  Victor  factory.  Recent  Penn  vis- 
itors were  S.  C.  Evans,  of  Evans  &  Son,  Milford, 
Pa.,  and  Messrs.  Shaffer  and  Kramer,  Victor 
dealers  of  Lock  Haven,  Pa. 

Blake  &  Burkart  Fairly  Busy 
The  business  of  Blake  &  Burkart  was  most 
satisfactory  in  July,  and  they  have  been  able  to 
keep  fairly  well  stocked  up.  Jarvis  N.  Elton 
has  just  returned  from  a  pleasant  vacation  trip- 
spent  among  his  old  friends  at  and  near  Roches- 
ter, N.  Y.,  and  Harry  Wilson  has  just  returned 
from  a  two  weeks'  vacation  spent  at  Atlantic 
City. 

Emerson  Philadelphia  Co.  in  Its  New  Home 

,  The  Emerson  Philadelphia  Co.  is  about  fully 
moved  into  its  new  home  at  810  Arch  street.  It 
wfll  keep  its  offices  in  the  Parkway  Build- 
ing for  a  few  weeks  until  it  gets  its  affairs 
in  shape.    Harvey  B.  Morrison,  who  looks  after 


tlie  sales  department  of  the  Emerson  Phono- 
graph Co.,  has  just  been  in  Philadelphia,  giving 
the  Emerson  men  here  a  full  insight  into  the 
new  Emerson  phonograph. 

Harry  Fox,  the  head  of  the  local  Emerson 
firm,  states  that  the  way  the  dealers  in  this 
territory  are  signing  up  for  the  Emerson  phono- 
graph, it  looks  as  though  it  was  going  to  be  a 
very  big  thing.  Charles  Usher,  field  manager, 
accompanied  Mr.  Morrison  to  Philadelphia.  Mr. 
Fox,  accompanied  by  Mr.  Morrison,  took  an 
auto,  loaded  on  it  one  of  the  finest  of  the  new 
Emerson  phonographs,  and  started  on  a  tour 
of  the  eastern  section  of  the  state,  stopping  at 
all  the  towns  where  the  Emerson  records  are 
handled.  In  the  party  was  also  William  D. 
Neff.  the  sales  manager  of  the  territory. 

Mr.  Fox  states  that  the  Emerson  •  business 
here  in  July  was  very  large.  The  company  has 
added  to  its  already  long  list  of  representatives 
the  Diehl  Furniture  Co.,  of  Allentown,  Pa.,  and 
the  Hopkins  Music  Store,  of  Chester,  Pa.,  both 
firms  placing  substantial  orders. 

Now  Handling  Music  Rolls 

The  Sonora  Shop  reports  that  its  July  business 
was  very  good,  both  on  Sonora  and  L'Artiste 
machines.  It  recently  put  in  a  line  of  player 
rolls,  the  Q  R  S,  and  is  carrying  quite  a  large 
stock. 

Large  Brunswick  Distribution 

The  Brunswick  distribution  headquarters  re- 


Permanent  Assets 

Most  every   one   in   business   is    interested  in 

PERMANENT  ASSETS  — and  this  is  what  is 

offered  in  handling  the  VITANOLA  Line.  Not 
only  do  you  have  liberal  discounts,  with  quick 
shipments,  but  beautiful  designs,  marvelous  tone, 
which  make  repeat  orders. 


VITANOLA    DISTRIBUTORS  CO. 

Eastern  Penna..  Delaware,  New  Jersey,  Maryland 

1025  Arch  Street  PHILADELPHIA 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


9? 


THE  TRADE  IN  PHILADELPHIA 

{Continued  from  page  96) 

port  that  machines  came  through  in  a  fairly- 
satisfactory  way  in  July,  and  they  were  able  to 
satisfy  their  trade  in  this  section.  The  Wana- 
makers  have  been  advertising  the  Brunswick 
extensively,  and  the  results  have  been  very 
good.  Manager  Chew  states  that  if  machines 
come  in  in  August  as  good  as  they  have  been 
doing  in  July  they  will  be  able  to  take  oil  a  few 
new  accounts,  reducing  the  waiting  list  in  their 
possession.  The  fourth  release  of  Brunswick 
records,  which  recently  went  into  effect,  is,  Mr. 
Chew  thinks,  the  best  that  the  firm  has  yet  is- 
sued, with  popular  numbers  by  the  Toots  Paka 
Hawaiians,  the  Criterion  Quartet,  the  Bruns- 
wick Military  Band,  and  the  Isham  Jones'  Rain- 
bow Orchestra. 

Opeixs  Store  in  Trenton 

F.  A.  North  &  Co.  recently  opened  a  talking 
machine  department  in  their  Trenton  branch 
store,  located  at  209  East  State  street,  which 
is  in  charge  of  Harry  Trefz.  Now  all  of  the 
North  branches  have  on  sale  the  Pathe  and 
another  line  of  talking  machines.  Miss  G.  Weil 
was  recently  added  to  the  North  main  store  in 
this  city  as  an  assistant  to  Manager  George 
Boyd.  Recently  she  was  connected  with  the 
Gimbel  department  in  New  York,  and  at  one 
time  was  connected  with  the  Lit  house  here. 
H.  C.  Foster  a  Visitor 

H.  C.  Foster,  a  representative  of  the  Para- 
mount   Talking   Machine    Co.,    of  Sheboygan, 
Wis.,  was  a  recent  visitor  to  Philadelphia. 
Theodore  Presser  Enlarges  Store 

Theodore  Presser  will  considerably  enlarge 
his  talking  machine  department  before  the  1st 
of  September,  and  it  is  said  that  he  contem- 
plates taking  the  jobbing  agency  for  the  Cirola 
talking  machine,  a  Philadelphia  product.  This 
machine  is  already  handled  by  several  firms 
here,  including  the  Ludwig  Piano  Co.  and 
Kelly's  department  store. 

Vitanola  Distributor  Starts  Drive 

The  local  Vitanola  distributor  has  started  a 
drive  here  on  that  fine  machine,  and  is  doing 
considerable  effective  combination  advertising. 
The  local  distributing  office  is  at  1025  Arch 
street  and  is  a  busy  spot. 

Open  New  Pathe  Accounts 

The  Pathe  Shop,  in  both  the  wholesale  and 
retail  departments,  found  business  unusually 
good  in  July.  In  the  wholesale  department 
Pathe  orders  have  been  coming  in  in  very  good 
shape,  which  Mr.  Eckhardt  believes  indicates 
that  the  dealers  are  anticipating  a  very  big  Fall 
and  Winter  business.  Shipments  of  both  ma- 
chines and  records  have  been  coming  through 
very  well.  The  Pathe  Actuelle  is  rapidly  com- 
ing into  popular  favor,  and  now  that  the  Pathe 
Shop  is  commencing  to  receive  them  in  suffi- 
cient quantities,  it  is  anticipated  that  an  exten- 
sive advertising  campaign  will  be  inaugurated 
(Continued  on  page  98) 


MOTORS— TONE  ARMS 

We  Can  Furnish  Any 

HEINEMAN  or  MEISSELBACH 
Motor  or  Tone-Arm  or  part  at  factory  prices. 

Send  for  catalog,  enclosing  trade  card 

EVERYBODY'S  TALKING  MACH.  CO. 

A  uthorized  Distributors 
Belneman  &  Melsselbacta  Motors 
3S  N.  8th  Street.  Philadelphia,  Pa. 


Here's  a  Victor  Dealer 

Who  Had  the  Right  Idea! 


He  saw  that  by  Giving  Away  the 
PENN-VICTOR  MINIATURE 
DOG — He  would  be  spreading  Victor 
Propaganda  and  Advertising,  not 
someone  else — but  HIMSELF. — 


^  He  ordered 
2.000  PENN- 
VICTOR  Dogs, 
with  his  name 
cast  in  the  ped- 
estal. 


^  Was  he  satis- 
fied? 

^  Read  his  Tele- 
gram. 


CDlM  of  KHVICg 


RECEIVED  AT  K  W.«ORNEII  1STH  AND  CHESTNUT  STREnS,  PHIltnELPHIII ' 


20  68    1:g  50  HL 

NORFOLK  VA  APRIL  20..1920 
PENS  PHONOCRAPH  CO  "J^  273 

91J  ARCH  ST  rHILADELPHIA'PA 
bUPPI.Y  of  victor  rOGS  lUADEqjJATE  TO  MEET  PUBLIC  DEIIANI)  ADVERTISED 

TO  GIVE  THEl!  AWAY  UOHBAY  TUESDAY  WEDNESDAY  SUPPLY  LASTED  ONLY 

/ 

EIGHT  HOURS  RUSH  THREE  THOUSAND  ADDITIONAL  DOGS  TOTH  PAUL  OAU) 
CREHmvOOD  IKPRINT  WILL  APPRECIATE  EARLIEST  POSSIBLE  DELIVERY  MANY  PATRONS 
DISAPPOINTED'HHEN  OUR  SUPPLY  IW1AU"TED  WIRJ!  DATE  V/E  MAY  EOTECT  SHIPMENT 
PAUL  CALE  GHEENlfOOD  CO 

SSOPU 


We  Have  Two  Special  Service  Plans! 


1 


On  an  order  of 
500  or  more  Penn- 
Victor  Dogs,  we 
will,  if  the  Dealer 
so  desires,  cast  his 
name  on  the  ped- 
estal at  no  extra 
cost  to  him. 


'  Victor 


Half  Size 


J 


On  an  order  pf 
1  Gross  we  will 
supply,  Free  of 
Charge,  a  rubber 
stamp  bearing  the 
Dealer's  name,  so 
he  may  stamp  his 
name  on  the  side 
of  the  pedestal. 


Why  Not  Try  One  of  These  Plans 

of  Advertising  Your  Business? 


PENN  PHONOGRAPH  CO.,  Inc. 

Victor  Distributor — Wholesale  Only 

913  Arch  Street  :  Philadelphia,  Pa. 

P.  S.  We  will  charge  to  your  Preferred 
Distributor  any  Penn-Victor  Dogs 
you  may  order,  if  so  desired. 


98 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


ORDER  NOW 


IMMEDIATE  DELIVERY 

OF  THE  LATEST  HITS  ON 


Records 

Coupled  with  Efficient  Service  which  we  extend  to  Okeh  Dealers 


SE^D  FOR  OLR  LATEST  OKEH  CATALOGUE 


WE  HAVE  THEM— ALL  THE  OKEH  HITS 


WHOLESALE  DISTRIB  UTORS : 


PHILADELPHIA    SHOW    CASE  COMPANY 

Philadelphia,  Pa. 


127  North  13th  Street 


PITTSBURGH  BRANCH:  2002  Jenkins  Arcade  Bldg. 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  97) 


very  soon.  This  concern  has  also  recently 
undertaken  the  handling  of  the  Rythmodik 
music  rolls,  and  are  exclusive  wholesalers  in  this 
territory.  Walter  Eckhardt  has  just  returned  from 
a  trip  of  about  ten  days'  duration  to  Chicago. 
H.  A.  Pope,  of  the  executive  force,  is  receiv- 
ing the  congratulations  of  his  co-workers — it  is 
a  boy.  Mr.  Tay,  assistant  to  Mr.  Eckhardt, 
spent  two  pleasant  weeks'  vacation  at  Freder- 
ick, Maryland.  Among  recent  Pathe  new  ac- 
counts were  David  Krasno,  Forest  City,  Pa.;  J. 
A,  Jones,  of  Taylor,  Pa.,  and  two  big  dealers  in 
Wilmington,  the  Ogden  Howard  Furniture  Co. 
and  the  Mundy  Furniture  Co. 

Buys  Handsome  Touring  Car 

Manager  Beaulieu,  of  the  talking  machine  de- 
partment at  the  Cunningham  store,  has  pur- 
chased for  his  personal  use  a  very  handsome 
touring  car.  He  recently  visited  Mt.  Holly, 
N.  J.,  where  he  assisted  the  firm  of  Gerding  & 
Kilpatrick  in  a  talking  machine  drive. 

A  Progressive  Suburban  Dealer 

Mr.  Stainthorpe,  of  the  Stainthorpe's  Victor 
Shop,  2113  East  Chelton  avenue,  is  one  of  the 
most  progressive  of  the  suburban  dealers.  Each 
month  he  gets  out  a  little  booklet  which  he 
calls  "The  Victorette,"  and  which  is  awaited 
with  much  pleasure  by  the  trade. 


CLOCK  SHOUTS  "TIME  TO  GET  UP" 


Philadelphia  Man  Uses  Device  to  Wake  His 
Household  and  Also  to  Speed  the  Lingering 
Suitor  as  Midnight  Draws  Near 


Philadelphia  has  a  talking  clock  which  instead 
of  striking  the  hours  and  half  hours  speaks  them 
right  out. 

"Time  to  get  up,  time  to  get  up!"  shouts  the 
clock  at  6  a.  m.,  and  Mrs.  Vincent  Pinto  and 
her  daughter  Rose  hustle  out  of  bed  at  their 
home.  No.  1624  South  Eighth  street,  dress  and 
begin  to  get  breakfast. 

"Breakfast  is  ready,"  warns  the  clock  an  hour 
later,  and  Vincent  Pinto  and  his  son  Joseph 
hurry  downstairs  to  the  table,  where  mother  and 
daughter  have  breakfast  ready. 

"Time  to  go  to  work!"  the  clock  soon  warns 


Mr.  Pinto  and  his  son,  and  at  9  it  informs  Mrs. 
Pinto  it's  the  hour  to  do  her  marketing. 

And  so  through  the  day  the  clock  speaks, 
hnishing  its  work  at  11  p.  m.,  when  Mr.  Pinto's 
voice,  deep  and  stern,  can  be  heard  saj-ing: 
"Time  to  go  home,  young  man,  it's  11  o'clock. 
Time  to  go  home!"  Then  Miss  Rose's  young 
man  gets  his  hat. 

The  clock  is  an  invention  of  Mr.  Pinto.  In 
appearance  like  a  grandfather's  clock,  it  has  a 
talking  machine  attachment  which  does  the  talk- 
ing. Mr.  Pinto  has  had  his  own  records  made 
in  a  record  laboratory,  and  he  can  change  the 
clock's  remarks  to  fit  any  occasion  and  his 
mental  attitude.  He  says  the  idea  came  to  him 
when  one  of  his  son's  companions  told  him 
about  his  mother,  who  couldn't  see  to  tell  the 
time  and  easily  lost  count  of  the  strokes.  "I 
think  she  ought  to  have  a  talking  clock,"  the 
young  man  said,  and  Pinto  went  ahead.  Hence 
all  the  publicity  in  the  newspapers. 


DISCUSSES  CONDITIONS  ABROAD 

Philadelphia,  Pa.,  August  2.— The  International 
Mica  Co.  of  this  city  reports  general  good,  busi- 
ness. Orders  on  hand  for  future  delivery  would 
tend  to  indicate  this  pleasing  fact.  James  A. 
Crabtree,  president  of  the  company,  who  is  at 
present  in  Europe,  sends  very  encouraging  re- 
ports of  the  conditions  on  the  other  side.  He 
says  that  the  reaction  from  the  rigors  of  war 
is  expressed  in  the  heavy  demand  for  mu- 
sical instruments,  and  remarked  that  this  reac- 
tion was  particularly  noticeable  in  Belgium. 


ARE  YOU  SITUATED  ON  THE  D.L.  &  W.R.R.  OR  THE  P.R.R.? 

If  you  are,  we  have  something  to  sell  you,  at  a  saving.  New  Yoric  and 
New  England  points  have  been  under  embargo,  and  we  have  been 
storing  phonographs  intended  for  these  points. 

We  must  move  them  at  once,  for  storage  facilities  at  Washington,  N.  J. 
are  limited.  If  you  are  in  a  position  to  receive  shipments  by  rail,  or 
are  close  enough  to  permit  motor  shipments,  sendior  special  quotation 
and  sample  machine. 

If  quality  counts  for  anything,  you  will  like  these  phonographs  —  but 
even  at  that,  if  you  think  they  are  not  suited  to  your  trade,  sample 
machines  are  returnable  at  our  expense. 


Executive  Offices: 
1727  Chestnut  Street,  Philadelphia,  Pa. 

New  Jersey  Factory:  Washington,  N.  J. 
Pennsylvania  Factory:  Lititz,  Pa. 


SOLOTONE  MANUFACTURING  CO., 


PHILADELPHIA,  PA. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


99 


ForVictor  Service 

PhilipWerlein.  Ltd. 

OF  New  Orleans 
The  Leading  Southern  Wholesalers 


ENDING  OF  CAR  STRIKE  PLEASES  NEW  ORLEANS  TRADE 

Record  Buyers  Flock  Into  Stores  When  Able  to  Use  Street  Cars — Lillibridge  to  Enter  Retail 
Field — Victor   Dealers  in   Publicity  Stunt — Werlein  Opens  New  Agencies — News  of  Month 


New  Orleans,  La.,  August  2. — At  last  the  street 
car  strike  is  ended.  It  lasted  twenty-four  days 
and  when  it  did  end,  Oh,  Boy!  the  music  mer- 
chants were  swamped.  The  first  two  days  the 
clerks  at  Grunewald's  were  rushed,  walked  on, 
hurried  and  harried  and  bedraggled  when  eve- 
ning came,  because  of  a  throng  seeking  records. 
That  firm's  record  room  is  being  enlarged  so 
it  will  hold  more  than  twice  as  many  records  as 
formerly. 

L.  T.  Donnelley  and  A.  Schreiber,  manager 
and  secretary  of  the  Diamond  Music  Co.,  Edi- 
son distributors,  upon  their  return  from  the  con- 
vention in  Chicago  expressed  less  apprehension 
regarding  supplies.  They  heard  something,  they 
said,  that  indicated  that  although  there  is  a 
shortage  of  freight  cars  feared,  they  will  be  able 
to  get  a  pretty  good  supply  of  machines  and 
Edison  products  before  the  shortage  hits.  The 
branch  here  has  more  in  stock  than  at  any  time 
in  two  years. 

J.  B.  Lillibridge,  road  salesman  for  the  New 
Orleans  branch  of  the  Columbia  Co.,  left  that 
organization  August  1  and  will  enter  the  retail 
field  at  some  point  in  Texas  not  yet  determined. 
He  will  try  to  set  a  mark  in  sales  of  machines 
and  records  through  the  use  of  a  delivery  truck, 
taking  his  wares  direct  to  the  homes  outside 
the  city. 

The  Gulf  Furniture  &  Carpet  Co.,  of  Orange, 
Tex.,  held  a  formal  opening  July  20  on  the  com- 


pletion of  its  new  equipment  for  its  new  Vic- 
trola  department. 

The  Union  Furniture  Co.,  of  Shreveport,  La., 
has  become  an  exclusive  Columbia  agency.  Mr. 
Buswell  is  manager  of  the  department. 

Philip  Werlein,  Ltd.,  Victor  distributor,  re- 
ports the  Meridian  Chair  &  Furniture  Co.  as  a 
new  exclusive  Victor  dealer.  New  Unico 
equipment  is  being  installed.  F.  J.  Allen,  for- 
merly on  the  road  for  Werlein's,  will  be  man- 
ager of  the  department. 

Victor  dealers  of  Crowley,  Jennings  and  Lafay- 
ette, La.,  recently  put  over  one  of  the  neatest 
advertising  stunts  in  this  section  for  talking  ma- 
chine records.  F.  J.  Allen,  of  Eckels'  Phar- 
macy, of  Crowley,  La.,  conceived  the  idea  of 
securing  the  services  of  a'  woman  who  never 
had  taken  singing  lessons,  but  who  had  listened 
for  several  years  to  classical  Victor  records 
played  on  a  Victor  machine.  She  had  learned 
operettas  and  other  classical  music  from  hear- 
ing them  sung  on  the  Victor.  Mr.  Allen  got 
that  woman,  Mrs.  Hazel  David  Wilder,  of  Crow- 
ley, to  sing  in  a  motion  picture  theatre  with  the 
reproduced  voice  of  Galli-Curci.  Eckels'  Phar- 
macy's ,  half-page  advertisement  in  the  Crowley 
paper  tells  the  story  in  part: 

"Last  night,  at  the  Acadaia  Theatre,  Mrs. 
David  Wilder  held  a  crowded  house  spellbound 
with  her  remarkable  rendition  of  several  diffi- 
cult   selections,    singing   with    the  reproduced 


voice  of  Galli-Curci — the  world's  greatest  col- 
oratura soprano.  It  is  known  that  various  ar- 
tists have  succes3fully  sung  in  comparison  with 
the  reproduction  cf  their  own  voices,  but  no  one 
has  ever  been  known  to  sing  in  direct  compari- 
son with  the  voice  of  another.  Mrs.  Wilder's 
voice  has  been  cultivated  only  by  singing  with 
the  Victrola.  There  were  two  other  very  re- 
markable numbers  on  the  program  last  night, 
namely:  a  recitation  by  Master  Emile  Car- 
mouche,  Jr.,  of  the  well-known  poem  'Lasca,' ' 
and  a  fancy  and  classical  dancing  by  Miss  Nuna 
May  Carmouche.  Like  Mrs.  Wilder,  each  of 
these  young  people  has  trained  only  with  the 
aid  of  the  Victrola." 

The  other  half  of  the  ad  was  of  three  models 
of  the  Victrola,  giving  prices  and  calling  atten- 
tion to  the  fact  that  the  same  machine  had 
been  heard  the  night  before  at  the  theatre. 

Joseph  Hassell,  manager  of  the  talking  ma- 
chine department  of  the  Phoenix  Furniture  Co., 
Columbia  dealers  in  Beaumont,  Tex.,  was  oper- 
ated on  for  appendicitis  last  month.  He  has 
recovered. 

The  Monroe  Furniture  Co.,  Columbia  dealers 
in  Monroe,  La.,  has  installed  three  hearing 
rooms  in  the  form  of  an  attractive  vine-covered 
bungalow. 

New  Columbia  accounts  opened  during  the 
month  are:  Folse  &  Quade  Drug  Co.,  Oak 
■Ridge,  La.,  which  plans  to  work  the  surround- 
ing territory  with  trucks,  and  the  Fish  Drug 
Co.,  Monticello,  Ark.,  which  also  plans  to  use 
autos  extensively  in  reaching  its  territory. 

The  J.  K.  Drug  Co.,  of  Pascagoula,  Miss.,  is 
a  new  Edison  dealer. 


AMERICANOLA 

PLAYS  ALL  RECORDS 

A  Talking  Machine  of  Quality,  Tone 
and  Workmanship 

The  Americanola  reproduces 
the  music  of  every  instrument 
and  the  sound  of  every  voice 
with  complete  fidelity.  No 
tone  is  slurred.  No  distinctive 
quality  lost. 


WRITE  FOR  DEALER'S  PROPOSITION 


Lyric  Lateral  Records 

DEALERS  SUPPLIED  ON  SHORT  NOTICE 
YOU  CAN'T  BEAT  US  FOR  SERVICE 


We  are  Distributors — placing  on  your 
shelves  the  Latest  Hit  and  supplying 
you  with  Bulletins,  Hangers,  Cut-outs,  and 
Advertising  Material  is  one  feature  of 

LYRIC  SERVICE 


MODEL  C 


AMERICAN  TALKING  MACHINE  CO., /nc. 

BLOOMSBURG,  PENNA. 


100 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


101 


102  THE    TALKING    MACHINE    WORLD  August  is  1920 


f """"" "' ""' iiiiii'iiiinii'"  iiiiiiiiiiiiiiiiiiiii  !i  iiiiiiiii  iiiiiiiiiiii  nil  mill!  inn  inn  iiiiiinn  inn  inn  nnn  i  i  in  inniiin  iiiniiniiiii  iiii  iiniin  iiiiiiiiniiiiiiiiiiii  iiiniii  iiiuHini!>  iiiiiiniiniiiiiiiii  uiiiiiniiiiiiiiiiiiiiiiiiiniMi 


liNii!!ii:i!uiiiiiiiiiiiiiiiiiiiiiiiiiiii!iiiiiiiiiiiiiiini!^ 


[(rr/iTiliiii] 


;^iiniiiiiiiiiiiiiniiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiini? 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


103 


THESE  models  comprise  the  Granby  Phonograph  line. 
Their  architectural  beauty  is  apparent  with  the  first 
glance  and  their  musical  qualities  are  revealed  with  the  first 
record. 

Granby  Phonograph  Corporation 

NORFOLK,  VA. 

Factories:  Newport  News 


UIIII!llllllllllllllllll|[|)llllllllllllllllllllllllllllili:Mllli:l!llNillli!1lll1INII!llllll:l!lillllnili»ll{nil^ 

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllli   Illlllllllllllll 


■ 


104 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


"TONAR" 

TRADE  MARK 

RECORD  BRUSHES  ARE  PROFITABLE 


They  pay  JOBBER  and  RETAILER  each  a  good 

working  profit 

They  earn  your  support 

Write  to-day  for  sample  and  prices 

PARKS  &  PARKS,  Inc.  TROY,  N.  Y. 

New  York  Office,  C.  E.  Peabody  &  Co.,  186  Greenwicli  St. 


AVERAGE  SUMMER  TRADE 
PREVAILS  IN  ST.  LOUIS 


Dealers  Looking  Forward  to  Fall  With  Confi- 
dence—Why High  Priced  Talkers  Sell— 
Grand-Leader  Reconstruction  —  Kieselhorst 
and  the  Victor — Famous  &  Barr  Remodeling 
— Other  Happenings  in  the  St.  Louis  Trade 


St.  Louis,  Mo.,  August  7. — The  talking  ma- 
chine business  in  St.  Louis  in  the  latter  part  of 
July  and  the  early  part  of  August  was  just 
about  what  it  is  expected  to  be  at  the  height 
of  the  mid-Summer  season.  Which  is  one  way 
of  saying  that  it.  was  not  very  good.  And  it  is 
also  one  way  of  saying  that  nobody  felt  very 
bad  about  it  because  nobody  expected  anything 
else.  The  depression  which  set  in  early  in  the 
Summer,  lagging  along  after  the  piano  depres- 
sion, which  had  been  in  force  for  several  months 
before  that,  seems 'now  to  have  been  absorbed 
by  the  natural  mid-Summer  lassitude.  Dealers 
are  looking  forward  to  the  Fall  without  misgiv- 
ings. Manufacturers  and  distributors  report  the 
booking  of  large  orders  for  early  Fall  deliv- 
ery. It  is  expected  that  there  will  be  a  verv 
heavy  demand  for  the  best  and  highest  priced 
machines. 

C.  R.  Salmon,  city  salesman  for  the  Colum- 
bia Co.,  is  booking  large  orders  for  immediate 
delivery,  the  wholesale  department  having  ac- 
cumulated sufficient  stock  here  to  ofifer  to  deal- 
ers the  inducement  of  immediate  delivery.  The 
dealers,  remembering  the  delays  that  they  have 
had  to  endure  in  the  past,  are  eager  to  avail 
themselves  of  the  unusual  privilege  and  the 
indications  are  that  the  accumulated  stock  will 
soon  be  depleted. 

Talking  machine  salesmen  are  agreed  that 
probably  the  principal  explanation  of  the  ease 
with  which  high  priced  talking  machines  have 
been  sold-  during  the  past  months  and  are  still 
being  sold,  with  due  allowance  for  the  hot  sea- 
son, is  the  high  cost  of  pianos.  It  used  to  be 
that  the  prices  asked  for  the  best  talking  ma- 
chines rather  staggered  people  whose  talking 
machine  education  had  begun  with  smalL  and 
cheap  machines  and  had  not  progressed  much 
beyond  that.  The  salesman's  task  was  to  pull 
up  to  the  level  of  the  high-class  machine.  The 
skyrocketing  of  piano  prices  has  made  the  high- 
est talking  machine  prices  look  low  by  compari- 
son. It  is  not  hard  to  talk  a  $250  or  $300  talk- 
ing machine  to  a  person  who  has  been  looking 
at  $1,000  pianos.  Many  of  the  talking  machine 
sales  are  rebounds  from  the  pianos.  Salesmen 
find  that  it  is  easiest  to  sell  the  best  talking 
machines  to  persons  who  have  been  looking  at 
pianos  and  have  balked  at  the  high  prices  of  the 
latter. 

In  spite  of  freight  congestion  and  other  de- 
lays, Hellrung  &  Grimm  succeeded  recently  in 
getting  together  200  Model  7  Pathe  Phonographs 
and  proceeded  to  organize  a  Pathe  Single  Dollar 
Club,  offering  the  instruments  for  $1  down  in  a 
full-page  advertisement.    .A.nd  they  say  at  Hell- 


rung  &  Grimm's  that  the  people  came  running 
and  the  Single  Dollar  Club  was  organized  in 
short  order  and  most  of  the  machines  have  been 
installed. 

The  Grand-Leader  talking  machine  depart- 
ment, which  has  been  in  the  throes  of  expan- 
sion and  reconstruction  most  of  the  Summer, 
has  reached  the  wet  paint  stage.  The  battery 
of  booths  facing  inward  around  three  sides  of 
the  department  has  been  completed  and  the 
booths  are  being  taken  possession  of  as  fast  as 
the  paint  dries.  The  department  is  set  apart 
from  the  rest  of  the  store,  with  a  main  en- 
trance, as  from  a  street,  and  outside  show 
windows  which  increase  the  impression  of  a 
store  within  a  store.  Manager  Medairy  will 
have  one  of  the  most  complete  departments  in 
the  city  as  soon  as  the  paint  permits  full  occu- 
pancy. 

Miss  Lorraine  Merritt,  manager  of  the 
Scruggs,  Vandervoort  &  Barney  talking  ma- 
chine department,  has  returned  from  Wiscon- 
sin, where  she  spent  a  vacation  of  two  weeks. 
While  she  was  away  the  department  was  under 
the  direction  of  Miss  M.  Hibbeler,  Miss  Mer- 
ritt's  assistant. 

Harry  A.  Kieselhorst,  vice-president  of  the 
Kieselhorst  Piano  Co.,  was  motoring  through 
Wisconsin  the  other  day  when  he  took  a  no- 
tion to  find  out  how  well  the  Kieselhorst  Victor 
dog  is  known  to  the  St.  Louis  post  office  peo- 
ple. So  he  wrote  a  card  to  his  brother.  E.  A. 
Kieselhorst,  president  of  the  Kieselhorst  Co., 


and  addressed  it  to  "The  Store  with  the  Big 
Victor  Dog,  St.  Louis,  Mo."  Next  morning  it 
was  delivered  to  the  Kieselhorst  store.  The  big 
Victor  dog  stands  at  the  entrance  to  the  Kiesel- 
horst store,  listening  to  its  master's  voice  and 
challenging  canines  of  high  and  low  degree  that 
happen  along.  It  has  been  in  several  im- 
promptu fracases  with  unpedigreed  pups  which 
resented  its  placidity,  but  it  has  been  an  easy 
matter  to  repair  its  papier  mache  ears  and  re- 
new its  coat  of  white  and  it  continues  to  give 
reputation  to  the  store  with  the  big  Victor  dog. 

Theodore  Maetten,  manager  of  the  Kiesel- 
horst Victor  department  and  secretary  of  the 
Tri-State  Victor  Dealers'  Association,  returned 
a  few  days  ago  from  a  motor  trip  through  Illi- 
nois with  his  family,  and  a  fishing  trip  in  Mis- 
souri with  friends. 

Manager  Hornberger,  of  the  Vocalion  whole- 
sale department,  and  Retail  Manager  Brandt 
have  returned  from  a  visit  to  the  .Aeolian  home 
office  at  New  York.  Mr.  Brandt  also  visited 
Detroit,  Buffalo  and  Cleveland. 

M.  I.  Mayer,  of  the  Tri-Sales  Talking  Ma- 
chine Co.,  has  gone  to  St.  Paul  and  Minneapolis 
on  a  business  trip. 

Work  of  remodeling  the  talking  machine  de- 
partment of  the  Famous  &  Barr  Co.  is  pro- 
gressing. Twelve  record  booths  are  up.  There 
are  to  be  thirty-six  in  all,  eighteen  of  wiiicli  will 
have  outside  windows. 

The  talking  machine  department  employes  of 
(Continued  on  page  106) 


1918 —  JONES  BOUGHT  A  LINE  OF  "  WARBREAD  SUBSTITUTE"  PHONOGRAPHS 
Smith  stood  by  the  Victor 

1919—  JONES  SOLD  VICTORS  AND  BAR-SINISTER  ORPHANS 
Smith  stood  by  the  Victor 

1920—  JONES  SAID,  "BUSINESS  IS  NOT  AS  GOOD  AS  IN  1919" 
Smith  stood  by  the  Victor — and  smiled 

1921—  JONES  SAID,  "I  WISH  I  HAD  BEEN  BORN  LUCKY—LIKE  SMITH' 
Smith  stood  by  the  Victor — and  laughed  out  loud! 

Pattern  after  Smith — be  the  Victor  man  of  your  town — and  prosper 

Buffalo  Talking  Machine  Company,  Inc. 

Victor  only  BUFFALO,    N.  Y.  Wholesale  only 


August  15,  1920  THE   TALKING   MACHINE    WORLD  105 


ri^^i^^f —  PPT PPOFiT  ir^TTP 

^PHONOGR-APH     CORPORATION  ■  %       ■     1      ■  ■  ^    ■         V    I        #  I  I   V  a    ■     '      ■  % 

^^^^     c^^^^*^      AvJL/A  XVV^X^  \^  V-><JL/XV 

to  release^the  diaphragm  from  the  yoke  of  the  sound  box  rim.  The  present 
general  construction  of  reproducers  chokes,  more  or  less,  the  vibrating  functions 
of  the  diaphragm,  thus  producing  a  cramped  or  imprisoned  tone  which  advisedly 
has  been  the  weakest  point  of  all  sound-reproducing  machines. 

Our  Reproducer,  being  elastically  mounted,  through  the  employment  of  the 
minute  surfaces  of  three  silver  steel  balls,  holding  the  diaphragm  in  place, 
instead  of  the  usual  metal  rim  collar,  allows  the  diaphragm  to  vibrate  freely, 
thereby,  not  only  clearly  reproducing  the  recorded  tones,  but  uncovering  many 
of  the  soft  tones,  which,  unfortunately,  are  too  often  lost  by  the  reproducers  in 
general  use  to-day. 

We  will  not  sell  our  Reproducer  separately.  It  will  be  made  only  for  our 
Phonographs,  and  while  the  Reproducer  is  in  itself  important  to  place 

Our 

Remington  Phonograph 

at  the  very  top  of  the  high-grade  class 

there  will  be  other  exclusive,  patented  features,  having  to  do  with  sound  repro- 
duction, which  will  contribute  to  setting  a  new  standard  in  phonograph  quality 

REMINGTON  PHONOGRAPH  CORPORATION 

1662-1666  Broadway,  New  York 

PHILO  E.  REMINGTON  EVERETT  H.  HOLMES  JAMES  S.  HOLMES 

President       '  Sales  Manager  Vice-President  and  General  Manager 

We  have  no  connection  with  any  other  corporation 


106 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


TRADE  HAPPENINGS  IN  ST.  LOUIS 

{Continued  from  page  104) 

the  Famous  &  Barr  Co.  had  a  picnic  Saturday  at 
the  firm's  recreation  farm  on  the  Meramec 
river. 

Manager  John  McKenna,  of  the  Columbia 
Phonograph  Co.,  has  gone  to  New  York  to  at- 
tend a  sales  conference.  On  his  return  he  and 
Assistant  Manager  A.  W.  Roos  will  conduct 
another  party  of  St.  Louis  and  country  dealers 
to  the  Columbia  factory  on  August  16. 

C.  R.  Salmon,  city  salesman  for  the  Columbia 
Co.,  says  that  there  have  been  big  orders  for 
the  Marion  Harris  records,  first  release  Aug- 
ust 10. 

Frank  L.  Stevenson,  road  salesman  for  the 
Columbia  Co.,  is  spending  his  vacation  at  Ocean 
Beach,  N.  J.  Miss  Olive  Gibbons  is  leaving 
the  Columbia  Co.  to  be  married  in  August  to 
Dr.  Marshall  L.  Myers.  Miss  Mildred  Heckert, 
secretary  to  Manager  R.  N.  Johnson,  of  the 
credit  department,  who  was  married  recently  to 
a  Mr.  Walpert,  will  make  her  future  home  in 
California.  C.  R.  Trampier,  manager  of  the 
dealers'  service  department,  has  returned  from 
a  dealers'  service  conference  at  Philadelphia. 
He  also  visited  the  offices  in  New  York  and 
the  factory  at  Bridgeport. 

C.  O.  Thompson,  of  the  Kieselhorst  Victor 
department,  has  started  on  a  vacation  trip. 

Miss  Blanche  Rosebrough,  director  of  the 
educational  department  of  Scruggs-Vander- 
voort-Barney,  has  been  conducting  a  morning 
study  hour  for  the  salespeople  in  the  Victrola 
department.  The  sales  force  is  divided  into  two 
groups,  the  first  group  studying  from  8:30  to 
9:30  and  the  second  using  the  9:30  to  10:30  hour. 
They  are  studying  now  a  group  of  Red  Seal 
records  which  have  moved  more  slowly  than 
their  contents  justified.  Miss  Rosebrough  re- 
ports much  interest  and  enthusiasm  on  the  part 
of  both  record  and  machine  salespeople. 

In  the  last  salesmanship  class  conducted  by 
Koerber-Brenner,  in  addition  to  other  interest- 
ing people  there  was  one  young  lady  born  in 


Central  Russia  who  spoke  seven  languages; 
one  born  in  Italy;  the  director  of  a  large  edu- 
cational department;  and  the  gray-haired 
mother  of  several  grown  children,  one  of  them 
a  film  actor  of  prominence. 

Miss  Reid,  of  the  Mengel  Music  Co.,  St. 
Louis,  reports  the  sale  of  a  Victor  machine  to 


a  Methodist  minister  from  Illinois.  He  expects 
to  use  it  in  his  Sunday  evening  services  to 
supplement  the  choir  and  add  the  interest  of 
good  music.  His  selection  of  records  is  con- 
fined for  the  present  to  the  more  familiar 
hymns,  but  he  hopes  later  to  branch  out  and 
use  oratorios  and  sacred  selections. 


AN  ARTIST  AS  WELL  AS  A  DEALER 

Wm.  F.  Lamb,  Musician  as  Well  as  Victor 
Dealer,  Scores  Big  Hit  in  Recent  Concert 
Which  Was  Arranged  Along  Original  Lines 


PoTTSTOwx,  Pa.,  August  2. — William  F.  Lamb, 
proprietor  of  Lamb's  Music  Shop,  Victor  dealer 


Keystone  State.  This  orchestra  is  in  great  de- 
mand and  plays  engagements  not  only  in  its 
entirety,  but  in  smaller  groups.  The  accompany- 
ing photograph,  which  was  taken  at  a  recent 
concert  given  by  this  orchestra  in  Pottstown, 
featured  the  Victor  line  strongly,  as  may  be  seen 
by  the  large  Victor  dog  in  the  background, 
together  with  the  complete  Victor  line  and  the 


How  Wm.  F.  Lamb,  Director  of  Lamb's  Orchestra,  Featured  a  Recent  Musical  Event 


of  this  city,  is  an  ardent  follower  of  music  in  his 
social  life  as  well.  He  recently  returned  from 
the  Pacific  Coast,  where  he  attended  the  gath- 
ering of  Shriners  at  Portland,  Ore.,  as  a  mem- 
ber of  the  Rajah  Shrine  Band,  of  Reading,  Pa., 
in  which  he  plays  a  BB  bass  Sousa-phone.  This 
band  traveled  over  10,000  miles  and  was  heartily 
received  at  every  city  they  visited.  Mr.  Lamb 
is  also  leader  of  Lamb's  Orchestra,  a  large  en- 
semble of  musicians  well  known  throughout  the 


arrangement  of  the  smaller  Penn-Victor  dogs  in 
the  foreground. 

Fred  Van  Eps,  banjoist,  was  the  soloist  of  the 
evening  and  the  concert  was  well  attended  by 
\'ictor  enthusiasts,  who  are  followers  of  Mr.  Van 
Eps'  playing  through  the  medium  of  the  Vic- 
tor records.  Mr.  Lamb  recently  returned  from 
New  York,  where  he  succeeded  in  securing  sev- 
eral carloads  of  pianos..  He  reports  business 
is  good  and  is  making  energetic  plans  for  Fall. 


are  distinctive 


Records 

for  their  spontaneous  popularity.  We  are  well 
stocked  with  the  latest  musical  successes — or- 
ders placed  with  us  receive  instantaneous  service. 


A^ ofi  SUNNY  SOUTHERN  SMILES  Crescent  Trio 
7oirch  HAWAIIAN  TWILIGHT    (Tenor)  accom- 
$1.00  [    panied  by  Hawaiian  Guitars  Lewis  James 

>!  1  oo  rWHISTLE  A  SONG  (Tenor)      Billy  Murray 

ToLc?^  THERE'S  A  TlfPICAL  TIPPERARY  OVER  HERE 

$1  00  [  American  Quartette 

rTHE  MOON  SHINES  ON  THE  MOONSHINE 
4132J     ( Baritone )  Arthur  Collins 

iji'-h  WAY  DOWN  BARCELONA  WAY  (Baritone- 
Tenor  Duet)  Collins-Harlan 


41 23  rTHE  CROCODILE  (Fox  Trot) 

\    Joseph  Knecht's  Waldorf  Astoria  Dance  Orchestra 


10-inch 


$1 00  [HULLO,  HOME  (Melody  One  Step)  All  Star  Trio 

4125  ^RAILROAD  BLUES  (One  Step) 

'  Harry  Raderman's  Jazz  Orchestra 


10-inch 


$100  [IN  OLD  MADEIRA  (Fox  Trot)    Conway's  Band 

rTHE  LOVE  NEST  (Fox  Trot) 
4146;  Lanin's  Roseland  Orchestra 

10-in^ch  ^  ENTICING  (Seduisante)  (Waltz) 

[   Joseph  Knecht's  Waldorf  Astoria  Dance  Orchestra 


STOPFER  &  STACKHOUSE  CO. 

BOURBON,  INDIANA 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


107 


THE 


HALL  MARK  of  QUALITY 


THIS  "TRADE  MARK" 

on  a  Phonograph  insures 
high  grade  material  and 
workmanship  at  a  rea- 
sonable price  —  sold  to 
dealers  fully  guaranteed 
by  a  house  experienced 
in  every  branch  of  the 
retail  trade  and  knowing 
their  necessities. 


™®ifa(0)(@Bm 

Guaranteed  ^ 

Wade  Talking  Machine  Co. 

CHICAGO  U.  S.  A 


o 


o 


THESE  PERIOD  CABINETS 

are  scientifically  constructed  and 
fitted  with  the  latest  type  double 
spring  motor,  which  has  bevel 
gears  and  is  positively  noiseless. 
The  latest  improved  types  of  tone 
arms  and  reproducers  play  all 
makes  of  records.  Sill(en  Plush 
Turn-Tahles  with  Bevel  Edges; 
Our  all  wood  tone  chambers 
give  the  loudest  volume  and 
clearest  tone;  automatic  cover 
supporters  and  tone  modifier. 
Complete  machine  guaranteed. 
Finish:  Mahogany,  Colden  or 
Fumed  Quartered  Oak- 


Model  B 
Height — 44" 
Width — 19" 
Depth — 20" 

"WADE"  PHONOGRAPH 


"WADE"  PHONOGRAPH 


Depth  - 

''WADE"  PHONOGRAPH 


SUPERIOR   OKeL.  SERVICE 


Hits  When  They  are  Hits'' 
Every  Okeh  Record  a  big 
seller  —  A  better,  clearer 
reproduction,  have  you 
tried  them?  WRITE 
1 OD AY— Become  an 
authorized  Okeh 
dealer. 


Records 

WE  SHIP 
EVERYWHERE 


Complete  stock  Okeh 
Records  —  If  you  are  an 
authorized  dealer,  try  our 
service  —  If  not,  get  our 
proposition — it  offers 
a  new  and  better 
field  for  the  dealer. 


12-20    NORTH    MICHIGAN  AVENUE 


CHICAGO,  ILLINOIS 


I 


108 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Our  Planning  and  Service  Department  will  aid  you 
in  rearranging  your  present  store  or  in  completely 
planning  a  new  one. 

Complete  new  Departments  or  additions  can  be 
easily  furnished  by  us  in  time  for  the  Fall  Business. 


Plans  and  Estimates  promptly  submitted. 


VanVeen 


OMPANY 


INC. 


12  YEARS  OF  STUDY  JND  EXPERIENCE  IN 
BUI  EDI  NG  AND  PLANNING  MUSIC  STORES 


Hearing  ^(S)MS  •^coig)]^cKS'  GbuNTERS  • 


EXECUTIVE  OFFICE 
47-49  WEST  34th  STREET 
NEW  YORK  CITY 


SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 


ROOM  706 
7  WEST  MADISON  STREET 
CHICAGO 


1 


nan 


WEALTHY  NORTHWEST  GETS  READY  FOR  BIG  FALL  TRADE 

Noticeable  Tendency  Among  Dealers  to  Concentrate  on  One  or  Two  Lines — Plan  Reunion  of 
Aeolian  Dealers  in  Northwest — Poor  Transportation  a  Problem — New  Brunswick  Dealers 


Minneapolis  and  St.  Paul,  Minn.,  August  4.— 
Preparations  for  a  tremendous  Fall  trade  are 
being  made  by  the  distributors  of  talking  ma- 
chines in  the  Northwest.  Such  houses  as  are  not 
fully  stocked  with  complete  lines  in  all  models, 
linishes  and  woods  are  bending  every  efifort  to 
obtain  a  strategic  position  for  handling  the 
Autumnal  onslaught.  Estimates  of  great  crop 
yields  made  by  the  Government  experts  are 
amply  borne  out  by  the  local  reports  of  bankers 
and  merchants.  The  yield  will  be  immense  not 
only  throughout  Minnesota  and  the  Dakotas,  but 
Montana  promises  to  surprise  the  world  with 
its  showing  as  a  grain  State. 

A  movement  on  the  part  of  some  dealers  to 
concentrate  on  one  line  of  talking  machines, 
making  that  line  one  of  the  well-known  standard 
makes,  has  been  noted  for  several  months.  Re- 
tail dealers  who  took  on  several  additional  lines 
during  the  war  period  when  the  factories  were 
compelled  to  restrict  their  output  now  seem 
willing  to  change  their  poHcies.  Sometimes  it  is 
not  an  easy  matter  to  let  go,  as  a  large  stock  of 
instruments  was  bought  outright. 

The  greatest  Pathe  distribution  in  the  history 
of  the  Northwest  now  is  under  way,  says  Jay  H. 
Wheeler,  manager  of  the  Pathe  department  of 
G.  Sommers  &  Co.  They  have  a  full  stock  of 
machines  and  records,  and  with  the  roadmen 
turning  in  orders  at  a  most  encouraging  rate  Mr. 
Wheeler  is  expecting  to  see  all  his  former  rec- 
ords fall  before  1920's  totals.  The  branch  dis- 
tributing office  at  Billings,  Mont.,  is  expected  to 
display  a  wonderful  increase  in  business  during 
the  coming  Fall. 

A  reunion  of  Aeolian  dealers  in  the  North- 
west territory  is  to  be  held  in  Minneapolis  about 
September  9  and  10,  under  the  joint  arrangement 
of  the  Aeolian  Co.  and  the  Stone  Piano  Co.  The 
main  purpose  is  to  discuss  salesmanship  and 


publicity  methods  and  to  obtain  information  as 
to  the  new  Vocalions  and  the  new  records. 

Among  the  speakers  will  be  W.  H.  Alfring, 
general  manager  of  the  wholesale  department. 
New  York:  H.  B.  Levy,  Western  manager,  Chi- 
cago, and  five  or  six  othecs  of  the  company's 
experts. 

An  illustration  of  the  nice  (?)  adjustment  of 
the  country's  transportation  system  is  supplied 
by  George  A.  Mairs,  manager  of  the  Victrola 
department  in  the  W.  J.  Dyer  &  Bro.  establish- 
ment. On  the  last  day  of  July  he  informed  The 
World  correspondent  that  a  carload  of  July  Vic- 
tor records  had  not  yet  arrived,  but  that  the 
August  records  already  were  on  hand  and  had 
been  distributed.  The  Victrola  supply  has  been 
greatly  improved  during  the  past  year.  Air. 
Mairs  states  that  he  is  in  position  to  take  care 
of  the  old  patrons  fairlj-  well,  but  is  not  in  posi- 
tion to  accept  new  accounts,  although  many  de- 
sirable ones  are  obtainable. 

The  Edison  pilgrims  from  the  Minneapolis 
zone,  fifty-five  in  all,  have  returned  from  the 
Chicago  convention  with  a  great  many  new  ideas 
on  how  to  conduct  a  modern  phonograph  shop. 
The  gathering  proved  a  highh'  instructive  insti- 
tution and  undoubtedl}'  the  efforts  of  the  Edison 
management  will  be  reflected  in  commercial  re- 
turns. Laurence  H.  Lucker,  who  conducts  the 
Edison  distribution  in  this  zone,  looks  upon  the 
general  situation  with  much  complacency.  He 
finds  the  demand  for  instruments  and  records 
as  keen  as  it  ever  has  been,  but  with  much 
greater  facilities  for  filling  orders.  The  in- 
creased output  of  machines  at  the  Pullman, 
111.,  and  New  London,  Wis.,  plants  has  been 
of  inestimable  value  to  the  retailers  in  the  Mid- 
dle West,  as  they  are  insured  fairly  preempt  de- 
liveries in  spite  of  the  general  traffic  congestion. 

Thirty-five  new  accounts  were  established  in 


the  Minneapolis  territory  during  July  by  the 
phonograph  department  of  the  Brunswick-Balke- 
Collender  Co.  through  E.  L.  Kern,  Northwestern 
director.  Instruments  are  coming  along  from 
the  factories  in  a  fair  way,  although  delays  often 
are  unavoidable.  The  Hart  Swalstead  Jewelry 
Co.,  Minot,  'N.  D.,  has  opened  an  exclusive 
Brunswick  shop  with  four  booths,  and  Mr.  Kern 
has  just  shipped  a  carload  of  Brunswick  supplies 
to  start  the  new  venture.  The  Burr  Albright 
furniture  house,  Minneapolis,  also  has  opened  an 
exclusive  Brunswick  shop  with  three  booths 
and  will  supply  the  Northeast  Minneapolis  sec- 
tor. George  M.  Nye,  head  of  the  travelers,  re- 
cently has  added  HofT  Heiberg.  H.  L.  Davies, 
H.  E.  Burgoyne  and  W.  A.  Plummer  to  his 
stafT. 

Phonograph  purchasers  in  Minneapolis  who 
buy  on  the  installment  plan  will  be  required  to 
pay  interest  on  deferred  payments.  R.  O.  Fos- 
ter, who  was  delegated  to  interview  the  Min- 
neapolis dealers  on  the  proposition  of  taking 
united  action  on  this  matter,  reported  that  he 
had  obtained  thirty-six  signatures  to  the  pledge 
and  that  these  signatures  included  all  the  de- 
partment stores.  It  was  the  refusal  of  the  de- 
partment store  managers  to  accede  to  the  plans 
that  spilled  a  similar  movement  two  years  ago, 
but  now  all  is  clear  for  business  methods.  It  is 
understood  that  the  S.t.  Paul  committee  is  meet- 
ing with  good  success  and  that  all  the  dealers 
will  be  cheerfully  signed  to  the  agreement  in  a 
short  time. 


VALUE  OF  MUSICAL  KNOWLEDGE 

It  is  possible  to  enjoy  music  without  knowing 
anything  of  musical  history,  but  such  knowledge 
would  give  you  an  entirely  different  perspective 
of  the  art.  It  is  like  seeing  your  home  from 
an  airplane;  you  see  the  same  old  thing  from  a 
new  angle. 


We  can  organize  all  we  want,  but  it  is  the 
man  behind  the  organization  that  counts. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


109 


cm  No.  u- 


Coii.vrighf,  l'J;;0.  T.  M.   W.  IS. 


DVERTISE—anrf  do  it  now! 


For  the  first  time  in  years,  supply  has  caught 
up  with  demand.  The  strong  seller's  market 
has  gone,  and  a  buyer's  market  is  here.  The 
note  of  caution  now  prevalent  after  the  period 
of  extravagance,  the  curtailed  credits  and 
general  conservatism,  while  healthy  in  effect, 
necessitate  increased  rather  than  curtailed 
sales  effort  on  your  part. 

Advertising  is  not  an  expense.  It  is  an  in- 
vestment and  an  absolutely  essential  invest- 
ment. And  now  of  all  times  you  should  ad- 
vertise regularly,  persistently  and  effectively 
in  the  daily  newspapers  of  your  city. 

The  Talking  Machine  World  Service  furnishes 
you  with  the  finest  merchandising  and  sales 


material  ever  prepared  for  the  retail  trade  in 
any  line  of  business.  The  best  artists  of  New 
York,  the  most  successful  copy  writers,  win- 
dow display  men,  store  management  experts, 
and  form  letter  writers  are  devoting  their  time 
and  talent  to  this  great  service. 
The  service  has  been  tried  out  in  all  sections 
of  the  United  States,  in  towns  large  and  small 
by  dealers  of  every  type — with  uniform  suc- 
cess. It  has  proved  itself  to  be  a  big  money- 
maker. 

Read  what  some  of  our  clients  say  about  the 
service;  then  if  it  is  not  already  sold  to  a  rival 
concern  in  your  territory,  get  it,  and  get  it 
now!  It  can  bring  you  the  biggest  Fall  and 
Winter  business  you've  ever  had. 


Talking  Machine  World  SERVICE 


Cut  No.  U-115 


J 


M 


)1920,  Talking  Machine  World  Service 


for  Retail  Merchants 

Supplies  you  each  month  with 

CUTS — 17  or  more  striking,  original  designs, 
large  and  small— every  month. 

ADS  with  the  kind  of  wording  that  gets  re- 
sults, makes  friends  for  your  store  and 
increases  your  popularity  and  prestige. 
FORM  LETTERS  on  records  and  machines, 

which  bring  back  big  results  in  sales. 
WINDOW  DISPLAY  PLANS— Clever  ideas 
to  make  your  windows  stop  the  crowds 
and  bring  them  in. 
MERCHANDISING  IDEAS-New  successful 
methods  of  improving  your  store  service. 
SPECIAL  SERVICE  TO  ORDER-Ads,  letters  or 
merchandising  counsel  furnished  direct 
by  mail,  in  accordance  with  your  in- 
structions. 


Cut  No.  I -110 


)1920,  Talking  Machine  World  Service 


Get  it  now  for  your  territory! 


FIRST  HAND  EVIDENCE 

"I  know  we  have  gotten  better  results  from  the  Service  than 
the  ads  we  used  before.  My  actual  experience  has  rnade  me  a 
booster  for  the  Service  of  the  100%  type." 

"We  hear  nothing  but  praise  for  the  Talking  Machine  World 
Service— advertising  manager  says  it  is  the  best  thing  of  the 
kind  he  has  ever  seen." 

"Since  we  are  using  your  Service  people  come  in  and  want  to 
know  who  our  new  advertising  manager  is." 

"We  are  enclosing  herewith  a  page  from  one  of  our  local  news- 
papers containing  the  advertisement  that  you  got  out  special 
for  us.  Without  a  doubt  we  think  this  is  the  most  wonderful 
advertisement  ever  written." 

"Our  very  first  ad  brought  $150  sale  in  less  than  three  hours." 


MAIL  THIS  COUPON 

TALKING  MACHINE  WORLD  SERVICE 
I   373  Fourth  Avenue     New  York 

Without  obligation  to  me,  send  me  a  sample  copy  of  your  Ser- 
j    vice  with  full  explanation  of  your  proposition,  which  you  say 

is  making  a  big  profit  for  retail  merchants.  Tell  me  the  price 
I    per  month  for  exclusive  use  in  my  territory. 

I  Population  of  my  city  is  

I  I  handle  these  instruments  

j  Firm  Name  

I  By  ;  ,  :  :  

I 
I 


Address 


(W— 13,  8-15-20) 


110 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Science  satd  Kound' 
So  weinade  it  "Round 


0 


/~|-VHIS  is  to  introduce  the  new  Emerson 
/  -Q'       JL  Phonograph,  made  by  the  makers  of' 
A/  ^     Emerson  Records,and  equipped  with  the  new 
r«aW  Emerson  Music  Master  Horn. 

Science*  proves  that  sound — tone — travels 
in  round  waves.  Accordingly,  when  we  de- 
cided to  produce  the  Emerson  Phonograph, 
we  insisted  on  a  perfectly  round  horn  —  the 
Emerson  Music  Master  Horn.  To  achieve 
clear,  full,  round  tone,  you  must  have  a 
round  horn. 

The  full,  round  music  which  flows  from 
the  full,  round  Emerson  Music  Master  Horn 
is  remarkably  free  from  annoying  echoes  and 
muffled  sounds.  Why?  Because  the  horn  is 
perfectlyround—mzAeof  soWd, rounded  spruce, 
the  one  wood  of  all  others  most  resonant 
and  vibrant. 

Hear  the  new  Emerson  Phonograph.  En- 
joy the  round  tone  of  every  note  in  every  selec- 
tion. Hear  music  played  with  absolutely  new 
freedom  from  mechanical  blemishes. 

Send  for  the  ne'iv  Emerson  loose-leaf  catalog. 
It  features  the  first  eight  instruments  in  the 
nenju  Emerson  line^  including  the  Emerson 
^een  zAnne  t^^odel,  here  shonvn.  It  de- 
scribes thenenti  Emerson  Music  Master  Horn 
and  explains  lAjhy  this  neiu  round  tone  can 
come  only  from  this  round  horn. 
*Ask  anv  author!  y  on  acoustics. 


Records  and 
Phonographs 


\7he 

"Emerson 


Queen  ^nneSHodel 


WITH 

Emerson  Music  Master  Horn 

Emerson  Thrush-Throat  Universal  Tone-arm 

Emerson  True  Tone  Reproducer 

Emerson  Cnld-edge  CI  amp-ring,  P!u>h-covcredTurn-t?blj 

Emerson  New  Style  Patented  21st  Century  Filing  System 

Emerson  Perfect  Tone  Control 

Emerson  Flush  Motor-board 

Capacious  Drawer  (or  Catalogs,  Needles,  etc. 

Other  Emerson  models,  with  Emerson  Music 
Master  Horn,  $30  to  $1,OQO. 


WITH  THE  EMERSON  MUSIC  MASTER  HORN 


In  the  .  * 

SATURDAY  EVENING  POST,  August  2ist, 

this  Full  Page  Emerson  Advertisement  will  appear.  It  is 
of  special  interest  to  the  trade,  as  constituting  the  first  step 
in  an  aggressive  consumer  publicity  campaign  which  will 
definitely  establish  the  new  line  of  Emerson  Phonographs. 

The  line  is  remarkably  complete,  embracing,  as  it  does, 
eight  splendid  instruments— all  equipped  with  the  built-in, 
solid-spruce,  round  Emerson  Music  Master  Horn. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


111 


EDISON  CARAVAN  CONVENTION  WINS  IN  SAN  FRANCISCO 

Principal  Event  in  Week  Crowded  with  Interesting  Happenings — J.  T.  Fitzgerald  Presides — Many 
Interesting  Addresses — "Service"  Stressed  by  Various  Dealers— Mrs.  Hockett  Makes  a  Hit — 
Banquet  at  Hotel  St.  Francis  Closes  Successful  Reunion — Several  Edison  Officials  Present 


San  Francisco,  Cal.,  August  1. — The  talking 
machine  fraternity  of  the  Pacific  Coast  and 
mountain  region  will  not  soon  forget  the  week 
of  July  19  in  San  Francisco,  a  week  crowded 
with  events  of  vital  importance  to  the  trade. 
The  big  Caravan  Convention  of  Thos.  A.  Edi- 
son, Inc.,  and  the  Educational  Conference  of  the 
Victor  Co.  together  supplied  so  many  opportu- 
nities of  acquiring  information  that  the  progres- 


they  have  offered  the  choicest  intellectual  con- 
fectionery. Hard  facts  have  been  pleasingly 
sugar-coated  and  new  ideas  h.ave  been  intror 
duced  on  the  wings  of  the  morning.  The  mes- 
sages presented  at  the  business  sessions  held  at 
the  Columbia  Theatre  were  made  as  engrossing 
as  a  high-class  vaudeville  show  and  a  hundred 
per  cent  more  profitable.  James  T.  Fitzgerald, 
of  the  Fitzgerald  Music  Co.,  Los  Angeles,  acted 


the  convention  were  the  snappy  little  playlets 
by  William  Maxwell,  vice-president  of  the 
company.  Each  play  carried  a  message  which 
had  a  meaning  for  every  dealer  and  this  mes- 
sage was  delivered  in  so  interesting  and  graphic 
a  way  there  is  little  chance  of  the  lesson  being 
forgotten. 

Throughout  the  entire  convention  the  ad- 
dresses by  prominent  dealers  and  officials  of  the 
company  pointed  toward  a  definite  objective: 
that  of  impressing  the  trade  with  the  scope  and 
meaning  of  "Service"  as  applied  to  the  Edison 
Co.  and  its  dealers.  The  Edison  Laboratories 
co-operate  with  their  dealers  and  the  dealers  in 
turn   carry  out  the  plan  by  co-operating  with 


Banquet  of  Attendants 

sive  members  of  the  trade  unhesitatingly  let  pri- 
vate matters  take  a  back  seat  for  the  time  being 
and  spent  many  hours  hearing  addresses  on 
a  hundred  different  trade  topics,  listening  to 
wonderful  tone  tests,  seeing  tabloid  dramas, 
attending  banquets  and  dances  and  engaging  in 
discussions  on  salesmanship  methods.  To  say 
that  the  trade  was  much  benefited  is  putting  it 
mildly — the  trade  was  inspired,  enthused,  re- 
juvenated! Every  delegate,  there  can  be  no 
doubt,  returned  to  his  regular  routine  after  the 
meetings  injected  with  invigorating  commercial 
jazz,  exalted  with  peppy  ideas  and  infused  with 
the  will  to  succeed. 

"I  have  never  seen  anything  like  it  before," 
remarked  a  prominent  phonograph  dealer  of 
San  Francisco,  "and  if  business  meetings  are 
going  to  be  conducted  in  this  fashion  hereafter 
you  will  always  see  me  Johnny  on  the  spot." 
This  is  a  sample  of  the  attitude  of  the  Coast 
trade  toward  the  Edison  convention  held  in  San 
Francisco  on  July  19  and  20.  Verily  the  new 
era  has  arrived — the  day  of  dull  business  meet- 
ings has  passed  away.  The  Edison  people  have 
recognized  that  business  men  are  human  beings 
and  that  as  human  beings  they  must  be  appealed 
to  in  a  human  fashion.  Instead  of  prescribing 
bitter  pills  as  remedies  for  business  ailments. 


at  Edison  Caravan  Convention  at  the  Hotel  St. 

as  chairman  of  the  meetings,  and  he  won  the 
hearts  of  the  delegates  by  his  quiet,  quaint  and 
delightful  manner  of  conducting  the  sessions. 
The  various  business  talks  by  members  of  the 
Western  trade  and  Eastern  officials  of  the  Edi- 
son Co.  were  notable  for  their  vivacity,  while  the 
tone  tests  given  by  Thomas  Chalmers,  the  fa- 
mous baritone  of  the  Metropolitan  Opera  Co., 
were  a  revelation  of  beauty.  The  address  of 
Henry  Kimball  Hadley,  the  distinguished  Amer- 
ican composer  and  conductor,  opened  the  eyes 
of  the  members  of  the  trade  present  to  the  great 
possibilities  of  things  musical  in  America.  Mr. 
Hadley  paid  a  glowing  tribute  to  the  part  played 
by  mechanical  instruments  in  promoting  musical 
culture.  Perhaps  the  most  appealing  features  of 


Francis,  San  Francisco 

their  customers.  In  the  first  open  forum,  which 
was  participated  in  by  several  dealers,  Mark  A. 
Sawrie,  of  Selma,  Cal.,  paid  high  tribute  to  the 
"Sales  Aid  Service"  as  a  means  of  getting  new 
prospects. 

The  address  by  J.  E.  Robins,  of  Fresno,  on 
the  subject  of  "Canvassing"  delivered  at  the 
opening  session  proved  especially  interesting  in 
that  it  showed  the  results  of  using  trucks  in 
canvassing  work  in  a  territory  where  the  work 
can  be  carried  on  the  year  round.  Another 
idea  which  met  with  an  enthusiastic  reception 
was  the  "musical  census"  idea,  which  was  car- 
ried out  in  some  small  towns  by  a  house-to- 
house  canvass,  when  a  list  is  made  of  the  musi- 
(Coiitlmicd  nil  page  113) 


Well  Rated  Dealers 
Can  Discount  Their 

PHONOGRAPH  INSTALLMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Accounts 
INTO  WORKING  CAPITAL 

V-  '^^^'''mCOLUATERAL  LOANS 


DAVID  neWES  DLDG. 
SAN  FRANCISCO 


THE  FINEST  OF 


CORE  STOCKS 

For  Phonographs  and  Record  Cabinets 
Are  supplied  by  the 

GERMAIN  BROS.  CO. 

MAKERS  OF  THE  FAMOUS  "GERMAIN  PIANO  BACKS" 


SAGINAW 


MICHIGAN 


CONDITIONS  ARE  SUCH  THAT  WE 
ADVISE  IMMEDIATE  CORRESPONDENCE 


112 


THE    TALKING    MACHINE  WORLD 


AucjusT  15,  1920 


Hi 


lawa 


Production 


a 


Service 


Delivery 


Hiawatha 
Production 

Will  guarantee  you  splendid 
service,  and  immediate  de- 
livery in  all  models.  The 
increase  in  our  business  has  been  so  great  during  the 
year  that  we  could  not  accept  any  new  business  until  our 
production  had  reached  this  stage. 


Quality  is  Our 
Watchword 

Jobbers  and  dealers  can 
prepare  for  the  fall  trade 
now.  Know  before  you  buy. 
The  quality  of  all  Hiawatha 
models  is  beyond  question. 


Hiawatha  Phonograph  Company 


( 


■    209  SO.  STATE  ST. 


CHICAGO,  ILL. 


ill 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


113 


EDISON  CONVENTION  ON  THE  COAST 

{Conliiiticd  fruin  page  111) 

cal  instruments  in  each  home  and  the  class  of 
music  most  enjoyed.  Such  a  canvass  furnished 
a  wealth  of  valuable  information  to  the  dealer. 

Thomas  A.  Edison's  message,  "Ten  Years 
From  Now,"  which  was  scheduled  to  be  read 
by  his  son,  Charles  Edison,  was  given  by 
Chairman  Fitzgerald,  on  account  of  the  absence 
of  the  former.  In  the  open  forum  following 
this  session  the  discussion  was  led  by  H.  E. 
Roberts,  of  Wenatchee,  Wash.,  who  spoke  on 
"The  Worth  of  Windows,"  his  paper  treating 
in  detail  tiiis  vital  part  of  the  business. 

The  only  woman  speaker  of  the  convention 
was  Mrs.  S.  S.  -Hockett,  of  Fresno,  who  spoke 
on  "Re-creation  Concerts."  She  has  used  these 
concerts  many  times  in  her  district  and  de- 
clared that  the  advantages  of  their  use  were 
three-fold.  First,  there"  was  the  interest  created 
with  the  general  public;  second,  the  creating  of 
the  desire  to  possess  an  Edison,  and  third,  the 
effect  upon  the  salesman  giving  the  concert, 
inspiring  confidence. 

The  Edison  banquet  at  the  Hotel  St.  Francis 
on  Tuesday  evening  was  attended  by  285  ban- 
queters. Delegates  were  present  from  all  the 
Pacific  and  Inter-Mountain  states,  namely:  Col- 
orado, Wyoming,  Montana,  Arizona  and  New 
Mexico,  besides  British  Columbia  and  Alberta. 
The  menu  was  a  signal  gastroriomical  triumph 
of  the  famous  chef  Victor,  while  the  entertain- 
ment features,  comprising  classic  dancing  by 
the  Anita  Peters  Wright  Dancers,  music  by 
Paio's  Hawaiians — with  a  dancing  solo  liy  a 
real  hula-hula  girl — and  numerous  extem|)ora- 
neous  offerings  by  amateurs  and  professionals, 
kept  the  guests  in  constant  joy.  Even  Thomas 
Chalmers  was  prevailed  upon  to  sing  and  Glenn 
Ellison  to  recite.  Before  adjourning  to  the 
ball  room  for  the  Edison  dance,  the  delegates 
presented  William  Maxwell,  the  toastmaster. 
with  a  handsome  silver  flask  as  a  mark  of  their 
love  and  esteem. 

The  Western  Edison  jobbers  represented  as 
hosts  to  the  visiting  delegates  for  the  banquet 
and  dance  and  the  Columbia  theatre  party  Mon- 
day evening  were:  Kent  Piano  Co.,  Ltd.,  Van- 
couver, B.  C:  Montana  Phonograph  Co.,  Hel- 
ena, Mont.;  Denver  Dry  Goods  Co.,  Denver, 
Colo.;  Proudfit  Sporting  Goods  Co..  Ogden, 
Utah;  Edison  Phonographs,  Ltd.,  Portland,  Ore.; 
Edison  Phonographs,  Ltd.,  San  Francisco,  and 
Edison  Phonographs,  Ltd.,  Los  Angeles,  Calif. 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip 
ment  of  the  MARyELOUS  MAGNOLA. 

MAGNOLA  "BuUt  by  Tone  Specialists" 


May  we  send  you  our  handtome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  it; 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


While  these  seven  jobbers  were  joint  hosts, 
arrangements  for  the  details  of  registering  and 
entertaining  delegates  were  delegated  by  the 
other  jobbers  to  the  San  Francisco  office  of 
Edison  Phonographs,  Ltd.  A.  C.  Ireton,  vice- 
president  and  general  manager,  and  a  past  mas- 
ter in  the  art  of  handling  such  affairs,  was  the 
moving  spirit  in  the  varied  entertainment  and 
"jazz"  provided;  and  by  the  time  the  banquet 
dance  orchestra  had  swung  into  "Home,  Sweet 
Home"  the  Caravan  vote  registered  100  per 
cent  strong  that  "Ireton  knows  how!" 


THE  RIGHT  KIND  OF  ADVERTISING 

Advertising  to  beat  your  competitor  is  usually 
not  advertising  to  sell  your  goods.  Without 
knowing  it,  perhaps,  you  imitate  his  methods, 
which  may  not  fit  your  case  at  all.  Your  game 
is  with  the  public — play  the  game! 

Advertising  brings  the  customer  to  you — the 
rest  is  your  own  work. 


NEW  BRUNO  OFFICERS  ELECTED 

Jerome  Harris  Becomes  Secretary  and  Wm.  J. 
Haussler  Treasurer  of  This  Corporation  of 
Which  Henry  Stadlmair  is  President 


At  a  recent  meeting  of  the  Board  of  Direc- 
tors of  C.  Bruno  &  Son,  Inc.,  Victor  distributors 
and  musical  merchandise  jobbers,  Jerome  Harris 
was  elected  secretary  and  William  J.  Haussler 
was  elected  treasurer  of  the  corporation. 

Mr.  Harris  will  devote  much  of  his  attention 
to  Victor  wholesaling.  He  was  formerly  con- 
nected with  the  law  firm  of  Lesser  Brothers 
and  is  an  able  executive  in  every  way.  Mr. 
Harris  is  inaugurating  an  aggressive  campaign 
which  bespeaks  a  big  Fall  season. 

Mr.  Haussler  has  been  indirectly  associated 
with  C.  Bruno  &  Son,  Inc.,  for  the  last  twenty 
years  and  is  thus  thoroughly  familiar  with  the 
affairs  of  this  enterprising  corporation.  Henry 
Stadlmair  continues  as  president  of  the  com- 
pany. 


A  Few  of  the  Current  Titles 


=ALL  BIG  SELLERS 


(from  the  Music.il  Comedy  "Mary"). 
Music  by  Hirsch  (Medley  Fox-trot). 

Waldorf  Astoria  Dance  Orchestra 

Music  by  J.  C.  Knight. 
Waldorf  Astoria  Dance  Orchestra 

Music  by  Hickman  and  Black. 
Waldorf  Astoria  Dance  Orchestra 

A  Young   Man's   Fancy"   (Music   Box  Number  from 
■■What's  in  a  Name").    Music  by  Ager  (Fox-trot). 

George  Green's  Novelty  Orchestra 


'■The  Love  Nest 
Intro.  ■'Mary. 


■Korinlhia"  (One-step). 


■Hold  Mc"  (Fox-trot). 


"I'd  Love  to  Fall  Asleep  and  Wake  Up  in  My 
Mammy's  Arms."  Music  by  Fred  E.  Ahlert  (Tenor 
Solo   with   orch.)  Charles  Hart 

■•Down  the  Trail  to  Home,  Sweet  Home."  Music  by 
E.  R.  Ball  (Tenor  and  Baritone  Duet  with  orch. 
accomp.)  Charles  Hart  and  Elliott  Shaw 

"I   Cannot  Sleep  Without   Dreaming  of  You  "  (From 
•The  Girl  in  the  Suollight").     Music  by  Victor  Her- 
bert  (Soprano  Solo  with  orch.)  Gladys  Rice 

■•Chile  Bean"  ( Eenie- Meenie- Minie- Mo) .  Music  by 
Albert  Von  Tilzer  (Tenor  Solo  with  orch.) 

Fred  Whitehousc 


Write  for  Dealers'  Terms  and  Prices.     Immediate  Deliveries 


Lyraphone  Co.  of  America 

117  Mechanic  Street  Newark,  N.  J. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ.  President 
Qtneral  Olhcot  Southern  Wholesale  Branoh 

711   MILWAUKEE  AVENUt  IS30  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


114 


THE   TALKING    MACHINE  WORLD 


August  IS,  1920 


NEW  MODERNOLA  JOBBER 


H.  A.  Copeland  Sales  Co.  Secures  Representa- 
tion for  North  and  South  Carolina,  Eastern 
Tennessee  and  Virginia — Carload  Shipments 


Hickory,  N.  C,  August  2. — A.  J.  Copeland, 
president   of   the    H.    A.    Copeland   Sales  Co. 


cured  the  exclusive  distribution  for  Modernola 
talking  machines  for  the  states  of  North  and 
South  Carolina,  Eastern  Tennessee  and  Vir- 
ginia. The  first  shipment  consisted  of  two  solid 
carloads,  one  of  which  is  illustrated  herewith. 
Mr.  Copeland  is  very  enthusiastic  over  the 
Modernola  and  is  planning  an  aggressive  cam- 
paign that  will  greatly  increase  the  popularity 


Music  Store  and  the  Brunswick  line  received 
some  splendid  local  advertising  and  to  use  the 
vernacular  "a  good  time  was  had  by  all." 

This  information  was  given  to  The  World 
representative  by  M.  H.  Wheat,  formerly  travel- 
ing representative  for  the  Paramount  Talking 
Machine  Co.,  and  who  is  now  attached  to  the 
Atlanta  office  of  the  Brunswick-Balke-Collender 
Co.,  spreading  the  Brunswick  story  throughout 
the  state  of  Georgia. 


EDISON  JOBBER  HAS  ANOTHER  SON 


A.    H.    Curry,    President   of  Texas-Oklahoma 
Phonograph  Co.,  Has  New  Edison  Recruit 


Congratulations  are  being  received  by  Mr. 
and  Mrs.  A.  H.  Curry,  of  Dallas,  iTex.,  as  a  re- 
sult of  the  announcement  by  them  of  the  birth 
of  another  fine  boy  on  July  27.  Mr.  Curry  is 
president  of  the  Texas-Oklahoma  Phonograph 
Co.,  Edison  jobbers  in  Dallas,  and  enjoys  a  wide 
acquaintanceship  among  Edison  jobbers  and 
dealers.  It  is  understopd  that  he  intends  to 
make  of  the  younger  gentleman  a  thorough 
Edisonite,  who,  with  his  brothers,  is  destined 
some  day  to  become  a  big  man  in  the  Edison 
business,  even  like  his  father. 


Modernola  Shipments  to  H.  A.  Copeland  Sales  Co. 

of  this  city,  visited  the  headquarters  of  the  of  the  Modernola  in  the  states  which  he  covers. 
Modernola  Co.  at  Johnstown,  Pa.,  and  as  an  Mr.  Copeland  has  built  up  a  particularly  effi- 
attendant  result  the  announcement  has  been  cient  sales  organization  and  has  selected  as  his 
made  that  the  H.  A.  Copeland  Sales  Co.  has  se-     slogan  "We  Cover  Dixie  Like  the  Dew." 


IMPORTANT  VAN  VEEN  CONTRACTS 


COULDN'T  RESIST  THE  WEARY  BLUES 


Darky  Minstrel  Just  Had  to  Play  the  Bones 
When  Brunswick  Played  the  Blues  in  Geor- 
gia Store — Dealer  Made  Use  of  Publicity 


Macon,  Ga.,  August  5. — Guttenberger's  Music 
Store  of  this  city,  which  handles  the  Brunswick 
line,  enjoyed  a  novel  advertising  medium  on 
July  31.     Thomas  Price,  of  a  troupe  of  real 


Southern  darky  minstrels,  happened  to  pass  by 
the  store'  when  he  heard  one  of  the  machines 
playing.  The  call  of  the  weary  musical  blues  was 
too  much  for  his.  artistic  temperament,  so,  ex- 
tracting a  set  of  real  minstrel  "bones"  from  his 
inner  pocket,  he  proceeded  to  accompany  the 
records.  So  enthused  was  he  with  his  accom- 
paniment that  he  failed  to  notice  the  large 
crowd  that  had  gathered  to  watch  the  demon- 
stration.   Thanks  to  Mr.  Price,  Guttenberger's 


Van  Veen  &  Co.,  Inc.,  of  New  York  City  and 
Philadelphia,  have  been  awarded  the  contract 
to  install  at  the  headquarters  of  all  Columbia 
distributors  equipment  for  the  model  phono- 
graph shop.  These  various  installations  of  Van 
Veen  hearing  room,  record  racks,  counters  and 
other  equipment  will  constitute  the  latest  ideas 
in  this  line.  Van  Veen  &  Co.  have  also  re- 
cently received  a  contract  to  install  their  equip- 
ment in  the  talking  machine  department  of 
Braunstein  &  Black,  the  large  Atlantic  City 
department  store.  This  well-known  seashore 
department  store  claims  its  patronage  from  all 
quarters  of  the  globe  and  its  talking  machine 
department  will  be  most  attractive. 


GARFORD  "BABY"  PHONOGRAPHS 


A  Popular  Line  of  Toy  Phonographs 
Nothing  More — Nothing  Less' 


THE  "BABY"  MODEL 
RETAILS  AT  $6 


MODEL  X 
RETAILS  AT  $10 


CLOSED 


Description  of  "Baby"  Model 

Plays  Little  "Wonder  or  7-inch  recortlH 
Metal  Cabinet  finished  in  high  grade  Ebony 
Enamel  with  nicltel  trimmings. 
Length  814  Inches       Height  inches 
Width    SVz  Inches        Weight    SM:  lbs. 
Provided  with  one  spring   worm  gear  motor. 
5'/4-inch   turntable.     High    grade   sound  box, 
with    wonderfull.v   clear   reproduction.  Speed 
regulator. 

Description  of  Model  "X" 

Plays  Little  Wonder  records  and  also  7-Inch  records.    Cabinet  finished  in  Mahogany 

Height   .17V4  Inches  Width    8%  inches 

Depth    9%  Inches 

Provided  with  one  spring  worm  gear  motor.    BVi-lnch  turntable.    High  grade  sound  box,  with  wonder- 
fully clear  reproduction.     Speed  regulator. 

A    LIBERAL    PROPOSITION   FOR   PROGRESSIVE  DEALERS 

GENERAL  PHONOGRAPH  MFG.  CO.     Elyria,  Ohio 

FORMERLY   NAMED  THE  GARFORD  MFG.  CO. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


115 


H.  J.  SMITH  LABORATORIES 

Jewel  Manufacturer 


EXECUTIVE  OFFICES, 
FINISHING  and 
RECORDING 
LABORATORY  JEWELS 


Plant  No.  1 

833  Broad  Street 

Telephone  2896  Market 

NEWARK,  N.  J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant  No.  2 

54V2  Franklin  St. 
NEWARK,  N.  J. 


Manufacturer  of 

Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Labor- 
atory Jewels — Rough  Diamond — Diamond  Powder — Experimental  Work. 
Jewels  manufactured  for  all  talking  machine  records.  Consulting  Specialist 
on  all  experiments  relating  to  any  new  recording  grooves.  Recording 
problems  satisfactorily  worked  out. 


EILERS  LITIGATION  REOPENED 

Federal  Judge  Bean  Announces  Decision  Giving 
Eilers  Music  House  Jurisdiction  Over  $50,000 
Stock  of  Oregon  Eilers  Music  House 


Portland,  Ore.,  July  24. — In  an  oral  opinion 
handed  down  by  Federal  Judge  R.  S.  Bean,  of 
the  United  States  District  Court,  the  exceptions 
to  a  special  master's  report  were  overruled,  the 
report  being  submitted  by  Referee  A.  M.  Can- 
non in  the  matter  of  the  Eilers  Music  House  vs. 
Oregon  Eilers  Music  House.  The  findings  vir- 
tually determined  that  the  Oregon  Eilers  Music 
House  assets,  which  amount  to  about  $50,000, 
belonged  to  the  chain  store  system  of  Eilers 
Music  House  and  should  be  administered  by  the 
trustee  for  Eilers  Music  House. 

Judge  Bean  held  the  court  acted  within  its 
jurisdiction  in  hearing  the  case.  The  trustee 
ill  bankruptcy  filed  a  petition  requesting  per- 
mission to  use  the  necessary  action  to  collect  all 
valid  claims.  The  court  granted  the  petition  and 
said  that  an  order  so  stating  would  be  issued. 

Attorneys  for  the  Oregon  Eilers  Music  House 
stated  that  an  attempt  would  be  made  to  secure 
a-rehearing  in  the  case.  If  a  rehearing  is  not 
granted,  an  appeal  will  be  taken  to  the  Cir- 
cuit Court  of  Appeals,  it  was  said,  and  necessary 
bond  posted  on  the  appeal.  Ten  days  were  al- 
lowed to  perfect  the  appeal. 


EXPORTS  TOTAL  EIGHT  BILLION 


$7,500,000  COLUMBIA  NOTE  ISSUE 

Prominent  New  York  Banlking  Houses  An- 
nounce Issue  of  Columbia  Graphophone  Mfg. 
Co.  8  Per  Cent  Five-year  Notes  at  Par 


EASTERN  PHONOGRAPH  CORP. 


The  Guaranty  Trust  Co.,  Kissel,  Kinnicutt  & 
Co.  and  Dominick  &  Dominick  last  week  made 
an  offer  of  an  issue  of  $7,500,000  five-year  8  per 
cent  gold  notes  of  the  Columbia  Graphophone 
Mfg.  Co.  at  par  and  interest.  The  company 
agrees  to  pay  interest  on  the  notes  February  1 
and  August  1,  without  deducting  normal  Federal 
income  tax  not  in  excess  of  2  per  cent  and 
agrees  to  refund  the  Pennsylvania  four-mill  tax. 
The  notes,  which  will  be  dated  August  1,  1920, 
will  be  a  direct  obligation  of  the  company,  which 
has  no  other  funded  debt  outstanding.  - 

The  issue  will  be  redeemable  in  whole  or  in 
part  on  thirty  days'  notice  at  par  and  interest, 
plus  a  premium  of  one-half  per  cent  for  each 
six  months'  period  by  which  the  maturity  is 
anticipated.  Each  note  for  $1,000  will,  carry  the 
privilege  of  purchasing  three  shares  of  the  com- 
pany's common  stock  at  $35  a  share  after  Feb- 
ruary 1,  1921. 


The  Eastern  Phonograph  Corp.,  New  York, 
has  been  incorporated  with  a  capital  of  $100,000, 
to  do  a  business  in  talking  machines  and  mo- 
tion pictures.  The  incorporators  of  the  new 
company  are  G.  Seifert,  C.  Safir  and  S.  A.  Fried- 
berg,  869  Stebbins  avenue,  Bronx. 


United  States  Set  New  High  Record,  Not  Only 
in  Exports  but  Also  in  Imports,  Leaving  Bal- 
ance of  $2,872,000,000 — Interesting  Figures 


SONORA  JOBBERS  DAMAGED  BY  FIRE 

.  The  Robinson-Pettit  Co.,  Sonora  jobbers  of 
Louisville,  Ky.,  was  recently  damaged  to  the 
extent  of  several  thousand  dollars  when  the  au- 
tomatic sprinkler  system  was  started  by  a  small 
fire  on  the  second  floor. 


A  famous  merchant  says  that  of  all  forms  of 
publicity  used  by  his  store  the  show  window  is 
the  most  important.  He  bases  this  statement  on 
the  fact  that  the  window  gets  in  its  work  when 
the  customer  is  on  the  spot,  ready  and  able 
to  purchase,  with  the  least  inertia  to  overcome. 


WashingtO'N,  D.  C,  July  26. — Exports  from  the 
United  States  during  the  fiscal  year  ended  June 
31;  reached  a  new  high  record  of  $8,111,000,000, 
but  as  all  records  for  imports  also  were  smashed 
the  net  trade  balance  in  favor  of  this  country 
was  only  $2,872,000,000.  This  compared  with  a 
trade  balance  of  slightly  more  than  $4,000,000,000 
the  year  before.  The  figures  were  made  public 
to-day  by  the  Department  of  Commerce  and 
constitute  a  new  high  water  mark. 

Imports  for  the  year  were  valued  at  $5,238,- 
746,580,  an  increase  of  more  than  $2,000,000,000 
compared  with  the  year  before  and  $3,000,000,000 
during  the  year  ending  June  30,  1918.  The  ex- 
ports for  the  year  compared  with  $7,232,282,686 
the  year  before,  an  increase  of  $878,893,445. 


Now  for  a  strong  and  a  long  pull  to  make 
an  active  Fall  business. 


MISS  MARTHA  BAIN  ENGAGED 

Announcement  has  been  made  of  the  engage- 
ment of  Miss  Martha  Bain,  of  the  Stewart  Dry 
Goods  Co.,  to  Stephen  Jenkins,  who  is  con- 
nected with  the  offices  of  the  Louisville  &  Nash- 
ville Railroad.  The  date  of  the  wedding  is  set 
for  late  in  the  Fall.  The  Stewart  Dry  Goods 
Co.  is  one  of  the  prominent  talking  machine 
houses  of  the  city. 


APPOINTS  NEW  JOBBER 


The  C.  E.  Ward  Co.,  of  New  London,  O., 
manufacturer  of  Ward  khaki  moving  covers,  has 
announced  the  appointment  of  the  Associated 
Furniture  Manufacturers  Co.,  of  St.  Louis,  Mo., 
as  distributor  for  this  well-known  line  of  covers. 


Sometimes  the  people  who  have  the  least 
money  buy  the  most  expensive  records,  proving 
that  they  are  the  real  music  lovers. 


"WHAT  ARE  YOU  SHORT?" 
Get  in  touch  with  us.  We  hare  everything  in 
the  phonograph  line — ^Needles,  Tone  Arms,  Motors, 
Cabinets,  all  kinds  of  accessories  and  repair  parts. 
We  specialize  on  Main  Springs,  Bettertone  Phono- 
graphs.   Let  us  do  your  repairs. 

PLEASING  SOUND  PHONOGRAPH  CO., 
204-206  East  113th  St.,  New  York. 


Victor  Supremacy 

again  manifested 

While  many  of  the  imitative  machines  are  being 
sold  over  the  Country  at  cut-prices  and  the  manu- 
facturers of  some  are  tottering  into  bankruptcy, 
Victor  prices  are  being  maintained  everywhere 
with  an  unsatisfied  demand  stronger  than  ever. 
The  public  knows  and  is  willing  to  pay 
the  price  for  the  quality  which  has  made  the 

Victor  Supreme 

TALKING  MACHINE  CO. 

BIRMINGHAM 


116 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


PACIFIC  COAST  PHONOGRAPH  DEALERS! 

The  Aeolian  Company 


of  CALIFORNIA 


455  Mission  Street 


San  Francisco 


Are  Prepared  to  Appoint  Dealers  in 

CALIFORNIA— ARIZONA— NEVADA 
WASHINGTON-OREGON-IDAHO 


Style  310 
Price,  $135 


Style  540 
Price,  $195 


for 

^^-Aeolian-VOCALION 

The  new  and  greater  phonograph 


The  New 
Lateral  Cut 
VOCALION 
RECORD 


Plays  on 
All  Standard 

Types  of 
Phonographs 


Vocalion  representation  will,  in  the  near  future,  be  at  a  pre- 
mium. The  superiority  of  the  Vocalion  itself  in  musical  quality, 
durability,  appearance,  and  "selling"  features,  like  the  Graduola^ 
etc.,  the  superiority  of  Vocalion  Records,  and  the  magnificent 
national  advertising  being  carried  on  in  the  Saturday  Evening  Post 
and  other  mediums,  is  having  a  steady,  strong,  cumulative  effect. 

Progressive  merchants  who  would  appreciate  the  opportunity 
to  handle  a  product  which  will  be  not  only  exceedingly  profitable, 
but  will  add  measurably  to  the  prestige  of  any  establishment. 

DISTRIBUTORS  FOR 

MELODEE  song  rolls  have  printed  words,  NOT  STENCILED 
— are  equipped  with    unbreakable,    pressed   steel   spool  ends. 


455  Mission  Street, 

San  Francisco. 


The  Aeolian  Company 
of  California 

Gentlemen:  Kindly  send  us  catalogues  and  prices  of  the  AEOLIAN 
VOCALION,  RECORDS  and  MELODEE  MUSIC  ROLLS. 

Name    

Street  

CitM      


Style  620 
Price,  $225 


Style  720 
Price,  $285 


Style  820 
Price,  $350 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


117 


EFFICIENT  GOVERNMENT  NEEDED,  SAYS  E.  R.  JOHNSON 

President  of  the  Victor  Talking  Machine  Co.  Makes  Some  Pertinent  Comments  Upon  Existing 
Conditions  in  This  Country  and  Outlines  Means  to  Be  Taken  to  Improve  Them 


In  the  opinion  of  Eldridge  R.  Johnson,  presi- 
dent of  the  Victor  Talking  Machine  Co.,  as 
presented  in  an  interview  with  George  L.  Ben- 
bow,  published  in  the  Magazine  of  Wall  Street, 
the  great  need  of  the  hour  is  a  Government  that 
is  really  efficient  and  is  capable  of  overcoming 
the  confusion  and  extravagance  that  is  now  evi- 
dent in  the  policy  of  the  administration. 

In  the  interview  Mr.  Johnson  is  quoted  as 
saying: 

"It  is  dangerous  to  ignore  the  fact  that  the 
whole  industrial  and  financial  world  is  facing  a 
grave  crisis.  This  is  no  time  for  extreme  opti- 
mism any  more  than  it  is  for  extreme  pessimism. 
I  do  not  believe  a  man  lives  who  can  fully  com- 
prehend the  changes  that  are  going  on,  nor  fore- 
cast the  ultimate  result.  The  basic  principle, 
upon  which  all  values  are  estimated,  will  remain 
unchanged,  but  new  values  are  being  established 
in  labor,  commodities  and  service  of  all  kinds, 
and  nothing  of  an  industrial,  financial  or  social 
character  will  ever  be  the  same  as  before  the 
war. 

"Wages  are  high  and  are  destined  to  average 
higher  still.  Compensation  for  human  service  in 
general  was  too  low  before  the  war,  especially 
ii;  Europe.  This  wage  adjustment — or  speaking 
in  a  broader  way — compensation  adjustment, 
while  it  is  necessary  and  will  be  highly  bene- 
ficial if  accomplished  without  disaster,  is  exer- 
cising a  great  influence  on  values.  There  is 
also  a  very  obvious  danger  of  wages  going  too 
high.  Unquestionably  this  is  happening  in  many 
cases,  but  there  are  still  many  underpaid  people 
in  the  world,  even  in  the  United  States,  although 
they  are  chiefly  among  the  class  that  does  not 
care  to  soil  its  hands. 

"High  prices,  while  a  blessing  if  held  within 
reasonable  proportion,  are  being  overdone.  Gen- 
eral industrial  and  financial  afifairs  are  in  great 
and  changing  confusion.  Labor  is  scarce  and 
discontented.  Low  wages  and  unprofitable 
prices  were  the  causes  of  general  discontent  be- 
fore the  war,  but  the  war  confusion  -and  high 
prices  are  the  causes  of  the  present  unrest.  To 
a  certain  extent  the  increase  in  wages  has  been 
the  cause  of  high  prices,  but  there  are  many 
other  potent  influences.  Nevertheless,  the  in- 
crease in  both  prices  and  wages,  to  be  of  bene- 
fit, must  be  reasonable  and  governed  by  true 
economic  causes  and  not  by  arbitrary  adjust- 
ment. 

"Profiteering,  both  in  wages  and  prices,  is  very 
dangerous  to  a  final  satisfactory  outcome  and 
many  vicious  attacks  on  the  general  welfare  of 
civilization  are  being  made  in  these  ways  by 
the  selfish  and  unreasonable. 

"Wages  and  prices  should  rule  higher.  A 
better  distribution  of  wealth  and  a  better  reward 
for  all  human  eflfort  can  thus  be  achieved  and 
I  believe  will  be  achieved,  but,  as  I  said  above, 
there  are  many  unreasonable  acts  and  demands 
and  more  reasonable  conditions  must  prevail 
before  the  world,  especially  the  United  States, 
can  hope  to  reach  a  permanent,  safe,  comfort- 
able and  economic  position  again, 

"The  primary  force  that  is  causing  national 
unrest  and  compelling  wages  and  prices  to  soar 
to  dangerous  levels  is  high  taxes,  unfairly  dis- 
tributed. The  silly,  impractical  policy  of  the  po- 
litical demagogue,  'Make  the  rich  men  pay  the 
taxes,'  is  most  mischievous  legislation  and  ranks 
among  the  great  historic  political  abuses  and 
disregard  of  political  economics  that  have  pre- 
ceded and  caused  all  disasters  to  past  civiliza- 
tion. The  higher  and  more  unreasonable  the 
tax,  the  higher  prices  and  wages  will  become. 

"No  people  can  long  be  superior  to  their  gov- 
ernment. Practically  all  of  the  national  ills  suf- 
fered in  the  United  States  are  caused  by  gov- 
ernmental inefficiency.  There  is,  nothing  pri- 
marily wrong  with  our  form  of  government, 
that  is,  nothing  that  cannot  be  cosrected.  '  The 
great  menace  is  inefficiency  of  the  men  in  the 
high  places.  That  is  why  we  wasted  so  much 
treasure  and  did  general  business  so  much  more 


harm  than  was  necessary  during  our  war  period 
and  why  our  taxes  were  so  unscientifically  con- 
ceived and  applied;  that's  why  our  War  Bond 
issue  is  in  such  a  mess;  that's  why  higher  taxes 
are  still  being  demanded  when  the  war  is  over. 
No  improvement  in  general  economic  condi- 
tions can  be  expected  while  uneconomic,  unfair 
and  outrageous  taxes  are  enforced. 

"The  economic  disturbance  of  Europe  is  seri- 
ous. England  is  the  only  country  in  Europe 
that  is  safe  from  bankruptcy  and  England  and 
the  rest  of  Europe  are  dependent  on  the  United 
States  of  America.  We  only  did  our  duty  by 
entering  the  war  and  no  man  can  regret  having 
paid  large  sums  of  money  in  the  form  of  taxes 
and  otherwise  at  that  time,  but  we  now  have  a 
right  to  expect  better  things.  The  war  is  won 
and  the  most  autocratic  government  that  the 
world  has  ever  known  has  been  overthrown. 
What  we  fought  for  will  not  have  been  accom- 
plished, however,  unless  a  more  human  and 
economic  peace  treaty  is  constructed  between  the 

NEW  ZEALAND  IS  NEW  ZEALAND 

Thomas  Ritchie  Points  Out  That  His  Country  Is 
Often  Confused  With  Australia 


When  Thomas  Ritchie,  of  Chas.  Begg  &  Co., 
the  prominent  Dunedin,  New  Zealand,  piano 
and  music  house,  passed  through  New  York  on 
his  way  home  from  England  and  Scotland  he 
remarked:  "I  wish  you  would  stress  the  point 
that  New  Zealand  and  Australia  are  separate  and 
distinct  countries.  I  find  many  people — the 
great  majority  in  fact — have  the  impression  that 
the  two  countries  lie  alongside  each  other  and 
that  New  Zealand  is  a  sort  of  annex  to  Aus- 
tralia. The  fact  is  that  we  are  as  separate  as 
Canada  and  Australia,  and  as  for  location  we 
are  two  thousand  miles  away  from  Australia  and 
it  takes  five  days'  fast  sailing  to  make  the  trip 
from  one  dominion  to  the  other.  We  like  the 
Australians  and  all  that,  but  we  want  to  be 
called  New  Zealanders,  not  Australians." 


A  BROOKLYN  INCORPORATION 

George  S.  Uniss,  Brooklyn,  N.  Y.,  has  incor- 
porated for  $10,000  to  do  a  business  in  talking 
machines.  The  incorporators  are  N.  K.  Kalaf, 
M.  S.  Trabuley  and  L.  S.  Uniss,  291  State  street. 


contending  nations.  That  autocratic  government 
which  we  spent  so  much  blood  and  treasure  to 
overthrow  will  again  be  in  power,  the  fruits  of 
the  great  victory  will  be  lost  and  a  new  war, 
more  terrible  than  that  through  which  we  have 
just  passed,  will  come  again  and  confusion  will 
replace  progress  and  civilization  all  over  the 
world.  Selfishness  and  inefficiency  have  always 
been  the  destroyers  of  liberty. 

"The  prosperity  of  the  United  States  in  the 
past  was  based  on  a  boundless  plenty.  Condi- 
tions are  changing.  Carelessness  and  inefficiency 
in  governmental  afifairs  are  no  longer  practical. 
We  have  grown  used  to  such  things  and  have 
tolerated  them  simply  because  we  could  afiford  to 
tolerate  them.  We  have  now  reached  a  parting 
of  the  ways. 

"The  future  of  this  country,  and  I  may  also 
add  the  future  of  the  world,  depend  on  gov- 
ernmental reform  in  the  United  States  of  Amer- 
ica. 

"There  is  not  plenty  of  capital  but  there  is 
too  much  money.  Only  the  rich  men  save,  be- 
cause those  who  save  get  rich.  When  the  rich 
are  made  poor,  the  poor  will  starve  and  there 
Vj'iW  be  no  one  left  to  save — no  enterprise  and 
no  co-operation." 

THOMPSON  BUYS  SHEPHERD  STOCK 

Shepherd  Interests  Will  in  Future  Be  Concen- 
trated at  Klamath  Falls,  Ore. 


Bend,  Ore.,  July  .19. — E.  M.  Thompson,  formerly 
doing  business  here  under  the  name  of  the 
Thompson  Music  Co.,  has  just  purchased  the 
entire  stock  of  pianos,  player-pianos  and  talking 
machines  of  the  late  L.  K.  Shepherd  and  e.xpects 
to  secure  larger  quarters  and  expand  the  busi- 
ness by 'taking  on  additional  lines.  In  the  fu- 
ture the  interests  of  the  Earl  Shepherd  Co.  will 
be  concentrated  at  Klamath  Falls,  where  a  large 
warehouse  has  been  leased  by  that  company. 


VISITS  NEW  YORK  TRADE  , 

Al.  Edelstein,  owner  of  the  Stern  Temple  of 
Music,  Albany,  N.  Y.,  exclusive  Victor  dealers, 
was  a  visitor  recently  to  the  offices  of  the  New 
York  Talking  Machine  Co.,  Victor  wholesalers. 
M'r.  Edelstein  spoke  encouragingly  of  the  busi- 
ness situation  up  State  and  is  making  prepara- 
tions for  a  banner  Fall  trade. 

H.  Ernst,  of  the  New  York  Tallying  Machine 
Co.,  returned  to  his  desk  a  few  days  ago,  after 
spending  a  few  weeks'  vacation  consisting  of  a 
sojourn  at  his  new  home  in  Dutchess  county. 


Intermountain 


Victrola 


S 


ervtce 


Our  new  and  completely  equipped  wholesale  plant 
places  us  in  a  position  to  give  careful,  first  class 
service. 

Progressive  Victor  Dealers  are  making  new  plans 
to  broaden  their  activities,  and  we  will  welcome 
the  opportunity  to  help  make  your  store  the  musical 
center  of  your  community. 

THE  JOHN  ELLIOTT  CLARK  CO. 

Victor  Wholesalers 
SALT  LAKE  CITY,  UTAH 


118 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


THE  CABINET  & 
ACCESSORIES  CO.,  Inc. 

Otto  Goldsmith,  Pres. 
DISTRIBUTORS  OF 

Bubble 
Books 

that  Sin^^ 

Each  Sale  Means  a  Customer  for  $13.50 

When  a  person  has  once  bouglit  a  Bubble  Book,  in 
most  cases  he  comes  back  and  buys  the  entire  set. 
Bubble  Books  are  so  fascinating  that  children  won't 
give  the  grownups  any  rest  till  they  get  them  alt. 
That  is  why  one  sale  naturally  leads  to  aiiother. 
A  fairy  story,  colored  pictures,  verses  and  three 
real  phonograph  records  come  in  each  Book. 
Retail  price  $1.50  each.  Liberal  discount  and 
prompt  delivery. 

No.  1 — The  Bnbhie  Book 

No.  2 — Mother  Goose  Bubble  Book 

ISio.  3 — Singing  Games  Bubble  Book 

No.  4 — ihe  Animal  Bubble  Book 

No.  i—The  Pie  Party  Bubble  Book 

No.  6 — I  he  Pet  Bubble  Booh 

No.  7 — Ihe   Funny   Froggy   Bubble  Book 

No.  8 — Happy-Go-Lucky  Bubble  Book 

No.  9~Merry  Midgets  Bubble  Book 


CIROLA 

The  Best  Portable  Phonograph  on  the  Market 
Li«t  Price,  $47.50         Regular  Trade  Discount 


GET  ALL  YOUR  ACCESSO'RIES  FROM  ONE 
SOURCE. 
WRITE  FOR  CATALOGUE. 


145  East  34th  Street   NEW  YORK  CITY 

Tel.  Murray  Hill  6470 


PERU  RATIFIES  THE  COPYRIGHT 

Washington   Officially    Notified   of   Action  of 
South  American  Country 


Washington,  D.  C,  July  31. — Secretary  Hous- 
ton announced  to-day  that  word  had  been  re- 
ceived from  the  Peruvian  Minister  of  Finance 
giving  notice  of  the  ratification  by  Peru  of  the 
copyright  convention  signed  in  Buenos  Aires 
in  1910  which  extends  copyright  privileges  to  the 
signatory  nations. 

The  Peruvian  Foreign  Minister  also  informed 
Secretary  Houston,  who  is  head  of  the  Inter- 
American  High  Commission,  that  under  autlior- 
ization  of  the  Peruvian  Congress  he  had  in- 
structed officials  of  his  country  charged  with 
tariff  revision  to  prepare  import  and  export 
statistics  on  the  basis  of  the  international  classi- 
fication of  merchandise  adopted  at  the  statis- 
tical conference  at  Brussels  in  1913  and  also  so 
far  as  practicable  to  reorganize  the  tariff  sched- 
ules on  that  basis.  Peru  thus  is  the  first 
country  to  rearrange  its  customs  tariff. 


ANNUAL  COLUMBIA  OUTING 

Employes  of  Local  Wholesale  Columbia  Branch 
Hold  Outing  and  Games — Interesting  Program 
Provides  Keen  Enjoyment  for  Those  Present 


The  third  annual  outing  and  games  of  the 
New  York  branch  of  the  Columbia  Graphophone 
Co.  was  held  Saturday,  July  24,  at  Far  Rock- 
away,  and  the  program  provided  plenty  of  fun 
and  amusement  for  all  of  the  employes.  The 
party  left  New  York  at  9  o'clock  in  the  morn- 
ing and  from  early  morning  until  late  at  night 
the  employes  of  the  branch,  together  with  their 
guests,  were  kept  busy. 

The  bathing  facilities  were  ideal  and  various 


second,  Miss  E.  Bach;  200  yard  race  for  men, 
hrst,  R.  Basserman;  under  water  swimming  for 
distance,  first,  A.  Silberlicht;  75  yard  dash  for 
girls,  first.  Miss  E.  Moran,  second.  Miss  C. 
Eckes;  400  yard  relay,  winners,  P.  Roeder  and 
F.  Ceramella;  lOO  yard  dash,  first,  F.  Bode;  100 
yard  swim,  first,  A.  McL.  Bennett,  second,  W. 
Moore;  20O  yard  relay,  winners,  P.  Roeder  and 
F.  Ceramella;  tug  of  war,  winner,  the  shipping 
department;  lOO  yard  dash  for  heads  of  depart- 
ments, first,  J.  Armstrong,  second,  J.  Lush. 
Handsome  prizes  were  provided  for  all  of  the 
v:inners  of  the  various  events,  which  were  all 
keenly  contested. 

Music  formed  an  important  part  of  the  day's 
program  and  among  those  who  contributed  were 


Some  Snapshots  Taken 

aquatic  sports  were  introduced  by  the  committee 
of  arrangements.  After  the  different  events  were 
completed,  dinner  was  served  at  the  Hotel 
Chateau-Thierry,  subsequent  to  which  dancing 
occupied  the  attention  of  the  members  of  the 
party. 

Lambert  Friedl,  manager  of  the  Columbia 
branch,  took  a  keen  interest  in  the  activities  of 
the  day,  as  did  the  other  executives  and  mem- 
bers of  the  sales  staff.  The  party  consisted  of 
over  100  employes  of  the  branch,  with  members 
of  their  families  and  guests,  and  the  committee 
in  charge  of  the  program  well  deserved  the  con- 
gratulations which  it  received  at  the  close  of  the 
day. 

The  winners  of  the  various  events  were  as 
follows : 

Fifty  yard  dash  for  girls,  first.  Miss  E.  Moran, 


at  the  Coliunbia  Outing 

the  following  vocalists:  A.  Silberlicht  and  E. 
Iselin,  of  the  record  department,  and  Miss  D. 
Hickson  and  R.  Luria,  of  the  bookkeeping  de- 
partment. Miss  H.  Beer,  of  the  bookkeeping 
department,  favored  the  guests  with  a  ballet 
dance  which  was  enthusia'stically  received,  and 
"Rigo,  the  Gypsy  Violinist,"  gave  several  violin 
solos  which  were  thoroughly  appreciated. 

The  committee  in  charge  of  the  outing  and 
games  consisted  of  the  following:  C.  F.  Meyer, 
chairman;  Miss  M.  Sacks,  J.  Armstrong,  J.  Lush, 
R.  R.  Wilson  and  R.  Basserman. 


HANDLES  THE  CHENEY  PHONOGRAPH 


The  Greenup  Piano  Co.,  Louisville,  Ky.,  is 
now  the  sole  agent  in  that  city  for  the  Cheney 
talking  machine. 


FOR  every  $5000  Automobile  sold  there 
are  500  popular  priced  cars.  Are  you 
confining  your  efforts  to  the  $5000  class  in 
the  Phonograph  business, overlooking  en- 
tirely the  low-priced  field  ?  Many  are  do- 
ingthis,forthephonograph  manufacturers 
have  neglected  thelow-priced  models.  The 
demand  for  them  is  tremendous.  The 
"CROSLEY,"  retailing  for  $75,  fits  right 
in  with  any  line.  Read  the  specifications 
and  look  at  the  illustration. 

The  "CROSLEY"  Phonograph  is  a  neat 
and  attractive  mahogany-finished  piece  of  fur- 
niture that  will  grace  and  decorate  the  hand- 
somest home. 

It  stands  38/^"  high  closed;  is  19"  deep  and 
18"  wide.    Shipping  weight,  about  80  lbs. 

Distributors  and  Dealers:  Write  to-day  for  our 
proposition.        The  discounts  will  surprise  you 

Crosley  Phonograph  Co. 

1  Vandalia  Ave.  Cincinnati,  Ohio 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


119 


Introducing  a  New  Era  in  Tone  Reproduction 

The  new  Cathedral  Phonograph  produces  a 
quality  and  volume  of  tone  that  instantly  delights 
every  listener. 

The  Cathedral  Reproducer  does  not  attempt 
to  "get  by"  with  makeshift  attachments  but 
plays  every  type  of  record  with  the  degree  of 
perfection  intended  by  the  maker  of  the  record 
— it  automatically  adjusts  itself  to  the  exact 
requirements  of  each  make  of  record. 

Cathedral  dealers  can  honestly  advertise  that 
this  is  the  first  phonograph  that  plays  all  records 
correctly — the  Cathedral  Phonograph  will  back 
up  every  claim  they  make. 

Selling  Features  That  Make 
Quick  Profits  for  Dealers 

The  public  is  rapidly  becoming  educated  in 
the  methods  of  reproducing  the  various  types  of 
records. 

The  Cathedral  Phonograph  gives  the  public 
what  it  wants — a  mechanical  equipment  which 
is  automatic  in  its  adjustment,  perfect  in  its 
application  to  ?  11  types  of  records  and  unequaled 
in  tone  reproductions. 

A  simple  turn  of  the  hand  presents  the  proper 
point  at  the  correct  weight  and  angle  with  per- 
fect synchronism  for  every  make  of  record  —  no 
weights  to  adjust  and  no  needles  to  change. 

The  Cathedral  Amplifier  is  built  of  heavily 
ribbed  spruce,  scientifically  shaped  to  eliminate 
sympathetic  vibrations  and  reflect  the  amplified 
tone  waves  with  perfect  distinctness. 

These  features  are  instantly  apparent  to  phono- 
graph prospects.  It's  easy  to  sell  what  the  cus- 
tomer wants. 

Cathedral  Phonograph  Go. 

General  Offices — Omaha,  Neb. 

Factories  :    Marion,  O.     Chicago,  III.      Grand  Rapids,  Mich. 


dalhebral 


York  Model 

The  construction  of  the  pres- 
ent York  Cathedral  was  begun 
about  the  year  1162,  and  the 
great  church  was  solemnly  dedi- 
cated as  a  completed  building  on 
July  4,  1472. 

It  stands  as  a  chaste  and  dig- 
nilied  specimen  of  early  Perpen- 
dicular style  and  is  unique  in  its 
glorious  east  window,  the  largest 
painted  window  in  the  world.  In 
the  grill  design  and  decoration 
of  the  York  Model  Cathedral 
Phonograph  we  have  followed 
the  architectural  features  of 
York  Minster. 

A  beautiful  piece  of  furniture 
— in  Mahogany,  Oak,  or  figured 
Walnut. 


120 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Registration 
Applied  for 


The  Fibre  Needle  Is  the  Ultimate  Needle 


^'\nA  the  home  where  a  talking  machine  has 
been  giving  enjoyment  over  a  period  of  years 
and  you  will  find  a  home  using  B  &  H  Needles. 

Experience  with  records  scratched  beyond 
further  usefulness,  the  discard  of  costly  operatic 
selections,  has  taught  talking  machine  owners 
the  country  over  the  wisdom  of  B  &  H  Fibre 
Reproduction. 

A  keener  sense  of  musical  values  developed 
through  years  of  enjoyment  of  the  talking 
machine  in  the  home  has  made  evident  to  thous- 
ands the  remarkably  sweet,  unadulterated  tones 
possible  with  the  B  &  H  Needle,  and  lifted  it 
to  its  present  position  of  widespread  popularity. 

Can  a  better  testimonial  to  its  excellence  be 
found:  that  it  remains  the  ultimate  choice  of 
the  dyed-in-the-wool  talkmg  machine  fan? 


B  &  H  Fibre  Mfg.  Co. 

33-35  W.  Kinzie  Street,  Chicago,  III. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


121 


Edison  Caravan  Convention  in  Chicago 

Two-Day  Gathering  in  Capital  of  the  West  Duplicates  Program  Given  Previously  in  New  York  City,  With  a  Banner 

Attendance  of  Dealers  From  the  Middle  Western  Territory 


Chicago,  III.,  August  5. — Fresh  from  its  suc- 
cessful opening  in  New  York  City,  the  Edison 
Caravan  Convention,  twelve  hundred  strong, 
gathered  on  Monday,  July  12,  at  the  Blackstone 
Theatre,  where  the  special  plays  written  by 
William  Maxwell  were  presented.  The  order  of 
events  was  similar  to  that  in  the  New  York  Con- 
vention.   Following  an  overture  by  the  Palmer 


address  was  a  detailed  summary  of  conditions 
in  the  trade  and  expressed  an  opinion  of  the 
future  which  was  very  optimistic.  William  Max- 
well, vice-president  of  the  Edison  Co.,  next  spoke 
on  "Judge  Them  by  Their  Deeds,"  which  was  a 
review  of  the  Edison  business  for  the  past  year. 
First  Play  Presented 
After  Mr.  Maxwell's  address,  the  first  of  Mr. 


by  William  Scott,  manager  of  Tegtmeier  Bros., 
Edison  phonograph  dealers  at  6408  South  Hal- 
sted  street,  Chicago.  The  forum  drew  expres- 
sions from  a  number  of  the  dealers  in  the  au- 
dience as  to  their  sales  experiences  and  those 
methods  of  selling  which  they  have  found  most 
effective.  Clarence  Ream,  manager  of  the  Har- 
mony Music  Co.,  Fairmont,  Minn.,  then  deliv- 


Panoramic  View  of  Those  in 
House  Orchestra,  which  opened  the  Monday 
session,  J.  C.  Shearman,  assistant  sales  manager 
of  Thomas  A.  Edison,  Inc.,  made  a  brief  ad- 
dress of  welcome,  taking  the  place  of  Thomas 
J.  Leonard,  who'  was  unable  to  appear.  The 
session  was  formally  opened  by  the  Chicago 
chairman,  James  P.  Lacey,  of  Peoria,  111.,  whose 


Attendance  at  the  Chicago  Session  of  the  Edison 
Maxwell's  sketches  was  presented,  entitled  "It." 
This  cleverly  written  skit  showed  how  the  Edi- 
son corporation,  through  its  co-operative  policy, 
sees  to  it  that  every  Edison  phonograph  is  cared 
for  after  it  has  been  sold  and  installed  in  a  home. 

At  the  close  of  the  one-act  play,  which  was 
v/armly  acclaimed,  an  open  forum  was  conducted 


/ 


Dealers'  Caravan  Convention 

ered  an  illuminating  talk  on  "Canvassing"  and 
told  how  he  has  developed  this  branch  of  Edison 
phonograph  salesmanship  for  his  company. 
Dr.  W.  V.  Bingham  Speaks 
Then  Dr.  W.  V.  Bingham,  director  of  the  di- 
vision of  applied  psychology  of  the  Carnegie  In- 
(Continncd  on  page  123) 


Superior 
Die  Castings  for  tlie 
Music  Trades 

Castings  from  finely  made  Dies — Castings 
of  precision  and  smoothness.  Metals  to 
meet  any  requirement — from  the  Stand- 
ard White  Metal  of  15,000  pounds  tensile 
strength  per  square  inch  to  an  Alloy  of 
45,000  pounds  plus. 


THE  IDEAL  iVIETAL 

for  Soundbox  and  Tonearm  Castings 

CA  Die  Casting  Alloy  that  is  Double  the  Tensile  Strength  of  Cast  Iron  — 

200%  Stronger,  15%  Harder,  30%  Lighter  in  Weight  than  Ordinary  White  Metal  Die  Castings 
A  Tonearm  of  this  metal  is  acoustically  better  even  than  brass,  because  a  brass  Tonearm  would  necessarily  be 
thin  and  would  have  the  tendency  of  blasting  and  imparting  to  the  tones  a  thin  and  "brassy"  efFect.  If  your 
Tonearm  and  Soundbox  of  ordinary  die  castings  or  brass  are  too  thin  or  too  weak,  or  too  heavy  on  the  record, 
let  us  make  the  parts  ri^ht  with  our  special  metal.  Improve  the  tone  by  correcting  the  weig,ht  and  balance  of 
your  equipment.  Make  the  parts  stronger  and  more  durable.  Ornamental  details  and  shapes  of  beauty  not 
possible  by  other  processes  and  with  other  metals  because  of  manufacturing  or  weight  limitations  are  made 
practicable  by  our  method  of  manufacture.  Superior  Die  Casting,s  plate  perfectly  in  Nickel,  Copper,  Brass, 
Silver,  Gold,  etc.,  and  will  take  a  durable  Japan  finish,  the  metal  withstanding  the  necessary  hi^h  baking  heat. 

BARMHAi^T  BROTHERS  Cc  SPINDLER 

Dl€  Casting  Division  •  Monroe  and  Tbroop  Streets  •  CHICAGO 


X 


■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■ii 


■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■B! 
■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■I 


122 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


Edison  Message  No,  77 


Years  from  now  when  the 
general  price  level  is  again 
normal,  the  prices  of  Edison 
Phonographs  will  then  be 
m  harmony  with  it.  At 
the  present  time,  however, 
due  to  inflation,  the  price 
level  IS  way  above  the  prices 
of  Edison  Phonographs, 
which  have  increased  only 
15%,  including  War  Tax, 
since  1914. 


''Edison  Stood  The  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.  J. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


123 


EDISON  CARAVAN  CONVENTION  IN  CHICAGO— (Continued  from  page  121) 


stitute  of  Technology,  Pittsburgh,  delivered  an 
address  on  the  psychological  factors  that  enter 
into  the  sale  of  an  Edison  phonograph,  and  in 
the  keeping  of  a  satisfied  customer  after  the  sale. 

Dr.  Bingham's  address  was  followed  by  the 
presentation  of  another  of  Mr.  Maxwell's  plays, 
■'I  Saw  Your  Ad." 

An  open  forum  on  "The  Realism  Test"  was 
then  conducted  by  H.  R.  Skelton  of  the  Edison 
Laboratories  and  the  numerous  features  of  Edi- 
son construction  and  Edison  record  manufacture 
were  given  high  lights  by  bright  and  snappy 
contributions  of  Edison  dealers  to  the  forum. 

Another  of  Mr.  Maxwell's  educative  playlets, 


On  Tuesday  morning,  July  13,  following  an 
overture  played  by  the  Palmer  House  Orchestra, 
an  address  by  Thomas  A.  Edison,  president  and 
founder  of  Thomas  A.  Edison,  Inc.,  entitled  "Ten 
Years  From  Now,"  was  presented  by  Charles 
Edison,  son  of  the  inventor. 

Putting  "The  Hooking  in  Advertising"  was  the 
theme  of  a  very  interesting  address  by  John  Lee 
Mahin,  who  followed  Charles  Edison's  reading 
of  his  father's  address.  Mr.  Mahin,  who  is  head 
of  the  Federal  Advertising  Agency  of  New  York, 
and  advertising  director  for  Thomas  A.  Edison, 
Inc.,  spoke  of  the  work  that  is  being  done  in  all 
parts  of  the  country  to  exploit  the  Edison  phono- 


in  the  worthiest  possible  cause — music. 

Edison  Tone  Test  Well  Received 

Following  Mr.  Mahin,  a  tone  test  of  the  Edison 
phonograph  was  made  by  Thomas  Chalmers, 
baritone  of  the  Metropolitan  Opera  House,  and 
one  of  the  many  star  American  singers  whose 
singing  is  reproduced  exclusively "  on  Edison 
records. 

An  address  on  /American  music  was  then  read 
by  Henry  Kimball  Hadley,  famous  American 
composer,  who  told  some  vitally  interesting  facts 
regarding  the  composer's  attitude  towards 
American  music. 

Mr.  Hadley  was  followed  by  the  presentation 


Panoramic  View  of  Those  in 

".After  the  Nut  Is  Off,"  followed  the  open  forum. 
Compensation  of  Salesmen  Discussed 
Following  this  another  open  forum  which  had 
for  its  subject  "Compensation  of  Salesmen"  was 
conducted  by  J.  A.  Reinemund,  Muscatine,  la. 
The  session  was  then  adjourned. 


Attendance  at  the  Chicago  Session  of  the  Edison  Dealers'  Caravan  Convention 

graph,  and  of  the  numerous  methods  employed     of  another  sketch  by  Mr.  Maxwell,  entitled  "I'll 


to  help  boost  sales  for  the  dealer.  He  said  that 
the  work  of  the  Edison  forces,  including  dealer 
and  corporation  alike,  is  not  propaganda  of  an 
individual  business  enterprise,  but  a  work  of  gen- 
eral public  good,  on  a  plane  of  high  endeavor, 


Say  She  Does." 

-After  the  playlet  there  was  an  open  forum  for 
the  discussion  of  Edison  window  displays,  led 
by  A.  F.  Odell,  of  Quincy,  111.,  and  by  D.  B. 
(Continued  on  page  125) 


■ 

The  new  "exclusive"  Emerson  Star 


EMERSON  Records  sound  fine  on 
any  make  of  phonograph.  But 
you  should  hear  them  played  on  any 
one  of  the  eight  new  Emerson  Models! 
Talk  about  realmusic !  Every  note  clear 
and  full  and  round,  round,  ROUND! 

When  you  hear  the  Emerson  Phono- 
graph, you  hear  music  played  as  it 
should  be  played — with  absolutely 
new  freedom  from  mechanical  imper- 
fections. See  how  clearly  every  in- 
strument stands  out — how  vividly  each 
musical  detail  is  reproduced. 

And  it's  all  on  account  of  the  Emer- 
son Music  Master  Horn,  which  is 
made  of  solid,  rounded,  kiln-dried, 
vibrant  spruce,  and  built  into  every 


Emerson  Record  Sales  Company,  Inc. 

EXCLUSIVE  METROPOLITAN  DISTRIBUTORS 

A%      6  West  48th  Street,  New  York  City 


Emerson  Phonograph,  from  the  most 
elaborate  Period  Model  to  the  modest 
Table  Model. 

It  is  a  law  of  Nature  that  sound 
waves  travel  in  spirals.  So  we  made 
the  Emerson  Music  Master  Horn 
round — perfectly  r^?//;z^/.  To  have  clear, 
full,  round  tone,  you  must  have  a 
round  horn  made  of  solid  spruce — not 
veneered. 

The  Emerson  Music  Master  Horn 
fulfils  these  requirements.  It  gives 
the  Emerson  Phonograph  a  full,  round 
tone  astonishingly  free  from  mechani- 
cal imperfections. 

Watch  for  our  full  page  advertise- 
ments in  the  Saturday  Evening  Post. 


^mersori 

Records  (pd 
Phonographs 


124 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


THERES  A  REASON  FOR  EVERY  SUCCESS 


We  don't  know  whether  the  success  of  our  dealers  has  been  due  entirely  to  the  high  grade  of 
The  Serenado,  we  do  know  people  are  demanding  quality  and  tone,  that  they  are  buying  satisfaction. 

It  may  be  that  our  dealers'  success  has  been  the  result  of  our  effective  advertising  co-operation 
— many  of  them  tell  us  so. 

Our  idea  is  that  our  different  Method  of  marketing  combined  with  the  above  has  attracted 
the  better  class  of  live  dealers  who  could  sell  anything  and  that  their  success  has  been  augmented 
by  all  of  the  conditions  of  their  association  with  us. 

SERENADO  MFG.  CO.,  CEDAR  RAPIDS.  IOWA 

All  the  Worlds  Artists  ploy  and  sin^  their  best 
jbr  the  Audience  oj  TieSerenado 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


125 


Frank  Crumit  sings  that  popular  tiit  ''Marion  (You'll 
Soon  Be  Marryin'  Me)."  This  little  love  song  is  as 
pretty  as  its  coupling,  Charles  Harrison's  real  Irish 
ballad  "Pretty  Kitty  Kelly."  This  is  a  record  good 
for  big  sales.  A-2948. 


Columbia  Grapiiophone  Co. 

NEW  YORK 


EDISON  CONVENTION  IN  CHICAGO 

{Continued  from  page  123) 

Babcock,  of  the  Edison  corporation. 

J.  W.  Scott  then  demonstrated  the  features  of 
the  Edison  Diamond  Amberola,  following  which 
a  concert  by  the  Edison  phonograph  was  con- 
ducted under  the  direction  of  William  Ritt,  of 
St.  Peter,  Minn.  The  concert  disclosed  many 
valuable  suggestions  for  Edison  dealers  in  mak- 


ililiiifi 

iiBiiiaiii^'iiiiiiii 


Blackstone  Theatre  and  Hotel  Where  Convention  Was  Held 


ing  sales,  and  was  warmly  applauded.  A  farce 
comedy  by  Mr.  Maxwell,  "Detected,"  was  then 
presented,  after  which  an  open  discussion  of  the 
Edison  turn-table  was  led  by  Lowell  Nefif,  of 
Logansport,  Ind.,  ending  the  day  sessions. 
Tuesday  Evening  Banquet 
Over  sixteen  hundred  diners,  including  twelve 
hundred  Edison  dealers,  many  of  whom  were 
accompanied  by  their  families,  attended  the  ban- 
quet given  them  by  the  Edison  Jobbers'  Associa- 
tion, Tuesday  evening,  July  13,  at  Medinah  Tem- 
ple. The  banquet  was  elaborate,  and  a  high- 
grade  vaudeville  performance  by  star  players 


from  leading  Chicago  theatres  was  given  as  a 
dinner  show.  The  feature  of  the  evening  was  a 
stirring  speech  by  William  Maxwell,  who 
thanked  the  Edison  dealers  for  their  enthusiastic 
co-operation  in  making  the  convention  the  most 
successful  in  the  history  of  the  corporation,  and 
who  called  by  name  the  different  Edison  job- 
bers, who,  he  said,  were  deserving  of  all  the 
credit  for  the  convention. 

Mr.  Maxwell  called  in  turn  before  the  gather- 
ing W.  Eckhart  and  C. 
E.  Goodwin,  of  the 
Phonograph  Co.,  Chi- 
cago; Edison  whole- 
sale distributor  L. 
Bloom,  of  Cleveland; 
W.  Smith,  of  Milwau- 
kee; Messrs.  Robert 
Proudfit,  Hemen  way, 
Mark  Silverstone,  M. 
M.  Blackman,  Wagner, 
Shultz  Brothers,  Har- 
ger  &  Blish,  A.  Silzer, 
Walter  Kipp,  R.  Ailing, 
A.  Buehn. 

Mr.  Maxwell's 
speech,  coupled  with 
the  appearance  of  the 
jobbers,  created  much 
applause.  The  program 
gave  credit  for  the 
banquet  to  the  follow- 


HIS  WILL  RECORDED  IN  WAX 

Des  Moines  Lawyer  Seals  Record  Cylinder  and 
Files  It,  Thus  Making  It  Fraud  Proof 


Des  Moines,  la.,  August  3. — What  he  says 
he  believes  to  be  a  "fraud  proof"  will  has  been 
made  and  filed  in  the  office  of  the  clerk  of  Polk 
County,  Iowa,  by  Theodore  Mantz,  a  Des 
Moines  lawyer.  Mr.  Mantz  dictated  his  will  into 
a  talking  machine  and  had  it  recorded  in  wax. 

At  the  end  of  the  dictation  C.  H.  Miller,  a 
lawyer,  and  H.  W.  Brandt,  a  court  reporter,  tes- 
tified into  the  machine  they  were  witnesses  to 
the  "making"  of  the  will  and  spelled  their  names 
out  in  full  as  the  witnesses.  The  record  then 
was  put  on  a  machine  and  reproduced  the 
voices.  Being  pronounced  correct  by  Mr. 
Mantz,  he  took  it  to  the  clerk's  office  and  had 
the  box  containing  it  sealed  in  wax  and  filed. 

Mr.  Mantz  has  instructed  Mrs.  Mantz  to  take 
the  case  to  the  highest  court  in  the  country  if 
the  validity  of  the  will  should  be  questioned. 
The  will  on  a  record  is  believed  by  its  maker 
to  be  the  first  of  its  kind  in  the  country. 


S.  GUSOWSKI'S  IMPORTANT  POST 


ing  firms:  The  Phonograph  Co.,  of  Chica- 
go, Kansas  City,  Milwaukee  and  Detroit;  Kipp 
Phonograph  Co.,  of  Indianapolis;  Harger  & 
Blish,  Des  Moines,  la.;  The  Phonograph  Co., 
Cincinnati;  R.  S.  Williams  &  Sons,  Winnipeg, 
Canada;  Diamond  Music  Co.,  New  Orleans,  La.; 
Shultz  Bros.,  Omaha,  Neb.;  Buehn  Phonograph 
Co.,  Pittsburgh,  Pa.;  Harger  &  Blish,  of  Sioux 
City,  la.;  The  Phonograph  Co.,  Cleveland; 
Laurence  H.  Lucker,  Minneapolis,  Minn;  Silver- 
stone  Music  Co.,  St.  Louis,  Mo.;  James  I.  Lyons, 
Chicago;  the  Texas-Oklahoma  Phonograph  Co.,^ 
Dallas;  C.  B.  Haynes  &  Co.,  Richmond,  Va. 


S.  Gusowski  has  recently  joined  the  staff  of 
the  Cabinet  &  Accessories  Co.,  New  York  City, 
in  the  capacity  of  vice-president  of  the  com- 
pany, and  will  act  as  assistant  to  Otto  Gold- 
smith, president.  Mr.  Gusowski  has  been  in  the 
retail  talking  machine  business  for  eight  or  nine 
years  and  his  personal  knowledge  of  the  needs 
of  the  talking  machine  dealer  particularly  quali- 
fies him  for  the  position  he  now  holds.  The 
Cabinet  &  Accessories  Co.  has  lately  secured  the 
representation  for  the  Badger  cabinets,  which 
are  made  of  wicker  and  finished  in  ivory  or  oak. 
This  cabinet  converts  Victrola  IV's  and  VPs 
into  upright  wicker  cabinets. 


The  public's  attitude  toward  you  is  a  re- 
flection of  your  attitude  toward  it. 


Attention  Jobbers 

RECORD  CARRYING  CASES 

No.  205-A — Made  of  .040  Vulcanized  Hard  Fibre,  Telescopic  Lid,  Cowhide  Strap 
all  around.  Studs  on  the  bottom,  giving  ample  protection  for  the  records.  Rein- 
forced handle,  and  will  carry  25-35  standard  records. 

No.  206-A  is  made  especially  for  Edison  Records,  and  the  material  is  of  .060 
fibre.    Futhermore,  it  is  a  wider  case  allowing  room  for  25  records. 

Jobbers! — Write  in  for  our  Special  Proposition — there's  money 

in  it  for  you !  Address 

J.   D.   HUNT   MFG.  CO. 

Moss  Avenue  and  Davidson  Street     .*.     Indianapolis,  Ind. 


No.  205-A 


126 


THE   TALKING   MACHINE  WORLD 


August  IS,  1920 


SPEAKS  FOR  ITSELF 


MICA  DIAPHRAGMS 

We  are  now  cutting  our  own  Mica  Diaphragms  and  can  take 
orders  in  any  quantity.  We  can  furnish  you  first  quality  clear 
Ruby  India  Mica.  Sizes  Iff"  to  2,^".  Also  occasionally  some 
second  quality. 


SUNDRY  DEPARTMENT 


MOTOIIS 


-  Swiss  A.  B. — Doiib  e-spiing. 
lO-iiicli  tumtable.  pl.ivs  10 
in»-li  lecoiils.  $:i.7">. 


Double 


Swiss  F.  V. 
spring,  .fC.Sr). 

No.  2 — Double-spriug,  10- 
iiioh  turntable,  plays  3  10-inch 
records,  $4.00;  with  12-lnch 
turntable,  ?4.25. 

No.  9 — Double-spring.  12- 
inch  turntable,  pla.vs  3  10-inch 
records;  cast-iron  frame. -^T.So. 

No.  11 — Double-spring,  12- 
inch  turntable,  plays  T  10-inch 
records ;  cast-iron  frame, 
bevel  gear  wind,  $9.7-5. 

TONE  ARMS  AND 
REPRODUCERS 
Play  All  Records 

No.  1 — $1.95  per  set. 
No.  4 — $4.50  per  set. 


No.  r — .<;4.2o  per  set. 
No.  7 — $3.7.")  per  set. 
No.  9— $2.93  per  set. 

MAIN  SPRINGS 

No.  00— %  in.,  0  ft.,  29>-. 
No.  01— %  ill-  T  ft.,  2!)c. 
No.  02—%  in..  7  ft.,  29c. 
No.    1—%  in..  9  ft.,  o9c. 
No.  lA— %  in.,  10  ft.,  49^. 
No.  2— }|   in.,   10  ft.,  39c. 
No.  3—%   in..  11  ft..  49c. 
No.  4—1  in.,  10  ft.,  49c. 
No.  5 — 1  in.,  11  ft.,  heavy,  69c. 
No.  6—1%  in.,  11  ft.,  99c. 
No.  7 — 1  in..  25  gauge,  15  ft.. 
S9c. 

We  also  carry  other  size 
main  springs  to  fit  Victor, 
Columbia  and  all  other 
motors. 

Special  prices  on  springs 
in  quantity. 


RECORDS— 10-inch  double 
disc  records.  42c  each ;  12- 
inch,  GOc  each. 

I ;  O  ^"  K  R  N  O  R  S  P  R I N  ( ;  S— T  o 
fit  A  lCTOR.  COLUMBIA  and 
all  other  motors.  Special 
prices  on  large  quantities  to 
-Motor  Manufacturers. 

We  also  manufacture  special 
machine  parts,  such  as  worm 
gears.  stampings.  or  any 
screw  machine  parts  for 
motor;  reproducer  and  part 
manufacturers. 

Special  quotations  given  to 
quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  S4-page  cat- 
alog, the  only  one  of  its  kind 
in  America,  illustrating  :33 
different  styles  of  -talking  ma- 
chines and  over  .500  different 
phonographic  parts. 


SAPPHIRE,  DIAMOND  AND 
STEEL  NEEDLES 

STEEL  NEEDLES 

10,000  Lots    39c  per  M 

100,000  Lots  35c  per  M 

1 ,000,000  Lots  30c  per  M 

5,000,000  Lots  ....29c  per  M 

SAPPHIRE  BALLS 

Each 

Dozen  Lots  •  ■  ■  ■   11c 

Hundred  Lots   9c 

Thousand  Lots   8c 

5-Thousand  Lots   7c 

SAPPHIRE  POINTS  . 

Each 

Dozen  Lots   12c 

Hundred  Lots   ......  10c 

Thousand  Lots   9c 

5-Thousand  Lots  •  ■   8c 

GENUINE  DIAMONDS 

Each 

Dozen  Lots  .  • .  •   .$1.00 

Hundred  Lots   90 

Thousand  Lots   75 


Model  175— Price  $175 


Model  105— Price  $105 


The  CLEARTONE  has  become  very  popular  be- 
cause of  its  quaHty,  splendid  vahie  and  the  adver- 
tising sales  campaign  that  now  stands  back  of  it. 
DEALERS !  ^^"atch  us  grow — wvitt  for  our 
agency  and  grow  with  us. 

Keep  our  84-page  catalog  of  phonographs  and 
all  accessories  hand} — Sent  free  on  request. 


LUCKY  13  PHONOGRAPH  COMPANY 

46  East  Twelfth  Street,  New  York,  N.  Y. 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


127 


EOMINO  OKANAEl^ 


E.  C.  SCYTHES  JOINS  THE  AEOLfAN  FORCES  IN  CANADA 

Prominent  in  Music  Trade  Field  and  Head  of  Notable  Trade  Associations— R.  S.  Williams  Co.'s 
Enjoyable  Outing— Enlargement  of  Retail  Trade  Evident  From  Opening  of  New  Stores 


Toronto,  Can.,  August  6.— E.  C.  Scythes,  who 
somewhat  over  five  years  ago  joined  the 
Nordheimer  Piano  Co.  in  the  capacity  of  vice- 
president  and  geheral  manager,  relinquishes  that 
office  to  give  his  entire  time  to  the  promotion 
of  Aeolian  interests  in  Canada.  He  is  well 
known  to  the  trade  in  this  country,  his  experi- 
ence dating  back  to  1898.  He  has  covered 
Canada  from  Coast  to  Coast  and  lived  for  sev- 
eral years  in  Winnipeg,  when  he  was  Western 
superintendent  of  agencies  with  the  Williams 
Piano  Co.,  Ltd. 

He  is  president  of  the  Canadian  Piano  Manu- 
facturers' Association,  past  president  of  the  To- 
ronto Retail  Piano  Dealers'  Association,  and 
past  president  of  Canadian  Bureau  for  the  Ad- 
vancement of  Mus:c.  the  Board  of  Directors  of 
which  he  is  a  member. 

At  the  recent  annual  meeting  of  the  Canadian 
Bureau  for  the  Advancement  of  Music,  Fred 
W.  Trestrail  was  elected  to  the  presidency.  Mr. 
Trestrail  is  one  of  the  firm  of  the  Musical  Mer- 
chandise Sales  Co.,  distributors  of  Brunswick 
phonographs  in  Canada. 

The  staff  and  executives  of  the  R.  S.  Williams 
&  Sons  Co.,  Ltd.,  recently  held  their  twelfth 
annual  outing,  thereby  ushering  in  the  official 
picnic  season  for  the  music  industry.  The  re- 
tail- stores  at  Toronto  and  Hamilton  and  the 
wholesale  warehouse  in  the  former  city  were  all 
closed  for  the  day,  so  that  everyone  from  the 


president  down  was  free  to  take  in  the  excursion 
to  Queenstown  Heights,  in  which  beautiful  park 
the  Williams  staff  take  quite  a  proprietary  in- 
terest, this  being  invariably  the  objective  of 
their  annual  outings. 

A  wedding  of  more  than  usual  interest  was 
solemnized  in  Fergus,  Ont.,  recently  when  Miss 
Adele  B.  Clarke,  until  recently  of  the  staff  of 
the  R.  S.  Williams  &  Sons  Co.,  Ltd.,  and  J.  Wil- 
fred Ford  were  joined  in  wedlock.  J.  W.  Ford 
is  a  brother  of  J.  D.  Ford,  manager  of  the 
Williams  retail  Edison  department. 

A  proN'incial  charter  has  been  issued  to  Ideal 
Cabinets,  Ltd.,  with  a  capital  of  $40,000  and 
head  office  in  Toronto. 

The  Hydrola  Phonograph  Co.,  Ltd.,  has  been 
incorporated  with  provincial  charter  and  a  cap- 
ital of  $200,000  to  do  a  general  phonograph  busi- 
luss.    The  head  office  is  to  be  Toronto. 

Another  Brunswick  shop  has  been  opened  in 
'I  oronto  at  499  Bloor  street,  W.  It  is  under  the 
management  of  A.  R.  Williams,  who  previously 
assisted  Mr.  Porter  at  his  1631  Dundas  street 
store. 

A  recent  visitor  to  Toronto  and  other  Can- 
adian points  was  M.  I.  Mayer,  president  of  the 
Tri-Sales  Co.,  of  St.  Louis,  Mo.,  which  firm  mar- 
kets the  "Portophone."  G.  H.  Phelps,  the  com- 
pany's general  manager  and  treasurer,  was  also 
visiting  Winnipeg  as  well  as  many  other  West- 
ern points. 


MUSIC  BY  WIRELESS  IN  MONTREAL    NEW  MONTREAL  PATHE  DISTRIBUTOR 


Audience  at  Chateau  Laurier  Hotel  Entertained 
by  Record  Music,  Speeches  and  Song — Special 
Amplifiers  Brought  Out  Melody  Very  Clearly 

Montreal,  Que.,  August  6. — For  the  first  time 
in  the  history  of  the  wireless  telephone  an  au- 
dience assembled  at  the  Chateau  Laurier  Hotel, 
Ottawa,  where  the  Royal  Society  of  Canada 
was  holding  a  conference,  heard  distinctly 
gramophone  records,  a  message  from  Dr.  Rut- 
tan,  president  of  the  society,  and  two  songs  by 
Miss  Dorothy  Lutton,  transmitted  from  Mon- 
treal. Promptly  at  9:45  p.  m.,  J.  O.  G.  Cann, 
chief  engineer  of  the  Canadian  Marconi  Co.,  in 
whose  experimental  rooms  the  demonstration 
took  place,  got  in  touch  with  Ottawa  and  put 
a  record,  "Dear  Old  Pal  of  Mine,"  on  the 
phonograph.  A  horn  was  placed  immediately 
in  front  of  the  instrument  to  which  was  at- 
tached the  transmitting  apparatus  of  the  wire- 
less telephone.  Another  record  was  played  and 
then  Mr.  Cann  read  a  message  from  Dr.  Ruttan, 
president  of  the  Royal  Society  of  Canada,  and 
addressed  to  the  conference  taking  place  in 
Ottawa. 

The  message  from  Dr.  Ruttan  was  followed 
by  two  songs  sung  by  Miss  Dorothy  Lutton. 
During  the  sending  of  the  message  and  the  songs 
those  who  had  gathered  to  witness  the  demon- 
stration were  permitted  to  listen  on  other  wire- 
less apparatus  which  had  absolutely  no  connec- 
tion with  the  instrument  sending,  and  it  was 
possible  to  hear  both  the  phonograph  and  the 
songs  sung  by  Miss  Lutton  much  stronger  than 
the  actual  voice  and  music.  This  was  explained 
by  A.  H.  Morse,  managing  director  of  the 
Canadian  Marconi  Co.,  as  being  the  result  of  a 
new  amplifier  recently  invented  by  the  com- 
pany by  which  it  was  possible  to  raise  the  voice 
to  sixty  times  its  normal  sound.  It  was  by 
the  use  of  this  new  instrument  that  it  was  pos- 
sible to  telephone  by  wireless.  At  the  conclusion 
of  the  concert  in  Montreal  word  was  immediate- 
ly received  from  Ottawa  by  wireless  saying: 
"Hello,  Montreal.    Thank  you." 


Pathephone  Distributors  Will  Have  Headquar- 
ters in  Montreal  and  Will  Cover  the  Quebec 
Province — Berliner  Discusses  British  Market 
— London  Shows  Slowing  Up  of  Trade 


Montreal,  Que.,  August  7. — The  Pathe  Freres 
I'honograph  Sales  Co.,  Ltd.,  announces  the  open- 
ing of  a  distributing  house  for  the  Province  Of 
Quebec.  This  new  firm  will  be  known  as  Pathe- 
phone Distributors,  and  the  headquarters  of  the 
company  are  at  228  Sherbrooke  street,  E.,  this 
city.  The  firm  is  composed  entirely  of  French 
Canadians  and  will  be  under  the  management  of 
Victor  Levesque,  long  and  favorably  known  in 
the  automobile  trade  of  Quebec  Province. 

H.  S.  Berliner,  the  active  head  of  Berliner 
Gramophone  Co.,  Ltd.,  has  returned  to  Montreal 
from  a  two  months'  visit  to  England.  "London 
is  not  as  much  changed  as  one  would  expect 
after  four  years  of  war,"  remarked  Mr.  Ber- 
liner to  The  World  correspondent,  "although 
everything  is  very  expensive  and  New  York 
prices  prevail  on  almost  anything  one  wishes  to 
buy." 

Asked  about  gramophone  business  in  Eng- 
land's metropolis,  Mr.  Berliner  replied  that  it 
is  not  as  good  as  it  had  been.  About  the  time 
the  returned  soldiers  had  finished  spending  their 
gratuities,  standard  gramophone  records  were 


increased  by  the  Gramophone  Co.  to  four  shill- 
ings and  the  public  decreased  purchases  of  them. 
The  dealers,  it  appears,  are  also  stocked  up  and 
have  not  capital  available  for  the  purchase  of 
the  cheaper  records.  They  are  also  afraid  that 
the  standard  prices  of  cheaper  records  will  be 
advanced  and  these  become  unsalable  as  well. 
In  this  way  the  English  dealer  differs  from  the 
Canadian  dealer,  who,  in  anticipation  of  ad- 
vanced prices,  always  stocks  up. 

S.  Flanz  is  the  representative  of  the  Porto- 
phone in  the  Province  of  Quebec  and  not  Louis 
J    Bourgette  as  mentioned  in  the  July  World. 

The  Cosmopolitan  Graphophone  &  Piano  Co., 
Ltd.,  St.  Lawrence  boulevard,  owing  to  the 
rapid  expansion  of  the  business,  has  found  it 
necessary  to  annex  the  store  adjoining  which 
will  be  modernized  in  an  up-to-date  manner 
with  six  demonstration  booths,  lounge  and 
ladies'  rest  room,  etc.  With  this  additional  space 
at  their  disposal  the  officials  have  doubled  their 
slock  of  Columbia  Grafonolas  and  records 
which  they  handle  exclusively.  The  record 
racks  will  be  removed  to  the  ground  floor. 

One  of  the  cleverest  attempts  at  something 
novel  in  window  displays  was  the  recent  dis- 
play of  "His  Master's  Voice"  pups  which  a 
dealer  had  in  his  window  to  whoop  along  the 
cause  of  a  local  baseball  team.  This  .dealer 
bad  outlined  an  honest  to  goodness  baseball 
diamond,  grandstand  and  score-board.  In  all 
the  players'  positions  small  editions  of  "His 
Master's  Voice"  pups  were  to  be  found.  The 
"ump"  was  another  pup  and  the  grandstand 
was  crowded  with  them.  At  night  the  grand- 
stand was  electrically  lighted. 

The  opening  in  Montreal  of  "His  Master's 
Voice,"  Ltd.,  branch  for  the  Province  of  Quebec 
took  place  recently.  This  branch  intends  to  live 
up  to  the  100  per  cent  record  maintained  by  the 
other  "His  Master's  Voice"  branches  at  Toronto, 
Halifax,  Winnipeg  and  Calgary. 

The  Starr  Co.  of  Canada,  Ltd.,  London,  Ont., 
has  opened  a  branch  in  Montreal  and  also  P.  T. 
Legare,  Ltd.,  of  Quebec,  will  act  as  distributor 
in  that  city. 


BUYING  TENDENCIES  IN  CANADA 

Canadian  talking  machine  buyers  these  days 
are  paying  particular  attention  to  the  matter  of 
tone  in  selecting  their  machines  and  records, 
writes  our  Canadian  correspondent.  People  are 
learning  that  it  is  better  to  pay  a  price  which 
will  enable  the  dealer  to  sell  them  a  talking 
machine  that  is  a  real  musical  instrument. 

An  interesting  and  significant  phase  of  the 
talking  machine  industry  in  the  Dominion  is 
the  relatively  small  demand  for  the  very  cheap 
models.  The  progressive  development  of  the 
business  has  been  in  the  better  grades.  The 
public  has  evidenced  a  critical  and  discerning 
attitude  toward  the  talking  machine  it  proposes 
to  place  in  its  homes.  Prospective  purchasers 
know  about  what  they  want  in  tone  re- 
production and  realize  that  they  must  pay  the 
price  to  secure  an  article  of  musical  and  archi- 
tectural merit. 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS.  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


128 


THE   TALKING    MACHINE  WORLD 


August  IS,  1920 


tSmttnn, 


AN  OPPORTUNITY  FOR  DEALERS— The  PURITAN 
Phonograph  literally  "speaks  for  itself."  There  is  a  rich- 
ness and  purity  in  the  reproduction,  quite  different  from 
other  instruments,  that  invariably  pleases  the  listener. 
The  most  critical  music-lovers  declare  that  such  smooth- 
ness, clearness  and  volume  of  tone  have  never  been  pro- 
duced by  ordinary  phonogT'aphs. 

THE  REPRODUCER — A  new  type  of  sound-box  and 
tone  arm  give  absolutely  free  horizontal  and  vertical 
movement,  enabling  the  needle  to  receive  ALL  THE 
IMPULSES  from  the  corrugations  of  the  record.  The 
faintest  recorded  sounds  are  faithfully  transmitted  to 
the  ear.  The  mechanism  is  very  sensitive  to  record  vi- 
brations, and  is  the  result  of  long  experiment. 

The  great  clearness  of  tone  in  the  PURITAN  is  pro- 
duced by  the 

Eight  beautiful  models  now  ready  for  im- 
mediate shipment. 

The  Puritan  Phonograph  plays  all  makes 
of  Disc  Records,  with  all  the  distinctness  and 
volume  of  which  the  record  is  capable. 


LONG  WOOD  HORN — This  is  an  exclusive,  patented 
feature,  and  CANNOT  BE  USED  BY  ANY  OTHER 
MANUFACTURER. 

The  PURITAN  HORN  is  a  rectangular  channel  repre- 
senting an  organ-pipe,  extending  from  the  tone  arm  to 
the  bottom  of  cabinet.  It  has  only  one  bend  (see  il- 
lustration) . 

THIS  IS  THE  MOST  EFFECTIVE 
AMPLIFIER   EVER  PRODUCED 

The  PURITAN  HORN  magnifies  and  riiellows  the 
vibrations  from  the  diaphragm.  At  the  same  time  it  ab- 
sorbs all  hissing  and  grinding  sounds,  delivering  the 
MUSIC  ONLY  in  a  wonderfully  realistic  way. 

The  entire  instrument,  including  motor,  sound-box  and 
cabinet,  is  made  in  our  own  factory,  and  we  guarantee 
every  part. 

Puritan  Lateral-cut  Records  are  brilliant 
and  contain  the  latest  popular  numbers. 


Write  for 
proposition. 


Catalog   and  dealership 


United  Phonographs  Corporation 

Factory  and  General  Offices:   Sheboygan,  Wisconsin 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


129 


The  Columbia  Novelty  Record  this  month  is  by  Olga 
Bibor's  Gypsy  Orchestra.  It  plays  two  waltzes  with 
merry  rhythms,  "Gypsy  Love''  and  "Don  Juan."  The 
waltz  is  coming  into  its  own  again.  E-4658. 


Columbia  Graphophone  Co. 

NEW  YORK 


PITTSBURGH  DEALERS  PREPARE  EQR  ACTIVE  FALL  TRADE 

Industrial  Pittsburgh  Is  Enjoying  Prosperity  and  High  Wages  and  There  Is  a  Large  Purchasing 
Power  Among  the  Masses  Which  Should  Find  Its  Way  Into  Talking  Machine  Stores 


Pittsburgh,  Pa.,  August  3. — Talking  machine 
dealers  in  the  Steel  City  are  making  plans  for 
what  they  anticipate  will  be  a  very  brisk  Fall 
season  in  the  talking  machine  and  record  busi- 
ness. The  usual  Summer  lull  in  trade  this  year 
was  not  so  pronounced  as  in  former  years  and 
practically  all  of  the  talking  machine  dealers 
have  reported  that  their  volume  of  sales  for 
July  was  considerably  above  the  amount  of 
business  handled  in  the  same  month  a  year  ago. 
This  is  largely  due,  as  far  as  the  Pittsburgh  dis- 
trict proper  is  concerned,  to  the  intense  activity 
that  prevails  in  the  iron  and  steel  mills,  notwith- 
standing the  railroad  freight  congestion  which 
has  had  a  tendency  to  slacken  the  production  of 
the  steel  plants.  Wages  are  still  at  the  high 
peak  and  there  is  not  the  slightest  indication  of 
any  revision  downward  in  wage  scales.  Wage 
earners  are  reaping  a  grand  harvest  in  large  pay 
envelopes  and  as  far  as  the  future  is  concerned 
this  certainty  is  assured  as  the  large  iron  and 
steel  producing  establishments  are  booked  with 
orders  that  will  require  from  eighteen  to  twen- 
ty-four months  to  complete.  Industrial  Pitts- 
burgh is  on  a  boom  and  the  cry  is  still  for 
skilled  workers,  who  can  earn  the  highest  wages 
paid  in  the  country.  It  is  needless  to  state 
that  with  the  million  dollar  a  day  payroll  of 
the  Pittsburgh  district  the  talking  machine 
dealers  are  in  line  for  their  share  of  the  dis- 
bursements of  the  workers  who  are  quick  to 
appreciate  the  advantages  of  good  music  as  con- 
veyed by  the  talking  machine.  This  condition 
is  one  that  makes  for  marked  optimism  on  the 
part  of  the  talking  machine  trade  here  as  they 
see  a  brisk  and  prosperous  season  ahead. 

John  Fischer,  manager  of  the  wholesale  Vic- 
trola  department  of  the  C.  C.  Mellor  Co.,  who 
has  just  returned  from  a  month's  outing  on  the 
South  branch  of  the  Potomac  river  near  Oak- 
land, Md.,  stated  that  indications  pointed  to  a 
very  satisfactory  Victrola  season  this  Fall. 

A.  A.  Buehn,  treasurer  of  the  Buehn  Phono- 
graph Co.,  Edison  distributors,  said  that  all  indi- 
cations point  to  a  highly  satisfactory  trade  in 
the  Edison  line  this  Fall.  He  said  that  reports 
from  the  Edison  factory  indicated  that  there 
would  be  an  ample  supply  of  Edison  phono- 
graphs and  Edison  records  for  the  trade. 

H.  J.  Brennan,  manager  of  the  Pittsburgh 
Talking  Machine  Co.,  returned  from  a  business 
trip  to  New  York  and  Brooklyn,  where  he  vis- 
ited the  general  offices  of  the  Pathe  Freres 
Phonograph  Co.  Mr.  Brennan  said  to  The 
World  representative:  "At  the  present  time  we 
are  preparing  for  what  I  feel  will  be  a  record- 


COTTON  FLOCKS 

..FOR.. 

Record  Manufacturing 
THEPECKHAM  MFG.  CO..  I?I.I^°.Tn?S! 


breaking  Fall  trade  in  Pathe  products.  Our 
road  force  is  to  be  enlarged  and  we  intend  to 
go  after  business  in  our  territory  in  a  syste- 
matic manner  and  believe  we  will  get  most  sat- 
isfactory results.  Our  foreign  record  depart- 
ment is  also  being  enlarged  to  meet  the  de- 
mands that  are  being  made  upon  it.  On  the 
whole,  I  am  quite  optimistic  concerning  the 
prospects  for  Pathe  business  in  the  near  future." 

The  Pittsburgh  district  offices  of  the  Bruns- 
wick-Balke-Collender  Co.,  Brunswick  phono- 
graph and  Brunswick  record  distributors,  have 
increased  their  sales  force  by  the  addition  of 
David  A.  Hartley,  J.  Scanlan  and  A.  D.  Thomas. 
The  announcement  of  the  appointments  was 
made  by  J.  A.  Endres,  the  sales  manager,  who 
also  stated  that  he  was  looking  for  a  marked 
increase  in  Brunswick  sales.  During  the  past 
few  weeks  A.  J.  Kendrick  and  W.  P.  White,  of 
the  Chicago  offices  of  the  Brunswick  organiza- 
tion, were  in  Pittsburgh  and  called  on  the  trade. 
Both  Messrs.  Kendrick  and  White  were  highly 
pleased  with  the  outlook  for  Brunswick  busi- 
ness in  the  Steel  City  and  vicinity.  A  new 
Brunswick  dealer  has  been  added  to  the  large 
and  fast-growing  list,  the  latest  addition  being 
the  E.  G.  Hays  &  Co.,  who  have  installed  several 
large  demonstration  booths  in  their  first  floor 
where  Brunswick  phonographs  and  Brunswick 
records  are  on  sale. 

Mrs.  C.  H.  Walrath,  the  well-known  man- 
ager of  the  Victrola  department  of  Kaufmann's 
(The  Big  Store),  has  returned  from  her  vaca- 
tion outing  in  Ohio.  Mrs.  Walrath  has  a  most 
efficient  and  energetic  organization  under  her 
supervision  and  this  is  reflected  in  the  excellent 
service  rendered  to  Victor  patrons. 

H.  W.  Cross,  manager  of  the  Paramount 
phonograph  department  of  the  Shipley-Mas- 
singham  Co.,  distributors,  has  installed  an  up- 
to-date  department  in  which  a  full  line  of  the 


Paramount  phonographs  and  records  are  on 
exhibition.  Mr.  Cross  said;  "We  plan  to  do 
great  things  this  coming  season  with  the  Para- 
mount line  and  intend  to  increase  the  dealers  in 
our  extensive  territory.  We  have  added  three 
traveling  salesmen  to  our  staff  and  believe  that 
we  will  do  a  Paramount  business  that  will  be 
second  to  no  other  section  of  the  country." 

H.  Milton  Miller,  of  the  Pittsburgh  offices  of 
the  Philadelphia  Show  Case  Co.,  distributors  of 
the  Sonora  phonograph,  stated  that  the  possibil- 
ities of  the  Sonora  field  in  the  Pittsburgh  dis- 
trict were  unlimited  and  that  his  advance  or- 
ders for  Fall  delivery  were  most  flattering.  Mr. 
Miller  has  a  live  and  efficient  sales  force  cover- 
ing the  territory  under  his  jurisdiction  who  are 
very  successful  in  their  sales  of  the  Sonora  line. 

"The  Player  Tone  line  is  one  of  the  most  at- 
tractive that  can  be  offered  to  any  dealer  in  the 
country,"  said  I.  Goldsmith,  president  of  the 
Player  Tone  Talking  Machine  Co.  Continuing, 
he  said,  "Orders  are  coming  in  most  encourag- 
ingly and  there  is  no  valid  reason  why  our 
business  should  not  show  a  most  marked  in- 
crease over  the  amount  of  business  we  handled 
last  Fall.  Already  orders  for  Fall  delivery  in- 
dicate that  we  will  have  plenty  of  work  to  do 
in  order  to  make  deliveries  on  scheduled  time." 

John  F.  Henk,  manager  of  the  Columbia 
Music  Co.,  Columbia  dealers,  left  with  his  fam- 
ily last  week  in  his  Cole  8  for  an  outing  to 
Atlantic  City.  He  made  the  trip  in  twenty-one 
hours  with  an  overnight  stop  at  Hagerstown, 
Md.  C.  B.  Hewitt,  sales  manager  of  the  com- 
pany, stated'  that  sales  for  July  were  fully 
100  per  cent  better  than  for  the  same  period  a 
year  ago. 

The  talking  machine  department  of  the  Kauf- 
mann  &  Baer  Co.,  which  is  under  the  efficient 
management  of  Jules  Tarlow,  will  shortly  be 
moved  to  the  eighth  floor  of  the  K  and  B  build- 
ing, where  larger  and  more  complete  quarters 
are  being  prepared.  The  department  handles 
the  Victrola,  the  Aeolian-Vocalion,  the  Grafo- 
nola  and  the  Mastertone  in  very  artistic  and 
admirably  equipped  quarters. 


CLIFFORD  A.  WOLF 

51  East  42nd  Street,  New  York 


MANUFACTURERHOF 


Jeweled  Phonograph  Needles 


GUARANTEED  NOT  TO  SCRATCH 


130 


THE    TALKING    MACHINE  WORLD 


August  IS,  1920 


I 


Perfect  Balance  at  Every  Point 

Impressive  sales-talk  may  sometimes  be  used  in  the  sale  of 
a  machine  that  is  90%  cabinet. 

And  good  points  may  be  shown  in  a  machine  that  is 
built  in  a  heavy,  massive  style. 

Some  machines  are  built  around  a  motor  w^ithout  regard 
to  amplifying  horn  and  so  on — 

In  the  DELPHEON  each  of  its  features  is  as  important 
as  any  other.  No  part  is  over-emphasized  for  the  value 
of  the  DELPHEON  lies  in  its  co-ordination  and  to  the 
perfect  balance  and  proportion  of  its  inter-related  features. 

The  DELPHEON  is  a  perfect  unit 


THE 


BAY  CITY 


^eon  CO. 


MICHIGAN 


New  York  Office,  25  Church  Street 
Phonograph  Sale*  Co.,  27-28  Court  Street,  Boston,  Mass. 

Delpheon  Shop,  Peachtree  Arcade,  Allarta,  Ga. 
Walter  Verhalen  Co.,  703  Busch  Building,  Dallas,  Texas 
Verbeck  Musical  Sales  Co.,  Buffalo,  N.Y. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


131 


CLEVELAND  AN  ACTIVE 
"TALKER"  TRADE  CENTER 


Dealers  to  Attend  Trade  Convention  at  Youngs- 
town — New  Idea  in  Victrola  Selling — Picnic  of 
Talking  Machine  Men — New  Store  Opens — 
Pythias'  Encampment  Helps  Trade — Columbia 
at  School  Festival — News  Budget  of  the  Month 


Cleveland,  O.,  August  7.— Several  Cleveland 
talking  machine  dealers  are  getting  ready  to 
attend  the  annual  convention  of  the  Piano 
Merchants'  Association  of  Ohio,  scheduled  for 
Youngstown  during  the  second  week  in  Sep- 
tember. Charles  K.  Bennett,  Herman  Wolfe, 
Henry  Dreher,  Harlan  H.  Hart,  manager  of  the 
May  Co.'s  musical  instrument  department;  T. 
A.  Davies,  manager  of  the  Victrola  department 
of  the  William  Taylor  &  Son  Co.,  and  president 
of  the  Talking  Machine  Dealers'  Association  of 
Northern  Ohio;  George  M.  Ott,  head  of  the  G. 
M.  Ott  Piano  Mfg.  Co.,  and  president  of  the 
Cleveland  Music  Trade  Association;  E.  B. 
Lyons,  sales  manager  of  the  Eclipse  Musical 
Co.;  L.  E.  Meier,  Phil  H.  Dorn,  W.  G.  Bowie, 
H.  H.  Hall,  W.  E.  Shay,  of  Elyria,  treasurer  of 
the  State  association  of  piano  merchants;  and 
D.  E.  Baumbaugh,  first  vice-president  of  the 
talking  machine  men's  association,  will  attend 
the  convention. 

When  the  William  Taylor  &  Son  Co.  features 
its  big  Fall  carnival  this  year  the  Victrola  de- 
partment will  share  in  this  unusual  sales  affair. 
The  golden  jubilee  of  the  firm  last  Spring  was 
the  most  notable  event  of  the  kind  ever  seen 
in  Cleveland.  Alex  A.  Calder,  chairman  of  the 
board  of  control  of  the  firm,  and  two  depart- 
ment heads  are  now  in  Europe  gathering  new 
ideas  for  decorating  the  store  during  the  Fall 
carnival  planned.  Manager  T.  A.  Davies,  of  the 
Victrola  department,  will  utilize  several  unique 
advertising  attractions. 

A  new  idea  in  selling  Victrolas  has  been  put 
into  effect  in  Cleveland  by  L.  Meier  &  Son. 


QUALITY  SAPPHIRE  NEEDLES 


FOR  PATHE 


GRAND  PRIZE 


AMERICAN 
MANUFACTURED 


FOR  EDISON 


GOLD  MEDAL 


HIGHEST  GRADE 
FINEST  WORKMANSHIP 


BOOK  YOUR  ORDERS  NOW   FOR  THE  FALL  SEASON 

JOHN  A.  BOTTA  SUFFERN,  NEW  YORK 


This  firm  has  fitted  out  a  truck  equipped  with 
a  Victor  VI.  It  is  set  on  a  pedestal  in  the  rear 
of  the  truck.  The  plan  is  to  drive  to  the  en- 
trance of  a  big  industrial  plant  during  the  noon 
hour  and  a  few  blasts  from  the  Gabriel  horn 
soon  bring  a  crowd.  The  doors  of  the  large 
truck  are  then  opened  and  a  number  of  records 
played  on  the  Victor.  At  other  industrial  plants, 
girls,  clad  in  overalls,'  danced  and  everyone 
had  a  merry  time. 

Placards  on  the  truck  tell  briefly  the  price  of 
the  small  talking  machine  and  its  advantages. 
Factory  workers  are  importuned  to  go  to  the 
Meier  store  and  hear  a  free  concert  during 
which  their  favorite  records  will  be  played  on 
this  genuine,  but  modest-priced,  machine.  The 
Meier  firm  has  found  a  lot  of  new  sales  pros- 
pects which  could  not  be  reached  in  another 
way  and  will  continue  this  novel  method  of  ex- 
ploiting Victrolas  during  the  Summer. 

The  Euclid  Music  Co.,  which  operates  stores 
in  Lakewood  and  the  University  Circle  shopping 
section  of  this  city,  has  tried  a  similar  experi- 
ment with  excellent  results.  Grant  Smith,  man- 
ager of  the  firm,  says  that  the  Victrola  VI, 
loaded  in  a  Dodge  automobile,  and  "tuned  up" 
around  the  barns  of  the  Cleveland  Street  Rail- 
way Co.  in  the  evening  when  "employes  were 
waiting  for  their  turns  at  runs,  has  made  a  big 
hit.     During  one  evening  several  records  were 


played  and  about  a  dozen  prospects  were  ob- 
tained. Out  of  them  a  salesman  later  secured 
six  orders  for  talking  machines. 

The  annual  picnic  of  the  Talking  Machine 
Dealers'  Association  was  held  at  the  Maplewood 
Shore  Club  on  August  4  and  the  chicken  din- 
ner served  to  the  happy  throng  will  long  be 
remembered.  The  committee  who  rounded  up 
the  chicks  was  composed  of  Dan  E.  Baumbaugh, 
C.  C.  Lipstreu,  George  H.  Deacon  and  Ed  B. 
Lyons.  The  trip  to  the  club  was  made  by  auto- 
mobile and  the  start  was  at  the  headquarters 
ot  the  Cleveland  Talking  Machine  Co. 

The  latest  group  of  saleswomen  to  figure  in 
the  "Frame  of  Honor"  conducted  in  "The  Total 
Eclipse,"  house  organ  of  the  Eclipse  Musical 
Co.,  are  Miss  Ethel  Walthour  and  Miss  Geral- 
dine  Deitz.  Miss  Walthour  is  employed  by 
Drake  &  Moninger,  of  Alliatice,  O.,  and  Miss 
Deitz  is  with  the  Euclid  Music  Co.,  of  Cleve- 
land. Both  are  hummers  in  selling  machines 
and  records.  Miss  Walthour  has  got  ahead  by 
catering  to  the  whims  and  musical  tastes  of  her 
customers  in  the  store. 

The  Arcade  Music  Shop  is  the  name  of  a 
new  store  in  the  East  46th  street  and  Euclid 
$500,000  market  house  opened  a  few  days  ago. 
Columbia  Grafonolas,  upright  pianos,  player- 
pianos,  and  grand  pianos,  and  records  and  rolls 
(Continued  on  page  132) 


[Me  HOWE 


BALL  BEARING 
No  obslTucHon 
in  Ihe  base 


C.WHowe  &  Company 

21  East\^n  BurenStChicagpIII. 


132 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


CLEVELAND  A  BUSY  TRADE  CENTER 

(Continued  from  page  131) 

are  sold.  This  store  is  controlled  by  the  Home 
Piano  Co. 

The  latest  issue  of  "The  Total  Eclipse,"  house 
organ  of  the  Eclipse  Musical  Co.,  edited  by 
David  Miller,  is  a  combined  issue  of  two 
months.  The  cover  page  bears  a  half  tone  pic- 
ture of  A.  W.  Atkinson,  director  of  the  Victor 
Talking  Machine  Co.'s  factories.  Several  other 
half  tones  also  appear  in  the  publication.  One 
shows  the  "singing  birds"  in  the  store  of  L. 
Meier  &  Sons,  Cleveland;  another  features  a 
scene  in  which  Elsie  Baer,  of  the  M.  O'Neil 
Co.,  Akron,  figures.  The  picture  shows  an  auto 
receiving  a  consignment  of  records  which  she 
took  to  Akron  in  her  "flivver."  She  helped  pack 
and  load  the  records  in  order  to  make  a  record 
run  to  Akron  from  the  Eclipse  Musical  Co.'s 
distributing  ofifice,  Cleveland. 

West  Side  friends  of  John  L.  Putz  are  pleased 
with  his  success  in  the  oil  business  in  Texas. 
For  several  years  he  was  one  of  the  city's  lead- 
ing musicians,  but  two  years  ago  he  went  to  the 
"land  of  promise"  and  returned  a  short  time 
ago  a  real  oil  magnate.  "I  no  longer  have  to 
wield  the  baton  in  an  orchestra  or  fiddle  any 
more  unless  I  desire  to  do  so,"  he  says. 

Harry  Wilson,  of  Kansas  City,  was  mixing 
among  dealers  in  Cleveland,  this  week. 

E.  B.  Lyons,  sales  manager  of  the  Eclipse 
Musical  Co.,  has  returned  from  his  annual  vaca- 
tion. 

The  Brunswick-Balke-CoUender  Co.'s  Huron 
road  store  features  several  interesting  displays. 
Manager  W.  F.  Young  reports  that  the  July 
business  has  been  the  best  since  the  firm  en- 
tered the  talking  machine  field. 

The  encampment  of  the  Uniform  Rank 
Knights  of  Pythias  during  the  last  week  of 
July  afforded  musical  instrument  dealers  of 
this  city  an  opportunity  to  sell  many  popular  rec- 
ords for  talking  machines.  Prominent  knights, 
accompanied  _  by  their  wives,  were  here  from 
every  section  of  the  country.  Attractive  win- 
dow and  store  room  displays  of  phonographs 
and  records  were  featured  for  the  knights,  most 
of  the  musical  merchandise  stores  being  deco- 
rated in  honor  of  the  visitors. 

Marion,  O.,  the  home  of  United  States  Sena- 
tor Warren  G.  Harding,  Republican  candidate 
for  president,  has  gone  half  musically  mad. 
Senator  Harding  in  his  younger  days  was  some- 
-what  of  a  musician  and  his  attitude  in  the  Sen- 
ate has  been  one  praised  by  George  W.  Pound 
and  other  leaders  in  stimulating  good  music 
throughout  the  country.  Music  ■  merchants  of 
Marion  have  had  many  orders  for  popular  rec- 
ords since  the  Senator  was  nominated.  As  the 
Senator  has  indicated  that  most  of  his  cam- 
paigning will  be  of  the  "front  porch"  order, 
Marion's  talking  machine  and  record  dealers  an- 
ticipate an  extraordinary  demand  for  machines 
and  records  when  campaign  songs  get  into  full 
swing  later  in  the  Fall. 

The  demand  for  the  portable  type  of  talking 


Faith 


is  founded  on  proved  value  and  service,  being  a 
priceless  asset  in  all  business  affiliation.  The 
Grand  Rapids  Brass  Company  policy  owes  its 
success  to  a  practical  understanding  of  this 
"Good  Will." 


For  Immediate  Delivery 

Needle  Cups  and  Double  Spring  Motors  capable 
of  playing  three  12-inch  records. 

Reasonable  Deliveries  On 

Lid  Supports,  Automatic  Stops,  Tone  Rods,  Knobs, 
Escutcheons,  Sockets,  etc. 

Also  -  -  - 

Distinctively  Designed  Hardware 

for 

Furniture  and  Refrigerators 

Samples  and  complete  information  on  request 

Grand  Rapids  Brass  Company 

Grand  Rapids,  Michigan  New  York:  7  E.  42nd  St. 


machine  is  on  the  increase,  Cleveland  dealers 
say.  Outing  parties,  people  going  on  camping 
trips  and  otherwise  enjoying  outdoor  life,  are 
buying  small  machines  and  records  in  order  to 
have  music. 

Use  was  made  here  of  the  talking  machine  am- 
plifier by  the  Cleveland  Columbia  Graphophone 
Co.  in  connection  with  the  school  festival  day  at 
Gordon  Park  recently.  The  festival  was  under 
the  direction  of  Lourse  C.  Wright,  recreation 
supervisor  of  the  public  schools,  who  had  the 
able  assistance  of  Miss  Nina  Legge,  educational 
director  of  the  Cleveland  Columbia  offices.  More 
than  1,000  children  took  part  in  the  festival  and 
the  music  for  the  entire  gathering  was  played 
and  made  audible  to  all  by  means  of  the  am- 
plifier. Thirteen  machines  were  furnished  for 
the  festival  by  J.  L.  Du  Breuil,  general  manager 
of  the  local  Columbia  branch. 


EQUIPMBNT  NOW  INSTALLED 

Victor  Wholesale  Department  of  Philip  Werlein, 
Ltd.,  Installs  New  Equipment— Gratifying 
Progress  of  Southern  Victor  Dealer 


Among  recent  visitors  at  the  Columbia  execu- 
tive offices  were  S.  E.  Lind,  manager  of  the  De- 
troit branch;  Frank  Grunyo,  rfianager  of  the 
Grafonola  department  of  the  New  England  Fur- 
niture &  Carpet  Co.,  Minneapolis,  Minn.,  and 
Mr.  and  Mrs.  F.  O.  Edwards,  of  the  Service 
Shop,  Columbia  dealers  in  Chicago,  111. 

O.  F.  Benz,  of  the  general  sales  department, 
returned  recently  from  a  visit  to  the  Columbia 
branches  in  Atlanta  and  New  Orleans  and  the 
Columbia  jobbers  in  Tampa,  Fla.,  the  Tampa 
Hardware  Co. 


New  Orleans,  La.,  August  6.— The  Victor 
wholesale  department  of,  Philip  Werlein,  Ltd., 
of  this  city  expects  to  have  its  new  equipment 
installed  within  a  few  weeks,  and  when  com- 
pleted this  department  will  be  one  of  the  most 
attractive  Victor  establishments  in  the  South.  •. 

J.  D.  Moore,  manager  of  the  Werlein  Victor 
wholesale  department,  has  received  interesting- 
reports  regarding  the  progress  and  activities  of 
the  Victor  department  recently  established  by 
the  Meridian  Chair  &  Furniture  Co.,  Meridian, 
Miss.  This  new  dealer  is  now  receiving  its 
Unico  equipment,  and  the  installation  has  just 
been  completed. 

Mr.  Matzner,  a  member  of  the  firm,  advised 
Mr.  Moore  that  eight  high  priced  \'ictrolas  were 
sold  the  day  the  initial  shipment  arrived.  Mr. 
Matzner  spent  a  week  at  the  headquarters  of 
the  Werlein  Victor  wholesale  department,  and 
at  the  expiration  of  that  time  decided  he  would 
need  the  services  of  a  high  class  \'!Ctor  mana- 
ger. F.  J.  Allen,  formerly  traveling  representa- 
tive for  Philip  Werlein,  Ltd.,  and  more  recently 
associated  with  the  Victor  retail  trade  at  Crow- 
ley, La.,  will  probably  be  appointed  manager 
of  the  Victor  department  of  this  company. 


CONCENTRATION 

VICTOR  DEALERS: 

Modern  methods  will  not  tolerate  the  *'Jack  of  all  trades"  either  in 
labor  or  business. 

'*One  thing  well  done'*  is  the  present  day  slogan. 

Concentrate  on  Victor  Exclusively.     You  will  be  the  winner. 

Think  it  over. 


THE  TOLEDO  TALKING  MACHINE  CO. 

EXCLUSIVELY  WHOLESALE  TOLEDO,  OHIO 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


133 


134  THE   TALKING   MACHINE  WORLD 


VICTOR  EDUCATIONAL  CONFERENCE  ON  PACIFIC  COAST 

Five-day  Conference  Held  in  San  Francisco  Under  the  Auspices  of  Sherman,  Clay  &  Co.  "for 
Benefit  of  Western  Dealers — Mrs.  Frances  E.  Clark  and  Staff  Welcomed  With  Enthusiasm 


San  Francisco,  Cal.,  August  4. — On  Monday, 
July  19,  the  Victor  Talking  Machine  Co., 
through  its  distinguished  Educational  Director, 
Mrs.  Frances  E.  Clark,  inaugurated  a  five-day 
conference  for  the  benefit  of  Pacific  Coast 
dealers.  The  daily  meetings  were  held  in  Soro- 
sis  Hall  under  the  auspices  of  Sherman  Clay 
&  Co.,  the  Victor  distributors. 

Mrs.  Clark,  who  is  not  onlj'  a  woman  of  wide 
musical  knowledge  but  also  an  educator  of  na- 
tional note  and  chairwoman  of  many  musical 
organizations  and  educational  clubs,  personally 
told  of  her  pioneer  efforts  to  bring  music  into 
the  daily  curriculum  of  our  public  schools.  She 
reviewed  at  length  the  gradual  development  of 
music  appreciation,  not  only  in  our  educational 
sj'stem  but  also  in  our  American  homes,  due  to 
this  pioneering  that  had  its  foundation  in  our 
school  rooms.  ,  By  her  splendid  talks  in  expla- 
nation of  this  work  of  carrying  the  fight  for 
greater  appreciation  of  music  into  the  homes 
and  schools  by  educational  means,  she  aroused 
considerable  enthusiasm  and  gave  her  audience  a 
real  idea  of  the  enormous  scope  of  this  particu- 
lar phase  of  American  musical  development  and 
the  wonderful  success  that  is  crowning  these 
efforts. 

Her  program  covered  every  angle  of  music 
appreciation  in  relation  to  general  education. 
Particular  emphasis  was  placed  on  music  appre- 
ciation for  little  children,  teaching  them  to  lis- 
ten, and  developing  the  rhythmic  sense  by  prac- 
tical application  of  music  by  strongly  accentu- 
ated rhythm,  prepared  for  this  purpose. 

In  order  to  illustrate  the  adaptability  of  using 
selections  in  co-relation  with  the  study  of  coun- 
tries and  national  characteristics,  elaborate  use 
was  made  of  records  that  reproduced  the  music 
of-the  folk  dances  and  songs  of  all  countries. 
Mrs.  Clark  brought  out  the  interesting  fact  that 
no  single  factor  has  had  greater  efTectiveness 


in  developing  the  musical  sense  of  America's 
school  children  than  the  use  of  the  Victrola  in 
the  schools,  -this  being  especially  true  in  the 
rural  districts. 

Mrs.  Clark  was  capably  assisted  by  a  staff  of 
co-workers  especially  sent  out  by  the  \'ictor 
Talking  Machine  Co.  to  participate  in  the  con- 
ference. The  facultj'  consisted  of  Miss  Marga- 
ret Streetor,  Miss  Emily  Rice,  Miss  Hallie 
Owen,  and  S.  Dana  Townsend,  Victor  educa- 
tional representatives.  These  very  capable  peo- 
ple are  recognized  as  musical  experts,  as  is 
evidenced  by  the  fact  that  Miss  Streetor  has 
been  lecturing  for  the  Government  at  national 
conferences,  being  invited  by  the  Bureau  of  Edu- 
cation under  authoritj'  of  the  Department  of  the 
Interior,  Washington,  D.  C. 

In  order  to  connect  this  intensely  instructive 
educational  conference  with  the  commercial 
side  of  Victor  industry,  W.  G.  Garlan,  assistant 
manager  of  the  traveling  department,  read  a 
series  of  five  papers  which  he  compiled  and 
compared,  covering  the  many  varied  phases  of 
Victor  merchandise.  The  visiting  dealers  were 
most  enthusiastic  in  their  reception  of  accurate 
information  regarding  the  Victor  Co.'s  products 
and  policies,  its  present  production  activities 
and  its  plans  for  future  increases.  Considerable 
interest  was  also  manifested  in  the  analysis  of 
Victor  products,  their  selling  points  and  dealers' 
helps  and  concerted  sales  suggestions.  These 
papers  contain  such  information  that  a  motion 
was  made  from  the  floor  and  duly  seconded 
requesting  the  \'ictDr  Co.  to  publish  them  in 
parriphlet  form. 

Through  the  influence  of  Mrs.  Clark,  some 
notables  were  induced  to  speak  to  the  assem- 
bled dealers.  Dr.  John  Landsbury,  University 
of  Oregon,  talked  at  length  about  the  wonder- 
ful educational  value  of  the  Victrola  and  he 
urgentl}-  recommended  that  dealers  awaken  to 


August  15,  1920 


the  commercial  work  of  this  branch  of  the  busi- 
ness. Another  speaker  of  importance  was  Al- 
fred Chamberlain,  editor  Sierra  Educational 
Xews,  who  dwelt  at  length  on  the  use  of  the 
Victrola  in  school  work. 

One  of  the  outstanding  features  of  the  con- 
ference was  the  splendid  talk  of  Glen  Woods, 
director  of  music,  of  Oakland,  Cal.  He  called 
attention  to  the  lack  of  American  musicians  in 
American  symphony  orchestras  and  he  con- 
tended it  was  necessary  that  our  public  schools 
furnish  American  youths  with  the  fundamental 
musical  knowledge  which  in  later  j^ears  would 
assist  them  in  being  the  equal  of  their  European 
brothers.  Then,  he  felt,  we  would  have  some 
real  American  symphony  leaders  and  symphony 
musicians;  not  that  he  objected  to  those  already 
here,  but  that  Americans  could  take  their  proper 
places  with  these  distinguished  musicians. 

To  vividly  illustrate  to  the  assembled  gather- 
ing that  educational  work  can  be  made  commer- 
cially profitable,  Mrs.  Clark  had  in  attendance 
Miss  Caroline  Hobson,  of  the  Indianapolis 
Talking  Machine  Co.  Miss  Hobson  has  a  broad 
commercial  knowledge  of  the  business,  having 
had  considerable  experience  in  retail  educational 
departments  and  also  as  the  field  representative 
of  a  Victor  distributor.  Her  talk  carried  weight 
because  of  this  practical  experience. 

Arthur  Garbett,  former  member  of  the  edito- 
rial department  of  the  Victor  Co.,  a  musician  of 
note  and  a  man  with  a  remarkable  musical 
knowledge,  gave  several  mighty  interesting 
talks  on  record  analysis. 

Representatives  of  all  the  branch  stores  of 
Sherman,  Clay  &  Co.,  Pacific  Coast  distributors 
of  Victor  goods,  were  present  and  most  of 
them  addressed  the  meetings  on  some  topic 
pertinent  to  the  conditions  out  this  way.  By 
way  of  diversion  there  was  special  music,  nota- 
bly by  Dr.  John  Landsbury,  of  the  University 
of  Oregon,  who  illustrated  his  lectures  by  piano 
music.  On  Wednesday  evening  the  delegates 
were  tendered  a  dance  in  the  Colonial  ballroom 
of  the  Hotel  St.  Francis  by  Sherman,  Clay  & 
Co. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


135 


Reliable  Phonograph  Motors 


The  Reputation  of  a 
Phonograph  can  be  no 
better  than  the  per- 
formance of  its  motor. 


No.  2A  Standard  Motor 


STANDARD  Phono- 
graph products  are 
built  up  to  a  Standard 
of  Quality  that  protects 
the  Phonograph  Manu- 
facturer. 


No.  41  Standard  Motor 


mm 


Standard  Phonograph  Motors,  Inc.  ^ 

Successors  to 

Krasberg  Engineering  &  Manufacturing  Corporation 
451-469  East  Ohio  Street 
CHICAGO 


••*-v:iis.\i<'. 


136 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


THE 


n 


Western  Division  of  The  World,  Chicago,  August  9,  1920. 
Vacations  are  iii  order,  as  the  correspondents  for  trade  papers 
say.  In  order  to  what  they  usually  don't  tell  us,  but  what  they 
mean  is  clear  enough.  These  are  the  days  when 
the  tired  business  man,  who  has  been  playing  golf 
only  two  days  a  week  at  the  country  club,  finds 
that  the  strain  of  holding  down  a  desk  has  be- 


Not  Knock- 
ing Vacation- 
ists: But — 


come  too,  too  terrible,  and  incontinently  beats  it  off  for  a  place 
where  he  can  recuperate  from  the  horrors  of  work  by  walking 
fifteen  miles  in  the  sun  every  day  for  two  weeks,  over  hill  and  dale, 
knocking,  as  the  old-fashioned  professor  said  after  seeing  his  first 
golf  game,  little  balls  into  little  holes  with  instruments  singularly 
unfitted  for  the  purpose.  Which  statement  will,  we  trust,  suffi- 
ciently make  clear  the  attitude  maintained  by  the  Western  Division 
of  The  Talking  Machine  World  towards  the  vacation  season  and 
those  who  take  advantage  of  it.  Of  course,  that  is  not  to  say  that 
we  object,  in  the  abstract,  to  holidays.  Far  from  it ;  but  when  it  is 
the  other  fellow  who  is  out  enjoying  himself  while  one  stays  at 
the  desk  in  the  noisy  Loop,  grinding  out  alleged  literature  and  help- 
ing to  get  out  the  paper  to  the  tune  of  hourly  telegraphic  bawlings- 
out  from  headquarters,  then,  say  we,  vacations  are  an  unnecessary 
nuisance  and  ought  to  be  abolished.  If,  indeed,  the  paragraphs  of 
the  Mid-West  Point  of  View  are  seen  to  be  lacking  in  their  usual 
(shall  we  say)  acuteness,  if,  that  is  to  say,  they  are  not  quite  so 
pointed  as  they  ought  to  be,  just  overlook— for  half  the  Western 
Division  is  frohcking  in  the.  woods  and  most  of  the  remaining 
geniuses  are  recovering  from  the  effects  of  their  rural  froHckings 
just  past.    Otherwise,  of  course,  everything  is  lovely. 


When  the  General  Manager  of  the  Music  Industries  Chamber  of 
Commerce  was  visiting  in  these  parts  the  other  day,  he  told  us  that 
wherever  he  goes  the  music  men  are  asking,  more 
or  less  anxiously,  what  is  going  to  happen  ?  And 
he  added  that  the  answers  were  as  numerous  as  the 
answerers.     Tot  homines  tot  sententiae,  and  it 


In 

Which  We 
Analyze 


really  does  not  make  very  much  difference  what  anybody  thinks,  for 
the  net  result  is  about  the  same  anyway.  But  one  thing  is  perfectly 
certain.  It  is  perfectly  certain,  that  is  to  say,  that  the  Fall  and 
Winter  for  which  we  are  now  preparing  will  be  very  much  like  the 
Fall  and  Winter  which  we  last  went  through.  In  a  word,  there 
will  be  all  sorts  of  demand  for  goods,  and  nothing  like  enough  of 
goods  to  satisfy  the  crowds.  That  is  not  mere  optimism.  Candidly, 
we  detest  optimism  of  the  usual  silly  sort.  A  pessimist,  as  some 
one  wittily  said,  is  a  man  who  has  had  to  live  with  an  optimist.  No 
wonder ;  for  most  optimists  are  awful  pests. "  But  this  is  a  case  of 
ordinary  common  sense.  The  situation  is  simple  enough.  Pros- 
perity, generally  speaking,  is  well  maintained.  This  indeed  must  be 
so  because  the  need  for  manufactured  goods  all  the  world  over  is 
as  strong  as  ever ;  nor  is  production  yet  within  sight  of  need. 
Financial  disturbances  are  therefore  artificial  and  cannot  possibly 
compel  the  permanent  postponement  of  needed  reconstruction. 
Labor  shortage  has  not  been  overcome.  Wherever  there  may  be  any 
unemployment,  this  is  due  to  the  temporary  disturbances  which 
must  come  with  the  absorption  of  war-workers  and  the  transfor- 
mation of  industry  from  a  war  to  a  peace  basis.  These  things  are 
not  done  in  a  day.  Meanwhile,  without  any  doubt,  we  mainly  de- 
pend upon  the  conditions  of  transportation.  If  the  railways  do  not 
let  us  down  entirely  we  shall  have  a  boom  Winter  such  as  we  have 
hardly  ever  seen  yet.  Luckily  for  all  concerned,  it  begins  to  look 
as  if,  before  it  is  altogether  too  late,  the  railways  will  have  pulled 
their  equipment  and,  what  is  more  important,  their  personnel  into 
some  sort  of  shape  before  the  cold  weather.  Then  the  situation  will 
be  most  interesting,  for  the  crop-moving  car  equipment  will  not  be 
released  in  time,  one  imagines,  to  be  of  much  service  in  carrying 
general  merchandise  to  market.  Wherefore  we  envisage  (lovely 
word)  another  shortage  on  the  floors  of  talking  machine  merchants. 
Wherefore  again  a  noisy  and  exciting  Winter,  with  much  additional 
revenues  to  the  telegraph  companies.   We  should  like  to  oblige  some 


of  our  anxious  friends  by  being  pessimistic  and  dispensing  g'.oom; 
but  it  cannot  be  done.  If  we  had  to  live  with  some  of  the  fool 
optimists  that  might  be  another  matter.  As  it  is,  we  believe  that 
we  are  rightly  optimistic ;  and  with  very  good  reason  indeed  for 
so  being.    Candidly,  don't  you  think  so,  too ! 


"A  Lot 
of  Down 
to  Settle" 


A  GOOD  deal  of  interest  has  been  manifested  among  those  who  are 
doing  the  thinking  of  the  music  industries  .  concerning  the  prob- 
abilities of  the  money  market  during  the  next  few 
months.  Just  as  much  interest  has  recently  been 
awakened  by  the  rather  remarkable  fact  that  in  a 
number  of  lines  the  prices  of  raw  material  have 
taken  a  downward  turn.  Piano  manufacturers  and  talking  ma- 
chine men,  too,  have  recently  had  occasion  to  rejoice  in  the  sudden 
lowering  of  prices  on  various  lines  of  lumber.  Otto  Schulz,  presi- 
dent of  the  M.  Schulz  Co.  and  of  the  Magnola  Talking  Machine 
Co.,  was  commenting  a  few  days  ago  on  the  situation  generally  and 
was  able  to  say  that  both  in  respect  of  material  supply  and  of 
internal  productivity  in  the  factory  the  general  condition  of  things 
was  very  much  better  than  it  had  been  for  some  time  previously. 
Other  and  similar  observations  have  come  to  our  ears  within  the 
last  few  days,  all  tending  to  the  belief  that  things  are  actually  set- 
tling down.  Of  course,  there  is  a  lot  of  settling  down  to  be  done. 
As  the  little  boy  said  about  the  giraft'e  which  he  saw  reclining  in 
his  enclosure  at  the  Zoo,  "he  won't  get  up  because  he  has  such  an 
awful  lot  of  up  to  get."  So  it  is  with  the  country's  industries. 
They  won't  settle  down  for  a  while  at  any  rate,  because  they  have 
an  awful  lot  of  down  to  settle.  Still,  even  though  we  shall  quite 
certainly  have  a  Fall  and  Winter  of  shortage  in  all  manufacturing 
lines,  the  signs  all  point  toward  a  gradual  relaxing  of  the  bonds 
and  a  gradual  but  steady  return  to  business  and  industrial  sanity. 
We  out  here  in  the  Mid-West  are  perhaps  unduly  sensitive  to  the 
fluctuations  of  the  needle  in  our  steam-gauge ;  and  we  are  tem- 
peramentally inclined  to  blow  off  steam  more  or  less  all  the  time. 
But  in  truth  the  music  industries  have  little  to  fear.  A  gradual 
return  to  the  less  frenetic  methods  of  former  days  were  much  to 
be  desired ;  but  there  is  not  the  sHghtest  use  of  supposing  that  the 
world  will  turn  back.  Revolutions  do  not  move  backward,  and 
there  is  every  reason  for  expecting  that  we  shall  have  new  condi- 
tions to  face  all  along  the  line.  Yet  we  ought  to  know  that  the 
talking  machine  industries  in  general  rest  upon  a  sound  basis,  upon 
a  basis  which  only  our  own  stupidity,  if  anything,  can  ever  dislodge 
or  render  insecure.  That  basis,  as  everybody  knows,  is  the  real 
ddep-struck  desire  of  the  people  for  music.  That  desire  can  neither 
be  abridged  nor  distorted.  Only  our  own  stupidity  could  ever 
destroy  or  even  shake  it. 


Our 

Arabian 
Nights 


The  Edison  Caravan  Convention  was  a  howling  success.  Not  that 
caravans  howl.  Caravans  are  composed,  we  learn  on  excellent 
authority,  of  bearded  persons  who  answer  to 
names  like  Abdullah  and  Hassan,  who  ride  on 
cam-u-els  (we  insist  that  the  spelling  is  correct) 
and  who  foregather  in  caravanserais.  The  mem- 
bers of  the  Western  Division  who  attended  the  elaborate  and  excit- 
ing sessions  of  the  Edisonians  in  this  city  on  the  12th  and  13th  of 
last  month  tell  us  that  the  Caravan  part  was  all  there  without  a 
doubt,  seeing  that  every  member  of  the  .  .  .  well  .  .  .  group  had 
his  own  camel  along  with  him ;  his  own  nice  little  gold  baby  camel 
hanging  from  his  buttonhole.  And  we  in  Chicago  are  quite  accus- 
tomed to  speak  of  the  Blackstone  Hotel  as  a  Caravanserai.  That 
sounds  so  much  grander  than  mere  "hotel."  Moreover,  the  big 
dinner  which  wound  up  the  proceedings  was  held  at  Medinah  Tem- 
ple, an  institution  dedicated  and  sacred  to  gentlemen  who  wear  red 
fezzes  and  ivory  crescents  with  scimitars  and  all  that  sort  of  thing 
on  them  and  devote  themselves  to  mystical  duties  around  a  shrine. 
Wherefore,  we  are  justified  in  concluding  that  it  was  a  Caravan  all 
right  and  that  from  Chief  Hadji  Maxwell  downward  all  the  Faith- 
ful were  on  the  job  in  precisely  the  right  way.    Seriously,  in  fact, 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


137 


EW 


it  was  a  huge  success.  TKe  staging  and  arrangements  were  superb, 
the  whole  thing  was  wonderfully  thought  out  and  the  impression  left 
on  one's  mind  was  of  a  thoroughness  uncommonly  complete.  Every 
Edison  dealer  , who  attended  as  the  guest  of  his  jobber  must  have 
gone  away  with  the  feeling  that  he  was  attached  to  an  institution 
which  has  /its  own  ideas  and  believes  in  them,  without  troubling 
itself  mueh  about  the  notions  of  others.  The  success  acTiieved  in 
New  York,  and  duplicated  in  this  city  and  San  Francisco,  was  cer- 
tainly well  merited.    Congratulations  are  in  order. 


We  should  take  it  in  ill  part  if  every  reader  of  this  paper  should 
not  study  the  brief  but  pregnant  observations  set  forth  on  another 
page  by  H.  B.  Bibb  of  the  Brunswick-Balke-Col- 
lender  Co.,  who  is  sales  manager  of  this  corpora- 
tion's lUinois  Division.  He  tells  us  candidly  that, 
in  his  opinion,  the  supersession  of  the  seller's  by 


Changes 

Market 

Conditions 


the  buyer's  market  should  be  a  matter  for  rejoicing.  The  moment 
that  the  possibility  of  supplying  demand  in  full  has  become  definite 
the  products  which  are  made  on  the  basis  of  honesty  and  fair  value 
are  automatically  separated  from  their  less  desirable  competitors. 
A  line  of  cleavage  is  established  and  the  sheep  are  divided  from  the 
goats.  During  the  last  two  years  the  markets  have  been  in  such 
an  upset  condition  that  all  true  sense  of  balance  has,  with  many 
persons,  been  almost  entirely  lost.  Now,  this  same  sense  of  balance, 
which  indeed  is  not  an  exciting  but  a  rather  dull  and  calm  sort  of 
quality,  is  quite  essential  to  the  conduct  of  industry  and  commerce. 
When  business  in  general  is  running  on  a  sort  of  cost-plus  basis, 
with  the  public,  if  not  the  Government,  gladly  paying  the  bills,  any 
one  who  expects  the  mass  of  the  business  men  to  display  poise  or 
balance  has,  to  put  it  vulgarly,  another  think  coming.  At  such 
times  all  is  rush  and  hustle.  The  small  men,  of  whom  there  are 
always  the  greater  number,  see  golden  fortune  before  them.  They 
rush  on  recklessly,  intent  only  on  making  hay  whilst  the  sun  shines. 
When,  however,  clouds  obscure  the  brightness  and  the  weather 
begins  to  look  stormy  such  men  hunt  cover  and  fill  the  air  with 
their  complaints.  The  seller's  market  has  a  bad  way  of  developing 
the  yellow  streak  in  men ;  contrariwise  the  buyer's  market  has  the 
opposite  and  highly  salutary  effect.  Well,  bring  on  your  buyer's 
market,  say  we.  If  this  industry  of  ours  could  not  exist  save  in  a 
hot-house' it  would  not  be  worth  much. 


Taking  the 

Broad 

Look 


The  bodies  which  officially  represent  the  piano  and  sheet  music, 
small  goods  and  other  divisions  of  the  music  industries  in  Chicago 
have  been  urging  upon  their  members  of  late  the 
extremely  urgent  need  of  co-operating  with  the 
railroads  to  the  end  of  correcting  the  present  car 
shortage.  Now,  in  this  sense,  co-operation  means 
precisely  what  the  word  etymologically  signifies.  It^  means  "work- 
ing with"  the  railroads ;  and,  as  a  little  reflection  will  show,  that 
means  real  work  on  the  part  of  shippers.  It  is  learned  by  inquiry 
amongst  experts  that  a  very  great  deal  of  the  present  congestion 
is  due  to  delays  in  unloading  cars  which  have  arrived  at  their  desti- 
nation. A  great  deal  also  is  caused  by  the  practice  of  holding  cars 
until  whole  carloads  can  be  shipped.  Now  it  is  plain  to  all  who 
view  the  railway  situation  in  all  its  phases,  instead  of  merely  as 
that  situation  affects  one  person  or  group  of  persons,  that  the  imme- 
diate need  is  to  facilitate  the  steady  movement  of  cars.  It  has 
recently  been  reported  that  the  average  movement  of  a  freight  car 
is  about  27  miles  per  day  at  the  present  moment.  Allowing  for  the 
notorious  fact  that  the  causes  outlined  above  are  holding  up  cars 
by  the  hundred  all  over  the  country,  it  may  easily  be  seen  that  the 
movement  of  freight  cars  needs  to  be  accelerated.  If  shippers  every- 
where will  unload  as  rapidly  as  possible,  and  will  co-operate  to  the 
extent  of  allowing  mixed  carloads  to  be  made  up,  there  will 
undoubtedly  be  an  immediate  effect  upon  the  general  freight  situa- 
tion. Let  this  be  plain:  it  is  no  one  person's  fault  if  the  present 
condition  of  the  railways  is  physically  and  mentally  bad.  The  causes 
are  to  be  found  partly  in  the  war,  partly  in  the  slowness  of  subsid- 


ence of  the  passions  engendered  by  the  war,  partly  in  the  lack  of 
true  public  spirit.  So  long  as  groups  of  interests  are  everywhere 
fighting  for  special  favors  to  themselves  against  all  others,  so  long, 
to  be  blunt  about  it,  will  everybody  be  angry  and  no  one  satisfied. 
Co-operation  is  the  need  of  the  day.  Whilst  the  channels  of  the 
national  activity  are  blocked  no  one  can  really  prosper.  Cannot 
we  all  realize  that  we  must  sink  our  differences  and  get  down  to  a 
basis  of  co-operative  all-round  helping  of  each  other  and  of  the  rail- 
ways if  we  are  ever  to  get  out  of  our  present  tangle?  In  a  word, 
that  is  the  solution.  Our  industry,  like  every  other,  must  stop  for 
a  moment  to  think  of  the  nation,  rather  than  just  of  itself,  and 
must  realize  that  unless  we  all  work  together  we  shall  have  worse 
rather  than  better  conditions.  There  is  no  sense  in  talking  about 
getting  back  to  the  old  ways.  We  shall  not  get  back  to  them.  In- 
stead of  repining,  let  us  get  forward  to  the  new  ways. 


Our  active  and  spirited  friend,  William  Wade,  of  the  Wade  Talking 
Machine  Co.,  sometimes  known  as  Bill  of  that  ilk,  has  become 
director  of  Publicity  (awe-inspiring  name  for 
what  we  once  called  press-agent)  of  the  music 
industries  end  of  the  new  "Boost  Chicago's  Busi- 
ness" bureau  of  information  which  our  large  and 


Introducing 
Our 

Booster! 


active  mayor  has  organized  lately.  We  are  not  at  all  sure  that  the 
very  best  way  to  boost  Chicago  is  to  devote  all  one's  time  to  throw- 
ing away  hammers  and  getting  horns.  We  are  not  at  all  sure  that 
Chicago  does  not  need  a  bit  of  judicious  knocking  once  in  a  while. 
We  have  just  a  bit  too  much  crime,  just  a  bit  tgo  much  rottenness  in 
high  places.  Our  treasury  is  empty,  we  are  staggering  under  a 
load  of  debt.  Our  police  seem  demoralized.  Our  streets,  our  bridges, 
our  public  buildings,  cry  aloud  for  the  repairman  and  the  cleaner. 
But  then,  after  all,  one  can  overdo  the  knocking  as  well  as  the 
boosting.  What  does  matter,  and  matter  tremendously,  is  that  those 
who  live  outside  Chicago  hear  only  the  knocking.  When  they  have 
watched  our  city  making  an  exhibition  of  itself  through  its  own 
newspapers  they  begin  to  forget  all  the  good  things  about  us  which 
are  equally  true  and  much  more  important.  Of  course,  we  shall 
never  get  out  of  our  troubles  by  the  simple  expedient  of  throwing 
away  our  hammers.  What  we  want  to  do  is  to  hold  the  hammer 
firmly,  smash  a  few  grafters  over  the  head  with  it,  and  then  throw 
it  away,  to  take  a  broom  and  sweep  up  the  remains.  Perhaps,  after 
all  that,  we  shall  get  somewhere,  and  shall  be  able  to  direct  the 
attention  of  the  world  onde  more  to  our  real  virtues.  As  a  manu- 
facturing and  industrial  city  Chicago  has  no  equal.  To  tell  that  to 
the  world,  we  take  it,  is  the  task  Mr.  Wade  and  his  associates  have 
set  themselves.  They  will  not  attempt  to  convince  a  doubting  world 
that  Chicago  has  no  crime,  and  that  her  politicians  are  of  a  brand 
superior  to  all  others.  But  they  will  make  it  their  business  to  tell 
all  comers  what  is  absolutely  true,  namely,  that  Chicago  has  advan- 
tages which  not  another  city  can  equal,  for  the  location  and  pros- 
perity of  industries.  Mr.  Wade  will  think  most,  of  course,  about  the 
music' industries.  Now  it  may  be  worth  remembering  that  about  one- 
half  the  total  output  of  pianos  in  this  country  proceeds  from  the 
Chicago  district.  It  is  not  too  much  to  expect,  is  it,  that  some  day 
the  same  will  be  true  of  the  talking  machine  industry  ? 


There  are  certain  important  points  which  have  to  be  empha.sized, 
about  this  city  of  ours,  that  the  real  Chicago  is  the  greatest  railroad 
Center  in  the  country, — that  it  has  under  way  a  city 
plan  which  is  slowly  but  surely  turning  it  into  one 
of  the  world's  most  magnificently  beautiful  cities. 
The  real  Chicago  has  a  home-loving  population 


We  Blow 
a  Modest 
Toot 


of  quiet  people  who  are  neither  spenders  nor  speeders.  The  real 
Chicago  has  room  for  more  industries  and  can  offer  them  advan- 
tages of  transportation  and  access  to  raw  material  superior  to  any- 
thing, we  believe,  which  can  be  offered  elsewhere.  It  is  this  sort  of 
thing  which  Mr.  Wade  and  his  associates  are  going  to  tell  the  inquir- 
ing talking  machine  or  piano  man  from  out  of  town.  May  they 
go  far  with  their  laudable  endeavors. 


140 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


We  think  the  VICTROLA  justifies  the 
most  beautiful  advertising  of  the  day.  Our 
aim  is  always  to  get  the  best  obtainable. 

Lyon  8c  Healy 

VICTROLA  DISTRIBUTORS 

CHICAGO 

The  Lyon  &  Healy  Victrola  newspaper  advertising  service  sets  a  new 
standard  for  quality.  These  attractive '  illustrations  are  available  for  the  use 
of  the  one  best  Victrola  Dealer  in  each  city. 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  139) 


customer  who  buys  one  carton,  it  will  send  25 
free  samples  (each  sample  being  2  needles  in  an 
envelope  with  descriptive  leaflet)- — 200  ext'a 
leaflets,  with  space  for  dealer's  name — and  one 
poster-display-card. 

"With  three  carton  orders  (or  on  repeat  or- 
ders) the  company  will  furnish  100  samples — 
1,000  extra  leaflets — and  (unless  previously  fur- 
nished) one  poster.  If  customer  can  display 
more  posters  to  advantage,  we  will  gladly  sup- 
ply them." 

Mr.  Mapes  says  further  that:  "Experience 
shows  that  the  distribution  of  free  samples  is 
"the  most  eflfective  of  all  known  methods  of  in- 
troducing a  new  product  and,  while  it  will  be  a 
big  expense  to  us,  we  want  you  to  send  us 
the  address  of  every  Tonofone  customer,  giv- 
ing number  of  cartons  bought  and  we  will  send 
them  the  advertising  matter  without  trouble  or 
expense  to  you." 

The  letter  closes  by  stating  that  every  cus- 
tomer who  is  a  possible  needle  buyer  should 
have  the  new  advertising  helps  order  blanks. 
The  latter  will  bring  orders  and  the  "helps"  will 
bring  many  "repeats." 

Fibre  Needle  Output  Grows 

H.  J.  Fiddelke,  capable  talking  machine 
m.an  who  recently  joined  the  B  &  H  Fibre 
Mfg.  Co.  with  entire  charge  during  F.  D. 
Hall's  absence  on  the  Coast,  states  that  as  a 
result  of  the  addition  of  clipping  and  pointing 
machines  and  the  stabilization  of  the  factory 
force  the  production  of  fibre  needles  has  been 
materially  increased  during  June  and  July.  At 
the  present  rate  the  time  is  not  far  distant  when 
they  will  be  able  to  handle  their  large  demand 
without  any  of  the  delays  which  were  unavoid- 
able in  the  days  during  the  war. 

Sales  Value  of  Window  Displays 

The  Curtis-Leger  Fixture  Co.,  whose  Chicago 
headquarters  are  at  Jackson  Boulevard  and 
Franklin  street,  are  of  the  opinion  that  this  Fall 
talking  machine  dealers  will  find  selling  condi- 


tions different  from  what  they  have  been  in  the 
past  few  years.  The  wild  spending  period  is  on 
the  wane  and  the  dealers  will  again  have  to 
fight  competition  to  get  their  quota  of  sales. 

Novel,  attractive  window  displays  are  going  to 
be  one  of  the  main  weapons  used  in  this  fight 
for  business.  The  shop  that  has  the  pulling 
window  displays  is  going  to  get  the  business. 
A  glance  at  the  windows  of  the  leading  record 
shops  of  the  big  cities  easily  bears  out  this  as- 
sertion. They  are  all  staging  displays  lavish  in 
color,  unique  in  setting,  rich  in  background, 
alive  with  punch  and  selling  power. 

The  latest  display  effects  are  evident.  Rich, 
lustrous  and  beautiful  colored  silk  plush  for 
drapes  and  background;  window  floors  covereil 
with  mission  cloth,  monogramed  and  initialed; 
side  drapes  of  practical  good-looking  mohair, 
and  display  fixtures  of  the  newest  styles  and 
designs.  The  policy  of  using  windows  as  store 
rooms  for  odds  and  ends  is  definitely  gone.  The 
live  dealers  are  realizing  the  immense  value  in 
the  pulling  power  of  their  display  windows. 
I'hey  know  that  their  windows  are  the  closest 
point  of  contact  between  the  passerby  and  them- 
selves, that  they  get  customers  in  proportion  to 
the  attractiveness  of  their  displays. 

Novel  displays  can  be  had  at  little  expense. 
Equipment  once  bought  can  be  used  again  and 
again  in  different  combinations  for  varying  ef- 
fects and  ideas  for  displays  can  be  had  from 
fixture  manufacturers. 

Repeating  Device  Sells  Well 

From  the  Repeater-Stop  Co.  comes  word  of 
the  ever-increasing  success  of  its  device  which 
automatically  repeats  the  playing  of  talking 
machine  records.  "We  have  been  compelled," 
says  Sales  Manager  Hartenstein,  "to  purchase 
two  carloads  of  steel,  which  is  sufficient  for  the 
manufacture  of  300,000  repeater-stops.  In  order 
to  take  care  of  the  enormous  demand  we  have 
been  forced  to  install  considerably  more  equip- 
ment, machine  tools  and  punch  presses,  as  well 
as  to  expand  our  factory  in  other  ways  and 


adding  another  floor  thereto.  We  hope  '  to 
attain  an  output  of  1,000  instruments  a  day. 
Our  present  output  is  300  a  day." 

Lester  Gordon,  traveling  representative  of 
the  Repeater-Stop  Co.,  recently  returned  to  the 
home  office  after  an  extended  trip,  which  took 
him  to  practically  every  large  city  west  of  the 
Mississippi  River.  He  returned  with  a  beaming 
smile  and  many  contracts,  having  placed  the 
repeater-stop  with  some  of  the  largest  music 
concerns  of  the  western  Mississippi  basin,  among 
which  are  the  following:  Knight-Campbell  Music 
Co.,  Denver,  Colo.;  Vaudephone  Corporation, 
Seattle,  Wash.;  Walter  S.  Gray,  San  Francisco, 
Cal.;  Consolidated  Music  Co.,  Salt  Lake  City; 
Western  Jobbing  &  Trading  Co.,  Los  Angeles; 
Interstate  Supply  Co.,  Spokane,  Wash.;  Midwest 
Mfg.  Co.,  Billings,  Mont.;  Ball  Music  Co.,  Red 
Lodge,  Mont.;  Jerome  H.  Remick  Co.,  Portland, 
Ore. 

Joins  the  Roemer  Co.  Forces 

Frank  G.  Cook,  formerly  with  the  Chicago 
branch  of  the  Columbia  Co.,  has  joined  the 
forces  of  the  Roemer  Motor  Co.,  where  he  will 
be  active  in  promoting  the  sales  of  Roemer 
motors. 

Darrow  Hallenstien,  formerly  with  the  Fort 
Wayne  Outfitters  Co.,  a  large  talking  machine 
jobbing  concern  of  Indiana,  has  also  become 
connected  with  the  Roemer  Motor  Co.  in  a  sales 
capacity.  Mr.  Hallenstien  makes  Chicago  his 
.  headquarters. 

Victor  Voicelets 

Mark  Duncan  has  just  returned  from  his 
maiden  trip  for  the  Chicago  Talking  Machine 
Co.  through  Wisconsin  and  Illinois.  Mr.  Dun- 
can succeeds  D.  K.  Tremblett,  who  formerly 
looked  after  this  territory.  Mr.  Tremblett  is 
now  oij-h^is  vacation,  and  upon  his  return  will 
take  up  his  new  duties  in  the  Chicago  office  of 
the  company. 

T.  W.  Williams,  who  looks  after  the  wants  of 
Victor  dealers  for  the  Chicago  Talking  Ma- 
{Continucd  on  page  143) 


Your  Account  With  Us 


Lateral 


Cut 


Lateral 
Cut 


Records 


Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 


711  Milwaukee  Avenue 


OXXO  SCHULZ,  President 


CHICAGO,  ILL. 


I*  142 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


UNIVERSAL 

MASTER  MODEL  No.  20 


Mr.  Manufacturer : 

The  time  has  arrived  when  you  must  inject  some  new 
"pep"  into  your  business. 

You  have  used  the  same  old  sales  arguments  over  and 
over  again  until  they  are  threadbare  and  your  selling  talks 
have  lost  vigor.    You  have  been  traveling  round  in  circles 
-   and  are  not  making  the  progress  you  should.  Your 
business  needs  something  new  to  arouse  enthusiasm. 

In  a  phonograph  the  vital  thing  is  the  motor.  An 
improved  motor  means  a  better  phonograph  and  the 
better  phonograph  gets  the  business. 

The  Universal  Master  Motor  No.  20  is  a  positive 
forward  step  in  phonograph  motor  design  and  construc- 
tion, and  you  have  but  to  see  one  to  be  convinced  of  its 
merit  and  its  force  as  a  selling  argument  in  your  business. 

Write  or  wire  for  sample  and  get  our  literature  and 
prices. 

Universal  Stamping  &  Mfg.  Co. 

1917-1925  S.  Western  Ave.,  Chicago 


+ — " — ■ — ■ — 


I 


August  IS.  1920 


THE  TALKINC  MACHINE  WORLD 


143 


A  Better  Cutter  For  Less  Money 

The  ALTO 

Retail  Price  $  1  .OO 

THE  Alto  Fibre  Needle  Cutter  is  dis- 
tinctly a    quality    product.  The 
unique  design,  together  with  our  highly 
specialized    manufacturing  methods, 
makes  it  possible  to  sell  the  Alto  Cutter 
at  this  remarkably  low  price,    its  construction  from  carefully  tempered  tool  steel  makes  it  the 
most  durable  cutter  on  the  market.    By  handling  the  Alto  you  will  maintain  your  reputation  of 
selling  the  best  at  the  lowest  price.      Order  a  dozen  today.     Territory  open  for  distributors. 

Your  Customers  Will  Appreciate  The  Value 

ALTO  MANUFACTURING  COMPANY 


3801     ROKEBY  STREET 


CHICAGO,  ILLINOIS 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  141) 


chine  Co.,  in  Chicago,  is  spending  his  vacation 
with  his  mother  in  Little  Rock,  Ark. 

Six  Best  Sellers  of  the  Month 
The  six  best  Victor  sellers  are:  "Introduction 
and  Tarantelle,"  "Last  Night,"  "When  Night 
Descends,"  "Prelude  in  G  Minor,"  "Old  Folks  at 
Home,"  "The  Love  Nest"  and  "Blue  Dia- 
monds." 

The  six  best  Emerson  sellers  are:  "The  Love 
Nest"  and  "Close  to  My  Heart,"  "Whose  Baby 
Are  You?"  and  "Hiawatha's  Melody  of  Love," 
"My  Sahara  Rose"  and  "Old  Man  Jazz,"  "Rain- 
bow of  My  Dreams"  and  "Jazz  Band  Blues," 
"Marion"  and  "Whistle  a  Song,"  "That  Old 
Irish  Mother  of  Mine"  and  "Shamrock  Leaves." 

The  six  best  Brunswick  sellers  are:  "Bound 
in  Morocco"  and  "On  Miami  Shore,"  "Who 
Wants  a  Baby"  and  "Rose  of  the  Orient," 
"Whose  Baby  Are  You?"  and  "Someone," 
"Sahara  Rose"  and  "Jean,"  "La  Veeda"  and  "So 
Long  Oolong,"  "Dance-o-Mania"  and  "Waiting 
for  the  Sun  to  Come  Out." 

The  six  best  Pathe  sellers  are:  "Rose  of 
Washington  Square"  and  "Tiddle-Dee-Winks," 
"Who'll  Take  the  Place  of  Mary?"  and  "After 
You  Get  What  You  Want  You  Don't  Want  It," 
"A  Young  Man's  Fancy"  and  "In  Sweet  Septem- 
ber," "Believe  Me  If  All  Those  Endearing 
Young  Charms"  and  "The  Meeting  of  the  Wat- 
ers," "Narcissus"  and  "Orientale,"  "Argentines" 
and  "It's  Hard  to  Settle  Down." 

The  six  best  Operaphone  sellers  are:  "Rose 
of  the  Orient"  and  "Dance-o-Mania,"  "Jade 
Lady"  and  "Do  You  Know?"  "Hawaiian  Twi- 
light" and  "Some  of  the  Time   I'm  Lonely," 


"Karzan"  and  "Whose  Baby  Are  You?"  "Zoma" 
and  "Alabama  Moon,"  "Jean"  and  "There  Must 
Be  a  Way  to  Love  You." 

The  six  best  sellers  in  Edison  records  are: 
"Karavan"  and  "When  My  Baby  Smiles,"  "At 
a  Georgia  Camp  Meeting"  and  "Liberty  Bell 
March,"  "Patches"  and  "Yellow  Dog  Blues," 
"Just  Like  the  Rose"  and  "Sweet  and  Low," 
"Peggy"  and  "Someday  Down  in  Carolina,"  "By 
an'  By"  and  "Go  Down,  Moses." 

The  six  best  sellers  in  Okeh  records  are: 
"Manyana"  and  "Whose  Baby  Are  You?," 
"Dance-o-Mania"  and  "Wond'ring,"  "In  Sweet 
September"  and  "My  Sahara  Rose,"  "Tell  Me 
Pretty  Maiden"  and  "Polly,"  "Le  Wanna"  and 
"Jean,"  "The  Love  Nest"  and  "Enticing." 

The  Columbia  six  best  sellers  are:  "Ten  Little 
Bottles"  and  "Unlucky  Blues,"  "Oh,  By  Jingo" 
and  "Rose  of  Chili,"  "All  the  Boys  Love  Mary" 
and  "Way  Down  Barcelona  Way,"  "I'll  See  You 
in  C-U-B-A"  and  "The  Moon  Shines  on  the 
Moonshine,"  "My  Isle  of  Golden  Dreams"  and 
"Naughty  Waltz,"  "When  My  Baby  Smiles  at 
Me"  and  "Rose  of  Washington  Square." 
In  Charge  of  Okeh  Records 

Following  the  resignation  of  H.  L.  Coombs, 
of  the  Okeh  record  department  of  the  General 
Phonograph  Co.  of  Illinois,  who  takes  up  the 
position  of  general  manager  of  the  Tonograph 
Corp.,  A.  J.  Foute,  his  assistant  at  the  general 
offices,  takes  charge  of  records  and  correspond- 
ence. 

Album  Men  Here 

Maxwell  Willinger,  president  of  the  New 
York  Album  &  Card  Co.,  who  makes  New  York 


his  headquarters,  is  spending  a  month  in  Chi- 
cago as  the  guest  of  M.  J.  Potomack,  vice-presi- 
dent and  sales  manager  of  that  concern,  at  the 
latter's  home  on  the  North  Side.  Mr.  Willinger 
was  accompanied  by  his  family,  and  plans  to 
combine  business  and  pleasure  during  his  four 
weeks'  stay  in  this  city. 

Catching  Up 

Otto  Schulz,  president  of  the  Magnola  Talk- 
ing Machine  Co.,  states  that  during  the  last  two 
months,  the  production  of  Magnola  talking  ma- 
chines has  so  increased  as  to  enable  the  com- 
pany to  do  much  in  the  way  of  catching  up 
with  back  orders.  Mr.  Schulz  states  further 
that  the  lot  of  the  manufacturer  is  somewhat 
more  pleasurable  than  formerly  owing  to  the 
fact  that  materials  are  less  troublesome  to 
obtain.    This  is  pleasing  information. 

Ore-Tone  News 

The  Oro-Tone  Co.,  Inc.,  announces  that  it  will 
move  shortly  from  its  present  factory  at  1810 
Irving  Park  Boulevard  to  a  new  location  at  the 
corner  of  Sheffield  and  George  streets.  The 
new  quarters  will  be  larger  than  the  old  and 
provide  8,000  square  feet  of  floor  space  for  the 
manufacture  of  Oro-Tone  reproducers.  The 
work  of  installing  machinery  and  equipment  is 
now  in  progress. 

The  Smallest  Victrola 

For  a  month  past  Lyon  &  Heaiy  have  had 
in  their  Wabash  avenue  window  a  miniature 
Victrola.but  a  few  inches  high,  electrically  oper- 
ated, and  a  perfect  copy  of  the  larger  machines. 
A  tiny  Victor  dog  is  at  the  side  of  the  machine 
iConlinncd  on  page  144) 


\  TRANSFER  NAME-PLATES 

We  make  the  Transfer  Name  -  Plates  and  Trade-Marks  for 
i\  the  largest  talking  machine  manufacturers  in  this  country  and  f 

%  for  dealers  in  every  state. 

\^  YOUR  NAME.  Mr.  Dealer,  on  every  machine  brings  the  owner 

5^  back  to  you    or  records  and  his  friends  to  you  for  a  machine.  \ 

•  •  if 

Samples,  Suggestions  and  Sketches  Furnished  Free  i> 

I  THE  MEYERCORD  COMPANY,  CHICAGO  \ 

Largest  Manulacturers  of     JJEC^^LCO  V^Al  Nfl^^.     Transfer  Name-Plates 

,D"{Rrii2iiJi  rijiuii  ui  I'lii  lul  iu\  i\h  iiu  \:h  Tu;  '\u      i'.ii  iiu  'liYi  i\u  "i  u\vu  vhliitixli  ijf  iS  lui  v.n  iVi  i\ji  \<.u  iu'i        u  ,CiJ<  i>u  ~:u  ":i  rS Tilj  5)7  j!Jr  u.-iiiJi  Tu'/'vOiTuitii'Titj/  SSJlJirl;      rill  Jii  Iili  rnitv.CiiJ/^V 


144 


THE   TALKING   MACHINE  WORLD 


August  15,  1920. 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  143) 


J.  E.  ROBINSON 


ESTABLISHED  1B79 

TEL.  HARRISON  420 


M,  J.  DECKER 


Robinson  The  Plater 


gl   ■  ,QfoCci  our  ^peciaffu  WjB 

500  W.  VAN    RIJRFKI    IXDPPT  ^^^^^ 


500  W.  VAN  BUREN  STREET 

Cm  C  A  G  o 


and  the  two  attracted  a  great  deal  of  attention 
from  passersby  during  the  display.  The  instru- 
ment was  made  by  L.  D.  Monroe  of  the  Victor 
department  of  Lyon  &  Healy. 

An  Attractive  Window 
The  window  of  the  Talking  Machine  Shop  has 
been  decorated  with  an  animated  displ-'v  f^qf'- 
ing  the  Victor  record  Bo-Ia-bo.  A  ship  is  made 
to  dance  about  on  fabric  waves,  which  them- 
selves are  moving  in  a  most  lifelike  manner. 
Buys  Plant 

Frank  W.  Williams,  manufacturer  of  talkijig 
machines,  located  at  2515  West  Taylor  street, 
this  cit}',  recently  purchased  the  plant  of  the 
Fowler  &  Union  Horse  Nail  Co.  at  1508-22 
West  Twentj'-second  street. 

Returns  from  Maiden  Trip 

Mark  Duncan  has  just  returned  from  his 
maiden  trip  for  the  Chicago  Talking  Machine 
Co.  through  Wisconsin  and  Illinois. 

Vitanola  Retail  Prices  Reduced 

Announcement  has  been  made  by  the  Vi- 
tanola Talking  Machine  Co.,  in  a  letter  sent 
out  to  distributors  and  dealers  under  date  of 
July  21,  that  after  that  date  the  retail  prices 
would  be  reduced  without  changing  the  margin 
of  profit  allowed  to  distributors  and  dealers. 
The  prices  now  in  force  are  as  follows:  Vitanola 
Six,  $105;  Vitanola  Eight,  $115;  Vitanola  Ten, 
$160;  Vitanola  Twelve,  $200;  Vitanola  Fourteen, 
$250;  Vitanola  Sixteen,  $260,  and  Vitanola  Seven- 
teen, $350. 

W.  H.  Wade  a  Director  of  Boosters'  Club 
For  the  past  two  years  of  Wm.  H.  Thomp- 
son's reign  as  Mayor  of  Chicago  much  activity 
has  been  devoted  to  "boosting"  this  city.  The 
battle  cry  of  the  boosters  has  been  "Throw 
away  your  hammer  and  get  a  horn,"  and  when 
the  Boosters'  Club  of  Chicago  made  a  tour  of 
the  Central  West  and  Western  States  recently 
they  blew  their  horns  in  every  locality  they 
passed  through.  The  purpose  of  this  Boosters' 
Club  is  to  let  the  world  know  that  Chicago  is  an 
bonest-to-goodness  business  city  and  pleasure 


resort  combined,  and  that  it  offers  more  possi- 
bilities per  square  inch  than  any  other  city  in 
the  world. 

When  the  Boosters  got  back  to  Chicago  it  was 
decided  to  open  an  information  booth  on  the 
first  floor  of  the  City  Hall,  where  visitors  to 
Chicago  could  obtain  information  and  literature 
on  every  local  industry.  This  booth  is  being  ad- 
vertised by  means  of  attractive  billboards  placed 


on  the  roads  to  Chicago  and  the  wording  reads 
as  follows:  "Stop  a  day  and  see  the  wonders  of 
Chicago.  For  information  apply  'Boost  Chicago 
Booth,  main  floor.  City  Hall,  Chicago'." 

One  of  the  members  of  the  board  of  directors 
of  the  Boosters'  Club  is  W.  H.  Wade,  of  the 
Wade  Talking  Machine  Co.,  who  has  been  rriade 
director  of  the  Boosters'  Club  Music  Division. 
{Continued  on  page  147) 


SUPERIOR  MOTORS  COMPANY 

HIGH  GRADE  PHONOGRAPH  MOTORS 


We  are  now  thoroughly  organized  and  equipped  for  manufacturing  Phonograph  Motors  in  large  quantities 

and  can  make  immediate  deliveries. 


WRITE    FOR  PRICES 

SUPERIOR  MOTORS  CO. 


361  West  Superior  Street 


CHICAGO,  ILL. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


145 


iDDDDDGCmifflSODDDtmaDDi 

The  Superior 
Lid  Support 

CA  Spring  Balance  Tjhat 
Does  Not  Warp  the  Lid 


A  mere  touch  of  the  finder  lifts  or 
closes  the  lid,  which  stops  at  any 
point  desired.  The  simplest  sup- 
port made.  Easiest  to  install.  Pos- 
itive and  noiseless  in  operation. 
Sample— Nickel  75c,  Gold  $1.50 

Prepaid  anywhere  upon  receipt  of  price.  Sub- 
mitted on  approval,  subject  to  return  witKin  a 
reasonable  time,  in  whicK  event  the  full  price  will 
be  refunded. 

Quantity  Prices  Quoted  on  Application 

Barnhart  Brothers  & 

S>      11        Monroe  &  Throop  Sts. 
pmdler  Chicago 


laDDDIlDDDDraraDDD™! 

PATHE  DEALERS 
and  JOBBERS 


The  SCOTF2RD  Model  I 
REPRODUCER 

Will  be  a  great  aid  in  developing  the  sale  of  Pathe 
Records.  Made  to  fit  the  Victor  gooseneck  exactly 
— it  is  as  quickly  attached  as  the  Victor  Reproducer 
is  quickly  removable.  An  Attachment  also  made  for 
applying  it  to  the  Columbia  Tonearm.  Order  a  sample 
and  realize  the  profit  for  you  in  the  richness  of  its  tone 
— surpassing  all  in  purity,  sweetness  and  power. 

NET  PRICES  OF  SAMPLES  PREPAID 
nickel  Plated  Scotfsrd  Model  I  Reproducer  ■  S5.50 
Gold  Plated  Scotfsrd  Model  I  Reproducer  -  6.50 
Nickel  Plated  Scotfsrd  Attachment  for  Columbia  .35 
Gold  Plated  Scotfsrd  Attachment  for  Columbia  .50 

Submitted  on  Approval,  subject  to  return,  in  which 
event  the  lull  price  paid  will  be  promptly  refunded. 

Liberal  Reduction  on  Quantity  Orders 
Profitable  Arrangement  for  Jobbers 

Barnhart  Brothers Cc  Spindkr 

Superior  Spcdaltles  fsr  Phonographs 
Monroe  and  Throop  SlPECts,  CI1ICZIGO 

maQQDQQDaQDDmaQDQQQDaQDH 


^Turned  up  from  either  lateral  or  ver- 
tical playinl*,  position,  cabinet  lid  when 
lowered  cannot  strike  the  reproducer 


Why  the  Owner  of  the  Ordinary 
Phonograph  Soon  Tires  of  It 

C  /  HERE  are  lately  a  few  phonograph  reproducers  which  avoid  the  usual  phon- 
o^raphic  sharp  metallic  tone  by  g,oin^  to  the  other  extreme  and  producing,  a 
flat,  unmusical  sound.  But  the  vast  majority  are  disagreeably  sharp  in  playing  the 
hig,h  notes.  This  sharpness  becomes  an  irritant  to  the  ear,  so  that  owners  of  such 
phonographs  soon  tire  of  playing  them,  lose  interest,  and  stop  buying  records. 
Nobody  ever  tires  of  genuine  music.  The  human  soul  craves  the  comforting  solace  and  ennobling 
inspiration  that  only  music  can  ^ive.  It  must  be  our  aim  to  satisfy  this  ^reat  need  —  not  the  passing 
jafe  of  jazz.  The  phonograph  must  become  an  instrument  of  genuine  music  if  it  is  to  endure. 
There  is  one  reproducer  that  measures  up  to  the  job  of  reproducing  musically  all  the  varying  qual- 
ities of  instrumental  and  vocal  tones.  It  is  never  sharp,  nor  in  avoiding  this  does  it  ever  descend  to 
the  other  extreme  of  flatness,  but  is  always  on  the  pitch,  exactly  reproducing  the  ori^,inal  rendition 
in  all  its  purity,  sweetness  and  power.  This  lon^  sought  ^oal  is  attained  in  the  Superior  Reproducer 
through  its  split  frame,  making  the  entire  soundbox  in  effect  a  spring  held  under  tension  by  a  lon^ 
adjusting  screw  through  the  two  pivot  lu^s  at  bottom. 


DISTINCTIVE  FEATURES  OF 
THE  SUPERIOR  REPRODUCER 

The  frame  of  the  reproducer  is  split  through,  making  the 
frame  in  effect  a  spring,  held  under  tension  by  an  adjustinfe 
screw  through  the  pivot  lu^s  at  bottom.  The  back  plate  is 
entirely  separate,  insulated  from  the  frame  by  a  rubber 
gasket,  and  does  not  interfere  with  tensioning  the  frame. 

It  is  the  spring  frame  of  this  reproducer  that  accomp- 
lishes the  important  achievement  of  absolutely  overcom- 
ing without  any  loss  of  volume  or  musical  quality  the 
usual  phonographic  sharp  metallic  tone  on  hifeh  notes.  It 
is  plain  that  tones  picked  up  from  the  record  by  the  needle 
and  diaphragm  mounted  in  a  spring  body  will  be  more  mu- 
sical than  will  result  when  the  body  is  of  soUd  and  hard 
metal,  or  of  toneless  and  absorbent  material. 

Note  particularly  that  the  entire  soundbox  is  in  effect  a 
spring.  The  split  which  accomplishes  this  result  is  the  most 
important  of  the  several  Scotford  patents.  Soundboxes 
which  attempt  to  overcome  the  sharpness  of  tone  by  em- 
ploying springs,  rubber,  fibre  or  other  cushioning  for  the 
needle  bar  pivotal  mounting,  or  use  a  composition  dia- 
phralm  of  sound-absorbinfe  nature,  result  only  in  making 
the  diaphrafem  less  sensitive  and  prevent  it  from  repro- 
ducing the  finer  shadings  and  overtones  in  the  record. 

The  springlike  frame  also  absorbs  the  extraneous  vibra- 
tions so  that  the  surface  noise  is  practically  eliminated. 
A  manufacturer  of  a  well-known  machine  who  is  an 
enthusiastic  user  of  the  Superior  reproducer  advertises 
as  his  slogan  "the  tone  without  the  scratch.!* 

Stronfe  basic  patents  have  been  granted  Mr.  Scotford  on 
the  universal  feature  of  his  reproducer  and  our  company 
holds  the  exclusive  franchise  to  manufacture  for  general 
sale  under  these  patents.  Mr.  Scotford  in  his  contract 
with  us  agrees  to  co-operate  in  developing  improvements, 
and  covenants  to  feive  us  before  others  the  opportunity  to 
review  all  new  ideas  or  inventions  he  may  originate  in  this 
line,  with  priority  rights  to  manufacture  and  sell  any  such 
that  are  approved. 

The  universal  feature  is  unique  in  that  the  needle  aliens 
with  the  pivotal  axis  on  which  the  reproducer  turns  from 
one  position  to  the  other.  This  holds  the  needle  on  exactly 
the  same  center  at  the  same  correct  an^le  in  both  lateral 
and  vertical  (hill-and-dale)  positions.  The  plane  of  the 
diaphragm  beinfe  inclined  with  respect  to  the  pivotal 
axis,  instead  of  the  ordinary  straight  needle  bar  of  normal 
leverage,  it  is  practicable  to  use  the  more  desirable  bar  of 
anfeular  shape  effecting  longer  leveraJie,  making  the  dia- 
phragm more  responsive  to  the  needle  action. 

The  needle  bar  is  pivoted  on  sharp  pointed  steel  screws , 
and  is  easily  kept  in  perfect  adjustment,  free  from  side 
play,  by  the  lonfe  adjusting  screw  through  the  lufes  above 
the  pivots.  Any  contraction  of  the  metal  parts  that  takes 
place  cannot  pinch  the  needle  bar  in  its  pivotal  mounting, 
and  thus  interfere  with  its  free  vibration,  owin^  to  the 
spring  construction  of  the  frame.  Anyexpansion  that  takes 
place,  or  wear  of  the  pivot  points,  causing  looseness  and 
side  play,  can  be  instantly  corrected  by  tifehteninfe  the 
lon^  adiustinSL  screw. 


DISTINCTIVE  FEATURES  OF 
THE  SCOTFORD  TONEARM 

The  connection  between  the  tonearm  and  reproducer  is 
perfectly  insulated  with  a  hard  rubber  bushing.  No  rattle 
of  one  metal  part  against  another  can  take  place  at  this  point 
of  greatest  wear.  Even  though  looseness  might  possibly 
develop  from  long  use  or  abuse,  because  of  the  rubber  be- 
tween the  two  metal  parts,  no  rattle  can  ever  result. 

Two  methods  of  raising  the  reproducer  for  changing  the 
needle  are  provided.  The  reproducer  and  tonearm  may  be 
lifted  straight  up  and  held  with  the  left  hand  while  chang- 
ing the  needle  with  the  right  hand.  Or  the  reproducer  may 
be  given  a  side  turn  to  the  right,  when  only  one  hand  is  used 
for  making  the  change  of  needle.  When  the  reproducer  is 
off  the  record  it  cannot  drop  low  enough  for  the  needle  to 
strike  the  motor  board ,  and  thus  chance  shattering  the  pivot 
points  and  at  the  same  time  mar  the  cabinet.  When  the  re- 
producer is  left  turned  up  from  either  lateral  or  vertical 
playing  position,  cabinet  lid  cannot  strike  it  when  lowered. 

In  the  SCOTFORD  Tone  arm  the  sound  waves  travel  in 
the  straightest,  most  direct  line  possible.  There  is  no  ob- 
struction anywhere  inside — an  absolutely  clear  passage  for 
the  sound  waves.  The  square  turn  offers  less  resistance  to 
the  sound  waves  than  is  met  with  in  an  arm  of  the  curved 
type.  Most  tonearms  follow  the  traditional  curve  of  wind 
instrumentSj^but  in  a  phonograph  tonearm  there  is  no  air 
pressure  to  force  the  sound  around  the  curve.  That  the 
square  turn  is  superior  to  the  curve  is  proven  in  the  play- 
ing.The  SCOTFORD  square  design  loses  none  of  the 
sound  in  the  passage,  but  delivers  the  tones  outward  in  full 
power  and  clarity.  f 

The  long  tube  is  very  light,  and  this,  together  with  the 
exceptionally  light  construction  of  the  reproducer,  gives  a 
much  lighter  pressure  of  the  needle  on  the  record  than  ap- 
pearance might  indicate.  With  a  needle  of  medium  length 
the  pressure  is  less  than  6  ounces.  This  weight  brings  out 
the  full  volume  of  tone  without  injury  to  records  of  any 
make.  A  curved  tonearm  with  the  swivel  joint  located  at 
the  base  would  throw  too  much  pressure  at  the  needle 
point.  In  the  square  turn  of  the  SCOTFORD  design  much 
of  the  weight  is  supported  by  the  base. 

The  main  tonearm  casting  supported  by  the  base  is  very 
heavy;  this  weight-prevents  a  rattle  developing  at  any  time 
in  the  base  bearings.  The  radial  movemeiit  at  the  base  is 
extremely  simple  and  perfectly  free  in  action.  A  cast  ring 
slides  around  on  four  smoothly  machined  bearing  points. 
This  construction  permits  a  clear  interior,  and  is  far  sup- 
erior to  the  obstructed  condition  in  other  tonearms  which 
swing  on  an  interior  pivot. 

The  inside  diameter  of  the  tonearm  at  the  base  is  2  inches , 
which  is  correct  to  accommodate  the  volume  of  sound 
obtainable  from  the  newest  records.  The  inside  rim  of  the 
base  is  extended  one-eighth  inch  below  the  flange,  fitting 
into  the  neck  of  the  cabinet  amplifying  chamber.  This 
obviates  using  a  rubber  or  felt  gasket  between  the  tonearm 
base  and  cabinet  mounting,  usually  necessary  in  other 
designs  to  prevent  a  leak  of  the  sound  at  this  point. 


Nickel 


Sample  SCOTFORD  Tonearm  and  Superior  Reproducer  with  Mica  Diaphragm  $9.25 
Extra  Reproducer  with  SCOTFORD  Black  Diaphragm  5.00 

Prepaid  anywhere,  on  rec^pt  of  price.  Submitted  on  approval,  subject  to 
return  within  a  reasonable  titne;  in  which  event  the  full  price  will  be  refunded 

Quantity  Prices  on  Application 

BARNHART  BROTHERS  &  SPINDLER 


Gold 
$11.25 
6.00 


Makers  of  SUPERIOR 
Specialties  for  Phonographs 


Monroe  and  Throop  Streets 
CHICAGO,  ILLINOIS 


BOIfflfflllDQmDQDQQIIICa™ 


146 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


4  n  1 1  i !  K-ki  mini  ijj3 


Phonograph  Motors 


MODEL  7-2  L 


MODEL  7-2  L 


Silent — Self-Lubricating — Enclosed 

FOUR  REAL  REASONS  FOR  UNITED  SUPERIORITY 


DESIGN 

The  basis  -of  all  motor  trouble  Is  faulty  deslga.  Workman- 
ship, however  good,  cannot  offset  It. 

It  Is  one  thing  to  make  a  motor  which  by  special  "tuning" 
and  adjustment  will  run  fairly  well  until  It  Is  shipped,  and 
quite  another  story  to  produce  motors  which  will  assemble 
into  cabinets  without  any  bother  and  run  "sweetly"  for  a 
term  of  years. 

Our  Engineers  did  oot  follow  the  beaten  path,  except  where 
old  practice  was  sound.  We  knew  by  experience  the  short- 
comiugs  of  the  phonograph  motor  and  solved  the  problems 
back  of  each  trouble,  and  that  those  troubles  are  overcome 
you  will  realize  when  you  test  and  analyze  the  United  Motor. 

LUBRICATION 

One  of  our  Engineers  was  for  years  designer  and  In  charge 
of  production  for  the  largest  makers  of  automatic  lubricat- 
ing equipment  in  this  country.  Naturally,  he  understands 
practical  lubrication  and  how  to  accomplish  it. 
A  continuously  silent  and  vlbrationless  motor  Is  absolutely 
impossible  without  automatic  lubrication  of  all  the  chief 
bearings    and    gears.      This    we   achieve   by    means    of  the 


enclosed  casting  and  a  capillary  oiling  system,  original,  sim- 
ple and  effective. 

The  motor  needs  no  attention  for  at  least  a  year,  when  a 
tablespoonful  of  oil  may  be  necessary.  The  enclosed  cast- 
ing makes  this  oiling  system  possible  and  keeps  out  dust  and 
dirt  and  protects  the  mechanism  In  handling. 

RESOURCES  AND  EQUIPMENT 

Excepting  only  springs  and  castings,  felts,  etc.,  we  make 
every  part  of  the  motor  in  our  own  works,  where  we  can 
and  do  vigilantly  control  accuracy  and  quality.  Our  tool 
equipment  is  modern  and  the  best  money  can  buy. 
Amply  financed,  material  requirements  covered,  we  have  no 
impediments  to  real  quality  production. 

CONCENTRATION 

We  make  just  one  thing— .The  United  Motor.  We  concen- 
trate on  it,  and  it  is  a  highly  specialized  business.  Our 
present  capacity  i.s  approximately  2,000  Motors  dally,  and 
we  have  been  making  big  quantities  for  years.  We  supply 
some  of  the  largest  talking  machine  companies  in  this  and 
other  countries. 


Supplied  in  2.  S  and  4  Spring  ModeU. 
Felt  and  Vclour  Table  Coverlnss,  Nlt'krl  and  Gold  Finish 
Write  UK  for  full  Information,  detail*  of  design,  model*,  price*,  etc. 


United  Manufacturing  &Distributing  Co. 

LAKE  SHORE  DRIVEand  OHIO  ST.    CHICAGO,  ILL. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


147 


YES,  THIS  IS 


QUALITY  FIRST 


THE  PERFECT  EDISON  ATTACHMENT 
WE  CAN  PROVE  IT— IF  YOU  WILL  SAY  — 
"Send  sample  on  approval"  or  ask  your  jobber 
Retail  Price,  Nickel  Plated,  $8.50   Highest  Grade  Gold  Plating  $12.50 

The  New  ORO-TONE  Safety  Point  Steel  Needle  Now  Ready 
Sample  Thousand  60  Cents 

Mfrs.  of  highest  grade  tone  arms,  reproducers,  attachments  for  phono- 
graphs for  playing  all  records.    Diamond  and  jewel  point  needles,  motors, 
;  supplies,  etc. 


ILLUSTRATION  SHOWS  THE  ORO-TONE  ATTACHED 


SuccesMors  to  COMBINATION  ATTACHMENT  CO. 

1808-10    IRVING   PARK   BOULEVARD,    CHICAGO,  ILL. 


FROM  OUR  CHICAGO  HEADQUARTERS— (Contmued  from  page  144) 


The  music  division,  by  the  way,  will  be  an  aux- 
iliary body  like  all  others,  and  these  auxiliaries 
together  will  constitute  the  main  body,  to  be 
known  as  the  Chicago  Boosters'  Publicity  Club. 

This  is  a  splendid  opportunity  for  the  music 
men  of  Chicago  to  have  their  literature  passed 
out  to  all  visitors.  We  understand  that  this 
literature  will  be  passed  out  free  and  the  only 
thing  necessary  for  the  music  men  to  do  will  be 
to  get  in  touch  with  Mr.  Wade  and  he  will  in 
turn  tell  them  what  is  wanted  of  them. 


McKINLEY  BUSINESS  BOOMING 

Chicago  Publishing  House  Reports  Splendid 
Prospects  for  Fall  Business — Teaching  and 
Concert  Music  Advanced  in  Price 


Chicago,  III.,  August  2.— D.  W.  Foster,  sales 
manager  of  the  McKinley  Music  Co.,  reports 
that  business  is  picking  up  nicely  and  that  the 
outlook  is  particularly  good  for  a  large  Fall 
business.  Both  teaching  and  concert  music  have 
been  selling  splendidly  all  season,  and  while 
there  was  more  or  less  of  a  slump  in  the  sales 
of  popular  songs  for  a  couple  of  months  this 
now  seems  to  be  over  and  business  in  all  classes 
of  music  is  at  present  above  normal. 

An  interesting  statement  to  the  6,000  McKinley 
agents  in  the  United  States  is  that  the  McKinley 
teaching  and  concert  music  will  retail  at  IS  cents 
per  copy  after  September  15,  instead  of  the  10 
cent  price  which  has  prevailed  for  many  years. 
I'he  dealer's  price  of  this  has  been  advanced  one 
cent  per  copy,  and  he  is  now  afforded  a  splendid 
profit  of  200  per  cent.  Fifty  new  numbers  are 
now  ready  to  be  added  to  the  line  on  September 
1,  and  the  line  is  being  constantly  improved  in 
every  way  by  better  paper,  better  music,  more 
artistic  title  pages,  etc. 

Several  McKinley  books,  including  "Pleasant 
Hours,"  "Root's  First  Steps,"  etc.,  will  be  ad- 
vanced in  price  September  IS,  and  orders  will  be 
accepted  until  that  date  on  both  McKinley  music 
and  books  at  the  old  rates. 

The  McKinley  Co.  has  a  very  popular  suc- 
cess in  the.  waltz  lullaby,  "Pickaninny  Blues." 
This  song  has  been  recorded  by  every  talking 
machine  and  roll  company  and  will  be  released 
by  Edison  in  August,  Q  R  S  in  September,  and 
Columbia  in  October,  and  at  present  it  is  being 
used  by  hundreds  of  acts  and  thousands  of  or- 
chestras all  over  the  country.  So  far  this  year 
the  McKinley  Co.  has  put  out  three  very  good 
hits,  "Sweet  Hawaiian  Moonlight,"  "Weeping 
Willow  Lane"  and  "Pickaninny  Blues." 

Of  t^ieir  new  numbers,  "One  Little  Girl," 
"Smoke  Rings"  and  "Overalls"  are  meeting  with 
big  favor  among  the  30-cent  sellers,  while  "Wish- 
ing Moon,"  "Floating  Down  to  Cotton  Town" 
and  "Shining  Moon"  are  selling  big  in  the  low- 
priced  lines. 


SELLING  COLUMBIA  RECORDS  TO  RETAILERS 


By  J.  KAPP,  Chicago 


[J'.  Kapp  celebrated  his  nineteenth  birthday  June  15. 
He  has  been  connected  with  the  Chicago  office  of  the 
Columbia  Cc.  since  he  was  fourteen,  when  he  started 
as  an  errand  boy  in  the  shipping  department.  This 
was  during  the  school  vacation,  and  for  the  next  four 
years  he  worked  during  vacation  time  only,  until  he 
had  worked  in  every  department  of  the  company's 
business.  When  he  graduated  from  high  school  two 
years  ago  he  accepted  an  office  position  with  the  Co- 
lumbia Co.  Six  months  later  he  was  given  charge  of 
the  city  dealers  and  then  complete  charge  of  the 
record  selling  for  the  branch. 

He  says  that  his  greatest  help  has  been  in  coming  in 
contact  with  big  men — to  have  somebody  to  look  up 
to — never  below.  It  has  made  him  take  the  proposition 
very  seriously  and  so  make  him  older  in  his  ways 
than  he  really  is.  Kapp  says  that  he  talks  records 
when  he  eats,  walks,  sleeps — all  the  time — that  the 
work  is  wonderfully  fascinating.     It  is  a  great  game. 

The  following  practical  talk  given  by  Mr.  Kapp  is 
the  result  of  several  months  of  evening  and  Saturday 
afternoon  work  in  dealers'  stores  in  every  part  of 
Chicago. — Editor.] 

Many  dealers  probably  are  wondering  why 
anyone  should  write  on  "How  to  Sell  Columbia 
Records."  Give  us  the  records  we  want,  they 
say.  We'll  sell  them.  And  here  is  a  serious 
proposition:  Do  your  customers  buy  your  rec- 
ords or  do  you  sell  them?  There's  a  big  dif- 
ference— as  big  as  day  and  night — and  when 
measured  in  the  increased  sales  at  the  end  of 
the  month  or  year  as  compared  to  the  previous 
year  they  make  the  wonderful  record  business 
which  everybody  has  enjoyed  very  small,  indeed, 

People  come  into  your  store  and  buy  "Dar- 


danella,"  "My  Isle  of  Golden  Dreams,"  "Vene- 
tian Moon,"  "When  My  Baby  Smiles  at  Me," 
etc.,  hut  you  sell  them  "Look  What  My  Boy 
Got  in  France,"  "I  Ain't  Gonna  Give  You  None 
of  My  Jellyroll,"  "Golden  Gate,"  etc.  The  for- 
mer you  merely  hand  out — the  latter  you  sell 
by  sales  talk,  recommendation  and  various  other 
ways. 

The  majority  of  people  that  come  into  a  deal- 
er's store  either  ask  for  a  certain  record  or  else 
do  not  know  what  they  want.  Now  if  someone 
asks  for  "Dardanella,"  hands  you  a  dollar  and 
walks  out  with  only  ONE  record  under  his 
arm  you  are  losing  money.  That  record  was 
sold  the  minute  the  customer  asked  for  it.  How 
many  of  us  say  when  a  customer  asks  for  "Dar- 
danella:" "Yes,  WE  have  'Dardanella';  have 
YOU  'Look  What  My  Boy  Got  in  France?'"  If 
they  have  it  they  will  say  so,  and  if  they  haven't 
it  they  will  want  to  hear  it,  and  nine  times  out 
of  ten  will  buy.  I  have  in  mind  a  large  dealer 
who  sold  3,600  records  with  1,200  "Dardanellas." 
Just  think!  Four  records  to  a  customer— clean- 
ing out  an  entire  stock  in  the  short  period  of 
two  months.    That  is  merchandising! 

{Contimied  on  page  149) 


Enthusiasm  is  the  genius  of  sincerity  and 
truth  accomplishes  no  victories  without  it.. 


Repair  Parts 

For  All  and  Every  Motor 
That  Was  Ever  Manufactured 


We  can  supply  any  part.  The  largest  and  most 
complete  assortment  of  repair  parts — in  the 
United  States — on  hand,  for  old  obsolete  and 
present-day  motors.  If  your  order  cannot  be 
filled  from  stock,  we  will  make  it  up  special. 

Special  prices  on  main  springs,  governor 
springs,  micas,  repair  parts,  motors,  tone  arms, 
steel  needles,  etc.,  in  quantity  lots. 

Expert  repairing  on  all  makes  of  phonographs 
and  motors. 


ntCO«POI!JiTE.J  UNDEK  THE 
LAWS  OF  ILLINOIS 


SUCCESSORS  -TO 
Standard  Talklnm  Machine  Co. 
ItnUtJ  Talkbtg  Maehinm  Co. 
Harmony  Talking  Machinm  Co. 
O'HtUI-JamS  Co. 
Aeatlao  Co. 


lligll  Gra<lcTj]Iino  Macluiws.DjiC  G^lUs; 
TaltingMiicMne  Supplies,  Etc 

227-229  W,  Washington  St.,  Chicago,  Illj 


TRAOe  MARK 

•CONSOLE- 


148 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


THE  AEOLIAN'VOCALION 

TThe  Phonograph  Supreme 

IN  homes  of  distinction,  discriminating  people  have  placed  the 
Vocalion,    Its  glorious  richness  of  tone  falls  on  appreciative 
ears;  its  dignified  cabinet  design  adds  to  the  beauty  of  the  room. 

Discriminating  buyers  readily  realize  the  fine  points  of  the 
Aeolian  -VOCALION,  such  as  The  Graduola  —  the  wonderful 
tone- controlling  feature  which  humanizes  this  phonograph. 

For  such  buyers  it  is  well  to  prepare. 

<3Iidweilern  ^i^ributors 

THE  AEOLIAN  COMPANY  of  CHICAGO 

529  SOUTH  WABASH  AVENUE,  CHICAGO,  ILLINOIS 


August  15,-1920 


THE    TALKING    MACHINE  WORLD 


149 


Show  Me  the  Motor 


you  ask  before  you  buy  a  motor  car. 
You  cannot  afford  to  be  less  critical  of 
the  motor  in  your  phonograph,  because 

Wise  PhonographBuyers  Are  Asking 
Is  It  Powerful — Endviring^ — Silent? 


IRONCLAD  MOTORS  ARE  BUILT  IN  SIX 
SIZES    WITH    GUARANTEED  PLAYING 
CAPACITIES    BASED    ON     TEN  INCH 
RECORDS  AS  GIVEN  BELOW: 

B-2 — 2  1-in.  springs;  plays    4  records 

C-2 — 2  lYn-'m.  springs;  plays    5  records 

B-3 — 3  1-in.  springs;  plays    6  records 

C-3 — 3  lJ4-in-  springs;  plays    8  records 

C-A — 4  lyi-'m.  springs;  plays  12  records 

C-6 — 6  1%-in.  springs;  plays  16  records 


When  You  Equip  With 

The  Original  Enclosed  Motor 

IRONCLAD 

Silent  as  a  Shadow 

The  Answer  Is  Convincingly,  Yes. 

And  you  can  prove  these  points  and  others  in  which  the 
IRONCLAD  excels  unquestionably. 

We  shall  be  glad  to  mail  literature  describing  IRONCLAD 
motors;  or  a  sample  motor  to  test  in  your  own  instrument,  and 
convince  you. 

GHERINGTON  MFG.  GO. 

IRONCLAD  MOTORS— TONE  ARMS 
WAUKEGAN,  ILLINOIS         -         -         -      U.  S.  A. 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  147) 


Oftentimes  a  customer  asks  for  a  sacred  rec- 
ord, such  as  "Onward  Christian  Soldiers,"  and 
it  is  humorous  to  see  how  the  dealer  will  recom- 
mend "Oh  What  a  Pal  Was  Mary"  or  some 
popular  record  for  the  customer's  second  choice. 
Suggestions  should  be  along  the  line  of  the  cus- 
tomer's choice. 

Psychology  is  a  great  factor  in  selling  rec- 
ords. I  was  selling  records  on  a  Saturday  eve- 
ning for  one  of  our  large  dealers  in  Chicago  and 
a  returned  soldier  walked  in.  I  saw  the  chance 
and  grasped  it.  The  soldier  had  "Look  What 
My  Boy  Got  in  France,"  "When  Yankee  Doodle 
Learns  to  Parlez  Vous  Francais,"  "On  a  Little 
Farm  in  Normandy,"  "You'll  Have  to  Put  Him 


to  Sleep  With  the  Marseillaise"  and  six  war 
songs  imder  his  arm  before  he  walked  out.  I 
couldn't  appreciate  those  songs,  but  there  never 
was  a  more  satisfied  customer  than  that  re- 
turned soldier.  The  dealer  could  be  doing  the 
same  thing  every  day  and  sell  many  of  the 


Magnities   Sumid   50  Times 
ACME  SOUND  AMPLIFIER 

Enables  the  reiialrman  to  locate  the  precise  point  of  origin 
of  unnecessary  noise  In  the  motor  vvllhuul  loss  nf  time 
or  useless  disorganization  of  the  mechanism  which  results 
fioin   gUL-ssing   or   tile   sense   of   hearing  alone. 

MAKES    EVERY    MOVING    PART  IMMEDIATELY 
ACCESSIBLE 

"Guesswork  Won't  Do" 

The  ACME  allows  a  test  with  the 
drag  of  the  needle  throughout  the 
length  of  the  record. 


The 

Acme  Speed  Indicator 

— is  precision  made. 
— clears  the  tone  arm. 
— I  ocates  motor 

troubles. 
— registers  78  and  80 
"The  tepairman'j  ttelhoscope."  revolutions. 
Made  by 

Acme  Engineering  &  Mfg.  Co. 


1622  Fulton  Street 


CHICAGO 


J.  Kapp 

records  lying  on  his  shelves  that  have  lost 
their  appeal  to  the  general  public  if  he  followed 
out  this  method. 

Concentration,  I  believe,  can  sell  anything. 
When  Chicago  wanted  its  Michigan  Avenue 
Bridge  for  May  14  it  was  finished.  You  have  a 
lot  of  records  on  your  shelves  that  can  be  sold 
this  way,  because  every  record  in  the  catalog 
can  be  sold.  You  may  ask,  "Well,  how  can  I 
sell  'Faugh  a  Ballah'?'  "  That  is  a  good  quartet 
record,  why  should  the  first  thought  be  "Good 
Night,  Angeline."  The  customer  wants  a  good 
ouartet  record,  the  selection  is  immaterial  and 
"Faugh  a  Ballah"  is  as  good  a  quartet  record  as 
any. 

You  may  ask  about  "Keep  Your  Head  Down, 
Fritzie  Boy,"  and  here  I  am  going  to  relate  what 
happened  at  another  dealer's  store  where  I  was 
selling  records.    A  man  asked  for  "Fritzie  Boy"; 


he  did  not  know  the  exact  name.  He  meant  the 
one  I  have  mentioned.  I  got  it  and  he  asked  me 
if  it  was  a  December  record  (this  was  six 
months  ago).  I  told  him  yes,  but  I  did  not  tell 
him  what  YEAR! 

At  the  same  store  a  week  later  I  had  a  man 
turn  down  "You'd  Be  Surprised"  for  "Look 
What  My  Boy  Got  in  France"  and  tickled  to 
death  that  he  had  made  the  change. 

Why  not  have  a  band  week?  Take  all  the 
b^nd  records  you  have  in  stock.  Advertise,  talk, 
recommend  band  records  for  that  week.  At  the 
end  of  the  week  j'ou'U  find  that  you  won't  have 
many  band  records  left.  Then  have  a  "Jolson 
Week,"  a  "Bayes  Week,"  a  "Ted  Lewis  Week," 
a  "Ponsella  Week,"  a  "Romaine  Week."  Fifty- 
two  concentrations  a  year.  You're  known  as  a 
live  wire — and  how  you  benefit  by  it.  Your  en- 
tire stock  turned  many  times. 

Some  day  take  five  records  from  stock  and 
make  up  your  mind  that  you  are  going  to  sell 
them.  You  will  before  the  day  is  over.  The 
first  time  I  'tried  this  I  took  eight  records  from 
a  dealer's  shelf  and  sold  seven  in  one  hour. 
These  included  "Look  What  My  Boy  Got  in 
France"  and  seven  other  war  songs  which  the 
dealer  called  "dead  stock."  The  number  of  so- 
called  "dead"  records  are  few  on  that  dealer's 
shelf  at  present. 

At  many  times  in  the  past  dealers  have  come 
in  worried  because  we  didn't  seem  to  have  this 
and  that  record  which  can  be  advertised  and 
used  as  a  drawing  card.  To  one  I  suggested 
that  he  advertise  six  records  we  could  supply, 
giving  the  customer  a  sales  talk  for  each  indi- 
vidual record.  This  dealer  sold  out  of  the  rec- 
ords and  was  enthusiastic  over  the  proposition— 
because  when  he  had  sold  out  and  created  a 
demand  he  could  obtain  more  from  us.  Here  is 
a  slogan  that  might  be  adopted: 

"If  we  worried  about  what  we  would  sell  if 
we  had  it — instead  of  selling  what  we  had  when 
(Continued  on  page  150) 


tHE   TALKING   MACHINE  WORLD 


August  IS,  1920 


If  They  Buy 
Dance  Records 


They'll  Want  a 


li 


The  dance  season  will  soon  be  here^ — and  every  buyer  of  a  dance 
record  is  a  prospect  for  Repeater-Stops  !    A  demonstration  is  a  sale. 


The  Repeater-Stop  may  be  set  to  automati- 
cally repeat  a  selection  once — twice — three 
times  or  indefinitely.  And  it  has  a  positive 
STOP  that  lifts  and  holds  the  needle  off  of 
the  record  when  it  comes  to  a  stop — auto- 
matically— making  it  impossible  to  scratch 
or  accidentally  break  expensive  records. 


The  Repeater-Stop  not  only  makes  dancing 
a  real  pleasure  but  it  is  easy  to  sell  to 
dance  enthusiasts,  schools,  language  stu- 
dents, and  in  every  home.  Point  these 
features  out  to  your  customer  and  you'll 
sell  one  to  nine  people  out  of  ten. 


Guaranteed  for  one  year — protected  by  basic  patents — and  fits  practically 
all  makes  of  phonographs. 

We've  an  interesting  proposition  to  make  to  dealers,  jobbers  and 
manufacturers. 

REPEATER-STOP  COMPANY,  115  S.  Dearborn  Street,  CHICAGO,  ILLINOIS 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  149) 


we  had  it — we  would  not  do  any  business."  Try 
it  out — it  means  money!  . 

Taking  advantage  of  special  occasions  at  the 
right  time  is  another  big  factor — hitting  the  iron 
while  it  is  hot.  When  everyone  was  talking 
about — worrying  over — and  cussing  the  coal 
situation  we  sent  a  Grafogram  to  our  dealers 
v/hich  read  as  follows:  "Special  Grafogram — 
A2688.  We  are  willing  to  bet  ten  to  one  'Your 
Boy  Is  on  the  Coal  Pile  Now.' "  You  should 
have  seen  the  orders  roll  in  for  this  record! 

On  January  16  we  sent  the  following:  A2710 — 
"Bring  Back  Those  Wonderful  Days."  Dealers 
wired  in  for  this  record,  which  had  not  at  first 
seemed  to  move.  We  sold  out  and  at  present 
we  are  having  all  we  can  do  to  supply  the  de- 
mand. 

Another  big  bet  we  are  overlooking  is  high- 
grade  record  business.  Everything  has  gone  up 
but  Columbia  Symphony  records  by  the  highest- 
grade  artists,  which  are  to-day  the  same  price 
they  were  five  years  ago.  If  someone  asks  for 
the  "Sunshine  of  Your  Smile"  or  "The  Star 
Spangled  Banner"  suggest  the  $1.50  record.  It 
is  regrettable  that  any  dealer  should  apologize 
to  his  customers  for  only  having  the  $1.50  record 
and  then  wonder  why  his  customer  walked  out. 
Suggest  the  highest-price  record.  The  customer 
feels  flattered  to  think  that  you  think  he  is  above 
the  average  by  recommending  this  higher-grade 
record.  We  all  like  to  feel  flattered  when  we 
go  to  buy  anything.  Another  thing,  Symphony 
record  business  is  all  velvet.  It  does  not  inter- 
fere with  the  sales  of  the  popular  records,  so  it 
is  business  worth  while  going  after.  Know 
these  records,  know  the  composer,  be  able  to 
tell  how  and  when  the  particular  selection  was 
written.  You  will  increase  the  interest  of  your 
customer  and  when  you  do  that  your  record 
is  nine  times  out  of  ten  sold. 

I  played  Ponseile's  aria  from  "La  Gioconda" 
twelve  times  straight  when  I  took  home  my 
samples,  but  believe  me  I  can  sell  it  now. 


I  am  very  enthusiastic  about  every  record 
that  comes  out — just  as  though  it  was  the  first 
record  that  I  ever  heard.  Enthusiasm  can  sell 
anything — that  is  why  I  am  enthusiastic,  but  I 
have  the  points  to  back  up  that  enthusiasm. 
Every  record  has  its  good  points.  They  out- 
shadow  the  bad  ones,  just  as  the  good  people 
of  the  world  outshadow  the  bad.  I  saw  some- 
thing humorous  in  "Look  What  My  Boy  Got  in 


France,"  became  enthusiastic  over  it  and  since 
October  1  we  have  sold  all  from  our  dealer's 
shelves  and  many  thousands  from  our  own 
shelves. 

We're  in  business  to  make  money,  so  let's 
become  enthusiastic  over  what  we  are  selling, 
let's  convey  the  good  germ  of  enthusiasm  to  our 
customers  and  then  watch  the  cash  register  pile 
up  its  good  total. 


UP-TO-DATE  DISPLAY  EQUIPMENT 


New  Records 


KVAH\  1920 


Your  goods  must  be  well 
displayed.  The  customer 
must  have  them  constantly 
brought  before  his  eyes. 

Goods  well  displayed  are 
half  sold.  Our  folder  on 
Display  Equipment  for 
Music  Stores  and  Records 
Shops  shows  fixtures  that 
are  valuable  to  you  to 
display  goods  on  in  an 


attractive  manner. 


Fill  out  coupon  ^ 
and  mail  to-  <P 

O'O       Send  us 
Folder  on 
0^  Display 
^Ov^  Equipment 
for  Music  Stores 
i  ,         and  Record  Shops. 


Name. 


Curtis-Leger  Fixture  Co. 

240  W.  Jaeksoa  Blvd.    Est.  1869      Chicago,  III. 


Address  

Town  &  State. 
Kind  of  Store  


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


151 


-a-i         IX   XX    XX   XX  XX   XX   XX   yx   xx   xx  xx   xx  a  yyzio: 


Die  Castinds 


High  Grade  Die  Castings 

Help  to  Make  High  Grade  Phonographs 

^  They  not  only  contribute  to  the  Finer 
Tonal  Results — add  Class  and  Finish  to 
the  instrument,  but  they  materially  reduce 
your  "Cost"  of  production. 

^  Accuracy  in  castings  without  the  labor 
of  machining  means  Time  Saved  It 
means  Increased  Production  —  It  means 
the  elimination  of  Error  in  Finishing — It 
means  More  Profit. 

C|  The  equipment  of  the  Saal  Plant  in- 
cludes only  the  very  latest  up-to-date  Auto- 
matic Die  Casting  Machines  which  have 
been  specially  designed  and  made  in  our 
own  factory. 

^ACCURACY  and  clean  cut  finished 
castings,  which  fit  to  .001  of  an  inch  and 
are  free  from  blow  holes,  burrs  or  other 
imperfections,  are  our  specialty. 

^  The  "Saal  Company"  can  now  take  good 
care  of  their  Phonograph  Customers' 
wants,  not  only  for  High  Grade  MOTORS, 
but  also  for  Die  Castings  of  Pho7iograpli 
Accessories.  Contracts  for  Tone  Arms — 
Sound  Boxes  and  other  cast  parts  will 
receive  prompt  attention. 

^  Send  us  your  problems.  We  will  solve 
them  for  you.  Our  Castings  are  RIGHT 
—our  Prices  FAVORABLE  — Quality 
GUARANTEED  and  On-Time  Deliveries 
ASSURED. 


H.6.Saal  Companii 

1800 Montrose  Ave.  Chicagalll. 


X 


X 
X 

5 


X 
X 


X 
X 


X 
X 


X 


X 
X 


X 
X 

X 
X 


152 


THE    TALKING    MACHINE  WORLD 


August  15.  1920 


HERE'S  YOUR  CHANCE 


TO  build  up  a  big  business  in  pho- 
nographs by  featuring  the  BLOOD 

TONE  ARM  AND  REPRODUCER 

with  Mute  Attachment — every  demon- 
stration means  a  sale. 

An  exclusive  sales  feature  that  . 
produces  marvelous  results 

The  "BLOOD,"  which  is  noted  for  its 
natural  and  lifelike  reproducing  quali- 
ties, is  still  further  improved  by  the 
addition  of  this  new  and  proved  in- 
vention, so  that  we  now  offer  you 


Improved  Tonal  Quality  plus  Perfect  Tone  Control 


What's  the  good  word? 

JEWEL  PHONOPARTS  COMPANY 


668-670  W.  WASHINGTON  BLVD. 
CHICAGO 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  150) 


H.  L.  COOMBS  WITH  TONOGRAPH 

Well-Known  Record  Salesman  Becomes  General 
Manager  of  Tonograph  Corp. 


business  particularly.  He  left  earh-  in  the 
month  for  an  extended  tour  through  the  Aliddle 
West,  which  takes  him  to  St.  Paul.  Minneapolis, 
Omaha.  Kansas  Cit3',  Denver,  Little  Rock  and 
Memphis. 


Chicago,  III.,  August  7. — H.  L.  Coombs,  well 
known  to  the  trade  for  his  activities  in  the 
wholesaling  of  records,  announces  his  resigna- 
tion from  the  position  of  sales  manager  for  the 
General  Phonograph  Corp.  of  Illinois,  where  he 
was  in  charge  of  the  sale  of  Okeh  records,  to 
become  general  manager  of  the  Tonograph 
Corp.,  manufacturer  of  talking  machines.  Mr. 
Coombs  has  had  considerable  experience  during 
the  past  few  j-ears  in  the  merchandising  of  talk- 
ing machine  records,  in  which  occupation  he 
has  had  great  opportunity  for  becoming  ac- 
quainted with  talking-machine  men  throughout 
the  country.  He  was  first  with  the  Emerson 
Co..  in  charge  of  its  New  England  sales,  later 
joining  the  forces  of  the  New  York  Recording 
Laboratories,  where  he  sold  Paramount  records. 
Lastly  he  has  handled  the  sales  in  Mid-West 
territorj'  of  Okeh  records. 

The  Tonograph  Corp.  has  its  headquarters  in 
Chicago,  but  manufactures  its  instruments  in 
Rockford,  111.  Mr.  Coombs  states  that  for  the 
present  the  concern  will  cultivate  the  jobbing 


INCREASE  CAPITAL  TO  $300,000 

Universal  Stamping  &  Mfg.  Co.  Announces  In- 
creased Capitalization — Business  Active 


Chic.\go,  III.,  August  5. — The  Universal  Stamp- 
ing &  Mfg.  Co..  1917-1925  S.  Western  ave.ire 
this  citj%  manufacturers  of  motors  and  other 
accessories,  announces  an  increased  capitaliza- 
tion from  $100,000  to  $303,000,  the  proceeds  of 
the  additional  stock  to  be  devoted  to  the  pur- 
chase of  raw  materials  in  large  quantities  to 
insure  continuous  production  and  to  provide  ad- 
ditional working  capital  necessary  to  handle  the 
business. 

The  company  has  enjoj-ed  unusual  prosperity 
since  its  organization  six  years  ago.  and  by  the 
pursuit  of  conservative  policies  has  built  up  a 
creditable  business  which  was  started  in  1914  by 
the  organization  of  a  partnership  consisting  of 
.\xel  .\.  Monson  and  John  Kucki  on  a  small 
capital.   On  May  4,  1915,  Messrs.  Monson  and 


Kucki,  with  Joseph  Wolff,  incorporated  the  Uni- 
versal Stamping  &  Mfg.  Co..  under  the  laws  of 
the  State  of  Illinois,  with  a  capital  stock  of 
$10,000.  The  company  was  organized  for  the 
purpose  of  manufacturing  dies,  metal  stampings, 
hardware,  tools  and  other  specialties,  and  en- 
joj'^ed  a  rapid  growth.  Within  a  course  of  five 
years  the  capital  stock  of  the  compa-.y  increased 
from  $10  000  to  $300,000.  The  earnings  from 
time  to  time  remained  in  the  business  as  addi- 
tional working  capital,  and  distributed  to  stock- 
holders in  the  nature  of  stock  dividends. 

During  the  war  the  company  diverted  its  ent'rc 
energy  to  war  work  and  received  large  contracts 
for  gun  mounts  from  the  U.  S.  Government. 

Immediately  upon  the  signing  of  the  armistice 
the  company  again  engaged  in  its  regular  com- 
mercial activities,  and,  realizing  the  possibilities 
of  the  talking  machine  field,  directed  its  energies 
to  the  perfection  of  phonograph  motors. 

The  officers  and  directors  of  the  company 
are:  A.xel  A.  Monson,  president;  John  Kucki, 
vice-president;  Joseph  Wolff,  secretary:  Sanford 
E.  Harris,  R.  Gordon  Mills. 

The  company's  efforts  are  now  being  concen- 
trated on  the  Xew  Master  Model  Xo.  20,  an 
enclosed  phonograph  motor  which  incorporates 
some  new  principles  of  construction. 


JDY  MFG.  CO.  CHICAGO-  p*T»»L-o 


WE  ILLUSTRATE  THE 

"HANDY"  "^a'p"'^ 

WE  ALSO  MAKE  IT  STATIONARY 

Nothing  better  made  for  Clamping  and 
Squaring  Talking  Machine  Cabinets 

Write  for  Catalogue  of  C/ampins  Machines 
for  "Domes**  and  for  all  purposes , 

VENEER  PRESSES  AND  CLAMPS 

HANDY  MFG.  CO. 

27  E,  Madison  St.,  Chicago,  111. 


AMBEROLAS 

will  sell  themselves  if 
given  a  fair  chance. 


IVe  ship  anywhere  in  ihe  U.  S. 


J.  1.  LYONS 

17  WEST  LAKE  STREET 
CHICAGO 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


153 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  152) 


RETURNING  NOW  TO  A  BUYERS'  MARKET 


By  H.  B.  BIBB,  Sales  Manager,  Illinois 


A  buj'ers'  market  represents,  after  all,  a  nor- 
mal condition.  Tlie  fact  that  the  trade  has 
returned  to  it  constitutes  one  of  the  greatest 
blessings  of  recent  months:  A  buyers'  market 
tends  to  distinguish  between  the  manufacturer 
and  dealer  whose  policies  are  right  and  the 
manufacturer  and  dealer  whose  policies  are 
wrong.    The  dealer  who  offers  dollar  for  dollar 


Division  Brunswick-Balke-CoUender  Co.  | 

iNilliilllNillii:i'iiillli:ilililllillliNlili:i!liilllNlliilllilillliil!iiiiiiiiliiiiiiiiiiiiiii^ 

sive  dealer.  He  will  probably  be  able  to  secure 
a  larger  number  of  machines  in  the  future  with 
which  to  defeat  inferior  competition. 

No  less  than  ten  exclusive  Brunswick  shops 
are  in  preparation  here  in  Chicago  and  a  num- 
ber of  representative  merchants  in  this  territory 
whose  applications  have  been  on  file  for  a 
month  are  gradually  being  taken  care  of.  The 
man  who  makes  it  his  business  to  study  the 
talking  machine  game  thoroughly  and  who  is 
willing  to  employ  sales  methods  and  ideas 
which  have  been  proved  to  be  unquestionably 
valuable  has  nothing  to  fear,  provided  he  is 
able  to  offer  a  meritorious  product. 


STARTS  CO=OPERATIVE  PLAN 


Employes  to  Share  in  Management  of  Federal 
Electric   Co.,  Says  President  Gilchrist 


Chicago,  III.,  Aug.  2. — Announcement  that  plan^ 
were  in  contemplation  under  which  employes  of 
the  Federal  Electric  Co.  would  have  a  voice  in  the 
management  of  the  company  was  made  by  John 
K.  Gilchrist,  president,  in  an  address  delivered 
the  closing  week  of  June  at  a  housewarming  at 


H.  B.  Bibb 

value  will  be  able  to  stand  the  test  of  such  a 
market. 

There  is  more  or  less  talk  about  slowing  down 
in  the  talking  machine  business,  but  after  a 
careful  investigation  in  the  Chicago  territory  I 
find  that  present  conditions  as  well  as  future 
prospects  are  very  satisfactory.  The  dealers 
themselves  are  greatly  encouraged  by  the  gen- 
eral improvement  the  retail  business  has  shown 
in  the  past  thirty  days. 

Evidence  has  come  up  which  undeniably 
points  to  a  Fall  business  similar  in  man}'  re- 
spects to  that  of  a  year  ago.  The  realization 
has  been  brought  home  to  dealers  that  the  re- 
wards are  as  great  as  ever  before  for  the  mer- 
chant with  the  right  product  and  the  right 
methods,  and  these  men  are  coming  to  know 
that  if  they  will  only  extend  their  efforts  they 
will  secure  .more,  business  than  ever  before.  The 
principle  which  has  evolved  the  human  race,  the. 
.survival  of  the  fittest  is  now  making  its  proper, 
application  .to  the  talking  machine  industry. 
There  is  this  much  to  be  said  for  the  progres- 


Mr.  Gilchrist  Surrounded  by  Employes'  Children 

the  concern's  new  plant.  Eighty-seventh  and 
State  streets,  this  city. 

■  We  want  our  employes  to  feel  that  their  ef- 
forts are  being  appreciated,"  declared  Mr.  Gil- 
■  Christ.  "We  cannot  give  a  definite  outline  at 
present  of  what  the  plan  will  be,  but  it  will  be 
in  conformity  with  some  of  the  new  ideas  of 
employes'  representation." 


WE  CARRY  A  FULL  LINE  OF  MOTORS, 
TONE  ARMS.  ACCESSORIES  AND  HARD- 
WARE. 

Send  for  Our  New  Catalog 

CAN  YOU  BEAT  IT? 

LAKESIDE 
ELECTROPHONE 

An  Electric  Driven 
Phonograph 

DEALERS  WRITE  FOR 
DISCOUNTS 

RETAIL  $135 

Furnished  in  All  Stand- 
ard Finishes,  45"  High, 
18%"  Wide,  21-  Deep 
Many  Inquiries  and  Or- 
ders Already  Received  on 
"Electrophones" 

Onr  New  Anlsmatic  Slop  Now 
Heady  for  Distribotion 

For  the  convenience  of 
-)ur  Pacific  Coast  Cus- 
tomers we  liave  estab- 
lished a  Western  Divi- 
sion, with  Headquarters 
at  Williams  Bldg.,  San 
Francisco,  Ca.l. 


Air.  Gilchrist  told  the  employes  that  they 
could  purchase  stock  in  the  company  at  almost 
any  terms  convenient  to  themselves  and  said  he 
was  very  pleased  to  observe  that  approximately 
40  per  cent  of  the  employes  were  already  stock- 
holders. 

More  than  a  thousand  persons  were  guests  at 
the  housewarming,  which  was  celebrated  by 
dancing,  baseball  games,  field  events,  vaude- 
ville, aeroplane  ascensions  and  a  luncheon. 


RECENT  BRUNSWICK  APPOINTMENTS 

Following  its  recent  sales  convention  the 
Brunswick-Balke-Collender  Co.  announced  that 
W.  P.  White,  formerly  sales  manager  of  the 
Paramount  Talking  Machine,  will  be  a  general 
traveling  representative  for  Brunswick.  It  was 
also  stated  that  A.  G.  Barr  will  assume  charge 
of  the  phonograph  department  of  the  Brunswick- 
Balke-Collender  Co.  at  Indianapolis. 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Caih  with  order 

State  nake 
o(  tone  arm  aied 


Alio  made 
with  long 
brake  thoe 
for  1  inch 
offset 


PiIeDted  Au(.  2>.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  Jor  aUratUec  ^uantily  prict 

PERFEa  AUTOMATIC  BRAKE  CO. 

Room  400,  42S  S.  W»bash  At*.,  Chicago 


154 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


HOLD  EMPIRE  SALES  CONFERENCE 


Sales  Representatives  of  Empire  Talking  Ma- 
chine Co.  Gather  in  Chicago  for  Four-day 
Conference — Interesting  Topics  Discussed 


Chicago,  III.,  August  7. — A  four-day  program 
of  business  and  pleasure  occupied  the  assembled 
sales  representatives  of  the  Empire  Talking 
Machine  Co.  in  this  city  on  Wednesday,  Thurs- 
day, Friday  and  Saturday,  August  4  to  7.  There 


Left  to  Right:  W.  P.  Loucks,  cabinet  factory  superintendent;  Louis  Merki, 
California  representative;  Carl  P.  Johnson,  of  Johnson,  jJead  &  Co.;  Victor  P.  Sabin, 
export  rnanager;  W.  G.  Grice,  credit  manager;  R.  N.  Oates,  Indiana,  Kentucky  and 
Tennessee  representative;  W.  J.  McNamara,  president  Empire  Phonoparts  Co.;  A.  R. 
Mitchell,  Eastern  sales  manager;  John  H.  Steinmetz,  president;  Victor  Fegley,  New 
York;  Geo.  C.  Ulrich,  Philadelphia  representative;  L.  E.  Tucker,  Michigan  representa- 
tive; A.  L.  E.  Strassburger,  manager  record  stock  department;  Max  Kleckner,  Central 
Northwestern  States  representative ;  George  P.  Hobart,  Johnson,  Read  &  Co. ;  W.  G. 
Mankey,  Ohio  representative;  E.  B.  Kropp,  assistant  treasurer;  A.  L.  Addison,  sales 
manager.     Standing:  Chas.  T.  Phelan,  Southwestern  representative. 

were  meetings  at  the  Empire  headquarters  on 
Wabash  avenue  each  day,  at  which  discussions 
concerning  sales  and  service  of  Empire  instru- 
ments were  taken  up.  Starting  Wednesday 
morning  there  was  a  reception  and  assembly  in 
the  meeting  room  on  the  fifth  floor  of  the  build- 
ing at  423  South  Wabash  avenue.  At  12.30  ad- 
journment for  lunch  was  called.  In  the  after- 
noon the  meeting  was  reconvened  at  1.30,  when 
general  discussion  was  in  order  for  the  rest  of 


the  afternoon.  It  was  planned  to  make  an  auto- 
mobile tour  of  the  Chicago  boulevard  system, 
but  the  visiting  salesmen  became  so  interested 
in  the  discussion  being  held  that  it  was  unani- 
mously voted  to  postpone  the  auto  trip  until 
fi.Hturday  afternoon.  Wednesday  evening  the 
sales  representatives  were  dined  at  the  Terrace 
Gardens.  Thursday  morning  the  visitors  were 
addressed  by  Mr.  Read,  of  the  Johnson-Read 
Advertising  Agency.  Thursday  evening  a  ban- 
quet was  given  at  the  Chicago  Athletic  Club, 

greatly  enjoyed  by  all. 
Friday  morning  and 
afternoon  were  fea- 
tured by  general  dis- 
cussion and  by  ad- 
dresses by  W.  J.  Mc- 
Namara, of  the  Em- 
pire Phonoparts  Co. 
Friday  night  there 
was  a  theatre  party. 
Saturday  morning 
general  discussion  was 
again  in  order,  after 
which  there  was  an 
address  by  W.  John- 
son, also  of  the  John- 
son-Read Advertising 
Agency.  Adjourn- 
ment was  called  at 
1.30. 

Those     in  attend- 
ance  at   the  conven- 
tion were  as  follows: 
V.    P.    Sabin,  export 
manager,  44  Pine 
street.  New  York;  A. 
R.  Mitchell,  Williamsport,  Pa.;  W.  G.  Mankey, 
Columbus,  O.;  Louis  Merki,  San  Francisco,  Cal.; 
George    C.    Ulrich,    Philadelphia,    Pa.;  Max 
Kleckner,  Minneapolis,  Minn.;  L.  E.Tucker,  Ovid 
Mich.;  R.  N.  Oates,  New  Albany,  Ind.,  and  C. 
T.  Phelan,  Dallas,  Tex. 


REPAIRS 

Motors,  Reproducers,  Etc.,  Repaired 
by  Experts — Quick  Delivery  Ser- 
vice—Correct Prices. 

Write  for  Our  Circular  "C" 

ROSENBERG   PHONOGRAPH  CO. 


1252  S.  Jefferson  St. 

CANAL  4325 


CHICAGO 


PROGRESS  OF  MANDEL  CO.  AFFAIRS 


Reorganization  Plans  Under  Way — Creditors 
Accept  Composition  Offer — To  Liquidate  Claims 


Chicago,  III.,  August  9. — It  has  just  been  an- 
nounced that  the  reorganization  plans  of  the 
Mandel  Mfg.  Co.,  which  are  now  under  way,  are 
progressing  satisfactorily,  although  they  will 
not  be  completed  for  a  couple  of  weeks.  The  of- 
ficers of  the  company  expect  to  have  the  busi- 
ness working  about  normal  within  a  very  few 
weeks. 

The  composition  proposed  to  the  creditors  of 
SO  per  cent  in  cash  and  an  equal  amount  in 
stock  has  been  accepted  by  the  requisite  ma- 
jority of  the  creditors  and  has  been  approved 
by  the  court.  The  necessary  cash  to  liquidate 
the  claims  is  now  being  paid  into  the  U.  S. 
District  Court  and  the  clerk  of  the  court  is  ex- 
pected to  begin  paying  out  this  cash  to  the 
creditors  whose  proofs  of  claim  have  been  re- 
ceived by  August  16. 

Frank  McKee,  a  local  banker,  is  acting  as 
trustee  for  the  benefit  of  the  creditors. 


If  you  lack  confidence  in  yourself,  how  can 
you  expect  your  customer  to  have  confidence  in 
the  line  you  are  selling? 


Manager  Frey,  of  Frey's  sporting  goods  house 
of  Baker,  Ore.,  exclusive  Brunswick  dealer,  re- 
ports the  sale  of  five  high-priced  model  Bruns- 
wicks  to  a  logging  camp  settlement.  The  higher- 
priced  models  are  in  demand  throughout  his  dis- 
trict. 


ROEMER  m.  Perfect  Performance 


One  Piece  Motor  Casting  is  an 
exclusive,  patented  feature  of 
the  Roemer  Motor  and  abso- 
lutely eliminates  the  danger  of 
gears  getting  out  of  alignment, 
thus  assuring — 


The  Reamrr 
saves  $.30 
installation 

cost  per 
machine  due 
to  its  11^  in. 
steel  motor 
holding  board 

whic!] 
immensely 
facilitates 
installations 


Continuous 


^/yf'l  cfgyf*f'1f\f%     This  is  only  one  of  the  many  exclusive  features  that  is  winning 
%*K,Ll\JI  I  favor  of  manufacturers  who  have  seen  and  inspected  the 

Roemer   Motor.   Let    us    inform    you   concerning    the  others 

ROEMER  MFG.  CO.,    1916  W.  Lake  St.,    CHICAGO,  ILL. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


155 


BIG  RECORD  DEMAND  BOOSTS  MILWAUKEE  SUMMER  TRADE 

Portable  Types  of  Machines  Also  Sell  Well— Preparing  for  an  Active  Fall  Campaign— Working  for 
the  Advancement  of  Music — Bradford  Co.  Improvements — ^Other  News 

to  the  fact  that  dealers  are  expected  to  come 
to  the  convention  on  September  1,  regardless  of 
whether  or  not  they  are  members.  President 
Zinke  feels  sure  that  non-members  will  easily 
be  converted  to  association  co-operators  by  this 
meeting. 

The  National  Association  of  Music  Merchants 
and  its.  parent  body,  the  Music  Industries  Cham- 
ber of  Commerce,  are  taking  much  interest  in 
the  Milwaukee  convention  and  when  General 
Manager  Alfred  L.  Smith  was  here  a  few  weeks 
ago  and  was  shown  plans  he  promised  to  use 
his  best  efforts  to  induce  R.  B.  Aldcroftt,  presi- 
dent of  the  Chamber,  to  come  West  at  that 
time  to  address  the  Wisconsin  dealers. 

It  is  likely  that  a  number  of  dealers  will  make 
exhibits  at  the  annual  exposition  at  the  Audi- 
torium conducted  under  auspices  of  The  Jour- 
nal, a  leading  Milwaukee  newspaper,  from  Oc- 
tober 7  to  14.  Last  year,  when  the  show  was 
held  late  in  November,  it  was  known  as  the 
Food,  Household  and  Music  Exposition.  This 
year  the  Milwaukee  Association  of  Music  Indus- 
tries will  not  undertake  the  promotion  of  a 
music  show  in  this  connection,  consequently  the 
exposition  will  have  the  name  of  Food  and 
Household  Exposition.  However,  some  space 
will  be  reserved  for  music  dealers,  but  these 
will  not  be  segregated  as  last  year.  It  is  the 
ambition  of  the  local  and  State  dealers'  asso- 
ciations to  conduct  a  big  music  exposition  of 
their  own  within  a  year  or  two. 

An  example  of  th*  spirit  of  the  times  is  found 
in  the  J.  B.  Bradford  Piano  Co.,  Victor  and 
Sonora  dealer,  which  is  rebuilding  its  main  store 
on  Broadway  at  a  cost  of  $25,000  or  more,  and 
afterward  will  rebuild  the  South  Side  store.  An 
elaborate  front  window  has  been  installed  at  the 
main  store,  replacing  the  former  divided  dis- 
play windows.  A  feature  of  the  improvements 
is  the  installation  of  a  new  service  counter  and 
filing  cases  and  nine  new  booths  for  Victor  rec- 
ords on  the  main  floor.  The  second  floor  will  be 
used  exclusively  for  the  talking  machine  depart- 
ment, with  special  rooms  for  period  types.  The 
entire  three-story  building  will  be  finished  in 
antique  ivory,  and  refurnished  throughout. 

The  William  A.  Conklin  Piano  Co.,  a  widely 
known  Columbia  dealer  on  the  South  Side  of  Mil- 
waukee, moved  August  1  from  731  Greenfield  ave- 
nue to  a  new  and  more  commodious  store  at  471 
Eleventh  avenue.  The  Grafonola  parlors,  rec- 
ord counter  and  demonstration  facilities  are  not- 
able among  the  fine  equipment. 

The  R.  H.  Zinke  Music  Co.,  which  opened  for 
business  in  April  and  is  one  of  the  leading  Vic- 
tor dealers  of  the  East  Side,  held  a  sort  of  house- 
warming  during  the  first  two  days  in  August. 
Since  taking  over  the  store,  R.  H.  Zinke  has  re- 
built the  entire  interior  and  refurnished  the  store 
throughout.  New  Victor  booths  have  been  added, 
and  some  new  ideas  in  Victor  record  filing  cases 
and  service  counter  have  been  carried  out. 

The  Wm.  A.  Kaun  Music  Co.  announced  its 
conversion  from  a  sheet-music  house  into  a  gen- 
eral music  store  late  in  July,  following  the  re- 
construction of  the  interior  of  its  store.  It  has 
taken  over  the  space  formerly  occupied  by  the 
Smith  Piano  Co.  The  Kaun  "Co.  has  the  Colum- 
bia franchise  and  is  making  a  distinct  feature  of 
the  talking  machine  department. 

A.  G.  Kunde,  pioneer  Columbia  dealer  and 


Milwaukee,  Wis.,  August  10.— Usually  during 
the  mid-Summer  season  talking  machine  dealers 
keep  occupied  mainly  with  record  selling,  in- 
strument sales  being  confined  to  the  major  ex- 
tent to  the  portable  styles  or  small  cabinet  types 
suitable  for  the  Summer  home,  the  front  porch 
or  the  cottage  at  the  lakes.  The  remainder  of 
their  time  the  dealers  customarily  employed 
in  getting  the  house  in  order  for  the  reception 
of  Fall  merchandise  and  holiday  stocks.  But 
this  Summer  it  has  been  somewhat  different. 
While  sales  of  records  have  been  the  heaviest 
ever  known  and  limited  only  by  the  ability  of 
dealers  to  obtain  adequate  supplies  of  all  num- 
bers, a  relatively  excellent  volume  of  trade  in  the 
larger  and  higher-priced  cabinet  styles  of  talk- 
ing machines  has  favored  the  local  dealers.  The 
call  for  the  portable  styles  likewise  has  been 
far  beyond  the  usual  demand,  despite  the  fact 
that  until  now  there  has  been  little  or  no  hot 
weather  to  drive  city  folks  to  the  hundreds  of 
lakes  in  the  -vicinity  of  Milwaukee. 

The  supply  of  instruments  is  somewhat  freer 
than  it  has  been  since  a  year  ago,  although  it 
is  not  yet  what  it  should  be.  The  accumulations 
of  stocks,  however,  has  been  rendered  difficult 
because  the  demand  has  been  so  active  that 
whenever  the  supply  increases  sales  offset  the 
gain.  The  complaint  heard  in  so  many  other 
lines  of  business  concerning  retrenchment  in 
consumer  buying  is  not  appreciable  in  any  of 
the  musical  instrument  lines,  when  this  Sum- 
mer's business  is  compared  with  that  of  the  aver- 
age mid-season  period. 

It  is  with  a  great  deal  of  optimism  that  the 
local  trade  is  preparing  for  Fall  and  holiday 
trade.  The  orders  which  dealers  have  placed 
with  wholesalers  are  in  almost  every  case 
founded  on  the  idea  of  taking  everything  they 
can  get  between  now  and  Christmas.  No  hesi- 
tancy' in  buying  has  been  noticed. 

Indicative  of  the  manner  in  which  local  deal- 
ers are  looking  for  a  bright  and  promising  fu- 
ture, immediate  and  distant,  is  the  unusual  num- 
ber of  new  stores  being  established  and  the  re- 
construction and  enlargement  of  existing  stores 
to  handle  increased  volume.  Heavy  investments 
are  being  made  in  such  improvements  which 
testify  to  the  confidence  that  the  trade  holds  in 
the  future. 

Organized  efforts  for  the  advancement  of  the 
music  business  also  are  being  continued  on  a 
broad  scale  by  the  local  and  State  dealers'  asso- 
ciations. The  Milwaukee  Association  of  Music 
Industries  plans  to  repeat  this  year  the  success- 
ful music  festival  conducted  for  the  first  time 
at  the  Wisconsin  State  Fair  in  1919.  This  year's 
exposition  is  two  weeks 'earlier,  or  on  August 
30  to  September  4,  giving  the  trade  an  early 
start  on  the  promotion  of  Fall  business. 

State  Fair  Week  also  will  witness  the  gath- 
ering of  State  dealers  for  the  second  annual 
trade  conference  under  auspices  of  the  Wiscon- 
sin Association  of  Music  Industries,  which  will 
be  held  Wednesday,  September  1,  in  Milwaukee. 
President  Richard  H.  Zinke  is  making  an  ener- 
getic campaign  for  memberships,  which  will 
wind  up  with  the  annual  convention.  Every 
dealer  in  talking  machines  and  other  musical  in- 
struments and  merchandise  in  the  State  is  being 
canvassed.  A  monthly  bulletin  is  issued  to  the 
entire  list.    The  August  bulletin  calls  attention 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us? 


EXCLUSIVELY  WHOLESALE 


BADGER  TALKING-MACHINE  CO.  in'5,%Kg 


135  Second  Street 

WIS. 


VICTOR  DISTRIBUTORS 


MELODIA 

The  Phonograph  Played  and 
Endorsed  by 

Gino  Marinuzzi 

Composer  and  Musical  Director 


of  the 


Chicago  Opera  Company 


Its  natural  rendition,  attained  after  years 
of  laborious  experiments,  has  won  for  the 
Melodia  a  place  of  prominence  in  the  hearts 
and  homes  of  music  lovers. 

All  agree  that  the  voices  of  Caruso,  Galli- 
Curci  and  other  famed  artists  are  reproduced 
in  a  most  life-like  manner  by  The  Melodia. 

It  is  artistically  designed  and  scientifically 
constructed.  Its  equipment  is  the  best  ob- 
tainable. 

Dealers  interested  in  something  new  and 
better  write  for  further  information. 

The  Melodia  Phonograph  Co. 

400-406  N.  Sangamon  St.,        Chicago,  III. 


L 


jobber  of  this  city,  is  taking  a  three  months'  tour 
of  Europe  as  a  member  of  a  party  of  more  than 
100  formed  by  the  Wisconsin  Bankers'  Associa- 
tion to  visit  the  battlefields  of  the  late  war  and 
survey  business  conditions  on  the  Continent  as 
well  as  on  the  British  Isles.  The  party  sailed 
from  New  York  on  July  19.  Mrs.  Kunde  is 
taking  charge  of  the  store  at  516  Grand  avenue 
during  Mr.  Kunde's  absence. 

F.  D.  D.  Holmes,  secretary  and  manager  of  the 
Smith  Piano  Co.,  a  leading  West  Side  Columbia 
dealer,  recently  underwent  a  serious  operation 
but  has  fully  recovered  and  is  again  at  his  desk. 


NEW  ORLEANS  EDISON  MEN  TO  MEET 

Edison  dealers  located  in  the  New  Orleans 
jobbing  territory  have  just  announced,  through 
L.  T.  Donnelly,  sales  manager  of  the  Diamond 
Music  Co.,  that  they  will  hold  their  annual  con- 
vention in  that  city  the  latter  part  of  this  month. 
The  exact  dates  have  not  yet  been  made  known. 
It  is  understood  that  the  Edison  laboratories 
will  be  represented  at  the  convention. 


156 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  new  Columbia  ''Tack  Around''  Road  Signs  are 
ttie  advertising  stunt  ttiat  spreads  your  customer 
territory.  Plaster  your  vicinity  with  these  signs 
prominently  featuring  your  shop.  The  expense  is 
nominal. 


Columbia  Graphophone  Co. 

NEW  YORK 


NEW  PATHE  DISTRIBUTORS  ACTIVE 


Commonwealth  Phonograph  Co.,  Springfield, 
Mass.,  Have  Elaborate  Quarters  for  Display- 
ing and  Handling  That  Product  in  Big  Way 


Springfield,  Al.^ss.,  August  3. — The  Common- 
wealth Phonograph  Co.  of  this  city,  lately  ap- 
pointed distributors  of  Pathe  phonographs  and 
records,  are  alread}'  achieving  satisfactory  re- 


of  this  new  distributing  house  from  the  verj' 
beginning  has  been  wholesale  exclusively,  with 
service  as  the  watchword. 

The  list  of  dealers  being  served  by  the  Com- 
monwealth Phonograph  Co.  is  growing  through- 
out New  England  and  an  energetic  campaign 
to  feature  Commonwealth  service  is  under  way. 
It  is  planned  to  augment  the  present  sales  staff 
by  two  additional  men  at  a  very  early  date. 

E.  L.  Hadd,  sales  manager  of  the  company,  has 
had  manj'  3'ears'  experience  in  the  talking  ma- 
chine field,  having  been  with  McCreery's  of 
Pittsburgh  for  a  number  of  years  and  also  in  the 
talking  machine  department  of  G.  Schirmer,  of 
New  York  City.  Mr.  Hadd  has  already  put  into 
effect  a  number  of  progressive  ideas  that  are 
resulting  in  the  building  up  of  the  Common- 
wealth business.    Kenneth  R.  Penning,  son  of 

F.  A.  Penning,  co-partner  with  Miss  M.  A.  Bill, 
has  lately  joined  the  Commonwealth  organiza- 
tion and  is  giving  his  especial  attention  to  the 


EDISON  DEALERS  AT  LABORATORIES 


Several  Men  From  the  West  Pay  Visit  to  Or- 
ange— W.  A.  Verrinder's  New  Venture 


Commonwealth  Building  at  21-23  Lyman  St. 

suits  with  this  well-known  line.  With  an  ej'e 
to  the  future  for  Pathe  products,  facilities  that 
would  allow  for  considerable  expansion  were 
provided  for  at  the  outset.  The  location  of  the 
headquarters,  21-23  Lyman  street,  close  to  the 
freight  stations  of  the  various  railroads  enter- 
ing Springfield,  saves  much  time  in  the  receiv- 
ing and  re-shipping  of  the  merchandise.  Spa- 


.\mong  the  recent  visitors  at  the  Edison  lab- 
oratories were  Walter  A.  \'errinder,  who  is 
about  to  become  an  Edison  dealer  in  Pasadena, 
Cal..  and  E.  R.  Claypool  and  M.  L.  Miller,  of 
the  Claypool-Miller  Music  Co.,  Edison  dealers  in 
Lafayette,  Ind. 

Mr.  Verrinder  has  joined  in  partnership  with 
Kenneth  Wyckofif,  who  until  recent!)'  was  an 
Edison  dealer  in  Colorado  Springs,  and  who  is 
well  known  throughout  the  trade,  and  has  been 
taking  a  course  of  instruction  at  the  Edison 
laboratories.  The  new  establishment  will  be 
formally  opened   some   time   this  month. 

Messrs.  Claypool  and  Miller,  who  were  accom- 
panied by  their  families,  making  the  -entire  trip 
from  Lafayette  bj'  automobile,  toured  the  Or- 
ange laboratories  and  also  visited  the  record- 
ing laboratories  in  New  York. 


PICNIC  OF  DOEHLER  EMPLOYES 


Pathe  Salon  and  Demonstrating  Rocms 
cious  storage  facilities  are  provided  and  it  is 
planned  to  carr)'  a  complete  stock, of  goods  at 
all  times.     The  officials  of  the  con-tpany  are 


Executive  Offices  of  Commonwealth  Phono.  Co. 

efficient  filing  of  record  stocks  and  other  ef- 
ficiency details. 

In  addition  to  the  Pathe  line,  the  Common- 
wealth Phonograph  Co.  is  handling  with  very 
satisfactory  results  accessories  such  as  record 
brushes,  envelopes,  the  Hustylus,  needles  and 
1-in-l  talking  machine  polish.  Miss  M.  A.  Bill 
visited  the  headquarters  of  the  Pathe  Freres 
Phonograph  Co.  in  Brooklyn  during  the  first 
week  of  the  month  and  upon  returning  inaugu- 
rated a  progressive  campaign  featuring  the  new 
Pathe  Actuelle.  She  is  very  enthusiastic  regard- 
ing the  merits  of  this  instrument. 


The  annual  picnic  of  the  Doehler  Die-casting 
Employes  Association  of  Brooklyn  was  held  at 
L'lmer  Park  on  August  7.  A  large  attendance 
was  recorded  and  dancing  and  athletic  events 
made  the  affair  one  which  will  be  long  remem- 
bered by  the  numerous  employes  of  this  large 
concern.  . 


COLUMBIA  AGENCY  AT  RIPON 

.\  new  music  store  has  been  established  at 
Ripon,  Wis.,  under  the  name  of  Co-operative 
Piano  Co.,  which  has  taken  the  Columbia 
Grafonola  franchise. 


C.  H.  Arbenz,  formerly  with  the  Knight- 
Campbell  Music  Co..  of  Denver,  is  now  con- 
nected with  the  business  of  the  Arbenz  & 
larker  Co..  of  that  city,  being  a  partner  in  the 
firm. 


"ENTICING"                TTTT(i!       TTTTQ!       RTT^;!          "Drowsy  waters" 

"SILVER  THREADS"                                                 ^  ^*                                            ^^^^  '^^ 

Records 

HANDLE  OUR  UP-TO-THE-MINUTE 
LINES  AND  REAP  THE  HARVEST  ! 

Records 

The  MASTER-TONE  PHONOGRAPHS 

OPPORTUNITY  is  knocking>t  YOUR 
door  NOW  ! 

Let  us  prove  it  to  you 

"THE  LOVE  NEST ' 
"MISSY" 

Iroquois  Sales  Corporation               -daddy  ' 

10-14  North  Division  Street,  Buffalo,  N.  Y.  "MARION" 

August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


157 


Sell  GRETSCH  Musical  Instruments 
and  make  your  store  THE  MUSICAL 

Headquarters  of  your  community 


We  know  that  our  interests  are  identical  with  the  interests  of  the  men  who  retail 
GRETSCH  Musical  Merchandise.  In  fact,  the  interests  of  the  two  are  so  identical 
that  it  finally  resolves  itself  into  an  active  spirit  of  mutual  co-operation — a 
cordial  relationship  of  dealing  with  friends. 


GRETSCH  Musical  Instrument  Retailers  enjoy  gen- 
uine sales  co-operation — a  co-operation  consisting  not  only 
of  extensive  advertising,  but  of  individual  assistance  to 
meet  local  conditions.  This  assistance  is  nothing  less  than 
a  complete  retail  merchandising  campaign  from  which  no 
detail  has  been  omitted. 

The  GRETSCH  Sales  Promotion  Department  will 
print  your  own  catalog  of  STANDARD  Musical  Merchan- 
dise FREE  for  distribution  in  your  own  community. 

There  are  many  out-of-the-ordinary  advantages  in 


selling  the  GRETSCH  line  of  Musical  Instruments. 

In  selling  musical  merchandise — it's  the  quick  "Turn- 
Overs" — that  count.  GRETSCH  local  sales  co-operation 
assures  rapid  turn-over. 

We  cordially  invite  your  correspondence  on  the  busi- 
ness prospects  of  a  Musical  Merchandise  Department. 
Investigation  does  not  place  you  under  any  obligation. 
Suppose  you  write  for  details  of  our  complete  assortment 
plan  and  HOW — WE  co-operate  to  help  you  build  up  a 
large  local  trade. 


The  Fred.  Gretsch  Manufacturing  Co. 

Musical  Instrument  Makers  Since  1883 


50-80  Broadway,  Borough  of  Brooklyn 


New  York  City 


158 


THE   TALKING    MACHINE  WORLD 


August  15,  1920 


Cardinal  Pierre 
Model 


I  $95.00 

i  Height,  42^  inches        Width,  18}4  inches 

I  Depth,  19  H  inches 

1  Oak  and  Mahogany 

M  Tone  Modifier  Automatic  Stop 

S  Cardinal  Tone  Expansion  Tongues  • 

I  Cardinal  Sherwood 

I  -  Model 


$175.00 

Height,  46%  inches  Width,  21  inches 

Depth,   22'A  inches 
Oak,  Mahogany  and  IValnut 
Tone  Modifier  Automatic  Stop 

Cardinal  Tone  Expansion  Tongues 


The  Phonograph 
with  the 

"TONGUE" 


THINK 

of  what  the  tongue  means 
to  a  human  being! ! ! 

THEN— play  a 


CARDINAL" 


and  hear  what 

"Tone  Expansion  Tongues" 

mean  to  a  phonograph 

n   /     m         m  ' 

DEALERS— 

If  you  are  not  yet 
selling  the  Cardinal 

WHY  NOT? 

Write  at  once  for  our 
liberal  dealers'  proposition 


Cardinal  Phonograph  Co. 

Newark,  Ohio 

Factories  at 
Zanesville,  Ohio 


I  FILL  IN— TEAR  OFF— MAIL  TO-DAY  1 

I  CARDINAL  PHONOGRAPH  CO., 

I  NEWARK,  OHIO.  I 

I  Date     I 

I  Kindly  send  me,  without  obligation,  full  details  of  your  DEALERS'  proposition  and  | 

I  descriptive  matter  of  the  CARDINAL  PHONOGRAPH.  | 

I  Name    ■  •   | 

1  Address   I 

|,  City   I 

I   r  M.  \v.  81S-20  State   | 


LAMPOGRAPH  ON  THE  MARKET 

St.  Louis  Concern  Introduces  New  Product — 
Has  Many  Distinctive  Merits 


St.  Louis,  Mo.,  August  6. — The  Lampograph  Co. 
of  this  city  is  now  ready  for  the  market  with 
the  Lampograph,  the  combination  lamp  and 
phonograph,  which  it  has  been  developing  for 
the  last  year  or  so.  The  officers  of  the  com- 
pany are:  George  M.  Dobson,  president;  F.  H. 
Feraud,  vice-president,  and  G.  J.  O'Hara,  secre- 
tary and  treasurer.  Mr.  Dobson  and  Mr. 
O'Hara  are  well-known  business  men  of  St. 
Louis  and  are  devoting  their  whole  time  to  the 
company.  Mr.  Feraud  is  the  inventor  of  the 
lamp. 

The  compan}'  has  its  general  offices  in  the 
Rialto  Theatre  Building  and  has  a  beautifully 
fitted-up  room  reproducing  the  features  of  a 
drawing  room  of  a  home.  The  lamp,  is  exhibited 
and  demonstrated  to  excellent  advantage.  The 
lamp  takes  no  more  space  in  the  room  than  the 
ordinary  table  lamp,  and  one  important  feature 
is  that  it  distributes  music  equally  to  all  parts 
of  the  room,  the  music  issuing  from  the  bottom 
of  the  lamp  through  the  heavj-  bell  bronze  horn 
which  forms,  in  a  sense,  its  pedestal. 

Those  who  have  listened  to  the  Lampograph 
speak  highly  of  the  clearness  of  the  tone  with 
which  it  produces  both  the  vocal  and  instru- 
mental music.  It  is  extremely  artistic  in  ap- 
pearance, having  a  beautiful  shade  and  all  the 
trimmings  on  the  machine  and  motor  are  of 
twenty-four  carat  gold  plate,  as  is  also  the  horn, 
which  forms  the  lower  part  of  the  lamp.  Another 
style  of  the  lamp  in  silver,  nickel  and  statu- 
ary bronze,  having  a  less  elaborate  shade,  is 
•provided  for  the  homes  of  those  preferring  a 
less  expensive  type. 

The  company  has  lately  increased  its  manu- 
facturing facilities  and  is  prepared  for  the  large 
demand  which  the  distributing  arrangements 
already  made  would  indicate. 


REMODELING  NEW  QUARTERS 

Fulton  Talking  Machine  Co.  Making  Important 
Changes  in  Its  New  Home 


The  Fulton  Talking  Machine  Co.,  which  re- 
cently moved  to  new  quarters  at  255  Third  ave- 
nue. New  York,  is  having  its  new  home  com- 
pletely remodeled.  When  the  alterations  are 
finished  and  the  new  equipment  is  in  place  it  is 
declared  the  company  will  have  one  of  the  most 
complete  distributing  houses  for  talking  machine 
accessories  in  the  country.  In  discussing  the 
changes,  S.  Davidson,  president  of  the  company, 
said:  "We  have  long  recognized  the  need  for 
larger  quarters  to  take  care  of  growing  busi- 
ness and  have  now  secured  a  new  location 
where  our  trade  can  be  handled  in  large  volume 
and  properh^" 


DU  BOIS  DEALER  BUYS  BUILDING 


B.  D.  Schaffner  Will  Remodel  Building  for  Use 
as  Home  of  Music  Store 


Du  Bois,  Pa.,  August  9.— B.  D.  Schaffner,  of 
this  city,  has  just  bought  the  McEwen  Block 
-on  North  Brady  street  and  is  making  plans  to 
remodel  the  entire  front  of  the  building,  which 
will  be  occupied  by  his  music  store  as  soon  as 
alterations  are  completed.  According  to  pres- 
ent plans,  the  two  corner  storerooms  will  be 
fitted  up  with  display  rooms  and  show  windows 
for  musical  instruments,  including  talking  ma- 
chines and  player-pianos,  as  well  as  other  musi- 
cal goods. 


ENTERTAINS  PATHE  DEALERS 


The  Morley-Murphy  Co.,  Green  Bay,  Wis., 
Pathe  distributor  in  central  and  northern  Wis- 
consin, recently  entertained  100  Pathe  dealers 
at  a  conference,  followed  by  social  features. 
There  was  a  theatre  party  at  the  Orpheum,  with 
special  numbers  by  Marion  Evelyn  Cox  and 
Lewis  James.  Pathe  record  artists,  who  also 
sang  before  the  dealers'  executive  session. 


THE   TALKING    MACHINE  WORLD 


159 


IMN^SWORliyMySI 


What  More  Can  You  Ask 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illusiraied 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  President 
General  Offices  '   Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAQO  ATLANTA,  QA. 


SHEET  MUSIC  SALES  ON  INCREASE 

Publishers  Preparing  for  an  Active  Fall  Which 
Fact  Should  Interest  Dealers  in  Records 


Although,  as  many  members  of  the  talking  ma- 
chine trade  already  know,  the  sales  of  sheet  music 
during  the  past  few  months  have  been  far  below 
normal,  even  for  the  Summer  season,  it  is  now 
reported  by  publishers  that  the  volumes  of  sales 
have  taken  a  decided  upward  trend  and  that 
there  is  evidence  of  greatly  increased  activity, 
particularly  in  the  demand  for  popular  music. 

While  at  the  present  time  there  are  few,  if 
any,  songs  on  the  market  that  may  be  classed  as 
distinct  hits,  the  publishers  have  in  preparation 
many  new  popular  numbers  on  which  big  cam- 
paigns are  being  planned  to  begin  in  September. 
As  a  matter  of  fact,  there  is  hardly  a  publishing 
house  but  which  has  several  numbers  heralded  as 
being  in  the  hit  class  awaiting  the  opening 
of  the  Fall  season  to  be  released. 

In  endeavoring  to  locate  the  cause  of  the  poor 
sales  in  sheet  music  during  the  past  two  months 
many  reasons  are  given,  but  it  seems  to  be  the 
consensus  of  opinion  that  it  was  just  a  dull  Sum- 
mer season,  which  was  aggravated  by  the  fact 
that  there  were  not  issued  any  numbers  during 
the  last  two  months  that  could  be  considered  of 
the  tremendous  seller  type.  It  is  believed  by 
those  who  should  know  that  one  or  two  big  hits 
would  have  done  much  to  increase  sales  activity 
in  sheet  music. 

However  that  may  be,  the  publishers  are  not 
in  any  way  pessimistic  over  the  coming  months, 
but,  in  fact,  are  all  without  question  looking  for- 
ward to  one  of  the  biggest  Fall  seasons  in  the 
history  of  the  sheet  music  business.  Most  of 
the  houses  are  preparing  extensive  sales  cam- 
paigns and  the}'  have  selected  works  which  are 
to  be  exploited  in  the  earl)'  months  of  the  Fall 
season.  With  this  advertising  covering  every 
publicity  channel,  there  can  be  little  doubt  but 
that  the  Fall  season  will  open  with  a  number 
of  songs  of  the  "unusual  success"  class. 

No  doubt  talking  machine  record  manufac- 
turers and  the  player  roll  companies  will,  as  is 
their  wont,  co-operate  in  the  sales  drives  and 
will  assist  materially  in  the  exploiting  of  the 
works  in  question.  The  conditions  affecting  the 
sheet  music  industry  of  late  have  been  some- 
what of  an  enigma  to  the  publishers,  particularly 
inasmuch  as  while  the  lull  in  sales  also  affected 


the  player  rolls,  it  appeared  in  nowise  to  cause 
any  drop  in  the  sale  of  popular  records.  Nov- 
elty records  and  those  of  the  dance  type  have 
had  good  sales,  while  the  same  numbers  in  sheet 
music  form  were  not  overactive. 

Novelty  songs  appear  at  the  present  time  to 
have  the  bigger  sale  and  song  writers  who  are 
ever  on  the  lookout  to  please  the  public  seem  to 
be  turning  out  numbers  of  this  class  with  great 
frequency,  but  that  is  not  to  say  that  there  is 
to  be  any  shortage  of  works  of  the  ballad  class 
this  coming  season,  because  there  are  any  num- 
ber of  songs  of  such  type  which  are  planned 
for  early  release.  The  sales  of  songs  are  im- 
proving and,  taking  into  consideration  the 
planned  publicity  appropriations  of  the  various 
publishing  houses,  the}^  will  show  even  more 
activity  when  the  musical  season  opens. 

iiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin 

i  i 

j  Men  Who  Make  Popular  Songs  | 

i  No.  15 — ^James  Hanley  | 

"riiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 

During  the  past  few  seasons  more  than  the 
usual  number  of  popular  song  writers  have 
entered  the  ranks  of  the  writers  of  musical  pro- 
ductions. Among  these  is  James  Hanley,  who 
writes  exclusively  for  Shapiro,  Bernstein  &  Co., 
Inc.,  and  who  has  written  a  number  of  songs 
for  musical  shows,  including  '.'Robinson  Crusoe, 
Jr.,"  one  of  the  recent  Winter  Garden  attrac- 
tions, and  "Who  Do  You  Love,"  Nora  Bayes' 


James  Hanley 


success  in  one  of  George  M.  Cohan's  revues. 
For  the  coming  season  he  has  written  the  lyrics 
for  the  John  Cort  production,  "Jim,  Jam,  Jems," 
which  will  shortly  open  in  Atlantic  City.  Among 
the  popular  songs  to  his  credit  are  "Back  Home 
in  Indiana,"  "Three  Wonderful  Letters  From 
Home,"  "My  Dixie  Rosary,"  "Breeze"  and  one 
of  the  biggest  successes  of  the  past  season, 
"Rose  of  Washington  Square." 

James  Hanley  is  probably  one  of  the  young- 
est song  writers  in  captivity.  He  is  noted  for 
his  broad  smile,  which  is  accompanied  by  a 
magnetic  personality.  It  is  said  that  in  the 
future  he  is  to  give  much  of  his  attention  to 
the  writing  of  musical  plays,  and  his  previous 
work  in  this  direction  would  lead  one  to  believe 
he  will  be  most  successful. 


LEON  F.  DOUGLASS  AS  AN  AUTHOR 


In  Book  Dedicated  to  Eldridge  R.  Johnson,  For- 
mer Victor  Co.  Official  Makes  Strong  Argu- 
ment for  Efficiency  in  Government 

Leon  F.  Douglass,  formerly  chairman  of  the 
board  of  directors  of  the  Victor  Talking  Ma- 
chine Co.,  has  blossomed  forth  as  the  author  of 
a  most  interesting  and  impressive  little  book 
bearing  the  title  "Ajax  Defied  the  Lightning," 
wherein  Mr.  Douglass  takes  occasion  to  point 
out  that  Ajax  was  a  fool  for  defying  the  light- 
ning and  endeavoring  to  run  contrary  to  the 
laws  of  nature,  when  he  should  have  slipped  off 
his  armor  and  sought  the  nearest  shelter. 

With  the  feat  of  Ajax  as  his  text,  Mr.  Douglass 
proceeds  to  point  out  with  great  clearness  of 
vision  the  manner  in  which  various  and  sundry 
recognized  laws  of  nature  have  been  defied  in 
Governmental  and  business  circles  and  the  dis- 
astrous results  that  have  generally  been  real- 
ized. The  book  is  to  be  considered,  in  a  sense, 
if  not  primarily,  a  logical  and  clear-cut  plea  for 
greater  efficiency  in  government  and  the  adop- 
tion of  logical  business  methods  in  the  conduct 
of  Government  activities.  The  demoralization 
of  the  postal  service  and  of  the  railroads  under 
Government  control  and  the  manner  in  which 
the  luxury  taxes  were  drawn  up  and  applied  are 
among  the  instances  analyzed  by  Mr.  Douglass. 

Mr.  Douglass'  book,  which  he  has  published 
himself  and  dedicated  to  Eldridge  R.  Johnson, 
president  of  the  Victor  Talking  Machine  Co.,  as 
"a  fair-minded  and  most  unselfish  man,  who 
has  been  my  inspiration  and  guide,"  is  well 
worth  the  reading  and  shows  the  clear  under- 
standing of  national  affairs  of  which  Mr. 
Douglass  is  possessed. 


Waltz  Lullaby  Success!      On  All  Records  and  Rolls  w 

PICKANINNY  BLUES 

_Z  Chicago       McKINLEY  MUSIC  CO.       New  York 


160  THE    TALKING    MACHINE    WORLD  august  is,  1920 


Send  for  Your  Free  Copy 

Ihe  Other  20% 

and  ESTABLISH  A  PATHE  SHOP 

- 

Pathe  dealers  are  always  busy — 
never  idle.  The  calendar  makes 
no  difference.  It  is  Pathe  Products 
that  sell  all  the  time. 

If  you  are  not  always  busy  it  is 
perhaps  because  you  are  not  selling 
Pathe  Products — get  in  line  now 
for  more  business  and  greater  prof- 
its by  establishing  a  Pathe  Agency. 


Pathe  Freres  Phonograph  Co. 

EUGENE  A.  WIDMANN.  President 

10-56  GRAND  AVENUE  BROOKLYN,  NEW  YORK 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


161 


Order  Your  Machines 

NOW! 

Holiday  Business  Only  3  Months  Away 


You  can  not  sell  the  goods  that  are 
not  in  your  store  ready  for  delivery. 

Freight  conditions  are  getting  worse. 
Railroad  officials  admit  that  they 
are  going  to  be  much  worse  before 
they  are  any  better. 

We  can  fill  all  orders  now  and 
these  orders  will  bring  you  the 
Pathe  Phonographs  that  you  can  im- 
mediately turn  into  money.  Order 
at  once! 

Delay  may  spell  disappointment. 


Pathe  Freres  Phonograph  Co. 

EUGENE  A.  WIDMANN,  President 

10-56  GRAND  AVENUE  BROOKLYN,  NEW  YORK 


162 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


SERVICE  and  SATISFACTION 


THESE  two  simple  and  familiar  words  express  perfectly 
the  feelings  of  those  keen-minded  merchants  who  have 
had  the  wisdom  to  associate  themselves  with  the  wonderful 
WIDDICOMB  organization  and  product:  for  thereby  they 
both  render  the  best  SERVICE;  and  experience  the  utmost 
of  SATISFACTION. 

The  Widdicomb  phonograph  is  the  product 
of  a  house  which  for  more  than  half  a  century 
has  devoted  itself  to  the  finest  of  craftsman- 
ship in  wood-fashioning  and  whose  word  is 
as  good  as  its  bond.  It  is  not  for  nothing 
that  we  speak  of 


IIIIIIIIIIIIIIIIIIIIIIIIIQs 


IB 


A  FINISHED 
P  RODUC  T 


lllllllllllllllllllllllllllllllilllilllllllllllllllllllllllllllllllllllllllllllllll^^ 


Merchants  who  would  like  to  be  assured  of  leadership  in 
their  communities  in  respect  to  the  phonograph  and 
music  merchandise  generally  should  hasten  to  place  them- 
selves in  correspondence  with 

PHONOGRA  PH  DIVISION 

THE  WIDDICOMB  FURNITURE  COMPANY 

GRAND  RAPIDS,  MICHIGAN 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


163 


CINCINNATI  LOOKS  FOR 

LARGE  FALL  BUSINESS 


Banks  Favorably  Inclined  Toward  Talking  Ma- 
chine "Paper" — Prominent  Houses  Complet- 
ing Changes — A.  H.  Bates  Tells  of  Conditions 
in  South — Dealers  Should  Get  in  Touch  With 
E.  M.  Abbott — Aeolian- Vocalion  Activity 


Cincinnati,  O.,  August  6. — Merchants  in  the 
Middle  West  continue  to  look  forward  to  a  rat- 
tling good  business  this  Fall  and  the  holidays, 
they  being  a  unit  in  demanding  all  the  goods 
that  the  manufacturers  and  jobbers  in  this  dis- 
trict are  willing  to  supply.  One  feature  that 
has  contributed  towards  assuring  merchants 
they  can  lay  in  supplies  of  an  excess  nature  is 
the  tendency  of  loan  banks  to  take  up  their 
paper.  One  system,  with  a  chain  of  branches  in 
Ohio  and  Indiana,  looks  with  considerable  favor 
upon  talking  machine  paper  and  is  grabbing  all 
the  merchants  have  to  offer,  this  being  due  to 
the  initial  payment  and  the  apparent  small  dif- 
ference to  be  collected,  as  against  liens  on  other 
articles  of  a  supposed  non-essential  character. 

As  a  rule  July  was  a  satisfactory  month. 
Much  of  the  business  came  from  the  rural  sec- 
tions and  while  high  grade  machines  were  not 
the  rule  they  were  not  the  exception  by  any 
means.  Workmen  still  hold  sway  in  the  new 
homes  of  three  of  the  prominent  jobbing  houses 
in  Cincinnati.  The  Columbia  folks  are  not  ex- 
actly camping  out  at  the  new  house  on  Eighth 
street,  just  west  of  Broadway,  but  much  is  yet 
to  be  done  before  the  entire  building  is  available 
for  talking  machine  purposes.  The  temporary 
olTices  are  now  on  the  third  floor,  which  space 
is  being  used  until  the  second  floor  is  available. 

The  Ohio  Talking  Machine  Co.,  in  the  old 
quarters  of  the  Columbia,  on  West  Fourth 
street,  is  in  fairly  good  shape,  while  the  same 
might  be  said  of  the  Phonograph  Co.  Manager 
Oelman,  considerably  fagged  out  with  the  wor- 
ries of  getting  into  the  new  quarters,  hiked  out 
for  Canada  in  July  and  is  due  back  this  week 
when  he  will  superintend  the  finishing  touches 
of  the  removal. 

Two  new  Columbia  outlets  were  one  of  the 
featiires  of  the  July  market.  The  Cincinnati 
branch  of  Waterson,  Berlin  &  Snyder,  on  Foun- 
tain Square,  opened  towards  the  close  of  the 
month,  and  the  E.  M.  Abbott  Co.,  Seventh  and 
Elm  streets,  leased  a  store  on  the  east  side  of 
Walnut  street,  just  south  of  Sixth  street.  It 
will  be  used  as  an  auxiliary  and  talking  machine 
supplies  will  be  featured.  Pianos  will  be  inci- 
dental to  the  operation  of  this  stand. 

The  Baldwin  Co.'s  talking  machine  depart- 
ment is  virtually  ready  for  use  but  if  the  line 
has  been  selected  the  fact  has  been  kept  a  deep, 
dark  secret. 

A.  H.  Bates,  vice-president  of  the  Ohio  Talk- 
ing Machine  Co.,  spent  the  greater  part  of 
Inly  visiting  the  dealers  in  southern  Ohio.  He 
said:  "I  found  conditions  most  satisfactory 
from  a  Victor  standpoint.  Business  has  been 
exceptionally  good  with  them,  especially  on  the 
smaller  type  machines.  They  have  shown  an 
inclination  to  accumulate  all  the  stock  they  can 
and  are  very  enthusiastic  for  the  Fall  outlook. 
Many  of  them  have  paid  us  compliments  on  the 
service  we  have  given  them,  and  those  who  had 
found  it  necessary  to  take  on  nondescript  ma- 
chines during  the  acute  shortage  have  volun- 
tarily given  their  assurances  that  these  will  be 
discontinued  and  all  their  efforts  concentrated 
in  promotion  of  Victor  products.  We  found 
that  many  of  the  dealers  are  planning  new 
equipment,  and  at  present  are  in  the  throes  of 
making  these  various  changes,  installing  new 
demonstrating  rooms  and  opening  up  the  way 
for  expansion.  Dan  Imfeld,  Middletown,  O.,  -is 
equipping  his  store  with  demonstrating  rooms 
and  the  Imfeld  Music  Store,  Hamilton,  is 
making  extensive  alterations  to  the  present 
equipment. 

The  Victor  department  of  the  Rudolph  Wur- 
litzer  Co.  is  enthusiastic  over  the  outlook  for  the 
remainder  of  1920.  Manager  T.  Sigman  to-day 
said: 


Phonographs  and  Show   Window   Record  Stands 


These  Show  Window  Record  Stands  will  increase 
your  Sales  on  records  and  help  you  make  attractive 
window   displays.  Send  for  Dealers*  Price. 

THE  OSCAR  ONKEN  CO.,     6651  4th  Street,  Cincinnati,  0. 


"While  there  have  been  better  months  than 
the  month  of  July  in  our  wholesale  and  retail 
department  in  the  Victrola  line,  we  have  had  one 
of  the  best  July  months  that  we  have  ever  had. 
This  does  not  mean  that  we  had  all  of  the 
goods  that  we  could  have  sold,  for  the  demand 
is  still  greater  than  the  output.  Cabinet  style 
Victrolas  were  in  exceptional  demand,  and  the 
sale  of  the  portable  Victrolas  far  exceeded  our 
expectations.  Record  shipments  did  not  arrive 
from  the  factory  in  near  as  large  quantities  as 
we  could  have  sold,  and  dealers  were  sending  in 
many  orders  that  could  only  be  partially  filled. 

"A  review  of  th'e  Victrola  business  for  the 
first  six  months  of  1920  shows  that  the  sales 
were  far  in  excess  of  the  same  period  in  1919, 
notwithstanding  the  many  obstacles  that  have 
come  up,  such  as  labor,  transportation,  and  ma- 
terial shortages.  The  outlook  for  the  latter 
part  of  the  year  seems  very  bright,  and  it  is  to 
be  hoped  that  the  troubles  experienced  during 
the  first  six  months  will  not  be  repeated." 

Talking  machine  dealers  in  the  Cincinnati 
district,  which  includes  the  towns  in  the  metro- 
politan territory,  are  requested  to  get  in  touch 
with  E.  M.  Abbott,  recently  elected  president 
of  the  Music  Industries  of  Cincinnati,  with  a 
view  of  affiliating  with  this  organization.  "Get 
in  touch  with  your  competitor  through  associa- 
tion work,"  is  the  motto  of  Mr.  Abbott.  "You 
will  think  more  of  him.  Besides,  if  some  taxa- 
tion matter  comes  up,  this  organization  can 
look  after  your  interests  better  than  if  it  is  the 
protest  of  a  single  person."  Mr.  Abbott,  in  order 
to  keep  talking  machine  questions  apart  from 


piano  selling,  favors  a  separate  section,  having 
its  own  meeting  but  affiliated  with  the  parent 
body.  George  W.  Pound,  of  the  Music  Indus- 
tries Chamber  of  Commerce,  is  to  be  the  guest 
of  the  Cincinnati  members  on  September  16,  ac- 
cording to  present  plans. 

D.  S.  Stephens  and  E.  J.  Koper  of  the  whole- 
sale Vocalion  department  of  the  local  Aeolian 
store  made  a  visit  to  New  York  last  month  to 
the  wholesale  convention  of  the  Vocalion  trav- 
eling men,  at  which  time  many  important  mat- 
ters were  taken  up  regarding  the  future  han- 
dling of  the  Vocalion  line  throughout  the  terri- 
tory. 

E.  R.  Uchtman,  a  talking  rriachine  salesman  of 
long  experience  in  the  wholesale  line,  has  been 
added  to  the  Vocalion  forces. 

The  Crystola  Co.,  this  city,  is  well  pleased 
with  its  new  connection  in  New  York  City, 
Charles  E.  Wason,  2146  Third  avenue,  who  has 
asked  for  his  third  carload  shipment.  Manager 
I  homas,  who  is  closing  his  fiscal  year,  is  pleased 
with  the  showing  made  by  his  house  during  the 
past  twelve  months. 


OREGON  INDIANS  BUY  OPERA 


The  Pendleton  Drug  Co.,  of  Pendleton,  Ore., 
have  a  big  demand  for  high-priced  phonographs, 
selling  all  they  can  obtain.  The  Indians  buy 
many  phonographs  and  it  is  surprising  the 
number  of  grand  opera  selections  they  purchase. 
Manager  Young  has  developed  one  of  the  larg- 
est phonograph  businesses  in  eastern  Oregon, 
carrying  the  Victor,  Brunswick  and  Cheney. 


In  Concert  and  Entertainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Bookings  now  for  season  1920-1921 
Sample  program  and  particulars  upon  request 

P.  W.  SIMON,  Manager 

1604  Broadway  New  York  City 


Famous  Ensemblesiincluding 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


164 


THE   TALKING    MACHINE  WORLD 


August  15,  1920 


^Aeolian  ^  Vocalion 
t/Vocalion  Records 


DISCRIMINATING  Dealers 
throughout  the  country  are  real- 
izing the  opportunity  offered 
by  AEOLIAN-VOCALIONS  and 
\'OCALION  (lateral  cut)  RECORDS. 

Forceful  National  Advertising, 
coupled  with,  the  prestige  which  the 
Aeolian  Company  enjoys  as  a  result  of 
manufacturing  merchandise  of  the  high- 
est possible  merit  for  over  a  quarter  of 
a  century,  predisposes  the  public  to 
favor  Aeolian  products. 


The 

AeOLIAN'VoC  ALTON 

Fulfills  the  greatest  expectations  and  is  its  own 
most  eloquent  salesman.  It  is  all  that  can  be 
desired  of  a  phonograph — 


A  TONE 

appealing,  unassailable,  clear,  well-rounded, 
musically  and  scientifically  true. 

A  UNIVERSAL  TONE  ARM 

which  plays  all  t}  pes  of  records  with  equal 
fidelity  to  the  artist's  interpretation. 


THE  GRADUOLA 

your  soul  in  a  phonograph — the  tone- 
controlling  feature  of  the  \'ocalion  which 
lifts  this  instrument  out  of  the  class 
of  mechanical  reproducers  and  makes 
of  it  as  truly  a  means  of  personal,  ex- 
pression to  all  as  a  violin  is  to  the 
virtuoso. 


CABINET  DESIGN 

The  finest  creations  of  master  designers; 
perfect  harmonv  in  all  models  to  the 
smallest  detail.  'PKRIOD  CABINETS 
which  are  authentic  copies  of  the 
recognized  leaders  of  each  period. 


Giiih'o  Cnmi 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


165 


VOCALION  ( 


Vocalion  Records  are  painters  of  mental  pictures. 
The  artists  who  sing  for  Vocahon  Records  Hve  their 
characters  just  as  wholly  when  they  sing  for  these 
records,  as  when  they  appear  on  the  opera  stage.  Crimi, 
singing  Pagliacci,  is  every  ounce  the  character.  May 
Peterson,  as  she  sings  Annie  Laurie,  puts  herself  in  the 
character  of  the  little  Scotch  lassie.  So  with  Raisa, 
Rimini,  and  the  scores  of  other  exclusive  Vocalion 
artists,  all  create  a  character  for  their  hearers. 

So  true  is  the  reproduction  of  Vocalion  Records  (lateral  cut) 
that  there  is  engraved  on  every  disc  this  characterization  to  be 
brought  forth  again,  with  each  successive  playing. 


May  Peterson 


The  supernal  quality  of  Vocalion  Records 
(lateral  cut)  is  apparent  on  any  standard  phono- 
graph. 


The  ultimate  of  phonographic  possibilities 
is  reached  when  Vocalion  Records  are  played  by 
the  Aeolian-Vocalion. 


THE  AEOLIAN  COMPANY 


New  York. 


London 


Paris  Melbourne 
distributors    '    '  - 
THE  AEOLIAN  COMPANY,  Toronto,  Canada 


Sydney 


Madrid 


Chicago 


THE  AEOLIAN  COMPANY 
CiNCiNNAii  St.  Louis 


San  Francisco 


THE  VOCALION  COMPANY 

CONSOLIDATED  MUSIC  COMPANY 

B.  DREHER'S  SONS  COMPANY 

EMERALD  COMPANY' 

TRUEST  PIANO  COMPANY  - 

D.  H.  HOLMES  COMPANY,  LTD.  - 

O.  J.  De  moll  AND  COMPANY 

STONE  PIANO  COMPANY  - 

R.  W.  TYLER  COMPANY 

D.  L.  WHITTLE  MUSIC  CO.  - 


Boston,  Massachusetts 
Salt  Lake  City,  Uiam 

-  .  -  Cleveland,  Ohio 

Birmingham,  Alabama 
Burlington,  Iowa 
New  Orleans,  Louisiana 
Washington,  D.  C. 

-  Fargo,  N.  D.  and  Minneapolis,  Minn. 

-  Wheeling,  W.  Virginia 
-    .     -  Dallas,  Texas 


166 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


H.  N.  McMENlMEN'S  GREAT  TRIP 


Managing  Director  of  Pathe  Co.  Returns  From 
Extended  Visit  and  Tells  of  Conditions 


H.  N.  McMenimen,  managing  director  of  the 
Pathe  Freres  Phonograph  Co.,  Brooklyn,  N.  Y., 
together  with  James  Watters,  secretary  of  the 
company,  have  returned  from  what  may  best  be 
described  as  a  triumphal  journey  across  the 
continent.  These  officials  completed  a  trip  which 
covered  thousands  of  miles  and  attended  gath- 
erings of  Pathe  dealers  held  under  the  auspices 
of  the  local  Pathe  distributors  at  St.  Paul, 
Minn.;  Green  Bay,  Wis.;  Omaha,  Neb.;  Kansas 
City,  Mo.;  Oklahoma  City,  Okla. ;  Dallas,  Tex.; 
Atlanta,  Ga.,  and  Charlotte,  N.  C. 

In  speaking  to  The  World  of  this  trip,  Mr. 
McMenimen  said  in  part:  "I  started  on  this  trip 
tremendouslj^  enthusiastic  over  the  big  oppor- 
tunities and  future  ahead  for  the  Pathe  line. 
After  attending  these  inspirational  gatherings 
and  meeting  personally  thousands  of  Pathe 
dealers  from  all  sections  of  the  countrj',  I  have 
come  hack  even  more  enthusiastic,  if  possible. 
Everywhere  was  displayed  not  only  the  great- 
est optimism  for  the  Fall  and  Winter  seasons 
but  also  a- strong  spirit  of  progressiveness  was 
manifested  that  is  bound  to  succeed.  Prosperity' 
was  evidenced  everywhere.  Dealers  related  the 
great  increased  percentage  of  sales  they  were 
making.  Bankers  and  other  financial  men  in 
each  locality  who  addressed  the  various  con- 
ventions spoke  of  the  local  financial  prosperity. 
Even  a  casual  glance  from  the  car  windows  as 
we  sped  mile  after  mile  across  the  country 
showed  the  tremendous  crops  being  raised.  It 
was  indeed  a  pleasure  to  meet  those  dealers 
who  attended,  the  conventions,  many  of  whom 
came  long  distances.  In  one  case  a  dealer  trav- 
eled 640  miles  to  attend  his  local  gathering. 
Although  orders  were  not  solicited  at  any  of 
these  conventions,  big  orders  were  placed  and 
I  believe  the  coming  season  will  be  the  biggest 
we  have  ever  known." 


ANNOUNCEMEJST    TO     THE  TRADE 
INTERNATIONAL  MICA  COMPANY 

PHILADELPHIA,  PA. 

HAS  AT  PRESENT  AN 

EXECUTIVE  REPRESENTATIVE  VISITING  EUROPE 

IN  THE  INTERESTS  OF  THE  INDUSTRY 

whose  services  are  at  the  disposal  of  'IMICO"  consumers  gratis  for  the  purpose  of  investigation  and  com- 
paring any  particular  market  and  to  ascertain  any  information  possible  that  might  be  desired  by  the  talking 
machine  trade  in  general  for  their  individual  benefit  and  for  the  good  of  the  industry 

"IMICO"  and  "SERVICE"  are  SYNONYMOUS  -DON'T  be  BACKWARD  in  COMING  FORWARD 

All  applications  for  the  above  vfill  have  prompt  and  careful  attention  by  addressing: 
DIAPHRAGM  SALES  DEPARTMENT  (Foreign) 
REMEMBER    THE   ••RUSH''  BE   PREPARED  THIS  TIME 


NEW  FACTORY  FOR  EXCEL  CO. 


Company  Now  Has  Three  Plants  Devoted  to 
the  Manufacture  of  Cabinets 


doubt  will  frequently,  delay- shipments,  and  the 
situation  may  last  into  the  holiday  season,  so  it 
is  incumbent  upon  those  wlio  wisR  to  have 
goods  in   quantitieavto  ip.lace  "theii^  orders  and 


The  Excel  Cabinet  Co.,  New  York,  manufac- 
turer of  the  Excel  line  of  talking  machines,  re- 
cently acquired  a  new  factorj'  at  Mishawaka, 
Ind.  This,  together  with  its  other  factories  in 
Holland,  Mich.,  and  Chicago,  111.,  gives  the 
company  three  large  plants.  The  firm  now  is 
introducing  an  entirely  new  line  of  mode  s,  a  id 
shipments  to  the  trade  have  begun. 

The  company  has  arranged  a  big  publicity 
drive  exploiting  its  line,  and  this  will  include 
some  advertising  in  mediums  of  national  circu- 
lation. The  advertising  department  of  the  com- 
pany has  just  completed  a  very  elaborate  plan 
of  dealer  service,  and  according  to  the  state- 
ments of  the  executives  of  the  firm  the  Excel 
dealer  co-operation  will  be  most  extensive. 

A.  M.  Druckman,  president  of  the  company, 
in  a  recent  statement  to  a  representative  of 
The  World,  said:  "Of  great  importance  at  the 
present  time,  and  a  fact  which  should  be  given 
deep  consideration  by  all  talking  machine  deal- 
ers, is  the  coming  shortage  of  freight  cars 
throughout  the  early  Fall  months.    This  without 


Factory  Group  of  Excel  Cabinet  Co. 

accept  their  shipments  m'any  weeks  prior  to 
their  original  intention,  or  time  when,  under 
normal  conditions,  they  would  accept  delivery.'' 


Set  yourself  a  quota  above  what  you  might 
expect  through  normal  increase  in  sales  for  the 
coming  year.  Figure  what  it  would  be  worth  to 
you  to  get  this  business — and  there  \'0u  have 
■  our  publicity  appropriation. 


1      ^  > 


VICTOR. 

Service 


An  organization  made  up  of 
capable  men  who  have  had 
years  of  experience  in  merchan- 
dising VICTOR  PRODUCTS, 
These  men  are  at  all  times 
ready  to  co-operate  with  you 
and  render  you  assistance  in 
whatever  way  possible.    Part  of 


Andrews  ViciorService 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


167 


gminnMiiniiiiiruiiiiiiiiiiiMiiniiiMiiniiinMiiiiMniiiiiniiniiiiiiimiiiiiiiiiiiiiriiiimiriiiiiiniinniiiimn 

1  '  THE    TALKING    MACHINE    WORLD    SERVICE  I 

A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 

iiMiiiiirniiniiiiniMiiiuiiiiniiiiiniiniiniiiiiiiimiiiMiiniMiiiiimiiiiiiiiiiiaiiMiiiiiiniiiiiiiiiiiiiiliiiiiiMiiiiiiiiniin 

Get  Famous  Artists  Into  Your  Store 


Make  your  plans  now  for  the  coming  concert  season 


WASTED  opportunities !  Those  two  words  explain  why  many 
talking  machine  merchants  are  little  fellows  instead  of  big  fel- 
lows. They  furnish  the  reason  why  some  stores  are  small  instead 
of  large. 

One  of  the  big  opportunities  most  often  neglected  is  that  atforded 
by  the  visit  of  celebrated  artists  to  your  city.  There  is  scarcely 
a  town  of  fair  size  in  the  United  States  which  is  not  visited  during 
the  course  of  the  season  by  one  or  more  famous  artists.  The  public 
interest  in  concerts  was  never  so  great  as  it  is  to-day.  In  recent 
years  there  has  been  a  great  impetus  to  musical  art  through  the 
medium  of  the  talking  machine  and  the  player-piano,  which  have 
introduced  music  into  homes  where  ignorance  of  it  formerly  pre- 
vailed. Yet  few  dealers  avail 
themselves  of  the  great  opportun- 
ity which  the  visit  of  a  famous 
artist  affords  them. 

The  first  move  in  a  dealer's 
campaign  to  benefit  through  the 
local  concert  should  be  to  get 
in  touch  with  the  concert  man- 
ager and  attempt  to  secure  the 
ticket  sale,  by  offering  free  ac- 
commodations in  the  store  for 
this  purpose.  If  this  is  not  prac- 
ticable, you  can  at  any  rate  get  ad- 
vance information  as  to  the  pro- 
gram the  artist  is  to  give.  Make 
an  enlarged  copy  of  this  pro- 
gram, about  24x40  inches  in  size, 
and  place  it  in  your  window. 
Under  each  number  in  the  pro- 
gram, list  the  records  which  you 
have  in  stock  of  the  same  compo- 
sition, either  by  the  artist  himself  or  by  other  artists. 

Next  and  most  important  is  to  arrange  for  a  visit  of  the  artist 
to  your  store.  His  local  manager  can  arrange  this  for  you  and  will 
be  glad  to  do  so,  since  it  will  help  to  advertise  the  artist  and  the 
concert.  When  the  artist  arrives  be  prepared  to  take  photographs 
of  him,  being  careful  to  include  some  familiar  portion  of  your 
store  in  the  background.  Introduce  all  your  salesmen  to  the  artist 
and  get  an  informal  interview  with  him.  Ask  what  his  favorite 
records  are — which  of  his  own  records  he  likes  the  most,  and  if 
possible  draw  out  some  anecdotes  which  he  may  have  associated 
with  his  various  records.  All  this  personal  contact  with  the  artist 
is  splendid  material  for  your  salesmen  to  use  later  on.  Nothing 
impresses  the  record  buyer  so  much  as  to  hear  a  salesman  say  that 
"when  I  was  talking  to  Caruso  here  in  the  store  he  told  me  that 
he  had  made  five  different  records  of  this  selection  before  he  got 


Edward  Johnson  and  Titta  Ruffo,  shown  in 
the  Victrola  Department  of  Grinnell  Bros.' 
Music  House,  Detroit. 


one  which  suited  him  perfectly,"  or  any  other  similar  personal  re- 
mark.   Copies  of  the  photographs  may  be  hung  in  each  of  your 


Mme,    Luisa   Tetrazziiii   was   photographed    in   the   Victrola   Department   of  Grinnell 
Bros,  store  on  the  occasion  of  Iter  appearance  in  concert  in  Detroit. 

talking  machine  booths.  These  photographs  offer  excellent  material 
for  window  display  purposes  also,  and  in  the  window  at  the  same 
time  should  appear  a  sign  of  this 
type :  "Hear  Muratore  Friday 
night  at  the  Academy  of  Music. 
Hear  the  beautiful  Muratore 
record  now  on  sale."  In  the  win- 
dow, display  a  number  of  the 
records  of  the  artist  who  is  giv- 
ing the  concert,  with  a  small  card 
on  each  one  telling  its  name. 

From  the  concert  manage- 
ment you  can  secure  a  list  of 
ticket  subscribers.  Send  form 
letters  to  every  one  of  them — the 
first  letter  featuring  your  leading 
talking  machine,  urging  them  to 
get  one  if  they  do  not  already 
OM'n  an  iistrument.  Use  the 
argument  that  whereas  they  can 
only  hear  the  visiting  artist  once, 
they  can  hear  him  whenever  they 
wish  through  the  medium  of  your 

talking  machine.    The  second  letter  will  be  along  this  line : 
Dear  Mr.  Jones  : — 

Next  Friday  night  at  the  Academy  of  Music  there  is 
going  to  be  a  wonderful  treat  for  every  lover  of  beautiful 
music,  in  the  personal  appearance  of  Fritz  Kreisler,  the 
great  violinist.  The  world  contains  only  one  Kreisler,  and 
his  glorious  art  can  be  enjoyed  only  by  the  limited  number 
of  people  who  have  the  privilege  of  hearing  him  on  the 
rare  occasions  when  he  appears  in  concert.  But  through 
the  medium  of  Kreisler's  records  you  can  reproduce  Wis 
w'izardry  whenever  you  wish.  Go  and  hear  this  grpat  mas- 
ter next  Friday  night— then  come  and  learn  for  "yourself 
how  faithful  his  records  are  to.  their  original.  We  have 
secured  a  complete  stock  of  Kreisler  reco/ds  especially 
for  this  event,  and  will  be  glad  to  play  any  of  them  you 
wish  to  hear,  whenever  you  wish  to  hear  them.  It  will  be  a 
pleasure  to  serve  you.  Respectfully  yours, 


Enrico  Caruso  lo'oks  very  much  at  home 
in  Grinnell  Bros.'  Victrola  Department. 
Taken  on   occasion  of  his  Detroit  concert. 


'Grinnell  Bros.'  Music  House  took  advantage  of  Caruso's  appearance  in  Detroit  by 
i  featuring  his  records.  Colored  cutouts  of  large  and  small  size  pictured  him  in  vari- 
ous roles.  The  display  brought  much  favorable  comment,  and  had  much  to  do  with 
the  large  Volume  of  business  done  in  his  records  at  that  time  by  Grinnell  Bros. 


IN  the  program  of  the  concert  place  an  ad  of  whatever  size  you 
think  is  necessary  to  make  a  good  showing.  An  ad  in  the  news- 
l^apers,  inserted  on  the  afternoon  of  the  concert,  should  follow  the 
same  lines — thus  helping  to  tie  up  the  artist  to  your  store. 

After  the  artist  has  made  a  visit  to  you,  insert  an  ad  in 
the  paper  taking  somewhat  the  same  form  as  a  news  story,  in  this 
fashion :  "Caruso  dropped  in  to  see  us  yesterday.  Yes,  he  was 
here  in  person,  with  Mrs.  Caruso."    Continue  along  this  strain. 

The  illustrations  on  this  page  showing  how  Grinnell  Brothers' 
music_  house  of  Detroit,  Mich.,  took  advantage  of  this  opportunity 
will  give  useful  hints  to  other  dealers  everywhere. 


168 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


NEW  REMINGTON  CATALOG 


Initial  Volume,  Just  Issued,  Is  Admirably 
Printed  and  Produced — Portrays  Full  Line  of 
Remington  Phonographs  and  Other  Data 


The  Remington  Phonograph  Corp.,  New  York 
City,  has  issued  its  initial  catalog,  which  is 
now  being  mailed  to  dealers  throughout  the 
country.  Great  care  has  been  given  to  pre- 
senting this  new  line  of  phonographs  in  a  fitting 
manner  and  the  finished  catalog  is  artistic  to  a 
very  high  degree  and  is  attractively  printed  in 
three  colors.  The  full  line  of  Remington  phono- 
graphs is  fully  described  and  well  illustrated 
as  are  also  the  man5'-  exclusive  patented  features 
used  in  their  manufacture.  In  addition  to  the 
detailed  description  of  the  line  there  is  inc'.uded 
a  series  of  pictures  of  the  original  Remington 
family  together  with  historic  facts  and  a  view  of 
the  factories  of  the  Remington  Phonograph 
Corp.  The  Remington  reproducer,  which  is  a 
strong  feature  of  the  Remington  line,  is  also 
featured  in   this  interesting  volume. 


PATHE  CONVENTION  IN  CHARLOTTE 


Important  Reunion  of  Southern  Dealers  Held 
Under  the  Auspices  of  John  A.  Futch  Co. — 
Many  Addresses  Made  on  Vital  Topics 


YAZOO  RIVER  RED  GUM 


Specials  for  prompt  shipment: 


4" 

1" 


I   carload     I  Yi" 
4  carloads  3  " 
1  carload 
8  car'oads 
carload 
carloads 
carloads 
carloads 
carloads 
carloads 
carloads  3  " 
carloads   I  Ya 
carloads  2  " 
carloads 
carloads 


1 

4 

9 
4 

2 
4 

2 
3 
7 
5 
3 


1" 

2Vi 


3" 

1  0  carloads   1  Yi 


1st  and  2nd  Qrtd.  White  Oak. 
Common  and  Better  Qrtd.  White  Oak. 
Common  and  Better  Qrtd.  White  Oak. 
1st  and  2nd  Qrtd.  Red  Oak. 
1st  and  2nd  Qrtd.  Red  Oak. 
1st  and  2nd  Qrtd.  Red  Oak. 
No.    1    Common  Qrtd.  Red  Oak. 
No.    1    Common  Qrtd.  Red  Oak 
1  St  and  2nd  Qrtd.  Red  Gum 
1st  and  2nd  Qrtd.  Red  Gum. 
1st  and  2nd  Qrtd,  Red  Gum. 
No.    1    Common  Qrtd.  Red  Gum. 
No,    1  Common  Qrtd,  Red  Gum. 
No.    1  Common  Qrtd.  Red  Gum. 
No.    1  Common  Qrtd.  Red  Gum. 
No.    1  Common  Sap  Gum. 


Chari.otte,  N.  C,  August  2. — The  Carolina 
Pathe  Dealers'  Convention,  held  in  this  city  on 
July  21  and  22  last,  proved  a  great  success  and 
of  immeasurable  benefit  to  all  who  attended.  The 
meeting,  which  was  held  under  the  auspices  of 
the  John  A.  Futch  Co.,  -ivhich  has  offices  in  this 
cit}'  as  well  as  Atlanta.  Ga..  and  Jacksonville, 
Fla.,  A\as  held   on  the   roof  garden   of  Fox's 


Our  Red  Gum  is  of  soft  texture  and  rich,  dark  color.    Specially  manurac- 
tured  and  seasoned. 

Send  US  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PROETZ  LUMBER  CO. 

3400  Hall  St.,  St.  Louis,  Mo. 


also  presided  at  all  sessions,  C,  E.  Gorham,  of 
the  Bankers'  Commercial  Securities  Co.,  spoke 
interestingly  on  the  financial  outlook. 

.\  luncheon  was  served  at  the  Selwyn  Hotel, 
which  was  attended  by  over  one  hundred  guests. 


of  the  country.  An  interesting  feature  of  the 
convention  was  an  elaborate  display  of  the  com- 
plete Pathe  line  attractively  arranged  at  Fox's 
Hal!,  Here  also  was  shown  the  new  Pathe 
".\ctucKc,"  the  Hustylus  and  the  Pathe  Sap- 
piiirc  Call.  A  comprehensive  display  of  Pathe 
advertising  was  exhibited  and  an  educational  dis- 
play of  the  Pathe  motor  and  its  parts  formed  an 
interesting  part  of  the  meeting. 


FIBRE  CABINET  FOR  VICTROLAS 


Attractive  Design  for  Styles  IV  and  VI  Being 
Placed  on  Market  by  Badger  Talking  Ma- 
chine Co,  of  Milwaukee 


Those  Who  Attended  the  Carolina  Pathe  Dealers'  Convention  Held  in  Charlotte,  July  21-22 


Hall.  The  Pathe  Freres  Phonograph  Co,,  of 
Brooklyn,  N,  Y,,  was  represented  by  H.  N,  Mc- 
Menimen,  managing  director;  James  Walters, 
secretary,  and  O.  M.  Keiss,  field  supervisor. 
These  gentlemen  had  inspirational  messages 
from  the  Pathe  Freres  headquarters  regarding 
the  progressive  plans  and  the  bright  future  of  the 
Pathe  phonograph.  Other  interesting  addresses 
were  made  by  J.  B.  League,  of  the  League 
Phonograph  Co.,  of  Greenville,  S.  C,  artd  J.  B. 
Prevail,  manager  of  the  John  A.  Futch  Co..  who 


In  addition  to  ihe  bountiful  repast,  an  enjoy- 
able feature  of  the  occasion  was  the  entertain- 
ment furnished  \>y  Lewis  James  and  Marion 
Cox,  both  well-known  Pathe  stars,  accompanied 
by  Mrs,  Gooding,  Both  days  of  the  convention 
proved  of  equal  interest  and  of  great  inspira- 
tional value. 

While  orders  were  not  solicited  on  the  part  of 
the  John  A.  Futch  Co.,  many  large  orders  were 
placed,  indicative  of  the  general  good  business 
expected  this  Fall  by  the  dealers  in  this  section 


The  Badger  Talking  Machine  Co.,  the  well- 
known  Victor  wholesaler  of  Milwaukee,  Wis., 
is  scoring  a  big  success  with  its  new  fibre  cabi- 
net, for  Viclrolas  I\'  and  VI,  which  is  now  being 
introduced.  This  verj'  attractive  and  unique 
specialt}-  converts  these  very  popular  table 
models  into  beautiful  upright  cabinets.  They  are 
ir.ade  of  the  finest  fibre  reed,  of  ivor}-  and  oak, 
and  stand  41  and  43  inches  high  respectively. 
For  the  ordinary  living  room,  parlor  or  porch, 
this  new  fibre  cabinet  will  undoubtedly  become 
verj-  popular. 


It  pays  the  dealer  to  take  interest  in  ihe  ef- 
forls,  municipal  and  otherwise,  to  improve  Ihe 
surroundings  of  his  store.  Anything  that  im- 
proves your  street,  improves  your  business  as 
well. 


THEHALL 

OD-I-TON 

TRADE-MARH  REGISTERED 

Is  now  being  perfected  and  adapted  to  all  reproducers  and  will  be 

ready  for  quantity  delivery  in  60  days 

Manufacturers : — We  are  now  in  a  position  to  adapt  this  device  to  your 
machine.   Send  us  your  reproducer  specifications  and  we  will  furnish  bids 


"  Moderates- 

The  Mod-I-Tone  Sales  and  Mfg.  Co.  : 


-Does  Not  Muffle" 

307-11  Pennsylvania  St.,  Indianapolis,  Ind. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


169 


QUICK  PROFITS  FOR  YOU  WITH  THESE 

QUALITY  PRODUCTS 

CHARMAPHONE 

"DISTINGUISHED  BY  ITS  TONE' 


Increase  your  sales  by  making 
Gharmaphone  Phonographs 
your  leaders.  . 

Our  liberal  arrangement 
should  be  investigated  now. 
It  means  extra  profit  for  you. 

Well  made,  attractive  models, 
— equipped  with  smooth 
running  Heineman  double 
spring  motors. 

Send  for  sample. 

Build  Fall  Sales. 


CHARMAPHONE  MODEL  No.  3  GHARMAPHONE  MODEL  No.  4 

Height  12  inches  "THE  Universal  PHONOGRAPH" 

18  inches  Height  42  inches    Width  18  inches    Depth  23  inches 

Depth  20  inches 

RETAIL  PRICE  $45.00  RETAIL  PRICE  $75.00 

LIBERAL  DISCOUNT  TO  DEALERS 
i       >  Write  For  Our  New  Catalog  Illustrating  Our  1920  Line 


CHARMAPHONE  COMPANY 

39  West  32nd  Street,  New  York  City        Factory:  Pulaski,  N.  Y. 


170 


THE    TALKING    MACHINE  WORLD 


August  IS,  1920 


To  Dealers  in  Virginia,  West  Virginia, 
North  Carolina  and  South  Carolina — 

The  ARIETTA 


Arietta — Model  I 


Offers  Unusual  Advantages 
in  Deliveries  and  Service! 


THE  RESPONSE  to  our 
announcement  of  the 
ARIETTA  amply  confirms 
our  belief  that  there  is  a 
real  need  of  a  high  grade 
Phonograph  backed  up  by  PHONO 
prompt  deliveries  and  efficient  service. 
With  the  view  of  filling  this  want  we  are 
manufacturing  the  ARIETTA  at  Rich- 
mond, Va.,  for  Dealers  in  nearby  terri- 
tory— Virginia,  West  Virginia,  North 
Carolina  and  South  Carolina. 


The  ARIETTA  is  a  strictly 
high  grade  Phonograph  that 
will  compare  most  favorably 
with  the  best  machines  now 
on  the  market.  The 
GRAPH  ARIETTA  Dealer  is  pre- 
pared to  supply  every  demand  for 
Quality  and  is  protected  against  loss 
of  sales  during  rush  seasons  by  prompt 
deliveries  and  factory  service.  We  will 
not  assign  new  agencies  beyond  our  ca- 
pacity to  supply  those  already  established. 


Get  Ready  Now  for  the  Busy  Fall  Season! 

If  you  are  in  our  territory,  write  or  wire  for  particulars.    Favorable  trade  discounts. 


Wholesale  Distributors  of  Emerson  Records 

We  are  Exclusive  Distributors  of  Emerson  Records  for  Virginia, 
West  Virginia.  North  Carolina  and  South  Carolina, 


ROUNTREE  CORPORATION 


Manufacturers 

RICHMOND,  VA. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


171 


APPRECIATED  GOOD  SALESMANSHIP 

Government  Official  Commends  Selling  Ability 
of  Young  Lady  in  Establishment  of  the  Ar- 
thur Jordan  Piano  Co.,  Washington 


COURT  APPOINTS  RECEIVER 


Washington,  D.  C,  August  4. — It  is  generally 
believed  that  the  exhibition  of  aggressive  sales- 
manship has  an  excellent  efifect  upon  the  cus- 
tomer, not  alone  in  bringing  about  larger  sales, 
but  in  emphasizing  for  the  customer  the  fact 
that  business  is  worth  working  for.  Unfortu- 
nately many  customers  do  not  take  the  trouble 
to  express  opinions  regarding  the  sort  of  sales- 
manship in  the  stores  with  which  they  do  bus- 
iness unless  there  is  something  wrong,  and  a 
kick  is  in  order.  A  high  official  of  the  United 
States  Government  was  so  impressed  with  the 
service  rendered  him  by  one  of  the  sales  agents 
in  the  talking  machine  department  of  the  Arthur 
Jordan  Piano  Co.,  however,  that  he  took  occa- 
sion to  send  to  the  company  the  following  letter, 
which  it  is  to  be  assumed  resulted  in  an  in- 
crease in  salary  for  a  certain  young  lady: 

"Yesterday  afternoon  I  had  occasion  to  visit 
your  store  in  search  of  one  Victor  record,  and 
the  interest  and  attention  shown  me  was  (such) 
.  .  .  that  I  feel  justified  in  this  manner  of  ex- 
pressing my  appreciation  and  which  I  am  sure 
is  shared  by  the  public  generally.  I  have  spe- 
cial reference  to  the  little  Miss  at  your  record 
sales  counter,  whose  name  I  never  learned.  Ex- 
pressing regret  that  she  did  not  have  the  record 
called  for,  in  such  fashion  as  to  almost  cause 
me  to  shed  tears  and  feel  sorry  that  I  had 
asked  for  it,  she  assured  me  that  she  had  a 
much  more  attractive  record,  and  with  the 
keenest  ingenuity  and  tact  led  me  to  the  'trial 
room.'  While  this  record  was  being  played  over 
she  produced  two  others  really  'more  beautiful' 
than  the  first.  This  process  continued  until 
finally,  observing  that  she  was  engaged  in 
making  change  for  another  victim,  I  made  my 
escape,  but  not,  however,  until  I  was  loaded 
down  with  records  and  really  felt  ashamed 
to  go  along  the  street  with  such  a  large  pack- 
age. 

"It  goes  without  saying,  of  course,  that  such 
attention  is  due  to  and  in  line  with  the  general 
policy  of  your  establishment,  but  too  much 
credit  cannot  be  given  this  little  lady  for  being 
so  highly  accomplished  in  this  line  as  well  as 
having  at  heart  the  interest  of  her  employers. 
She  is  worth  twice  her  salary,  whatever  it  is." 

All  of  which  shows  that  good  salesmanship  is 
appreciated  after  all. 


E.  Q.  BROWN  TALKS  ON  "MUSIC" 


Well-known  Music  Dealer  of  Bayonne,  N.  J., 
Delivers  Inspiring  Address  at  Recent  Meeting 
of  the  Bayonne,  N.  J.,  Rotary  Club 


One  of  the  features  of  the  meeting  of  the 
Bayonne,  N.  J.,  Rotary  Club  on  Tuesday,  Au- 
gust 3,  was  the  very  interesting  and  capable 
address  on  the  subject  of  "Music,"  delivered  by 
E.  G.  Brown,  prominent  piano,  talking  machine 
and  music  dealer  of  that  city,  who  is  also  known 
to  the  trade  as  the  aggressive  secretary  6f  The 
Talking  Machine  Men,  Inc. 

After  telling  what  music  had  accomplished, 
and  was  accomplishing  for  members  of  the 
human  family  from  the  cradle  to  the  grave,  Mr. 
Brown  called  attention  to  the  fact  that  the 
Government  had  classed  music  as  a  distinct  es- 
sential during  the  war  period.  He  told  of  the 
part  that  music  is  playing  in  industry,  and 
declared  that  it  is  now  a  recognized  factor 
in  many  great  manufacturing  plants.  He  also 
presented  many  other  facts  of  general  interest 
that  served  to  bring  to  light  the  care  vvith  which 
he  had  compiled  them,  and  took  occasion  to  pay 
tribute  to  the  work  of  the  National  Bureau  for 
the  Advancement  of  Music  of  the  Music  Indus- 
tries Chamber  of  Commerce. 


Base  your  plans  for  the  coming  year  not  on 
what  you  have  done  during  the  past  twelve 
months  but  on  what  you  can  reasonably  hope 
;o  accomplish  in  the  year  ahead  of  you. 


H.  P.  Lindabury  Appointed  Receiver  for  Acme 
Phonograph  Corp. — Issues  Statement  to  Cred- 
itors and  Stockholders  of  the  Company 


The  creditors  and  stockholders  of  the  Acme 
Phonograph  Corp.,  New  York,  were  advised  re- 
cently that  on  July  22  the  United  States  Dis- 
trict Court  for  the  District  of  New  Jersey  en- 
tered an  order  appointing  Harrison  P.  Linda- 
bury  receiver  for  this  company  in  connection 
with  the  suit  of  Richard  W.  Osland  vs.  the 
Acme  Phonograph  Corp.  In  the  notice  to  the 
creditors  and  stockholders  Mr.  Lindabury 
stated: 

"The  receiver  is  advised  by  the  company's 
officers  that  the  company's  assets  are  substan- 
tially in  excess  of  its  liabilities,  and  that  the 
present  condition  of  the  company  which  necessi- 
tated the  appointment  of  the  receiver  is  due 
to  the  inability  of  the  corporation  to  raise  addi- 
tional working  capital,  brought  on  largely  by  vir- 
tue of  the  existing  stringent  financial  situation." 

A  meeting  of  the  creditors  and  stockholders 


of  the  company  was  held  Friday,  August  13,  at 
the  offices  of  Lum,  Tamblyn  &  Colyer,  Newark, 
N.  J.,  attorneys  for  the  receiver,  at  which  Mr. 
Lindabury  presided  and  informed  the  creditors 
and  stockholders  regarding  the  financial  condi- 
tion of  the  Acme  Phonograph  Corp. 


HA'S  CAPITAL  OF  $100,000 

Hickory,  N.  C,  August  4. — The  H.  A.  Cope- 
land  Sales  Co.,  distributor  of  talking  machine 
accessories,  has  moved  its  offices  from  Charlotte, 
N.  C,  to  this  city  where  a  large  warehouse 
has  been  erected  for  the  Modernola  line  of 
talking  machines  which  this  company  has  re- 
cently added.  The  company  has  been  recently 
incorporated  for  $100,000  with  the  following  of- 
ficers: H.  A.  Copeland,  president;  D.  T.  Apple- 
gate,  vice-president  and  R.  M.  Yount,  secretary 
and  treasurer.  It  is  planned  to  add  additional 
lines  as  time  progresses. 


The  customer  who  calls  the  second  time  is 
the  one  yo'u  want  to  cultivate — he  shows  that 
your  methods  are  getting  his  business. 


A  REAL  BALLYHOO 

TALKING  FIGURES-  TALKING  BOOKS 
SINGING  BIRDS-ROARING  ANIMALS 

Remember  the  ballyhoo  man  in  the  days  of  the  vacant  lot  circus? 

He  told  you  of  the  wonderful  things  inside.  He  attracted  you.  You  couldn't  resist  him. 
The  brightly  colored  Talking  Book  figures  serve  the  same  purpose.  Put  them  in  your 
window  and  they'll  attract  the  kiddies  in  droves,  and  you  know  the  kiddies  wiil  bring 
the  grown  folks,  too. 

Just  show  them  "The  Mother  Goose  Talking  Book,"  and 
the  other  books  brimful  of  songs,  games  and  stories. 
They'll  sell  themselves  and  help  you  sell  your  regular 
records  and  machines,  too. 

BIG 

PROFITS 

in  the  following  assortments : 


THE    MOTHER    GOOSE  BOOK— 
.fl.OO 

A  Talking  Book  filled  with  songs 
and  stories  riglit  from  the  land  of 
good  old  Mother  Goose. 


ASSORTMENT  A: 

100  assorted  figures,  10  Mother  Goose  Talkiug 
Books,  2  Twilight  and  Dawn  in  Birdland  Books. 
Costs  you  .$29.40;  sells  for  ¥49.00. 

ASSORTSIENT  B: 

200  assorted  figures,  20  Mother  Goose  Talking 
Books,  5  Twilight  and  Dawn  In  Birdland  Books. 
Costs  you  .$60.00 ;  sells  for  $100.00.  ' 


ASSORTMENT  C: 

400  assorted  figures,  40  Mother  Goose  Talkiug 
Books.  10  Twilight  and  Dawn  in  Birdland  Books. 
Costs  you  $120.00;  sells  for  §200.00. 

ASSORTMENT  D: 

SOO  assorted  figures,  60  Mother  Goose  Talkiug 
Books,  30  Twilight  and  Dawn  in  Birdland  Books. 
Costs  you  $240.00;  sells  for  $400.00. 

The  figures — birds,  animals,  dolls,  etc. — retail  for 
'■k>  cents  apiece.    The  books  for  $1.00  and  $3.00. 


All  assortments  are  sub.iect  to  2%— 10  da.vs;  .SO  davs  net.  With  each  assortment  we  send  window  and 
counter  displays  and  other  fetching  advertising  matter.  Prompt  deliveries  direct  or  through  your 
distributor. 

All  flguies  are  in  full,  brilliant  colors,  IO14  inches  high. 
The  records,  which  are  clear  and  distinct,  are  practically 
indestructible.  Tliey  are  securely  mounted  on  the  figures'; 
cannot  be  detached  or  lost.  ANY  STEEL  NEEDLE 
PHONOGRAPH  'WILL  PLAY  THEM. 

The  figures  which  retail  for  35  cents  each  include  the  fol- 
lowing numbers: 


The  "Tired  Baby" 

The  "Lion" 

The  "Froa" 

The  "Little  Hieland 

Mon" 
The  "Parrot  " 

'Dancing  Girl" 
•Fox" 
The  "Elephant" 
"Uncle  Sam" 
The  "Hippo" 


The 
The 


The  "Tiger  Hunt" 
The  "Mocking  Bird" 
The  "Watermelon 

Coon" 
Twilight    and  Dawn 

in  Birdland 
The    "Mother  Goose 

Book" 
Also  Christmas 
carols.      the  ideal 
holiday  cards. 


The  "Parrot" 


The   "Dancing  Oiir' 

They  talk — they  laugh — they  play.  .\L1  iiuui- 
bers  have  recently  been  re-recorded  by  the 
best  artists.  They  are  distinct  and  clear  as 
a  bell. 

Send  for  illustrated  catalog  of  the  complete 
line.  New  issues  at  regular  Intervals  sustain 
interest.  Only  standard  subjects  are  used. 
There  is  no  chance  for  dead  stock. 

Talking  Book  Corp. 


The   "Morklng  Bird" 


1  West  34th  Street 


New  York 


The    "Watermelon  Coon 


172 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  following  is  the  opinion  of  our 
experienced  counsel  on  the  subject  of 

UNFAIR  TRADE  PRACTICE 

nPHE  enforcement  of  the  Sherman  Anti-Trust  Act,  which 
became  a  law  on  July  2,  1 890,  revealed  a  variety  of 
methods  and  practices  which  trusts  and  other  large  concerns 
adopted  to  destroy  competition  and  interfere  generally  with 
the  free  course  of  trade. 


These  methods  and  practices  were 
in  the  main  not  illegal,  but  they  en- 
abled large  and  powerful  interests  to 
obtain  control  over  certain  lines  of 
commerce,  to  the  detriment  of  the 
public,  resulting  in  situations  which 
constituted  the  corporation  or  the  in- 
dividual adopting  such  practices,  an 
offender  under  the  provisions  of  the 
Sherman  Anti-Trust  Act. 

After  the  Supreme  Court  had  ren- 
dered its  decisions  in  the  Standard 
Oil  and  Tobacco  Company  cases  in 
1911,  business  found  itself  in  a  state 
of  uncertainty.  There  was  a  contin- 
ual menace  of  legal  prosecution.  It 
was  generally  recognized  that  there 
was  a  certain  natural  growth  to  busi- 
ness which  should  not  be  interfered 
with.  But  it  was  also  realized  that 
there  should  be  some  legislation  which 
would  expressly  define  these  unfair 
trade  practices  and  prohibit  them. 
This  it  was  felt  would  arrest  unfair 
methods  of  competition  in  commerce 
in  their  incipiency,  and  yet  not  inter- 
fere with  the  orderly  development 
and  expansion  of  business.  As  a  re- 
sult, certain  legislation  was  enacted, 
among  which  was  the  Clayton  Act, 
which  became  a  law  on  October  25, 
1914.  The  report  of  the  Senate  Com- 
mittee on  Judiciary  on  this  bill  shows 
its  legislative  purpose.  It  was  there 
pointed  out  that  the  object  of  the 
Act  was  to  prohibit  and  make  unlaw- 
ful certain  trade  practices  which  as  a 
whole,  singly  and  in  themselves,  were 
not  covered  by  the  Sherman  Law  and 


other  anti-trust  acts.  The  Clayton 
Act,  by  making  these  practices  illegal, 
was  an  attempt  to  arrest  the  cre- 
ation of  trusts,  conspiracies  and 
monopolies  in  their  incipiency  and 
before  consummation." 

Among  other  of  these  unfair  trade 
practices,  and  which  the  Clayton  Act 
directly  prohibits,  are  conditional  or 
tying  contracts.  Dealers  in  phono- 
graphs, as  well  as  other  commodities, 
know  that  it  was  formerly  the  com- 
mon practice  of  large  concerns  to  "tie 
up  "  their  customers  so  that  dealings 
in  products  of  and  with  competitors 
were  rendered  practically  impossible. 
The  usual  form  of  clause  in  these 
contracts  was  as  follows: 

"The  dealers  shall  not 
sell  or  permit  to  be  sold  on 
the    premises    any  other 

  (product),  and 

will  not  deal  or  trade  in  any 

  except  those 

supplied  by  the  manufac- 
turer." 

By  Section  3  of  the  Clayton  Act, 
this  practice  is  made  unlawful,  and 
the  insertion  of  a  "tying  condition" 
in  a  contract  is  prohibited  in  inter- 
state commerce  whether  the  articles 
are  patented  or  unpatented  and 
whether  the  delivery  is  made  by  sale 
or  lease. 

Since  the  enactment  of  this 
statute,  various  means  have  been 
sought  to  circumvent  and  defeat  its 
provisions,  particularly  Section  3  re- 
ferring to  tying  contracts.    Instead  of 


written  agreements  containing  these 
tying  clauses,  manufacturers  have 
sought  to  have  a  dealer  "understand" 
that  the  manufacturer  would  decline 
to  sell  any  further  merchandise  to  the 
dealer  if  the  latter  dealt  in  the 
products  manufactured  and  sold  by  a 
competitor.  An  isolated  instance  of 
this  sort  would  not  be  a  violation  of 
the  law,  but  it  is  quite  improbable  that 
a  manufacturer  would  pursue  such  a 
course  with  only  one  dealer.  If,  how- 
ever, the  same  thing  were  done  with 
a  number  of  dealers,  these  "under- 
standings" would  tend  to  show  that 
there  was  an  attempt,  not  only  to 
evade  the  provisions  of  the  law,  but 
that  such  "understandings"  were 
sought  for  the  purpose  of  lessening 
competition  and  were  intended  as  a 
means  to  create  a  monopoly  in  the 
particular  line  of  commerce.  These 
are  the  very  practices  which  the 
Clayton  Act  seeks  to  prohibit. 

It  is  important  for  dealers  to  know 
also  that  the  Clayton  Act  provides  for 
a  remedy  for  one  who  has  been  in- 
jured by  anything  forbidden  in  this 
statute,  by  giving  to  the  person  in- 
jured in  his  business  or  property,  by 
reason  of  anything  forbidden  in  the 
Anti-Trust  laws,  the  right  to  sue 
therefor  in  any  district  court  of  the 
United  States  in  the  district  in  which 
the  defendant  resides  or  is  found  or 
has  an  agent.  The  recovery  in  any 
such  proceeding  may  be  threefold  the 
damages  sustained,  the  costs  of  the 
suit,  etc. 


By  resisting  any  attempt  to  make  them  parties  to  unfair  trade  practices  and  unethical  busi- 
ness methods,  dealers  and  other  persons  similarly  situated,  will  serve  to  make  the  Clayton  Law  a 
power  and  a  weapon  for  their  own  protection,  as  this  Act  was  passed  not  only  to  throttle  at  the 
source  the  creation  of  trusts  and  large  concerns  and  the  practice  of  unconscionable  business  methods, 
but  for  the  protection  of  the  dealer. 


GEORGE  E.  BRIGHTSON,  President 

NEW  YORK  279  Broadway 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


173 


PHONOGRAPH  CASES 

Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing  Machine    and  Records 


Let    us    figure    on    your  requirements 


MADE  BY 


PLYWOOD  CORPORATION,     Goldsboro,  N.  C. 


Mills  in  Va.,  N.  C.  and  S.  C. 


Chicago  Office:  111  Monroe  St. 


VERY  POPULAR  AMONG  ARTISTS 


Cissie  Sewell  of  "Honey  Boy"  Fame  Admires 
the  Gretsch  Saxophone  and  Violaphone 


The  Fred  Gretsch  Manufacturing  Co.,  Brook- 
lyn, N.  Y.,  reports  a  strong  demand  for  its 
musical  instruments  from  professional  circles. 
The  accompanying  photograph  depicts  Cissie 
Sewell,  one  of  the  stars  of  the  musical  comedy 
"Honey  Girl"  which  is  having  a  successful  run 


Miss  Cissie  Sewell 

in  the  metropolis,  enjoying  two  of  her  favorite 
niusical  instruments,  the  Gretsch  Saxophone 
and  Violaphone  phonograph.  The  large  volume 
of  orders  being  received  at  Gretsch  headquar- 
ters, in  Brooklyn,  is  indicative  of  decided  ac- 
tivity the  coming  Fall  season. 


IMPORTANCE  OF  WINDOW  DISPLAY 


The  dealer  should  consider  the  efifect  upon 
the  customer  produced  by  the  interior  of  his 
store,  just  as  he  considers  the  ef¥ect  of  this 
or  that  display  in  the  show  window. 


SAPPHIRES 


IMPORTED 


BALLS 

20  c.  each 
16  c.  in  dozen  lots 
13  c.  in  hundred  lots 
12  c.  in  thousand  lots 


POINTS 
20  c.  each 
18  c.  in  dozen  lots 
15  c.  in  hundred  lots 
1  3     c.  in  thousand  lots 

942  MARKET  STREET 
SAN  FRANCISCO,  CAL. 


NEW  BEACON  DISTRIBUTOR 


Beacon  Sales  Co.  Opens  Offices  in  Philadelphia 
— Will  Cover  Important  Territory 


will  act  as  distributor  for  the  products  of  the 
Beacon  Phonograph  Co.,  Boston,  Mass.,  in 
Southern  and  Western  Pennsylvania,  Maryland, 
Washington,  D.  C.,  and  the  lower  part  of 
New  Jersey. 

James  H.  Adamson  of  New  York  City  is  the 
head  of  the  new  company,  and  among  his  trav- 
eling representatives  will  be  Joseph  A.  Lawlor, 
formerly  in  the  wholesale  furniture  business,  and 
John  A.  Conlin,  formerly  in  the  retail  talking 
machine  business. 

The  company  has  already  placed  orders  for 
several  carloads  .of  Beacon  phonographs,  and 
is  planning  to  carry  a  large  stock  of  goods  in 
Philadelphia  in  order  to  give  prompt  service 
to  the  dealers  in  this  territory  during  the  com- 
ing Fall  season,  when  active  trade  is  antici- 
pated. 


Philadexphia,  Pa.,  August  S. — A  newcomer  in 
the  local  trade  is  the  Beacon  Sales  Co.,  which 
has  opened  offices  in  the  Denckla  Building, 
Eleventh  and  Market  streets.     This  company 


HOLDING  THE  BUYER'S  ATTENTION 


By  giving  j'our  customer  something  to  antici- 
pate you  are  pretty  sure  to  hold  his  interest 
until  he  has  heard  the  record  complete. 


Profits! 


The  Player-Tone  propo- 
sition is  one  of  the  great- 
est opportunities  that  any 
dealer  ever  faced. 

Here  is  a  super-phono- 
graph that  is  the  most 
wonderful  value  before  the 
American  public. 

Considering  its  superb 
cabinet  work,  finish,  motor, 
tone  arm  and  appearance, 
as  well  as  design,  its  low 
price  will  be  a  revelation 
to  you. 

It  is  an  instrument  you 
will  be  proud  to  show  and— 
"When  Sold,  They  Stay 
Sold!" 

6  models  in  all  finishesto 
select  from.  Write  or  wire 
today  for  our  booklet  prop- 
osition and  open  territory. 


Player-Tone  Talking  Machine  Co. 

Executive  Offices: 

967  Liberty  Avenue 

Pittsburgh  Penna. 


174 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  World  Was  Waiting  for  this 
Sensational  Phonograph 

THE  amazing  low-priced  Stewart  phonograph  comes  as 
a  boon  to  millions.  It  offers  the  pleasure  and  happi- 
ness of  enjoying  all  the  world's  music  at  will — any- 
where, on  any  occasion.  Plays  any  record — any  make, 
any  size,  any  style,  any  price.  Compact,  neat,  durable — a 
phonograph  that  brings  features  welcomed  by  rich  and 
poor  alike — one  of  the  greatest  selling  propositions  in  the 
world — a  universal  entertainer  and  a  sensational  money- 
maker. Distributors'  territories  now  being  allotted.  Mer- 
chants should  write  at  once  for  name  of  nearest  distributor. 

Improved  and  Refined  at  Many  Points 

Now  finished  in  rich,  durable  mahogany  enamel  with  fine 
nickel  trimmings.  An  improved  precision-made  motor — the 
finest  of  its  type  yet  achieved — tested  to  play  two  10-inch  rec- 
ords with  one  winding.  Simply  adjusted  speed  regulator. 
You'll  find  the  tone  of  the  Stewart  clear,  mellow,  pleasing — - 
wonderful  in  volume  and  quality.  A  musical  marvel  and  a 
manufacturing  miracle. 


STEWART  PHONOGRAPH  CORPORATION,  Inc. 


Lincoln  Building 
BUFFALO,  N.Y. 


PHDND GRAPH 


August  IS,  1920  THE    TALKING    MACHINE    WORLD  175 


Get  your  Columbia  1921  Calendars  all  distributed  before 
Christmas.  They  will  help  your  holiday  business  and 
work  for  you  throughout  the  year.  Order  now.  The . 
edition  is  limited. 


Columbia  Graptiophone  Co 

NEW  YORK 


INDIANAPOLIS  DEALERS  DISCUSS  BUSINESS  OUTLOOK 

Aggressive  Retailers  Perfecting  Plans  for  an  Active  Fall  Campaign — Conditions  Analyzed  by  Lead- 
ing Members  of  the  Industry  Results  in  Optimism  Being  Much  in  Evidence 


■  Indianapolis,  Ind.,  August  7. — Many  talking 
machine  dealers  in  Indianapolis  and  Indiana 
hung  up  enviable  records  for  the  month  of  July 
according  to  local  retail  dealers  and  wholesale 
distributors.  Cool  weather,  coupled  with  aggres- 
sive business  methods,  brought  home  the  bacon. 

The  month  of  August  also  is  starting  out  fine. 
Nearly  ever}^  Indianapolis  store  was  filled  to  its 
capacity  this  week  handling  record  and  ma- 
chine customers. 

Willard  O.  Hopkins,  manager  of  the  Edison 
Shop,  celebrated  the  first  month  of  his  new  posi- 
tion in  doing  during  July,  the  best  business 
the  shop  has  had  this  year.  "We  just  set  our 
shoulder  to  the  wheel  and  went  to  it,"  said  Mr. 
Hopkins.  "We  fixed  a  definite  quota  for  the 
month  but  exceeded  it  by  30  per  cent.  Business 
may  be  harder  to  get  during  the  Summer,  but 
it  can  be  got  if  you  go  after  it." 

The  Brunswick  Shop  has  been  doing  a  fine 
business  in  the  Brunswick  art  models.  George 
Standke,  manager,  said  that  these  models  were 
going  into  many  of  the  fine  homes  of  the  city. 

E.  R.  Eskew,  manager  of  the  Pathe  Shop,  has 
arranged  for  a  clever  publicity  stunt  for  the 
Actuelle.  He  is  putting  on  a  special  musical 
program  in  connection  with  the  opening  of  the 
new  salesrooms  of  the  Dickey  Motor  Sales  Co., 
and  that  company  is  featuring  its  opening  with 


the  Actuelle  in  its  daily  newspaper  advertising. 

"Business  is  good  because  we  have  put  the 
'push'  behind  it,"  commented  Morris  Rosner, 
manager  of  the  talking  machine  department  of 
the  Pearson  Piano  Co.  "With  a  good  Summer 
business  behind  us,  we  ought  to  roll  up  a  big 
year  this  Fall." 

The  Indianapolis  Talking  Machine  Shop  has 
put  in  five  Victor  billboards  on  the  principal 
streets  of  the'city.  In  all  there  are  now  twenty- 
seven  Victor  billboards  in  the  city. 

^  C.  C.  Supplee,  Victor  representative  in  In- 
diana, called  on  the  local  Victor  trade  this  week 
before  going  on  his  vacation.  Mr.  Supplee  said 
that  the  Victor  dealers  in  this  territory  are 
counting  on  having  one  of  the  best  periods  in 
the  history  of  the  business  this  Fall. 

W.  S.  Cook  has  been  appointed  sales  man- 
ager for  the  Indianapolis  Talking  Machine  Shop. 
Carl  Anderson,  manager  of  the  shop,  said  that 
July  business  showed  a  nice  increase  over  July 
last  year. 

Business  has  been  so  brisk  at  Widener's  Graf- 
onola  Shop  that  W.  G.  Wilson,  manager,  and 
his  office  force  have  had  to  drop  all  detail  work 
to  take  care  of  customers.  This  has  meant 
night  work  to  catch  up  with  the  office  detail 
work,  but  Mr.  Wilson  said  he  was  glad  of  the 
chance  to  make  up  for  business  lost  during  the 


remodeling  of  the  store.  J.  L.  Peter  has  re- 
turned from  a  vacation  spent  at  the  northern 
lakes,  and  D.  L.  Mann  is  spending  his  vacation 
on  a  trip  East. 

C.  P.  Herdman,  manager  of  the  talking  ma- 
chine department  of  the  Baldwin  Piano  Co. 
store,  has  returned  from  a  lake  trip  from  De- 
troit to  Duluth.  He  is  pleased  with  the  way 
Summer  business  is  holding  up,  reporting  that 
it  has  been  steadily  ahead  of  last  year. 

The  sales  force  of  the  Victrola  departmentgsf 
Taylor's  enjoyed  the  time  of  their  lives  at  a 
picnic  given  last  Wednesday  for  all  of  the  em- 
ployes of  the  store  at  a  local  park.  Of  course 
they  had  to  take  a  Victrola  along  to  make  a 
perfect  day  of  it,  and  there  was  plenty  of  Vic- 
tor music  for  the  dancing.  Miss  Minnie 
Springer,  manager  of  the  department,  said  that 
Summer  business  continued  to  be  very  good. 

The  talking  machine  department  of  the  Carlin 
Music  Co.  in  the  company's  new  store  is  well 
arranged  and  equipped.  Both  record  and  ma- 
chine business  is  picking  up  briskly. 

C.  J.  Fuller,  of  the  Fuller-Ryde  Music  Co., 
said  that  his  company  was  continuing  its  policy 
of  selling  machines  on  short-time  terms.  Busi- 
ness is  handicapped  somewhat  by  a  shortage  of 
records. 

"The  aggressive  Victor  dealers  are  getting  a 
highly  satisfactory  business,"  George  Stewart, 
of  the  Stewart  Talking  Machine  Co.,  Victor  dis- 
tributor, said.  "One  dealer  reports  an  increase 
of  300  per  cent,  over  Julj'  of  last  year,  and  the 
dealers  who  have  hustled  are  all  showing  re- 
sults. Our  July  business  was  truly  exceptional 
and  more  than  overcame  the  slight  slump  in 
June,  which  proved  to  be  only  a  temporary  con- 
dition." 

Mr.  Stewart  has  arranged  for  a  luncheon  of 
Indianapolis  Victor  dealers  one  day  this  week,  at 
which  plans  for  enlarging  the  outdoor  billboard 
advertising  campaign  will  be  considered. 

Miss  Caroline  Hobson,  head  of  the  educational 
department  '  of  the  Stewart  Co.,  who  returned 
from  a  vacation  in  California  this  week,  will 
make  extensive  plans  for  the  Victor  educational 
work  to  be  presented  at  every  county  institute 
of  teachers  in  the  State.  Miss  Hobson  will  be 
assisted  by  six  other  women  familiar  with  the 
educational  work.  While  on  the  Coast  Miss 
Hobson  assisted  Miss  Frances  Clark,  head  of  the 
Victor  educational  department,  at  the  Victor 
educational  convention  in  San  Francisco. 

John  A.  Cartwright,  assistant  advertising 
manager  of  the  Stewart  Co.,  has  been  conduct- 
ing a  dealers'  advertising  and  sales  campaign 
service,  of  which  many  of  the  Stewart  dealers 
are  taking  advantage. 

The  Pathe  Actuelle  is  being  demonstrated  at 
many  of  the  county  fairs  in  this  territory,  and 
C.  O.  Mueller,  manager  of  the  Pathe  department 
of  the  Mooney-Mueller- Ward  Co.,  said  that  his 
dealers  are  reporting  that  a  large  number  of 
live  prospects  are  being  interested  through  these 
demonstrations.  A  new  Pathe  dealer  in  In- 
dianapolis is  the  Putnam-Lines  Music  Co.,  1042 
South  Meridian  street. 

The  Edison  dealers  in  this  territory  returned 
(Continued  on  page  \77) 


176 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


m 


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product  —  there  are  large 
profits  for  you  in  handling 
this  fast-selling  line. 


To  EXCEL  dealers  we  offer  an 
ample  supply  of  records  of  well 
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EXCLUSIVE  FEATURES  FINEST  WORKMANSHIP 

SUPERB  TONE  HIGHEST  GRADE  EQUIPMENT 

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ONE  OR  MORE  ON  APPROVAL 

If  satisfactory  you  will  honor  invoice  at  maturity.  If  not,  return 
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FACTORIES:   Holland,  Mich.;  Mishawaka,{Ind.;  Chicago 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


177 


TRADE  OUTLOOK  IN  INDIANAPOLIS 

(Continued  from  page  175) 

from  the  Edison  convention  in  Chicago  more 
enthusiastic  than  ever,  Walter  Kipp,  president 
of  the  Kipp  Phonograph  Co.,  Edison  distri- 
butors, said.  Mr.  Kipp  is  quite  proud  of  the 
fact  that  there  were  116  of  his  dealers  at  the 
Kipp  Co.  luncheon  at  the  Blackstone  during  the 
convention. 

"Our  dealers  are  all  figuring  on  a  big  business 
this  Fall,"  said  Mr.  Kipp.  "With  the  coal  situa- 
tion straightened  out  there  is  no  reason  why 
business  should  not  be  good  for  the  Edison  line. 
Our  dealers  are  now  beginning  to  reap  the  har- 
vest sown  by  Mr.  Edison  when  he  refused  to 
inflate  his  prices." 

At  the  Indianapolis  wholesale  branch  of  the 
Columbia  Co.,  Fred  C.  Walz,  formerly  of  the 


Dictaphone  department,  has  succeeded  George 
Schuetz  as  salesman  in  the  Indianapolis  terri- 
tory. Herman  Schuesler,  manager  of  the  Deal- 
er Service  department  in  the  local  branch,  is 
calling  on  all  Columbia  dealers  in  the  territory 
arranging  to  co-operate  with  them  in  getting 
the  best  use  out  of  the  service. 

The  monthly  meeting  of  Columbia  dealers 
was  held  at  the  Lincoln  Hotel  July  20.  Mr. 
Walz  spoke  on  "Merchandising."  Ben  Brown, 
manager,  told  the  dealers  of  the  new  Colum- 
bia artist.  Miss  Marion  Harris.  The  "Use-a- 
Truck  Campaign"  was  also  discussed.  Charles 
B.  Lang,  assistant  manager  of  the  branch,  an- 
nounced that  H.  A.  McDaniels  &  Sons,  of  Leb- 
anon, Ind.,  were  remodeling  and  enlarging  their 
Columbia  department,  which,  when  completed, 
will  be  one  of  the  best  equipped  sections  of  its 
kind  in  the  State. 


BUFFALO  TRADE  IS  STOCKING  UP  TO  MEET  ITS  NEEDS 

Consider  Fall  Outlook  Most  Promising  and  Believe  in  Anticipating  Railroad  or  Other  Embargoes 
— Geo.  Briggs  to  Represent  Iroquois  Sales  Corp.  in  East — Growth  of  Goold  Bros'.  Business 


Bui  'FALO,  N.  Y.,  August  3. — Buffalo  talking'  ma- 
chine dealers  are  buying  early  and  freely  in 
anticipation  of  a  heavy  Fall  and  holiday  trade, 
their  purpose  being  to  safeguard  themselves 
against  a  possible  shortage  of  goods  within  a 
few  weeks  on  account  of  railroad  embargoes, 
etc. 

"The  lime  has  now  arrived  to  carefully  con- 
sider your  stock  orders  for  the  big  season's 
trade  ahead  of  us,"  was  the  opening  of  a  trade 
letter  recently  sent  by  a  local  talking  machine 
jobbing  firm  to  its  dealers.  Practically  all  job- 
bers and  retailers  in  this  city  say  that  the  out- 
look for  the  next  five  months  is  most  promising. 

The  Iroquois  Sales  Corp.  -  has  appointed 
George  Briggs  as  eastern  representative.  Mr. 
Eriggs  will  visit  all  dealers  east  of  Syracuse. 
He  was  formerly  of  the  sales  force  of  the  Emer- 
son Phonograph  Co.,  New  York,  and  later  with 
the  Walters  &  Barry  Corp.,  Buffalo.  He  has 
been  connected  with  the  wholesale  end  of  the 


talking  machine  business  for  several  years  past. 

"Mr.  Briggs  is  equipped  by  knowledge  and 
experience  to  give  our  dealers  personal  co-oper- 
ation, which  constitutes  ideal  service,"  said  L. 
M.  Cole,  general  sales  manager  of  the  Iroquois 
Corp.  "He  will  assist  our  dealers  in  preparing 
their  stock  orders  for  machines,  records, 
needles,  etc.  These  orders  should  be  planned 
now  so  that  the  dealers  may  be  taken  care  of 
when  deliveries  and  transportation  become  un- 
certain during  the  Fall." 

Mr.  and  Mrs.  Cole  have  returned  from  a  two 
weeks'  motor  trip  through  New  England  and 
Canada.  The  most  thrilling  feature  of  their 
vacation  was  an  aeroplane  ride  at  Old  Orchard, 
Maine. 

"Our  business  in  July  was  away  ahead  of 
July,  1919,"  said  George  Goold,  of  Goold  Bros., 
who  handle  the  Victor  and  Sonora  lines.  Their 
sales  force  includes  eleven  outside  salesmen, 
most  of  them  working  on  commission.    One  of 


the  most  successful  is  a  Polish  salesman  who 
sells  to  the  large  Polish  population — more  than 
100,000.  They  report  excellent  trade  at  their 
new  branch  at  Niagara  Falls. 

Goold  Bros.'  business  has  grown  from  a  tiny 
store  and  a  working  capital  of  $150  to  large, 
modern  warerooms  and  sales  estimated  at 
$375,000  a  year.  A  few  years  ago  they  were 
members  of  a  high-class  orchestra  in  this  city. 
When  they  opened  their  first  store  they  had 
no  previous  selling  experience  and  paid  running 
expenses  by  pla)'ing  in  hotel  and  theatre  or- 
chestras in  the  evening.  Their  thorough  knowl- 
edge of  music  has  been  a  great  help  in  the 
development  of  their  extensive  business  in  this 
territory. 

The  local  trade  was  amused  by  an  item  re- 
cently appearing  in  a  Buffalo  newspaper.  The 
story  was  headed:  "Has  One  Talking  Machine; 
Wants  Another."  The  item  referred  to  an  Olean, 
N.  Y.,  man  who  was  advertising  for  a  wife.  Be- 
sides describing  his  fine  character,  the  pros- 
pective bridegroom  stated  that  another  impor- 
tant attraction  was  his  ownership  of  a  talking 
machine. 

"Everything  is  very  active  at  our  Buffalo 
branch,"  said  G.  W.  Peace,  assistant  branch 
manager  of  the  Columbia  Co.  "Just  now  the 
greater  part  of  our  staff  are  away  on  their  vaca- 
tions. G.  R.  Kuehner,  chief  salesman,  has  just 
returned  from  his  vacation,  and  is  actively  in 
harness.  Branch  Manager  W.  H.  Lawton  is 
touring  the  eastern  part  of  the  country  with 
Salesman  R.  G.  Milholland,  calling  on  dealers." 

Mr.  Peace  is  contemplating  spending  his 
vacation  next  week  at  his  former  home  in 
Bridgeport,  Conn.,  where  he  hopes  to  absorb 
more  Columbia  enthusiasm  by  mingling  with 
old  friends  in  the  factories. 

Two  newcomers  who  have  just  been  added 
to  the  Buffalo  branch  are  E.  S.  Germain,  who  has 
commenced  duties  as  international  record  sales- 
man and  G.  C.  Ross,  Dealer  Service  manager. 
Mr.  Ross  has  had  extensive  experience  in  mer- 
chandising pianos,  phonographs  and  records, 
and  is  an  accomplished  musician. 


A  Queen  Anne  Creation.  Designed 
expressly  for  use  with  the  Chalet  Model 
EJalson  Instrument  equipped  with  the 
famous  Eject-O-Flle  Record  Filing  Sys- 
tem. Produced  in  natural  figured  Red 
Gum  and  rouge  Red.  Dimensions:  20" 
wide,  22"  deep,  32"  high. 


We  will  again  begin 
shipments  of  the  famous 

EJECT-O-FILE  CABINET 

No.  95  and  95-A 

in  September  from  our 
entirely  new  factory,  re- 
built complete  from 
foundation  to  roof  since 
our  fire  April  29,  1 920. 

Mr.  Dealer  get  in  touch 
with  your  jobber  at  once. 

Manufactured  by 


Showing    No.  95 

A  straight  line  effect  conforming  witk 
the  Chalet  Model  Edison  Instrument 
for  which  It  Is  designed  and  produced. 
Equipped  with  the  Eject-O-Flle  Record 
Filing  System.  Dimensions  and  Finish 
same  as  No.  95-A. 


THE  EJECT-O-FILE  CO.,  Inc. 

FACTORY  AND  GENERAL  OFFICES 

HIGH  POINT.  NORTH  CAROLINA 


178- 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


mM2tiMIM!MIMMiMiMliyi!M!MiMliLH!MIMlM[M^ 


New  Comfort  Talking  Machine 

*^ Supreme  in  durability,  beauty  and  tone" 


Designs  that  are  the  products  of  genius,  a  dehghtful  sweetness  of 
tone,  and  an  unexcelled  service  have  combined  to  boost  New  Comfort 
sales  over  1000%  since  December,  1919. 

The  New  Comfort  possesses  lines  that  are  extraordinary  for  their 
simplicity,  yet  perfect  gracefulness.  Nineteen  models — to  fit  every  taste, 
and  pocket  book,  give  New  Comfort  dealers  opportunities  for  unlimited 
expansion  through  our  direct-from-the-factory  selling  plan. 


MODEL  80 


.6i 


Famous  for  Its  Tone" 


MODEL  E 


MODEL  D17 


Two  of  our  most  popular  models  sent  to  you  upon  request',  without 
any  cash  outlay  on  your  part. 

A  beautiful  Illustrated  Catalogue  with  our  proposition  to  Dealers 
sent  upon  request. 

New  Comfort  Phonograph  Records  will  be  announced  shortly. 


The  New  Comfort  Talking  Machine  Company 

General  Offices :    Cedar  Rapids,  Iowa 


EASTERN  OFFICES:    22  N.  Franklin  St.,  Wilke«-Barre,  Penna. 


€^1^4^1r?^«^1y«^1r?-«^1^?*xlr?»^1!yglW?«^^ 


106  Bakewell  B\dg.,  Pittsburgh,  Penna. 


i 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


179 


BALTIMORE  TRADE  IN  THOROUGHLY  OPTIMISTIC  MOOD 

Business  With  Most  Talking  Machine  Houses  Thus  Far  in  1920  Has  Broken  All  Previous  Records 
— Going  After  Business — Planning  for  a  "Victor  Week" — Columbia  Branch  Active 


Baltimore,  Md.,  August  7. — Not  for  a  long 
period  has  there  been  such  an  optimistic  atti- 
tude in  the  talking  machine  trade  of  this  section 
as  is  prevalent  at  this  time.  At  all  of  the 
headquarters  of  the  various  companies  there 
is  real  activity  that  shows  business  and  en- 
terprise and  determination  for  the  making  of 
business  for  the  present  as  well  as  the  future 
months.  The  report  is  general  that  business 
for  the  year  1920,  that  is,  for  the  first  seven 
months  of  this  year,  is  way  ahead  of  the  same 
period  of  last  year.  Collections  are  good  and 
the  firms  with  few  exceptions  in  the  retail 
line  are  holding  out  for  good  terms  with  very 
substantial  deposits.  There  has  been  some  flash 
advertising  during  the  month,  besides  the  fea- 
ture ads  being  used  alternately  in  the  dailies 
and  Sunday  newspapers.  Steady  business  is 
by  no  means  the  result  of  "watchful  waiting," 
'  but  is  the  direct  result  of  real  methods  of 
hustling  instituted  by  retailers  in  many  sec- 
tions of  the  Baltimore  territory,  which  includes 
a  great  deal  of  the  rural  territory  of  Maryland, 
Virginia  and  other  Southern  States. 

One  of  the  big  plans  for  the  coming  Fall  sea- 
son is  being  arranged  by  the  Victor  Talking 
Machine  Dealers  of  Baltimore  and  it  is  proposed 
to  have  a  week,  probably  in  the  latter  part  of 
October,  to  be  known  as  Victor  Week.  This 
program  plans  for  an  intensive  campaign  on  a 
larger  scale  than  ever  before  undertaken  in  this 
section.  The  plan  includes  a  big  advertising  pro- 
gram and  window  displays  of  a  unique  character, 
all  to  foster  music  in  the  home.  And  this 
is  not  all.  A  series  of  concerts  and  recitals 
is  being  arranged  for  Victor  stars  in  this  ter- 
ritory, besides  individual  demonstrations  of  va- 
rious kinds  by  the  various  dealers  whose  estab- 
lishments permit  of  such  conditions.  It  is  also 
proposed  to  have  speakers,  who  will  extol  the 
virtues  of  music,  enter  the  great  industrial  plants 


of  the  community,  and  it  is  further  planned  to 
have  authorities  on  music  conduct  an  educa- 
tional campaign  in  the  public  schools. 

The  July  meeting  of  the  Association  was 
merely  an  outing  at  the  Country  Club  Inn  at 
Bel  Air,  to  which  the  dealers  and  their  wives  mo- 
tored. A  chicken  and  waffle  dinner  was  fol- 
lowed by  a  dance,  which  was  preceded  by  a 
brief  business  session  in  which  some  Fall 
plans  were  gone  over.  Committees  are  at  work 
on  plans,  and  reports  will  likely  be  made  at  the 
August  gathering,  and  the  September  meeting 
will  have  everything  definitely  presented  for  rat- 
ification. 

With  the  Columbia  Graphophone  Co.  busi- 
ness is  going  good  and  showed  ahead  for  July 
just  as  it  did  for  all  the  months  of  the  present 
year.  Columbia  dealers  in  the  territory  have 
been  able  to  get  the  stock  they  required  in 
most  instances  and  many  of  them  are  already 
getting  their  Fall  orders  in  shape  to  prepare 
for  the  big  rush  of  business  when  the  banner 
months  of  the  year  arrive.  During  the  month 
W.  S.  Parks,  manager  of  the  local  headquar- 
ters, made  an  extended  trip  through  the  terri- 
tory, visiting  sections  of  the  District  of  Co- 
lumbia, Newport  News,  Portsmouth,  Norfolk, 
Richmond,  Lynchburg,  Va.,  Charlotte,  Concord, 
High  Point,  Winston-Salem,  N.  C,  Roanoke, 
Winchester  and  Harrisonburg,  Va.,  Hagerstown 
and  Frederick,  Md.,  and  adjacent  points. 

During  the  month  Mr.  Parks  sent  out  the 
following  letter  to  all  Columbia  dealers  and 
placed  special  emphasis  on  it  when  it  went  to 
those  dealers  covering  rural  territory;  "'I  think 
the  automobile  and  the  talking  machine  have 
done  more  for  agriculture  than  everything  else 
put  together,'  said  Dr.  T.  B.  Symons,  director 
of  the  Maryland  State  College  of  Agriculture,  in 
discussing  some  of  the  things  that  will  help  to 
keep  the  young  people  oh  the  farms. 


"The  above  is  a  good  argument  for  your  truck 
salesman  to  use  in  convincing  the  farmer,  and 
in  addition  to  the  pleasure  he  and  his  neigh- 
bors will  derive  from  the  music  rendered  by 
the  Columbia  Grafonola,  it  will  help  him  to 
solve  the  problem  of  keeping  the  boys  at  home." 

William  H.  Swartz,  who  has  been  successful 
in  handling  the  Dealer  Service  department  at 
the  Baltimore  Columbia  headquarters,  and  who 
in  addition  recently  took  over  the  Washington 
territory,  has  been  detached  from  the  service 
department  entirely  and  will  devote  all  of  his 
time  to  developing  the  District  of  Columbia 
business.  Julian  H.  Marshall,  who  has  been 
attached  to  the  Dealer  Service  department  of 
the  New  York  Columbia  headquarters,  succeeds 
Mr.  Swartz  in  Baltimore.  Mr.  Marshall  served 
three  and  one-half  years  in  the  British  Expe- 
ditionary forces  and  for  eighteen  months  was 
with  the  "Yanks"  in  the  A.  E.  F. 

For  Cohen  &  Hughes,  Victor  distributors, 
Elmer  J.  Walz  said  business  with  the  Victor 
line  was  entirely  satisfactory  and  a  canvass 
of  his  dealers  shows  that  those  dealers  who 
are  out  hustling  and  not  afraid  to  spend  a 
little  money  for  advertising  to  help  make  bus- 
iness are  getting  results.  Those  dealers  who 
are  crying  about  the  lack  of  business  are  the 
ones  that  are  sitting  idly  by  and  waiting  for  the 
business  to  come  to  them  on  a  silver  platter. 
Discussing  the  situation  further,  Mr.  Walz  said: 

"The  period  of  transition  in  which  we  find 
ourselves  is  not  one  to  cause  undue  alarm.  The 
causes  are  natural  and  at  the  same  time  are 
unlikely  to  last  for  any  length  of.  time  or  re- 
sult in  any  considerable  damage  to  our  industry. 

"With  the  change  from  a  buyer's  to  a  seller's 
market,  increased  production,  competing  lines 
and  a  growing  tendency  on  the  part  of  the 
consuming  public  to  shop  more  judiciously,  the 
dealers  are  realizing  the  imperative  need  of 
specialization,  that  publicity  is  an  absolute  es- 
sential, and  that  their  service  should  render  'a 
full  value  received'." 

The  firm  has  discontinued  its  monthly  dealers' 
{Continued  on  page  180) 


MANUFACTURERS  ARE  ADOPTING 


AS  STANDARD  EQUIPMENT 


DEALERS 

are  equipping  their  line  with 


PLAYS  10.000  RECORDS 


Many  permanent  needle  machines 
are  now  being  sold.    If  yours  are  not  perma 
nent  needle  machines  write  us  for  particulars 

BAKER  -  SMITH  CO. 


RIALTO  BUILDING 
SAN  FRANCISCO,  CALIF 


180 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


Ted  Lewis  composed  it.  His  Jazz  Band  played  it.  Ted 
Lewis  leads  it.  Ted  Lewis  plays  the  saxophone  in  it. 
"Somehow"  is  this  iox-trot's  name.  Everyone  will 


dance  it.  Keep  a  stock  where  people  can  see  it  and 
you'll  soon  order  a  second  supply.  A-2945. 


Columbia  Graphophone  Co, 

NEW  YORK 


BALTIMORE  TRADE  OPTIMISTIC 

(Co)itijnicd  from  page  179) 

gatherings  for  the  Summer  months  and  they  will 
be  resumed  next  month.  E.  T.  Dingley.  assistant 
general  salesmanager  of  the  \'ictor  Co.,  and 
J.  N.  Stokes,  Jr.,  of  New  York,  were  guests 
of  Mr.  Walz  the  early  part  of  the  week. 

A.  P.  Petit,  manager  for  the  Bruswick-Balke- 
Collender  Co.,  is  more  enthusiastic  than  ever 
over  the  prospects  of  the  line.  On  the  second 
floor  of  the  Baltimore  headquarters  of  the  com- 
pany a  very  large  space  has  been  set  aside 
for  the  display  of  the  Brunswick  models  and 
also  sufficient  record  space  to  handle  200,000 
records.  Mr.  Petit  says  the  bi-monthly  issue  of 
the  records  is  meeting  with  instantaneous  suc- 
cess among  dealers  and  that  many  firms  are 
anxious  to  take  on  the  Brunswick  line.  He 
announces  that  E.  Wallerstein  and  M.  G.  Sall- 
abes  have  been  appointed  to  the  sales  force 
and  will  shorth'  start  on  trips  through  the  ter- 
ritor}\ 

The  Clark  Musical  Sales  Co..  of  this  city, 
distributors  of  the  Emerson  line,  announce  the 
purchase  of  the  Emerson  Sales  Co.  of  Pitts- 
burgh, and  will  conduct  that  business  with 
Charles  Strand,  who  has  been  on  the  road  for 
the  Clark  Co.,  as  manager  of  the  branch,  whose 
territory  covers  the  Western  Pennsylvania  sec- 
tion. The  firm  expects  to  have  a  demonstra- 
tion exhibition,  to  which  dealers  in  Pennsylvania 
territory  will  be  invited  at  the  Fort  Pitt  Hotel, 
of  Emerson  machines  and  records.  This  ex- 
hibition will  be  similar  to  the  one  held  re- 
cently in  the  Southern  Hotel,  Baltimore  and 
the  Raleigh,  Washington,  D.  C.  The  Clark  Co. 
covers,  besides  the  Pennsylvania  section,  Mary- 
land, Delaware  and  the  District  of  Columbia. 
L.        Reynolds  is  general  sales  manager. 

The  Clark  Co.  has  just  hit  upon  an  adver- 
tising  plan   that  is   resulting  in   a   great  deal 


of  advertising  for  the  Emerson  line  and  quite 
a  little  direct  business  as  well.  Carlin's  is 
a  resort  in  the  northwest  section  of  the  city 
that  has  a  dancing  pavilion  estimated  to  hold 
between  1,000  and  1,500  couples.  ~On  a  raised 
platform  is  a  Model  17  Emerson  machine  and 
a  sign  says  a  duplicate  of  this  machine  will  be 
given  away  weekh-  to  the  holder  of  a  certain  cou- 
pon, given  out  during  the  week,  provided  the 
holder  of  the  coupon  is  on  hand.  Each  dancer 
receives  a  numbered  coupon  on  entering  the 
place.  Signs  announce  that  all  numbers  played 
by  the  orchestra  maj-  be.  had  on  Emerson  rec- 
ords and  between  intermission  a  neat  booth  in 
the  rear  of  the  pavilion  plays  the  records  of 
the  previous  orchestral  number.  !Many  record 
sales  have  been  made  and  the  arrangement  be- 
tween Mr.  Carlin  and  the  Clark  Musical  Sales 
Co.  is  proving  profitable  to  both. 

Business  with  the  Vocalion  line  is  satisfac- 
tory, says  W.  B.  Turlington,  manager  of  Sanders 
&  Stayman,  distributors  for  the  line.  ^^'hile 
the  business  is  not  quite  as  good  as  it  was  a 
j-ear  ago  this  time,  Mr.  Turlington  says  he  is 
ready  for  the  Fall  with  plenty  of  machines 
and  the  records  are  beginning  to  come  in  satis- 
factorily and  everything  indicates  a  good  Fall 
trading.  Robert  F.  Gibson,  bookkeeper  of  the 
firm,  fell  and  suffered  a  broken  leg  and  this 
requires  Mr.  Turlington  to  remain  close  to  head- 
quarters. He  expects  to  leave  in  a  few  weeks 
for  .\tlantic  City  and  New  York  and  to  com- 
bine a  business  and  pleasure  trip,  spending  a 
little  time  on  the  golf  links. 

\Villiam  .A..  Eisenbrandt,  of  H.  R.  Eisen- 
brandt  Sons  &  Co.,  Victor  distributors,  says 
business  is  coming  along  very  good  and  that 
the  shipments,  while  not  as  good  as  the  firm 
would  like  to  have  them,  are  continually  im- 
proving and  the  customers  are  becoming  more 
and  more  satisfied. 

W.  C.  Roberts,  manager  of  E.  F.  Droop  & 


Son  Co.,  Victor  distributors,  is  making  his  an- 
nual motor  trip  through  the'  White  Mountains 
and  will  also  visit  the  Thousand  Islands  before 
returning.  Shipments,  while  showing  some 
slight  improvement  with  the  firm,  are  far  from 
meeting  the  demands  and  the  firm  is  being 
hard  pressed  to  keep  its  customers  satisfied 
owing  to  the  shortage  of  back  numbers  of 
records. 

■"The  Love  Xest"  proved  to  be  a  tremendous 
seller  on  all  the  lines  in  this  territory,  it  being 
well  advertised  and  featured  in  many  window 
displays.  The  most  unique  display  on  the  num- 
ber was  that  by  Robert  Ansell,  Inc.,  Victor 
dealers.  The  display  showed  a  lawn  scene  with 
a  pond,  and  an  attractive  bird  nest  to  the  side 
of  the  window.  Live  pigeons  were  in  the  win- 
dow and  thousands  of  persons  stopped  and 
watched  the  birds  and  at  the  same  time  lis- 
tened to  the  music  of  the  record,  which  was 
played  practically  all  of  the  time  so  it  could 
be  heard  on  the  street.  In  Washington,  H.  C. 
Grove,  a  Columbia  dealer,  had  a  similar  display. 
Mr.  Grove  made  quite  a  hit  with  his  wuidow 
that  featured  the  Nation's  Forum  records.  Hand- 
some photos  of  Candidates  Harding  and 
Coolidge  were  placed  in  the  window  ana  the 
records  displaj'ed  with  some  attractive  signs 
and  literature.     The  window  produced  results. 

Exceptionally  fine  business  through  the  use  of 
trucks  in  rural  sections  has  been  reported  by 
the  Grafonola  Shop,  Norfolk,  \'a.;  Columbia 
Co.,  Inc.,  Norfolk;  Portsmouth  Music  Co.,  Ports- 
mouth, and  the  Columbia  Shop,  Newport  News, 
Va.,  and  M.  P.  Moller,  Hagerstown.  These 
truck  salesmen  load  up  models  of  instruments 
on  their  machines  and  also  take  records.  In 
one  instance  a  truck  salesman,  stopping  his  ma- 
chine near  a  blacksmith  shop  and  a  short  dis- 
tance from  a  farmer's  gathering,  put  on  a 
record  and  attracted  a  big  crowd,  selling  four 
machines  and  obtaining  ten  live  prospects. 


The  "Don"  Variable  Tone  Needle 

The  "all-in-one"  phonograph  needle  which  enables  you  to  play  all  lateral  cut  records 

in  any  degree  of  tone  desired 

— Loud  Tone  — Medium  Tone  — Soft  Tone 

Without  removing  the  needle  from  the  sound  box.    The  needle  point  is  adjustable. 

When  set  as  indicated  above  the  various  gradations  of  tone  are  possible. 

The  "Don"  Variable  Tone  Phonograph  Needle  is  scientifically  constructed  throughout. 

The  ''Don"  Plays  1000  Records  Perfectly 

And  the  one-thousandth  playing  v^ill  be  as  clear  as  when  used  on  the  first  record. 
The  needlepoint,  when  worn  out  can  be  replaced  without  trouble  or  annoyance. 
Retail  Price  Complete,  $1.00  Refiller  Points  25  cents  each 

JOBBERS  AND  DEALERS  WRITE  FOR  QUOTATIONS 
Sole  Dittributors 

FRANKj.feART 
\OVTMERNQUjIFOWUA 

^lM^sic  Company^ 

Si2  -  J J4  SOm  BKQADWy.  LOS  ANGELES. 


—For  Soft  Tone  extend  point  tKus:  — 

—  For  Medium  Tone  extend  point  tKus:- 

—  For  Loud  Tone  extend  point  tKus:- 


August  IS,  1920 


181 


AX    THE  PERFECT  TONE  ^ 

^  FOR  EVERY  HOmT^ 

Reg.  Trade  Mark  for  Operollo  Phonographs 

Phonographs  for  Quicker  Turnovers 


A  selling  campaign  with  OperoUos  will  guarantee 
dealers  complete  success. 

Distinctive  features,  solid  construction,  high-grade 
equipment  and  superb  finish  —  QUALITY 
throughout — have  caused  the  public  to  choose 
OPEROLLOS. 

Our  Leader  Model  115  will  outsell  any  other 

machine  on  your  floor 

We  consider  this  machine  the  most  remarkable  value  ever 
offered  by  any  manufacturer.  Model  115  gives  100  per  cent 
satisfaction,  still  our  price  is  very  attractive  and  assures 
dealers  of  substantial  profits. 

Eight  exclusively  designed  Cabinet  Machines, 
retail  prices,  $110  to  $275 


MODEL  115 


A  permanently  profitable  business  is  assured  to  every  dealer  who  secures  the 
Operollo  Agency  in  his  community. 

Not  only  does  he  benefit  by  the  sales  to  customers  who  would  ordinarily  buy  a 
machine,  but  he  also  partakes  of  the  consumer  prestige  that  Operollo  performance 
has  elsewhere  commanded  through  its  unusually  high  quality  and  tonal  value. 

Operollos  are  made  of  only  highest  grade 
materials,  and  the  silent  Krasco  Motor 
supplies  a  source  of  power  that  is  always 
dependable. 

Operollo 's  popular  price  has  created  a 
demand  that  90  per  cent  of  the  trade 
are  now  supplying — are  you  one  of  the 
dealers  ? 

Write  for  1920  Catalogue 
and  attractive  Dealers'  Discount 


Operollo  Phonograph 
Company 

54  West  Lafayette  Blvd. 
Detroit,  Mich. 


182 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  Phonograph  that  has 
Taken  America  by  Storm 

and  why 


No  other  phonograph  has  so 
instantly  established  itself  in 
the  high  favor  of  the  music-loving 
public  as  the  Dalion.  No  other 
instrument  has  so  completely 
proved  its  superior  value  to  the 
critical  buyer. 

In  its  faithful,  beautiful  rendition 
of  every  brand  of  record — in  its 
exquisite  cabinetry^ — in  its  posses- 
sion of  such  exclusive  and  impor- 
tant features  as  the  Auto-File — it 
scores  dominantly  in  the  favor  of 
every  prospective  purchaser. 

And  the  dealer  who  handles  the 


not  only  has  the  advantage  of  handling  an  instrument  that  is 
obviously  extra-value,  but  his  sales  come  easier  and  his  sales  total 
mounts  higher  because  of  the  fact  that  aggressive  merchandising  and 
publicity  campaigns  are  pushing  and  will  continue  to  push  Dalion 
farther  and  farther  in  the-  front  rank  among  recognized  better 
phonographs. 

Christmas — the  biggest  selling  season — is  coming.  You  still  have 
the  opportunity^  to  establish  yourself  as  a  Dalion  dealer  in  time  to 
cash  in  big  on  the  huge  Fall  demand.    Write  direct  to 


^lilwaukee  Machine  Mfg.  Go..  M/Zivaukee 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


183 


PORTLAND,  ORE.,  TALKER  MEN  READY  FOR  FALL  TRADE 

Expect  Some  Live  Buying  to  Follow  Summer  Lull — Local  Dealers  Attend  Conventions  in  San 
Francisco — Some  Excellent  Window  Displays — General  News  of  Trade  Activities 


Portland,  Ore.,  August  6. — Business  is  quiet 
without  any  immediate  prospect  of  a  lively  re- 
newal in  this  city.  The  dealers  are  not  com- 
plaining and  are  optimistic  in  regard  to  the 
Fall  trade,  but  there  is  no  denying  the  fact 
that  sales  are  very  much  less  frequent  than  has 
been  the  case  for  a  long  time.  After  the  con- 
ventions which  were  held  here  during  the  Sum- 
mer it  was  supposed  that  business  would  pick 
up  rapidly,  but  such  is  not  the  case.  It  is 
not  only  that  Summer  vacations  have  inter- 
fered with  the  usual  run  of  trade,  but  there 
seems  to  be  an  apathy,  a  letting  up  of  the 
interest  which  was  so  manifest  all  during  the 
year. 

Paul  B.  Norris,  manager  of  the  talking  ma- 
chine department  of  the  Wiley  B.  Allen  Co., 
has  just  returned  from  San  Francisco,  where 
he  attended  the  Pacific  Coast  conference  of 
the  Victor  Talking  Machine  Co.  Mr.  Norris 
is  full  of  enthusiasm  over  the  plans  and  policies 
outlined  by  the  Victor  educational  representa- 
tives. Another  one  of  the  Wiley  B.  Allen 
force  who  attended  the  conference  was  Miss 
Bertha  Serr,  who  is  in  charge  of  the  record, 
department.  "While  to  some  dealers  the  ideas 
presented  may  have  appeared  visionary,"  said 
Miss  Serr,  "they  were  really  practical  and  of 
immense  value  to  the  record  seller,  who  takes 
an  interest  in  the  development  of  the  taste  of 
good  music,  an  interest  which  should  be  felt 
by  all  who  expect  to  make  good  in  the  bus- 
iness. The  musical  development  which  will 
naturally  follow  the  selection  of  good  records, 
tactfully  suggested  by  the  saleswoman,  will 
ultimately  affect  the  whole  music  business,  and. 
as  the  speakers  at  the  conference  said,  it  will 
be  an  artistic  achievement  to  assist  in  the  de- 
velopment of  what  is  finest  and  best  in  music. 
And  not  only  an  artistic  achievement,  but  good 
business." 

The  Edison  Caravan  convention,  which  opened 
July  19  in  San  Francisco,  had  among  the 
large  number  present  many  prominent  dealers 
and  salesmen  from  Portland  and  other  Ore- 
gon points.  Harry  L.  Marshall,  manager  of 
the  wholesale  house  of  Portland,  accompanied 
by  John  R.  Lewis  and  Ray  E.  Wenger,  travel- 
ing salesmen  of  this  district,  went  from  Port- 
land in  Mr.  Marshall's  car.  Among  others 
who  attended  the  convention  were  Messrs.  Kline, 
of  Astoria;  Carmack,  of  Camas;  Gourley,  of  . 
Seattle;  Larson,  of  Spokane;  Mr.  and  Mrs.  Eby, 
of  Spokane;  Mr.  and  Mrs.  Kelly,  of  Seattle; 
Pearce,  of  South  Bend;  George  C.  Will,  of 
Salem;  Newlin,  of  Grande  Ronde;  Palmer,  of 
Medford;  Kennedy,  of  Everett;  Mr.  and  Mrs. 
Adler,  of  Baker,  and  many  others. 

There  is  an  enormous  record  business  being 
done  at  the  Remick  Song  Shop  in  Portland, 
although  they  do  not  sell  as  many  Grafonolas 
as  they  might  do  if  they  had  more  space.  The 
Song  Shop  is  one  of  the  most  popular  music 
houses  in  the  city,  and  the  record  business 
is  growing  to  big  proportions. 

Bert  Williams'  "Ten  Little  Bottles"  is  hu- 
morously exploited  in  one  of  the  big  Wiley  B. 
Allen  show  windows.  The  "Ten  Little  Bot- 
tles" are  there  on  a  shelf  and  the  arrange- 
ment is  very  original  and  amusing. 

Taylor  C.  White,  manager  of  the  Remick' 
Song  Shop,  is  an  ardent  Shriner  and  took  an 
active  part  in  the  recent  convention  here.  Most 
appropriately  and  opportunely  a  little  son  was 
born  to  him  on  the  opening  day  of  the  Shrine 
convention,  June  21.  Tfie  little  fellow,  who  is 
a  sturdy  eight-pound  boy,  has  been  named  Tay- 
lor Charles  White,  Jr.,  and  his  happy  father  has 
already  indicated  to  his  friends  that  junior 
will  be  a  Mason  and  a  Shriner  as  soon  as 
possible. 

The  Sonora  is  now  carried  by  Lipman,  Wolfe 
&  Co.  Mr.  Willard,  manager  of  the  talking 
machine  department,  says  they,  have  also  added 
the  Brunswick  to  their  very  complete  stock. 


The  Sonora,  which  has  always  been  a  great 
favorite  in  this  section,  was  formerly  carried 
exclusively  by  the  Bush  &  Lane  Piano  Co. 

E.  W.  Barlow,  manager  of  the  Pacific  Phono- 
graph Manufacturing  Co.,  says  the  Blumauer- 
Frank  Drug  Co.,  distributors  of  the  Stradivara 
for  Oregon,  Washington,  Idaho  and  Alaska, 
are  having  excellent  success.  They  have  already 
opened  several  new  accounts  in  Alaska. 

The  Cremona  Phonograph  Co.  has  increased 
its  capital  stock  from  $75,000  to  $350,000  and 
has  made  a  provision  for  the  issue  of  pre- 
ferred stock. 

The  Magnavox,  a  music  and  voice  telemega- 
fone,  is  now  carried  by  and  handled  exclusively 
by  the  Perry  Music  Co.  of  Portland.  One  has 
been  purchased  by  the  Columbia  Beach  Park 
and  the  city  has  bought  one  for  the  children's 
playgrounds. 


W.  Flemming,  of  the  Hopper-Kelly  Co.,  of 
Seattle,  is  now  in  the  talking  machine  depart- 
ment of  the  local  branch  of  the  Bush  &  Lane 
Piano  Co. 

At  least  50  per  cent  more  business  was 
done  in  the  record  department  of  the  Bush  & 
Lane  Piano  Co.  to  date  of  this  year  than  in 
the  same  period  of  last  year. 

That  the  export  business  of  the  Pacific  Phon- 
ograph Co.  will  be  a  big  factor  in  its  devel- 
opment is  evident.  The  company  is  at  present 
considering  the  opening  of  a  distributing  agency 
at  Lima,  Peru. 

Mrs.  D.  Stonebrink,  formerly  with  the  talk- 
ing machine  department  of  Lipman,  Wolfe  & 
Co.,  is  now  in  charge  of  the  record  depart- 
ment of  the  Bush  &  Lane  Piano  Co.  Mrs. 
Olga  Binder,  who  took  Mrs.  Stonebrink's  po- 
sition at  Lipman-Wolfe's,  has  resigned  on  ac- 
count of  ill  health. 

Miss  Janet  Boyer,  of  the  record  department 
of  the  G.  F.  Johnson  Piano  Co.,  was  married 
on  June  28  to  Elmer  Xanton,  one  of  the  well- 
known  business  men  of  this  city. 


The 

NEW  FRANKLIN 

Has  Many  Distinguishing  Improvements 


LOUIS  XVI 


ADDED  to  the  superlative 
construction  and  finish  of 
the  Franklin  Phonograph  is  the 

NEW  HORN 

acoustically  correct  and  giving 
remarkably  increased  volume 
and  richness  of  tone. 

Also — every  model  w^ill  have 
the  new  patented  hingeless 
doors.  When  one  door  is 
opened,  both  open. 

The  Franklin  line  contains 
many  strong  talking  points  that 
make  it  easily  salable  and  a 
profitable  line  to  build  your 
future  upon. 


The  Franklin 


FRANKLIN  PI 


I  0th  and  Columbia  Ave. 


Is  Different 


m  GOMPANY 


INCORPORATED 


PHILADELPHIA.  PA. 


NEW  YORK  OFFICE— 253  West  42nd  St.,  New  York  City 

WM.  RASHALL.  Manager 


I 

I 

I 


i 
I 

I 


184 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Edison  Amherola  Message  No.  9 


5200  merchants  in  the  United  States 
and  Canada  are  members  of  the 
Amber ola  dealership  organization. 

The  majority  of  these  merchants 
have  been  retailing  the  line  for  five, 
ten,  fifteen  or  twenty  years. 

Their  long  service  in  the  Edison 
ranks  proves  indisputably  that  the 
Diamond  Amberola  is  permanent  in 
public  esteem  and  highly  profitable  to 
the  dealer. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


4 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


185 


BEST  TYPES  OF  MACHINES  IN  DEMAND  IN  LOS  ANGELES 

Retailers  Report  Substantial  Call  for  Period  Models — New  Emerson  Phonograph  Received — Meeting 
of  Local  Association — Recent  Trade  Visitors  Bring  Good  Business  Reports 


Los  Anueles,  Cal.,  August  2. — ^^Business  for  the 
month  of  July  in  the  various  stores  of  Los 
Angeles  has  been  exceptionally  good,  especially  . 
for  the  time  of  year.  A  number  of  managers 
and  their  salesmen  spent  the  week  of  July  19 
in  San  Francisco  attending  the  Edison  Caravan 
and  Victor  Educational  Conventions,  which  they 
reported  as  being  most  successful  and  instruc- 
tive. In  addition  everyone  was  given  a  good 
time,  and  they  returned  with  glowing  accounts 
of  Frisco's  proverbial  generous  hospitality. 
Music  Trades  Association  Meets 

The  regular  meeting  of  the  Music  Trades  y\s- 
sociation  of  Southern  California  was  held  at 
the  Andrews  Talking  Machine  Co.'s  store  on 
July  13.  W.  F.  Cooper,  of  the  mechanical  de- 
partment of  the  phonograph  division  of  the 
Brunswick-Balke-CoUender  Co.,  addressed  the 
meeting  and  emphasized  the  opportunities  af- 
forded by  the  closest  co-operation  which  should 
exist  between  the  sales  and  repair  departments 
and  the  importance  of  service. 

Riverside  Dealer  Enthusiastic 

The  Keystone  Hall  of  Music,  Riverside,  has 
lately  installed  a  complete  line  of  .Aeolian-Vo- 
calions  and  has  already  met  with  a  strong  de- 
mand both  for  machines  and  records.  They 
declare  that  customers  are  delighted  with  the 
goods  as  well  as  being  impressed  by  the  pres- 
tige belonging  to  the  Aeolian  products. 
New  Emerson  Phonograph  Arrives 

The  long  looked  for  Emerson  phonographs 
have  reached  Los  Angeles  and,  in  addition  to  a 
complete  set  of  samples  of  the  different  models, 
a  considerable  stock  for  immediate  delivery  has 
arrived  at  the  warerooms  of  the  Western  Job- 
bing &  Trading  Co.  Special  Representative  L 
Lessor  is  very  much  enthused  and  has  already 
made  one  successful  trip  over  his  territory  tak- 
ing orders. 

J.  T.  Fitzgerald  Goes  to  Alaska 

President  Fitzgerald  of  the  Fitzgerald  Music 


Co.,  after  acting  as  chairman  at  the  Edison 
Caravan  Convention  recently  held  in  San  Fran- 
cisco, has  .left,  accompanied  by  Mrs.  Fitzgerald, 
on  a  two  months'  vacation  and  trip  to  Alaska. 
General  Manager  Braden  and  Phonograph  Man- 
ager Scooler  attended  the  convention. 

Salt  Lake  Man  Here 

J.  Jensen,  manager  of  the  talking  machine  de- 
partment of  the  Daynes-Beebe  Co.,  of  Salt  Lake 
City,  spent  a  few  days  in  Los  Angeles  after 
attending  the  Edison  Caravan  Convention  in 
San  Francisco. 

J.  W.  Boothe  Back  From  Vacation 

General  Manager  Boothe  of  the  music  de- 
partment of  Barker  Brothers  has  returned  from 
a  most  enjoyable  trip  into  the  Yosemite  which 
he  spent  in  company  with  Messrs.  Clarence 
Barker  and  E.  M.  Bonnell.  The  party  went 
in  by  the  Tioga  Pass  and  had  some  wonderful 
trout  fishing. 

Columbia  Manager  Returns 

William  F.  Stidham,  manager  of  the  Los 
Angeles  branch  of  the  Columbia  Graphophone 
Co.,  has  returned  from  a  two  weeks'  trip  to 
the  executive  offices  in  New  York  City.  Im- 
mediately upon  his  return  he  held  a  salesmen's 
meeting  and  convention,  which  was  attended 
by  Messrs.  Mack,  Allen  and  Newman,  in  order 
that  he  might  impart  to  them  some  of  the 
renewed  enthusiasm  which  he  had  absorbed 
during  his  Eastern  visit. 

Hopper-Kelly  President  Here 

The  well-known  and  popular  president  of  the 
Hopper-Kelly  Co.  of  Seattle  and  Tacoma,  E.  P. 
Kelly,  accompanied  by  Mrs.  Kelly  and  A.  W. 
Erhart,  manager  of  the  Tacoma  branch,  and 
Mrs.  Erhart,  motored  down  all  the  way  from 
Seattle  to  Los  Angeles.  The  party  reached 
San  Francisco  in  five  days  and  attended  the 
Edison  Caravan  and  Victor  Educational  Con- 
ventions before  proceeding  to  Los  Angeles.  Mr 
Kelly's  commendations  on  Los  Angeles  music 


stores  were  most  flattering  to  their  owners. 
Like  the  defender  in  the  America  Cup  contests, 
he  has  taken  all  the  wind  out  of  their  sails 
when  it  comes  to  praise.  Of  course  his  name 
has  a  decided  Irish  sound  to  it,  and  it  is  pos- 
sible that,  true  to  type,  there  is  a  large  quantity 
of  "honey"  on  Kelly's  tongue.  But  one  thing 
is  certain,  and  that  is,  the  music  trade  of  Los 
Angeles  is  more  convinced  than  ever  of  the 
excellence  of  their  establishments  and  in  addi- 
tion are  impressed  with  a  true  realization  of  the 
beauty  of  the  feminine  portion  of  their  popu- 
lation. ~ 
Sell  Period  Models 

Holton  &  James  of  Santa  Barbara  are  meet- 
ing with  unusual  success  in  the  sale  of  period 
models  of  the  Aeolian-Vocalion  supplied  by  the 
.Aeolian  Co.,  in  Montecito,  where  there  are  so 
many  beautiful  villas  and  residences  owned  by 
a  number  of  well-known  wealthy  persons. 
Los  Angeles  Fourth  in  Volume 

Howard  L.  Brown,  manager  of  the  Los  An- 
geles branch  of  the  phonograph  division  of  the 
Brunswick-Balke-Collender  Co.,  received  a  cir- 
cular letter  from  the  general  sales  department 
showing  that  the  Los  Angeles  or  Southern  Cal- 
ifornia district,  during  the  most  recent  period, 
stands  fourth  in  volume  of  sales  throughout 
the  United  States. 

Earthquakes  not  Severe 

Stories  regarding  earthquakes  in  Los  Angeles 
have  been  reported  in  the  most  ridiculous  fash- 
ion by  some  newspapers  outside  of  Los  An- 
geles. The  truth  is  that  there  was  absolutely 
no  damage  done  and  business  went  on  without 
the  slightest  interruption.  The  newspaper  ar- 
ticles would  imply  differently. 


INCORPORATED  IN  BROOKLYN 

The  La  Belle  Talking  Machine  Mfg.  Corp., 
Brooklyn,  N.  Y.,  has  been  incorporated  under 
the  laws  of  New  York  State  to  manufacture  talk- 
ing machines.  The  capital  of  the  new  corpora- 
tion is  $15,000  and  the  incorporators  are  M.  L. 
Goldbert,  I.  Colbert  and  P.  Robbins,  130  Wads- 
worth  avenue. 


EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


In  designing  the  phonograph  that  you  manufacture  do 
you  realize  that  the  use  of  high  grade  sound  reproducing- 
mechanism  is  a  very  important  item? 

Have  you  ever  given  the  importance  of  the  throw  back 
feature  your  consideration? 

The  Empire  Tone  Arm  and  Reproducer  excels  in  every 
important  feature — 


1st,  on  appearance  alone  it  will  appeal  to  your  dealer 
customer  and  will  enable  him  to  interest  the  best  kind  of 
trade. 

2nd,  on  performance  it  will  reproduce  all  makes  of 
disc  records  at  their  best  and  will  bring  out  all  the  over- 
tones that  are  usually  lost. 

3rd,  mechanically  the  Empire  Tone  Arm  is  more  nearly 
perfect  than  any  other  tone  arm. 


WRITE  FOR  OUR  PRICES  AND  GIVE  US  AN  OUTLINE  OF   YOUR  REQUIREMENTS  FOR  1920 

THE  EMPIRE  PHONO  PARTS  COMPANY 

ADDRESS  ALL  INQUIRIES  TO  CHICAGO  OFFICE 
Sales  Office:  423  S.  Wabash  Avenue,  CHICAGO,  ILL. 
Factory:  1100  W.  9th  Street,  Cleveland,  Ohio 


186 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


ARE  YOU  READY 

FOR  THE  FALL  BUSINESS? 

All  indications  point  to  anotker  big  season  in  tke  pKonograpK  business 
— and  a  relative  shortage  of  merckandise. 

At  present  we  are  in  a  position  to  make  prompt  sKipment  of  Vocal- 
ion  Records  (Lateral  Cut)  and  practically  all  models  of  Vocalions. 
Prepare  nov?  for  tke  Fall  demand. 

The  AEOLIAN- VOC ALIGN 

and  VOCALION  "or  RECORDS 

We  invite  correspondence  from  dealers  wko  x\?isk  to  expand  tkeir 
businesses  hy  tke  representation  of  a  pkonograpk  "wkick  appeals  strongly 
to  tke  better  cla?s  of  purckasers. 

Distributors  for 

OHIO  INDIANA  KENTUCKY  TENNESSEE 


Period  Vocalion  No.  1493— Queen  Anne  Vocalion  No.  540  Period  Vocalion  No.  14Q5— Gothic- Windsor 


THE  AEOLIAN  COMPANY 

Twenty-five  West  Fourth  Street  :  :  Cincinnati,  Ohio 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


187 


EDISON  WINDOW  DISPLAY  FOR  SEPT.    AN  OFFER  THAT  HURTS  BUSINESS 


An    Attractive    Window    Arrangement  That 
Should  Make  a  Wide  Appeal  to  Dealers 


The  New  Edison  window  display  for  Septem- 
ber created  by  Einson  Litho,  Inc.,  New  York, 


Clever  Edison  Window  for  September 

dramatizes  the  remarkable  Re-creation  of  Sig- 
ner Friscoe's  performance  on  his  xylophone  be- 
fore scores  of  vaudeville  audiences  throughout 
the  country. 


OREGON  TRADE  CONDITIONS  GOOD 

M.  W.  Davis  Predicts  Big  Business  in  Musical 
Instruments  for  Coming  Fall  Season 


Portland,  Ore.,  August  5. — M.  W.  Davis,  district 
manager  of  the  Brunswick-Balke-Collender  Co., 
who  has  just  returned  from  an  extensive  trip 
through  Eastern  and  Central  Oregon,  when 
asked  by  your  correspondent  concerning  his 
trip  said: 

"Crop  conditions  and  business  and  financial 
conditions  in  general  throughout  eastern 
Oregon  point  to  a  big  business  in  musical  in- 
struments this  J'all.  While  the  towns  located  in 
the  wool  district  are  hit  hard  right  now  on 
account  of  the  wool  situation,  conditions  point 
toward  an  adjustment  of  the  present  situation. 
Phonograph  dealers  are  buying  and  carrying 
all  the  stock  they  can  get  in  anticipation  of  a 
big  Fall  business,  and  protecting  themselves 
against  stock  shortage." 


'TALKER'  REPLACES  THE  ORCHESTRA 

Indianapolis,  Ind.,'  August  6. — When  the  strike 
of  musicians  broke  loose  on  the  Indianapolis 
theatrical  managers,  Manager  Gavinf  of  the 
Lyric  Theatre,  a  large  vaudeville  house,  deter- 
mined that  his  patrons  should  not  be  without 
music. 

He  called  on  Carl  Anderson,  of  the  Amplifone 
Co.  and  the'  Indianapolis  Talking  Machine  Co. 
Saturday  afternoon  and  by  Sunday  the  theatre 
patrons  were  enjoying  a  lively  musical  program. 
The  Amplifone  Co.  installed  sound-amplifying 
devices  throughout  the  theatre  which  were 
vifired  up  with  a  Victrola  in  a  room  behind  the 
stage. 

The  audience  appreciated  the  ingenuity  dis- 
played in  supplying  them  with  music  in  spite  of 
the  walkout  of  the  musicians  and  the  musical 
program  made  a  big  hit.  The  Victrola  and 
records  were  supplied  by  the  Indianapolis  Talk- 
ing Machine  Co. 


GRAFONOLA  FOR  ENGINEER 

;  S.  J.  McCormick,  of  Portland,  Ore.,  sold  a 
Columbia  Grafonola  this  week  to  George 
Gorro,  junior  engineer  on  the  steamer  Owa- 
tama,  which  sailed  for  England  by  way  of  the 
Panama  Canal.  Mr.  Gorro  said  he  had  to  have 
music  on  the  long  trip  and  the  Grafonola  and  a 
good  supply  of  Columbia  records  would  enliven 
a  long  and  tedious  voyage. 


New  York  Department  Store  Offers  $250  Ma- 
chine  on  20  Months'  Time  to  Those  Who  Pur- 
chase $10  Worth  of  Records — Members  of 
Trade  Question  Wisdom  of  Move 


Buy  $10  worth  of  records  and  a  $250  period 
phonograph  of  recognized  make  will  be  deliv- 
ered to  the  customer's  home  by  one  of  New 
York's  big  department  stores,  without  any  first 
payment,  and  on  an  instalment  contract  running 
for  twenty  months.  The  ofTer  has  been  widely 
advertised  and  has  attracted  considerable  at- 
tention in  the  trade,  mostly  of  an  unfavorable 
character.  The  majority  of  retailers  are  insist- 
ing upon  short  terms  and  appear  to  be  able  to 
do  a  satisfactory  business  on  that  basis,  losing 
no  sales  because  of  their  demands  for  cash,  or 
short-term  contracts. 

It  is  felt  that  advertising  such  as  that  in- 
dulged in  by  the  department  store  has  a 
tendency  to  give  to  the  public  the  impression 
that  there  is  a  slump  in  the  talking  machine 
business  and  that  by  delaying  their  purchases 
they  may  perhaps  enjoy  some  sort  of  price  re- 


duction. Those  in  touch  with  manufacturing 
conditions  realize  that  there  can  be  no  reduc- 
tion in  machine  prices  for  many  months  to 
come,  and  then  only  in  the  event  that  materials, 
and  perhaps  wages,  drop.  To  advertise  high- 
priced  machines  on  twenty  months'  time,  and 
without  an  initial  cash  payment,  is  regarded  as 
an  unfortunate  business  move  just  now. 


D.  C.  PEYTON  NOW  IN  PORTLAND 


Former  Aeolian  Man  Now  Manager  of  Meier 
&  Frank  Talking  Machine  Department 


D.  C.  Peyton,  formerly  with  the  Aeolian  Co. 
of  New  York  and  Chicago,  is  now  the  manager 
of  the  talking  machine  department  of  the  Meier 
&  Frank  Co.  Mr.  Peyton  was  with  the  Aeolian 
Co.  seven  years.  He  opened  up  the  company 
in  Texas,  and  while  there  was  manager  of  the 
Vocalion  department  in  the  department  store  of 
Titch  &  Goettenger  in  Dallas. 

The  careful  salesman  will  read  each  and  every 
advertisement  which  his  house  puts  in  the  local 
papers. 


THE  PHONOGRAPH  NEEDLE 
FOR  ULTRA  TONE  QUALITY 

The  vibrations  are  clarified  by  the  Hood  on 
the  needle  that  produces  the  very  best  results. 

SEMI  -  PERMANENT  POINT 

LOUD  -  MEDIUM  -  SOFT 

A  profitable  needle  for  dealers  to  sell.  More  than 
2000  Deal  ers  are  now  selling  them  with  splendid 
success.  Order  from  the  nearest  branch. 

The  BELL  HOOD  NEEDLE  CO. 

183  Church  St.,  New  Haven,  Conn.  807  The  Arcade,  Cleveland 

N.  E.  M.  I.  T.  CO.,  89  10th  St.,  South 

3442  N.  Clark  St.  127  E.  23rd  St.  Minneapolis 

Chicago,  111.  New  York  City  Distributors  for  all  states  west  of 

^  Mississippi  River  and  Wisconsin 


188 


THE    TALKING    MACHINE  WORLD 


August  15.  192U 


Model  11  Adam 
42"  X  37"  X  24" 


Model  0  Sheraton 
45"  X  19"  X  20" 


Model  10  Sheraton 
42"  X  37"  X  24" 


Model  2  Adam 
48"  X  22"  X  23" 


Model  3  Queen  Anne 
48"  X  22"  X  23" 


r  Artiste. 


THE  L' ARTISTE  is  a  musical  instrument  in 
every  sense  of  the  word.  Its  tonal  value  alone 
places  it  in  the  foremost  ranks  of  reproducing 
instruments. 

Every  model  of  the  L' Artiste  is  a  period  model 
and  true  to  the  period  it  represents.  The  L' Artiste 
is  an  instrument  fit  to  grace  the  most  palatial  of 
homes  and  an  instrument' you  will  take  just  pride 
in  selling. 

Furthermore  the  merits  of  the  L'Artiste  have  been 
proven.  Dealers  are  handling  the  line  with  great 
success  in  every  section  of  the  country.  Anticipating 
the  important  season  we  are  entering,  it  would  pay 
you  to  investigate  this  line  to-day. 

The  Philadelphia  Show  Case  Company 

Distributors 


NEW  YORK 
841-J  Bush  Terminal  Sales  BIdg. 

PHILADELPHIA 
127  North  13th  Street 


PITTSBURGH 
2002  Jenkins  Arcade 

NEW  ENGLAND  DISTRIBUTORS 
C.  C.  Moir,  BOSTON,  MASS. 


Model  13  Louis  XVI 
42"  X  37"  X  24" 


Model  1  Adam 
46"  x20  '  x21" 


Model  12  Queen  Anne 

42  '  X  37  •  x  24" 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


189 


M.  L.  KESNER  GOES  A=FISHING        IMPORTANT  COLUMBIA  CO.  CHANGES 


Comes   Back   From  Canada   With   Some  Big 
Stories  of  Surprising  Catches 


M.  L.  Kesner,  of  the  firm  of  Kesner  &  Jer- 
law,  the  well  known  manufacturers  of  the  So- 
nata line  of  talking  machines,  recently  returned 
from  a  fishing  trip  in  upper  Ontario  known  as 
the  "heart  of  Canada."  Mr.  Kesner's  activities 
have  been  quite  strenuous  during  the  past  few 
months,  and  following  the  several  weeks  spent 


M.  L.  Kesner  in  the  Woods 

at  the  Grand  Rapids  Furniture  show,  he  de- 
cided to  take  a  rest. 

Accompanying  herewith  is  a  photograph  of 
Mr.  Kesner  and  his  two  guides  taken  during 
his  vacation  period.  It  will  be  seen  by  the  pic- 
ture that  Mr.  Kesner  supplied  the  firewood  for 
the  camp. 


BULL  PUP  BATTLES  VICTOR  DOG 

Large  Crowd  Witnesses  Struggle  With  Papier- 
Mache  Dog  in  Front  of  Portland  Store  of 
Bush  &  Lane  Piano  Co. 


Portland,  Ore.,  August  5." — When  a  white  bat- 
tle-scarred bull  terrier  started  down  Broadway 
the  other  day  evidently  he  was  looking  for  trou- 
ble. Opposite  the  entrance  to  the  Bush  &  Lane 
piano  store  he  encountered  the  fixed  and  im- 
movable gaze  of  a  three-foot  papier-mache  dog, 
which  sits  all  day  at  the  door  listening,  so  they 
say,  for  "his  master's  voice." 

The  Hve  dog  looked  up  at  the  papier-mache 
dog  and  decided  that  he  didn't  like  his  looks. 
Perhaps  the  fact  that  the  papier-mache  dog 
paid  no  attention  to  him  irritated  him  further. 
At  any  rate,  the  little  bulldog  seized  the  enor- 
mous muzzle  of  the  papier-mache  giant  in  a 
death  grip.  The  two  rolled  on  the  pavement 
together.  A  crowd  of  200  gathered  to  witness 
the  struggle.  When  Edward  Martin,  one  of  the 
store  employes,  approached  the  building  he 
thought  a  fire  must  have  broken  out.  He  dashed 
through  the  crowd,  and,  taking  in  the  situation 
at  a  glance,  dragged  both  the  contestants  in- 
side the  store  to  settle  the  dispute. 

Forcible  methods  had  to  be  applied  to  sep- 
arate the  bulldog  from  his  prey.  It  was  only 
after  the  assailant's  enthusiasm  had  been  damp- 
ened by  several  gallons  of  water  that  the  papier- 
mache  giant  was  released,  and  the  little  bull, 
still  breathing  defiance,  was  ejected  from  the 
store. 


R.  Fletcher  &  Son,  of  Chehalis,  Wash.,  have 
just  opened  up  an  exclusive  Brunswick  depart- 
ment in  connection  with  their  jewelry  store. 


Lambert  Friedl  Resigns  as  Manager  of  New 
York  Branch  of  Columbia  Co.— Succeeded  by 
Kenneth  Mills— New  Post  for  McKenna 


The  general  sales  department  of  the  Columbia 
Graphophone  Co.,  New  York,  announced  this 
week  that  Lambert  Friedl,  manager  of  the  New 
York  branch,  had  resigned  from  this  position, 
owing  to  ill  health. 

Kenneth  Mills,  at  present  manager  of  the 
company's  Chicago  branch,  has  been  appointed 
manager  of  the  New  York  branch,  effective 
September  1.  Mr.  Mills  was  formerly  assistant 
manager  in  New  York  and  is  therefore  thor- 
oughly conversant  with  the  local  situation. 

John  McKenna,  at  present  manager  of  the 
Columbia  branch  of  St.  Louis,  has  been  ap- 
pointed manager  of  the  Chicago  branch,  suc- 
ceeding Mr.  Mills.  Mr.  McKenna  formerly  re- 
sided in  Chicago,  and  the  success  that  he  has 
achieved  in  St.  Louis  well  merits  his  promotion. 
Mr.  McKenna's  successor  in  St.  Louis  will  be 
announced  very  shortly. 


NOW  PITTSBURG  EMERSON  AGENT 


Clarke  Musical  Sales  Co.  to   Retail  Emerson 
Phonographs  and  Records  in  That  City 


Pittsburgh,  Pa.,  August  6. — The  Clarke  Musical 
Sales  Co.,  of  this  city,  has  been  appointed  repre- 
sentative for  Pittsburgh  and  Western  Pennsyl- 
vania for  the  Emerson  phonographs  and  Emer- 
son records,  with  offices  and  warerooms  at  123- 
125  Water  street.  Charles  Stran  is  manager  in 
charge.  He  is  one  of  the  well-known  talking 
machine  men  in  the  trade  and  is  very  enthusiastic 
concerning  the  outlook  for  Emerson  sales  in 
this  section.  He  is  planning,  later  in  the  month, 
to  have  a  grand  exhibition  and  demonstration  of 
the  Emerson  line,  when  all  of  the  dealers  in  his 
territory  will  be  invited  to  attend  the  affair  and 
meet  some  of  the  Emerson  leaders  in  the  trade. 


MAKING  ANSONIA  MORE  FAMOUS 


Ansonia,  Conn.,  August  5. — Ansonia,  which  en- 
joys a  nation-wide  reputation  for  clocks  and 
brass  work,  is  rapidly  growing  equally  famous 
for  talking  machine  needles.  There  are  already 
two  manufacturers  of  well-known  lines  of  steel 
needles  and  the  latest  addition  in  the  field  of 
talking  machine  needles  is  the  Mellowtonc 
Needle  Co.  also  of  this  city.  This  company, 
however,  will  differentiate  from  the  others  in 
producing  semi-permanent  needles  only.  These 
needles  under  test  have  played  from  100  to  200 
records  each.  The  new  semi-permanent  needle 
has  been  named  the  "Superb"  and  an  energetic 
publicit}'  and  sales  campaign  has  been  entered 
into  to  place  the  needle  before  the  attention 
of  the  talking  machine  trade  throughout  the  en- 
tire country. 


NEW  OREGON  CORPORATION 


The  Etruscan  Phonograph  Co.  has  been  in- 
corporated with  headquarters  in  Portland,  Ore. 
The  incorporators  are  M.  E.  McDermott,  C.  A. 
Cook  and  C.  D.  Christensen.  The  capital  stock 
is  $20,000.  They  vvill  manufacture  and  deal  in 
phonograph  and  other  cabinets,  phonographs 
and  accessories. 


MAGNET  DECALCOMANIE  NAMEPIATE 


• 


.5UI.D  OY 

HURTEAU.WIlllAMS&CO.'i' 

MOMTRtAl    OTTAWA 


FOR  TALKING  MACHINE 
'      CABINETS  En 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 


149  Church  Street 


New  York  City 


MJJglS  B).K1®SISS  5  (D9l 


WARNING 


WALL  KANE  STEEL  NEEDLES 
are  the  standard  trade-marked  needles 
of  the  phonograph  industry.  Like  any 
article  that  is  a  proven  success,  WALL 
KANE  STEEL  NEEDLES  are  being 
imitated. 

The  genuine  W  A-L  L  KANE 
NEEDLES  are  manufactured  by  in- 
trica'e,  chemical  processes,  and  we 
guarantee  them  to  possess  the  quality 
of  playing  ten  records  perfectly,  the 
last  one  as  well  as  the  first. 

Every  WALL  KANE  NEEDLE  is  a  great 
improvement  of  the  highest  grade  steel 
needles  of  American  manufacture,  abso- 
lutely uniform  in  temper,  length  and  taper. 
You  may  line  up  any  number  of  any  of 
the  three  grades  of  WALL  KANE 
NEEDLES  and  you  will  find  the  above 
statement  to  be  correct. 

The  point  of  the  needle  is  greatly  improved 
in  the  WALL  KANE.  Ordinary  steel 
needles,  ■  owing  to  their  fibrous  structure, 
flatten  out  readily  and  bring  more  and  more 
of  the  grain  of  the  steel  in  contact  with  the 
record  grooves.  The  point  of  the  WALL 
KANE  NEEDLES  is  treated  by  various 
chemical  processes,  several  coatings  being 
placed  on  it,  thereby  creating  a  layer  of 
soft  material  that  will  not  wear  off  until 
at  least  3,000  revolutions  are  made  and  thus 
does  not  permit  the  grain  of  the  steel  to 
come  into  contact  with  the  record  grooves. 

This  material  placed  on  the  point,  is  softer 
than  steel  and  such  that  it  will  greatly 
benefit  the  record,  minimize  the  scraping 
sound,  prolong  the  life  of  the  record  and 
play  it  better. 

Any  instrument  or  record  will  show  off 
best  when  WALL  KANE  NEEDLES  are 
used. 


laranteedto  pla 
0  Records 

ANT  PHONOCRAP^ 


[EXTRA  LOUD 


BEWARE  OF  IMITATIONS 


This  handsome  metal  enamel  display  stand  holds  60 
packages.  2  doz.  extra  loud,  I  doz.  medium,  and  2  doz. 
loud:  each  package  containing  50  WALL  KANE 
NEEDLES,  retailing  for  15c.  Price  of  Stand  to  dealers, 
$4.60;  $4.90  Far  West.  Single  packages,  TAc;  8c  in 
the  Far  West. 

Attractive  display  containers,  each  holding  100  packages 
of  a  kind  of  WALL  KANE  Needles,  cost  the  dealer 
$7.50;  $8.00  in  the  Far  West 

SOME  Jobbing  territory  still  open 


Progressive  Phonographic  Supply  Co.,  Inc. 

145  West  45th  Street,  New  York 


190 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


PATHE  ROOSTER  FLIES  HIGH 


Frank  Le  Man  Makes  Airship  Flight  Accompa- 
nied by  the  Famous  Pathe  Trade-mark 


The  well-known  Pathe  trade-mark  rooster 
was  conspicuous  in  an  airship  flight  made  over 
the  State  and  cit\-  of  New  York  and  a  goodly 
part  of  New  Jerse)'.  The  flj'ing  trip  was  made 
in  one  of  the  swift  saiHng  clippers  which  was 
piloted  by  Lieut.  Mark  C.  Hogue,  aerial  pilot, 


timated  that  in  passing  over  the  farmyards  of 
the  country  the  joyous  hens  and  roosters,  gaz- 
ing upwards,  expressed  their  astonishment  by 
setting  up  a  vociferous  chorus  of  cackling  and 
crowing  by  v^ay  of  giving  their  celebrated  vis- 
itor a  hearty  welcome  and  bon  voyage. 


MAYERS  ENTERTAINS  EMPLOYES 


VELVET  TURNTABLE  TOPS 


The  Airship  in  Which  the  Pathe 
and  who  had  as  a  passenger  Frank  Le  Man, 
one  of  the  enterprising  hustlers  of  the  Pathe 
Phonograph  Co.'s  service  department. 

The  start  was  made  from  the  flying  field  of 
Paterson,  N.  J.,  and  for  several  hours  the  air- 
ship sailed  over  the  populous  cities  and  fruit- 
ful farms  of  the  States  named  at  an  altitude  of 
3,000  or  more  feet. 

The  photograph  herewith  given  shows  the 
machine  at  rest  with  Lieut.  Hogue  and  Mr.  Le 
Man  in  the  foreground,  the  latter  facing  to  the 
left.  On  the  upright  wing  of  the  airship  may 
be  seen  the  erect  .figure  of  the  famous  Pathe 
bird,  whose  exultant  head  seems  to  carry  a 
challenge  of  supremacy  to  the  sky,  and  it  is  in- 


A.  Wimpfheimer  &  Bro.,  Inc.,  450^60  Fourth 
avenue,  New  York,  well-known  manufacturers 

and  distributors  of 
velvets,  plushes  and 
other  materials  made 
particularly  for  talk- 
ing machine  t  u  r  n  - 
tables,  who  have  sev- 
eral factories  pro- 
ducing such  prod- 
ucts, have  recently 
inaugurated  a  pub- 
licity campaign  ex- 
ploiting their  mate- 
rial for  the  purpose 
of  inducing  and  en- 
couraging all  manu- 
facturers of  quality 
talking  machines  to 
Figured  equip    their  turn- 

tables with  velvets  and  plushes  in  preference 
to  the  usual  felt.  The  firm  has  prepared  sam- 
ples of  their  materials,  which  are  now  being 
forwarded  to  manufacturers  of  talking  machines 
interested  in  equipping  their  turntables  with 
velvets  or  plushes. 


Proprietor  of  International  Phonograph  Co. 
Host  to  Staff  at  Picnic  Held  at  Pelham  Bay  Park 

On  Sunday,  August  1,  all  employes  of  the  In- 
ternational Phonograph  Co.,  101  Essex  street, 
New  York,  were  the  guests  of  Joseph  H.  Mayers, 
proprietor  of  the  company,  at  an  elaborate  picnic 
held  at  Pelham  Bay  Park.  The  employes  were 
accompanied  by  their  families  and  Mrs.  Mayers 
assisted  her  husband  in  welcoming  the  guests,' 
with  the  result  that  the  affair  assumed  the  char- 
acter of  a  real  famib^  party.  There  was  plenty 
of  music  and  dancing,  and  an  excellent  dinner 
was  served  b}'  the  host. 

In  appreciation  of  Mr.  Mayers'  generosity  the 
employes  prepared  and  sent  to  him  a  letter 
thanking  him  and  bearing  the  signatures  of  all 
members  of  the  staff.  Those  who  attended  the 
outing  and  signed  the  letter  of  appreciation 
were:  Howard  A.  Jacobs,  manager;  Daniel  M. 
Broad,  office  manager;  Julius  Weinberg, 
Paul  Boiko,  George  Sklar,  Max  Chinkes, 
Ruth  Mandel,  Sam  Jacobs,  Morris  Blaustein, 
Paul  Roe,  Max  Sackiel  and  Nicola  Clemente. 


NEW  WIDDICOMB  CATALOG  ISSUED 


TO  INSTALL  EIGHT  UNICO  BOOTHS 

The  Unit  Construction  Co.,  of  Philadelphia, 
has  a  contract  to  install  eight  sound-proof  demon- 
stration booths  in  the  store  of  H.  Kahansky,  a 
Victor  dealer,  of  Brooklyn,  N.  Y.,  with  head- 
quarters at  3137  Fulton  street.  Mr.  Kahansky 
was  originally  a  furniture  dealer  exclusively,  but 
found  the  demand  for  talking  machines  and 
records  so  great  that  he  decided  to  give  his  en- 
tire attention  to  the  selling  of  the  Victor  line. 


A  new  Widdicomb  catalog  has  recently  been 
issued  showing  the  entire  Widdicomb  line  of 
instruments  handsomely  illustrated  and  minutely 
described.  Both  the  upright  and  the  console 
models  are  represented  and  the  booklet  makes 
a  most  favorable  impression. 


TO  HANDLE  CHENEY  IN  HARTFORD 


The  Co-operative  Store  at  Hartford,  ^^'is.,  has 
established  a  talking  machine  department,  and 
will  deal  exclusively  in  the  Cheney. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


191 


QLIALITY 
SEI^ICE 


j)}sirfhutecl  in  the  Metropolitan  district  S^  J/cuNorlc  State  bu 

M>M.aOEMER  SALES  COf^R.^ 


192  THE    TALKING    MACHINE    WORLD  august  i5  1920 


Announcing  to  the  Trade 


uperh 

cm  I  -permanent 
The  Talking  Machine  Needle  Superb 

Facts  About  this  Needle: 

Will  play  by  actual  test  100  to  200  records. 
Will  not  wear  the  records,  account  of  its  patent  point. 
Will  play  any  make  record  using  steel  needle. 
Made  in  full  and  half  tone. 

It  is  NOT  a  loud,  rasping,  hissing  needle  like  the 
ordinary,  but  one  that  produces  a  rich,  clear,  mellow 
tone  that  will  be  appreciated  by  all  lovers  of  good, 
refined,  pleasing  music. 

Packed  4  needles  on  a  card,  125  cards 
to  a  counter  display  carton. 

Retail  Price  25c.  per  card 

As  this  needle  is  something  entirely  new,  and  is  to  be 
extensively  advertised,  we  feel  sure  that  the  distribution 
of  it  will  prove  profitable  to  those  fortunate  enough  to 
secure  it. 

We  are  now  allotting  territory  and 
will  be  pleased  to  send  samples  and 
discounts  to  those  interested. 


Mellowtone  Needle  Company 

Sole  Manufacturers 

Ansonia  :  Connecticut 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


193 


Convention  of  Iowa  Victor  Dealers 


State  Association  Holds  Fourth  Annual  Gathering  in  Des  Moines  Under  the  Auspices  of  the  Michel  Bros.  Co.- 
Business  Topics  Discussed  and  Helpful  Addresses  Listened  to — L.  R.  Spencer  Elected  President 


-Important 


Dks  Moines,  Ia.,  August  3. — The  fourth  annual 
convention  of  the  Iowa  Victor  Dealers'  Asso- 
ciation was  held  yesterday  in  the  establishment 
of  Mickel  Bros.  Co.,  Victor  distributors,  at  411 
Court  avenue,  and  served  to  attract  over  200 
dealers  from  all  sections  of  the  State. 

After  the  members  had  been  duly  registered 
the  morning  session  was  called  to  order  by  the 
vice-president,  R.  B.  Townsend,  who  was  asked 
to  preside  in  the  absence  of  the  president,  Jo- 
seph Britt.  Mr.  Townsend  welcomed  the  mem- 
bers to  the  convention,  and  after  predicting  a 
most  successful  meeting,  both  from  a  business 
and  social  \-iewpoint,  introduced  Mayor  H.  H. 


its  of  the  Victor  Red  Seal  catalog.  She  told 
how,  through  being  able  to  offer  records  of  a 
parallel  nature  to  customers,  she  was  able  to 
increase  the  sales'  to  a  very  large  extent.  She 
then  turned  to  the  value  of  the  educational  side 
of  Victor  business,  and  explained  how,  through 
actual  experience,  she  had  created  interest  and 
stimulated  sales  through  the  installation  of  Vic- 
trolas  in  public  schools  for  instruction. 

At  the  close  of  Miss  Jardine's  talk,  E.  H. 
Haglind,  of  Mickel  Bros.  Co.,  gave  a  most  inter- 
esting and  instructive  talk  on  the  Victor  motor, 
the  cause,  effect  and  repair  of  trouble  which 
might  befall  the  motor.    While  he  was  talking 


ner,  which  recalled  to  some  of  those  present 
those  good  old  school  days. 

George  E.  Mickel's  Interesting  Talk 
At  the  close  of  Miss  Taylor's  entertainment, 
George  E.  Mickel,  president  and  general  mana- 
ger of  Mickel  Bros.  Co.,  addressed  those  present 
on  "Merchandising  Victor  Products,"  taking  oc- 
casion to  explain  the  meaning  of  proper  finan- 
cing. He  deplored  the  policy  of  borrowing  cap- 
ital with  which  to  make  the  initial  investment, 
yet  he  expressed  the  belief  that  borrowing  from 
banks  to  tide  over  a  certain  period  was  distinctly 
legitimate.  He  then  gave  some  very  valuable 
information  on  the  present  financial  market  of 


Those  Who  Attended  the  Convention  of  the   Iowa  Victor  Dealers'  Association 

1,  R.  L.  Spencer,  president;  2,  h.  A.  Murray,  vice-president;  3,  H.  B.  Si-xsmith,  secretary  ;  4  K.  B.  Townsend,  treasurer; 

McGregor   (four  members  of  Executive  Committee);  9,  John  G.  Paine;  10,  Geo.  E. 


Barton,  of  Des  Moines,  who  extended  a  formal 
welcome  to  the  citizens. 

Salesmanship  Must  Be  Developed 

Edward  Lyman  Bill,  of  The  Talking  Machine 
World  and  The  Music  Trade  Review,  was  the 
first  general  speaker  and  devoted  his  remarks 
to  the  business  prospects  for  next  year.  He  em- 
phasized the  fact  that  there  was  a  strong  possi- 
bility of  over-production  and  that  salesmanship 
would  have  to  be  developed  in  the  trade  on  a 
broad  basis.  He  urged  that  retailers  give 
thought  to  this  situation  and  prepare  their  or- 
ganizations to  meet  any  new  conditions  that 
might  develop. 

The  Value  of  Advertising 

The  next  speaker  was  J.  J.  Rockwell,  of  the 
Reincke-Ellis  Co.,  Chicago,  who  gave  a  most  in- 
teresting and  comprehensive  address  on  the 
broad  subject  of  advertising.  Mr.  Rockwell  de- 
fined some  of  the  many  phases  of  advertising 
as  it  is  constituted  to-day,  and  emphasized  par- 
ticularly the  importance  of  service  by  the  re- 
tailer to  his  customer  as  one  of  the  most  ef- 
fective factors  in  an  advertising  campaign.  He 
declared  that  the  trouble  with  too  many  people 
was  that  they  believed  that  advertising  was  con- 
fined to  the  printed  word,  and  hadn't  gained  a 
proper  conception  of  its  real  scope. 

How  to  Double  Victor  Business 

Miss  Mayme  A.  Jardine,  of  Mickel  Bros.,  then 
gave  a  talk  on  "How  to  Double  Your  Victor 
Business."  Miss  Jardine  pointed  out  most  con- 
clusively the  great  necessity  of  the  sales  force 
being  properly  educated  about  the  particular 
features  of  the  Victrola  and  the  particular  mer- 


his  assistants  took  down  and  reassembled  one 
of  the  motors. 

An  Educational  Demonstration 

Miss  Jardine  then  had  a  part  of  the  floor 
cleared  and  with  the  aid  of  Loretta  Boroff  and 
Thos.  Bonney,  of  Omaha,  demonstrated  the 
practicability  of  the  Victrola  in  teaching  differ- 
ent folk  and  conventional  dances.  With  the  aid 
of  Gwendolyn  Eiche,  also  of  Omaha,  she  dem- 
onstrated the  use  of  the  Victrola  in  connection 
with  school  recitals.  Both  the  cleverness  of  the 
entertainers  and  the  practicability  of  the  Vic- 
trola for  this  use  were  surprising  to  the  on- 
lookers. 

Vice-President  Townsend  then  appointed  a 
nominating  committee  consisting  of  Harry  Fet- 
ters, of  the  Mickel  Furniture  Co.,  "Marshalltown ; 
Harry  Clarke,  Anamosa,  Iowa,  and  H.  A,  Tes- 
low,  of  the  Teslow  Music  House,  Cresco,  Iowa. 
The  morning  session  was  then  adjourned  and 
the  members-  of  the  association  became  the 
guests  of  the  Mickel  Bros.  Co.  to  luncheon  at 
the  Kirkwood  Hotel.  During  the  repast  an 
orchestra,  specially  engaged  for  the  occasion, 
lendered  many  of  the  popular  and  catchy  hits 
of  the  day. 

The  Afternoon  Session 

Miss  Ethel  Rose  Taylor,  of  Sioux  City,  Iowa, 
who  is  an  instructress  in  the  primary  grades  in 
.Sioux  City,  was  introduced  by  Mr.  Mickel  at 
the  beginning  of  the  afternoon  session.  She 
told  of  her  work  with  school  children  and  of 
how  the  Victrola  could  be  used  in  connection 
with  it.  She  then  rendered  one  of  her  children's 
stories  in  a  most  amusing  and  entertaining  man- 


in  Des  Moinss  on  August  2,  1920 

5,  C.  Tucker;  6,  Mark  Duncan;  7,  lames  Donahue;  8,  C.  B. 
Mickel;  11,  Billy  Murray. 

the  United  States  and  showed  how,  in  spite  of 
the  fact  that  many  believed  it  was  unhealthy, 
the  prosperity  and  the  state  of  our  banking  in- 
terests were  in  a  most  satisfactory  condition. 

Mr.  Mickel  then  turned  to  the  subject  of  Vic- 
tor merchandising  and  pointed  out  that,  besides 
handling-  the  proper  line  of  merchandise,  it  was 
also  necessary  to  haA'e  proper  equipment  and  a 
sales  force  experienced  and  especially  trained 
for  their  work.  In  connectio-n  with  the  line 
of  merchandise.  Mr.  Mickel  spoke  of  the  Victor 
Co.,  the  Victrola  and  the  Red  Seal  catalog.  In 
speaking  of  equipment  Mr.  Mickel  said  that  he 
{Continued  on  page  194) 


60% 


YOUR  RENT  GOES  FOR 
YOUR  WINDOW  SPACE 

Are  you  making  a  profit  on  this  in- 
vestment? 

Let  us  tell  you  about  the  USOSKIN 
MONTHLY  WINDOW  DISPLAY 
SERVICE— that  IS  provmg  such  a 
sales-maker  for  other  phonograph 
dealers. 

DelaiL  ami  pl^otogi  aphs 
gladly  sent  upon  requesii^ 

USOSKIN  LITHO,  Inc. 

230  WEST  17th  ST.,  NEW  YORK  CITY 


194 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


CONVENTION  OF  IOWA  VICTOR  JOBBERS— (Continued  from  page  193) 


had  found  that  in  practically  every  case  where 
expensive  installation  of  booths  and  proper 
equipment  had  been  made  the  gain  in  business 
had  been  more  than  commensurate  with  the  in- 
vestment. When  dwelling  on  the  personnel  for 
a  Victor  store  he  mentioned  the  necessity  of  the 
sales  force  being  properly  acquainted  with  the 
Victor  line  of  merchandise  and  laid  special  em- 
phasis on  the  importance  of  the  record  sales 
force  being  properly  versed  on  the  Red  Seal 
catalog.  He  then  spoke  of  the  Mickel  School  of 
Victor  Salesmanship,  and  told  how  its  forma- 
tion was  made  in  order  to  offer  free  instruction 
to  Iowa  Victor  dealers  in  the  proper  merchan- 
dising of  Victor  goods.  He  stated  that  the 
school  would  open  on  September  13th  with  Miss 
Mayme  Jardine,  who  has  had  much  experi- 
ence in  this  field  as  instructress.  In  closing 
Mr.  Mickel  spoke  of  the  broadening  possibilities 
for  Victor  dealers,  and  offered  the  services  of 
Mickel  Bros.  Co.  to  any  of  the  members  of  the 
association  in  whatever  way  the  company  might 
be  of  assistance  to  them  in  furthering,  promo- 
ting or  increasing  their  Victor  business. 
Some  Open  Discussions 
After  Mr.  Mickel's  address  an  open  forum  for 
the  discussion  of  important  subjects  to  the  deal- 
ers was  established.  The  first  subject,  "My  Best 
Investment,"  led  by  F.  H.  Walter,  Morris  San- 
ford  Co.,  Cedar  Rapids,  opened  up  a  discussion 
on  the  value  of  the  Mickel  School  of  Victor  Sales- 
manship. Mr.  Walter  told  how  the  week's  course 
covered  the  making  of  records,  musical  appre- 
ciation, component  parts  of  and  construction  of 
orchestras  and  bands,  of  the  appeal  of  certain 
types  of  records  to  particular  classes  of  people 
and  how  records  properly  selected  do  appeal  to 
these  people,  pronunciation  of  operatic  names 
and  the  names  of  the  artists  singing  these  selec- 
tions. He  also  said  the  course  covered  the  dem- 
onstration of  machines  and  records  and  the  study 
of  the  Red  Seal  catalog.  M.  H.  Boesch,  of  the 
John  Boesch  Co.,  Burlington,  and  F.  B.  Ire- 
land,   Ireland    Music    Co..    Independence,  also 


spoke  and  enlarged  on  this  very  timely  subject. 
"Does  an  Exclusive  Store  Pay?" 
The  second  subject  for  discussion  was  "Does 
an  Exclusive  Store  Pay?"  led  by  L.  A.  Murraj% 
Davenport,  who  gave  an  unusually  clever  talk 
on  the  value  of  handling  one  line  of  merchan- 
dise. Evelyn  Ashby,  of  Crary  Hardware  Co., 
Boone,  and  J.  J.  Donnelly,  Ba.xter  Piano  Co., 
Davenport,  also  talked  on  this  subject  and  told 
their  personal  experiences.  E.  W.  Lundquist, 
of  Mickel  Bros.  Co.,  also  said  a  few  words 
bringing  out  the  importance  of  handling  only 
one  line  in  order  that  all  of  the  time  can  be 
given  to  boosting  that  particular  make.  He  also 
touched  on  the  fallacy  of  knocking  competitive 
lines. 

The  Subject  of  Installation 

The  next  topic  was  "Victrola  Installation," 
led  by  R.  S.  Baas,  of  Baas  Music  Shop,  Rock 
Island,  111.  He  and  those  who  followed,  L.  R. 
Spencer,  Harmony  Hall,  Iowa  City;  Harry  Dun- 
can, Duncan-Schell  Co.,  Keokuk;  D.  J.  Watters, 
Watters  Drug  Store,  Iowa  Falls,  discussed  and 
gave  examples  of  the  value  of  proper  installa- 
tion and  of  correct  store  arrangement. 

The  Subject  of  "Competition"  Discussed 

The  next  discussion  was  on  "Competition," 
led  by  R.  B.  Townsend,  of  S.  Davidson  &  Bros., 
Des  Moines,  who  said  that  from  his  experience 
he  had  found  two  kinds  of  competition,  namely, 
clean  and  unscrupulous.  He  said  that  in  the 
former  he  found  no  danger,  in  that  he  was  con- 
vinced that  the  line  of  merchandise  he  handled 
could  easily  stand  up  against  competitive 
makes.  In  regard  to  the  latter  type  of  competi- 
tion he  said  that  he  found  that  generally  such 
type  of  business  usually  dug  a  grave  for  itself. 
Jas.  Donahoe,  of  Donahoe  &  Donahoe,  Ft. 
Dodge;  Harry  Clarke,  Anamosa,  and  Wm.  Mur- 
ray, of  Murray  Company,  Davenport,  also  spoke 
on  the  same  subject. 

"Foreign  Records"  and  "Increased  Shipments" 

The  subject  of  ''Foreign  Records"  opened  up 
a  lively  discussion  from  the  dealers  who  had 


done  business  with  foreign-American  trade. 
Wolf  Bernstein,  of  Standard  Furniture  Co.,  Cen- 
terville;  Wm.  Miller,  of  H.  C.  Waite  Music 
House,  of  Cedar  Rapids;  H.  Fetters,  of  Mickel 
Purniture  Co.,  Marshalltown,  spoke  on  this  sub- 
ject and  offered  many  valuable  suggestions. 

The  subjects  of  "More  Records"  and  "In- 
creased Shipments,"  the  former  led  by  C.  B. 
McGregor,  McGregor  Bros.  &  Coens,  Creston. 
and  the  latter  subject  by  L.  R.  Spencer,  of  Har- 
mony Hall,  Iowa  City,  were  discussions  pri- 
marily on  the  subject  of  how  to  satisfy  the  cus- 
tomers with  merchandise  which  was  obtainable. 

Mr.  Mickel  at  the  close  of  the  open  forum 
introduced  L.  M.  Willis,  Western  sales  manager 
of  the  Unit  Construction  Co.,  Philadelphia,  and 
W.  H.  Reed,  of  Van  Veen  Co.,  New  York  City, 
who  he  said  would  offer  the  dealers  whatever 
assistance  they  could  in  the  planning  and  in- 
stallation of  proper  store  equipment. 

The  Victor  Co.  Policy 

The  chairman  then  introduced  John  Gregg 
Paine,  of  the  legal  department, of  Victor  Talk- 
ing Machine  Co.,  who  spoke  on  the  Victor  Co., 
its  policy,  its  plans,  and  its  products.  He  told 
of  how  the  Victor  Co.  was  always  looking  into 
the  future  in  order  to  prepare  and  plan  for  the 
maintenance  of  Victor  supremacy.  He  told  of 
the  gigantic  plant  of  the  Victor  Co.,  and  of  its 
splendid  equipment  and  of  how  steady  additions 
had  been  made  from  time  to  time  in  order  to 
allow  for  larger  production.  He  then  dwelt  on 
the  construction  of  the  Victor  cabinet,  telling 
how  carefully  the  lumber  is  selected  and  with 
what  precision  this  lumber  is  cut  and  glued  to- 
gether m  order  to  form  the  panels  of  the  Vic- 
tor cabinet.  He  described  the  minute  construc- 
tion of  the  Victor  horn  and  the  special  com- 
pound which  was  used  in  making  the  tone  arm 
in  order  that  vibration  would  be  reduced  to  the 
minimum  to  permit  the  most  perfect  reproduc- 
tion of  music.  He  then  touched  on  production; 
recalling  to  those  present  the  fact  that  the 
Victor  plant  was  given  over  to  war  work  and 


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AUGUST  15,  1920 


THE   TALKING    MACHINE  WORLD 


195 


CONVENTION  OF  IOWA  VICTOR  JOBBERS— (Continued  from  page  194) 


that  a  great  deal  of  time  was  necessary  in  order 
to  bring  the  production  back  to  normal.  He 
explained  how  the  Victor  Co.  was  continually 
instructing  new  workmen  in  the  art  of  cabinet 
making  and  record  pressing  in  order  that  the 
working  force  might  be  increased  steadily. 

In  closing,  Mr.  Paine  told  of  the  broad  gauge 
ideals  and  policies  of  the  Victor  Co.  and  he 
impressed  his  listeners  with  the  fact  that  al- 
though the  Victor  Co.  was  increasing  its  pro- 
duction, that  production  would  not  be  forced,  for 
the  company  would  at  no  time  sacrifice  quality 
in  order  to  produce. quantity  or  in  any  way  jeop- 
ardize the  prestige  which  Victor  products  held. 
New  Officers  Elected 

At  the  close  of  Mr.  Paine's  address  the  elec- 
tion of  officers  was  held  with  the  following  be- 
ing unanimously  elected:  President,  L.  R.  Spen- 
cer, Harmony  Hall,  Iowa  City;  vice-president, 
L  A.  Murray,  Davenport;  secretary,  H.  B.  Six- 
smith,  Mickel  Bros.  Co.,  Des  Moines,  and  treas- 
urer, R.  B.  Townsend,  S.  Davidson  &  Bros.,  Des 
Moines.  Executive  committee:  C.  F.  Tucker, 
Tucker  Furniture  &  Carpet  Co.,  Clinton;  Jas. 
Donahoe,  Donahoe  &  Donahoe,  Fort  Dodge; 
C.  B.  McGregor,  McGregor  Bros.  &  Coens,  Cres- 
ton;  Jos.  C.  Britt,  Crary  Hardware  Co.,  Boone, 
and  Mark  Duncan,  Albia,  after  which  the  sec- 
retary, H.  B.  Sixsmith,  read  the  minutes  of  the 
previous  meeting  and  gave  his  yearly  report 
which  was  unanimously  accepted.  L.  R.  Spen- 
cer also  presented  his  report  as  treasurer. 
The  Final  Banquet  . 

In  the  evening  the  association  members  were 
the  guests  of  Mickel  Bros.  Co.  at  a  banquet, 
entertainment  and  dance  held  in  the  grand  ball 
room  of  the  Hotel  Fort  Des  Moines.  During 
the  banquet  and  after  it  Billy  Murray,  the  popu- 
lar record  artist,  one  of  the  members  of  the 
Eight  Famous  Victor  Artists,  now  an  exclusive 
Victor  artist,  rendered  several  of  his  most  pop- 
ular numbers  to  the  great  delight  of  his  au- 
dience. Mr.  Mickel  gave  a  short  address  of 
welcome  telling  his  guests  what  pleasure  and 
happiness  he  derived  in  being  able  to  entertain 
such  a  splendid  organization.  He  told  of  how 
he  had  seen  the  organization  grow  in  size 
and  influence  and  added  that  he  was  sure  that 
"this  power  would  continue  to  develop.  At  the 
close  of  the  banquet  Mr.  Mickel  called  on  the 
new  president  of  the  association,  L.  R.  Spen- 
cer, who  expressed  his  happiness  over  the  honor 
which  they  so  recently  bestowed  upon  him.  He 
promised  to  serve  the  organization  to  the  best 
of  his  ability  and  to  be  at  all  times  ready  to  be 
of  service  to  any  of  its  members.  Mr.  Paine,  of 
the  Victor  Co.,  was  then  called  upon  and  spoke 
of  the  happiness  and  pleasure  that  the  Victor 
dealer  was  putting  in  a  home  when  he  sold  a 
Victrola.  He  recalled  how  music  stirred  the 
passions  of  the  soul  and  led  this  great  world  to  a 
higher  plane  of  living. 

Telegrcun  to  the  Victor  Co. 

During  the  banquet  the  following  telegram 
was  approved  by  the  Association  and  sent  to 
Ralph  L.  Freeman,  of  the  Victor  Co.: 

"The  Iowa  Victor  Dealers'  Association  as- 
sembled in  Des  Moines  to-day  unanimously 
adopted  the  following  resolution:  Whereas,  this 
Association,  representing  practically  every  Vic- 
tor department  in  the  State  of  Iowa,  and  hav- 
ing the  vision  of  the  possibilities  of  the  Vic- 
tor line,  being  continually  alert  to  improve  our 
equipment  and  our  organization;  Be  it  resolved, 
that  we  wish  to  express  to  you  our  sincere 
loyalty  to  the  Victor  product,  and  inasmuch  as 
our  individual  success  depends  entirely  upon  the 
volume  of  Victor  merchandise,  we  wish  to  make 
known  our  earnest  desire  for  sufficient  mer- 
chandise with  which  to  maintain  the  supremacy 
of  the  Victrola. 

"Iowa  Victor  Dealers'  Association." 

Directly  following  Mr.  Paine's  talk  Billy  Mur- 
ray-rendered several  more  selections  and  then 
the  floor  was  cleared  in  order  to  allow  profes- 
sional dancing  talefit  to  show  many  interesting 
and  beautiful  dances.  After  the  prepared  pro- 
gram of  dancing  and  musical  numbers  the 
guests  took  the  floor  and  tripped  the  light  fan- 


.tastic  until  the  gray  shades  of  dawn  reminded 
them  that  it  was  time  for  the  gathering  to  end. 

Those  present  included:  S.  Algase,  Davidson 
Co.,  Waterloo;  Miss  Ashby,  Crary  Hardware 
Co.,  Boone;  Mr.  and  Mrs.  Anderson,  Anderson 
Music  Co.,  Eagle  Grove;  R.  W.  Anderson,  An- 
derson Music  House,  Charles  City;  Marie  An- 
derson, Crary  Hardware  Co.,  Boone;  H.  W. 
Burnett,  Mickel  Bros.  Co.,  Des  Moines;  Geo.  Bon- 
field  and  Mrs.  Bonfield,  Wade  &  Bonfield,  Fair- 
field; M.  J.  Berry,  Iowa  Merc.  Co.,  Newton; 
C.  C.  Brugmann,  Iowa  Merc.  Co.,  Rock  Rapids; 
R.  S.  Baas  and  Mrs.  R.  S.  Baas,  Baas  Music 
Shop,  Rock  Island,  111.;  M.  E.  Bristol,  Lohr  & 
Bristol,  Muscatine;  C.  E.  Bomberger,  Lohr  & 
Bristol,  Dallas  Center;  M.  H.  Boesch,  Jno. 
Boesch  Co.,  Burlington;  M.  Beard,  Chase  & 
West,  Des  Moines;  W.  Bernstein,  Standard 
Furn.  Co.,  Centerville;  Loretta  Boroflf,  Stand- 
ard Furn.  Co.,  Omaha,  Neb.;  Edward  Lyman 
Bill,  The  Talking  Machine  World,  New  York 
City;  Harry  Clarke,  Anamosa;  D.  Earl  Combs, 
Combs  &  Clouse,  Charfton;  Paul  Cushman, 
Red  Cross  Dec.  Co.,  Centerville;  Florence  Cage, 
Mickel  Bros.  Co.,  Des  Moines;  C.  E.  Cook, 
Cook  &  Lindholm,  Ogden;  Mrs.  C.  E.  Cook. 
Reginald  Cook,  Ogden;  J.  J.  Donnelly  andi  Mrs. 
J.  J.  Donnelly,  Baxter  Piano  Co.,  Davenport; 
Eva  Donner,  M+ckel  Bros.  Co.,  Des  Moines; 
Mark  Duncan,  .\lbia;  J.  Donahoe,  Donahoe  & 
Donahoe,  Ft.  Dodge;  Harry  Duncan,  Duncan- 
Schell  Co.,  Keokuk;  G.  W.  Dudgeon  and  Mrs. 
G.  W.  Dudgeon,  Ames;  Edna  Erickson,  Britt; 
Mrs.  Jno.  C.  Eiche,  Gwendolyn  Eiche  and  Jack 
Eiche,  Omaha;  H.  J.  Fetters  and  Mrs.  H.  J. 
Fetters,  Mickel  Furn.  Co.,  Marshalltown ;  Eliza- 
beth Garrity,  Mickel  Bros.  Co.,  Des  Moines;  M. 
S.  Germain,  Dubuque  Music  Co.,  Dubuque;  Mae 
George,  Holly  Music  House,  Carroll. 

W.  W.  Hunter,  Northwood;  Mrs.  E.  H.  Hag- 
lind,  Des  Moines;  E.  H.  Haglind,  Mickel  Bros. 
Co.,  Des  Moines;  H.  S.  Holley,  Holley  Music 
House,  Carroll;  Jno.  A.  Harris,  Chicago;  Wm. 
Hersbergen  and  Mrs.  Hersbergen,  Mitchellville; 
Sylvia  Hall,  Mitchellville;  Verna  Hall,  Mickel 
Eros.  Company,  Des  Moines;  Mr.  and  Mrs. 
Chris.  Hansen,  Hansen  Music  House,  Oel- 
wein;  M.  Hodges,  Des  Moines;  F.  B.  Ireland, 
Ireland  Music  House,  Independence;  W.  G. 
Kennedy,  Kennedy-Gardner,  Iowa  Falls;  Laura 
Klema,  Harmony  Hall,  Iowa  City;  E.  W.  Lund- 
quist,  Mickel  Bros.  Co.,  Des  Moines;  W.  C. 
Ladage,  Ladage  Drug  Co.,  Grundy  Center;  Wm. 
Lathrop,  Fannie  A.  Nichol  Co.,  Mt.  Ayr;  R.  G. 
Lohr,  Lohr  &  Bristol,  Muscatine;  R.  A.  Loner- 


gan,  Reinbeck,  la.;  J.  G.  Lewis  and  Maude 
Langridge,  J.  G.  Lewis  Music  House,  Man- 
chester; P.  K.  McKee,  Mrs.  McKee  and  Leonard 
McKee,  McKee  Book  Store,  Indianola;  Mrs. 
Mingo,  Clear  Lake,  la.;  L.  A.  Murray,  L.  A. 
Murray,  Davenport;  Wm.  Murray,  Murray  Co., 
Davenport;  Mr.  and  Mrs.  F.  Miller,  H.  C.  Waite 
Music  Co.,  Cedar  Rapids;  Mr.  and  Mrs.  E.  C. 
Mittvalsky,  Cedar  Rapids;  Mr.  and  Mrs.  C.  B. 
McGregor,  McGregor  Bros.  &  Coens,  Creston; 
Geo.  E.  Mickel.  Mrs.  G.  E.  Mickel.  Geo.  E. 
Mickel,  Jr.,  Gladys  Mickel,  Mickel  Bros.  Co., 
Omaha,  Neb.;  W.  A.  Milliken,  Milliken  &  Major, 
Berry. 

Earl  Norman  and  Mrs.  E.  Norman,  Roshek 
Bros.,  Dubuque;  Mr.  and  Mrs.  Fred.  Nolte 
and  Irene  Nolte,  Stuart ;'"Fannie  A.  Nichol,  Mt. 
Ayr;  Edwin  Pauly,  Burlington;  Warren  Pollard, 
Harry  Clarke,  Anamosa;  Horace  Port,  Vinton; 
John  Gregg  Paine  and  O.  C.  Pearson,  Victor 
Co.,  Camden,  N.  J.;  Arthur  Pritchard,  Mitchell- 
ville; W.  H.  Reed,  VanVeen  Co.,  Philadelphia; 
J  J.  Rockwell,  Reincke-Ellis  Co.,  Chicago;  Her- 
bert Roos,  Waukegan,  111.;  Jno.  A.  Reed,  Hum- 
boldt; Mr.  and  Mrs.  F.  S.  Stewart  and  Ralph 
Stewart,  Leon;  Glenn  Shoemaker,  Arnold 
Jewelry  &  Music  Co.,  Ottumwa;  Leroy  Spender, 
Harmony  Hall,  Iowa  City;  D.  J.  Short  and  Mrs. 
D.  J.  Short,  Greenfield;  Mr.  and  Mrs.  F.  R. 
Swan,  Swan  Pharmacy,  Madrid;  P.  W.  Simon, 
Philadelphia;  Mr.  and  Mrs.  H.  B.  Sixsmith, 
Mickel  Bros.  Co.,  Des  Moines;  Walter  Stone, 
John  Boesch  Co.,  Burlington;  Miss  A.  Selby, 
Eagle  Grove;  H.  A.  Teslow,  Teslow  Music 
House,  Cresco;  R.  B.  Townsend,  Davidson  Bros., 
Des  Moines;  Marjorie  Tharp,  Indianola;  Helen 
Travis  and  Grace  Travis,  Mickel  Furn.  Co.,  Mar- 
shalltown; C.  F.  Tucker,  Tucker  Furn.  Co., 
Clinton;  F.  R.  Theden,  Theden's  Pharmacy, 
Tama;  Ethel  Rose  Taylor,  Omaha,  Neb. 

Ruth  Uhl,  Chase  &  West,  Des  Moines;  Mrs. 
Jessie  Vance,  Vance  Music  House,  Mason  City; 
C.  D.  Welty,  Britt;  F.  H.  Walter,  Morris  San- 
ford  Co.,  Cedar  Rapids;  Miss  Wilson,  Davidson 
Bros.,  Des  Moines;  Lelia  White,  Mickel  Bros. 
Co.,  Des  Moines;  Jim  Wilson,  S.  Davidson 
Bros.,  Des  Moines;  Frank  Wilkinson,  Mark  W. 
Duncan,  Albia;  Mr.  and  Mrs.  Wallace,  Green- 
field; W.  I.  Welker  and .  Mrs.  W.  I.  Welker, 
Des  Moines;  Mr.  and  Mrs.  Wilson,  Bollinger 
Music  House,  Oskaloosa;  Jerry  Young,  Eli  Van 
Blaricum,  Mr.  and  Mrs.  Roy  Banta,  Mr.  and 
Mrs.  Norman  Banta,  G.  R.  Henry,  Mickel  Bros. 
Co.,  Des  Moines;  Annon  Clayton  and  Mayme 
A.  Jardine,  Mickel  Bros.  Co.,  Omaha. 


IDEAS  Plus  QUALITY 

In  its  steady  progress  toward  quality  production  in  lithography  Einson  Lithe  Inc.  has 
made  no  more  important  stride  forward  than  its  recent  absorption  of  the 

Photo-Lith.  Process  Plate  Co.,  of  New  York 

In  all  the  lithograph  industry  the  personnel  of  this  company  is  recognized  as  the  leading 
Master  Craftsmen  in  the  production  of  the  finest  examples  of  photo-lithographic  (ofif-set) 
printing  done  in  America. 

Einson  Litho  Inc.  now  offers  to  national  advertisers  a  window  display  service  that  com- 
bines originality  of  ideas  with  well  nigh  perfection  in  lithographic  reproduction. 

Our  Portfolio  of  Selling  Ifindoiv  Displays  luill  be  sent 
upon  request  by  an  executive  on  the  Company's  letterhead. 

EIN/DN  LITHO 

INCORPORATED 

Executive  Offices  Factory  &  Plant  Chicago  Offices 

and  Art  Studios  327  East  29th  St.  332  So.  Michigan  Ave. 

71  W.  23rd  St.,  N.  Y.  New  York,  N.  Y.  Chicago.  III. 


196  '  THE   TALKING   MACHINE   WORLD  august  is,  1920 


The  Spirit  of  T^r ogress 

^^^INCE  the  inception  of  this  business, 
^^^^  always  have  we  of  this  organi- 
2527  nation  been  ambitious  to  grow, 
^^^^  to  make  of  our  product  a  better 
product.  Always  has  it  been  our  desire 
to  serve  sincerely  the  phonograph  industry. 

And  it  has  been  our  idea  that  this  service 
could  best  be  rendered  by  designing  and 
building  a  motor  as  nearly  perfect  as  pos- 
sible and  then  studying  always  to  improve 
that  model  and  that  design  rather  than  to 
introduce  new  and  untried  models. 

Therefore,  the  Stephenson  Precision  Made 
Motor  of  today  is  much  the  same  as  the 
original  product;  a  refinement  here  and  a 
change  there,  and  these  instituted  only  when 
they  have  been  proved  worthy. 

We  believe  this  to  be  permanent  growth, 
real  service  to  the  industry.  We  believe 
this  adherence  to  one  design  (the  best  that 
we  in  this  organization  can  produce),  rather 
than  to  offer  a  multiplicity  of  models  and 
designs,  is  the  real  Spirit  of  Progress. 


STEPHENSON 

I N  C  O  R  P  O  RAT  E  D 

OneWest'Thirty-fourth  Street 
J\eu;  Tbr/f,  City 


MAKERS  OF  THE  STEPHENSON  PRECISION  MADE  PHONOGRAPH  MOTOR 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


197 


Nebraska  Victor  Dealers  in  Convention 


Enthusiastic  Attendance  Characterizes  Gathering  of  Victor  Dealers  in  Omaha — Messrs.  Mickel  and  Curtice,  Local 
Distributors,  Act  as  Hosts—Many  Important  Trade  Topics  Discussed — Banquet  Closes  Most  Successful  Reunion 


Omaha,  Neb.,  August  7. — The  fourth  annual 
convention  of  the  Nebraska  Victor  Dealers'  As- 
sociation convened  at  9  o'clock  Wednesday 
morning  in  the  auditorium  of  the  Rome  Hotel. 
More  than  two  hundred  representative  dealers  of 
the  State  were  present. 

Due  to  the  fact  that  C.  L.  Dudley,  of  the 
Dudley  Music  Co.,  Fremont,  the  president  of 
the  Association,  was  not  present  and  also  be- 
cause of  the  illness  of  the  vice-president.  Sec- 
retary  Hugo   G.   Heyn,  of  Mickel   Bros.  Co., 


parison  between  intensive  farming  and  intensive 
advertising,  bringing  to  the  attention  of  the 
dealers  the  fact  that  intensive  advertising  could 
not  help  but  bring  the  same  surplus  returns  in 
business  that  intensive  farming  brought  in  sur- 
plus crops.  He  mentioned  the  fact  that  the 
same  importance  and  care  should  be  given  to  ad- 
vertising by  small  retail  concerns  as  is  given 
it  by  the  large  establishments  of  the  country. 
In  emphasizing  this  point  he  reminded  his  audi- 
ence of  the  fact  that  Victor  advertising  was 


George  E.  Mickel  followed,  and  spoke  on  the 
merchandising  of  Victor  products  from  the  job- 
bers' standpoint.  He  dwelt  particularly  upon 
the  proper  organization  within  the  Victor  re- 
tail store,  and  on  financing  a  retail  business. 
He  said  that  the  three  things  necessary  for  a 
successful  merchant  were,  first,  a  proper  line 
of  merchandise;  second,  proper  equipment,  and 
third,  proper  personnel. 

Due  to  the  illness  of  Miss  Mayme  A.  Jardine, 
efficiency  expert  of  Mickel  Bros.  Co.,  Mr.  Mickel 


Those  Who  Attended  Convention  of  Nebraska  Victor  Dealers'  Association  in  Omaha  August    4,  1920 

Numbered  figures:  3.  Hugo  G.  Heyn,  secretary;  5.  Page 


Omaha,  called  the  meeting  to  order  and  asked 
for  the  appointment  of  Wm.  M.  Robinson,  of 
the  National  Music  Supply  Co.,  of  Omaha,  as 
chairman  of  the  convention.  With  unanimous 
approval  Mr.  Robinson  took  the  chair  and  wel- 
comed the  conventioners  in  behalf  of  the  As- 
sociation. He  spoke  on  the  value  of  the  organ- 
ization to  its  members  and  also  of  the  value  of 
co-operation-  within  the  organization. 

Edward  Lyman  Bill,  of  The  Music  Trade  Re- 
view and  The  Talking  Machine  World,  was 
then  called  upon  to  address  the  convention  on  the 
subject,  "Next  Year."  Mr.  Bill  pointed  out  the 
necessity  for  concentrating  on  salesmanship, 
as  the  possibility  of  overproduction  would  ren- 
der necessary  aggressive  selling  in  order  to  at- 
tain success.  He  urged  the  dealers  present  to 
prepare  their  organizations  to  meet  any  new 
conditions   that  might  develop. 

At  the  close  of  Mr.  Bill's  address,  J.  J.  Rock- 
well, of  the  Reinecke-Ellis  Co.,  Chicago,  spoke 
on  "Advertising."    Mr.  Rockwell  made  a  com- 


Hiisabcck;  6.  Chas.  L.  Gaston;  7.    C.  R.  Moore; 

George  E.  Mickel  and  12.  John  G.  Paine, 

prepared  by  a  corps  of  the  most  efficient  ex- 
perts in  the  country  and  it  was  therefore  es- 
sential that  local  establishments  use  the  same 
care  and  attention  in  preparing  their  copy  in 
order  that  the  plane  of  Victor  advertising  should 
not  be  lowered. 


E.  H.   Kidnour;   9.   W.  M.   Robinson;   10.  Ross  P  Curtice;  11'. 


also  presented  her  subject,  which  was  "Ex- 
periences in  Victor  Retail  Departments."  He 
then  outlined  a  program  showing  the  actual 
work  being  done  in  schools  for  the  raising  of 
money  to  purchase  Victrolas  and  records. 
(Continued  on  page  199) 


PERIOD   TONE  ARM 

Mr.  Talking  Machine  Manufacturer : 

Before  you  place  your  order  for  tone 
arms  and  sound  boxes, write  to  us  for  the  new 
PERIOD  UNIVERSAL  TONE  ARM. 

PERIOD  TONE  ARM  CORPORATION 


55-61  West  17th  Street 


New  York  City 


Tel.  Chelsea  4744-4745 


198 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


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DOMES  OF  SILENCE 

National ly  A  dvertised 

The  public  have  been  taught  the  value  of  these  slides. 

Simple  in  construction,  they  save  cabinet  legs  from  strain, 
save  floors  from  scratches,  save  rugs  from  tearing  and 
make  the  cabinet  more  sightly. 

HENRY  PEABODY  &  CO. 


Domes  of  Silence  Division 


17  State  Street 


NEW  YORK 


Specify  DOMES  OF  SILENCE 


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August  15,  1920 


THE   TALKING   MACHINE  WORLD 


199 


NEBRASKA  VICTOR  DEALERS  IN  CONVENTION— (Continued  from  page  197) 


A  short  talk  on  the  "Value  of  Special  Training 
in  Victor  Salesmanship"  was  then  given  by  Miss 
Mae  Johnson,  of  Davidson  Bros.  Co.,  Sioux  City, 
la.,  in  which  she  explained  the  value  of  the 
Mickel  School  of  Victor  Salesmanship.  In  her 
talk  she  touched  on  the  many  valuable  subjects 
which  this  school  took  up  in  order  to  make  the 
sales  force  of  a  Victor  store  more  efficient 
and  better  versed  on  Victor  products.  Miss 
Olive  Smith,  of  the  Dudley  Music  Co.,  Fremont, 
Nebr.,  then  "spoke  on  the  same  subject,  dwelling 
on  the  importance  of  special  training.  She  in- 
formed her  listeners  that  through  actual  ex- 
perience she  was  able  to  increase  the  sales  of 
records  in  her  establishment  by  being  able  to 
converse  intelligently  on  the  famous  composers 
and  on  the  renowned  artists  who  make  records 
for  the  Victor  Co. 

The  morning  session  was  then  adjourned  and 
the  dealers  became  the  guests  of  Mickel  Bros. 
Co.  and  Ross  P.  Curtice  Co.  at  a  luncheon  in 
the  private  dining  room  of  the  Rome  Hotel. 
After  luncheon  the  official  photograph  of  the 
Association  was  taken  and  then  the  ladies  of 
the  Association  became  the  guests  of  Mickel 
Bros.  Co.  and  Ross  P.  Curtice  Co.  at  the  Or- 
pheum  Theatre,  where  a  specially  prepared  pro- 
gram was  given. 

The  Afternoon  Session 

The  business  meeting  of  the  afternoon  was 
called  together  by  the  chairman  at  2  o'clock. 
George  A.  Beaver,  of  Mickel  Bros.  Co.,  Omaha, 
gave  a  fifteen-minute  talk  on  the  subject  of 
repairs.  During  his  discussion  he  told  of  the 
few  simple  troubles  which  might  befall  the  Vic- 
tor motor  and  how  these  could  be  readily  cor- 
rected. Both  the  Ross  P.  Curtice  Co.  and  the 
Mickel  Brothers  Co.  offered  the  services  of 
their  repairmen  to  the  dealers  for  whatever 
services  they  could  render  in  showing  the  dif- 
ferent dealers  the  Victor  motor  and  explaining 
its  component  parts. 

The  chairman  then  called  upon  Secretary 
Hugo  G..  Heyn  for  his  report,  which  was  read 
and  unanimously  approved,  as  was.  likewise  the 
report  of  the  treasurer,  which  was  read  by  the 
secretary.  A  letter  was  read  from  Ralph  L. 
Freeman  of  the  Victor  Co.,  which  thanked  the 
organization  for  expressions  of  loyalty  which  had 
been  sent  him  last  year.  A  letter  from  Ernest 
John  was  also  read  expressing  his  thanks  for 
being  elected  an  honorary"  member  of  the  As- 
sociation. 

L.  G.  Paine,  of  the  Victor  Co.,  then  told  of 
the  manner  in  which  the  Victor  Co.  was  in- 
creasing production  through  the  installation  of 
new  equipment  and  the  enlargement  of  the  plant 
proper.     He  emphasized  the  fact  that  in  no 


case  would  Victor  quality  be  sacrificed  for  pro- 
duction. In  closing  he  called  attention  to  the 
advertising  campaign  being  carried  on  by  the 
Victor  Co.,  and  urged  the  dealers  to  hook  up 
their  local  advertising  with  the  national  ad- 
vertising of  the  Victor  Co.  in  order  to  produce 
maximum  results. 

After  Mr.  Paine's  eloquent  address  an  open 
forum  for  the  discussion  of  certain  subjects  of 
vital  importance  to  Victor  dealers  was  opened. 
In  this  forum  all  dealers  had  chances  to  ex- 
press their  ideas  on  such  subjects  as  store  equip- 
ment, record  approval  systems,  and  other  sub- 
jects. 

The  election  of  officers  was  then  held,  the 
following  "officers  being  unanimously  elected: 
VVm.  A.  Zitzman,  A.  Hospe  Co.,  Omaha,  presi- 
dent; S.  S.  Thorpe,  Huse  Publishing  Co.,  Nor- 
folk,   Nebr.,    vice-president;    Hugo    G.  Heyn, 


Left  to  right — Hugo  G.  Heyn,  secretary;  Chas.  L.  Gaston, 
executive  committee;  Wm.  Zitzman,  presidenit;  C.  _  R. 
Moores  and  W.  _M.  Robinson,  of  the  executive  committee 

Mickel  Bros.  Co.,  Omaha,  secretary;  F.  C.  Jones, 
Jones'  Book  Store,  Wayne,  Nebr.,  treasurer. 
The  executive  committee  consists  of  Charles  L. 
Gaston,  Gaston  Music  Co.,  Hastings,  Nebr.; 
Page  Hissabeck,  Hissabeck  Piano  Co.,  Hold- 
rege,  Nebr.;  C.  R.  Moores,  Ross  P.  Curtice 
Co.,  Omaha;  Wm.  M.  Robinson,  National  Music 
Supply  Co.,  Omaha;  E.  H.  Ridnour,  Palisade, 
Nebr.  Following  the  election  the  meeting  was 
adjourned. 

The  Banquet  in  the  Evening 
In  the  evening  the  Association  became  the 
guest  of  Mickel  Bros.  Co.  and  Ross  P.  Curtice 
Co.,  both  of  Omaha,  to  a  banquet,  entertainment 
and  dance,  which  was  held  in  the  private  ball- 
room of  the  Rome  Hotel.  During  the  banquet 
George  E.  Mickel  acted  as  toastmaster  and  wel- 
comed the  guests.  During  the  latter  part  of  the 
banquet  several  of  those  present  were  called 
upon  for  a  few  words,  among  them  being  John 
Gregg  Paine  and  Edward  Lyman  Bill.  Mr. 
Paine  discussed  the  many  advantages  gained  by 
attending  association  meetings,  expressing  the 


belief  that  after  all  it  was  the  ability  to  grasp 
ideas  and  to  apply  them  to  your  business  which 
brought  success.  He  also  told  the  members  of 
the  Association  how  happy  he  was  to  have  been 
elected  an  honorary  member  of  the  Association. 

During  the  banquet  Mr.  Mickel  read  a  tele- 
gram from  Leslie  C.  Wiswell,  of  Lyon  &  Healy, 
Chicago,  111.,  president  of  the  National  Associa- 
tion of  Talking  Machine  Jobbers,  which  ex- 
pressed his  disappointment  at  being  unable  to 
attend  the  meeting  of  the  Association.  Dur- 
ing the  banquet  the  following  telegram  was  read 
by  the  secretary,  unanimously  approved  and  or- 
dered sent  to  the  Victor  Co.: 

"We,  Victor  dealers  of  Nebraska  and  tributary 
territory,  assembled  at  our  fourth  annual  con- 
vention, extend  to  the  Victor  Talking  Machine 
Co.  our  greetings,  together  with  the  assurance 
that  as  our  loyalty  to  the  Victor  has  not  wavered 
in  spite  of  the  shortage  in  the  past,  so  will  it 
remain  steadfast  in  the  future,  with  the  determi- 
nation to.  maintain  Victor  prestige.  Convinced 
of  the  unquestioned  superiority  of  the  Victor, 
we  hope  only  for  greatly  increased  shipments — 
then  Victor  will  dominate,  unchallenged." 

During  the  dinner  and  after  it  the  popular 
song  idol,  Billy  Murray,  sang  several  of  his 
catchy  selections,  which  drove  his  listeners  into 
spasms  of  laughter.  .A.fter  completing  his  pro- 
gram Mr.  Murray  told  how  glad  he  was  that 
he  had  become  an  exclusive  Victor  artist.  He 
hoped,  he  said,  that  at  some  later  time  he  might 
again  be  able  to  appear  before  them  when  tour- 
ing the  country  with  the  "Eight  Famous  Vic- 
tor Artists."  At  the  close  of  the  banquet  George 
E.  Mickel  told  how  happy  both  he  and  Ross  P. 
Curtice,  of  the  Ross  P.  Curtice  Co.,  were  to  be 
able  to  have  the  Association  as  their  guests. 

When  the  banquet  broke  up  the  dance  imme- 
diately began  and  to  the  weird  moans  of  the 
saxophone  orchestra  which  had  been  especially 
hired  for  the  occasion  both  young  and  old  glided 
about  the  floor  until  the  early  hours  of  the 
morning. 

Those  who  attended  the  convention  included: 
E.  A.  Jones,  Dorothy  Fulton  and  Ed.  A.  Jones, 
Jr.,  Gaston  Music  Co.,  Grand  Island;  C.  R. 
Moores,  W.  A.  Wolff,  Norman  B. ,  Curtice  and 
P.  E.  Haney,  Ross  P.  Curtice  Co.,  Omaha;  W. 
A.  Howland,  Mr.  and  Mrs.  Kincaid,  W.  E.,  Mr. 
and  Mrs.  S.  B.  Yule,  Mr.  and  Mrs.' W.  Brewster, 
Mr.  and  Mrs.  Ross  P.  Curtice,  Miss  M.  New- 
bret  and  .Miss  Marie  Risser,  Ross  P.  Curtice: 
Co.,  Lincoln;  H.  T.  Shultz,  F.  H.  Shultz, 
Stanton;  J.  F.  Gereke,  J.  F.  Gereke,  Seward; 
Miss  Olive  Smith  and  Ben.  McHenry,  Dudley 
Music  Co.,  Fremont;  Mr.  and  Mrs.  A.  W.  Turn- 
(Confinued  on  page  201) 


To  adjust  for  the  playing  of  dif- 
ferent records  means  just  a 
quick,  easy  turn  of  the  repro- 
ducer. No  extra  elbows.  You 
ought  to  see  and  HEAR  the 
SterHng.  You  will  be  surprised 
at  its  convenience,  its  beauty 
and  wonderful  improvement  of 
tone. 


ATTENTION 

Edison  Dealers 

Edison  owners  want  this  per- 
fect Reproducer  that  plays 
all  records. 

Send  for  circular  and  prices 

Standard  Phonograph  Motors,  Inc. 


Successors  to 


Plays  All  Records 


Krasbcrg  EngmcGring  & 
Manufacturing  Corporation 

^Chica^o  Illinois  U.S.A. 


451.467      Ohio  St. 


200 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


\     "HIS  MAStER'S  VOICE"  / 

^  \y      "EG, U.S. PAT. OFF.  ^r/'V 

/ /  Jv  V 


MICKEL 
SERVICE 


from 


OMAHA 


II  EXCLUSIVE  VICTOR  JOBBERS  -  1414-1416  HARNEV  5T..OMAHA,NEB. 


EXCLUSIVE  VICTOR  JOBBERS-  4M  COURT  AVE.,  DESMOINES.IOVs^A. 

MICKEL  o^^iii^. 


SERVICE 


from 


DES  MOINES 


\    "HIS  MASTER'S  VOICE"  / 

X'X'V      REG. U.S. PAT. OFF.  \. 


Hi 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


201 


NEBRASKA  VICTOR  DEALERS  IN  CONVENTION— (Continued  from  page  199) 


quist  and  Mrs.  C.  E.  Louie,  Lewis  Reinhold  Co., 
Manning,  la.;  Dr.  W.  A.  Peterson,  Elgin  Drug 
Co.,  Elgin;  Mr.  and  Mrs.  Geo.  A.  Bates,  Bates 
Music  Co.,  Greeley,  Col.;  Harry  A.  Martin,  H. 
A.  Martin,  Lyons;  J.  H.  Bond,  White  Piano  Co., 
Fairbury;  T.  A.  Thompson,  Thompson  Drug, 
Albion,  Mr.  and  Mrs.  Fred  Dietz,  Fred 
Dietz,  Scribner;  F.  H.  Goebel,  F.  H.  Goebel, 
Hartford,  S.  D.;  Mrs.  A.  J.  Johnson  and  Hilda 
Wendel,  A.  J.  Johnson,  Falls  City;  J.  Lay- 
cock,  Edw.  Schuett,  Miss  Nellie  Green,  Mrs. 
Lynch  and  Chas.  Bell,  Orchard  &  Wilhelm  Co., 
Omaha;  Ross  Nichols,  Edward  Nichols,  'Robert 
Nichols,  Creston. 

M.  L.  Jones,  M.  L.  Jones,  Fairfield;  J.  Pavlik, 


Left  to  right — Tommy  Bonney,  dancer;  E.  L.  Bill;  Loretta 
Boroff,  dancer;  J.  G.  Paine;  Gwendolyn  Eiche,  elocutionist, 
and  Geo.  E.  Mickel,  Jr. 

Koutsky-Pavlik,  So.  Side,  Omaha;  Mr.  and 
Mrs.  Don  C.  Weber,  Den  C.  Weber,  Arlington; 
Page  Hilsabeck,  G.  M.  Anderson,  Hilsabeck 
Bros.  Co.,  Holdrege;  Mr.  and  Mrs.  H.  W. 
Baker,  Miss  Paull,  Walter  Baker,  Baker  Phar- 
macy, Havelock;  Mr.  and  Mrs.  J.  E.  Gaskill, 
Louise  Gaskill,  Gaskill  Music  Co.,  Nebraska  City; 
M.  O.  Daxon,  Daxon  Impl.  Co.,  Neligh;  H.  C. 
Guild,  Guild  Music  Co.,  Kansas  City,  Mo.;  Miss 
Mae  Johnson,  Davidson  Bros.  Co.,  Sioux  City, 
la-.;  T.  W.  Beard,  Beard  Music  Co.,  Beatrice; 
Geo.  W.  Adams,  Geo.  W.  Adams,  Geo.  Miller, 
Tabor,  la.;  Mr.  and  Mrs.  R.  W.  Harvey,  Ed- 
ward Harvey,  R.  W.  Harvey,  Missouri  Valley, 
la.;  Ruth  Robinson,  Marie  Sutherland,  Robin- 
son Jewelry  Co.,  Ponca;  Dr.  W.  T.  Cross,  Cross 
Drug  Co.,  De  Witt;  W.  T.  Heaton,  W.  T. 
Heaton,  Oxford;  C.  Phillip  Norseen,  Sheridan 
Music  Co.,  Sheridan,  Wyo.;  A.  H.  Hastings,  A. 
H.  Hastings,  Arcadia;  R.  P.  Beard,  D.  R.  Gas- 
kill, Gaskill  Music  Co.,  Nebraska  City;  F.  W. 


Are  You  Ready,  Mr.  Jobber 

For  FALL  and  HOLIDAY  TRADE? 

Here  is  your  opportunity  for 
profit  and  preparedness — a 
large  assortment  of  beautiful 
Cabinets  to  select  from.  Manu- 
factured from  Genuine  Figured 
and  Quartered  Oak. 

PRICES  LOW 

Our  prices  are  low  considering 
quality  of  finish  and  construc- 
tion. 

We  have  some  open  territory 
for  first  class  dealers. 

Wire,  Write  or  Phone 

F.  G.  HUGHES       Kokomo,  Ind. 


Calhoun,  F.  W.  Calhoun,  Cambridge;  W.  A. 
Zitzman,  E.  L.  Baugh,  A.  Hospe,  Paul  Kepler, 
O.  O.  Over,  Miss  K.  Giblin,  A.  Hospe  Co., 
Omaha;  Mrs.  Gray,  Miss  Margaret  Fillings- 
worth,  National  Music  Co.,  Omaha;  S.  E.  Kemp, 
Minnie  Mundorf,  Gladys  Kemp,  Bee  Hive, 
Blair;  Chas.  Gaston,  Gaston  Music  Co.,  Hast- 
ings; W.  W.  Barnes,  Lillian  Burell,  W.  W. 
Barnes,  Peru. 

E.  D.  Corr,  E.  D.  Corr,  Onawa,  la.;  W.  A. 
Robinson,  National  Music  Co.,  Omaha;  F.  R. 
Gaston,  Gaston  Music  Co.,  Hastings;  E.  H.  Rid- 
nour,  E.  H.  Ridnour  Co.,  Palisade;  W.  J.  Kness, 
J.  J.  Ruhl,  Audubon  Music  Co.,  Audubon,  la.; 
Mr.  and  Mrs.  J'.  Myers,  Myers  Music  Co., 
Villisca,  la.;  Miss  M.  Johnston,  Orchard  &  Wil- 
helm Co.,  Omaha;  L  G.  Benedict,  Benedict  Piano 
Co.,  Clarinda,  la.;  Clara  N.  Sintek,  Bredthauer 
Dept.  Store,  Scotia;  Mr.  and  Mrs.  Roy  B.  Hetzel 
and  daughter,  Roy  B.  Hetzel,  Harlan,  la.;  R. 
D.  Gaston,  Gaston  Music  Co.,  Hastings;  G.  T. 
Ray,  Allen  Ray,  G.  T.  Ray,  Osceola;  Mr.  and 
Mrs.  Geo.  B.  Tout,  Tout  Drug  Co.,  York;  Mr. 
and  Mrs.  J.  O.  Thorson,  Anderson  &  Thor- 
son,  Wahoo;  Mr.  and  Mrs.  C.  A.  Walz,  J.  G. 
Beste,  Hartington;  Mrs.  P.  W.  Folsom  and 
daughters,  P.  W.  Fol  som,  Ashland;  Mr.  and 
Mrs.  Frank  Anshutz,  Frank  Anshuitz,  Shenan- 
doah, la.;  A.  J.  Reinhold,  Lewis  Reinhold,  Man- 
ning, la.;  Mr.  and  Mrs.  N.  W.  Herington,  Mr. 
and  Mrs.  A.  L.  Doty,  Herrington  Drug  Co., 
Newman  Grove;  E.  Beechler,  Kehrberg-Schnei- 
der,  Le  Mars,  la.;  Mr.  and  Mrs.  Paul  J.  Albright, 
Paul  J.  Albright,  David  City;  John  Flynn,  John 
Flynn,  Spalding;  E.  L.  Whitlaw,  Gaston  Music 
Ct).,  Kearney. 

Mr.  and  Mrs.  Geo.  E.  Mickel,  Thos.  E.  Mickel, 
Grace  Mickel,  Gladys  Mickel,  Mr.  and  Mrs.  Geo,. 
A.  Beaver,  Edith  Darling,  Alma  Darling,  Agnes 
Slaven,  Mr.  and  Mrs.  Ed.  Propst,  Hugo  G. 
Heyn,  Mrs.  Grace  B.  Cozzens,  Honore  Yard, 
Lucile  Ellis,  Mr.  and  Mrs.  E.  N.  Bowerman, 
Mickel  Bros.  Co.,  Omaha;  Will  E.  Mickel,  Mr. 
and  Mrs.  H.  Stucker,  Mr.  and  Mrs.  E.  H. 
Pretz,  Mrs.  Brodner,  Bess  Greenberg,  Mr.  and 
Mrs.  Chas.  Beems,  Mickel  Music  House,  Omaha. 

.A.dditional  dealers — Miss  Flora  Hlava,  Archie 
Meek,  A.  V.  Hlava,  Ravenna;  Mr.  and  Mrs. 
C.  D.  French,  French  Furniture  Co.,  Columbus; 
T.  J.  Motl,  T.  J.  Motl,  Mullen;  Mr.  and  Mrs. 
Locke,  F.  H.  Shultz  Co.,  Stanton;  Mr.  and  Mrs. 
A.  H.  Wherry,  Wherry  Bros.,  Pawnee  City; 
Miss  Blanche  Sorenson,  Omaha;  E.  L.  Holland, 
Orchard  &  Wilhelm  Co.,  Omaha;  M.  Johnson, 
M.  Johnson,  Valley;  B.  E.  Lawerence,  Gwen 
Robinson,  Vera  Jones,  A.  Hospe  Co.,  Omaha; 
G.  N.  Cline,  Ed.  Patton,  Omaha;  John  Mesing, 
Algona  Music  House,  Algona,  la.;  Mr.  and  Mrs. 
Ed.  Russell,  Bertran  Freizer,  Russell  Music 
House,  Logan,  la. 

Special  Representatives — W.  H.  Reed,  Jr., 
Van  Veen  Co.,  I^ew  York  City;  L.  M.  Willis, 
Unit  Constr.  Co.,  Chicago;  O.  Pearson,  John 
Gregg  Paine,  Victor  T.  M.  Co.,  Camden,  N.  J.; 
J  J.  Rockwell,  Reineke-Ellis  Co.,  Chicago;  Edw. 
Lyman  Bill,  Jr.,  The  Talking  Machine  World, 
New  York  City,' 


DALLASITES  HONOR  WM.  MAXWELL 

Dallas,  Tex.,  August  S.— William  Maxwell,  vice- 
president  of  the  Edison  Laboratories,  was  the 
guest  of  honor  at  an  informal  reception  and  din- 
ner given  by  A.  H.  Curry,  president  of  the 
Texas-Oklahoma  Phonograph  Co.,  Dallas  Edi- 
son jobber,  at  the  Dallas  Country  Club  on  the 
evening  of  July  28.  Mayor  Frank  W.  Wozen- 
craft  and  thirty  other  leaders  in  Dallas  commer- 
cial and  civic  affairs  were  in  attendance. 

Mayor  Wozencraft  and  several  other  Dallas- 
ites  who  addressed  the  assemblage  extended  a 
warm  and  cordial  welcome  to  Dallas  to  Mr. 
Maxwell,  paid  high  tribute  to  Thomas  A.  Edison 
and  his  achievements  and  sketched  briefly  and 
interestingly  Dallas'  phenomenal  grovrth  and 
brilliant  prospects  for  future  development. 

Mr.  Maxwell  responded  with  an  expression  of 
appreciation  of  the  considerable  prominence 
that  Dallas  has  attained.     He  remarked  that 


CROFT 


Bee 


Delivery  Envelopes 

Art  Series 
New  Designs 

NEW  LIST  OF  RECORDS 

\  / 
Every  60  Days 


Very  Good  Victor  Records 


We  Will  Be  Pleased  I* 
Play  Any  of  Them  for  You 


Very  attractive  proposition 
to  Jobbers 

Wrtte  for  trial  shipment 


CLEMENT  BEECROFT 

5546  North  5th  Street 
PHILADELPHIA 


one  seldom  finds  in  New  York  newspapers 
front-page  items  of  a  sensational  character  bear- 
ing a  Dallas  date  line,  but  that  on  the  financial 
pages  Dallas  commercial  activities  are  receiv- 
ing increasingly  frequent  mention  of  a  nature 
that  clearly  indicates  the  rapid  progress  Dallas 
is  making.  A  feature  of  Mr.  Maxwell's  talk  was 
a  "close-up"  of  Mr.  Edison,  touching  upon  sev- 
eral of  the  characteristics  that  mark  Mr.  Edison 
as  a  really  great  man. 


KNICKERBOCKER  INCREASES  CAPITAL 


The  Knickerbocker  Talking  Machine  Co.,  New 
York,  has  announced  an  increase  in  its  capital 
from  $100,000  to  $200,000.  The  business  of  this 
house  is  steadily  growing. 


NEW  BRUNSWICK  DEALER 


McFadden's  Pharmacy,  of  Athena,  Ore.,  has 
been  appointed  a  Brunswick  dealer.  Mr.  Mg- 
Fadden  has  built  a  neat  department  and  wi^l 
carry  the  Brunswick  exclusively. 


202 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


The  Tru-Time  Motor 
is  to  the  Phonograph 
what  the  Conductor  is 
to  the  Opera. 


Frieda  Hempel,  soprano.  Metro- 
politan   Opera    Company,    says : 
'  Time  is  as  precious  in  music 
as  in  life."' 


Our  Guarantee 

To  maintain  constant  turntable  speed 
at  any  voltage  from  70  to  140  volts, 
alternating  or  direct  current,  through 
every  variation  in  current  on  com- 
mercial lighting  circuits. 

To  run  without  heating  up. 

To  maintain  the  exact  speed  in- 
tended for  the  record. 

To  need  no  adjustment,  oiling  or 
attention  for  at  least  two  years  and 
to  function  satisfactorily  under  any 
condition  of  proper  usage  if  the  seals 
of  the  motor  remain  unbroken. 

To  be  invisible — no  unsightly  mechan- 
ism outside  the  instrument. 


Photo  by  Jean   de  Strelecii 


Time  Is  the  Life  of  Music 

WHETHER  the   great   artists  are   heard  at  the  opera  or  on  a 
phonograph,    the   slightest   variation   in   time  will  ruin  their 
efforts. 

At  the  opera  the  conductor  is  responsible  for  perfect  time,  but  until  now, 
where  the  phonograph  was  concerned,  you  have  been  at  the  mercy  of 
variations  in  current  or  mechanism. 


AT  LAST 


after  years  of  experiments  the  TRU-TIME  MOTOR  has  been  perfected 
which  will  POSITIVELY  operate  any  phonograph  at  a  constant  speed, 
without  regard  to  variations  in  current — 


Reg.   Trade-Mark   U.  S.  Pat.  Off. 


THE  TRU-TIME  MOTOR  already  is  in  production  and  \y.\i  been  adopted 
as  standard  equipment  on  the  higher  priced  models  of  one  of  the  "Big 
Four"  companies. 

When  you  are  offered  a  motor — any  make,  any  tx-pe — ask  the  manufacturer 
to  give  you  the  same  guarantee  and  have  him — Pl'T  IT  IX  l]'RIT!.\'G. 


EFFICIENCY  ELECTRIC  CORPORATION 


124  White  Street,  New  York 


Factory :  Lowell,  Mass. 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


203 


SS^JALKINgKACHINI 


[Editor's  Note: — This  is  the  second  of  a  new  series  of 
articles  by  William  Braid  White,  to  be  devoted  to  the 
fundamental  problems  of  sound  recording  and  reproduction, 
the  writer  believing  that  he  can  open  up  a  new  avenue  for 
research  and  general  trade  interest.  We  commend  these 
articles  to  the  consideration  of  those  who  are  interested  in 
featuring  and  developing  the  musical  possibilities  of  the 
talking  machine.] 

ASPECTS  OF  SOUND  RECORDING 

Number  2.    The  Causes  of  Echo 

The  reader  will  understand  by  this  time  that 
if  the  reverberations  of  the  sound-waves  which 
proceed  from  the  sounding  body  and  are  thrown 
up  towards  the  walls  of  the  recording  room 
and  thence  back  again  can  in  some  way  be 
either  eliminated  or  completely  controlled,  the 
musical  results,  so  far  as  concerns  the  records, 
will  be  vastly  improved.  The  first  point  for 
consideration,  then,  is  as  to  the  cause  of  echo 
and  reverberation. 

The  atmosphere,  which  is  the  medium  of  trans- 
mission for  sound,  is  of  a  highly  elastic  nature. 
V\'hen,  for  instance,  a  tuning  fork  is  caused  to 
vibrate,  each  and  every  swing  on  the  part  of  a 
prong  of  the  fork  causes  the  air  surrounding 
the  prong  to  execute  a  parallel  motion.  As  the 
prong  swings  back  and  forth,  so  also  does  the 
air  which  immediately  surrounds  it.  This  group 
of  air  particles  immediately  surrounding  the 
prong  of  the  fork  causes  therefore  a  similar 
.oscillatory  disturbance  to  the  group  of  particles 
which,  in  turn,  surrounds  it;  so  that  as  the  mo- 
tion of  the  prongs  continues  there  is  gradually 
generated  a  motion  of  the  air  particles  exactly 
similar  in  speed  and  shape  to  the  motion  of  the 
prongs  of  the  tuning  fork.  In  this  way  a  wave 
of  motion  is  generated  through  the  air  which 
proceeds  in  all  directions  until  the  motion  of 
the  original  sounding  body  is  brought  to  a  stop. 

The  wave  of  motion  thus  generated  acts  in 
all  directions  and  may  be  described  as  taking 
place  through  a  series  of  concentric  spheres  of 
air.  When  we  say  that  it  is  "gradually"  gen- 
erated, we  speak  relatively  of  course.  The  slow- 
est speed  of  vibration  necessary  to  produce  an 
audible  sound,  at  the  lowest  bass,  is  over  twen- 
ty-five double  vibrations  per  second.  When  one 
says  "double"  vibrations,  one  means  vibrations 
back  and  forth,  not  merely  in  one  direction.  A 
motion  to  or  fro  is  called  an  oscillation;  a  motion 
to  and  fro  is  a  vibration. 

Influence  of  Room  Construction 

.Mow  this  elasticity  of  which  I  speak  is  of  the 
highest  importance  with  reference  to  the  sub- 
ject of  echoes.  It  is  evident  that  if  the  sound- 
wave, which  is  not  a  motion  of  a  particle  of  air 
through  the  air  but  the  transmission  of  a  motion 
from  one  particle  to  the  next,  comes  in  contact 
with  any  vibratory  substance,  it  will,  if  it  be 
sufficiently  powerful,  set  up  a  motion  in  that 
body  similar  in  all  respects  to  its  own.  In  other 
words,  the  motion  of  the  wave  through  the  air 
will  be  reproduced  upon  the  body  with  which 
it  comes  in  contact  if  the  series  of  shocks  of 
which  the  wave  consists  be  sufficiently  pow- 
erful to  throw  the  body  into  motion.  To  take 
a  concrete  instance:  suppose  the  walls  of  a  re- 
cording room  are  made  of  light  wood,  in  fact 
of  regular  wood  partition  stock.  It  will  be  cer- 
tain that  the  sound  waves  generated  by  any 
powerful  instrument  or  group  of  instruments 
will  be  sufficiently  powerful  to  throw  these 
wooden  walls  into  vibration.  They  will  begin 
to  vibrate,  and  will  either  reproduce  merely  the 
vibratiottrspeed  which  is  being  impressed  on 
them  or  else  will  take  up  a  vibratory  motion 
of  their  own  which  will  produce  an  entirely 
dififerent  and  independent  sound  or  series  of 
sounds.  In  either  case  it  is  obvious  that  the 
original  musical  sounds  will  be  complicated  with 
these  new  additions  and  that  the  record  will 
receive  an  increment  of  sound  wholly  unexpected 
and  generally  wholly  undesirable. 


It  must  not  be  forgotten  that  almost  every 
elastic  body  of  any  kind,  whether  solid  or  gas- 
eous, is  capable  of  being  thrown  into  vibration. 
Xow  this  may  mean,  as  1  have  said,  one  of  two 
things.  It  may  mean  that  the  body  will  either 
simply  reproduce  the  form  impressed  on  it,  or 
else  that  it  will  be  excited  to  start  its  own  par- 
t.cular  natural  period  of  vibration  and  thus  pro- 
duce its  own  sound.  Every  elastic  body  has  its 
own  period  of  vibration:  that  is  to  say,  every 
elastic  body  tends  to  vibrate  at  a  given  speed 
and  with  a  given  intensity,  as  soon  as  it  is 
suitably  excited.  The  lighter  and  more  elastic 
the  body  is,  relativel)'  speaking,  the  more  read- 
ily will  it  be  e.xcited,  and  often  the  mere  im- 
pression of  the  wave  of  motion  from  the  air, 
if  the  speed  of  the  latter  is  in  any  way  an  ali- 
quot fraction  of  the  natural  period  of  the  for- 
mer, will  be  sufficient  to  cause  the  necessary 
excitation. 

Thus  it  will  readily  be  seen  that  sound-waves 
traveling  through  a  room  are  subject  to  dis- 
turbance and  may  even  be  the  causes  of  other 
sounds  which  were  not  intended  and  are  not 
welcome. 

Some  Aspects  of  Difficulties  to  Be  Solved 

But  there  is  another  side  to  the  difficulty.  If 
the  walls  of  the  room  are  so  designed  that  pock- 
ets, sharp  corners  and  similar  recesses  exist, 
as  is  usually  the  case  to  some  extent,  and  often 
is  most  painfully  apparent,  the  sound-waves 
will  be  thrown  off  from  these  and  projected  once 
more  into  the  general  complex  of  sounds  which 
is  issuing  from  the  sounding  bodies  within  the 
recording  rooms.  This  reflection  of  the  sound- 
waves will  take  place  in  strict  obedience  to  the 
elastic  property  of  the  air.  The  more  intense 
the  original  impinging  wave  or  complex  of 
v.aves,  the  more  intense  will  be  the  reflection 
thereof.  Other  things  being  equal,  the  more 
acute  the  angles  and  the  deeper  the  pockets 
of  the  room  corners  and  recesses,  the  more  def- 
inite will  be  the  reflections. 

It  thus  is  easy  to  see  that  the  ordinary  room, 
especially  if  its  walls  be  light  and  made  of  ma- 
terial which  is  easily  thrown  into  vibration,  is 
not  suited  for  the  purpose  of  recording  sound. 
In  place  of  such  rooms,  there  should  be  con- 


structed chambers  built  with  thick  walls  made 
of  material  which  does  not  readily  vibrate  and 
of  which,  at  any  rate,  the  natural  period  is  very 
much  faster  or  very  much  slower  than  any  sound 
within  the  range  of  the  musical  keyboard.  It  is 
also  clear  that,  if  possible,  the  construction,  as  to 
outline,  should  be  such  as  to  avoid  echo  traps  of 
the  nature  described. 

.\  great  many  solutions  based  upon  these  con- 
siderations may  be  put  forward.  I  shall  very 
briefly  indicate  the  line  of  analysis  which,  I 
think,  ought  to  be  pursued. 

Elimination  of  Echo 

Disturbances  through  an  elastic  medium,  in- 
volving the  transmission  of  force,  tend  to  take 
a  curved  direction.  Motion,  according  to  New- 
ton's first  law,  continues  in  a  straight  line  un- 
less its  direction  is  deflected  by  interfering 
forces.  The  attraction  of  gravitation  upon  a 
body  moving  through  the  air  is  such  as  to  cause 
its  motion  to  assume  the  form  of  a  parabola. 
Such  a  curve,  which  is  mathematically  a  section 
of  a  cone  generated  by  a  plane  cutting  the  cone 
in  a  direction  parallel  with  its  main  axis,  is  nat- 
urally taken  by  any  body  which  travels  through 
the  air,  as  for  instance  a  base-ball  freely  thrown 
from  the  hand  (not  pitched),  a  rifle  ball,  etc. 

Now  it  is  to  be  noted  that  if  a  horn  be  built 
with  its  outer  edge  or  mouth  in  the  form  of  a 
double  parabolic  curve,  the  sound-wave  emitted 
therefrom  will  issue  in  its  original  shape,  am- 
plified but  not  distorted.  It  seems  evident  there- 
fore that  this  principle  should  be  applied  to  the 
construction  of  recording  rooms. 

In  the  next  article  I  propose  to  go  into  this 
matter  in  detail  showing  how  such  a  room  might 
be  built  and  whaT:  would  be  the  effect  thereof 
on  the  echo  problem.  The  subject,  I  believe, 
will  be  one  of  interest  to  the  trade. 

(To  be  conti)iued) 


L.  Kay,  of  the  Kay  Talking  Machine  Co.,  97 
Chambers  street.  New  York,  has  purchased  the 
Victor  department  of  the  Schultz  Novelty  Co., 
122  Nassau  street,  which  will  be  incorporated 
with  his  present  business,  which  is  a  steadily  ex- 
panding one.  The  Schultz  Co.  will  continue  its 
regular  novelty  line. 


An  Amplifier  with 
a  Tuning  Device 

The  most  important  invention 
introduced  in  recent  years 

The  accompanying  design  shows 
(I)  The  tone  conveyor;  (II)  Inven- 
tion consisting  of  bridges  on  outside 
of  four  walls  of  amplifier,  (III)  cross 
bars  on  inside  of  amplifier  and 
tension  screws  at  (IIII)  through 
which  tension  is  applied  to  the  dififerent  parts  of  the  amplifier 
requiring  adjustment. 

This  simple  and  ingenious  device  enables  you  to  correctly  tune  the 
vibrations  produced  within  the  amplifier  by  the  sound  waves,  and 
cause  them  to  be  in  harmony  with  the  vibrations  produced  by  the 
Sound  Box,  insuring  a  correct  reproduction  of  the  sound  waves  as 
recorded  on  Phonograph  Records. 

Manufacturers  —  Distributors  —  and 
Cabinet  Makers— WRITE  for  Details 


Joseph  Mersman 


Ottawa,  Ohio 


204 


THE    TALKING   MACHINE  WORLD 


August  15,  1920 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  G.  ENGLAND 


Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXGLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


Hi^h  Grade  Motors  ^^t;^"''  Mermod  Freres 


St.  Groix 
Switzerland 


WONDERFUL  MECHANISM 

TKese  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  .of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  inquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 


19  GITY  ROAD 


LONDON,  E.  G.,  ENGLAND 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


205 


THE  VALUE  OF  INTENSIVE  ADVERTISING 


By  J.  J.  ROCKWELL,  Advertising 


iiiiiiiiiiiiiiiiiiiiiiiiii 

[The  following  address  on  "Intensive  Advertising"  was 
delivered  at  the  convention  of  the  Nebraska  Victor  Dealers' 
Association  in  Omaha  on  August  4  by  J.  J.  Rockwell, 
advertising  counselor  of  the  ReincJce-EUis  Co.,  Chicago, 
and  is  referred  to  in  the  full  report  of  the  convention 
elsewhere  in  this  issue. — Editor.] 

There  is  a  term  that  is  familiar  to  advertising 
men  which  applies,  I  believe,  with  a  special 
force  to  the  advertising  and  selling  problems  of 
retail  merchants.  That  term  is  "intensive  ad- 
vertising." 

Broadly  speaking,  the  manufacturer  of  a  com- 
modity which  is  distributed  and  sold  through 
established  merchandising  channels  must  nec- 
essarily proceed  on  the  broadcast  method.  He 
visualizes  his  selling  problems  from  a  national 
viewpoint.  His  advertising  is  of  national  char- 
acter and  scope.  It  paints,  as  the  great  na- 
tional advertising  campaign  of  the  Victor  Talk- 
ing Machine  Co.  paints  for  the  whole  nation,  a 
great  picture  of  the  value  and  satisfaction  which 
come  from  the  ownership  of  the  product  which 
is  being  offered. 

It  is  practically  impossible  for  a  sales  organ- 
ization which  is  working  on  the  broad,  national 
scale  to  develop  those  intensive  and  closely 
planned  methods  that  will  cultivate  and  make 
fruitful  every  inch  of  ground,  and  produce  from 
every  inch  of  it  all  of  the  possibilities  of  which 
it  is  capable. 

That  intensive  work,  as  I  see  it,  is  the  field  of 
effort  and  opportunity  for  the  retail  merchant. 
In  the  intensive  method  of  agriculture,  one  of 
the  most  important  factors  is  the  quality  of  the 
seed.  In  the  intensive  development  of  the  re- 
tail sales  field,  one  of  the  most  important  fac- 
tors is  the  quality  of  the  ideas  and  methods  to 
be  used  in  the  production  of  sales. 

It  is.  an  old  saying  that  "two  heads  are  better 
than  one."  This  is  just  another  way  of  saying 
that  the  capacity  of  every  man  necessarily  has 
limits,  and  is  less  than  the  capacity  of  two 
men. 

Any  individual  Victor  dealer  may  be,  from 
the  standpoint  of  selling  capacity,  resourceful- 
ness and  fertility  of  ideas  and  invention,  a  ver- 
itable master,  an  equal  in  capacity  of  our  won- 
derful Burbank  in  the  field  of  horticulture — but 
just  as  we  say  in  politics  that  "no  man  can 
be  bigger  than  his  party,"  so  we  may  say  in  the 
business  of  merchandising  Victor  products  that 
no  man  can  be  bigger  than  his  industry. 

A  man  must  have  more  than  ideas  to  success- 
fully build  any  kind  of  business,  retail  or  other- 
wise, but  it  nevertheless  remains  that  ideas  are 
the  fruitful  seeds  from  which  all  selling  results 
grow,  and  advertising  in  all  of  its  forms  is 
merely  a  rapid  method  of  extending  and  mul- 
tiplying personal  selling  effort. 

From  his  own  unaided  efforts,  abilities  and 
capacity,  a  merchant  in  Victor  products  or  any- 
thing else  may  develop  a  very  successful  and 
satisfactory  business,  but  I  think  everyone  here 


Counselor,  Reincke-Ellis  Co.,  Chicago  i 

 I  Illlllllllll  IIIIIIIIIIIIIIIIIIIIIIIIIIIIIII  IIIIIIIINIIIIIINIIIIIIIIIIINIIIIIIINIINllNlllllii 

will  agree  with  me  that  he  cannot  unaided  and 
alone  go  as  far  or  as  fast  as  if  he  thoroughly 
studies  and  weighs  and  takes  complete  advan- 
tage of  all  of  the  ideas  that  he  may  find  in  the 
careful  study  of  all  the  new  plans  and  methods 
that  come  to  him  through  the  co-operative  chan- 
nels of  education  of  the  industry  as  a  whole. 
Value  of  Trade  Journals 
One  of  the  biggest  opportunities  for  this 
kind  of  study  that  the  Victor  dealer  has  may  be 
found  in  the  journals  of  the  trade.  These  jour- 
nals are  not  mere  expressions  of  one-man  or- 
ganizations which  are  made  up  of  the  ideas  of 
an  editor — they  are  the  product  of  organiza- 
tions which  ,  are  actively  out  in  your  field  of 
selling,  surveying  the  opportunities,  learning 
from  all  of  the  factors  in  the  industry  as  a 
whole  what  new  policies  and  methods  are  prov- 
ing effective,  what  new  developments  are  tak- 
ing place,  what  ideas  have  been  tried  out  that 
have  proven  successful;  and  these  are  transmit- 
ted to  you  in  definite,  concrete  shape  for  easy 
assimilation;  and  it  seems  to  me  that  any  man 
who  is  eager  to  push  and  develop  his  business 
cannot  afford  to  neglect  the  inspiration  and  the 
ideas  which  are  bound  to  flow  to  him  through 
careful  and  intensive  study  of  those  trade  jour- 
nals which  are  really  giving  service  to  the 
trade. 

The  same  thing  is  true  of  the  publications  of 
the  merchandising  departments  of  the  Victor 
Co.  The  thoughts  and  ideas  and  carefully 
worked  out  methods  which  are  explained  and 
visualized  for  the  dealer  in  these  publications — 
I  am  speaking  now  of  such  publications  as  the 
"Voice  of  the  Victor" — convey  to  every  mer- 
chant a  concentrated  value  which  is  the  result 
of  a  continuous  survey  of  the  whole  field,  and 
they  are  based,  not  on  someone's  theories  or 
prejudices,  but  on  the  actual  experiences  of 
other  men  in  your  line  of  business  who  have 
tried  out  and  demonstrated  the  value  of  such 
things  as  are  suggested. 

If  I  may  be  permitted  to  interject  a  personal 
note,  the  company  which  I  represent  is  simply 
trying  to  do  this  same  thing — analyze  and  develop 
and  visualize  the  experiences  and  ideas  which 
come  to  us  from  every  corner  of  the  industry, 
to  crystallize  these  into  practical  definite  work- 
able shape  and  present  them  for  your  use. 
Danger  of  Self-Satisfaction 

There  is  nothing,  I  think,  quite  so  deadly 
for  an  individual  or  business  as  to  reach  too 
high  a  degree  of  self-satisfaction  and  content- 
ment. Wherever  we  look  through  the  processes 
of  nature  we  find  the  universal  law  that  nothing 
stands  still,  everything  is  in  motion,  things  go 
forward  or  backward,  grow  or  decay — they  pro- 
gress or  retrogress.  And  I  am  firmly  convinced 
that  this  law  applies  in  business  and  individual 
development  just  as  absolutely  as  it  does  in  the 
processes  of  nature. 


Certainly  in  these  times,  with  their  uncertain- 
ties,  with  the  tremendous  flux  that  the  peoples 
of  all  the  world  are  in,  it  behooves  us  to  make 
constant  effort  for  the  safeguarding  of  what- 
ever position  we  are  in,  and,  as  I  see  it,  the 
only  way  that  can  be  done  successfully  is  to 
pursue  a  constant  effort  to  go  forward— to  keep 
achieving. 

Now  that  we  have  the  advantage  of  looking 
back  at  things,  I  think  you  will  agree  with  me 
that  the  strong  policy  of  the  Victor  Co.  in 
maintaining  and  increasing  its  tremendous  ac- 
tivities in  advertising,  in  spite  of  sales  condi- 
tions, with  which  they  might  well  have  been  self- 
satisfied  and  content,  has  been  a  source  of 
enormous  strength  for  the  industry  as  a  whole, 
and  that  every  factor  in  the  industry  is  in  a 
stronger  and  better  position  to-day  than  could 
possibly  have  been  the  case  had  that  policy  been 
otherwise. 

From  the  smallest  to  the  largest,  every  Victor 
dealer  has  the  opportunity  to  avail  himself  of 
these  tremendous  forces  of  co-operative  service 
which  stand  behind  him,  and  to  intensify  with 
their  aid,  adapted  to  his  local  conditions,  the 
cultivation  of  his  field  of  sale  so  closely,  so 
deeply,  so  completely,  that  the  crops  of  business 
will  continue  to  come  with  regularity  and  in 
abundance,  as  they  have  in  the  past. 

The  Definite  Advertising  Policy 

It  is  my  experience  in  twenty  years  of  adver- 
tising work  and  activity  that  it  is  those  con- 
cerns which  have  definite  advertising  policies 
that  make  the  most  out  of  the  enormously  pro- 
ductive power  of  advertising,  and  that  the  firms 
which  pursue  occasional  "hit  or  miss"  methods, 
depending  upon  the  conditions  at  the  moment, 
never  develop  the  great  and  intensive  results 
which  proceed  from  close,  steadily  applied  and 
continuous  effort. 

It  would  be  presumption  on  my  part  to  at- 
tempt to  advise,  and  certainly  I  have  no  desire 
to  do  so,  but  the  motto  of  my  organization  is 
give  the  service  and,  if  I  may  make  so  bold,  I 
would  like  to  leave  with  you  this  thought: 
Whether  your  business  be  relatively  great  or 
relatively  small,  have  an  advertising  policy, 
utilize  advertising  in  a  definite,  planned  way, 
consistently  and  aggressively  and  intensively, 
Study  carefully,  and  utilize  so  far  as  they  can 
be  applied,  the  demonstrated  and  proven  ideas 
and  methods  of  the  industry  as  a  whole.  "Look 
up,  not  down;  look  out,  not  in."  In  the  words 
of  the  Chinese  proverb,  "He  stumbles  less  who 
looks  to  the  horizon  than  he  who  watches  the 
road  at  his  feet." 


SOME  VISITORS  FROM  THE  WEST 

During  the  past  few  weeks  quite  a  number  of 
the  members  of  the  sales  staff  of  the  Chicago 
branch  of  the  Columbia  Graphophone  Co.  vis- 
ited the  executive  offices  in  New  York  and  also 
spent  some  time  in  the  factories  and  recording 
laboratory.  Among  these  callers  were  Irving  S. 
Leon,  R.  J.  Mueller,  W.  J.  Monroe  and  G.  L. 
Bailey. 


The  Quartette  MESSINESE  makes  its  first  four  Italian  Records  on 


This  organization  is  consid- 
ered the  finest  Instrumental 
Quartette  ever  recorded. 

Real  Folk  Dances,  in  per- 
fect dance  time. 

If  you  have  Italian  trade 
don't  fail  to  stock  these 
records. 

Big  SALES  will  follow. 


10-inch 


$1.00 


9001 


9002 


9003 


9004 


Voci  D'Angeli         .  VALZER 

Quartetto  Messinese 

Tra  Veglifl  E  Sonne  MAZURKA 

^  Qf'ortetto  Messinese 

r  Di  Stella  in  Stella  MAZURKA 

J  Quartetto  Messinese 

]  La  Bella  Nicosia  QUADRIGLIA 

V  Quartetto  Messinese 

r  Allegri  !  Allegri  !  POLKA 

I  Quartetto  Messinese 

]  Pioggio  di  Fiori  MAZURKA 

V  Quartetto  Messinese 

i  Sei  Bella       .       .       .  POLKA 

j  Quartetto  Messinese 

I  Lotta  D'Amore        .  VALZER 

'  Quartetto  Messinese 


P>....B.,«,.,24«  ZIEGLER,  BAKER  &  JOHNSON,  i 

100  Chambers  Street.  New  York  City 


T1C<     Service  In  or  Out  of  Town 


206 


THE   TALKING   MACHINE  WORLD 


August  IS,  1920 


TIME  TO  GET  TO  WORK 


'Newts,"  the  Stephenson  Booklet,  Emphasizes 
That  the  "Buyer's  Market"  Is  Now  With  Us 
— Some  Seasonable  Philosophy  for  the  Trade 


Frank  T.  Xutze,  vice-president  of  Stephenson, 
Inc.,  is  also  the  editor  of  an  organ  called 
"Newts,"  described  as  "a  monthly,  full  of  corn- 
fed  philospph}',  edited  by  Frank  Nutze,  at  his 
home,  Washington,  N.  J." 

The  Julj'  issue  of  this  organ  recently  arrived 
and,  as  usual,  contains  much  interesting  mate- 
rial. Of  special  note,  however,  is  the  chapter 
under  the  caption  "A  Buyer's  Market,"  which 
we  repeat  herewith: 

.Some  time  ago  I  had  in  "Newts"  a  story  in 
which  I  said  that  one  of  these  days  we  would 
have  a  "buyer's"  market  rather  than  a  "seller's." 
Eggsactly.  And  now,  to-day.  I  believe  such  a 
change  has  come  about. 

I  have  just  returned  from  a  business  trip  and 
I  have  talked  with  many  men,  salesmen  selling 
various  classes  of  merchandise,  and  the  consensus 
of  opinion  is  that  there  is  a  slowing  up;  that  the 
anxious  and  ready  buyer  isn't  quite  so  anxious 
and  ready.  I  have  learned  that  in  many  lines 
of  wearing  apparel  the  slowing-up  process  al- 
most approaches  stagnation.  Precisely. 

Well,  I  am  not  surprised.  I  am  not  a  high- 
brow when  it  comes  to  questions  of  economics, 
but  I've  got  sense  enough  to  know  that  we 
can't  go  on  forever  increasing  wages  and  jack- 
ing up  costs  until  the  man  who  digs  a  ditch  is 
receiving  a  thousand  or  so  a  week  and  paying 
an  equal  amount  for  a  suit  of  clothes.  That  isn't 
a  question  of  economics;  it's  just  plain  every- 
day one-horsepower  sense.  Absolutely. 

The  woim  is  beginning  to  toin.  The  sales- 
man who  heretofore  has  worn  out  the  seating 
of  his  trousers  has  got  to  wear  out  a  bit  of 
shoe  leather;  has  got  to  hustle  out  into  the  high- 
ways and  bj'ways  and  do  a  little  work.  And 
that  is  about  all  there  is  to  it.  We  are  just  get- 
ting back  to  normal  conditions,  that  is  all.  And 
it  is  an  almighty  good  thing,  too.  It  is  just 
about  time  that  the  woim  did  a  little  toining. 

I  say  this  and  rather  enjoy  the  whole  situation 
for  this  reason:  That  in  a  seller's  market,  when 
everyone  is  scrambling  for  goods,  the  dominat- 
ing question  is  delivery  and  not  quality.  Any  old 
thing  will  go;  any  old  thing  that  can  be  delivered. 
Whereas,  in  a  buyer's  market,  where  all  can 
make  deliver3%  where  all  are  scrambling  for 
orders  rather  than  for  delivery,  then  the  buyer 
has  a  chance  to  look  the  market  over  and, 
calmly  and  quietly,  to  select  the  best  material. 
Precisely,  eggsactly  and  absolute^'. 

And  this  reacts  to  those  manufacturers  who 
take  the  pride  of  the  craftsman  in  their  work: 
who  are  not  willing  to  sacrifice  quality  for 
quantity;  who  are  in  business  to  stay,  and  who 
expect  to  hand  the  business  down  to  posterity 
rather  than  to  make  a  clean-up  and  get-away. 
During  the  next  few  months  I  look  for  sort  of 
a  survival-of-the-fittest  proceeding.  And,  too, 
and  understand  I  say  this  with  all  charity,  I 
welcome  such  a  proceeding  because  it  will  serve 
as  a  good  large  dose  of  castor  oil  to  the  industry. 


No.  8 


AMERICAN 

The  American  line  will 
bring  you  success.  Nine 
models  made  in  the  pop- 
ular finishes. 

Also  Cabinets  in  quantities. 

Write  for  Catalog. 

American  Phonograph  Co. 

17  No.  Ionia  Ave.,  Grand  Rapids,  Mich. 


So  to-day  I  roll  up  my  sleeves.  I  clear  my  desk 
as  a  battleship  clears  for  action.  There  comes  to 
my  mind  a  sort  of  "I  should  worry"  feeling,  for 
I  know  that  our  product  is  a  precision-made 
motor,  and,  too,  I  have  faith  in  the  industry  and 
in  the  men  in  it. 


COLUMBIA  DEALER  SERVICE  MEET 


Gathering  at  Philadelphia  Recently  Was  a  De- 
cided Success  in  Every  Way — Interesting 
Program — Geo.  W.  Hopkins  Makes  Address 


policies     soon     to     be     put     into  operation. 

The  second  day's  meeting  opened  with  general 
discussions  which  continued  until  after  noon, 
when  the  whole  assemblage  left  for  New  York. 
A  special  session  was  held  at  the  Advertising 
Club  in  New  York  in  the  evening,  where  the 
party  was  addressed  by  George  W.  Hopkins, 
general  sales  manager  of  the  Columbia  Co.  The 
third  and  last  day  of  the  convention  included 
an  early  morning  trip  to  the  factories  in  Bridge- 
port, and  luncheon  at  the  Hotel  Stratfield.  An 
enjoyable  evening  at  the  Midnight  Follies  con- 
cluded the  convention. 


As  mentioned  in  another  section  of  this  issue 
of  The  World,  the  members  of  the  Dealer  Serv- 
ice staff  of  the  Columbia  Graphophone  Co.  held 
an  interesting  meeting  at  Philadelphia  recently. 
There  were  present 
at  this  meeting  the 
members  of  the  execu- 
tive offices  and  the 
managers  of  the 
Dealer  Service  divi- 
sions and  their  staffs 
from  all  of  the  Colum- 
bia branches  east  of 
the  Mississippi.  They 
met  to  discuss  mat- 
ters of  organization 
and  field  work,  and  to 
lay  the  ground  work 
for  important  future 
plans  incidental  to  this 
fast-growing  phase  of 
Columbia  merchandis- 
ing. 

The  first  day's  ses- 
sion, under  the  chair- 
manship of  H.  L. 
Tuers.  manager  of  the 
Dealer  Service  de- 
partment at  the  execu- 
tive offices,  extended 

long  into  the  evening,  being  completely  oc- 
cupied with  routine  business  and  closing  with 
several  addresses  by  executive  members,  view- 
ing  past    performances    and    announcing  new 


JOINS  COLUMBIA  ORGANIZATION 


The  general  sales  department  of  the  Columbia 


\ 


At  The  Height  Of 
Popularity 


Columbia  Dealer  Service  Force  Meets  in  Philadelphia 

Graphophone  Co.  announced  recently  that  H. 
L.  Obert  had  been  appointed  manager  of  the 
Dealer  Service  department  of  the  new  Columbia 
branch  at  Omaha.  R.  C.  Rae,  manager  of  this 
branch,  is  planning  to  give  the  dealers  in,  his 
territory  intensive  service  and  co-operation,  and 
Mr,  Obert's  previous  experience  well  qualifies 
him  for  his  new  post. 


Dealers  selling  the  Portophone  are  clean- 
ing up.  Why  not  be  one  of  them?  Mail 
your  order  at  once.    Prompt  deliveries 

There  is  no  question  but  that  the  Porto- 
phone is  the  highest  quality  machine  of 
its  kind  on  the  market.  Double  spring 
motor.  Universal  tone  arm.  Guaranteed. 
Carrying  compartment  for  12  Records. 

Also  a  full  line  of  accessories.    Prices  on 
request 

Esco  Music  and  Accessories  Company 

137  LAWRENCE  ST.,  BROOKLYN,  N.  Y. 


OSCAR  ZEPERNICK 


JOSEPH  A.  KERR 


IS  EMPIRE  CO.'S  EXPORT  AGENT 


Victor  P.  Sabin  to  Handle  Export  Business  of 
Chicago  Manufacturers 


\''ictor  P.  Sabin.  manager  of  the  furniture  de- 
partment of  the  China,  Japan  and  South  Amer- 
ica Trading  Co.,  Ltd.,  with  New  York  headquar- 
ters at  34  Pine  street,  is  export  representative 
of  the  Empire  Talking  Machine  Co.,  Chicago. 
Mr.  Sabin  is  well-known  in  South  American  and 
West  Indian  trade,  and  visitors  interested  in  the 
Empire  lin<  will  find  a  full  exhibit  of  these  in- 
struments, as  well  as  Empire  records,  at  Mr, 
Sabin's  office  in  New  York  City.  A  foreign  trade 
campaign  is  planned.   ^ 


August  IS,  1920 


THE   TALKING   MACHINE  WORLD 


207 


DEATH  OF  JOHN  H.  STEINMETZ 

President  and  Founder  of  the  Empire  Talking 
Machine  Co.  Dies  Suddenly  on  Saturday — 
Passing  Greatly  Regretted  by  the  Trade 


Chicago,  III.,  August  10. — Members  of  the  indus- 
try in  this  city  were  greatly  shocked  to  learn 
this  morning  of  the  death  of  John  H.  Stein- 
metz,  president  of  the  Empire  Talking  Machine- 
Co.,  which  occurred  suddenly  on  Saturday  after- 
noon at  the  close  of  the  convention  of  the  Em- 
pire Co.'s  sales  force,.-which  was  held  at  the  Au- 
ditorium Hotel.  Mr.  Steinmetz  had  looked  for- 
ward to  this  reunion  with  a  great  deal  of  pleas- 
ure, and  he  was  never  in  such  good  humor  or 
apparently  in  better  health  than  when  receiving 
his  ambassadors  at  this  gathering.  H?  had  only 
just  returned  from  a  visit  to  the  East  with  Mrs. 
Steinmetz  and  expressed  himself  as  greatly 
benefited  by  his  visit. 

Mr.  Steinmetz  was  associated  in  the  early  days 
with  the  Newark  Table  Co.,  Newark,  O.,  and 
later  with  the  Tonk  Mfg.  Co.,  Chicago,  and  some 
years  ago  founded  the  Empire  Talking  Machine 
Co.,  which  has  been  developed  along  very  suc- 
cessful lines.  Mr.  Steinmetz  was  a  great  be- 
liever in  building  a  permanent  business  by  the 
delivery  of  values  and  he  perfected  an  organiza- 
tion.which  will  continue  along  the  lines  pursued 
by  its  originator.  Services  were  held  to-day  ai 
his  late  home,  846  Leland  street,  and  were  at- 
tended by  a  host  of  friends  and  members  of  the 
trade.  The  interment  was  at  Graceland  Ceme- 
tery. A  widow,  Mrs.  Clara  Steinmetz,  daughter, 
Catherine,  and  a  son,  John,  survive. 


WILL  SAIL  AUGUST  21 


Otto  Heineman  Sails  From  Europe  Next  Satur- 
day— W.  G.  Pilgrim  Gives  Optimistic  Report 
Anent  Conditions  Throughout  Trade 


Word  was  received  this  week  at  the  executive 
offices  of  the  General  Phonograph  Corp.,  New 
York,  that  Otto  Heineman,  president  of  the 
company,  will  sail  from  Europe  on  August  21. 
Mr.  Heineman  writes  that  he  has  been  thor- 
oughly enjoying  his  trip  abroad  and  has  also 
taken  advantage  of  the  opportunity  to  close  sev- 
eral important  business  deals,  which  will  be  an- 
nounced in  the  near  future. 

W.  G.  Pilgrim,  treasurer  of  the  company, 
states  that  talking  machine  manufacturers  seem 
to  be  imbued  with  confidence  regarding  the  busi- 
ness outlook  for  the  rest  of  the  year  and  for 
\92\.  Quite  a  number  of  manufacturers  have 
visited  the  company's  offices  during  the  past 
few  weeks  and  have  placed  good-sized  orders 
for  immediate  delivery.  Apparently  there  is  an 
undercurrent  of  optimism  in  the  trade  which  will 
undoubtedly  be  reflected  in  the  sales  totals  this 
Fall. 

W.  C.  Fuhri,  general  sales  manager  of  the 
Okeh  record  division,  has  been  visiting  the  job- 
bers throughout  the  West  during  the  past  few 
weeks,  and  judging  from  the  orders  he  has  re- 
ceived for  Okeh  records  this  popular  line  is 
gaining  steadily  in  prestige  in  all  parts  of  the 
country.  The  new  Newark  factory  is  now  pro- 
ducing Okeh  records  and  nothing  is  being  left 
undone  to  increase  the  output.  Okeh  jobbers 
and  dealers  are  making  plans  for  a  record-break- 
ing Fall  business  and  the  factory  facilities  are 
being  constantly  augmented  in  order  to  keep 
pace  with  the  requirements  of  the  trade. 


RAGTIME  RASTUS  IN  THE  MOVIES 


Clever  Toy  Featured  in  the  New  Film  Produc- 
tion, "Dangerous  to  Men" 


Ragtime  Rastus  bids  fair  to  class  with  Mary 
and  Doug,  as  a  film  star,  following  the  initial 
appearance  upon  the  screen  of  that  clever  danc- 
ing darky  toy  in  the  new  film  production,  "Dan- 
gerous to  Men,"  in  which  Viola  Dana  is  starred. 
Ragtime  Rastus  is  given  a  "close-up"  in  the  pic- 
ture and  proves  to  be  one  of  the  star  perform- 
ers. The  selection  of  this  interesting  toy  is  to 
be  accepted  as  an  indication  of  its  popularity 
and  cleverness. 


Soss  Invisible  Hinges 


are  essential  to  preserve  the  beauty  of  design,  particularly 
when  it  is  desired  to  disguise  the  talking  machine  cabinet. 
In  many  of  the  better  cabinets  of  to-day  !:*oss  Hinges  are 
used.    They  are  mechanically  accurate  and 
can  be  installed  quickly  and  easily. 

Write  for  Catalogue  T.  ' 

SOSS  MANUP  ACTURING  COMPANY 

Grand  Avenue  and  Bergen  Street,      Brooklyn,  N.  Y. 


NEW  MODERNOLA  PLANT  UNDER  WAY 


NEW  HOME  RECORDING  DEVICE 


Represents  an  Expenditure  of  $300,000  to  M:et 
Demands  of  Growing  Business  of  the  Company 


•  Johnstown,  Pa.,  August  6. — The  construction 
of  the  new  plant  of  the  Modernola  Co  ,  of  this 
c:ty,  is  now  well  under  way.  When  completed, 
it  is  e.xpected  to  represent  an  expenditure  of 
over  $300,000  and  will  rank  among  the  best- 
equipped  plants  in  this  country.  The  construc- 
tion is  progressing  without  any  hindrance  to  the 
steady  production  of  the  Modernola  and  the 
greatly  increased  facilities  will  provide  a  vastly 
increased  output.  A  feature  of  the  new  plant 
will  be  the  dry  kiln  system,  which  is  said  to 
be  one  of  the  most  efficient  known  and  will  ha\  e 
enormous  capacity.  The  factory  will  be  so  ar- 
ranged' that  production  will  proceed  in  its  proper 
sequence,  starting  from  the  kilns  and  ending  in 
the  shipping  department. 

The  present  officials  of  the  company  are  D. 
Hall  Wendell,  president;  Chas.  Thomas,  vice- 
president,  and  M.  S.  McFeaters,  secretary-treas- 
urer. These  with  William  Friedline  and  George 
A.  Buse  constitute  the  board  of  directors.  Un- 
der their  efficient  management  the  firm  has 
grown  from  a  $10,000  concern,  founded  in  1918, 
to  the  $250,000  firm  of  the  present  day,  which  is 
in  need  of  greatly  increased  facilities  to  take  care 
of   its    steadily   growing  business. 


New  Jersey  Plant  Will  Send  Out  Samples  to 
Trade  on  October  1 — Can  Be  Used  on  Any 
Talking  Machine — Of  Great  Trade  Interest 


Peter  Paulsen,  proprietor  of  Paulsen's  Phar- 
macy of  Raymond,  Wash.,  an  exclusive  Bruns- 
wick dealer,  has  returned  from  a  five  months' 
trip  to  Europe.  He  reports  talking  machines 
and  records  in  big  demand  there. 


The  American  Home  Recorder;  Inc.,  is  plac- 
ing on  the  market  a  recording  device  that  can 
be  used  in  the  home  and  which  is  attracting  wide 
attention.  This  home  recorder  is  to  be  dis- 
tributed through  the  talking  machine  trade,  and 
agencies  are  now  being  established.  The  com- 
pany operates  a  factory  in  Nutley,  "N.  J.,  with 
a  home  office  at  222  Market  street,  Newark, 
\.  J.,  and  with  a  New  York  City  branch  at  49 
West  Forty-fifth  street. 

C.  H.  Streit  is  president  of  the  company;  C. 
E.  Sanders,  vice-president  and  general  manager; 
N.  E.  Reed,  secretary;  M.  J.  Dubois,  purchas- 
ing agent,  and  E,  J.  Albrecht,  merchandise  man- 
ager. The  company's  product  is  a  home  re- 
corder of  extreme  simplicity  which  it  is  claimed 
can  be  operated  on  any  talking  machine  by  the 
aid  of  a  removable  attachment  without  marring 
the  talking  machine  cabinet  or  its  mechanism. 

A  special  wax  record  or  a  number  of  them 
can  be  delivered  with  each  machine.  However, 
the  recording  equipment  includes  a  special  liquid, 
which,  if  the  owner  of  the  record  so  desires,  will 
remove  any  recordings  appearing  thereon  by 
rubbing  the  liquid  over  the  surface  of  the  record. 

Deliveries  of  samples  will  be  made  to  the  trade 
on  October  1  and  quantity  deliveries  for  sales 
purposes  will  be  forwarded  on  November  1.  A 
special  educational  and  sales  campaign  will  be 
carried  on  in  the  interim,  showing  the  ease  with 
which  sales  to  consumers  can  be  mader 


OLYMPIAN  Ukelele^^  Special  ! 

A   Small  Investment  .^^SsS^^'^         possesses    a    beauty  of 

n.   jmail  invVWMXKtil  .^^^^^    to"":  <^ase   that   this  price 

A    Ria  Profit  -  .i^^Km^^P^         never    before    bought.      It  is 

®  ,^101^^      .^i^^kSSS^'^  made  of  birchwood,   Koa  wood 

A    Quick    TurnOVeT         W^F^S^ky^^S^Sr^  finish,    hand   rubbed   and    polished.  Has 
^  .jy^:iai>j!>^S^^SB8^^       maple    neck,    plain    pegs ;    two  imprinted 

^^^^^M^^^^^^^^l^j!^^^^^  rings  around  sound  hole ;  brass  fret  wire. 

_,  ^^^^^^^?^^^^C^!^^3'^r^  Accurately   adjusted.     Priced   at  a  startj- 

A  Bjg  New  l^1^rl^^^iiS^t^.^[^^mi  ing  price-cut   for   this   introductory  offer. 

^StiZt'"-^^^^  R«t-I  value.  $4.00,  15 
Profits  for  Live youT  profit,  $1.85.  ..  .  4md^=. 

Phonograph         ^(^^^^   No.  549F-Price  for  sample   $2.45 

Dealers.  ^^^H^V^     No.  550F — Price  v$  doz,  lots,  each   .  2.25 

^^^^^        No.  S51F— Price  lots  of  2S,  each   5!. 15 

COLE  &  DUNAS  MUSIC  CO.,  DEPT.  A.  U.  K. 

Headquarters  for  Phonographs  &  Supplies  54  W.  Lake  St.,  Chicago,  III. 


208 


THE    TALKING   MACHINE  WORLD 


August  15,  1920 


EDISON  CONVEISTION  AT  DALLAS 

Great  Body  of  Dealers  Assembles  in  Dallas 
Under  Auspices  of  Texas-Oklahoma  Phono- 
graph Co. — Addresses  by  Wm.  Maxwell  and 
J.  B.  Gregg — A.  H.  Curry  Was  Chairman 


Dallas,  Tex.,  August  4. — The  Edison  Dealers' 
Convention  staged  by  the  Texas-Oklahoma 
Phonograph  Co.,  of  this  city,  at  the  Hotel  Adol- 
phus,  Dallas,  on  July  28  and  29  was  a 
real  red-letter  event.  One  hundred  members  of 
the  Texas-Oklahoma  Edison  Dealers'  Associa- 
tion were  in  attendance.  The  Edison  labora- 
tories were  represented  bj-  William  Maxwell, 
vice-president,  and  J.  B.  Gregg,  advertising 
manager. 

The  convention  comprised  three  sessions,  with 
A.  H.  Currj-,  president  and  general  manager  of 
the  Texas-Oklahoma  Phonograph  Co.,  as  chair- 
man, and  was  topped  oS  by  a  most  enjoyable 
banquet  and  entertainment  in  the  Adolphus  Palm 
Garden  on  the  evening  of  the  29th,  at  which  Mr. 
Maxwell  presided  as  toastmaster.  C.  H.  Mans- 
field, manager  of  the  Dallas  Edison  Shop,  han- 
dled the  banquet  entertainment  program  and  did 
the  job  up  royall)-.  Foremost  among  the  talent 
presented  was  Miss  Leeta  Corder,  soprano,  a 
new  Edison  artist,  who  has  attained  an  almost 
meteoric  rise  to  great  prominence;  the  Edison 
Shop  Trio  (pianist,  violinist  and  soprano),  a 
splendid  organization  that  plays  a  big  role  in  the 
musical  activities  of  the  Dallas  Edison  Shop,  and 
JvJiss  Eva  Munster,  a  well-known  local  soprano, 
who  rendered  several  popular  numbers  in  very 
pleasing  fashion. 

When  Mr.  Maxwell  took  the  platform  at  the 
mofning  session  on  the  29th  he  was  presented 
with  a  list  of  fifteen  questions  that  had  been 
<lrafted  by  the  assembled  dealers  at  a  previous 
meeting.  Chiefly  the*  questions  concerned  gen- 
eral policies  of  the  Edison  laboratories  and  each 
matter  involved  was  explained  thoroughlj'  by 
Mr.  Maxwell.  The  questions  disposed  of,  Mr. 
Maxwell  delivered  a  highly  interesting  address, 
in  which  he  outlined,  among  other  things,  the 
marked  improvements  in  Re-creation  manufac- 
turing conditions,  which  insure  a  substantial 
growth  in  output.  Other  high  lights  of  Mr. 
Maxwell's  address  concerned  the  favorable  sit- 
uation of  the  Edison  dealer  in  respect  of  the 
present  trend  of  financial  conditions,  the  essen- 
tialness  of  music  and  the  importance  of  adher- 
ing to  policies  of  merchandising  that  demon- 
strate the  New  Edison's  true  relation  to  music 
and  to  music's  power. 

At  the  afternoon  session  on  the  28th  Mr. 
Gregg  outlined  in  complete  detail  the  fourteen 
propositions  of  the  1920  Edison  Co-operative 
sales  promotion  campaign,  mentioning  some 
vtrj-  interesting  particulars  regarding  the  im- 
mensity of  this  campaign. 

L.  T.  Donnelb',  manager  of  the  Diamond 
Music  Co.,  New  Orleans,  attended  the  conven- 
tion and  delivered  a  brief  message  concerning 
the  importance  of  each  dealer's  lending  whole- 
hearted co-operation  towards  the  execution  of 
the  big  1920  Edison  advertising  and  promotion 
campaign. 

During  the  convention  the  Texas-Oklahoma 
Edison  Dealers'  Association  held  one  session 
devoted  to  affairs  of  that  organization,  includ- 
ing the  election  of  new  officers.  The  new  of- 
ficers are:  President,  William  Lutner,  Phono- 
graph Shop,  Temple,  Tex.;  first  vice-president, 


Ready  for  Delivery 


No.  3  Holder  for  Jewel  Points 

As  necessary  on  the  completely 
equipped  phonograph  as  the 
Needle  Cups.  Send  10  cents 
for  sample  and  price  in  quantity 

 a  

Eastern  Sales  &  Export  Office 

Williamsport,  Penna,,  U.  S.  A. 

SOLE  DISTRIBUTORS 

Universal  Master  Motors 
Universal  Tone  Arms 
Universal  Auto  Stops 
Villinger  Auto  I. id  Supports 
Modifier  Rods,  Grille 
Hinges,  Needle  Cups,  White 
Ceylon  Sapphire  Points 
High  Grade  Gold  Plating 

 B  

Ask  for  Quotations 


T.  M.  Harrell,  Phonograph  Shop,  Sulphur 
Springs,  Tex.;  second  vice-president,  W.  W. 
I.'yer,  Phonograph  Shop,  Ft.  Worth,  Tex.;  sec- 
retar}^  H.  H.-  Starcke  (re-elected),  Starcke  Fur- 
niture Co.,  Seguin,  Tex.;  auditor,  L.  E.  Dublin, 
Jones  &  Dublin,  Brownwood,  Tex.;  Marvin 
Leard,  Phonograph  Shop,  Inc.,  Muskogee,  Okla.; 
George  Congdon,  Linn  Brothers  Phonograph 
Co.,  Sherman,  Tex. 


STEADY  DEMAND  FOR  VICSONIAS 

Both  Models  of  the  Reproducer  Proving  Popu- 
lar With  Trade  and  Public 


The  Vicsonia  Mfg.  Co.,  New  York,  manufac- 
turers of  the  Vicsonia  reproducer,  report  a  most 
satisfactory  demand  for  both  models  of  repro- 
ducers made  by  the  company — model  A  for  play- 
ing Edison  records  a^id  model  B  for  both  Pathe 
and  Edison.  The  demand  is  particularlj'  strong 
for  this  season  of  the  year  and  presages  an  active 
I'all.  Production  has  reached  a  point  where  or- 
ders are  filled  promptly. 

The  Vicsonia  Co.  contemplates  a  strong  ad- 
vertising campaign  during  the  Fall  months  in 
which  a  number  of  daily  papers  will  be  used 
with  the  idea  of  reaching  the  public  direct.  The 
advertising  will  be  designed  with  a  view  to  hav- 
ing inquiries  come  to  the  dealers  handling  Vic- 
sonia reproducers  in  the  various  territories. 


Don't  wait  until  it  begins  to  sprinkle  before 
starting  to  lay  in  something  for  a  rainy  day — 
particularly  machines  and  records. 


WHY  M.  M.  ROEMER  IS  OPTIMISTIC 

Prominent  Vitanola  Jobber  of  New  York  Tells 
Why  Various  Developments  Point  to  a  Large 
Volume  of  Trade  the  Coming  Fall  and  Winter 

M.  M.  Roemer,  president  of  the  M.  M.  Roemer 
Sales  Corp.,  New  York  City,  distributor  of 
Vitanola  talking  machines  for  New  York  State 
and  the  metropolitan  district,  recently  returned 
from  Chicago,  where  he  spent  some  time  at  the 
Vitanola  headquarters  in  that  city.  He  was  en- 
thusiastic over  the  imrAense  size  of  the  new 
Vitanola  factory,  which  is  in  full  operation  at 
Cicero,  III.,  a  suburb  of  Chicago.  At  that  plant 
only  four  models  of  the  Vitanola  talking  ma- 
chine are  made,  namely,  Vitanolas  6,  8,  10  and 
12.  The  plant  consists  of  seven  large  floors, 
with  a  floor  space  of  over  500,000  square  feet. 
Every  modern  time  and  labor-saving  device  has 
been  installed  and  the  new  plant  has  materially 
increased  the  output  of  Vitanola  instruments. 
Adjoining  this  plant  is  a  separate  office  building 
and  a  handball  and  tennis  court  for  employes. 

In  speaking  to  The  World,  Mr.  Roemer  said: 
"Some  of  the  machinery  I  saw  there  was  indeed 
a  surprise  to  me.  One  machine  cut  lumber  six- 
teen high  at  one  operation.  It  is  on 
account  of  this  greatly  increased  output  that  the 
Vitanola  Talking  Machine  Co.  was  in  a  posi- 
tion to  rfeduce  the  list  prices  on  July  31.  This 
company  is  one  of  the  few  organizations  which 
manufacture  their  instruments  in  their  entirety. 
Business  in  our  own  territory,  I  can  report,  is 
excellent.  While  it  is  true  there  has  been  a  let- 
up in  the  demand  on  the  part  of  the  ultimate 
consumer,  our  Summer  season  this  year  exceeds 
that  of  a  year  and  of  two  years  ago.  I  am  look- 
ing forward  to  a  better  Fall  and  Winter  sea- 
son than  ever  before.  Only  a  small  proportion 
of  the  people  in  this  country  are  at  present  un- 
employed, and  as  there  are  no  liberty  loans  or 
other  war  drives  which  eat  into  the  pocketbooks 
of  the  public,  it  is  only  natural  to  presume  that 
talking  machine  sales  will  grow  stronger  than 
ever  before  during  the  next  six  months.  I  be- 
lieve that  the  increase  allowed  to  the  railroads 
means  prosperity,  for  those  companies  will  now 
begin  to  spend  this  money.  The  railroads  are 
the  backbone  of  the  nation  and  improvements  in 
the  efficiency  of  the  railroads  will  have  a  de- 
cidedly favorable  effect.  I  know,"  added  Mr. 
Roemer,  "that  this  view  of  mine  is  echoed  by 
many  of  the  largest  phonograph  manufacturers 
throughout  the  country,  and  I  believe  that  the 
trade  can  confidently  expect  big  business  this 
Fall.  The  M.  M.  Roemer  Sales  Corp.  has  de- 
cided to  deliver  in  New  York  direct  to  the  deal- 
er's door  instead  of  by  express  from  Chicago,  as 
heretofore. 


BALDWIN  CO.  TO  HANDLE  VICTROLAS 

Secure  Victor  Agency  for  Elaborate  Department 
in  Cincinnati  Store 


Cincinnati,  O.,  August  7. — The  Baldwin  Piano 
Co.  has  made  arrangements  to  handle  the  Vic- 
tor Co.'s  line  of  talking  machines  and  records 
ii;  the  elaborately  equipped  talking  machine  de- 
partment in  their  remodeled  quarters  here  and 
will  feature  the  line  in  a  very  strong  way.  It  is 
expected  that  the  formal  public  announcement 
of  the  acquisition  of  the  Victor  line  will  be  made 
by  the  Baldwin  Co.  shortlj'. 


ROTARIANS  GUESTS  OF  GRANBY  CO. 

Newport  News,  Va.,  August  3. — Following  a 
luncheon  of  the  Rotary  Club  of  this  city  to-day 
ihe  entire  gathering  of  Rotarians,  numbering 
over  one  hundred,  were  the  guests  of  Harry 
Levy,  president  of  the  Granby  Phonograph  Cor-, 
poration,  at  its  large  plant  here.  The  guests 
were  conducted  throughout  the  various  buildings 
and  the  careful  process  of  building  Granby 
phonographs  was  shown.  The  up-to-the-min- 
ute machinery  installed  and  the  thorough  effi- 
ciency in  the  operation  of  the  plant  elicited 
many  highly  complimentary  conmients  on  the 
part  of  the  guests. 


SPECIAL  INTRODUCTORY  OFFER— During  August  Only 


The  New  Elgin  Tone  Arm  at  these  sen- 
sational introductor>'  prices  for  AuguBt.  offer 
phonograph  manufacturers  and  assemblers 
a  money-saving  opportunity.  Heavily  nickel- 
plated,  full-swinging  with  the  throw-back 
feature.  Needle  centers  perfectly  for  all 
makes  of  records.  Regular  price  of  $4.50 
each  prevails  on  Sept.  1st.  Buy  now  and 
buy  6 — save  $3.00. 

Introductory  Offer 

No.  40  A.  H,— Samples  $3.50 

No.  41  A.  H.-Lots  of  6  3.25 

No.  42  A.  H.— Lots  of  25  3.10 

No.  43  A.  H.-Lols  of  100  2.95 


COLE  &  DUNAS  MUSIC  CO. 


54  W.  Lake  St.      CHICAGO,  ILL. 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


209 


DETROIT  DEALERS  PLEASED  WITH  GENERAL  TRADE  TREND 

Business  During  the  Summer  Months  Was  of  Large  Volume,  According  to  Leading  Dealers — 
Goldberg  in  New  Quarters — Sonera  Advertising  Attracts — Bayley's  Big  Summer  Trade 


Detroit,  Mich.,  August  7. — It  has  been  a  good 
Summer  for  talking  machine  dealers  in  the  city 
of  Detroit.  .Sales  were  excellent  and  steady;  on 
the  other  hand,  dealers  have  been  able  to  get 
merchandise,  and  practically  all  they  needed,  with 
an  exception  here  and  there  on  some  particular 
style  or  model.  However,  the  public  no  longer 
need  go  without  a  talking  machine  because  of 
its  inability  to  secure  one.  Dealers  are  all  well 
stocked,  apparently;  some  have  even  more  ma- 
chines than  they  need  right  now  and  yet  are 
ordering  right  along,  storing  the  surplus,  because 
they  will  take  no  chances  on  a  shortage  next 
Fall.  Then,  again,  some  dealers  have  told  us 
that  they  are  buying  at  present  prices  because 
they  look  for  further  price  advances. 

"The  best  Summer  I  ever  had"  is  not  un- 
commonly heard  among  local  talking  machine 
dealers.  Probably  one  of  those  who  can  shout 
this  the  loudest — because  it  is  true — is-  Frank 
Bayley,  proprietor  of  Bayley's  Music  Shop  on 
Broadway,  who  says  he  has  done  300  per  cent 
more  business  this  Summer  than  any  previous 
one.  Mr.  Bayley  handles  the  Edison  phono- 
graph. He  has  just  completed  plans  for  erecting 
a  twelve-story  office  and  business  building  on 
property  recently  leased  for  ninety-nine  years 
on  Broadway,  in  the  same  block  where  his  store 
is  now  located.  It  will  probable  cost  upwards  of 
$500,000.  Work  is  to  be  started  within  the  next 
two  years,  or  just  as  soon  as  all  of  the  leases 
of  tenants  now  on  the  property  expire.  Mr.  Bay- 
ley  is  laying  plans  for  a  series  of  Edison  recitals 
this  Fall,  to  be  given  before  various  Masonic 
organizations. 

The  Goldberg  Talking  Machine  Co.  has  moved 
from  163  Gratiot  avenue  to  No.  95  Gratiot, 
where  it  has  better  quarters  and  is  closer  to  the 
heart  of  the  retail  district.  A  long  lease  of  the 
new  quarters  has  been  secured  and  it  has  been 
fixed  up  very  attractively. 

The  J.  L.  Hudson  Music  Store,  Wallace 
Brown's  Brunswick  Shop  and  the  Edison  Shop, 
all  of  whom  are  closing  at  noon  on  Saturdays, 
do  not  feel  that  they  are  losing  any  business,  as 
their  customers  simply  buy  when  the  store  is 
open.  It  is  the  opinion  of  Mr.  Brown  that  next 
year  all  music  and  talking  machine  dealers 
should  co-operate  in  the  half-holiday  on  Satur- 
day during  the  hot  weather.  "It  stands  to  rea- 
son that  if  everybody  would  close  nobody  would 
lose  a  dollar's  worth  of  business  and  people 
would  simply  educate  themselves  to  buy  the  rest 
of  the  week,"  he  remarked.  "Why  don't  peo- 
ple demand  the  stores  be  open  Sundays  or  holi- 
days?— because  they  have  been  properly  edu- 
cated not  to  expect  them  to  be  open." 

A  very  beautiful  electric  sign  advertising  the 
Sonora  phonograph  has  recently  been  erected 
atop  the  Temple  Theatre  Building,  facing  the 
Campus  Martius.  It  is  unquestionably  the  best 
downtown  location  in  the  city  and  the  sign  is 
certain  to  be  seen  by  thousands  of  people  every 
night. 

A  prominent  talking  machine  dealer  who  re- 
cently visited  Detroit  told  the  writer  that  he 
believed  the  day  would  come  when  the  big  talk- 
ing machine  companies  would  not  sell  their 
products  to  as  many  dealers  as  now.  "I  have 
talked  with  several  leading  manufacturers  and 
in  an  offhand  way  they  have  told  me  that  they 
v/ere  wishing  they  had  less  dealers,"  said  the 
visitor.  "It  is  better  for  a  manufacturer  to 
place  his  line  with  a  retailer  who  will  handle  it 
exclusively  and  who  will  push  it,  rather  than  let 
some  dealer  handle  it  who  has  two  or  three 
other  lines.  That  sort  of  dealer  doesn't  push  any 
ot  the  lines  for  fear  of  stepping  on  somebody's 
toes.  In  order  words,  that  kind  of  a  dealer 
is  not  half  as  alive  as  the  one  who  has  just  the 
one  line." 

The  lease  on  the  building  now  occupied  by  the 
Edison  Shop  has  been  passed  to  other  parties 
after  the  present  expiration  of  the  lease,  which 
means  that  the  Edison  Shop  must  soon  start 
to  look  for  another  location. 


A.  A.  Grinnell,  treasurer  of  Grinnell  Bros.,  is 
still  talking  about  the  wonderful  entertainment 
provided  at  the  annual  convention  of  the  Vic- 
tor jobbers  in  Atlantic  City.  Mr.  Grinnell  looks 
after  the  Victor  business  of  Grinnell  Bros., 
which  firm  is  the  Michigan  jobber.  Mr.  Grinnell 
is  certainly  pleased  to  know  that  the  time  has 
come  at  last  when  goods  can  be  secured  within 
a  reasonable  period  of  time.  He  reports  that 
there  is  no  limit  to  what  the  jobber  or  retailer 
can  do  in  the  talking  machine  line,  providing  he 
can  get  all  the  goods  he  requires — there  are 
so  many  ways  and  means  of  getting  new  busi- 
ness and  so  many  channels  for  development. 


Here's  a  hint  for  Fall  and  Winter:  Many  a 
man  on  a  cold  day  has  wandered  into  a  talking 
machine  store  and  purchased  a  few  records  just 
because  the  store  looked  warm  and  cozy.  Hence, 
make  your  store  attractive. 


NEW  COLOR  FOR  VOCALION  RECORDS 

Beginning  With  August  List,  Vocalion  Records 
to  Be  Pressed  on  Dark  Red  Material 


Beginning  with  the  August  list  of  Vocalion 
records,  all  such  records  will  be  manufactured 
in.  an  attractive  shade  of  dark  red,  which  is  in 
harmony  with  the  new  lateral  cut  Vocalion 
label.  Vocalion  records  are  recognized  as  dis- 
tinctive in  many  particulars  and  the  use  of  this 
new  shade  in  the  record  material  will  serve  to 
identify  Vocalion  products  with  a  promptness 
that  should  have  a  material  effect  upon  the 
popularity  of  those  records. 


HOFFAY  CO.  MAKES  ASSIGNMENT 

The  Hoffay  Talking  Machine  Co.,  Inc.,  dealer 
in  phonographs  and  parts,  with  an  office  at  14 
Thomas  street.  New  York,  and  headquarters  at 
Wilmington,  Del.,  on  August  6  made  an  assign- 
ment to  Maurice  L.  Shaine.  The  company  was 
incorporated  in  June,  1915,'  with  capital  stock 
of  $1,000,000.    Joseph  Hoffay  is  its  president. 


Line  Up  with  a  Leader-Link  Up  to  LAUZON! 


A  product  of  one  of  the  oldest  and  finest 
furniture  factories  in  Grand  Rapids. 

Backed  by  a  plant  that  for  many  years  has 
made  the  art  furniture  requirement  of  great 
home  furnishing  houses  and  laxge  department 
stores  from  coast  to  coast. 

Containing  the  highest  standards  of  mo- 
tive power,  tone  reproduction  and  accessory 
equipment. 

LAUZON  cabinet  construction,  plus  the 
STANDARD  motor,  plus  the  FLETCHER 
tonearm,  plus  ample  resources,  plus  square 
dealing,  equals  success. 

Line  up  with  a  leader  —  link  up  to 
LAUZON! 

SEVEN  UPRIGHT  AND  TWO  CONSOLE 
MODELS 
IMMEDIATE  SHIPMENTS 
Attractive  Proposition  for  Jobbers  and  Dealers 
FOR  AVAILABLE  TERRITORIES 

ADDRESS 

MICHIGAN  PHONOGRAPH  COMPANY 

Office  Address:  National  City  Bank  Building 
Factory  Address:  Monroe  Ave.  and  Sixth  St. 
GRAND  RAPIDS,  MICHIGAN. 


210 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


ANNUAL  OUTING  OF  NEW  YORK  TALKING  MACHINE  CO. 

Employes  of  Prominent  Victor  Wholesaler  Are  Guests  of  Arthur  D.  Geissler  at  His  Magnificent 
Farm — Program  Includes  Field  and  Water  Sports,   Barbecue,   Dancing  and  Entertainment 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  centurj' 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 


The  Best  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 
famous  watch  oil  receives.  All  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will,  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOlLSisrput'ui*  in  1-oz.,  3^4-oz.  and  S-oz.lBottles 

andsin  Quut  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


The  annual  outing  and  games  of  the  employes 
of  the  Xew  York  Talking  Machine  Co.,  \^ictor 
wholesaler,  is  taking  place  to-day,  August  14. 
and  judging  from  the  program  prepared  for  this 
outing  it  will  be  one  of  the  most  interesting  and 
successful  events  held  by  any  member  of  the 
local  talking  machine  trade  in  recent  j  ears. 
•  The  employes  are  the  guests  of  ,\rthur 
D.  Geissler.  president  of  the  New  York  Talk- 


A  Partial  View  of  the  Magnificent  Gardens 
ing  Machine  Co..  at  his  magnificent  farm. 
"Dream  -Lake,"  Ossining.  X.  Y.  This  farm, 
which  was  recentl}-  purchased  by  ^Ir.  Geissler  as 
his  permanent  residence,  is  one  of  the  show 
places  of  Westchester  County,  and  the  accom- 
panying illustrations  hardly  do  justice  to  the 
marvelous  natural  beauty  of  this  immense  farm. 

According  to  the  official  program  the  em- 
plojes  will  leave  Grand  Central  Station  at  9.30 
in  the  morning  in  two  special  cars.  Automobile 


Tennis  Courts  Where  Dancing  Will  Be  Held 

buses  will  meet  the  train  at  Ossining  and  proceed 
to  Mr.  Geissler's  farm  at  Illington  road. 

After  a  visit  to  the  various  points  of  interest 
on  the  farm,  including  the  "57  varieties"  of  ani- 
mals which  make  their  abode  at  "Dream  Lake," 
the  party  will  adjourn  to  the  athletic  field, 
where  the  following  games  will  be  held:  200- 
yard  relay  race  for  men,  25-yard  race  for  ladies, 
potato  race  for  girls,  sack  race  for  boys,  tug-o'- 


war  for  men,  tennis  match  and  hand  ball  match. 

The  held  judges  for  these  events  are  Geo. 
Kelly,  Howard  B.  Merritt  and  A.  C.  Ely. 

After  the  field  events  are  held  the  party  will 
partake  of  luncheon,  which,  according  to  the  of- 
ficial program,  is  a  combination  of  animal  food, 
automobile  accessories  and  medical  appurte- 
nances. However,  it  is  likely  that  every  one 
will  be  sufficiently  hungrj-  to  enjoj'  the  repast, 
regardless  of  the  ingredients  used. 

Following  the  limcheon  water  sports  are 
scheduled,  and  among  these  events  are  canoe 
tilting,  canoe  obstacle  race,  swimming  race  and 
fancy  diving.  The  judges  for  the  water  sports 
are  the  same  as  for  the  field  events. 

.At  6.30  in  the  evening  the  emplojes  will  take 
part  in  an  old-fashioned  barbecue,  which  prom- 
ises to  be  one  of  the  most  interesting  features 
of  the  program,  fjn  Mr.  Geissler's  farm  there 
are  ample  facilities  for  this  event  and  there  is  no 
doubt  but  that  the  employes  will  witness  and 
enjoy  an  evening  which  will  leave  permanent 
memories. 

.According  to  the  program  dancing  is  scheduled 
;ilter  the  barbecue,  "provided  you  are  still  able 
to  stand  on  your  feet."  and  following  the  danc- 
ing there  will  be  an  entertainment  by  some  of  the 


A  View  of  the  Beautiful  Lake 


most  popular  artists  recording  for  the  A'ictor 
catalog. 

H.  C.  Ernst,  of  the  executive  staff  of  the  New 
York  Talking  Machine  Co.,  w^hose  home  is 
located  adjacent  to  Mr.  Geissler's  magnificent 
I  farm,  is  in  charge  of  the  various  details  inci- 
I  dental  to  the  outing  and  under  his  supervision 
it  is  safe  to  sa.y  that  "a  good  time  will  be  en- 
joyed by  all." 

John  Gilford,  who  has  been  connected  with 
the  talking  machine  store  of  Brown  &  Page, 
Charlotte,  N.  C,  has  left  that  concern  to  become 
manager  of  the  talking  machine  department  of 
the  Office  Supply  Co.,  3  West  Fourth  street. 

The  management  of  the  Brunswick  department 
of  the  T.  H.  C.  Petersen's  Sons  Store  in  Daven- 
port, la.,  has  been  taken  over  by  F.  A.  Mulford. 


COX  RECORDS  SPEECH  ON  LEAGUE 

Democratic  Candidate  Makes  a  Number  of  Cam- 
paign Records  Made  up  of  Parts  of  His 
Speech  of  Acceptance — Has  Made  Many 
Records  to  Be  Used  During  the  Campaign 


D-vvTox,  C,  August  9. — Governor  James  AI. 
Cox  made  public  to-day  a  statement  on  the 
League  of  Nations  which  he  has  incorporated  in 
one  of  the  several  campaign  records  which  he 
has  just  recorded.  Several  short  speeches  have 
already  been  recorded  bj^  the  Democratic 
nominee  for  the  Presidencj'  and  these  have  been 
made  up  largely  of  excerpts  from  his  speech  of 
acceptance.  The  record  just  made  will  contain 
the  following  message  on  the  League  of  Nations; 

"I  favor  going  into  the  League.  This  is  the 
supreme  test.  Shall  we  act  in  concert  with  the 
free  nations  of  the  ivorld  in  settin.s:  ui)  a  tribunal 
which  will  avert  wars  in  the  future?  This  ques- 
tion must  be  met  and  answered  honestly  and  not 
b}-  equivocation. 

"We  must  say  in  language  which  the  world 
can  understand  whether  we  shall  participate  in 
the  advancement  of  a  cause  which  has  in  it  the 
hope  of  peace  and  world  reconstruction,  or 
whether  we  propose  to  follow  the  old  paths  trod 
b}'  the  nations  of  Europe:  paths  which  always 
led  to  fields  of  blood. 

"We  must  saj-  in  language  which  our  own  peo- 
ple can  understand  whether  we  shall  unite  with 
our  former  allies  to  make  effective  th';  only-  plan 
of  peace  and  reconstruction  which  has  been  for- 
mulated, or  whether  we  propose  to  play  a  lone 
hand  in  the  world  and  guard  our  isolation  n-ith 
a  huge  army  and  an  ever-increasing  navy,  with 
all  the  consequent  burdens  of  taxation. 

"I  repeat,  I  am  in  favor  of  going  in." 


Our  Complete  Stocks  of 

assure  prompt  service  and  quick  deliveries 

Western  Iowa  and  Nebraska  Dealers 
Write    TODAY  for  this  Agency 

CARPENTER  PAPER  COMPANY 

OMAHA  Distributors  NEBRASKA 


August  15,  lv20 


THE    TALKING    MACHINE  WORLD 


211 


ROSS  P.  CURTICE  CO 

VICTOR  WHOLESALERS 

OMAHA,  NEBRASKA 


We  offer  VICTOR  Dealers  practical,  co-oper- 
ative service  that  wiW  enable  them  to  take 
profitable  advantage  of  the  world-wide  fame, 
prestige  and  supremacy  of  VICTOR  products. 


How  can  we  assist  you  in 
expanding  your  business? 


''his  master's  voice'' 


REG.  U.S.  PAT.  OFF. 


WILL  TAKE  MUCH  NEEDED  REST 


Lambert  Friedl,  Wholesale  Manager  of  Colum- 
bia Branch  in  New  York,  Resigns — Will  An- 
nounce Future  Plans  Shortly 


The  many  friends  in  the  trade  of  Lambert 
Friedl,  manager  of  the  local  wholesale  branch 
of  the  Columbia  Graphophone  Co.,  have  learned 
with  regret  that  this  popular  member  of  the 
talking  machine  trade  has  found  it  necessary  to 
resign  from  this  position,  owing  to  ill  health. 


Lambert  Friedl  is  one  of  the  best-known  mem- 
bers of  the  wholesale  talking  machine  trade  in 
the  East.  For  over  three  years  he  was  man- 
ager of  the  New  York  branch  of  the  Columbia 
Graphophone  Co.,  and  the  phenomenal  success 
he  attained  in  this  important  position  won  for 
him  the  esteem  and  friendship  of  the  trade 
throughout  this  territory.  He  is  recognized  as 
one  of  the  most  capable  members  of  the  whole- 
sale division  of  the  industry,  and  his  indefati- 
gable efTorts  in  behalf  of  Columbia  product  con- 
tributed materially  to  the  remarkable  sales  totals 
achieved  by  the  New  York  branch  of  the  Colum- 
bia Graphophone  Co.  Mr.  Friedl  plans  for  the 
future  will  be  announced  shortly. 


their  support  to  the  Association  were:  S.  T. 
Morrow,  James  H.  James,  G.  L.  Hirtzel,  Jr.,  B. 
McCandless,  Otto  G.  Altenburg  and  Thomas 
Sullivan.  The  music  houses  not  represented  at 
the  meeting,  but  who  signified  their  interest  and 
offered  their  co-operation  included  Frank 
Frick,  Goerke-Kirch  Co.,  Joseph  Flusser,  A. 
Wachman,  Phonograph  Shop,  Tapner  Music 
Co.  and  the  Union  Talking  Machine  Co.  As  will 
be  observed,  talking  machine  dealers  apparently 
take  as  much  interest  as  piano  men  in  the  new 
organization. 


NEW  ASSOCIATION  FOR  ELIZABETH 


C.  N.  Andrews,  of  W.  D.  &  C.  N.  Andrews, 
Buffalo,  has  become  a  director  in  the  newly 
formed  Merchants'  National  Bank  at  that  en- 
terprising city. 


Preliminary  Steps  Taken  Towards  the  Organi- 
zation of  New  Association  of  Music  Merchants 
in  That  City — Next  Meeting  on  September  9 


Lambert  Friedl 

According  to  present  plans,  Mr.  Friedl  will  take 
a  few  weeks'  rest  at  his  home  in  Yonkers,  N.  Y., 
spending  the  greater  part  of  his  time  in  auto- 
mobile trips  through  Westchester  County.  This 
will  give  him  an  opportunity  to  recuperate  from 
the  severe  strain  under  which  he  has  been  work- 
ing the  past  year  and  a  half. 


Eliz.\beth,  N.  J.,  August  9. — The  first  steps  to- 
wards the  organization  of  a  local  association  of 
music  merchants  here  were  taken  on  Thursday  of 
last  week  at  a  meeting  held  at  the  Elks'  Club  and 
attended  by  a  half-dozen  or  more  dealers.  The 
meeting  was  called  by  George  L.  Hirtzel,  Jr.,  at 
the  suggestion  of  E.  G.  Brown,  of  Bayonne, 
State  Commissioner  for  New  Jersey  for  the  Na- 
tional Association  of  Music  Merchants,  and  was 
attended  by  C.  L.  Dennis,  secretary  of  the  Na- 
tional Association,  who  explained  in  detail  the 
v/ork  of  that  organization,  as  well  as  the  Music 
Industries  Chamber  of  Commerce,  with  which 
it  is  affiliated. 

Otto  G.  Altenburg,  of  the  Altenburg  Piano 
House,  was  chosen  temporary  chairman,  and  B. 
McCandless,  of  the  Elizabeth  Talking  Machine 
Co.,  temporary  secretary.  A  strong  effort  will 
be  made  to  interest  all  the  dealers  in  the  im- 
m.ediate  vicinity  in  the  new  move  so  that  the 
organization  can  be  completed  and  permanent 
oflicers  elected  at  the  next  meeting  to  be  held 
at  the  Elks'  Club  on  September  9,  at  noon. 

Those  who  attended  the  meeting  and  pledged 


MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 

1     In.  X  10  ft.  for   Columbia  Each  ?0.50 

1     in.  X  13  ft.  for    Victor  Bach  0.50 

1%  in.  X  18  ft.  for    Victor  Each  0.75 

1     in.  X  12  ft.  for    Heineman  Each  0.60 

%    Id.  X  10  ft.  for  Col.  Path^-Heineman 

Each  0.50 

in.  X  16  ft.  for  Heineman   Each  1.20 

1     X  16  ft.  for   Saal   or   Silvertone  Each  0.90 

1  in.  X  10  ft.  for  Saal  or  Silvertone.  .Each  0.60 
1     in.  X  16  ft.  for  Sonora  or  Brunswick 

Each  0.90 

%  in.  X  10  ft.  for  all  small  type  machines 

Each  0.45 

1%  in.  full  size  for  Edison  Disc  Each  2.10 

SAPPHIRES— Genuine 

Path(5  very   best   loud   tone  genuine,  each  15c; 

100  lots,  $11.50. 
Edison  very  best  loud  tone,  15c  each  or  $12.00  in 

100  lots. 

MOTORS 

Special    price    on    Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 

The  VaFs  Accessory  House 

1000-1002  Pine  St.  St.  Louis,  Mo. 


212 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


You  Ought  to  Know 

In  case  you  are  contemplating 
expanding  the  sphere  of  your 
business  to  include  departments 
devoted  to  Pianos,  Player-Pianos, 
Musical  Merchandise  or  Sheet 
Music,  that  you'll  find  news  and 
comments  about  them  all  in 


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August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


213 


IMPORTANT  COURT  DECISION  IN  VICTOR-CHENEY  SUIT 

U.  S.  District  Court  in  Grand  Rapids  Finds  for  Victor  Co.  on  One  of  Three  Claims  for  Patent 
Infringement  in  Action  Against  Cheney  Co. — Grants  Injunction  and  Accounting 


A  decision  of  widespread  interest  to  the  talk- 
ing machine  industry  was  handed  down  by 
Judge  C.  W.  Sessions  in  the  U.  S.  District  Court 
for  the  Western  District  of  Michigan,  in  Grand 
Eapids,  on  August  5,  in  the  suit  brought  by  the 
Victor  Talking  Machine  Co.  against  the  Cheney 
Talking  Machine  Co.,  charging  infringement  of 
the  two  Johnson  Patents,  Nos.  814,786  and  814,- 
848,  both  issued  March  13,  1906.  The  court  in 
its  decision  found  valid  and  infringed  claim  42 
under  the  former  patent,  and  valid  but  not  in- 
fringed claims  7  and  11  under  the  latter  patent. 
The  court  also  granted  an  injunction  and  an  ac- 
counting, referring  the  case  to  the  Master  in 
Chancery  for  such  accounting. 

The  decision  is  of  such  widespread  interest 
that  it  is  published  in  full  herewith: 

This  suit  is  for  infringement  of  two  patents,  No.  814,786 
and  No.  814,848,  both  issued  March  13,  1906,  to  the 
plaintiff  as  the  assignee  of  the  inventor,  Eldridge  R. 
Johnson,  also  president  of  the  plaintiff  company.  The 
original  application  was  filed  February  12,  1903,  and  later 
was  divided,  the  second  application  having  been  filed 
February  9,  1904.  The  first  patent  is  for  Improvements 
in  Talking  Machines  and  the  second  for  Improvements 
in  Amplifying  Horns.  Claim  42  of  Patent  No.  814,786 
and  claims  7  and  11  of  Patent  No.  814,848  are  here 
in  issue  and  are  as  follows: 

'*42. — talking-machine,  comprising  a  tapering 
sound-conveyer  means  for  attaching  sound-reproducing 
means  to  the  small  end  thereof,  and  horn-coupling  and 
supporting  means  with  which  the  other  end  of  said 
conveyer  is  movably  connected." 

"7. — An  amplifying-horn,  comprising  a  continuously- 
tapering  tube  having  a  joint  to  allow  a  movement 
of  one  end  of  said  horn  in  relation  to  the  other,  said 
horn  being  supported  at  said  joint." 

"11. — An     amplifying-horn,     comprising    a  tapering 
curved  tube,  said  tube  being  pivoted  on  a  substantially 
vertical  axis  to  allow  a   horizontal   movement   of  the 
smaller  end  of  said  tube,  the  curved   portion   of  said 
horn  connecting  sections  thereof  lying  in  substantially 
parallel   planes,  said   axis  passing  through  or  adjacent 
to  said  curved  portion." 
The    defenses    relied    upon    are:    (1)    That    the  claims 
declared  upon  are  invalid  for  want  of  invention;   (2)  non- 
infringement; and  (3)  laches. 

1.  Validity 

The  gist  and  substance  of  Johnson's  invention  (described, 
defined  and  embodied  in  the  patents  and  the  claims 
here  in  issvie)  consisted  of  the  production  of  a  talking 
machine  having  an  amplifying  horn  tapered  or  flared 
outwardly  from  its  connection  with  the  sound  box,,  curved 
or  bent  upon  itself  in  the  form  of  the  letter  "U"  and 
so  joined  and  supported  as  to  permit  movement  of  the 
inner  and  smaller  section  thereof  independently  of  the 
outer  and  larger  section  and  thus  to  relieve  the  needle 
or  stylus  of  the  burden,  weight  and  inertia  of  the 
heavier  and  larger  part  of  the  horn.  The  invention  of 
the  patents  marked  a  distinct  and  substantial  advance  over 
the  prior  art.  Before  Johnson's  discovery,  amplifying 
horns  of  talking  machines  which  tapered  or  flared  from 
a  point  at  or  near  the  connection  with  the  sound  box 
were  constructed  either  in  a  single  piece  or  in  parts 
rigidly  connected  and  were  movable  only  as  a  whole  upon 
or  across  the  record  disc.  The  earlier  machines  were 
cumbersome,  unwieldy  and  inconvenient  and,  by  their 
weight  and  inertia,  cast  a  heavy  burden  upon  the  needle  or 
stylus.  Talking  machines  in  which  the  amplifying  horn 
was  located  at  a  distance  from  the  sound  box  and  con- 
nected therewith  by  a  sound  conveyer  of  constant  diameter 
were  admittedly  inferior  in  both  volume  and  quality  of 
tone  reproduced.  The  utility  of  the  invention,  both  as 
a  commercial  product  and  an  acoustical  achievement, 
was  at  once  recognized.  Its  success  has  been  marvelous. 
In  this  connection,  it  is  to  be  noted  that,  while  probably 
the  inventor  did  not  anticipate  such  result,  his  invention 
has  made  possible  the  modern  inclosed  or  cabinet  talking 
machine.  These  patents  have  been  held  valid  in  the 
courts  of  this  country  and  England  in  both  contested 
and  pro-confesso  cases.  In  this  suit,  nothing  new  has 
been  presented  which  tends  to  destroy  or  modify  the 
force    and    reasoning    of    the    earlier  decisions. 

2.  Infringement 
Claim  42  reads  definitely,  specifically  and  literally  upon 
defendant's  talking  machine.  The  "tone  arm"  or  "sound 
conveyer"  of  defendant's  machine  is  tapejing,  its  small 
end  is  attached  to  and  connected  with  the  sound  box  or 
reproducer  by  a  mechanical  device  and  its  large  end  is 
movably  connected  with  the  structure  by  which  it  is 
supported  and  by  which  it  is  coupled  in  the  amplifying 
horn  proper.  While  defendant's  tone  arm  or  sound 
conveyer  is  composed  of  short  octagonal  sections,  each 
of  which  has  parallel  sides  and  is  straight,  yet  each 
section  is  larger  than  the  preceding  one  and  the  as- 
sembled sections  constitute  a  tapering  structure  which 
is  the  exact  mechanical  if  not  acoustical  equivalent  of  a 
conical  sound  conveyer.  The  contention  of  the  defendant 
that  the  means  for  attaching  the  sound  reproducer  to 
the  srnall  end  of  the  sound  conveyer  must  be  confined 
and  limited  to  the  "goose-neck"  connection  shown  in 
the  drawings  and  described  in  the  specifications  of  the 
patent  is  without  merit.  There  is  nothing  contained 
in  the  drawings,  specifications  or  history  of  the  patent 
which  requires  such  limitations.  This  contention  is  also 
negatived  by  the  fact  that  the  "goose-neck"  connection 
is  itself  made  the  basis  of  other  claims  of  the  patents. 
The  fact  that  the  amplifying  horn  of  defendant's  struc- 
ture for  a  considerable  distance  from  the  larger  end  of 
the  tone  arm  is  not  tapered  is  quite  immaterial.  Claim 
42  does  not  call  for  a  horn  tapered  in  its  entire  length. 
Nor  is  it  material  whether  the  amplifying  horn  is  sup- 
ported by  the  top  of  the  cabinet  or  by  the  bracket 
of  the  preferred  form  shown  in  the  drawings  of  the 
patent,  in  either  case  the  horn  coupling  and  supporting 
device  is  located  at  the  larger  end  of  the  tone  arm  or 
sound  conveyer,  which  is  movably  connected  therewith,  and 
so   meets    the    requirements   of   this  claim. 

Claim  7  calls  for  "an  amplifying  horn,  comprising  a 
continuously  tapering  tube"  etc.  By  no  stretch  of  con- 
struction can  defendant's  amplifying  horn,  viewed  as  a 
unitary  structure,  be  regarded  as  "a  continuously  tapering 
tube."  The  tone  arm  portion  of  the  horn  composed  of 
octagonal  straight  sections  and  that  portion  composed  of 
the  so-called  orchestral  sections  may  fairly  be  said  to  be 
tapering  within  the  purview  and  meaning  of  this  claim, 
but  that  portion  of  the  tube  lying  between  the  tone  arm 
and  the  orchestral  sections,  which  is  approximately  of 
,  the   same   length    as   the   tone   arm   itself,   is   of  constant 


and  slightly  less  diameter  than  the  larger  end  of  the 
tone  arm.  Such  a  tube  cannot  be  said  to  be  continuously 
tapering  within  any  definition  of  the  term.  A  voluntary 
limitation  of  this  character  is  binding  upon  the  patentee 
and  those  claiming  under  him.  D'Arcy  Spying  Company 
vs.  Marshall  Ventilated  Mattress  Company  (C.  C.  A.  6) 
259  Fed.  236. 

It  is  also  clear  that  claim  11  is  not  infringed.  This 
claim  calls  for  "a  tapering  curved  tube,  *  *  *  *  the 
curved  portion  of  said  horn  connecting  sections  thereof 
lying  in  substantially  parallel  planes."  The  connecting 
portion  of  the  tube  of  defendant's  machine  is  not  tapered 
and  is  not  curved.  The  lower  turn  or  bend  of  the  tube 
is  at  the  junction  of  two  straight  sections  and  is  abrupt 
and  forms  a  right  angle.  There  is  no  evidence  tending 
to  indicate  the  adoption  of  this  form  of  sound  conveying 
tube  for  the  purpose  of  avoiding  infringement.  The 
designer  of  defendant's  machine,  who  is  both  a  noted  and 
accomplished  musician  and  has  had  long  experience  in 
the  construction  of  musical  instruments,  testifies  that 
this  form  of  construction  was  adopted  by  him  after 
many  experiments  which  led  him  to  believe  that  the 
quality  of  the  tones  reproduced  was  greatly  improved 
thereby.  The  so-called  "Mechanical  Throat"  of  defendant's 
amplifying  horn  is  the  subject  of  Patent  No.  1,170,801, 
granted  to  Cheney  February  8,  1916. 

If  the  question  of  infringement  of  claims  7  and  11 
were  otherwise  doubtful,  all  doubt  is  removed  by  an 
examination  of  the  specifications  of  the  patents  in  suit, 
from  which  it  appears  that  the  curvature  and  continuous 
taper  of  the  second  conveying  tube  of  the  amplifying  horn 
are  prominent  and  basic  features  and  elements  of  the 
invention.    The  patentee  says: 

"By  locating  the  small  end  of  the  horn  in  this 
manner  so  that  the  sound-conducting  tube  or  horn 
flares  outwardly  practically  from  the  sound  box  I  have 
found  that  it  allows  the  sound-waves  to  advance  with 
a  regular,  steady  and  natural  increase  in  their  wave 
fronts  in  a  manner  somewhat  similar  to  that  of  the 
ordinary  musical  instruments,  thus  obviating  the  well- 
known  disadvantages  due  to  long  passages  of  small  and 
practically  constant  diameter.  It  is  also  desirable  to 
avoid  abrupt  turns  in  the  sound-conducting  tube  or 
passage.  i 

"It  is  therefore  the  object  of  my  invention  to  pro- 


WORKING  FOR  MUSIC  IN  TEXAS 


Texas  Music  Merchants'  Association  Making  a 
Strong  Bid  for  Support  from  the  Trade 


The  officials  of  the  Texas  Music  Merchants' 
Association,  with  headquarters  in  Dallas,  are 
making  a  strong  effort  to  enlist  all  music  mer- 
chants in  the  State  in  support  of  the  work  of 
the  association  in  developing  a  more  general 
interest  in  music  on  the  part  of  the  public.  In 
this  connection  Robert  N.  Watkin,  secretary 
and  treasurer  of  the  association,  recently  sent 
the  following  letter  to  the  various  music  mer- 
chants in  the  State: 

"As  you  know,  the  work  of  our  association  is 
primarily  to  spread  the  interest  in  music  more 
widely  among  the  people  of  Texas. 

"To  do  this  it  is  important  that  each  one  of 
us  should  tie  up  with  the  work  being  done  by 
the  music  clubs,  city  music  commissions,  music 
patrons  and  the  business  men  of  our  communi- 
ties who  are  especially  interested  in  music. 


vide  a  talking  machine  with  an  amplifying  horn  meet- 
ing these  requirements    *    *    *  * 

It  is  further  to  be  noted  that  I  have  avoided  to 
the  greatest  degree  any  abrupt  turns,  *  *  »  *  i 
have  produced,  in  effect,  a  sectional  horn  tapering 
from  end  to  end." 

"The  object  of  this  form  of  ray  invention  is  to 
provide  an  amplifying  horn  *  *  *  of  such  a  char- 
acter that  the  same  will  have  all  the  material  ad- 
vantages of  a  single  horn  connected  directly  to  the 
sound  box,  but  without  having  the  disadvantages  due 
to  long  passages  of  small  and  practically  constant  diam- 
eter, to  the  weight  of  the  bell  portion  of  the  amplify- 
ing horn,  and  to  abrupt  turns  in  connecting-tubes." 

"The  fact  that  all  portions  of  the  conducting  tube  or 
horn  are  tapered  allows  the  sound-waves  to  advance 
with  a  regular  and  natural  increase  in  their  wave 
fronts-  in  a  manner  similar  to  that  of  ordinary  musical 
instruments,  obviating  the  disadvantages  due  to  long 
passages  of  small  and  practically  constant  diameter 
having  abrupt  turnSw" 

3.  Laches 

Upon  this  subject  little  need  be  said.  A  former  suit 
by  the  same  plaintiff  against  the  same  defendant  for 
infringement  of  the  same  patents  was  begun  in  November, 
1915,  in  the  District  Court  for  the  Northern  District 
of  Illinois.  In  March,  1917,  after  proofs  had  been  taken 
and  the  case  had  been  made  ready  for  hearing,  upon 
motion  of  plaintiff  and  with  the  consent  of  defendant, 
the  suit  was  dismissed  without  prejudice  and  upon  con- 
dition, imposed  for  the  benefit  of  both  plaintiff  and 
defendant,  that  the  testimony  theretofore  taken  might 
be  used  in  any  subsequent  suit  between  the  same  parties. 
In  the  present  suit  defendant  has  taken  full  advantage 
of  the  condition  so  imposed.  The  proofs  show  and  courts 
will  take  judicial  notice  of  the  extraordinary  and  abnormal 
conditions  which  existed  in  this  country  and  in  the 
world  at  large  from  the  Spring  of  1917  to  the  Spring 
of  1919,  and,  in  a  lesser  degree,  to  the  present  time. 
Litigation  of  this  character  was  frowned  upon  by  public 
officials,  was  discouraged  by  the  courts  and,  as  far  as 
possible  was  avoided  by  everyone.  Under  these  circum- 
stances, it  cannot  be  said  that  plaintiff  has  been  guilty 
of  such  laches  as  to  preclude  it  from  asserting  its  rights 
and    prosecuting    suits    for    trespasses  thereon. 

A  decree  will  be  entered  finding  claims  7  and  11  of 
Patent  No.  814,848  valid  but  not  infringed  and  claim 
42  of  Patent  No.  814,786  valid  and  infringed;  granting 
an  injunction;  directing  an  accounting;  and  referring 
the  case  to  John  S.  Lawrence,  Master  in  Chancery  for 
such    accounting.      Neither    party    will    recover  costs. 

C.  W.  SESSIONS, 

District  Judge. 

Dated,  August  5,  1920. 

"It  is  also  important  that  we  tie  up  with,  local 
association,  State  association  and  national  as- 
sociation. 

"There  are  changes  now  on  the  way  evident 
to  all,  which  make  it  important,  too,  that  we 
should  follow  the  principles  of  good  merchan- 
dising. The  evils  which  were  prevalent  in  our 
business,  such  as  cut  prices,  over-long  instal- 
ment accounts  and  lack  of  interest  on  such  ac- 
counts, have  been  proved  to  be  not  profitable 
business  methods. 

"With  better  trained  salesmen,  more  and  bet- 
ter advertising,  better  terms  and  better  collec- 
tions, the  music  merchants  of  Texas  will  stand 
out  as  the  best  in  the  United  States. 

"During  the  past  few  years  those  in  the  music 
business  have  enjoyed  their  work  and  gotten 
pleasure  out  of  it. 

"Let  this  be  our  pledge  for  the  remainder 
of  the  year:  'I  will  co-operate  and  strive  to 
enlist  the  co-operation  of  my  fellow-workers  in 
the  upbuilding  of  high  ideals  in  the  music  busi- 
ness'." 


Phonograph  Cabinets 

that  are  the  product  of  mas- 
ter-craftsmen— skilled  in  fine 
cabinet  work  for  twenty-five 
years.  Only  five-ply  selected 
woods  are  used — Genuine 
Mahogany — Quartered  Oak 
— American  Walnut,  The 
finish  is  high  grade  and  per- 
manent. Eight  different 
styles  at  reasonable  prices. 

A  word  from  you  will 
bring  full  information  imme- 
diately. 

The  Celina  Specialty  Company 

Celina,  Ohio 


THE    TALKING    MACHINE    WORLD  august  15,  1920 


214 


SECOND  BUSH  &  LANE  CO.  OUTING 


Employes  of  Talking  Machine  and  Piano  Insti- 
tution Had  a  Most  Enjoyable  Re-union  on 
July  24 — Walter  Lane  Wins  Distinction 

HoiXAXD,  Mich.,  August  7. — When  The  World 
representative  made  a  trip  to  Holland,  Mich., 
last  year  to  take  in  the  Bush  &  Lane  picnic  he 
came  back  and  said  that  it  was  a  "tremendous 
success  all  around."  It  was  Bush  &  Lane's  first 
picnic  and  -was  merely  a  "try  it  on  the  dog"  af- 
fair, as  they  wanted  to  find  out  how  the  em- 
ployes would  fall  into  line  as  regards  an  annual 
event.  It  was  so  successful  that  plans  were 
made  then  and  there  for  an  annual  afifair,  with 
prizes  and  everything.  Their  second  picnic  was 
held  on  Saturday,  July  24.  In  all,  there  were 
800  tickets  given  out.  The  interurban  cars  char- 
tered b\'  the  Bush  &  Lane  Co.  to  take  the  people 
from  the  depot  at  Holland  to  the  picnic  grounds 
at  Jenison  Park  had  picnickers  hanging  all  over 
them.  W'hen  the  park  was  reached  the  Ameri- 
can Legion  Band  of  Holland  struck  up  a  livelv 


STOP! 


Read  These  Bargains 

Springs,  -V  inch  $2.40  doz. 

1    "    3.00  " 

Good  for  any  motor. 

Steel  Turntables 

10  inch  $2.40  doz. 

12    "    5.00  " 

Motors 

Steel  frame,  single  spring,  10 
inch  turntable  $2.40  each 

Iron  frame,  single  spring,  10  inch 
turntable  2.87  " 

Extra  good,  single  spring,  plays 
three  records,  12  inch  turntable  3.25    ' ' 

Double  spring,  12  inch  turntable, 
plays  three  records  4.50  " 

Guaranteed  the  best  on  the  mar- 
ket, five  records  13.50  " 

Talking  Machines — Table 
Models 

Model  "B,"  size  12x12x5",  in.  $  6.50  each 
"     "C,"    "    16x18x8  in.__    12.50  " 
.<     "D,"  "    17x20x14  in. 
with  cover;  double  spring      25.00  " 

Floor  Cabinet  Machines 

Model  85,  size  18x18x46  in  $37.50  each 

"     110,    "    Il>xl9x46in          55.00  " 

Equipped  with  a  guaranteed  double  spring 
Wollman  Motor. 


To  Manufacturers 

Turntable  shafts  with  fibre  wheels  com- 
plete for  double  motor. 

Gear  wheel  for  single  and  double  spring 
motors. 

Spindles  for  double  motors. 

10  and  12  inch  steel  turntables. 

All  size  iron  screws. 

If4  inch  nickel-plated  wood  screws. 
At  bargaiv  prices. 


Something  New      —       Something  Better 

2  in  1  Magic-Tone  Needles 

Each  needle  plays  10  records 

Sold  a  100  in  a  package,       50c  a  thousand 
200  in  a  metal  box         $1.50  per  dz.  boxes 
The  best  sellers  for  the  retail  trade. 
Show  cards  with  every  order. 


Write  for  prirficnlars 

A  rcasonjible  dcMJosit  must  accomjiany  all  orders. 


WollmanTaikingMachine  Mfg.  Co. 

560-562  Grand  St.,  BROOKLYN,  N.  Y. 

25  Years  in  the  same  location.      Tel.  Stage  928 


march  and  everybody  fell  in  line,  marched  into 
the  park  and  then  they  broke  loose.  Candy,  ice 
cream,   cakes,   amusements   of  all   sorts,  fried 


Mr.  and  Mrs.  Walter  Lane  at  Picnic 


chicken  and  sandwiches  were  attacked  in  sys- 
tematic order.  Big  eats  had  been  prepared  per- 
sonally by  Mrs.  Walter  Lane,  Mrs.  Frank  J. 
Congleton,  Mrs.  W.  H.  Beach,  Mrs.  O.  W.  De- 

Mauriac,  Mrs.  Dcmpsey  and  ^Irs.  Davis,  and  if 


Mrs.  Congleton  Was  an  Active  Picnicker 


we  may  be  permitted  to  use  the  parlance  of  the 
street,  they  were  "sure  some  eats." 

Everyone  was  out  for  a  good  old  time  and 
the  air  was  full  of  the  spirit  of  good  fellowship 
and  co-operation.  One  of  the  most  amusing  in- 
cidents of  the  day  happened  when  the  fat  men's 
race  was  pulled  off,  Walter  Lane,  president  of 
the  company,  being  eligible,  as  every  one 
knows,  decided  to  do  a  little  running.  He  started 
oft  at  a  2;40  gait  and  everything  went  well  until 
the  finishing  line  was  almost  reached,  when 
he  got  tangled  up  with  the  long  legs  of  "Big 
Pete,"  of  the  finishing  department.  The  result 
was  what  our  Friend  \\'alter  copped  the  second 
prize  by  taking  a  high  dive,  landing  on  his 
stomach  and  bouncing  across  the  tape.  In  all. 
there  were  thirty-one  events,- in  which  everyone 
participated  and  had  a  share  of  the  fun  and  the 
numerous  prizes. 


A  NEW  EMERSON  ARRIVAL 

J.  I.  Bernat,  advertising  manager  of  the  Em- 
erson Phonograph  Co..  New  York,  has  been 
receiving  the  congratulations  and  good  wishes 
of  his  friends  upon  the  arrival  of  a  baby  girl 
at  the  Bernat  home,  2071  Fifth  avenue.  New 
York.  This  little  girl  has  been  christened  Janice 
Emerson,  and  Mr.  Bernat's  friends  have  been 
favored  with  unique  announcements  telling  of 
the  arrival  of  Miss  Bernat. 


OUTING  OF  GOOLD  BROS.  FORCES 

Buffalo,  N.  Y.,  August  9. — The  outing  of  the 
employes  of  Goold  Bros.,  1367  Main  street,  at 
Bowansville  last  Saturday  was  an  immense  suc- 
cess. There  were  seventy-five  present  from  the 
Buffalo  and  Niagara  Falls  stores.  There  was 
a  luncheon  at  the  Pavilion  followed  by  athletic 
games.  C.  N.  .A-ndrews,  the  well-known  jobber 
of  Buffalo,  was  a  guest. 


FULTON     (Model  35) 


Mahogany,  16x16x10  in.,  double  spring  motor, 
universal  tone  arm.  Back  casting  and  metal  liorn. 
Discount  according  to  quantities. 

True-tone,  Cleartone,  Brilliantone  and  Puretone 

A'eedles  in   metal  boxes  or  packages  at  50  cents 

per  M.  Discount  in  large  quantities.  Tru£tone 
Needles  come  200  to  a  metal  box. 

Double  and  triple  spring  Motors,  Tone-arm, 
Auto  Stops,  Repeater  Stops,  etc.  Phono  parts  and 
accessories,  as  Motors,  Tone-arms,  Sound  Boxes, 
Cabinets  and  Cabinet  hardware.  Repair  parts 
for    all  makes. 

Records — Standard  make,  lateral  cut,  at  $50.00 
per  100. 

Cash  with  order 

FULTON  TALKING  MACHINE  CO. 

253-255  Third  Ave.,  New  York  City 

Between  20th  and  2Ist  Streets 


CLEVER  WINDOW  DISPLAY 

Columbus,   Nebr.,   Dealer   Gets   Good  Restilts 
from  Window  Display  Featuring  New  Song 


Herewith  is  shown  a  picture  of  an  attr:ictive 
Emerson  window  display  which  was  designed 
and  executed  b\-  Chas.  H.  Dack.  an  Emerson 
dealer  of  Columbus,  Neb.  The  large  Emerson 
record  in  the  center  of  the  display  was  made 
by  Mr.  Dack  out  of  beaver  board  and  is  a 
representation  of  the  song  hit,  "The  Bells  of 


Unusual  Record  Display 

St.  Mary's."  Considerable  attention  was  at- 
tracted by  the  display  and  a  large  sale  of  rec- 
ords was  traced  directly  to  it. 


CARPENTER  CO.  DISPLAYS  EMERSON 

Om.\h.\,  Neb.,  August  6. — On  August  2  and  3, 
the  Carpenter  Paper  Co.,  distributors  of  the 
Emerson  line  of  phonographs  and  records,  for 
territory  including  Nebraska  and  parts  of  Iowa, 
held  an  exhibition  of  the  new  Emerson  phono- 
graphs. During  these  days  a  large  number  of 
dealers  handling  Emerson  records  and  other 
talking  machine  dealers  visited  the  Carpenter 
Paper  Co.  in  order  to  become  familiar  with 
the  new  Emerson  product.  P.  S.  Spitz,  man- 
ager of  the  talking  machine  division,  was  in 
charge  and  explained  to  his  visitors  the  ex- 
clusive features  of  the  new  instruments.  This 
coming  week  Mr.  Spitz  expects  to  start  on  a 
tour  of  the  territory  with  one  of  the  machines 
in  order  to  demonstrate  it  to  those  who  were 
not  fortunate  enough  to  attend  the  exhibition. 

G.  E.  Corson,  of  The  Dalles,  Ore.,  is  one 
dealer  who  is  commanding  a  good  phonograph 
business  during  the  Summer  months. 

Some  dealers  think  that  if  they  sold  more 
goods  they  would  have  more  life.  They  seem 
to  forget  that  if  they  had  more  life  they  would 
sell  more  goods. 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


215 


Convention  of  Tri- State  Association 


Annual  Meeting  cf  Tri-State  Victor  Dealers'  Association  Held  in  St.  Louis  on  August  6th  Proves  a  Notable  Success- 
Delegates  Listen  to  Some  Good  Business  Talks  and  Discussions  and  Enjoy  Live  Entertainment 


St.  Louis,  Mo.,  August  9. — Talking  machine  men 
of  St.  Louis  and  Missouri  and  adjacent  States, 
members  of  the  Tri-State  Victor  Dealers'  As- 
sociation, held  their  annual  meeting  Friday,  Au- 
gust 6,  at  the  Century  Boat  Club,  in  this  city. 
It  was  completely  successful  in  attendance,  the 
excellence  of  the  program,  importance  of  the 
business  transacted  and  the  abundance  and  high 
quality  of  the  entertainment  provided  by  the 
Koerber-Brenner  Co.,  Victor  distributors. 

The  members  assembled  Friday  morning,  by 
invitation,  at  the  Koerber-Brenner  Co.  estab- 
lishment, from  where  they  were  taken  in  pri- 
vate parlor  cars  to  the  clubhouse,  on  the  blufifs 
overlooking  the  Mississippi  River. 

The  business  meeting,  held  in  the  auditorium, 
was  called  to  order  by  Val  A.  Reis,  president  of 
the  Association.     After  the    roll  call  and  the 


After  luncheon  the  delegates  and  the  ladies 
strolled  about  the  club  grounds  until  2.30,  when 
the  afternoon  conference  began  in  the  audi- 
torium. Mr.  Rauth  presided  at  this  and  in  call- 
ing the  conference  to  order  told  the  delegates 
something  about  the  Victor  merchandising 
methods. 

C.  B.  Gilbert,  of  the  Koerber-Brenner  Co., 
the  next  speaker,  devoted  himself  to  a  discussion 
of  the  record  situation,  reviewing  what  had  oc- 
curred during  the  past  few  years  to  keep  down 
production  below  the  level  of  demand,  and  offer- 
ing some  excellent  advice  to  dealers  in  the  mat- 
ter of  record  ordering  and  handling  in  the  im- 
mediate future,  when  an  improvement  in  condi- 
tions was  to  be  expected.  He  emphasized  par-  ■ 
ticularly  the  fact  that  guesswork  in  record  or- 
dering would  not  do  and  that  something  more 


upon  the  sales  person  employed  by  the  house. 

She  declared  that  more  reliance  should  be 
placed  upon  the  store  managers,  for  they  were 
in  a  position  to  keep  in  closer  touch  with  stock 
and  with  trade  conditions  than  the  average  pro- 
prietor, who  generally  has  other  interests  to  take 
his  attention. 

Miss  Airy  stated  that  one  of  the  chief  faults 
with  record  sales  people  is  that  of  playing  the 
same  records  for  everybody  who  comes  into  the 
store  without  making  any  effort  to  select  such 
records  as  would  most  likely  appeal  to  particular 
classes  of  buyers.  She  pleaded  that  record  sales 
people  be  left  free  to  study  the  record  catalog 
and  the  records  therein,  and  not  be  expected  to 
be  called  at  any  minute  to  take  up  other  work 
in  the  store. 

In  every  department  of  the  store,  and  particu- 


Attendants  at  the  Annual  Meeting  of  the  Tri-State  Victor  Dealers'  Association 

Sitting  from  left  to   right  are;   J.   G.   Paine,  Victor  Co.;  F.  W.  Lehman,  Association  Treasurer;  Val  A.  Reis,  Association  President;  E.  A.  Parks,  Vice-President;  Theo.  Maet- 

ten,  Secretary,  and  E.  C.  Rauth,  of  the  Koerber-Brenner  tjo. 


reading  of  the  minutes  of  the  last  meeting,  Theo- 
dore Maetten,  secretary  of  the  organization,  ex- 
plained the  working  of  the  exchange  bureau. 
He  stated  that  in  the  past  month  7,000  records 
were  listed  for  exchange,  of  which  more  than 
6,000  were  exchanged.  E.  C.  Rauth,  vice-presi- 
dent of  the  Koerber-Brenner  Co.,  and  E.  A. 
Parks,  of  Hannibal,  Mo.,  also  spoke  apprecia- 
tively of  the  bureau.  Mr.  Rauth  said  that, 
although  the  bureau  represented  no  gain  to  his 
firm  as  a  distributor,  he  knew  that  it  was  a 
benefit  to  the  dealers  and  he  was  glad  that  it 
was  in  operation.  It  was  decided  to  continue  it. 
It  is  supported  by  contributions  of  the  members. 

P.  W.  Simon,  of  New  York,  called  attention 
to  the  opportunity  of  getting  the  eight  famous 
Victor  artists,  Henry  Burr,  Albert  Campbell, 
John  Meyers,  Billy  Murray,  Fred  Van  Eps, 
Frank  Croxton,  Monroe  Silver  and  Frank  Banta, 
for  concerts  and  entertainments. 


than  memory  was  required  to  keep  record  stocks 
in  the  proper  condition. 

Mr.  Gilbert  outlined  a  new  stock-keeping  sys- 
tem endorsed  by  the  Koerber-Brenner  Co.,  de- 
signed to  enable  the  dealer  to  keep  a  perpetual 
inventory,  adding  receipts  and  deducting  sales 
from  day  to  day.  The  system  acts  as  a  guide 
and  gives  instant  warning  of  the  decreasing 
popularity  of  any  record. 

One  of  the  most  interesting  addresses  of  the 
series  was  that  on  the  subject  of  "Record  Sales- 
manship," delivered  by  Miss  G.  Airy,  of 
the  Koerber-Brenner  Co.,  who  presented  the 
selling  question  to  the  managers  in  a  manner 
worthy  of  much  thought  and  consideration.  Miss 
Airy  declared  that  it  was  the  manager's  business 
to  see  that  the  sales  people  were  properly 
trained  and  that  for  the  sales  person  to  mis- 
pronounce the  name  of  an  opera  or  artist  was  a 
reflection   upon    the   management   rather  than 


larly  in  record  department,  said  Miss  Airy  in 
closing,  the  chief  requisite  was  the  properly 
trained  sales  force.  ! 

President  Reis  was  on  the  program  for  a  taljc 
on  "Dealer  Co-operation,"  but  he  yielded  his 
time  to  Joseph  Leopold,  of  the  St.  Louis  Cham- 
ber of  Commerce,  who  gave  a  thoroughgoing 
address  on  "Co-operation,"  in  which  he  gave  a 
talking  machine  demonstration  at  the  close,  em- 
phasizing the  part  that  it  can  play  in  community 
co-operation  by  contributing  the  music  which  is 
essential  to   community  development. 

The  talk  of  E.  W.  Jamerson,  of  Lehman's 
Music  House,  East  St.  Louis,  was  devoted 
chiefly  to  the  value  of  his  experiences  at  the 
Victor  school  of  salesmanship.  Mr.  Jamerson 
explained  in  detail  the  various  features  of  the 
Victor  course  and  how  each  feature  is  calculated 
to  improve  the  salesman's  ability  to  a  definite 
{Continued  on  page  216) 


Quality  Distinction 

THE  "VICSONIA"  REPRODUCER 

Recognized  for  its  Perfect  interpretation  of  Edison  Disc  Records 
on  Victrolas  and  Grafonolos. 

Fitted  xeiih  permanent  jewel  point.    No  loose  parts. 

Note:  The  Vicsonia  is  made  of  Bronze,  sand  casted  and  machined  to 
measurement.    Finished  in  heavy  Nickel  or  Gold  plate.    Flexible  stylus. 

Meet  the  demand — Serve  your  customers 

Sample  Model  "A"  or  "B"  Vicsonia  will  be  sent  on  receipt  of  $4.50.  Retail 
price  $7.50. 

Note:    Model  "B"  Vicsonia  plays  both  Edison  and  Pathe  records 

VICSONIA  MFG.  CO.,  Inc. 

313  E.  134th  STREET  NEW  YORK,  N.  Y. 


216 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


ANNUAL  CONVENTION  OF  TRI-STATE  ASSOCIATION— (Continued  from  page  215) 


degree.  He  explained  that  the  course  is  par- 
ticular]}' valuable  in  giving  to  the  salesman  a 
new  conception  of  the  wealth  of  music  in  the 
Victor  catalog  and  how  to  make  the  best  use 
of  the  material  thus  oflfered. 

The  broad  subject  of  advertising  was  handled 
bj-  A.  E.  Schnauel,  of  the  Roeder  &  Schnaue! 
Agency,  who  gave  to  the  dealer  some  excellent 
advice  upon  the  proper  handling  in  their  ad- 
vertising of  the  various  Victor  talking  points,  in- 
cluding the  trade-mark,  the  record  catalog  and 
the  many  other  features.  The  talk  was  a  dis- 
tinctlj'  practical  one.  and  in  closing  Mr.  Schnauel 
emphasized  the  value  of  the  slogan  as  a  means 
of  readily  identifying  the  store  and  its  per- 
sonnel. He  declared  that  Victrolas  should  be 
featured  by  themselves  in  advertising,  rather 
than  in  connection  with  perhaps  a  half-dozen  or 
more  lines  which  the  store  handled. 

Ferd  Binder,  of  the  Binder  Displa}'  Service, 
St.  Louis,  gave  a  window-trimming  demonstra- 
tion. He  quickly  designed  an  attractive  Victor 
window,  demonstrating  how  easy  and  simple  it 
is.  He  advised  that  the  Victor  dog  be  always 
used:  that  not  too  much  be  placed  in  the  win- 
dow; that  the  general  appearance  be  not  too 
stiff;  that  a  harmonious  arrangement  be  sought, 
and  that  a  few  flowers  or  branches  be  used  to 
make  a  good  background. 

Before  dinner  the  guests  had  time  for  a 
promenade  about  the  grounds  and  a  descent  to 
the  river  shore. 

Dinner  Closes  Business  Session 

At  the  dinner,  which  was  on  the  veranda,  the 
menu  was  divided  into  overture,  prelude.  Red 
Seal  rhapsody.  Purple  Seal  potpourri,  intermezzo 
and  finale.  Mr.  Rauth  was  toastmaster.  He  said 
it  had  been  a  great  daj'  for  the  Koerber-Brenner 
Co.  and  thanked  the  officers,  members  and 
guests  for  their  co-operation.  He  introduced 
the  exclusive  Billy  Murray  himself,  who 
'"obliged"  and  was  obliged  to  keep  on  obliging 
until  he  obtained  temporary  surcease  by  promis- 
ing to  sing  again  later. 


Edward  Lyman  Bill.  Jr.,  of  The  Talking  Ma- 
chine World,  although  not  on  the  program,  was 
introduced  by  Mr.  Rauth  and  spoke  pleasantly 
on  the  advantages  of  organization  and  the  serv- 
ice rendered  by  talking  machine  men  in  putting 
music  into  the  homes  of  the  people. 

Mr.  Rauth  read  a  letter  from  Charles  K.  Had- 
don,  vice-president  of  the  Victor  Co.,  regretting 
that  he  could  not  be  present,  and  a  telegram  of 
greeting  from  Harry  Koerber,  president  of  the 
Koerber-Brenner  Co.,  who  is  traveling  in 
-\!aska. 

J.  G.  Paine's  Address 
John  G.  Paine,  who  represented  the  Victor 
Co.,  confessed  that  he  was  an  "exclusive"  Victor 
man.  Living  in  the  atmosphere  of  the  broad 
gauge  Victor  policy,  feeling  the  inspiration  of 
the  vision  that  actuated  the  Victor  organization, 
he  could  not  be  anything  else.  He  praised  the 
constructiveness  and  quality  of  the  Tri-State 
program.  He  admonished  the  dealers  to  have 
a  thorough  knowledge  of  the  merchandise  that 
they  sell. 

He  realized,  he  said,  that  the  dealers  wanted 
to  know  what  was  going  on  at  Camden.  He  told 
ot  the  conditions  since  the  end  of  the  war  and 
the  difficulty  of  obtaining  the  raw  material. 
Finding  that  needed  materials  could  not  be  ob- 
tained by  ordering  them,  as  had  been  done  be- 
fore the  war,  the  company  had  been  compelled  to 
provide  warehousing  facilities  and  accumulate  a 
great  store  of  materials  to  safeguard  continu- 
it}'  of  production. 

The  compan)',  he  said,  had  gone  through  a 
long  period  of  disappointment  and  struggle.  It 
could  have  increased  production  by  lowering  the 
standard,  but  that  it  would  not  do.  It  would  not 
.send  out  anything  not  worth}'  of  the  little  dog 
and  its  master's  voice. 

The  company  felt  that  it  was  the  trustee  of 
the  dealers'  investment  and  it  aimed  to  secure 
it  by  holding  up  the  quality  of  the  merchandise. 

"But,"  he  said,  "the  night  has  gone.  The  dawn 
is  here.    V'e  have  ample  material.  We  are  gath- 


ering a  tremendous  manufacturing  force  of 
10.000.  \V'e  are  equipped  to  employ  5.000  more. 
Cnir  weekly  payroll,  and  we  have  a  monthly  pay- 
roll, too,  is  .$300,000.  We  believe  in  paying  for 
quality  workmen.  Our  policy  is  to  increase  the 
payroll  to  $450,000.  We  have  a  tremendous  pro- 
gram for  physical  expansion.  Our  board  of  di- 
rectors last  week  allowed  bills  for  $1,200,000  for 
new  buildings  and  equipment. 

"We  do  not  believe  that  the  time  will  ever 
come  when  we  will  build  more  machines  and 
records  than  you  need.  When  we  were  making 
a  million  records  a  month  the  demand  was  for 
2.000,000.  When  we  made  2,000,000  the  demand 
was  for  4,000,000.  Xo  matter  how  many  ma- 
chines we  build  and  how  many  records  we  make 
the  ratio  remains  the  same." 

Theodore  Maetten  proposed  Mr.  Paine  for 
honorary  membership  and  he  was  elected  by  a 
rising  vote. 

Billy  Murray  sang  some  more  and  the  Over- 
seas Quartet  and  a  jazz  orchestra  provided  the 
rest  of  the  musical  entertainment.  After  the 
banquet  there  was  dancing. 

The  officers  of  the  Tri-State  Association  are: 
I^resident,  Val  A.  Reis:  vice-president,  E.  A. 
Parks;  secretary,  Theodore  Maetten;  treasurer, 
F.  W.  Lehman:  executive  committee,  Val  A. 
Reis,  E.  A.  Parks,  Theodore  Maetten,  F.  W. 
Leliman.  Charles  Lippman  and  E.  C.  Rauth. 


WINDOW  WINS  MUCH  ATTENTION 

i  

Window  Display  of  the  "Love  Nest"  Records  by 
P.  V/.  Simon,  of  Uniontown,  Pa.,  Wins  a 
Front-page  Story  in  the  Local  Newspaper 


.•  P.  W.  Simon,  the  aggressive  Victor  dealer  of 
Uniontown,  Pa.,  prides  himself  upon  the  attrac- 
tiveness of  his  window  display  and  put  one  over 
recently  that  won  a  front-page  story  in  the 
local  newspaper.    The  window  display  referred 


Striking  "Love  Nest''  Display 

to  featured  the  big  song  hit,  "Love  Xest,"  amid 
surroundings  that  were  particularly  appropriate. 
I'here  was  a  miniature  cottage  with  the  interior 
lighted  and  with  a  happy  couple  seated  on  the 
porch  and  immediately  opposite  a  large  dog  ken- 
nel, from  which  proceeded  a  long  line  of  Victor 
dogs.  Signs  and  posters  about  the  window 
called  attention  to  the  fact  that  records  of  the 
"Love  Nest"  were  on  sale  and  were  recom- 
mended. Figuring  the  cost  of  advertising  space 
cn  the  front  page  of  the  paper,  Mr.  Simon  fig- 
ures that  the  window  display  won  for  him  sev- 
eral dollars'  worth  of  perfectly  good  publicity 
through  the  printed  word  in  addition  to  the  direct 
results  from  the  window  itself. 


JOINS  WESTERN  ORGANIZATION 

Einson  Litho,  Inc.,  has  announced  that,  owing 
to  the  large  increase  in  its  Western  business  it 
h.is  appointed  Leo  Einson  to  the  company's  Chi- 
cago office  to  join  C.  N.  Beazy.  where  he  will 
expand  the  present  force  and  organize  a  com- 
plete service  for  the  company's  Western  clien- 
lele. 

I.eo  Einson  is  well  known  in  the  talking  ma- 
chine trade,  having  been  in  charge  of  sales  and 
promotion  in  the  New  York  office  for  some 
time  past.  He  has  had  a  thorough  training  in 
practical  lithography  and  window  display  adver- 
tising and  the  Chicago  organization  of  Einson 
I.itho.  Inc..  will  be  greatly  strengthened  by  his 
acquisition. 


Don't  intlict  \-o\ir  troubles  upon  your  customer 
—  he  probably  has  troubles  of  his  own. 


We  have  proven  that  you  can 


sell  the- 


ii"  hk;h 
MODEL  No.  6.  $75 


cAdora 


The   Clearer  Phonograph 

The  ADORA  phonograph  has  attractive 
sales  possibihties  for  you  as  a  phonograph  re- 
tailer. We  have  proven  this  fact  conclusively 
during  the  past  year  in  our  Detroit  stores. 

Slightly  over  a  year  ago  we  introduced  it  to 
the  Detroit  public.  Since  then  we  have  sold 
more  than  5,000  ADORA  phonographs  to  as 
many  satisfied  buyers  in  the  city  of  Detroit. 

You  can  sell  proportionately  as  many 
ADORA  phonographs  in  your  city,  because  it 
is  an  unusually  good  phonograph  at  an  un- 
usually low  price  for  such  a  quality  instrument. 

The  public  has  shown  an  immediate  and  constantly 
increasmg  appreciation  for  the  .'\DOR.'\.  Its  owners 
are  its  greatest  advertisers.  We  find  that  innumer- 
able .^DORAS  are  sold  solely  on  the  recommenda- 
tions of  people  who  already  have  purchased  this 
instrument. 

The  tone  of  the  ADORA  is  mellow,  full,  true  and 
so  clear  that  it  has  earned  the  title  "The  Clearer 
Phonograph"  in  exacting  tone  tests  against  many 
other  and  much  higher  priced  phonographs.  The 
various  models  are  handsomely  designed,  exquisitely 
finished  and  come  in  a  wide  variety  of  upright  and 
period  designs. 

Every  AUORA  phonograph  you  sell  is  guaranteed 
to  give  perfect  satisfaction  over  a  long  period  of 
years. 

We  have  a  very  attractive  proposition  to  oflfer 
reliable  phonograph  dealers  throughout  the  United 
States  and  Canada.  Full  information,  prices,  dis- 
counts, terms  and  all  details  upon  request.  .' 


242  East  Jefferson  Avenue,  Detroit,  Mich. 

Wholesale  Distributors:   .Adora  Phonographs,  Lyric  Records,  U.  S.  Rolls  and  Supplies 

\ 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


217 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  2Sc.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  wUl  be 
2Sc.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


INSIDE  VictrO'la  salesman  wishes  position  in  New  York 
City  or  vicinity,  also  experienced  in  selling  pianos.  '*Box 
839,"  care  The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


MECHANIC,  age  32,  ten  years'  experience  repairing 
and  assembling  all  makes  of  motors  and  sound  boxes, 
wishes  position  with  reliable  concern.  B.  Jacobsen,  133 
Johnson  St.,  Brooklyn,  N.  Y. 


SITUATION  WANTED— Thoroughly  reliable  and  expe- 
rienced small  goods  man  open  for  engagement  in  the 
Southwest.  Capable  of  taking  full  charge  or  installing 
department.  "Box  826,"  care  The  Taking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


SALESMAN  thoroughly  familiar  with  wholesale  talk- 
ing machine  trade  desires  position  with  manufacturer  of 
standard  reliable  talking  machines.  Pennsylvania  terri- 
tory preferred,  or  any  other  Eastern  territory.  First  class 
references.  "Box  838,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 

SALESMEN  WANTED— Wanted,  six  experi- 
enced talking  machine  salesmen;  salary  per 
week,  $50  and  commission.  Also  six  record 
salesmen;  salary,  $25  and  commission.  Perma- 
nent positions  to  right  parties.  Call  any  morn- 
ing before  12.  Saul  Bims,  111  Second  Ave., 
New  York  City. 

SALESMEN  WANTED,  to  handle  popular- 
priced  talking  machines  on  commission  basis  as 
a  side  line.  See  our  advertisement  in  this  issue. 
The  Charmaphone  Co.,  39  West  32nd  St.,  New 
York  City. 

SALESMEN  WANTED— By  manufacturer  of 
high-grade  phonographs;  wholesale.  Good 
proposition.  Live  wires  write  Olympic  Co., 
Columbia  Bldg.,  St.  Louis,  Mo. 

WANTED — A  thoroughly  experienced  Victor 
record  salesman  to  take  charge  of  record  depart- 
ment. Must  have  a  thorough  knowledge  of  the 
Victor  catalog.  Goldsmith's  Music  Store  Co., 
Columbus,  O. 

WANTED  —  An  experienced  phonograph 
salesman  to  sell  Kimball  and  Pathe.  Must  be  a 
hustler  and  able  to  produce  results;  $150.00  per 
month  and  commission.  Cammack  Piano  Co., 
728  Marquette  Ave.,  Minneapolis,  Minn. 

WANTED  — '  Experienced  talking  machine 
salesmen  in  several  States  to  sell  to  the  retail 
trade  a  popular-priced  talking  machine  of  ex- 
cellent quality;  good  commission  to  the  right 
men.  Give  us  experience  and  references.  Sagi- 
naw Sectional  Book  Case  Co.,  Saginaw,  Mich. 

RECORDING  EXPERT  disengaged;  18  to  20 
years'  experience  in  needle  cut  and  phono  cut 
recording  with  factory  supervision,  both  London 
and  abroad.  Specialty,  smooth  surface  in  phono 
cut  production.  "J.  D.  C,"  77  Lauriston  Road, 
London,  E.  9,  England. 

EXPERT  lateral  recording  manager  desires  to 
connect  with  reliable,  established  concern  manu- 
facturing commercial  phonograph  records.  Will 
make  sample  recordings  in  your  own  laboratory. 
"Box  832."  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 

MAN  experienced  in  several  lines  of  manu- 
facture desires  to  locate  with  a  progressive 
phonograph  concern.  Capable  designer,  experi- 
menter, production  man  and  superintendent. 
Posted  on  many  makes  of  phonographs,  motors, 
tone  arms,  electric  equipment,  etc.;  now  en- 
gaged. Address  "H.  H.  R.,"  773  75th  Ave., 
West  Allis,  Wis. 

MANAGER  WANTED  to  take  complete 
charge  of  well-established  talking  machine  busi- 
ness in  largest  store  in  Birmingham,  Ala.  Ex- 
clusive Edison  dealers.  Good  proposition  to 
right  man.  Apply  immediately  to  Loveman, 
Joseph  &  Loeb,  Birmingham,  Ala. 


POSITION  WANTED— Experienced  produc- 
tion manager  in  the  talking  machine  field  now 
open  for  engagement.  Intimately  familiar  with 
every  detail  of  production  from  start  to  finish. 
In  charge  of  inspection  for  several  years  in  fac- 
tory of  one  of  the  largest  companies  in  the 
talking  machine  field.  An  excellent  record  of 
accomplishments.  Address  "Box  831,"  care  The 
Talking  Machine  World,  373  Fourth  Ave..  New 
York  City. 

WANTED — Salesman  to  visit  the  entire  trade. 
One  well  acquainted  in  the  metropolitan  district 
will  be  preferred.  An  excellent  opportunity  to 
represent  a  quality  line,  of  phonographs  with 
special  sales  features  awaits  a  man  of  initiative 
and  sales  ability.  Future  is  assured  to  success- 
ful apphcant.  "Box  835,"  care  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York  City. 

SALESMAN  to  cover  the  wholesale  trade 
with  a  high-grade  line  of  phonographs.  Excel- 
lent opportunity.  All  communications  will  be 
treated  confidentially.  The  Regina  Co.,  47  West 
34th  St.,  New  York  City. 

WORKS  MANAGER— Experienced  execu- 
tive with  successful  record  and  technical  and 
business  development  open  for  position.  Thor- 
oughly familiar  with  present  progress  in  phono- 
graph acoustics.  Highest  references.  Address 
"Box  827,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 

SALESMEN  WANTED  in  every  State  to 
handle  one  of  the  best  phonograph  accessories 
as  a  side  line  on  a  liberal  commission  basis. 
Address  Alto  Mfg.  Co..  3801  Rokeby  St., 
Chicago,  111. 

WANTED — Position  by  experienced  talking 
machine  man.  Can  take  full  charge;  understands 
the  talking  machine  business  from  A  to  Z.  Ex- 
pert in  repairs;  acquainted  with  all  makes  of 
motors,  reproducers  and  non-set  automatic 
stops.    E.  E.  Hardie,  Walkerville,  Butte,  Mont. 

WANTED — Experienced  assembler;  one  who 
can  install  motors  in  cabinets  and  fully  equip 
mechanical  parts  to  same.  State  experience  and 
salary  in  first  letter.  Player-Tone  Talking  Ma- 
chine Co.,  967  Liberty  Ave.,  Pittsburgh,  Pa. 

SALESMEN  WANTED— A  New  York  talk- 
ing machine  factory  of  unquestioned  financial 
standing  and  possessing  high-grade  product  is 
open  for  engagement  of  experienced  sales  rep- 
resentatives for  the  following  territories:  New 
England,  upper  New  York  State,  western  Penn- 
sylvania. Also  could  use  one  or  two  good  men 
neighboring  New  York  City.  Substantial  sal- 
aries, plus  commissions;  permanent  positions 
ready  for  men  of  character  and  ability.  Write  in 
detail;  confidences  respected.  We  are  prepared 
for  a  splendid  Autumn  business.  "Box  836."  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

WANTED — Two  salesmen  for  a  well-known 
make  of  talking  machine.  The  men  we  want 
must  be  salesmen,  not  order  takers,  and  must 
be  able  to  show  a  record  of  things  accomplished 
and  a  good  following  in  the  trade.  They  must 
be  men  who  are  making  big  money.  To  the 
right  men  we  will  make  an  attractive  proposi- 
tion. "Box  837,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

REPAIRMAN  on  all  makes  of  motors  would 
like  to  hear  from  phonograph  manufacturers  and 
dealers  who  are  looking  for  a  repairman  to  keep 
their  machines  repaired  in  their  New  York  and 
New  Jersey  trade.  "Box  833,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 


WE  WANT  a  representative  in  every  State 
in  the  United  States,  with  the  exception  of  a  few 
States,  which  are  now  covered  by  competent 
men.  We  want  only  men  who  can  show  a  suc- 
cessful record.  What  we  have  to  offer  is  a 
high-grade  line  of  talking  machines  which  are 
advertised  extensively  and  which  have  numerous 
improvements  over  the  standard  brands,  and 
sold  successfully  on  its  merits  and  guarantee. 
All  applications  will  be  treated  strictly  confi- 
dential. State  territory  desired,  experience,  ref- 
erences, and  whether  you  are  able  to  employ  sub- 
salesmen.  We  want  good  men  only,  and  for 
such  we  have  a  mighty  interesting  proposition. 
Address  A.  M.  Druckman,  140  West  23rd  St., 
New  York  City. 


WANTED — Salesman  for  pianos  and  Vic- 
trolas  to  work  in  city  and  coimtry.  Splendid 
opening;  $150  per  month  and  better  for  a  hus- 
tler. State  age  and  experience.  "B.  M.,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 


WANTED — A  good  high-notcher  talking  ma- 
chine salesman  who  can  get  out  and  "rustle"  the 
business  for  a  general  line  of  phonographs.  Ad- 
dress Turner  Music  Co.,  117  W.  Douglas  Ave., 
Wichita,  Kan. 


WANTED — An  up-to-date,  active,  experienced 
phonograph  salesman.  A  good  opportunity  foi 
the  right  kind  of  man.  Blue  Bird  Talking  Ma- 
chine Co.,  5607  Santa  Fe  Ave.,  Los  Angeles,  Cal, 


OPPORTUNITY  for  phonograph  salesman 
covering  the  Middle  West  and  the  South  to  sell 
standard  make  records,  player  rolls  and  acces- 
sories as  a  side  line.  You  get  real  co-opera- 
tion. "Box  811,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

WANTED — An  experienced  talking  machine 
salesman,  with  executive  ability;  good  oppor- 
tunity to  the  right  party.  Address  Saul  Birns; 
111  Second  Ave.,  New  York  City. 


SALES  MANAGER 

In  the  near  future  a  substantial  going 
corporation  in  the  Northwest  will  have 
open  the  ix)sition  of  sales  manager. 

The  concern  manufactures  a  de  luxe  instru- 
ment capable  of  holding  its  own  in  every  ;■ 
way  with  the  world's  recognized  standards  !■ 
of  appearance  and  achievement.  S 

The  selling  program  is  working  out  in  a 
big  way  on  a  bed  rock  foundation  of  cold, 
common  business  sense. 

This  is  a  ground  floor  opportunity  for  a 
man  with  vision  to  see  the  future,  together 
with  positive  knowledge  of  marketing  that 
is  the  reflection  of  his  past  practical  expe- 
rience. 

Applications  will  be  received  in  absolute 
confidence,  but  should  enclose  photographs 
and  such  references  and  credentials  as  will 
establish  the  calibre  and  character  of  the 
applicant  beyond  a  doubt.  Address  "Box 
829,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


FOR  SALE 
ENTIRE  STOCK  OF 

Domestic  Talking  Machines 

also 

Motors  and  Motor  Parts 

Also  complete  recording  machine  and  dies 
for  manufactnring  small  motors. 

E.  BAUER 
7U  North  26th  Street,        Philadelphia,  Pa. 
.(Near  Fairniount  Avenue) 


(Cont'uiucd  on  pcige  218) 


218 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


SALESMEN  WANTED! 


for  the 


T?epeatOgraph 


The  Repeatograph  automatically  repeats  phonograph  records — the  most  salable  accessory  in  the  talk- 
ing machine  field.  Salesmen  calling  on  Dealers  can  add  to  their  income  by  carrying  the  Repeatograph 
as  a  side  line.     Liberal  commission.     Write  today  for  full  information.    Address  office  nearest  you. 

THE  REPEATOGRAPH  CO. 


New  York:  311  Hudson  St., 


Chicago  :  664  West  Randolph  St. 


TO  VICTOR  JOBBERS 
AND  DEALERS 

Send  us  your  list  of  Domestic 
and  German  Victor  records  you 
wish  to  dispose  of  at  regular 
Victor  discount. 

Credit  Reference  : 
New  York  Talking  Machine  Co. 
119  West  40th  St.  New  York 

E.  A.  SCHWEIGER,  Inc. 
1525  Broadway       Brooklyn,  N.  Y. 


WANTED 

Victor  and  Columbia  records.  Job  lots,  any 
quantity.    Spot  cash  paid  for  them.  Address 

Standard  Phonograph  House 


1414  Franklin  Ave. 


St.  Lx)uis,  ^lo. 


Retail  Phonograph  Sales  Contracts 

Legal  in  all  States.  Absolutely  protects  the  seller. 
Just  what  you  have  been  looking  for.  No  great 
investment.  75  contracts,  $1.00.  Serenade  Phono- 
graph Co.,  164  East  Broadway,  Portland,  Oregon. 


FOR  SALE 

Phonograph  store.  Columbia  agency.  Rea- 
son, two  stores.  Inquire  2741  Atlantic  Ave., 
Brooklyn,  N.  Y.  Tel.  6380  Glenmore.  Nos- 
trand  Phono.  Co. 


WILL  BUY  and  SELL 

I  will  buy  and  sell  for  cash  anything  in  the 
phonograph  line.  Tell  us  what  you  have  to 
sell  or  you  want  to  buy.  Mandell  &  Co.,  88 
Kivington  St.,  New  York  City. 


FOR  SALE 

New  Victor  Victrolas,  Columbia  Grafonolas,  Victor 
Red  Seal  records.    I..argc  $275  size  cabinets  for  $60.  . 
3,000    Crescent    records    at    20c.      Other  bargains. 
Mandell  &  Co.,  88  Rivington  St.,  New  York  City. 


CABINETS 

We  have  several  hundred,  all  crated, 
ready  for  immediate  shipment  in  46-inch 
and  47-inch.  Sold  in  small  or  large  lots. 
Send  for  circular.  Address  Everett  Hun- 
ter Mfg.  Co.,  McHenry,  111. 


FOR  SALE 

Bargain  Lot  of 
Library  Table  Phonographs 

Finish — Mahogany 
Dimension — 4"  long,  2 '8"  high, 

2 '  1  >4  "  deep. 
Equipment — Meisselbach  No.  16 
gold-plated  motor,  high-grade, 
gold-plated  tone  arm. 

Will  sell  entire  lot,  or  in  small 
quantities,  at  big  sacrifice  to 
cash  buyer. 

Write  for  price  and  illustration. 

M.  D.  BOWERS 

135th  and  Willow  Avenue 
New  York  City 


WANTED 

Victor  and  Columbia  records.  Job 
lots  any  quantity.  Spot  cash  paid  for 
them.  Address 

DENINGER  CYCLE  CO., 
Rochester,  N.  Y. 


MODERN  PHONOGRAPH 
CABINET  FACTORY 

Will  accept  contract  for  cabinets 
to  your  design  or  ours;  for  ship- 
ment this  year.  Address  Everett 
Hunter  Mfg.  Co.,  McHenry,  111. 


Wholesale  Agency  Wanted 

.\n  aggressive  organization  selling  to  phonograph 
manufacturers,  jobbers  and  dealers,  desires  tlie  ex- 
clusive distribution  of  a  meritorious  ^phonograph 
specialty.  Commission  basis.  *'A.  U.  3,*  care  The 
Talking  Machine  World,  209  So.  State  St.,  Chicago, 
111. 


Will  Buy  and  Sell  for  Cash 

Any  make  of  disc  or  cylinder  records  and  talking 
niaciiincs,  new  or  shopworn.  l>ealcrs  tell  us  what 
you  have  to  sell  or  want  to  buy.  The  Benjamin 
Weil  Co.,  20  South  Second  St..  Philadelphia,  Pa. 


Monthly  Price  List 

of 

Main  Springs 

2     in.  s  0.22  x  16  ft.,  Meisselbach  No.  18.  .Each  51.25 

in.  X  0.27  X  21  ft.,  for  Edison   Disc. .  .Each  1.50 

1%  iu.  X  0.22  X  17  ft.,  reg.   Victor   Each  0.75 

1%  in.  X  0.22  X  17  ft.,  Victor   new  style.  .Each  0.75 

1  3/16  in.  X  0.25  x  16  ft.',  Heineman  No.  44   0.90 

1    in.  X  0.25  X  16  ft.,  sq.  or  round  hole.. Each  0.75 

1     in.  X  0.25  X  12  ft.,  Heineman  No.  33  &  77   0.50 

1     in.  X  0.28  X  10  ft.,  for  Columbia  Each  0.50 

1     in.  X  0.20  X  13  ft.,  Victor   Each  0.50 

1     in,  X  0.20  X  13  ft.,  Victor   new  style.. Each  0.50 

%  in.  X  0.23  X  10  ft.,  for  BliclJ  motor  Each  0.38 

%  In.  X  0.23  X  10  ft.,  oval  hole   Each  0.35 

5i  in.  X  0.22  X  8  ft.,  for  Swiss  motor  Each  0.27 

%  in.  X  0.25  X  11  ft.,  for  Edison   Each  0.27 

MICA  DIAPHRAGMS 

1  23/32  In.  Victor  Ex.  Box,  first  grade. Each  0.15 

V/s  in.,  new  Victor  No.  2  very  best  Each  0.18 

1  31/32  in.,  for  Sonora   Each  0.20 

2  3/16  in.,  for  Columbia  No.  6  Each  0.25 

2   9/16  in.,  for  PathS  or  Brunswick.  .Each  0.45 

SAPPHIRES 

Puth^,  very  best  loud  tone,  genuiue  Each  0.15 

Paths  soft  tone  Each  0.18 

Edison,  very  best,  medium  tone  Each  0.15 

Edison,  very  best,  loud  tone  Each  0.18 

Edison,  genuine  diamond   Each  1.90 

STEEL  NEEDLES 

.\.MEliICAN    MADE   extra   loud,   loud,  me- 
dium and  soft  needles  Per  1,000  0.50 

ATTACHMENTS 

In  Gold  or  Nickel-plated 

Kent  attachments  for  Victor  arm  Each  0.25 

Kent    attachments    for    Edison     with  C 

box   Each  2.50 

Kent    attachments    without    box    for  Edi- 
son  Each  1.60 

Victor,  Universal  old  style  Each  1.15 

MOTORS 

Distributors     for     Heineman     and  Meisselbach 
Motors.    Best    Prices.    Immediate  Deliveries. 

TONE  ARMS 

No.  K  with  sound  box   Each  $3.25 

No.  E  with  sound  box,  very  loud  Each  G.OO 

No.  M  with  sound  box,  very  loud  Each  4.90 

SOUND  BOXES 

No.  B  1  Bliss  Sound  Box,  fit  Victor.. Each  $1.75 

No.  B  Balance,  fit  Victor   Each  0.75 

No.  C  Balance,  fit  Victor   Each  1.00 

No.  F  Favorite,  fit  Victor   Each  1.90 

No.  F  Favorite,  fit  Columbia   Each  1.90 

No.  P  Favorite,  fit  Victor   Each  2.00 

No.  G  Glory,  fit  Victor   Each  3.25 

LID  SUPPORTS 

Automatic,  nickel-plated  Each  0.30 

NEEDLE  CUPS 

Highly  nickel  plated   Per  100  1.50 

Covers  for  cups   Per  100  0.75 

Highly  gold  plated   Per  100  7.00 

Cover  gold  plated   Per  100  6.00 

REPAIR  PARTS 

Columbia  driving  shaft,  No.  11778  Each  0.50 

Columbia  bevel  pinion,  No.  12333  Each  0.90 

Columbia  bevel  pinion,  latest  style... Each  0.90 

Columbia  bevel  pinion.  No.  3189  Each  0.35 

Columbia  worm  gear  No.  6409  Each  0.30 

Columbia  Stylus  bar   Each  0.60 

Columbia  driving  gear  ratchet  No.  2152  Each  0.20 

Columbia  cranks   Each  0.45 

Columbia  governor  weights   Each  0.08 

Columbia  governor  shaft.  No.  3004  Each  0.40 

Columbia  gov'r  bearing.  No.  11923  Each  0.25 

Columbia  governor  springs   Per  100  1.00 

Columbia  governor  screws   Each  0.01 

Columbia  barrel  screws.  No.  2621  Per  100  1.00 

Columbia  so'dbox  thumb  screws  Per  100  1.50 

Victor  cranks,  short  or  long   Each  0.46 

Victor  Stylus  bar  (needle  arm)  Each  0.35 

Victor  governor  springs   Per  100  1.00 

Victor  governor  screws   Each  O.Ol 

Victor  governor  balls,  new  style  Each  0.10 

Turn-table  felts,  10  in.,  round  Each  0.15 

Turn-table   felts.   12   in.,    round  Each  0.20 

Motor  bottom  gear  for  Triton  motor. ..  .Each  0.20 


FAVORITE  MFG.  CO. 

1506  DeKalb  Ave..  Brooklyn,  N.  Y. 


August  IS,  1920 


THE    TALKING    MACHINE  WORLD 


219 


CABINETS 

At  Prices  That  Are  Right 


STYLE  200 
49x21x23 

Our  best  seller.  Fin- 
ished in  mahogany, 
walnut  or  oak,  ready 
for  installation  of  mo- 
tor and  tone  arm. 

Prompt  deliveries. 
Send  $42.50  for 
sample. 


BADGER  STATE  CABINET  CO. 

387  10th  STREET 
MILWAUKEE,  WIS. 


FOR  SALE 

20,CXX)  Pathe  Points  at  $60  per  M.  500 
genuine  diamonds  at  $80  per  C.  Owing 
to  other  interests  am  selling  out  my 
stock  of  sapphires  and  diamonds.  E. 
C.  Howard,  215  Lafayette  Blvd.,  East 
Grand  Rapids,  Mich. 


Jtecords  iind  ^ 
Phonogrdphi 


EMERSON  WANTS 
PHONOGRAPH  SALESMEN 

Producers  who  understand  the  education  and  development 
of  machine  business  with  both  distributor  and  retailer. 

Men  with  actual  field  experience  able  to  show  distributor's  salesmen  how 
to  close  contracts  and  keep  business  coming  thereafter. 

We  need  three  men  only.  These  must  be  exceptional  in  order  to  qualify 
for  an  equally  exceptional  opportunity. 

Apply  by  letter  only.  Give  complete  information  which  will  be  held  in 
confidence.  Emerson  Phonograph  Co.,  Inc.,  206  Fifth  Avenue,  New 
York  City. 


FOUNDRY  FOR  SALE 

.PONTIAC,  MICH. 

within  twenty-five  miles  of  Detroit  on  good 
concrete  road — good  rail  facilities.  Fully 
equipped  for  aluminum,  brass  and  bronze 
casting  work  and  could- readily  be  converted 
to  grey  iron.  Fifteen  thousand  square  feet 
of  floor  space.  One-story  concrete  block 
construction  built  about  two  years  ago. 
Four  acres  of  land.  Plant  is  centrally 
located  and  labor  conditions  are  good.  Will 
sell  with  or  without  equipment.  For  par- 
ticulars and  price,  write : 

DRAWER  47,  SYRACUSE,  N.  Y. 


FOR  SALE 

Rent,  or  will  place  with  responsible 
manufacturer  on  royalty  basis,  all  tools 
jigs,  models,  patterns  and  other  equip- 
ment necessary  for  big  production  of 
high-class  1,  2  or  3  spring  phonograph 
motors  and  all  other  cabinet  hardware. 
S.  M.  Howell,  5925  Kenmore  Ave., 
Chicago,  111. 


FOR  SALE 

One  thousand  complete  two-spring  phono- 
graph motors  of  Meisselbach  type,  finished ; 
together  with  4,000  finished  and  semi-fin- 
ished frames;  4,000  rough  castings  and  wind- 
ing shafts  ;  3,000  spindles  ;  2,000  governors  ; 
and  all  tools,  dies,  jigs  and  fixtures  for  the 
manufacture  of  these  motors.  Offered  at  a 
bargain  for  immediate  sale.  Address  "J.  L. 
21,"  care  The  Talking  Machine  World,  209 
So.  State  Street,  Chicago,  '111. 


WANTED 

To  buy  established  music  shop  or  Victor  agency  in 
Greater  New  York.  Will  consider  partnership.  L. 
.\.  DeSantis,  1442  46th  St.,  Brooklyn,  N.  Y. 


Mahogany  Cabinets 

We  have  100  cabinets  for  immediate  shipment.  We 
own  these  cabinets  at  1919  prices  and  in  order  to 
make  a  quick  sale  we  will  give  the  purchaser  the 
benefit.  Dimensions,  47  in.  high,  43  in.  wide,  24  in. 
deep.  Molino  &  Farina,  1231-33  Federal  St.,  Phila- 
delphia, Pa. 


WANTED 

Colurrbia  and  Victor  records  in  all  languages 
in  large  lots.  Spot  cash  paid.  Bank  refer- 
ences. Victoria  Record  Exchange,  150  East 
59th  St.,  New  York  City.    Phone  280  Plaza. 


FOR  SALE 

Phonograph  cabinets,  thoroughly  constructed,  ex- 
traordinary in  finish,  made  in  a  leading  piano 
factory  where  efficiency  makes  possible  both  quality 
and  right  price.  Write  for  particulars.  Address 
•'Box  834,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 


Unusual  Opportunity 

M'ill  sell  two  established  stores,  finest  locations  in 
New  York,  handling  Victor  and  Columbia  records 
ni  all  languages,  doing  cash  business  $35,000  and  up 
annually,  or  will  ,  consider  partner.  Owner  inter- 
ested in  manufacturing.  Highest  references.  "Box 
828,  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York  City. 


PHONOGRAPH 
CABINETS 

Modern,  completely  equipped  phonograph 
cabinet  factory  in  the  Middle  West  is  in  posi- 
tion to  accept  contracts  for  cabinets  inade  to 
your  designs.  Prompt  deliveries  can  be  made 
for  the  Christmas  trade.  "Box  830,"*  care 
The  Talking  Machine  World,  209  So.  State 
Street,  Chicago,  111. 


FOR  SALE 

35,000  green  turntable  felts  12  in.  diameter,  40,000 
pieces  ^-in.  felt  discs,  50,000  pieces  J^-in.  felt  discs, 
70,000  pieces  felt  pads  for  motor  boards,  1,100  rec- 
ord albums  14-in.  size.  "Box  825,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New  York 
City. 


FOR  SALE 

Cheap  if  taken  at  once,  two  complete  sets  of 
up-to-date  mahogany  record  racks.  iDetails  on 
request.  Can  be  seen  at  Bryant  Music  House,  Inc., 
915-917  Eighth  Ave.,  between  54th  and  55th  streets, 
New   York   City.     Telephone   5880  Circle. 


AN  EXCEPTIONAL  OFFER 

Are  you  interested  in  quality  applied  to 
talking  machines?  We  are  manufacturers — 
our  line  has  been  sold  direct  to  dealers 
for  past  four  years.  Our  product  is  well- 
known — and  possesses  exclusive  features 
found  on  no  other  machine. 

We  have  an  exceptional  offer  to  make 
a  few  active  or  prospective  jobbers.  We 
will  allot  exclusive  territory.  Turn  over 
any  accounts. 

We  are  now  selling  direct  and  advertise 
extensively  in  jobbers'  territory. 
Inquiries  solicited. 

Address  for  particulars. 

A.  U.  9,  TALKING  MACHINE  WORLD 
209  So.  State  St. 
Chicago,  111. 


Recording  Sapphires 

FINEST  QUALITY 

Special  Prices  In  Quantity 


H.  J.  SEWETT 

27S0  West  Polk  St.,  Chicago,  III. 


Booths  For  Sale 

We  have  on  hand  three  Unico  booths, 
white  enamel,  sound  proof,  double 
glass ;  9  feet  4^  inches  long,  5  feet  5 
inches  wide  and  8  feet  2  inches  high. 
Can  be  installed  anywhere,  and  are 
offered  at  a  price  that  represents  a 
real  bargain.  L.  Kay,  97  Chambers 
St.,  New  York  City. 


FOR  SALE 

100  talking  machines  at  manufacturers'  cost.  Ma- 
hogany finish,  very  desirable  size,  nice  style.  No. 
77  Heineman  Motor  equipment,  best  tone  arm  and 
reproducer.  Immediate  delivery.  Chance  to  double 
your  money.  For  full  particulars  address  The 
Houghton  Mfg.  Co.,  Marion,  Ohio. 


Will  Exchange 

80  acres  of  land,  nlear  of  debt,  good  title,  unimproved,  when 
timber  is  cut  off  will  make  a  good  poultry  and  hog  ranch. 
Tliis  lays  about  12  or  14  miles  Southwest  of  Mammoth 
Springs.  Arkansas,  in  Fulton  Co.  Winters  mild.  Wish  to 
trade  this  for  a  stock  of  pianos.  My  price  on  this  80  acres 
is  $2,000  and  will  take  pianos  to  that  amount.  Address 
V-  O.  Box  408,  Haddam,  Kansas. 


FOR  SALE 

Will  sell  several  cabinets,  0'g:den  Sectional  type,  for 
both  !0  and  12-inch  records;  cabinets  finished  in 
white  enamel;  will  sell  at  a  very  reasonable  price. 
.Address  "XYZ,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


220 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


f  DI^OPtAN  HEADQUARTER 

tUI^^^^^   ■  A"  ^      2 GR.ESHAM  BLDG.,BASINGNALLST..E.C. LONDON  ^ 


W.  LIONEL  STURDY,  MANAGER 


Business  in  the  Talking  Machine  Trade  Has 
Slowed  Up  Materially— Interesting  Analysis 
of  Conditions— Time  for  the  Retailer  to  In- 
aug:urate  an  Aggressive  Campaign  for  Sales — 
The  Record  Situation — Enormous  Import 
Duties — Gramophone  Association  Meets — 
—Portable  Models  in  Favor— W.  R.  Steel  Ex- 
pands— Business  to  Stand  Some  Heavy  Taxes 
These  Days— The  Winner  Forces  Have  Enjoy- 
able Time — Colimibia  Dance  Records  Greatly 
in  Favor — Other  News  of  the  Month 


London,  E.  C,  Eng.,  August  3.— In  British  gram- 
ophone trade  circles  there  exists  an  unmistak- 
able sales  depression.  To  many  traders  it  is 
nothing  less  than  a  slump,  for.  while  in  some 
■districts  business  is  just  "going  slow,"  in  other 
quarters,  particularly  in  and  around  this  great 
city,  trade  is  as  flat  as  it  well  can  be.  Natur- 
ally, this  condition  of  things  occasions  much 
comment  throughout  the  trade;  all  sorts  of  the- 
ories being  advanced  to  account  for  what,  after 
all  is  said  and  done,  is  but  the  reflex  of  a  reaction 
of  the  very  extraordinary  conditions  prevalent 
during  the  last  few  years.  In  the  aggregate 
.Great  Britain  is  maintaining  an  enormous  trade 
^turnover  reckoned  in  avoirdupois.  In  pounds 
sterling  the  position  is  not  by  any  means  so 
satisfactory.  Comparisons  are  made  on  artificial 
values.  We  juggle  with  ever  increasing  figures 
coincident  with  decreasing  quantities.  There  is 
a  sort  of  competitive  race  between  the  two  and 
at  the  helm  is  the  mighty  driving  power  of  labor. 

In  these  circumstances,  industrial  stability  and 
general  confidence  are  being  sadly  undermined. 
In  industries  supplying  articles  of  necessity  and 
produce,  enterprise  and  expansion  are  not  so 


much  affected  hy  adverse  economic  influences  as 
in  trades  and  professions  dependent  for  pros- 
perity on  a  contented  people  with  money. 

Now,  we  cannot  say  that  the  people  are  any 
too  well  contented,  and  we  must  recognize  the 
serious  depletion  of  the  domestic  exchequer  fol- 
lowing upon  heavy  taxes  and  exorbitantly  high 
costs  of  living.  These  are  facts  which  exert  a 
special  influence  on  the  sale  of  gramophone 
goods  at  a  time  when  the  tendency  of  the  people 
is  to  take  outdoor  recreation.  The  real  busy 
season  for  our  industry  is  throughout  the  Au- 
tumn and  Winter  months.  That  is  the  normal 
pre-war  experience  and  certainly  excludes  any 
consideration  of  comparisons  based  upon  war- 
period  sales.  But  this  is  not  to  say  that  a  nice 
business  is  not  possible  during  the  Summer 
months,  for  instance.  For  this  purpose  there 
are  special  records  and  special  machines.  Port- 
ables, I  am  told,  fail  to  make  any  great  appeal 
at  the  moment,  but  as  every  gramophone  con- 
cern, small  or  large,  features  one  or  more  models 
of  this  class  of  instrument,  it  follows  that  with 
a  wider  distribution  a  bigger  trade  can  be  done 
in  the  aggregate  than  perhaps  would  be  ap- 
parent to  any  one  source  of  supply.  In  the  di- 
rection of  featuring  the  handy  portable  for  out- 
door entertainment,  there  is  plenty  of  scope  for 
enterprising  activity  in  retail  circles  in  co-op- 
erating with  the  present  publicity  of  manufac- 
turers like  "His  Master's  Voice,"  Columbia, 
Craies  &  Stavridi,  Pathe,  etc*  A  noted  aspect 
of  retail  efforts  to  stimulate  trade  is  the  in- 
auguration of  "special  sale"  weeks.  This  in- 
volves price  reductions  on  all  goods  other  than 
proprietary,  and  as  the  public  loves  a  bargain, 
success  in  not  a  few  cases  has  demonstrated 


that  it  was  worth  the  dealers'  while  to  adopt 
this  course  of  business  propulsion. 

Reduce  Record  Prices — A  Lesson 

There  is  little  possibility  of  a  reduction  in  the 
price  of  British  gramophone  records:  it  will  be 
a  credit  to  our  manufacturers  if  present  figures 
can  be  maintained  in  the  light  of  increased  tax- 
ation, manufacturing,  rail-carriage,  and  other 
charges.  And  if  there  is  any  lesson  taught  by 
the  recent  experience  of  German  maufacturers, 
it  would  seem  inadvisable  to  reduce  our  prices 
here.  Following  a  big  increase  in  the  retail 
price  of  German  discs,  the  retail  association  of 
distributing  houses  approached  manufacturers 
for  a  reconsideration  of  the  whole  question. 
Their  main  argument  was  centered  in  a  belief 
that  with  the  advent  of  the  quiet  season  some 
action  was  really  necessary  to  stimulate  trade. 
What  better  stimulus,  thought  the  association, 
than  a  substantial  reduction  in  prices?  To  this 
the  German  manufacturers  were  eventually  per- 
suaded, and  a  reduction  of  something  like  40  per 
cent  resulted.  Dealers  immediately  got  ready 
to  handle  a  big  trade.  Much  to  their  astonish- 
ment exactly  the  reverse  happened.  Sales  at 
once  declined  almost  to  vanishing  point.  The 
most  logical  explanation  is  that  the  German 
public,  hoping  for  a  further  reduction,  decided 
not  to  buy.  Their  records  will  now  probably 
cost  them  more  since  the  manufacturers  are  ex- 
pected to  revert  to  the  prices  prevailing  before 
the  reduction. 

Amount  of  Import  Duty  for  1919-20 

For  the  fiscal  trading  year  ended  March  31 
last  the  moneys  collected  by  way  of  customs 
duty  are  now  available  for  publication.  The  fig- 
ures were  disclosed  in  Parliamentary  papers,  and 


*His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world  as  the 

HALL-MARK  OF  QUALITY 


•His  Master's  Voict" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  wrorld's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  o  r  - 
chestras  and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DBNMABK:  Skandlnarlak  Orammophon-Aktl- 
•lelBka'b,  Frlhameu,  Copenhageo. 

FRANCS:  Cle.  FraDcalse  da  Oramopbone,  lU 
Bonlerard  Richard  Lanolr,  PIac«  <•  la  B<pnb- 
llqne.  Pari*. 

BFAIN:  Compafila  del  Graiii6(ono,  S6-58  Balme*. 
Barcelona. 

BWEDBN:  SkandlDayiska  Orammophon-Aktle- 
bolaset,  Drottnlng  Oatan  No.  47,  Btoekholm. 

BDB8IA:  The  Oramopbone  Co.,  Ltd.,  4B,  Neraky 
Proapect,  Petrograd  (Petenbarg) ;  No.  1 
Solyanka,  Solyanol  Oror,  Moscow;  9,  Qolorlnakr 
Prospect,  Tlfflls;  Nowy-Swlat  80,  Warsaw;  11 
MlchalloTskaya  Dllbia,  Bako. 

INDIA  I  The  OramophoDC  Co.,  Ltd.,  lit,  Bal- 
lUghatU  Road.  CalcntU;  T,  Ball  Lan*.  Fort 
Boniba7. 


Great  Britain  : 


AUSTRALIA :  8.  Hoffnulig  ft  Co.,  Ltd.,  Sola 
Conccsaionarlea  of  The  Oramopbone  Company, 
Limited,  168,  Pitt  Street,  Sydney. 

NEW  ZEAI.AMD:  OramophoDtnm,  Ltd.,  118- ISO 
Victoria  Street,  Wellington. 

SOUTH  AFRICA  I  Darter  ft  Bona,  Post  Box  174, 
Capetown;  Mackay  Bros.,  Post  Box  201,  Johannes- 
bnrg;  Mackay  Bros,  ft  McUabon,  Post  Box  41S, 
Darban;  Iran  H.  Haarbnrger,  Post  Box  lOB, 
Bloemfontein ;  Frans  Moaller,  Post  Bex  108,  Bast 
London;  B.  3.  Bwlns  ft  Co.,  Post  Box  88,  Qasras- 
town;  Handel  Hons*,  Klmbarlay;  L««rMes  ft 
Cope,  Post  Box  ISS,  Bulnwayo;  The  Argns  Co., 
Salisbnry. 

EAST  AFRICA  I  Bay  ley  ft  Co.,  Loorsnso 
Marques. 

HOLLAND :  American  Import  Co.,  tSa,  Amsterd 
Veerkade,  The  Hagne. 

ITALY:   A.  Bessi  ft  Co..  Tla  Orsflel  1,  Milan. 

EGYPT  (Alao  for  the  Bondan,  Greess  and  th* 
Ottoman  Empire):    K.  Fr.  Vogel,  Poat  Bsx  414, 

Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


221 


EDISON  BELL 


CABLE 
"PHONOKINO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 


Proprietors  and  Manufactorers,  J.  £.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  £.  15,  England 


are  as  foljows:  Musical  instruments,  including 
gramophones,  player-pianos  and  other  similar 
instruments,  £72,000;  accessories,  component 
parts  of  musical  instruments,  and  records  and 
other  means  of  reproducing  music,  £165,000; 
total,  £237,000.  This  is  the  approximate  yield 
of  the  new  import  duties  contained  in  section  1 
of  the  finance  bill.  The  proportionate  cost  of 
collection  cannot  be  ascertained.  It  only  re- 
mains to  add  that  as  the  above  figure,  not  in  it- 
self very  great,  covers  musical  imports  from 
America,  Switzerland  and  all  other  countries,  it 
follows  that  the  proportion  of  imports  from  late 
enemy  countries  could  not  have  been  large.  Im- 
ports from  the  latter  countries,  however,  are  now 
known  to  be  increasingly  heavier  each  succeed- 
ing month. 

Darewsld  Absorbs  Metzler  Co. 

It  is  announced  that  the  old-established  firm 
of  Metzler,  Gt.  Marlboro  street,  London,  W., 
has  been  absorbed  by  the  firm  of  Herman 
Darewski.  This  purchase  amalgamates  the  old- 
est and  the  youngest  music  publishing  houses. 
Annual  Meeting  of  the  Gramophone  Association 

The  annual  general  meeting  of  the  Associa- 
tion of  Gramophone  and  Musical  Instrument 
Manufacturers  and  Wholesale  Dealers  was  held 
on  Tuesday,  June  29,  at  Midland  Grand  Hotel, 
St.  Pancras,  a  good  number  of  members,  both 
London  and  provincial,  attending.  Frank 
Samuel  (Barnett  Samuel  &  Sons,  Ltd.)  presided. 

The  annual  report  presented  by  the  secretary, 
C.  E.  Timms,  recorded  that  the  total  member- 
ship of  the  Association  at  date  is  122,  six  houses 
having  been  admitted  during  the  year.  All  the 
General  Committee  meetings  had  been  well  at- 
tended, and  a  quorum  was  always  present.  The 
questions  dealt  with  and  the  work  undertaken 
by  the  General  Committee  on  behalf  of  asso- 
ciates has  been  fully  reported  in  the  Association - 
Newsletter,  and  in  the  trade  press,  and  proves 
that  the  Association  continues  actively  to  pur- 
sue the  aims  and  objects  for  which  it  was 
formed. 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  220) 


The  Association  is  directly  represented  on  the 
Federation  of  the  British  Music  Industries  by 
H.  J.  Cullum,  M.  B.  E.;  Herbert  W.  Dawkins, 
A.  J.  Mason,  W.  Manson,  Frank  Samuel,  Louis 
Sterling  and  the  secretary. 

The  accounts  showed  a  balance  in  hand  of 
£166.5.0,  and  these,  together  with  the  report, 
were  unanimously  adopted  on  the  motion  of 
A.  E.  Beckett  (Pathe  Freres  Pathephone,  Ltd.), 
seconded  by  G.  Wallis  (Messrs.  Jos.  Wallis  & 
Son,  Ltd.). 

The  retiring  president,  Frank  Samuel,  after 
reviewing  the  work  of  the  past  year  and  refer- 
ring to  the  valuable  monthly  statistics  of  ex- 
ports and  imports  now  being  furnished  to  mem- 
bers, emphasized  the  importance  of  paying  spe- 
cial attention  to  export  trade,  and,  with  even 
greater  emphasis,  the  desirability  of  supporting 
home  industries,  both  from  the  broad-minded 
and  patriotic  standpoint,  and  not  only  to  bene- 
fit the  home  manufacturers  but  to  benefit  them- 
selves. His  remarks  were  warmly  endorsed  and 
a  very  hearty  vote  of  thanks  was  accorded  to 
him  and  to  the  other  officers  and  General  Com- 
mittee on  the  motion  of  Billy  Newton  (New- 
castle-on-Tyne),  seconded  by  G.  F.  Long 
(Long's,  Ltd.). 

The  following  officers  and  General  Committee 
were  elected  for  the  ensuing  year:  President, 
W.  Manson  (The  Gramophone  Co.,  Ltd.);  vice- 
president,  M.  F.  Cooksey  (Messrs.  J.  Thibou- 
ville-Lemy  &  Co.);  honorary  treasurer,  W.  B. 
Beare  (Beare  &  .Son).  General  Committee: 
Gramophone  section,  H.  J.  Cullum,  M.  B.  E. ; 
J.  E.  Hough,  A.  J.  Mason,  George  Murdoch, 
E.  C.  Paskell,  Louis  Sterling;  musical  instru- 
ment section,  D.  J.  Blaikley,  Herbert  W.  Daw- 
kins,  A.  G.  Houghton,  H.  Hinks-Martin,  Frank 
Samuel. 

At  a  subsequent  meeting  of  wholesale  factors, 
members  of  the  Association,  an  attempt  was 
made  to  decide  on  a  definite  policy  on  the  ques- 


tion of  railway  carriage  and  packing  charges. 
After  a  lengthy  discussion,  a  resolution  with  no 
less  than  four  amendments  displayed  the  lack 
of  unanimity  on  the  subject.  The  motion  in 
most  general  favor  appeared  to  be  on  the  basis 
of:  All  orders  under  the  value  of  £3  to  be  sent 
carriage  forward  and  packing  charged  for.  All 
orders  over  the  value  of  £3,  packing  and  car- 
riage free.  Eventually  it  was  resolved  to  ad- 
journ the  discussion  sine  die. 

The  "His  Master's  Voice"  Portable  Model 

A  very  welcome  departure  has  been  made  by 
the  Gramophone  Co.,  Ltd.  Recognizing  that  the 
portable  style  of  instrument  has  come  to  stay, 
they  intend  to  cater  to  this  side  of  the  trade. 
Though  compact,  the  new  model  makes  no 
special  claim  to  distinction  on  the  question  of 
size,  for  its  measurements  are  10j^"xll§^"x 
14J4".  It  is,  in  fact,  one  of  the  most  complete 
portables  on  this  market  for  power  of  tone, 
general  capacity  and  equipment.  At  £15  retail 
the  new  model  is  good  value,  and  backed  by 
the  company's  extensive  press  publicity  is  meet- 
ing with  a  satisfactory  demand. 
"Never  Again"  Movement  Expires  Peacefully 

"We  are  informed  that  through  effluxion  of 
time,  the  arrangement  has  now  lapsed  of  the 
representative  London  small  goods  houses  who 
agreed  together  not  to  sell  German  goods  for 
twelve  months  after  the  peace  treaty;  this  was 
the  group  known  as  the  'Never  Again'  move- 
ment. The  arrangement  was  found  to  be  a  wise 
one  in  the  interests  of  British  trade,  but  to-day 
it  is  opposed  to  Government  policy.  The  houses 
concerned  will  henceforth  decide  individually  on 
their  course  of  action." 

We  think  it  advisable  to  say  that  the  above  is 
an  ex  parte  statement  issued  to  us,  in  common 
with  other  members  of  the  press,  for  publication. 
We  are  entitled  to  assume  that  it  represents  the 
considered  decision  of  all  those  privy  to  the 
(C  oiitiiiucd  im  page  222) 


PEROPHONE— PERFECTION— PRODUCTS 


PEROPHONES 
SELL  -  -  - 
and  carry  with 
them  a  reputa- 
tion of  sound 
business  for  the 
Agent.     -     -  - 


THE  whole  output  of  Perophone  Machines  is  practically  booked 
up  month  by  month 

Watch  the  New  Models  we  are  introducing  to  the  gramophone 
public  during  the  present  season  They  will  be  found  to  be  incom- 
parable for  quality,  value,  beautiful  design  and  finish. 


PEROPHONE  LTD.  (Uckwood's  Branch)  76  &  78  City  Road, 

Cable  Address — Perowood,  London.      Immediate  Shipments.     LONDON,  E.  C,  ENGLAND. 


A.  B.  C.  Codes. 


222 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  221) 


definite  agreement.  For  this  reason,  and  more 
particularly  in  fairness  to  the  many  interests  in- 
volved, we  publish  it.  More  wisdom  is  shown 
by  the  abandonment  of 'the  scheme  than  in  its 
conception.  We  do  not  doubt  the  sincerity  of 
the  signatories;  they  were  animated,  rightly  or 
wrongly,  by  what  they  thought  best  advisable 
at  the  time,  but  we  cannot  help  saying  that  it  is 
a  poor  reflection  on  the  intelligence  of  the  trade 
and  our  readers  to  excuse  the  abandonment  of 
this  movement  on  the  grounds  of  its  being  op- 
posed to  Government  policy  when  all  along  the 
Government  has  openly  advocated  resumption  of 
trade  with  our  late  enemies.  It  all  goes  to  show 
that,  in  practice,  it  is  impossible  to  subdue  in- 
ternational trade  relations  even  by  tariff,  let 
alone  agreements  or  sentiment.  The  best  an- 
swer to  it  all  is — increased  production  of 
British  goods  on  quality  lines  consistent  with 
competitive  prices! 

W.  R.  Steel  (Redditch),  Ltd. 

Owing  to  expansion  of  trade  and  the  conse- 
quent need  of  increased  facilities  of  manufac- 
ture, W.  R.  Steel,  the  well-known  gramophone 
needle  expert,  has  formed  his  business  into  a 
limited  liability  concern  under  the  above  title 
and  description.  With  the  enlargement  of  the 
factory  and  the  installation  of  specially  designed 
up-to-date  machinery,  Messrs.  Steel  will  shortly 
be  in  a  position  to  widen  the  scope  of  their 
trading  activities  and  increase  their  output. 

It  may  be  mentioned  that  most  of  the  tip- 
top gramophone  manufacturers  have  entrusted 
this  firm  with  large  orders  for  needles.  These 
orders  lay  down  strict  conditions  of  acceptance. 
In  each  case  Messrs.  Steel  are  under  obligation 
to  work  to  a  stipulated  standard  of  steel-wire 
composition,  quality  workmanship  throughout 
each  process  of  manufacture  and  finish.  That 
is,  or  should  be,  the  best  possible  confirmation 
of  this  firm's  slogan,  "Perfect  Points." 


The  capital  of  the  newly  registered  undertak- 
ing is  £10,000  in  £1  shares.  Its  objects  are  to 
carry  on  the  business  of  manufacturers  of  and 
dealers  in  needles  and  pins,  scissors,  knives, 
thimbles,  springs,  steel  toys  and  other  similar 
ware,  fish  and  other  hooks,  and  fishing  tackle, 
etc.,  and  to  adopt  an  agreement  with  W.  R. 
Steel.  The  permanent  directors  are  G.  W. 
Williams,  H.  W.  Williams,  J.  G.  Newey  and 
W.  R.  Steel,  with  registered  office  at  Queen 
street,  Redditch.    All  success  to  the  new  com- 


pany 


Paragraphs  of  General  Trade  Interest 

This  year's  president  of  the  Gramophone  As- 
sociation is  W.  Manson,  sales  manager  of  the 
"His  Master's  Voice"  Co.  All  will  endorse  the 
retiring  president's  eulogy  that  "Nobody  could 
occupy  the  chair  with  such  dignity  as  Mr.  Man- 
son.  .  .  .  The  Association  could  look  for- 
ward to  a  successful  year  under  his  chairman- 
ship." 

At  the  annual  meeting  of  the  Association  some 
highly  interesting  statements  were  made  by 
members.  One  influential  member  predicted,  "on 
good  authority,"  that  the  rail  goods  rates  were 
likely  to  be  increased  by  20  per  cent  within  a 
few  weeks. 

Another  member  produced  statistics  showing 
that  on  consignments  of  gramophone  goods  (to 
various  districts)  of  the  invoice  value  of  £1600 
the  approximate  cost  of  packing  and  carriage 
charges  amounted  to  5  per  cent. 

O.  Ruhl  advises  me  of  his  removal  from  70 
Finsbury  Pavement  to  15,  16  and  17  Middle 
street,  Aldersgate,  London,  E.  C.  I. 

This  being  the  quiet  season,  it  is  perhaps 
natural  that  great  minds  should  soar  high  for 
inspiration.  A  journalistic  friend  of  mine  made 
a  very  important  discovery  on  one  of  his  flights 
of  fancy.  And  the  result  is  embodied  in  a  para- 
graph in  the  London  Music  Trades  Review,  as 


follows:  "Is  it  true  that  the  searchlights  are  to 
be  used  during  the  Winter  months  to  determine 
exactly  where  Messrs.  Darewski's  'Flies  Go  in 
the  Wintertime?'  " 

Traders  Are  in  the  Grip  of  Meteoric  Prices 
It  is  officially  admitted  that  Great  Britain  is 
the  most  heavily  taxed  nation  in  the  world.  To 
many  business  men  the  biggest  item  is  the  60  per 
cent  excess  profits  tax.  Every  company  is  under 
toll.  The  burden  of  taxation  and  rising  prices 
is  so  crushing  that  ordinarily  keen  business  men 
are  becoming  more  or  less  indififerent  to  wise 
expenditure  and  progressive  action.  Various 
commercial  organizations  have  protested  in  vain 
about  the  E.  P.  D.,  regarding  it  as  nothing  less 
than  a  heavy  premium  upon  industrial  develop- 
ment. 

This  is  not  all.  There  is  the  corporation 
profits  tax  of  Is.  in  the  pound,  another  5  per  cent 
oflf  what  would  otherwise  figure  as  gross  profit. 
Presently  there  will  be  nothing  left  to  tax. 
Everyone  admits  the  seriousness  of  the  situa- 
tion. Wherever  business  men  turn  costs  are  on 
(he  move  upward. 

The  recent  revision  of  the  postal  charges  by 
an  average  of  25  per  cent  is  followed  by  a  big 
jump  in  the  rate  for  telephone  services.  In  ad- 
dition to  a  fixed  annual  rental  rate  (varying  ac- 
cording to  district),  a  message  fee  based  on  mile- 
age will  be  inaugurated. 

And  finally  it  is  announced  that  a  big  in- 
crease, being  an  average  of  100  per  cent  above 
pre-war  level,  is  fixed  on  railway  goods  rates. 
It  will  operate  early  in  August.  One  effect  will 
be  to  increase  the  value  of  coal  by  2s.  per  ton. 
For  small  parcels  traders  will  doubtless  find  that 
the  increased  transit  rate  is  nearer  150  per  cent. 
That  probably  means  Id.  per  record. 

The  foregoing  is  sufficient  to  indicate  in  some 
measure  the  jumpiness  of  general  conditions 
on  this  side. 

B.  G.  M.  Developments 

In  various  ways  the  organization  of  the  Brit- 


GRAMOPHONES 

Complete — Fittings — Sundries — Repair 

Parts — Needles 

Special  Lines  and  Quotations  for  Export  Trade 


THE  BRITISH  POLYPHON  CO. 

Glasgow,  Scotland  1,  2  and  3  NEWMAN  STREET 

27  Jamaica  St.  LONDON,  W.  1,  ENGLAND 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


223 


Y 


Double-SIded 
Superb  Needle  Cut 
'Lateral" 


"POPULAR"  RECORDS 

LONDON'S  LEADING  VALUE!!! 


'{    Have  Attracted  Keen  Overseas  Houses 


SET  OUT  BELOW 


from  SCANDINAVIA  to  PATAGONIA 
AND  THE  PRINCIPAL 
EAST  and  WEST  MARKETS  of  the  WORLD 


IMPORTANT  .t- 

own   deiign   Labels    for    LARGE  Parcels. 


REMEMBER  ST^  You  Can  Have  CLOSE  QUOTATIONS 

For  5.000  Lots  and  up  "Your  Selection"  or  a  Sample  1,000, 
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Address:  SOUND  RECORDING  CO.,  Ltd.  cables  "Grammavox" 
EXPORT  DEPTo.  18-19  Swallow  Street  London 

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POINTS 


m->-  Repertoire  Approx  2,000  Titles — Covering 
m-*-  Superb  Selection,  Bands  and  Orchestrals 
■»-»-  Lightning  Shipments 
Packing  by  Experts 
Rock  Quotations  "Always" 
F,  O.  B.  London 

We  attend  to  all  Insurances  "if  Requested' 
to  B«yer8  A/c 

Our  Shipping  Services,  this  Side  FREE 


ish  Gramophone  Motors,  Ltd.,  has  been  under- 
going a  process  of  speeding  up.  Important 
news  of  extreme  trade  interest  may  be  avail- 
able by  the  time  these  lines  appear.  To  com- 
ment beyond  this  would  be  premature.  The 
company  has  been  in  existence  about  eighteen 
months,  and  was  formed  with  the  sole  object  of 
manufacturing  all-British  gramophone  motors. 
During  this  comparatively  short  period  it  has 
successfully  weathered  a  thousand-an'-one  diffi- 
culties, and  not  a  little  of  the  credit  for  this  con- 
sistent efifort  is  undoubtedly  due  to  Mr.  Gidino, 
the  firm's  engineer  and  factory  manager.  Con- 
stant study  of  the  problem  of  motor  mechanism 
production  has  resulted  in  the  adoption  of  many 
little  ideas  and  improvements  which  are  em- 
bodied in  the  latest  1920  model.  This  is  a  single- 
spring  motor  and  is  claimed  to  give  an  all- 
round  satisfactory  efficiency  equal  to  similar 
types  of  foreign  manufacture.  At  the  present 
time  there  seems  a  little  over-eagerness  on  the 
part  of  British  gramophone  assemblers  to  again 
favor  the  continental  article.  Recognizing  the 
importance  of  producing  the  goods  here,  we 
think  the  trade  should  continue  to  co-operate  as 
closely  as  possible  with  any  reasonable  British 
effort,  such  as  the  B.  G.  M.  are  making.  An 
ounce  of  sympathetic  support  now  is  worth  a 
ton  of  it  later  on! 

The  "Winner"  Employes  Make  Merry 
June  26  was  one  of  those  happy  days  that  will 
live  long  in  the  memory  of  the  staff  of  Messrs. 
J.  E.  Hough,  Ltd.,  manufacturers  of  the  Win- 
ner and  Edison-Bell  products.  On  this  day  the 
whole  factory  closed  down  so  that  every  mem- 
ber of  the  firm  could  participate  in  the  annual 
outing  by  char-a-bancs  to  the  popular  holiday 
resort,  Brighton.  Seven  of  these  motor  vehicles 
had  been  requisitioned  to  transport  the  party  of 
over  250,  but  at  the  last  minute  advice  came 
that  only  six  were  available.  With  praiseworthy 
zeal  someiof  the  Winner  mechanics  got  to  work 
and  quickly  equipped  with  comfortable  seats  "the 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  222) 


company's  large  motor  lorry.  Gayly  decorated 
with  flags  and  bunting,  the  lorry  headed  the 
procession  at  the  start — about  8  a.  m. — ^from  that 
famous  South  London  artery  known  as  the 
"Elephant  and  Castle." 

It  was  at  once  apparent  that  the  skillful  manip- 
ulator of  the  Winner  lorry,  encouraged  by  his 
enthusiastic  passengers,  meant  to  put  up  a  big 
f'lght  for  first  arrival.  He  very  nearly  succeeded. 
The  Sunbeam,  carrying  members  of  the  press 
and  executive  staff,  just  managed  to  complete 
the  sixty  mile  course  by  the  width  of  its  front 
tire!  A  most  enjoyable  journey  through  mag- 
nificent country  gave  to  all  a  big  appetite  for 
the  excellent  luncheon  served  at  12:30  in  the 
Hove  Town  Hall. 

Two  directors  of  the  -firm,  J.  E.  Hough  and 
Mr.  Hesford,  also  Mrs.  Hough  and  daughter, 
caused  much  gratification  by  their  presence. 
After  lunch,  Mr.  Hough  preceded  a  happy  little 
speech  by  announcing  something  in  the  nature 
of  a  surprise  to  his  smiling  audience.  To  each 
member  of  the  staff  were  distributed  envelopes 
containing  a  draft  on  the  firm  for  an  amount 
representing  their  weekly  subscriptions  towards 
the  expenses  of  the  outing,  and  in  other  cases 
a  present  of  10s.  to  those  indirectly  associated 
with  the  company.  In  the  aggregate  this  rep- 
resented quite  a  large  sum  of  money,  and  faces 
wreathed  in  "the  smile  that  won't  come  o^^"  elo- 
quently told  of  appreciation  of  such  generosity. 

It  was  fitting  that  the  head  of  the  firm  should 
pay  tribute  to  the  organizing  ability  of  Charles 
Lawreen,  who  alone  had  borne  the  responsibility 
of  consummating  all  the  arrangements.  His 
success  in  this  regard  fully  merited  Mr.  Hough's 
liberal  recognition  and  the  hearty  cheers  of  the 
assembled  company  when  a  vote  of  thanks  "was 
moved.  The  afternoon  was  spent  according  to 
individual  inclination.  Much  interest  was  taken 
in  the  ex-German  submarine  "Deutschland,"  an- 


chored off  the  West  Pier.  This  is  the  boat  that 
made  a  sensational  voyage  to  the  States. 

A  start  was  made  for  home  about  6  p.  m.,  and 
except  for  the  triumphant  disappearance  of  the 
Winner  lorry  the  journey  was  uneventful.  A 
slight  drizzle  towards  the  end  only  served  to 
emphasize  the  beautiful  weather  and  fine  time 
which  all  undoubtedly  experienced. 

Columbia  Dance  Records  Still  Going  Strong 
Much  is  being  written  on  the  undiminished 
craze  for  dancing,  endless  discussions  take  place 
as  to  the  why  or  wherefore  of  this,  and  the 
respective  merits  of  particular  styles  and  steps; 
conferences  of  experts  are  being  held;  all  of 
which  leads  us  to  hope  that  the  boom  has  come 
to  stay.  The  popularity  of  the  gramophone, 
with  its  power  of  bringing  orchestras  and  bands 
to  the  aid  of  terpsichorean  enthusiasts,  has  re- 
sulted in  enormous  sales  of  dance  records.  The 
Columbia  Co.  has  played  no  small  part  in  creat- 
ing and  fostering  this  demand.  When  the  boom 
was  in  its  infancy  there  was  an  extraordinary 
dearth  of  up-to-date  dance  records.  The  Colum- 
bia Co.  stepped  into  the  breach  with  a  remark- 
able issue  of  all  the  dance  successes  of  the  sea- 
son, which  was  truly  "corn  in  Egypt"  for  the 
dancing  public.  This  pre-eminence  has  been 
fully  maintained.  Month  after  month  more  and 
still  more  dance  hits  are  issued  on  Columbia 
lecords.  The  most  recent  triumphs  include 
"Dardanella,"  fox-trot;  "Wyoming,"  waltz;  "Tell 
Me,"  fox-trot;  "Love  in  Lilac  Time,"  waltz; 
"Everybody  Wants  a  Key  to  My  Cellar,"  one- 
step;  "Sweet  Hawaiian  Moonlight,"  waltz; 
"Patches,"  fox-trot;  "On  Miami  Shore,"  waltz; 
"I'm  Always  Chasing  Rainbows,"  fox-trot,  etc.  A 
feature  of  the  latest  Columbia  issues  is  the  new 
ten-inch  record  of  "Dardanella"  fox-trot.  This 
will  supplement  the  enormous  success  which 
Columbia  scored  with  this  chef  d'neuvre  by  its 
(Continued  on  paqc  224) 


The  Sound  Box   That  Has  Beaten  the  Band 


An  All  British  Production  of  the  Highest  Grade;  Marketed  at  Popular  Prices 

4  — Models  Only— 4 

Vernon  Lockwood 
Manufacturing  Co.,  Ltd. 


Export  Quotations  for  Quantities  at 
Extraordinarily  Low  Prices. 


LARGEST  OUTPUT  IN  UNITED  KINGDOM 


76-78  CITY  ROAD 
LONDON,  E.  C.  I. 


HOME  TRADE  OUTPUT  BOOKED  UP  FOR  SEASON  1919-1920.  WILL  MAIL  SAMPLE  SET  4 
MODELS  B.C.E.F.Cone  only)TO  ANY  RECOGNIZED  JOBBER  ON  RECEIPT  DRAFT,  $5  (DOLLARS) 


224 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS 

{Continued  from  page  22i) 

timely  issue  on  a  twelve-inch  record  a  month  or 
so  ago. 

Two  Big  Hits  by  Delysia 

Another  triumph  for  Columbia  is  the  issue  of 
the  two  big  hits,  "You'd  Be  vSurprised"  and 
"Dardanella  Song,"  sung  by  the  original  artist, 
Delysia.  who  created  these  successes  in  "Afgar." 

Barrientos  Sings  "The  Voices  of  Spring" 

The  fine  series  of  operatic  excerpts  by  Mnie. 
Maria  Barrientos  already  issued  on  Columbia 
have  made  us  familiar  with  the  artistic  qualities 
of  this  famous  coloratura  soprano  from  the 
Metropolitan  Opera  House,  New  York.  The 
new  Columbia  list  includes  a  twelve-inch  record 
on  which  Mm€.  Barrientos  sings  "Voci  di  Prima- 
vera"  (Voices  of  Spring),  with  flute  obbligato. 
This  entrancing  chanson  is  exactly  suited  to 
her  glorious  voice  and  she  certainh'  gives  an 
unforgettable  performance,  full  of  natural  charm 
and  effectiveness. 

New  Zonophone  Issues  Popular 

The  latest  record  issues  of  the  British  Zono- 
phone Co.  have  been  acclaimed  b)'  the  trade  as 
fine  examples  of  the  recording  art.  As  usual,  the 
program  t^-pifies  the  firm's  successful  endeavor 
to  cater  to  all  musical  tastes,  and  in  these  re- 
cent issues  we  are  provided  with  a  really  charm- 
ing variety  of  vocal  and  instrumental  numbers. 
The  folloAving  are  representative  of  the  value 
offered:  "Irene  Selection,"  parts  1  and  2,  Black 
Diamond  Band;  "That  Wonderful  Mother  of 
Mine"  and  "Drink  to  Me  Only  With  Thine 
Eyes,"  by  the  Misses  Southgate,  on  Mustel  or- 
gan; "Deep  in  My  Heart"  and  "Flower  of  Brit- 
tanj',"  b}^  Sidne3'  Coltham,  tenor;  "Love,  Could 
I  Only  Tell  Thee,"  and  "My  Baby  Soldier  Boy." 
by  Foster  Richardson,  bass;  "Unconquered"  and 
"A  Plantation  Episode,"  banjo  selections  by 
James  Pidoux;  "I'm  Forever  Blowing  Bubbles" 
and  "Oh,  What  a  Pal  Was  Mary,"  by  the  Royal 
Cremona  Orchestra. 

Collection  and  Dispatch  of  Musical  Instrviments 

The  goods-rail  service  for  the  collection  and 
dispatch  of  musical  instruments  leaves  much  to 
be  desired.  The  trade  press  is  calling  special 
attention  to  the  necessity  for  a  speeding  up  in 
collection  and  deliver}^  A  more  adequate  serv- 
ice is  absolutel}^  essential  to  good  business.  The 
Music  Trades  Review  points  out  that,  despite 
representations  made  by  a  deputation  of  traders 
who  recently  waited  upon  the  Great  Northern 
Railwaj^  Co.,  there  has  apparentlj^  been  no  good 
result.    As  the  trade  of  the  country  depends  up- 


Horn,  Hornless  and  Table-Grand 

GRAMOPHONES 

FOR 

EXPORT 

Please  State  Your  Requirements 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.G.  2,  England 

Cable  Addreti  "Lyrccodwc.  London" 


11 


"PERFECT 
POINTS" 


BRITAIN'S  BEST 

Gramophone  Needle 

(Cuaranleed  made  from  High  Carbon  Steel) 


IS  MADE  BY 


W.  R.  STEEL,  of  REDDITCH, 

Head  Office  and  Works— QUEEN  ST. 


Scientifically  pointed,  Hardened  and  Tem- 
pered on  the  latest  up-to-date  machinery  and 
plant  by  skilled  craftsmen  only. 


RESULT: 

A  FIRST  QUALITY  NEEDLE  far  ahead  of 
anything  of  pre-war  quality 

INQUIRIES  SOLICITED 

Special  Quotation*  for  Quantities 


Manufacturer  of  all  Kinds  of  Sewing  Needles 


on  the  railways,  this  neglect  is  considered  seri- 
oush'  by  members  of  our  industry  and  probably 
there  will  be  some  steps  taken  to  appeal  direct 
to  the  Government. 

A  Trade  Tour  of  the  British  Dominion 
The  overseas  department  of  the  Board  of 
Trade  has  organized  a  trade  tour"  of  the  Do- 
minions. The  countries  to  be  visited  are  as 
follows:  Africa,  Australia,  New  Zealand  and 
Canada.  The  gramophone  industrj-  seems  to 
be  fully  alive  to  the  opportunities  of  such  a  bold 
scheme  of  advertising  and  also  of  opening  up 
new  fields  for  their  output.  Present  plans  show 
the  trade  commissioners  are  due  at  the  following 
cities  on  the  dates  named:  Durham,  July  24- 
August  7,  1920;  Johannesburg,  September  11-25, 
1920;  Cape  Town,  October  25-November  8,  1920; 
Perth,  January  1-15,  1921;  Adelaide,  February 
19-March  5,  1921;  Melbourne,  April  4-16,  1921; 
Hobart,  May  16-28,  1921;  Brisbane,  July  2-16, 
1921;  Sydney,  August,  15-27,  1921;  Christchurch, 
October  1-15,  1921;  Auckland,  November  14-26, 
1921;  ^^ancouver,  January  16-30,  1922;  Winnipeg, 
March  3-17,  1922;  Toronto,  April  17-May  1,  1922; 
Montreal,  May  31-June  12,  1922;  Halifax,  July 
12-26,  1922.  Samples  will  be  packed  and  carried 
in  specially  designed  showcases.  The  scheme 
is  to  be  self-supporting  and  the  estimated  initial 
charge  to  each  exhibitor  is  200  guineas.  Freight, 
fares,  rents,  salaries  of  the  necessary  staflFs  and 
also  the  show  cases  are  to  be  paid  for  by  the 
firms  exhibiting. 


DECLARE  BfQ  STOCK  DIVIDENDS 


Brunswick-Balke-Collender  Co.  Give  Sharehold- 
ers Benefit  of  150  Per  Cent  Stock  Dividend 


.\  stock  dividend  of  150  per  cent  has  been  de- 
clared on  the  common  stock  of  the  Brunswick- 
Balke-Collender  Co.,  payable  in  new  class  "B" 
stofk.  This  is  in  addition  to  the  regular  quar- 
ter!}^ dividend  of  l?^  per  cent  on  the  common 
stock.  It  is  understood  that  the  stock  dividend 
v/ill  not  be  paid  until  some  time  in  October. 
The  original  intention,  it  is  asserted,  was  to  de- 
clare  a  200   per   cent   stock  dividend. 

A  new  record  was  made  for  gross  sales,  which 
increased  SO  per  cent  during  the  first  half  of 
the  year.  Stock  dividends  are  to  be  paid  from 
the  new  stock  authorized  last  April.  In  the 
meantime  the  companj'  has  increased  its  com- 
mon stock  outstanding  to  $9,000,000  by  sale  of 
$3,000,000  common  stock  to  stockholders  at  par. 


ENJOYED  STAYJN^MAINE  WOODS 

Boston,  Mass.,  August  7. — L  W.  Hough.  New 
England  representative  of  Peerless  record  al- 
bums and  Long  cabinets,  has  just  returned  from 
the  Maine  woods,  where  he  spent  his  vacation. 
Mr.  Hough  occupied  a  log  cabin  there  and 
roughed  it.  He  states  that  he  has  come  back  full 
of  "pep"  and  ready  for  a  big  Fall  season,  and 
reports  the  present  outlook  tends  to  prove  that 
he  will  not  be'disappointed. 


AUSTRALIA. 
Herbert  G.  Polyblank, 
SYDNEY, 

H.S.W. 

BELGIUM. 

P.  Carton, 
Rue  Karel  Ooms,  11, 
ABYERS. 

ITALY. 

G.  Menaboni, 
Via  S.  Sebastiano  2, 
LIVORNO. 

SPAIN. 

Ernesto  Verdu, 

ALICANTE. 

ENGLAHD. 

A.  Waite  ft  Co.,  Ltd., 
15-17  Figtree  Lane, 
SHEFFIELD. 


August  15,  1920 


THE    TALKING    MACHINE  WORLD 


225 


LATEST  PATENTS 
RELATING 


Washington,  D.  C,  August  7. — Sound-Ampli- 
fier. Joseph  Mersman,  Ottawa.  Ohio.  Patent 
No  1,344„307. 

This  invention  relates  to  sound  reproducing 
machines  and  more  particularly  to  a  Jiorn  or 
amplifier  therefor. 

An  object  of  the  invention  is  to  provide  a 
horn  or  amplifier  which  will  amplify  the  sound 
reproduced  by  the  sound  bo.x  of  the  reproduc- 
ing machine  without  affecting  the  purity  of  tone 
and  without  causing  those  harsh  and  blasting 
sounds  which  are  sometimes  produced  to  be 
magnified  by  the  amplifier,  and  which  at  the 
same  time  will  resonate  in  accord  with  the 
musical  sounds  being  reproduced  in  a  manner 
to  enhance  the  quality  of  the  tone. 

A  further  object  of  the  invention  is  to  pro- 
vide an  amplifier  having  the  above  qualifica- 
tions which  are  capable  of  being  embodied  in 
the  form  of  a  so-called  concealed  horn  or  am- 
plifier for  use  in  existing  types  of  reproducing 


machines  without  change  in  the  structure  of 
other  parts  of  the  machine. 

Various  other  objects  of  this  invention  will 
be  apparent  from  a  perusal  of  the  following 
drawings: 

Figure  1  is  a  front  elevation,  Figure  2  is  a 
top  plan  view,  Figure  3  is  a  side  elevation  with 
the  near  side  of  the  horn  removed  to  show  the 
interior  parts. 

Talking  Machine.  Frederick  James  Empson, 
Sydney,  N.  S.  W.,  Australia.  Patent  No.  1,340,- 
531. 

The  present  invention  relates  to  improve- 
ments in  talking  machines  an'(l  the  like  and 
more  particularly  to  a  sound  controller  there- 
for. The  advantages  of  the  improvements  will 
be  apparent  to  those  skilled  in  the  art  from 
an  understanding  of  the  following  specifica- 
tion in  connection  with  the  annexed  drawings 
which  diagrammatically  illustrate  only  some  of 
the  specific  embodiments  which  the  invention 
is  adapted  to  take. 

In  these  drawings,  Fig.  1  shows  one  form 
of  the  invention  arranged  to  control  the  sound 
passage  in  the  tubular  connection  which  opera- 
tively  connects  the  tone  arm  with  the  horn  of  a 
talking  machine,  the  valve  parts  being  shown 
just  closed.  In  the  remaining  figures  the 
phonograph  parts  such  as  the  tone  arm  and 


horn  are  not  repeated,  but  for  simplicity  are 
shown  merely  the  valve  parts.  Continuing  with 
a  brief  description  of  the  drawings.  Fig.  2  illus- 
trates the  valve  parts  of  Fig.  1  still  further 
seated  or  adjusted  relative  to  each  other;  Figs. 
3  and  5  show  two  modifications  of  the  valve 


parts  illustrated  in  their  just  seated  position; 
and  Figs.  4  and  6,  respectively,  illustrate  the 
valve  parts  of  Figs.  3  and  5  still  further  seated 
on  each  other. 

Reproducer.  Cyrus  C.  Shigley,  Grand  Rapids, 
Mich.,  assignor  to  Electric  Phonograph  Co., 
Kalamazoo,  Mich.    Patent  No.  1,340,298. 

This  invention  relates  to  improvements  in 
reproducers.  The  main  objects  are:  First,  to 
provide  in  a  reproducer  an  improved  diaphragm 
securing  means.  Second,  an  improved  floating 
weight  for  the  stylus  lever.  Third,  an  im- 
proved floating  weight  mounting. 

A  structure  which  is  a  preferred  embodiment 
of  the  invention  is  clearly  illustrated  in  the 
accompanying  drawing,  forming  a  part  of  this 
specification,  in  which: 

Fig.  1  is  a  vertical  longitudinal  section  on  a 
line  corresponding  to  line  1 — 1  of  Fig.  2,  parts 
being  shown  in  full  lines.  Fig.  2  is  an  inverted 
view  of  the  sound  box.  Fig.  3  is  a  top  view 
of  the  stylus  carrying  member  or  floating  weight. 


Fig.  4  is  an  enlarged  detailed  horizontal  section 
on  a  line  corresponding  to  line  4 — 4  of  Fig.  1. 
Fig.  5  is  a  detail  inverted  view  of  the  outer 
end  of  the  floating  weight. 

Record  Cleaner.  Charles  C.  Prinz,  Louisville, 
Ky.     Patent  No.  1,343,156. 

This  invention  relates  to  talking  machines, 
particularly  to  attachments  therefor,  and  has 
for  its  object  the  provision  of  a  record  cleaner 
in  the  nature  of  a  rotary  brush  driven  by  a 
spindle  carrying  the  turn  table  of  the  disk  type 
of  talking  machine,  whereby  the  brush  will 
thoroughly  clean  the  record  during  the  playing 
thereof. 

An  important  object  is  the  provision  of  a 
cleaner  of  this  character  which  may  be  slid 
into  a  casing  or  receptacle  carried  by  the  cabi- 
net of  a  talking  machine  when  the  use  of  a 
brush  is  not  desired. 

Another  object  is  the  provision  of  a  device 
of  this  character  in  which  the  rotary  brush 
is  mounted  within  a  casing  open  at  one  side 
and  provided  with  a  rubber  flap  serving  as  a 
dust  collector. 

A  further  object  is  the  provision  of  a  cleaner 
of  this  character  which  is  adapted  for  associa- 
tion with  the  drive  spindle  projecting  through 
the  turn  table  and  which  may  be  associated 
with  the  talking  machine  without  making  any 
appreciable  alterations  therein. 

Fig.  1  is  a  plan  view  of  a  talking  machine 
having  the  device  associated  therewith.  Fig. 
2  is  a  view  on  a  larger  scale  showing  a  longi- 


tudinal  sectional  view  through  a' portion  of  the 
talking  machine  and  showing  the  device  in 
position  for  cleaning  a  record.  Fig.  3  is  a  view 
similar  to  Fig.  2  showing  the  device  moved 
out  of  engagement  with  the  record  and  dis- 
posed within  its  housing.    Fig.  4  is  a  cross 


sectional  view  taken  through  the  brush  and 
its  casing,  and  Fig.  5  is  a  detail  side  eleva- 
tion showing  the  upper  end  of  the  vertical 
housing.  Fig.  6  is  a  fragmentary  plan  view 
showing  the  rear  end  of  the  brush  holding 
casing,  and  Fig.  7  is  a  fragmentary  elevation 
of  the  upper  end  of  the  tubular  housing  taken 
at  right  angles  to  Fig.  5. 

Multiple  -  Record  -  Repeating  Phonograph. 
Charles  M.  Heck,  Raleigh,  N.  C.  Patent  No. 
1,342.442. 

This  invention  relates  to  records  for  sound 
reproducing  mechanisms,  and  to  apparatus  em- 
ployed in  making  and  reproducing  sounds  from 
said  records. 

One  of  the  objects  of  the  invention  is  to 
provide  a  record  body  of  any  of  the  well-known 
types,  with  a  multiple  record  groove,  i.  e., 
with  a  groove  having  side  walls  and  a  bottom 
wall,  the  surfaces  of  which  walls  have  been 
treated  to  form  independent  sound  records. 
A  further  object  is  to  provide  a  record  having 
a  groove  provided  with  means  whereby  lateral 
and  vertical  motions  of  a  stylus  may  be  ob- 
tained from  one  surface.  A  further  object  is 
to  provide  a  sound  recording  and  reproducing 
apparatus,  and  means  co-operating  therewith, 
to  selectively  make  or  reproduce  records  on 
the  walls  of  said  multiple  record  groove.  A 
further  object  is  to  provide  a  sound  reproduc- 
ing apparatus  which  is  capable  of  reproducing 
a  record  irrespective  of  whether  the  same  is 
made  with  a  groove  varying  vertically  as  to 
depth,  or  has  its  sides  varying  laterally.  A 
further  object  is  to  provide  a  sound  recording 
and  reproducing  apparatus,  constructed  to 
simultaneously  or  selectively  record  or  repro- 
duce, with  a  single  groove,  two  or  more  re- 
corded selectioris.  A  further  object  is  to  pro- 
vide means  whereby  a  groove  that  varies  both 
vertically  and  laterally  may  be  utilized  for 
recording  and  reproducing  sound. 

Fig.  1  is  a  diagrammatic  sectional  view  illusr 
trating   a   sound   record   made    in  accordance 


with  the  invention.  Fig.  2  is  a  side  view  of  a 
sound  reproducing  apparatus  capable  of  use  in 
connection  with  such  a  record.  Fig.  3  is  a  plan 
view  of  a  portion  thereof.  Fig.  4  is  a  detail 
view  of  the  controlling  device.  Fig.  5  is  an 
enlarged  detail  view  illustrating  diaphragms 
and  styli  co-operating  therewith,  for  operating 
both  vertically  and  laterally.  Fig.  6  is  an  en- 
larged detail  view  thereof.  Figs.  7  and  7a  are 
detail  views  illustrating  the  method  of  record- 
ing both  types  of  sound  vibration.  Figs.  8  and 
8a  show  a  modified  form  of  reproducing  in- 
strument. Fig.  9  is  a  view  of  the  automatic 
device  by  means  of  which  the  desired  record 
within  the  record  groove  is  selected.  Figs. 
10,  11  and  12  are  detail  views  illustrating  the 
manner  in  which  the  stylus  engages  the  record. 
Figs.  13,  14,  15,  16  and  17  are  enlarged  views 
of  details  of  the  reversing  mechanism.  Fig. 
18  is  a  detail  view  of  one  of  the  tappets.  Fig. 
(Continued  on  page  226) 


226 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS — (Continued  from  page  225) 


19  is  a  detail  sectional  view  of  the  setting  cam 
and  its  operating  arm. 

Sound  Modifying  Means.  Erwin  Cassca, 
Gloversville,  N.  Y.    Patent  No.  1,342,662. 

This  invention  relates  generally  to  sound 
boxes  for  phonographs  or  the  like,  and  par- 
ticularly to  sound  modifying  means  for  receiv- 
ing the  diaphragm  vibrations  at  the  point  of 
maximum  amplitude,  the  minor  vibration  being 
absorbed  or   deadened,   to   thereby  avoid  the 


interference  which  would  otherwise  impair  the 
pure  reproduction. 

Fig.  1  is  a  section  in  elevation  showing  the 
improved  sound  modifier.  Fig.  2  is  a  cross 
section  taken  on  line  2 — 2  of  Fig.  1. 

Repeating  Device  for  Sound  Reproducing  Ma- 
chines. Edward  Peremi,  Brooklyn,  N.  Y.  Pat- 
ent No.  1,343,087. 

The  object  of  this  invention  is  to  provide  a 
new  and  improved  repeating  device  for  phono- 
graphs and  other  sound  reproducing  machines 
and  more  especially  designed  for  use  in  con- 
nection with  disk  or  cylinder  records  contain- 
ing foreign  language  matter  to  be  reproduced 
with  a  view  to  enable  a  listener  to  acquire  the 
language.  Another  object  is  to  permit  the 
user  to  cause  the  machine  to  repeat  any  par- 
ticular word  or  words  or  a  sentence  or  any 
small  portion  of  the  rec- 
ord whenever  it  is  desired 
to  do  so,  thereby  en- 
abling a  person  to  quick- 
1}'  and  accurately-  g^in 
the  desired  knowledge. 
Another  object  is  to  per- 
mit the  user  to  readily 
actuate  the  repeating  de- 
vice either  by  hand  or  by 
foot.  Another  object  is 
to  allow  of  conveniently 
attaching  the  repeating 
device  to  a  phonograph 
or  other  reproducing  machine  v^nthout  requiring 
any  alteration  in  the  construction  of  the 
machine. 

Fig.  1  is  a  reduced  plan  view  of  the  repeat- 
ing device  as  applied  to  a  phonograph  using 
disk  records;  Fig.  2  is  a  side  elevation  of 
the  same  with  parts  shown  in  section;  Fig.  3 
is  a  plan  view  of  the  repeating  device  with 
the  cover  of  the  hollow  post  removed;  and  Fig. 
4  is  a  cross  section  on  the  line  4 — 4  of  Fig.  3. 

Friction  Support  for  Lids.  Isaac  F.  Burton. 
Philadelphia,  Pa.     Patent  No.  1,343,347. 

One  object  of  this  invention  is  to  provide  an 
improved  friction  support  for  lids  which  will 
be  particularly  adapted  for  use  in  connection 
with  the  hinged  lids  or  covers  on  talking  ma- 
chine cabinets  and  will  be  so  constructed  that 
it  will  hold  the  lid  or  cover  in  various  pivotal 
positions  into  which  it  is  manually  moved. 

Another  object  is  to  so  construct  the  inven- 
tion that  the  supporting  bar  is  free  to  move 
in  various  paths  relatively'-  to  its  friction  en- 
gaging means  so  that  various  parts  of  said  en- 

REPAIRS 


All  Makes  of  Talking  Machine* 
Repaired  Promptly  and  Efficiently 


ANDREW  H.  DODIN 

28  Sixth  Avenue  New  York 

TELEPHONE.  SPRING  1 194 


gaging  means  will  be  presented  to  said  bar 
and  thereby  prevent  the  bar  from  wearing  a 
groove  in  the  friction  engaging  means  which 
would  soon  cause  the  friction  engaging  means 
to  lose  its  grip  upon  said  bar. 

Fig.  1  is  a  sectional  elevation  taken  on  the 
line  1 — 1  of  Fig.  2  showing  the  invention  ap- 
plied to  a  talking  machine  cabinet  and  illus- 
trating a  lid  or  cover  in  a  closed  position.  Fig. 
2  is  a  sectional  elevation  taken  on  the  line  2 — 2 
of  Fig.  1,  drawn  on  a  smaller  scale  and  illus- 
trating in  full  line  position  the  lid  in  a  raised 
position  and  in  dot-and-dash  line  position,  the 
lid  closed.  Figs.  3  and  4,  respectively,  repre- 
sent face  and  edge  views  of  the  lid  supporting 
bar  shown  in  Figs.  1  and  2.  Fig.  5  is  a  face 
view  of  one  of  two  friction  exerting  pads  which 
form  a  part  of  the  invention.    Figs.  6  and  7 


m  " 

IT 

are  face  views  of  two  side  plates  which  form 
a  part  of  the  invention  and  between  which 
the  friction  pads  are  adapted  to  be  positioned. 
Fig.  8  is  a  side  view  of  a  hanger  bracket  which 
is  preferably  employed,  and  Fig.  9  is  a  top 
plan  view  of  a  slotted  facing  plate  which  is 
preferably  used. 

Phonograph  Needle.  John  Heino,  New  York. 
Patent  No.  1,343,507. 

This  invention  pertains  to  a  phonograph 
needle  which  it  shall  not  be  necessary  to  renew 
after  each  record  has  been  played,  as  is  now 
customary.  It  contemplates  the  provision  of  a 
needle  which  may  be  utilized  any  number  of 
times,  but  in  which  the  actual  playing  point 
is  not  of  sufficient  hardness  to  damage  the 
record. 

A  further  object  is  to  provide  a  needle  of 
this  style  in  which  the  playing  point  may  be 
renewed  without  the  exercise  of  any  mechanical 
skill  whatsoever.  A  final  object  of  this  inven- 
tion is  the  provision  of  a  needle  of  the  above- 
mentioned  class  which  shall  incorporate  means 
for  holding  the  playing  point  so  firmly  that 
it  is  impossible  that  any  slipping  of  the  same 


might  occur,  but  which  shall,  nevertheless,  be 
capable  of  being  instantly  loosened,  so  that 
the  playing  point  may  be  fed  forward  and  the 
needle  be  good  for  any  number  of  subsequent 
playings. 

Fig.  1  is  a  sectional  side  elevation  of  the  im- 
proved needle;  Fig.  2  is  a  plane  side  elevation; 
and  Fig.  3  is  a  sectional  view  taken  along  the 
lines  A — .Al  of  Fig.  1. 

Phonograph  Table  Cabinet.  Peter  Kraushaar. 
Montcbcllo,  Cal.    Patent  No.  1,343,622, 

The  primary  object  of  this  invention  is  to 
provide  a  cabinet  having  the  appearance  of  a 
table  and  so  constructed  that  the  phonograph 
and  its  horn  are  housed  beneath  the  table  top.. 
It  is  another  object  of  this  invention  to  pro- 
vide a  cabinet  of  the  class  described  with  a 
phonograph   and   horn   mounted   to  be  drawn 


out  and  opened  like  an  ordinary'  table  drawer. 

Fig.  1  is  a  perspective  view  of  a  table  cabi- 
net with  the  phonograph  closed  in;  Fig.  2  is  a 
horizontal  section  as  seen  on  the  line  2 — 2  of 
Fig.  1;  Fig.  3  is  an  enlarged  fragmentary  sec- 
tion taken  on  the  line  3 — 3  of  Fig.  2;  Fig.  4  is 
a  section  taken  on  the  broken  line  4 — 4  of  Fig. 
3;  and  Fig.  5  is  a  section  similar  to  Fig.  2 


showing  the  phonograph  in  its  open  position 
and  ready  for  playing. 

Phonograph  Attachment.  Dennis  McNeill, 
Huntington,  W.  Va.    Patent  No,  1,341,511. 

This  invention  relates  to  phonographs,  the 
particular  purpose  being  to  suppress  as  far  as 
practicable  the  undesirable  noises  due  to  the 
mechanical  scratching  of  the  stylus  upon  the 
record  disk  or  member  equivalent  thereto. 

The  invention  aims  to  divide  the  sound  waves 
into  two  parallel  channels  is  so  arranged  as 
to  cause  the  undesirable  sounds  passing  through 
one  channel  to  interfere  with  those  passing 
through  the  other  channel,  and  thus  produce 
virtual  silence.  The  length  of  one  of  these 
channels  is  varied,  gradually,  during  the  opera- 
tion of  the  machine,  so  as  to  cause  the  sounds 
passing  through  it  to_travel  a  distance  slightly 


longer  than  the  sounds  passing  through  the 
other  channel,  and  by  so  doing  there  is  an  in- 
terference of  the  sound  waves,  in  passing 
through  the  two  channels,  to  neutralize  to  a 
considerable  extent  the  acoustical  effect  of  the 
two  groups  of  sound  waves,  and  that,  too,  inde- 
pendently of  the  fact  that  the  wave  lengths  of 
the  sounds  in  question  grow  longer  as  the 
stylus  approaches  the  center  of  the  disk. 

Fig.  1  is  a  plan  view  of  a  phonograph 
equipped  with  the  attachment,  certain  parts 
being  broken  away,  Fig.  2  is  a  side  view  of 
the  same  partly  in  elevation  and  partly  in  sec- 
tion; and  Fig.  3  is  an  enlarged  section  on  line 
3 — 3  of  Fig.  2  looking  in  direction  of  arrows. 


HARDING  RECORDS  MORE  SPEECHES 


Candidate  to  Make  Records  of  Salient  Points 
in  All  Campaign  Addresses 


Senator  Harding  continues  to  record  excerpts 
from  his  various  campaign  speeches  in  order 
that  they  may  be  reproduced  before  audiences 
in  all  sections  of  the  country,  and  it  is  said  that 
throughout  the  campaign  he  plans  to  thus  re- 
cord the  salient  points  in  each  address.  The 
records  of  the  speeches  of  Mr.  Harding  and 
other  Presidential  and  Vice-presidential  candi- 
dates are  being  made  by  the  Columbia  Co.  for 
the  Nation's  Forum,  as  announced  in  The  World 
last  month. 

LESLEY'S 
PATCHING  VARNISH 

Dries  in  10  seconds,  flows  without  showing  the  lap.  With 
it  damaged  varnish  can  be  repaired  invisibly.  Price  now 
1  pint  $1;  1  quart  $1.90.  Complete  repair  outfit,  $3.50. 
F.  O.  B.  Indianapolis,  Ind. 

LESLEY'S  CHEMICAL  COMPANY 

Indianapolis.  Indiana 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


227 


September,  1920 


COLUMBIA  QRAPHOPHONE  CO. 


A6154 


49804 

49796 

79060 
78760 

79115 
A6156 


A61S8 


E4658 

A2947 

A6155 
A2950 

A2951 


A2954 
A29S5 

A2952 
A2953 

A2939 
A2944 

A2946 
A2948 

A2945 
A2949 

A6157 


Dance  of  the  Hours.    Part  I.    From  "La  Gio- 
conda," 

Gino  Marinuzzi  and  his  Symphony  Orchestra 
Dance  of  the  Hours.    Part  II.    From  "La  Gio- 
conda," 

Gino  Marinuzzi  and  his  Symphony  Orchestra 
Melody  in  F.     Walter  Golde  at  the  piano, 

Pablo  Casals,  'Cellist 
The  Swan    (Le   Cygne).     Walter   Golde   at  the 

piano   .'.  Pablo  Casals,  'Cellist 

Mother  (I  Love  You)  Charles  Hackett 

Valse  Bleue.     Violin  Soto.     Harry  Kaufman  at 

the  piano   Toscha  Seidel 

Sweetest   Story  Ever  Told  Hulda  Lashari.sl<a 

Fiddle  and  I.    Violin  Ohbligato  by  Sascha  Jacob- 
sen   Barbara  Maurel 

Sing  Me  to  Sleep.     Obbligato  by  Sascha  Jacob- 
sen   Barbara  Maurel 

MISCELLANEO'US 
"FIorodoTa."    Vocal  Gems,  Orch.  acoomp., 

Columbia  Light  Opera  Company 
Intro.:  1.  "Flora."    2.  The  Shade  of  the  Palm. 
3.  Tell  Mje,  Pretty  Maiden.     4.  I  Want  to 
Be  a  Military  Man.    5.  The  Silver  Star  of 
Love. 

"The    Mikado."      Voc,aI    Gems,    Orch.  acoomp., 
Columbia  Light  Opera  Company 
Intro.:  1.  Behold  the  Lord  High  Executioner. 
2.  Three  Little  Maids  from  School.    3.  Tit 
Willow.    4.  The  Flowers  That  Bloom  in  the 
Spring.    5.  For  He's  Going  to  Marry  Yiun- 
Yum.    6.  With  Joyous  Shouts. 
Gypsy  Love — Waltz, 

Olga  Bibor's  Gypsy  Orchestra 
Don  Juan — Waltz,  Olga  Bibor's  Gypsy  O'rchestra 
County  Fair  at  Punkin  Center, 

Cal  Stewart  (Uncle  Josh) 
Jim  Lawson's  Hogs...  Cal  Stewart  (Uncle  Josh) 

Our  Director  March  Columbia  Band 

Centennial  March   Columbia  Band 

Long  Ago — Hawaiian  Guitar  Duet, 

Ferera  and  Franchini 
Hunika — Hawaiian  Guitar  Duet, 

Ferera  and  Franchini 
Medley  Horn  Pipe — Accordion  Solo,  Joe  Linder 

at  the  piano  John  J'.  Kimmel 

Intro.:   1.  Bryant's  Favorite.     2.  Birds  in  the 
Tree. 

Medley  Jigs — Acoordion  Solo,  Joe  Linder  at  the 

piano   John  J.  Kimmel 

Intro. :  Rakes  of  Kildare  and  Devlin's  Favorite 
POPULAR  HITS 
Venetian  Moon,  Lewis  James  and  Chas.  Harrison 

My  Isle  of  Golden  Dreams  Chas.  Harrison 

DANCE  RECO'RDS 
The  Love  Nest — Medley  Fox-trot, 

Art  Hickman's  Orchestra 
Intro.;  Mary  from  "Mary." 
Song  of  the  Orient — Fox-trot, 

Art  Hickman's  Orchestra 
Chili  Bean — Song  Fo-x-trot, 

Paul  Biese  Trio  and  Frank  Crumit 
Bells   of   Monterey — Fox-trot.  Saxophone, 

banjo  and  piano  Paul  Biese  Trio 

Ding  Toes — Fox-trot.  Piano  duet,  Banta  and  Akst 

Intro.:  "Cuddle  Up." 
Typhoon^ — Fox-trot.     Piano   duet,  Orch.  accomp. 

Banta  and  Akst 
THE  MID-MONTH  RECORDS 
Left  All  Alone  Again  Blues  (from  "The  Night 

Boat")  Marion  Harris,   Comedienne  10 

Everybody  But  Me. .Marion  Harris,  Comedienne  10 
The  St.  Louis  Blues. 

Marion  Harris,  Comedienne  10 

Homesickness  Blues. 

Marion  Harris,  Comedienne  10 

In  Sweet  September  Al  Jolson,  Comedian  10 

Early  in  the  Morning  (Down  on  the  Farm). 

Frank  Crumit 
Marion  (You'll  Soon  Be  Marryin'  Me) 

Frank  Crumit 

Pretty  Kitty  Kelly  Charles  Harrison 

DANCE  RECORDS 

Somehow — Fox-trot  Ted   Lewis  Jazz  Band 

I   Know   Why — Medley   Fox-trot.     Intro. :  My 

Ciuban  Dreams  Morrison's  Jazz  Orchestra 

Dance-O-Mania — Fox-trot  The  Happy  Six 

Slow  and   Easy — Fox-trot.     Intro.:     I'm  Sorry 

I  Ain't  Got  It  You  Could  Have  It  If  I  Had  It 

Blues....'  Louisiana  Five  Jazz  Orchestra 

Tripoli — Medley  Waltz.    Intro.:    Let  the  Rest  of 

the  World  Go  By  Prince's  Orchestra 

Romance — Waltz.    Intro.:    There'll  Come  a  Day. 

Prince's  Orchestra 


VICTOR  TALKING  MACHINE  CO. 


18679 
18680 

18681 
18682 

45179 
18683 
18684 


64893 
64876 
87312 


12 


10 


10 


10 


10 


10 


POPULAR  SONGS'  AND  DANCE  RECORDS 

Pretty  Kitty  Kelly  Charles  Harrison 

Drifting   Peerless  Quartet 

Slow  and  Easy  Esther  Walker 

What-cha  Gonna  Do  When  There  Ain't  No  Jazz, 

Esther  Walker 

So  Long  Oo-Long — Fox-trot, 

Van  Eps  Quartet 

Lovely  Summertime — Waltz, 

Joseph  C.  Smith's  Orchestra 

Hold  Me — Medley  Fox-trot  Palace  Trio 

Wond'ring — Fox-trot.  .  Selvin's  Novelty  Orchestra 
VOCAL  AND  INSTRUMENTAL  RECO'RDS 

Pickaninny   Sleep-Song  Lucy  Isabelle  Marsh 

Damon    (Bekehrte)  Lucy  Isabelle  Marsh 

Comrades  of  the  Legion — March . . .  Sousa's  Band 
Who's  Who  in  Navy  Blue — March . .Sousa's  Band 
Whirlwind    (Tourbillon)    (Krantz) — Flute  Solo, 

Arthur  Brooke 

Hungarian  Fantasie  (Andante  e  Rondo)  .(Weber, 

Op.  35) — Bassoon  Solo  William  Gruner 

RED  SEAL  RECORDS 
Frances  Alda,  Soprano  ■' 
I'd  Build  a  World  in  "The  Heart  of  a  Rose," 

David-NichoUs 
Gabriella  Besanzoni,  Contralto — In  Italian 
La   Gioconda — Voce   di   donna    (Angelic  Voice), 

Ponchielli 
Enrico  Caruso,  Tenor — In  Italian 
L'Addio  a  Napoli   (Farewell  to  Naples), 

T.  Cottrau 


10 
10 
10 

10 

10 

10 
10 
10 


10 
10 
10 
10 

10 

10 


10 


10 


10 


64894 
74639 
64892 

64769 
64895 

64896 
64902 

74630 

74632 


29058 
29059 

4060 
4061 

4062 
4063 
4064 
4065 

4066 

4067 

4068 
4069 

4070 

4071 

4072 
4073 

4074 

4075 

4076 

4077 

4078 

4079 

4080 

9246 
9247 


55008 

30101 
30105 
14081 


14082 


14083 


14084 


14085 


14086 


14087 


14088 


MiscHA  Elman,  Violinist 
(Piano  accompaniment  by  Josef  Bonime) 

The  Dew  Is  Sparkling  Rubinstein-Elman 

Amelita  Galli-Curci,  Soprano — In  French 

Villanelle  (The  Swallows)  Eva  dell'  Acqua 

Orville  Harrold,  Tenor 
Values  (Another  Hour  With  Thee), 

Rittenhouse-Vanderpool 
Jascha  Heifetz,  Violinist 
(Piano  accompaniment  by  Andre  Benoist) 

Meditation   Alexandre  Glazounow 

Edward  Johnson,  Tenor 
Land  of  the  Long  Ago, 

Charles  Knight-Lillian  Ray 
Hans  Kindler,  Violoncellist 

Orientale  (from  "Kaleidoscope")  Cesar  Cui 

Fritz  Kreisler,  Violinist 
Who  Can  Tell  (from  the  operetta  "Apple  Blos- 
soms")  Kreisler 

Sergei  Rachmaninoff,  Pianist 
Troika  en  Traineaux  (In  a  Three-Horse  Sleigh), 

Tschaikowsky 
Renato  Zanelli,  Baritone — In  Italian 
La  Traviata — A  tanto  amor   (Thou  Flow'r  Be- 
loved)  Donizetti 


10 
12 

10 

10 

10 
10 

10 

12 

12 


EDISON  AMBEROL  RECORDS 

ROYAL  PURPLE  RECORDS 
Valse   Sentimentale   (Schubert-Franko).  Violin, 

Albert  Spalding 
Urna  fatale  del  mio  destino   (Fatal  Urn  of  My 
Destiny — La  Forza  del  Destino  (Verdi).  Bari- 
tone, in  Italian  Mario  Laurenti 

REGULAR  LIST 
Ages  and  Ages   (Kendis-Brockman).  Tenor, 

George  Wilton  Ballard 
I'll  Always  Keep  a  Corner  in  My  Heart  for 
Tennessee  (Donaldson).  Tenor, 

Reese  Jones  and  Male  Chorus 
That    Naughty    Waltz    (Levy).      Contralto  and 

baritone  .,Helen  Clark  and  Joseph  Phillips 

Moon   Shines'  On   the  Moonshine  (Bo-wers). 

Negro  duet  Al  Bernard  and  Ernest  Hare 

Who'll  Take  the  Place  of  Mary?  (Dubin-Gaskill- 

Mayo).    Tenor   Talbot  O'Farrell 

Marion  (You'll  Soon  Be  Marryin'  Me)  (Ingham- 
Mc(ionnell).    Soprano  and  tenor, 

Rachael  Grant  and  Billy  Murray 
My  Sahara  Rose  Medley — Fox-trot  (Qarke-Don- 
aldson).     Two  saxophones  and  two  pianos  for 

dancing   Wiedoeft-Wadsworth  Quartet 

At   the  Moving  Picture   Ball  (Santly), 

Maurice  Burkhart 

Manila  Waltz  (Chofre),  United' States  Marine  Band 
Beautiful  Hawaii  Waltz  (M.  Earl), 

Waikiki  Hawaiian  Orchestra 
I'd  Love  to  Fall  Asleep  and"  Wake  Up  in  My 

Mammy's  Arms  (Albert).  Tenor.  ..  .Reese  Jones 
My  Lovin'  Sing  Song  Man  (Bernard), 

Al  Bernard  and  Frank  M.  Kamplain 
I'll  See  You  in  C-U-B-A  (Berlin),  Fred  Hillebrand 
One    Loving   Caress    (WIenrich).     Soprano  and 

contralto.  .  .Gladys  Rice  and  Marion  Evelyn  Cox 
Ching-a-Ling's  Jazz  Bazaar  (Bridges), 

Mack  and  Miller 
Karzan — Fox-trot  (Dulmage).    For  dancing, 

Green  Bros.  Novelty  Orchestra 
Haley's  Fancy — Medley  of  Irish  Jigs.  Accordion, 

John  J.  Kimmel 
Uncle  Josh  and  the  Sailor  (C.  Stewart).    A  rural 

story   Cal  Stewart 

Sunshine   and   Cloud    (Glover).     Contralto  and 

baritone   Helen  Clark  and  Joseph  Phillips 

Oriental  Stars — ^One-step   (Monaco).     For  danc- 
ing  Green  Bros.  Novelty  Orchestra 

Come  Into  the  Garden,  Maud   (Balfe).  Tenor, 

Hardy  Williamson 
NORWEGIAN  RECORDS 
Aa  kjore  Vatten  aa  kjore  Ve  (Come  Haul  the 
Water  and  Haul  the  Wood) ;  and  Kjaerringa 
med  Staven  (Here  Comes  Sally  On  Crutches). 

Tenor  Carsten  Woll 

Gamble  Norge   (Song  of  Norway)  (Nilsson). 

Tenor   Orsten  Woll 


AEOLIAN  CO. 

OPERATIC  SELECTIONS 

Carmen-Habanera  (Love  is  like  a  Wood  Bird), 
in  French   (Bizet).     Contralto,  Vocalion  orch. 

accomp  Mme.  Marguerite  D'Alvarez 

STANDARD  SELECTIONS 

Eili,  Eili  (Hebrew  Traditional).  Soprano.  Vo- 
calion orch.  accomp  Rosa  Raisa 

Pecche?  (Why?)  in  Italian  (deFlavis-Pennino)_. 
Tenor.    Vocalion  orch.  accomp. ...  Giulio  Crimi 

Gwine  to  Run  All  Night  (Foster).  Tenor.  Vo- 
calion orch.   accomp  Reed  Miller 

Plantation  Songs,  Medley.  1,  In  the  Morning 
By  the  Bright  Light;  2,  My  Old  Kentucky 
Home;  3,  I'se  Gwine  Back  to  Dixie;  4,  Old 

Black  Joe  Aeolian  Male  Quartet 

BAND  SELECTIONS 

Commander  in  Chief  (Losey). 

Played  by  Aeolian  Military  Band 

March  of  the  Marines  (Brooke). 

Played  by  Aeolian  Military  Band 

POPULAR  SELECTIONS 

Blue  Diamonds  (Caddigan  &  Storey).  Song 
Fox-trot,  orch.  accomp  Henry  Burr 

I  Know  'Why  (Morgan).  Ballad  Fox-trot.  orch. 
acoomip  Burr  and  Meyers 

Don't  Take  Away  Those  Blues  (McKiernan- 
Spencer).     Orch.  accomp  Ernest  Hare 

Le  Wanna   (Bernard).     Orch.  accomp. 

Ernest  Hare 

If  There's  a  Lover's  Lane  in  Heaven  (Fisher). 

Orch.  accomp  Reed  Miller 

My  Dixie  Rosary  (F.  Hanley).    Orch.  acoomp. 

Sterling  Trio 
Chili  Bean  (Von  Tilzer).    Orch.  accomp. 

Billy  Murray 

The  Simple  Simon  Party  (Montgomery).  O'rch. 

accomp   Billy  Murray 

Mammy's  Good-night  Lullaby  (Harry  von  Til- 
zer).   Orch.  acoomp  Peerless  Quartet 

Swanee  (Caesar-Gershwin).    Orch.  acoomp. 

Peerless  Quartet 
INSTRUMENTAL  SELECTIONS 
Saxema    (Wiedoeft).  Saxophone. 

Rudy  Wiedoeft 


12 

10 
10 

10 

10 

10 
10 

10 
10 
10 
10 
10 
10 
10 
10 
10 
10 

10 


Valse   Erica   (Wiedoeft).  Saxophone, 

Rudy  Wiedoett 
DANCE  SELECTIONS 

14089  Louisiana   (Wallace  &  Freed)  Waltz 

Played  by  Harry  A.  Yerkes'  Dance  Oichestra 
Jean    (Brooks-Kalmar-Ruby) .     Fox-trot.  Intro.: 
So  Long  Oolong.  ^         ^    ,  ^ 

Played  by  Harry  A.  Yerkes'  Dance  Orchestra 

14090  Dreaming  Blues  (Edythe  Baker).  Fox-trot. 

Played  by  Thomas'  Saxophone  Sextette 

Syncopated  Vamp  (Irving  Berlin).  Fox-trot 
Played  by  Thomas'  Saxophone  Sextette 

14091  The  Moan  (J.  L.  Shearer).    Fox-t™*-  ,  ^ 

Played  by   Wiedoeft-Wadsworth  Quartet 

Just  Like  a  Gypsy  (Simons  &  Bayes).  Fox-trot. 
Intro.:    Rose  of  Bagdad.  ,    ^      ,  ^ 

Played  by  Wiedoeft-Wadsworth  Quartet 


10 


10 


10 

10 


10 
10 


10 


PATHE  FRERES  PHONOGRAPH  CO. 


POPULAR  SUPPLEMENT  No.  36 
POPULAR  VOCAL 
I'm  In  Heaven  When  I'm  In  My  Mother  s  Arms 
( Johnson-Hess-Ager) .    Tenor . ...  .Lewis  J ames 
You're    the    Only    Girl    that    Made    Me  Cry 
(Fisher).    Tenor  and  baritone  duet, 
U  isner;.  Charles  Hart  and  Elliott  Shaw 

Chili  Bean  (Browix-Voti  Tilzer).    Tenor,  ^^^^^^ 

When  I  Was  the  Village  Jim  Dandy  Mirandy 

(Lewis-Young)  Peerless  Male  Quartet 

Pretty  Kitty  Kelly  (Pease-Nelson) 

'  Patricola,  Comedienne 

Since  Mariella  Learned  the  Dardanella  (Jerome- 

Von   Tilzer)  P=''"=°H',^  '^°.'?f'^'u""v, 

The    Love    Nest     (from    "Mary")  (Harbach- 

Hirsch).     Tenor   .......  .Sam  Ash 

Tell  Me  Little  Gypsy  (f rom  '  Ziegfeld  Fo  lies  of 
1920")   (Berlin).    Baritone.  ..... -Elliott  Shaw 

Ding-A-Ring-A-Ring  (Wilson-Bide-Sclnister)  bo- 

pfano,  with  Piano  accomp  Aileen  Stanley 

I'm  a  Jazz  Vampire  (Swanstrom-Morgan).  So- 
prano, with  Piano  accomp   Aileen  Stanley 

I  ittle  Town  in  the  Ould  County  Down  (Pascoe- 
Carlo-Sanders).    Tenor.     .....  •  •  •n<="7„l^urr 

Sweet  Little  Mary  Ann  (Kilgour-Howard-Kmg) . 
Tenor  and  Baritone,  duet, 

Heni-y  Burr  and  John  Meyer 
Marimba  (Johnson-Hess-Black).    Teno^,^^^^  ^^^^^ 

My  Dixie  Rosary  (Tracey-Goodwin-I^anley) , 

Sterling  Male  irio 
Don't  Take  Away  Those  Blues  (MeKiernan-Spen- 

cer).     Baritone   .     ..Ernest  Hare 

Mammy's  Good-Night  Lullaby  (Jerome-Von  iil- 
zer).    Tenor  and  Baritone  duet, 

Lewis  James  and  Elliott  Shaw 
Hawaiian 

Honolulu  Bay  (Ferera).    Hawaiian  gu'tars, 

Ferera  and  l^rancliini 
Mahaina  Malamalama    (Old  Hawaiian  Melody). 

Hawaiian  guitars  Ferera  and  Franchim 

Dance 

Grieving  for  You  (Gibson-Gold-Ribaud).  Fo.x- 
trot    (Joe  Gibson,  Dir.)  ^    ,  ^ 

White  Way  Novelty  Orchestra 
Down    Sicily   Way    (Johnson-Cirina).  Fox-trot, 
(Joe  Gibson,  Dir^^.^^  ^^^^^^^  Q^rchestra 

Tust  Like  the  House  that  Jack  Built  Medley 
•"  Foxtrot.     Intro.:    "Cindy,"   from  "Cinderella 
on   Broadway"    (Grant-Atteridge) , 

Delia  Robbia  Orchestra  (Max  Fells,  Dir.) 
That  Dreamy  Oriental  Melody  (Bennett).  One- 
step.-.Della  Robbia  Orchestra  (Ma.x  Fells   Du  ) 
Scandal  Walk  (from  "Scandals  of  1920")  (Gersh- 
win).    Fox-trot.    (Saxophone,  banjo^  xylophone 

Tnd  piano)  Van  Eps  Quartet 

Vanitv  (Schanes).    Waltz,  .      ,      „    ,  ^ 

^Duane  Sawyer  and  His  Novelty  Orchestra 
The  Love  Nest  (from  "Mary")   (Hirsch)  I-ox- 

trot   Joseph  Samuels'  Music  Masters 

My  Little  Bimbo  on  the  Bamboo  Isle.  Medley 
One-step.  Intro.:  "I  Love  the  Land  of  Old 
Black  Toe"   (Donaldson),  .  . 

BiacK  joc     V    j^^^pj^  Samuels'  Music  Masters 

The  Moan  (Shearer).  Fox-trot 

Synco  Jazz  iSana 

Blacksmith  Rag  (Smith).  Fox-trot, 

Synco  lazz  Bana 
REGULAR  SEPTEMBER  PATHE  LIST 
Comin'  Thru  the  Rye  (Hopekirk).  |^^P';^2°(j^,i 

Santa   Lucia    (Daylight   is   Waning)  (Gaetano 

Braga)  in  Italian.    Tenor  ■•■■Tito  Schipa 

The  Low  Back'd  Car  (Lover).    Tenor,^^^  ^^^^ 

The  Harp  That  Once  Thru  Tara's  HalMMooreV 

gospel' HYMISt  AND  SAC;RED  SOLO 
Stand  Up  For  Jesus  (Webb).  Tenor,  with  chimes 

and  organ  ^ ' '  \- ' " 'Ti^^l'^  ^ 

Flee  as  a  Bird   (Dana-Rx>ot).  Barito^n^e,^^^ 

NEW  BAND  AND  ORCHESTRA  RECORDS 
Through  the  Woods  (Laigre).  Descriptive 

Garde  Republicaine  Band  of  France 
Amina  (Lincke).    Egyptian  serenade 

Garde  Republicaine  Band  of  France 
Iris  (Friml).  Intermezzo, 

ins  (rrn    ;            National  Symphony  Orchestra 
At  Dawning  (I  Love  You)  (Eberhart-Cadman) 
Transcription.  . .  -National  Symphony  Orch^ 
NEW  INSTRUMENTAL  RECORDS 
Underneath  the  Moon  (Branen-Plunkett).  Saxo- 
phone solo  V•-V■•;5'f^^  ^c^^n 

Some  of  the  Time  I'm  Lonely  (Hatch).  Saxo- 
phone solo  

Cavalleria  Rusticana  (Mascagm) .  ' Intermezzo-. 
(Violin,  harp,  organ)  ... Pathe  Symphonic  Ino 

^'-^^)!^:^^"";-::^!s  sjiXn^c  f  rTo 

EMPIRE  TALKING  MACHINE  CO. 

SIXTH  RELEASE 
PO'PULAR  SONG  HITS 
6001  Tell      Me      Pretty      Maiden.      Sextette  from 

"Florodora"  Empire  Light  Opera  Co. 

Marion  (You'll  Soon  Be  Marryin'  Me)- 
Orch.  accomp  Crescent  Trio 

•  {Continued  on  page,  228) 


22403 

22404 
22405 
22406 
22407 
22408 

22409 
22410 

22398 
22411 

40205 

22399 
22412 

20461 

54048 
54049 
25043 

22350 

22351 
22352 

22373 
22369 


228 


THE    TALKING    MACHINE  WORLD 


August  15,  1920 


Victor  Service  That  Helps 

pROM  THE  HUB  OF  NEW  ENGLAND  to  every  down  East 
^  city  and  town  Ditson  Victor  Service  moves  smoothly  and  regularly. 
It  forms  a  connecting  link  from  the  Victor  factory  that  is  complete 
and  direct.  It  follows  the  machines  and  records  through  the  dealer's 
store  and  into  the  home  of  the  customer  with  an  interest  and  help- 
fulness that  is  practical. 

The  house  of  Ditson  does  not  hoard  its  experience,  but  passes  it 
on  for  the  benefit  of  its  clientele.    This  is  a  fact  worth  remembering. 

Right  Service  is  Highly  Important  Just  Now 


Oliver  Ditson  Company 


Chas.  H.  Ditson  &  Company 


BOSTON 


NEW  YORK 


ADVANCE  RECORD  BULLETINS  FOR  SEPTEMBER— (Continued  from  page  227) 


6002 

mn 
ooou 

4004 
4005 

r*04 
mm 


20014 
20015 

20016 
20017 

20018 
33062 

33064 

;W31 


Bless  My  Swanee  River  Home. 
Floating  Down  to  Cotton  Town. 
Oh!  By  Jingo.  Tenor  solo, 
Profiteering  Blues. 


Who'll   Take  the   Place  of   Mary?    Tenor  solo, 

orch    accomp  Charles  Hart 

Hiawatha's  Melody  of  Love.     Male  duet,  orch. 

accomp  Charles  Hart  and  Elliott  Shaw 

In   the   Shade  of   the    Sheltering   Palm.  From 

"Florodora"   Elliott  Shaw 

My    Isle    of    Golden    Dreams.     Orch.  accomp.. 

Sterling  Trio 
Orch.  accomp.. 

Peerless  Quartet 
Orch.  accomp.. 

Shannon  Four 
orch.  accomp., 

Billy  Murray 
Tenor  solo,  orch.  accomp., 

Billy  Murray 
Just  Like  the  Rose.  Orch.  accomp.  ...  Sterling  Trio 
Venetian    Moon.      Tenor    solo,    orch.  accomp.. 

Henry  Burr 

SACRED  SELECTIONS 
He    Leadeth    Me.      Male    Duet,    orch.  accomp.. 

Reed  Miller  and  Royal  Dadmun 
1   Xeed  Thee  Every   Hour.     Male  Duet,  orch. 

accomp  Reed  Miller  and  Roval  Dadmun 

CONCERT  SELECTIONS 
Souvenir.    Violin  solo,  piano  accomp.  .Vera  Barstow 
Bird    Voices.      Whistling    solo,    orch.  accomp., 

Sibyl  Sanderson  Fagan 
Sweet    Genevieve.      Violin,    cello    and  piano, 

Taylor  Trio 

Valse  Erica.  Saxophone  solo  Rudy  Wiedoeft 

DANCE  SELECTIONS 

La   \'eeda.     Fo.x-trot  Empire  Jazz  Orchestra 

Oh   My   Lady    (Listen   to  Mv   Serenade).  One- 
step  Billy    Murray's    Melody  Men 

Railroad    Blues.   Fox-trot.  ...  Empire   Jazz  Orchestra 

Whose    Baby   -Vre   You?  One-step, 

Billy  Murray's  Melody  Men 

Beautiful  Ohio.     Waltz. ...  Rector's  Dance  Orchestra 

I'm  Forever  Blowing  Bubbles.    Waltz.  Choruses 
Sung   Empire    Jazz  Band 


PARAMOUNT  RECORDS 


Blues  (My  Naughty  Sweetie  Gives  to  Me).  Fox- 
trot  Whiteway  Jazz  Band 

Tiger  Rag.     One-step  Whiteway  jazz  Band 

I've  Got  the  Blues  for  My  Old  Kentucky  Home. 
Comedy  with  Orch  Flo  Bert 

I'd  Love  to  Fall  .\sleep  and  Wake  Up  in  My 
Mammy's  .\rms.    Comedy  with  Orch  Flo  Bert 

Venetia.     One-step  Selvin's  Novelty  Orchestra 

In  Sweet  September.  Fox-trot, 

Selvin's  Novelty  Orchestra 

Romance.    Waltz  Newport  Society  Orchestra 

Young  Man's  Fancy.     Music  Box  Novelty  from 
"What's  in  a  Name."  Fox-trot, 

Newport  Society  Orchestra 

The  Moon  Shines  on  the  Moonshine.    Solo  with 
Orch  Arthur  Collins 

Tired  of  Me.     Solo  with  Orch  Sam  Ash 

Tenth  Regimental  March.    Military  Band, 

Lieut.  Ridgeley's  69th  Reg.  Band 

National  Emblem  March.     Military  Band. 

Lieut.  Ridgeley's  69th  Reg.  Band 

Silver  Tlireads  .Among  the  Gold.     Violin,  saxo- 
phone and  piano  Old  Homestead  Trio 

When  Vou  and  I  Were  Young.  Maggie.  Violin, 
saxophone  and   piano  Old  Homestead  Trio 

Bfauliful  Isle  of  Somewhere.    Vocal. ..  Ernest  Davis 

Open  the  flates  of  the  Temple.    Vocal. .  Ernest  Davis 


OKEH  RECORDS 


ELEVENTH  RELEASE 
41  IS  In  Sweet  ScptemUcr  (Monaco).  Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boys 
My  Sahara  Rose   (Clarke-Donaldson).  Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 

4119  Kose  of  Spain  (Brown-Fazioli-Miller).  Fox-trot, 

liay  Miller's  Black  and  White  Melody  Boys 
Kismet    (llenlerc).  Fox-trot, 

Green  Brothers'  Novelty  Band 

4120  Tell  Me  Pretty  Maiden  (From  Musical  Comedy, 

"Florodora")    (.Stuart).  Fox-trot, 

Kega  Dance  Orchestra 

Polly  (Richmond).  One-sttn, 

loseph  Kuechl's  VValdorf-.\storia  Dance  Orchestra 

4121  Le  'Wanna  (Bernard).     Fox  trot 

Green  Brother.s'  Novelty  Band 


4146 


412S 


4129 


4130 


4131 


413i 


4140 


4122 


4123 


4124 


4125 


4126 


4127 


Jean   (Brooks).  Fox-trot, 

Harry  Raderman's  Jazz  Orchestra 
The  Love  Nest  (Introducing  Chorus  of  "Mary") 

(From   Musical   Comedy  ''Mary")    (Louis  A. 

Hirsch).     Fox-trot  Lanin's  Roseland  Orchestra 

Enticing    (Seduisante)    (Morris  Benavente). 

Waltz. 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orchestra 
Whistle   a    Song    (From    the   Musical  Romance 
"Chin  Toy")    (Z.  Myers-Joe  E.  Howard-I.  B. 

Kornblum).     Tenor,  with  Orch  Billy  Murray 

There's  a  Typical  Tipperary  CH'er  Here  (Alex. 
Gerber-Abner  Silver).    Vocal,  with  Orch.. 

American  Quartette 
When  a  Peach  in  Georgia  Weds  a  Rose  from 
Alabam    (Clyde   Hager-W.    (ioodwin).  Tenor 

duet,   with   Orch  .'  Hart-James 

I  Love  the  Land  of  Old  Black  Joe  (Grant  Clark- 
Walter  Donaldson).    Vocal,  with  Orch., 

American  Quartette 
Oh   How   I   Love   You  B.  Sterling-Henry- 

Lewis-Dave  Dreyer).    "Tenor,  with  Orch., 

Fred  Whitehouse 
Tiddle  Dee  Winks  (At  All  the  Men)  (Garfield 
Kilgour-Lou   Handman) .     Tenor,   with  Orch,, 

Billy  Murray 
Cnderneath  the  Southern  Skies   (A.  E.  Behim- 
H.  Ruby-iL  K.  Jerome).     Tenor,  with  Orch., 

Lewis  James 
Hiawatha's  Melody  of  Love  (Alfred  Bryan-Artie 
Mehlinger-(j€o.    W.    Meyer).  Tenor-baritone 

duet,  with  Orch  Hart-Shaw 

The  Moon  Shines  on  the  Moonshine  (Francis 
DeWitt-R.  H.  Bowers).    Baritone,  with  Orch., 

Arthur  Ojllins 
Way  Down  Barcelona  Way  (That  Diddle  E-Um- 
IXe-Dum)    (Fred   Fisher-Harry  Jentes).  Bari- 
tone-tenor duet,  with   Orch  (Tollins-Harlan 

In  the  Valley  of  Sunshine  and   Roses    (F.  W. 

Hager).    Tenor,  with  Orch  Henry  Burr 

Silver  Threads  Among  the  Gold  (Eben  E.  Rex- 
ford-H.  P.  Danks).    Vocal,  with  Orch., 

Crescent  Trio 
Marriage   Blues   (Julius   Berkin-Joseph  Samuels- 
Herman  Berkin).  Fox-trot, 

Joseph  Samuels'  Jazz  Band 
Hunkatin   (Sol.  P.  Levy).  One-step, 

Green  Brothers'  Novelty  Band 
The  Crocodile  (Otto  Motzan-Harry  .Akst).  Fo.x- 
trot, 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orchestra 

Huilo,  Home  (Intro.:  "My  Indispensable  Girl") 
(From  Musical  Comedy  "Buddies")  (B.  C. 
Hilliam).    Medley  One-step  -\11  Star  Trio 

Do  .\noiher  Break  (George  H.  Green).  Fox- 
trot  Green  Brothers'  Novelty  Band 

Slim  Trombone  (Henry  Fillmore).  One-step, 

Joseph  Samuels'  Jazz  Band 

Railroad  Blues  (C.  Luckeyth  Roberts).  One- 
step  Harry  Raderman's  Jazz  Orchestra 

In  Old  Madeira  (.\lma  Sanders- Monte  Carlo). 
Fox-trot, 

Conway's  Band  (Capt.  Pat  Conway.  Conductor) 

Sunny  Southern  Smiles  (L.  Wolfe  Gilbert-Darl 
MacBoyle-Joseph  Cooper).    Vocal,  with  Orch., 

Crescent  Trio 

Hawaiian  Twilight  (Ray  Sherwood-C^rl  D.  Van- 
dersloot).  Tenor,  Accomp.  by  Hawaiian 
Guitars   Lewis  James 

I'd  Love  to  Fall  .Asleep  and  Wake  Up  in  My 
Mammy's  .■\rms  (S.  M.  I^w-is-.Toe  Young-Fred 
E.  .Ahlert).     Vocal,  with  Orch .. Peerless  Quartette 

Tripoli  (On  the  Shores  of  Tripoli)  (P.  Cunning- 
ham-.\l.  Dubin-Irving  Weill).  Contralto-bari- 
tone duet,  with  Orch... Helen  Clark-Joseph  Phillips 


OPERAPHONE  CO.,  INC. 

POPULAR  VOCAL 

21176  I'm  the  Good  Man  That  Was  So  Hard  to  Find 

(Grcen-Piantadosi).     Baritone,  Orch.  accomp.. 

Ernest  Hare 

C'.iili   Bean    (Brown  Von  Tilzer).     Tenor,  Orch. 
accomp  Billy  Murray 

21177  .\gcs  and  .Ages  (Kendis-Brockman).    Tenor  duet. 

Orch.  accomp  Lewis  James  and  Charles  Hart 

I'll  Be  With  You  in  .Apple  Blossom  Time  ( Flee- 
son-Von  Tilzer).     Tenor,  Orch.  accomp., 

Billy  Jones 

2117,'!  I'd  Like  to  Take  Vou  Away  (Smith-Riesenfeld) 
from  "Bctlv  Be  Good."     Contralto  anil  tenor 


duet,  Orch.  accomp., 

Helen  Burke  and  Charles  Knapp 
I'm    In    Heaven    When    I'm    In    My  Mother's 
-Arms  ( Johnson- Hess-Ager).    Tenor.  .  .Lewis  James 
21179  Little  Town  in  the  Ould  County  Down  (Pascoe- 
Carlo-Sanders) .     Tenor,    Orch.  accomp., 

Henry  Burr 

That   Old   Irish   Mother  of   Mine  (Jerome-Von 

Tilzer).    C>rch.  accomp  Sterling  Trio 

21  ISO  Gee,  I  Wish  I  Had  Some  One  to  Rock  Me  in 
the    Cradle    of    Love    (Sissle-Blake).  Tenor, 

Orch.  accomp  Douglas  Scott 

When  a  Peach  in  Georgia  Weds  a   Rose  from 
--Vlabam'   (Hager-Goodwin).    Orch.  accomp.. 

Peerless  Ouartet 

DANCE 

31154  Kismet  (Henlere).  Fox-trot.  .Nonpareil  Novelty  Band 
Dancing  Honeymoon  (Janssen).  Fox-trot, 

Nonpareil  Novelty  Band 

31155  Sunbeams  (Hussar).  Fox-trot. 

Sam  Rosner's  Dance  Orchestra 
.Abandonado   (Posadas).  Waltz, 

Sam  Rosner's  Dance  Orchestra 

31156  Korinthia    (Kneight).  One-step, 

Sam  Rosner's  Dance  Orchestra 
Gems  (Broaker).  Fox-trot. 

Jones's  Novelty  Dance  Orchestra 

31157  I'm   Going  Up  to  Mars   (Willy   White).  One- 

step   Sam  Rosner's  Dance  Orchestra 

I   Love  to   Fox-trot,   from  "Honey   Girl"  (Von 

Tilzer).     Fox-trot  Dance  Orchestra 

INSTRUMENTAL 
51138  Drifting  (Lamb-Polla).  Waltz. 

Hawaiian  Instrumental  Duet 
-Angel's  Serenade   (Braga).     A'iolin,  flute,  piano. 

Mozart  Concert  Trio 
STANDARD  A'OCALS 
4U12  -\nnie    Laurie    (.Arr.    by    Lehmann).  Baritone, 

Orch.  accomp  .Andrew  MacGregor 

Loch     Lomond     (Lawson).       Baritone,  Orch. 

accomp  -Andrew  Mac(^regor 

S.ACRED 

71108  The    Lord    Is   My    Light    (-AUitsen).  Baritone, 

Orch.  accomp  Victor  Churchill 

Jerusalem    (Parker-Nella).     Baritone,  Orch. 

accomp  Victor  Churchill 


GENNETT  LATERAL  RECORDS 


9045  Old  Man  .Tazz  (Gene  Ouaw).    Novelty  Fox-trot, 

Saxi  Holtswx)rth  Harmony  Hounds 
Why  Cry   Blues    (Durante   and   Baquet).  Fox- 
trot  Timmv  Durante's  Jazz  Band 

9053  I'd  Love  to  Fall  .Asleep"  (.And  Wake  Up  in  My 
Mammy's  .Arms)    ( .Ahlert-Lewis- Young).  On- 

tralto.  Orch.  accomp  Flo  Bert 

I've    Got    the    Blues    for    My    Kentucky  Home 
(Clarence  (laskill).     Contralto.  Orch.  accomp., 

Flo  Bert 

Pretty  Little  Cinderella  (Franklyn  and  A'incenl). 
Tenor  and   contralto  tluet.  Orch.  acoomp.. 

Ballard  and  Terall 
Pretty  Kitty  Kelly  (Pease  and  Nelson).  Tenor, 

Orch.  acoomp  Robert  Hudson 

Hawaii  Waltz.    Hawaiian  guitars, 

Ferera  and  Franchini 
Hawaiian  Hula  Medley.     Introducing   (1)  Mou- 
analua,  (2)  Maunawili.  (3)  Meleana.  Hawaiian 

Guitars  Ferera  and  Franchini 

9056  Silver  Moon   ((Tharles  Ernest).     Yodling.  Orch. 

accomp  Frank  Kamplain 

Emmet's     Cuckoo     Song     (Emmet).  A'odling, 
Orch.  accomp  Frank  Kamplain 


9054 


905: 


EMERSON  PHONOGRAPH  CO. 

LATEST  SONG  HITS 
111210  I'm  in  Heaven  When  I'm  in  My  Mother's  .Arms 
(I  Don't  Have  to  Die  to  Go  to  Heaven).  Tenor 

solo.   Orch    accomp  Irving  Kaufman 

Drifting.      Icnor  and   Baritone   duet,   Orch.  ac- 
comp Charles  Hart-Elliott  Shaw 

10212  The  Older  They  Get,  the  Younger  They  Want 

'Env    Character  song,  Orch.  accomp ..  Eddie  Cantor 
Snoops,   the   I.awyer.     Comedy   song,   Orch.  ac- 
comp Eddie  Cantor 

111213  I'll  Be  With  You  in  Apple  Blossom  Time.  Tenor 

solo,   Orch.   accomp  Reed  Miller 

My  Dear  Old  Rose.    Tenor  solo,  orch.  accomp.. 

Reed  Miller 


August  15,  1920 


THE   TALKING   MACHINE  WORLD 


229 


Some  Leading  Jobbers  ol  Talking  Machines  in  America 


STARR  Pbronographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONodRAPH  CO. 


Factory  Distributors 
2.4-6  SOUTH  EIGHTH  ST..  RICHMOND,  VA. 
Write  for  D^ialers'  Proposition" 


RECORD  BULLETINS  FOR  SEPT.,  1920 


(Continue^  from  pag 


e  228) 


10214  For  Ev'ry  Boy  Who's  on  the  Level,  There  s  a 

Girl    Who's    ori    the    Square.     Baritone  solo, 

Orch.   accomp..;  .  I   Arthur  Fields 

Mv  Dixie  Kosarv.    Tenor  solo,  Orch.  accomp., 

'  Irving  Kaufman 

10215  The  Moon   Shiives  on  the   Moonshine.  Comedy 

song-,   Orch.   alccomp  Ernest  Hare 

The    Dardanella'   Blues.      Blues    Novelty  son^r, 

Orch.  accomp,  The  Three  Kauhelds 

L.^TEST  DANCE  HITS 
10211  A    Young   Man's   Fancy    (Music   Box  Number, 
from  musical  production  "What's  in  a  Name").^ 

"  Fox -trot  Van    Eps   Specialty  Four 

Scandals  of  1<J20.    Medley  from  "George  White's 
Scandals  ofi   1920."     Intro.:   "Scandal  Walk' 
and  "Idol  I|ireams."    Fox-trot.  .Van  Eps  Spec.  Four 
10216' In    Sweet    Si-ptember.  Fox-trot, 

'  Plantation  .Tazz  Orchestra 

Red  Fox  Trot.     Fox-trot.  ..  .Wiedoeft's  Palace  Trio 

10217  Stop    It.      dne-step  Green  Bros.'  Novelty  Band 

I'm  a  Jazz  Vlamipire.   Fox-trot  Green  Bros."  Band 

10218  Anytime,  Anjyday,  Anywhere.  Fox-trot, 

I                   "     Plantation  Jazz  Orchestra 
Spanish  Eye/s.    Fox-trot  Wiedoeft's  Palace  Trio 

10219  Bells,  Medley.    Intro.:  "The  Syncoipated  Vamp, 

from    Mu/sical   Production   "Ziegfeld's   Follies  ^ 

of   1920."/     Fox-trot  Merry  Melody  Men 

Spanish  Moon.     Fox-trot,  .    „  ,        ^  . 

Rudy  Wiedoeft  s  Palace  Trio 
STAND/vlJD  &  NOVELTY  SELECTIONS 
Smilin'    'ijiroueh.     Tenor    solo,    Orch.  accomp., 

Walter  Scanlan 
I    Hear    You    iCalling   Me.     Tenor    solo,  Orch. 

accomp  Walter  Scanlan 

Train    Time    at    Pun'kin    Centre.  Humorous 

Sketch  •  Cal    Stewart    &  Co. 

Uncle   Josh  in  the  Cafeteria.  Monologue, 

Cal  Stewart 

Stinday     School     Picnic     at     Pun'kin  Centre. 

Humorous     Sketch  Cal  Stewart  &  Co. 

Possum  Supper  at  the  Darktown  Church.  Humor- 
ous   Sketch   Cal  Stewart  &  Co. 

Holy,  Holy.  Holy.  Male  Quartet.  .Cathedral  Quartet 
Rock'  of  Ages.  Male  Quartet. ...  Cathedral  Quartet 
Puu  o  Huliu.  Hawaiian.  .Toots  Paka  Hawaiian  Co. 
Aloha  Oe.  ■  Medley.  Hawaiian, 

Toots  Paka  Hawaiian  Co. 

Badinage.    (  Intermezzo  Bergh's  Concert  Band 

March  of  the  Toys.  March.  .Bergh's  Concert  Band 
My  Wild  I  rish  Rose.    Tenor  solo,  Orch  accomp., 

Walter  Scanlan 
For    You    Alone.     Tenor    solo,    Orch.  accomp., 

Stassio  Berini 


1097 

10123 

10124 

10221 
10220 

1088 
1098 


bf:unswick  records 


FOURTH  RELEASE 

10014  Rigoletfo   (Verdi) — Questa  o  ciuella, 

Mario  Archer  Chamlee 
10006  Who  Khows  (Dunbar-Ball)  ...  .Mario  Archer  Chamlee 

13007  Bells  elf  St.  Mary's   (Adams)  Theo.  Karle 

Eveninjg   Song    (Blumenthal)  :...Theo.  Karle 

10015  La  Gitana  (Kreisler).  Violin  solo  Max  Rosen 

5008  Sweet;  Hawaiian  Moonlight.  Waltz, 

I  Toots  Paka-Hawaiians 

Hilo,  ,  March   Toots  Paka-Hawaiians 

13008  Salut  '  d' Amour  (Elgar)  Elshuco  Trio 

Serenade    (Widor)   Elshuco  Trio 

2029  Sabr.fe  and  Spurs.    March  (Sousa), 

/  Brunswick  Military  Band 

Vpl  the  Street.    March  (Morse), 

Brunswick  Military  Band 

5009  Sweeter  as  the   Years  Go   By  (Morris), 

/  Criterion  Quartet 

Mi\mories   of   Galilee    ( Palmer) ....  Criterion  Quartet 

5010  Te)il  Me,  Pretty  Maiden   (Stuart),  from  "Floro- 

/dora"   Brunswick  Light  Opera  Company 

S/hade  O'f  the  Palm  (Stuart),  from  "Florodora," 
/  Elliott  Shaw 

S016  Mississippi   Bound  (Williams-Straight) ...  .M  Bernard 
/Henry  Jones  (Bernard).   Comic  Duet, 

Al  Bernard  and  Ernest  Hare 
/  DANCE  RECORDS 

S0]/3  Idle  Dreams  (From  "Scandals  of  1920").  Fox- 

(       trot   Isham  Tones  Rainbo  Orchestra 

i,    Scandal    Walk     (From    "Scandal;*   of  1920"). 

I       Fox-trot   Isham  Jones  Rainbo  Orchestra 

50'.'4  A  Young  Man's  Fancy.    Fox  trot, 

Isham  Jones  Rainbo  Orchestra 
Alice  Blue  Gown  (From  "Irene").  Waltz, 

Isham  Tones  Rainbo  Orchestra 
5015  Dance-O-Mania.  Fox-trot, 

Isham  Jones  Rainbo  Orchestra 
Waiting  for  the  Sun  to  Come  Out.  Fo.x-trot, 

Rainbo  Orchestra 

5011  La  Veeda.     Fox-trot  '.  Rainbo  Orchestra 

So'  Long,   Oo'  Long.    Fox-trot  Rainbo  Orchestra 

5012  Sahara   Rose.    Fox-trot   Rainbo  Orchestra 

Jean.     Fox-trot   Rainbo  Orchestra 

2030  Whose  Baby  Are  You.    One-step  All  Star  Trio 

Someone.    Fox-trot   All  Star  Trio 

203^^- Who  Wants  a  Baby.     Fox-trot  All  Star  Trio 

JRose  of  the  O'rient.     Fox-trot  All  Star  Trio 

2038  Do  ^,\nother  Break.  Fox-trot, 

Green  Bros.  Xylophone  Orcliestra 
If  You  Cvpuld  Care.    Waltz.. Carl  Fenton's  Orchestra 
2630  Bound  iiiNMorocco.  Fox-trot, 

Green  Bros.  Xylophone  Orchestra 
On  Miami  jShore.    Waltz... Carl  Fenton's  Orchestra 

/ 


\ 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  5nou  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET,  WASHINGTON.  D.  C. 
231  N.  HOWARD  STREET.  BALTIMORE,  MD 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Cental  s 
all  over  the  United  States. 

Distributors 

Atlanta,  Oa..  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Grapliophone  Co.,  16 

Soutb  Howard  St. 
Boston.  Columbia  Graphophooe  Co.,  1000  Wasb- 

ington  St. 

Buffalo,  N.  Y.,  Columbia  Graphopbone  Co.,  737 
Main  St. 

Chicago,  111.,  Columbia  Graphopbone  Co.,  325  W. 
Jackson  Blvd. 

Cincinnati,  O.,  Columbia  Graphopbone  Co.,  317- 
321  Kast  8th  Street. 

Cleveland,  C,  Columbia  Graphopbone  Co.,  1812 
East  30th  St. 

Dallas,  Tex.,  Columbia  Graphopbone  Co.,  316 
North  Preston  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1C08  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphopbone  Co.,  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Graphopbone  Co., 

209  W.  Washington  St. 
Kansas  City.  Mo.,  Columbia  Giaphophoue  Co., 

1017  McGee  St. 
L,os  Angeles,  Cal.,  Columbia  Graphopbone  Co., 

809  S.  Los  Angeles  St. 
Minneapolis,  Minn.,  Columbia  Graphopbone  Co., 

18  N.  3rd  St. 
New  Haven,  Conn.,  Columbia  Graphopbone  Co., 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphopbone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphopbone  Co.,  55 

Warren  St. 

Philadelphia,  Pa.,  Columbia  Graphopbone  Co., 

40  N.  6th  St. 
Pittsburgh,  Columbia  Graphopbone  Co.,  632-640 

Duquesne  Way. 
Portland,  Me.,  Columbia  Graphopbone  Co.,  43 

Exchange  St. 
Salt    Lake    City,    Utah,    Columbia    Stores  Co., 

221   South   West  Temply. 
San  Francisco,  Cal.,  Columbia  Graphopbone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphopbone  Co.,  911 

Western  Ave. 
Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 

Post  St. 

St.  Louis,  Mo.,  Columbia  Graphopbone  Co.,  1127 
Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada : 

Columbia    Graphopbone    Co.,   M-56  Walllncton 
St.,  West,  Toronto  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


StandardTalking  ?Jachi/v£  Co 


ITXSBURGJfi 


W.  J.  DYER  &  BRO. 

DYER  B'LD'G,  ST.  PAUL,  MINN. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


_  VICTOR 

Machines,  Records  and  Supplies 


Shipped  Promptly  to  all 
Points  in  the  Northwest 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


Sherman. 


Wlay&Ga 


San  Francisco,  Los  Angeles,  Portland,  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTCXR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 

Distributor!  ot 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


WUIiam  Volkcr  &  CoJ^:r.n?hZVlcT''''' 


DISTRIBUTORS 
Complete  Pathephone  and  Patiie  Record  Stocks. 
The  best  proposition  for  the  progressive  dealer. 


Wholesale  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

85  Essex  Street,  Boston 

VICTOR  DISTRIBUTORS 


230 


THE   TALKING   MACHINE  WORLD 


August  15,  1920 


INDEX  TO  ADVERTISERS 


OP. -.v.  .TA-.C-F  ^ 

1/  •  >1  ■" 

K- ,  .Y 


A 

Acme  Die  Casting  Corp   42 

Acme  Engineering  &  Mfg.  Co   149 

Acme  Mica  Co   64 

Adora  Phono.  Co   216 

Aeolian  Co  164,  165 

Aeolian  Co.,   Chicago.   14S 

Aeolian  Co.,  Cincinnati   186 

Aeolian  Co.,  San  Francisco   116 

Alto   Mfg.   Co   143 

Altschul,    Frederick   P   54 

American  Home   Recorder  Insert  following  page  66 

American  Mica   Works    75 

American    Phono.    Co   206 

American  Talking   Machine    Co   99 

American  Walnut   Mfrs.   Assn   '6 

Andrews,  W.  D.  &  C.  N   166 

Armstrong   Furn.    Co   15 

Astoria  Mahogany  Co   42 

B 

B  &  H  Fibre  Co   120 

Badger  Talking  Machine  Co   155 

Bagshaw  Co.,  W.  H   84 

Baker-Smith    Co   179 

Earnhardt  Bros.   &  Spindler  121,  145 

Bayley,  A.   G   81 

Beacon  Phono.  Co  Insert  following  page  34 

Beecroft,    Clement   \  201 

-Pell  Hood  Needle  Co   187 

Blackman  Talking  Machine  Co   58 

Bolway  &  Son.   Frank   35 

Bond's   Graphophone  Shop   43 

Booth  Felt  Co.,  Inc   82 

Botta,   John    131 

Brilliantone  Steel  Needle  Co   33 

British   Polyphon  Co   222 

Brooks  Mfg.   Co   20 

Bruno  &  Son,   Inc.,  C   80 

Brunswick-Balke-Collender  Co. ..Insert  following  page  18 

Bubble  Book  Sales  Corp  52,  53 

Buffalo  T.  M.  Co   104 

■  Bush  &  Lane  Piano  Co   29 

c 

Cabinet  &  Accessories  Sales  Co   118 

Cardinal  Phono.   Co   158 

Carpenter   Paper    Co   210 

Cathedral  Phono.  Corp   119 

Celina  Spec.   Co....   213 

Central  Music  Sales  Co   147 

Charmaphone  Co   169 

Cheney  Talking  Machine  Co   31 

Cherington   Mfg.    Co   149 

Chicago  Talking  Machine  Co   138 

Cirola    Phono.    Co   90 

Clark  Co.,  John  Elliott   117 

Classified  Want  Ads  217,  218,  219 

Cole  &  Dunas  207,  208 

Columbia  Graphophone   Co  12,  13.  18,  27.  30,  32, 

43,  55,  67,  125,  129,  156,  175,  180 

Commonwealth  Phono.  Co   190 

Consolidated  Music   Co   134 

Consolidated  Talking  Machine  Co   147 

Crafts-Starr   Phono.    Co   229 

Cressey  &  Allen   89 

Crosley  Phono.  Co   118 

Curry,   Frank  B   85 

Curtice  Co.,   Ross  P   211 

Curtis-Leger  Fixture  Co   150 

D 

Dalion  Talking  Machine   182 

Delpheon  Co   130 

DeMoll  &  Co.,  O.  J   60 

Ditson  Co.,  Oliver   228 

Doctorow,   D.   R  ,   58 

Dodin,  Andrew  H   226 

Doehler   Die-Casting   Co   81 

Droop  &  Sons  Co.,  E.  F   229 

Drying  Systems.  Inc   153 

Dulcitone   Phonograph   Co   10 

Duo-Tone   Co   44 

D>€r  &  Bro.,  W.  J   229 

E 

Eastern  Talking  Machine  Co  83,  229 

Eclipse  Musical   Co   73 

Edison.  Inc..  Thos  Back  Cover,  22,  122,  184 

Efficiency    Electric    Co   202 

Eight  Famous  Victor  Artists   163 

Einson  Litho.,  Inc   195 

Eject-O-File  Co   177 

Elyca  T.  M.  Co   23 

Emerson  Philadelphia  Co   95 

Emer.son   Phonograph   Co   110 

Emerson  Record  Sales  Co   123 

Empire  Phono.  Parts  Co   185 

Empire  Talking  Machine  Co   93 

Esco  Music  &  Accessories  Co   206 

Everybody's  Talking  Machine  Co   97 

Excel  Cabinet  Co   176 

F 

Favorite  Mfg.  Co   219 

FleKhcr-Wickes  Co   30 

Fox  Pub.  Co.,  Sam   159 

l"v:iiiklin   Phono.  Co   183 

I  iillon  Talking  Machine  Co   214 

G 

I I  lUly-Hairc  Co.,  Inc   11 

•  .(.neral  Phonograph  Corp  , 

Inserts  following  pages  26,  SO,  74,  82 

'Kucral   Phonograph  Mfg.  Co  34,  114 

'■(iicral   Sales  Corp   24 

' '  I  main   Bros.  Co   Ill 

< '  1,  .OH-Snow  Co   37 

(.^mIk-  Decalcomanic  Co   50 

(.l.nn,  \V.  I',..  Distributing  Ct   37 

(Jr.imophone  Co.,   Ltd   220 

Grauby    Phono.    Corp  100.  101.  102,  103 


Grand  Rapids  Brass  Co   132 

Gray  Co.,  Walter  S   173 

Gray  &  Dudley   Co   74 

Gretsch  Mfg.  Co.,  Fred  ,   157 

Grey  Gull  Records   78 

Griffith  Piano  Co   37 

H 

Hallet  &  Davis  Piano  Co   85 

Handv   Mfg.   Co   152 

Harper   &   Bro  52,  53 

Harponola  Co   59 

Herbert  &  Huesgen  Co   82 

Hessig-Ellis  Drug   Co   37 

Hey  wood  Bros.  &  Wakefield  Co   47 

Hiawatha  Phono.   Co   112 

HiUman  &  Son  Phonograph  Co   37 

Horton-Gallo-Creamer  Co. 


87 

Hough,  T.  E.,  Ltd   221- 

Hough,  L.  W  

Howe  &  Co.,  C.  W. 
Hughes,  F.  G. 


85 
131 
201 

Hunt,  J.  D.,  Mfg.  Co   125 


Ilsley,  Doubleday  &  Co   69 

Independent  T.  M.  Co   76 

International    Mica    Co   166 

Iroquois   Sales    Co   156 


Jewel    Phonoparts    Co   152 

Jones-Motrola,   Inc   56 


K 


Kennedy-Green  Co  

Kent  Co.,  F.  C  

Keystone    Minerals  Co  

Kiefer-Stewart  Co  

Kirkman  Engineering  Corp.  . 
Knickerbocker  T.  M.  Co.... 
Kraft,  Bates  &  Spencer,  Inc. 


19 
16 
58 
37 
19 
39 
86 


Lakeside  Supply  Co.,  Inc   153 

Lampagraph  Co  Insert  following  page  10 

Lansing  Co   89 

Lee-Coit--Andreesen    Hdwe.   Co   37 

Lesley's    226 

Lockwood,  Vernon    223 

Long  Cabinet   Co.,   Geo   38 

Lorentzen,  H.  K   50 

Luckv   13   Phonograph   Co   126 

Lund'strom  Mfg.  Co.,  C.  J   45 

Lyon  &  Healy   140 

Lyons,   J.    I   152 

Lyra  phone  Co.  of  America   113 

M 

McKinley   Music    Co   159 

Magnavox    Co  37,  65 

Magnola  Talking  Machine  Co  34,  81,  113,  141,  159 

Manophone  Corp   92 

Marshall  Co.,  Inc.,  C.  L   37 

Mellor's    75 

Mellowtone  Needle   Co   192 

Melodia  Phonograph  Co   155 

Memphis  Plywood   Corp   46 

Mercantile  Finance  Co   Ill 

Mermod  &  Co   59 

Mersman,  Jos   203 

Mevercord   Co   143 

Michigan   Phono.   Co   209 

Mickel   Bros.   Co  200  229 

Milwaukee  T.  M.  Mfg.  Co   182 


Minneapolis   Drug  Co. 

Modernola  Co  

Mod-I-Tone  Sales  Mfg.  Co. 

Montagnes,  I.,  &  Co  

M.  S.  &  E  


N 


National  Decalcomania  Co...... 

National   Publishing  Co  

Natural  Voice  Phonograph  Co. 
Neu  &  Co.,  H.  G. 


37 
91 
168 
37 
37 


97 
6 
50 
75 


New  Comfort  T.  M.  Co   178 

New  England  Piano  &  Phono.  Co   85 

New  England  Talking  Machine  Co   87 

New  York  Album  &  Card  Co   4 

New  York  Talking  Machine  Co   138 

Northwest  Phonograph  Jobbers.  Inc   27 

Nye,   William   F   210 


Ogden  Sectional  Cabinet  Co.,  Inc   51 

Ohio    Sales   Co   37 

Onken    Co.,    Oscar   163 

Opcrollo    Co   181 

Ormes,  Inc.    ,   9 

Oro-Tone  Co   147 


Paramount  Talking  Machine  Co  Inside  Back  Cover 

Parks  &  Parks   104 

Pathe  Freres  Phonograph  Co  160,  161 

  ""      "    -    198 

  21 

  129 

  6 


Peabody.   Henry   W.,   S:  Co 
Pcarsall  Co..  Silas  E 
Peckham   Mfg.  Co.. 
Peerless   .\lbum  Co. 

Pcnn    Phonograph   Co   97 

Perfect   Automatic   Brake   Co   153 

Period  Tone  Arm  Co   197 

Peropbone  Co..  Ltd   221 

Phikidelphia  Show  Case  Co  98,  188 

Phonograph   .\ppliance   Co   92 

Phonograph  Supi)ly  Co.  of  New  England   88 

Plionomotur   Co   35 

Piknik  Portable  Phonograph,   Inc   74 


Playerphone  T.  M.  Co  \.   61 

Player  Tone  T.  M.  Co  1   173 

Pleasing  Sound  Phono.  Co.  I   115 

Plywood   Corp.   1   173 


Co. 


Portable  Phono. 
Prescott.  F.  M. 
Presto   Phono  Parts  Corp. 


49 
79, 
77 

Progressive  Phonographic  Sup  ply  Co   189 


Racine  Phono.  Co   79 

Reed    Co  I   69 

Reflexo  Products  Co  1.,   72 

Regina   Co  70,  71 

Remington  Phono.  Corp  i   105 

Rene   Manufacturing  Co  \.  42,  127 

Repeater  Stop  Co  ,  .1   150 

Rex  Gramophone  Co  |   224 

Reynalds,   Wm.   H  1.   175 

Robinson,   The   Plater  \   144 

Robinson  Pettit  Co.,  Inc  .1   37 

Roemer  Mfg.    Co  ]   154 

Roemer  Sales  Co.,  M.  M  I   191 

Rosenberg  Phono.    Co  1   154 

Rose  Valley  Music  Co  1   67 

Rountree  Corp  .\   170 


Saal   Co.,  H.   G  \  14, 

Sapp  Co.,  H.  H  

Schmelzer   Arms  Co  

Seaburg  Mfg.  Co  

Serenado   Mfg.  Co  

Sharmat  &  Son,  S.  W  

Sherman,  Clay  &  Co  - 

Smith  Drug  Co.,   C.  D  

Smith,  Kline  &  French  Co  

Smith  Laboratories,   H.  J  

Smith-SchifBin  Co  

Solotone  Mfg.  Co  

Sonora  Distr.  Co.  of  Texas  

Sonora  Phonograph  Sales  Co.,  Inc., 

Inside  Front!  Cover,  36,  37, 
Insert  following  page 

Soss  Mfg.  Co  

Sound  Recording  Co..  Ltd  :  

Southern   Cal.   Music  Co  

Southern  Drug  Co  ,.  

Southern  Sonora  

Southwestern  Drug  Co  \  

Sphinx  Gramaphone  Motors.  ..  .Insert 'following  page 

Standard   Phonograph  Motors,   Inc.i.  135 

Standard  Talking  Machine  Co  (  

Starr  Piano  Co  

Stead  &  Co.,  J  !  ..222, 

Steel,  W.  R  \  

Steinert  &  Sons  Co.,  M  ^  

Stephenson,    Inc  V  

Sterno   Manufacturing  Co  

Stewart  Phonograph  Corp  

Stewart  T.   M.  Co  

Stodart   Phonograph  Co  

Stoffer  &  Stackhouse  

Stone   Piano  Co  

Stratford  Phono.  Co  

Strevell-Paterson   Hard^vare  Co 

Superior   Motors  Co  

Supple-Biddle   Hdwe.  Co  


151 
18 
46 
43 

124 
88 

229 
37 
37 

115 

189 
98 
37 

172 
42 
207 
223 
180 
37 
37 
37 
58 
199 
233 
133 
224 
224 
83 
196 
204 
174 
66 
66 
106 
68 
28 
37 
144 
98 


T  y 

Talking  Book   Corp   171 

Talking  Machine  World  Dealer  Service   109 

Talking  Photo.   Corp   194 

Thomas  &  Proetz  Lumber  Co     168 

Toledo  Talking  Machine  Co   132 

Tri-Sales   Co  \   115 

I 

u  1 

Udell  Works   I  -.  61 

Unit  Construction   Co   94 

United  Mfrs.  &  Dist.   Co  ,   146 

United  Phonograph  Corp                                .   128 

Universal   Stamping  &  Mfg.   Co   142 

Usoskin   Litho   193 


Vacuum  Record  Lifter,   Ltd   41 

Val    .\ccessory    House   211 


37 
108 
215 
S,  7 
55 
96 
17 

Volker  &:   C0..T   229 

w 

Wade  Co.,  R.  C   57 

Wade  &  Wade   139 

Wade  Talking  Machine  Co   107 


Van  Houten.  C.  J.,  &  Zoon. 

Van  Veen  &  Co  

Vicsonia   Mfg.   Co.,  Inc  

Victor  Talking  Machine  Co  Front 

Vitanola  Distributing  .Agency  of  Texas  

\'itanola   Distributors  Co  

\'itanola  Talking  Machine  Co. 


40 

3T 
32 


Walters   &•  Barry. 
Walthall    Music  Co. 

Ward  Co..  C.  E  

Watson  Bros.  &  Co   88 

Wcber-Knapp  Co   46 

Werlein,    Ltd..    Philip   99 

Wevmann  &  Son.  H.  A   96 

Whitsit  Co.,   Perry   B   229 

Widdicomb  Furniture  Co   162 

Wimpfheimer  &  Bro..  A   48 

Windsor   Furniture  Co   25 

Wolf,   Clifford   A   129 

Wollman  T.  M.  Mfg.  Co   TiM 


Valir  &  Lange  Drug  Co. 


Ziegler,   Baker  &  Johnson. 


37 


205 


THE   TALKING   MACHINE  WORLD 


Continuous  Sales  With 
This  Complete  Line! 


style  XXX 
Mahogany,  Golden  OaM,  Fumed  Oak 


The  original  sale  to  a  customer  is 
only  a  starter  if  you  handle  t^.e 
Paramount  group  of  Products.  Here 
you  have  a  complete  line — phono- 
graphs, records,  needles  and  acces- 
sories— all  Paramount.  All  easy  to 
sell  once  your  store  becomes  known 
as  the  Paramount  Store. 

Write  your  Paramount  jobber  to-day 

The  Paramount  Co.,  Port  Washington,  Wis. 


style  V 

Mahogany,  Golden  Oak,  Fumed  Oak 


September  Releases 


20014  I 


Blues  (My  Naughty  Sweetie  Gives  to  Me) — ^Fox-trot   Wliiteway  Jazz  Band 

Tiger   Bag — One-step   White  way  Jazz  Band 


30015 


ve  Got  the  Blues  for  My  Old  Kentucky  Home — Comedy,  with  Orch  Flo  Bert 

d  I<ove  to  Fall  Asleep  and  Wake  Up  in  My  Mammy's  Arms — With  Orch  Flo  Bert 


gjj^j^g  J  Venetla — One-step  Selvin's  Novelty  Orchestra 

(In    Sweet  September — Fox-trot  Selvin's  Novelty  Orchestra 


rB 

20017  <^  Y. 

f  Tl 
20018 1  ^. 

{ 
{ 
{ 


Romance — Waltz  Newport  Society  Orchestra 

ouDg  Man's  Fancy  (Music  Box  Novelty,  from  "What's  in  a  Name") — Fox-trot, 

Newport  Society  Orchestra 


33002 


33064 


50031 


The  Moon  Shines  on  the  Moonshine — Solo,  with  Orch  Arthur  CoUins 

Tired    of  Me — Solo,    with    Orch  Sam  Ash 

Tenth    Kegimental  March — Military    Band  Lieut.  Bidgeley's  69th  Beg.  Band 

National  Fmblem  March — Military  Band  Lieut.  Bidgeley's  69th  Beg.  Band 

Silver  Threads  Among  the  Gold — (Violin,  Sax.  and  Piano)  Old  Homestead  Trio 

When  You  and  I  Were  Young,  Maggie — (Violin,  Sa.\;.  and  Piano)  Old  Homestead  Trio 

Beautiful  Isle  of  Somewhere — Vocal  Frnest  Davis 

Open  the  Gates  of  the  Temple — Vocal  Ernest  Davis 


Style  XXV 
Mahogany,  Golden  Oak,  Fumed  Oak 


Distributors 

SHIPIiEY-MASSINGHAM  CO., 
Pittsburgh,  Pa. 
For  Western  Fenn.  and  West  Virginia 


E.  B.  GODFBEY  &   SONS  CO., 
Milwaukee,  Wis. 
For  Iowa,   Illinois,  Michigan,  Indiana 
and  Wisconsin 


WILSON  FUBNITCBE  CO., 
Louisville,  Ky. 
For  Kentucky,  Tennessee  and  Alabama 


THE  OHIO   PARAMOUNT  CO., 
6101  Euclid  Ave.,  Cleveland,  O. 
For  Ohio 


JOEBNS   BBOS.   MFG.  CO., 
St.  Paul,  Minn. 
For  Minn.,    So.    Dak.,   No.   Dak.,  and 
Eastern  Montana 


COX  &  SIMPLINS, 
SOUTHEBN  PARAMOUNT  CO., 
Atlanta,  Ga. 
For  Georgia,  No.  Carolina  and  So. 
Carolina 


Distributors 

NORTHWEST  PHONOGBAPH 
JOBBEBS,  INC., 
915  Biverside  Ave.,  Spokane,  Wash. 
For  Wa»sh.,  No.  Oregon,  No.  Idaho  and 
West  Montana 


RICHMOND  HARDWARE  CO., 
Richmond,  Va. 
For  Virginia 


PECK  &  HILLS  FURN.  CO., 
San   Francisco   and   Los  Angeles,  Cal. 
For  California 


PECK  &  HILLS  FURN.  CO., 
141  Madison  Ave.,  New  York  City 
For    East     New     York,    East  Penn., 
New  Jersey 


O'MEARA  GREEN  MOTOR  CO., 
Denver,  Colo. 
For  Colorado 


WITTE  HABDWABE  CO., 
St.  Louis,  Mo. 
For  Missouri 


PEDEN  IBON  &  STEEL  CO., 
Houston,  Texas 
For  Texas 


AH  records  are  recorded  in  our  own 
specially   equipped  laboratories. 


BBANDON   &  TUBNER, 
Little  Rock,  Ark. 
For  Arkansas 


4Hp^^  RES.  U.S.  PAT.  OFF.  ^ 

Pafamount 


TalKifid  Machines  &  Rccor 


THE   TALKING   MACHINE  WORLD 


Edison  Message  No.  78 


iMiaai 

IIIIMHI 


There  Will  Be  No  Deflation 
of  Edison  Phonograph  Prices 


The  consumer  rightfully  expects,  and  will 
see,  a  deflation  of  prices  of  most  merchan- 
dise, as  most  prices  were  inflated  during 
and  after  the  war.  There  will  be  no 
deflation  of  Edison  Phonograph  prices, 
however,  as  the  increase  since  1914, 
including  War  Tax,  has  been  only  1 5 
per  cent.    There  was  no  inflation. 

*' Edison  Stood  the  Gaff  " 


THOMAS  A.  EDISON,  Inc. 

Orange,  New  Jersey 


'JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON  DIAMOND  AMBEROLA 

AND  BLUE  AMBEROL  RECORDS 


CALIFORNIA 
Los  Angelet — i£di«on  Phonographs, 
Ltd. 

'  San  Francisco — Edison  Phonographs, 
Ltd. 

COLORADO 
Denrer — Denver  Dry   Goods  Co. 

CONNECTICUT 
New    Haven  —  Pardee-Ellenberger 
Co.,  Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chicago  —  The    Phonograph  Co. 
Jamei  I.  Lyons  (Amberola  only). 

INDIANA 
Indianapolis — Kipp  Phonograph  Co. 

IOWA 

Des  Muines — Harger   &  Blish. 
Sioux  City — Harger  &  Blish. 


LOUISIAiNA 
New  Orleans — Diamond  Music  Co., 
Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 
Iver    Johnson     Sporting  Goods 
Co.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 
Minneapolis — Laurence  H. 
Lucker 

MISSOURI 
Kansas  City — The  Phonograph  Co. 

of  Kansas  City. 
St.  Louis — Silverstone  Masic 

Co. 

MONTANA 
Helena — Montana  Phonograph 
Co. 

NEBRASKA 
Omaha — Shulti  Bros. 


NEW  YORK 
Albany — American  Phonograph 
Co. 

New  York — The  Phonograph 

Corp.  of  Manhattan. 
Syracuse — Frank  £.  Bolway  k  Son, 

Inc.  W.  D.  Andrews  Co. 

(Amberola  only). 

OHIO 

Cincinnati — The  Phonograph  Co. 
CHeveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PENNSYLVANIA 
Philadelphia— Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Phonograph 

Co. 

Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.  A.  Foster  Co. 
(Amberola  only). 


TEXAS 

Dallas — Texas-OkUhoma  Phono- 
graph Co. 

UTAH 

Ogden — Proudfit   Sporting  Goods 
Co. 

VIRGINIA 
Richmond— The   C.   B.  Haynes 
Co.,  Inc. 

WISCONSIN 
Milwaukee — The  Phonograph  Co. 
of  Milwaukee. 

CANADA 
Montreal— R.    S.    Williams  & 

Sons  Co.,  Ltd. 
St.  John— W.   H.  Thome  &  Co., 

Ltd. 

Toronto — R.   S.   Williams  &  Sans 

C:o.,  Ud. 
Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R.  S.  Williams  &  Sons 

Co.,  Ltd. 
Babson  Bros.  (Amberola  only). 
Calgary — R.    S.    Williams   &  Sons 

Co.,  Ltd. 


iiiiiai 


VOL.  XVI.  NO.  9 


sa^fGI.E  COPIES.  25  cents 

PER  YEAR.  TWO  DOLLARSii 


maJkersjv 
sellers  of 
inlkin^ 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York, September  15, 1920 


gllllllllllllllllllllllllllllllllllllllllllllHIIIIIIIIIIIIMIIimiHIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII^^ 


lllllllliNIIIIIIIIIINIIIi; 


The  instrument  by  which 
the  value  of  all  musical 
instruments  is  measured 


This  trademEuk  and  the  trademarked  word 
"Victrola"  identify  all  our  products.  Look 
under  the  Hd  I    Look  on  the  label  I 

VICTOR  TALKING  MACHINE  CO. 
Camden,  N.  J. 


Victrola  XVI 


sjiiiiiniiiiiiiiiiiiinniiiiiiiiiiiiiiiiiiiiniuiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiuiiiiiiiii  iiiiiiimiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiunimiiiiiiiii  iiniiiit  iii  iiiiiiiiii  iiiiiiiti  iiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiijiiiiiiiiiiii!iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiin   iiaiiiiiiiiiiiiiiii  i<iiiiiiiiiiiiiiiiiiiiiiiiii!iir 

Entered  as  second-cl^s  natter  May  2,  1905,  at  the  post  office  at  New  York.  N.  Y.,  under  the  act  of  Congress  of  March  3,  1879. 


THE    TALKING    MACHINE  WORLD 


CLEAR 


BELL 


c  T^ijfiest  Qlass^Jalkin^  Oyfacftine 

in 


SECONDS'^  and  "Job  Lot^^  phono- 
graphs are  appearing  and  it  is 
well  for  dealers  to  remember  that 
''cheap"  phonographs  aren't  wanted. 
You're  noticing  that  the  pubhc  has 
turned  to  quality  phonographs. 

Sonora  has  won  an  international  rep- 
utation for  matchless  beauty  of  tone, 
Sonora's  designs  are  the  last  word  in 
elegance,  and  when  it  comes  to  im- 
portant, exclusive  features,  no  phono- 
graph can  be  compared  with  Sonora. 

Sonora,  unequalled  in  value,  as  a 
matter  of  course  is  in  tremendous 
demand.  //  you  would  like  to  enjoy 
the  prosperity  which  Sonora  brings 
to  its  dealers,  write  us  today  regard- 
ing an  agency. 

Magnificent  upright  and  'period  styles 
$75  to  $2500 

George  E.  Brightson,  President 

New  York:  279  Broadway 

Canadian  Distributors:  I.  MONTAGNES  &  CO.,  TORONTO 


Sonora  is  licensed  and  operates  under  BASIC 
PATENTS  of  the  phonograph  industry 


The  Talkins^  Machine  World 


Vol.  16.    No.  9  New  York,  September  15,  1920  Price  Twenty-five  Cents 


COMPREHENSIVE  REVIEW  OF  FALL  BUSINESS  PROSPECTS 


Reports  Gathered  by  The  World  From  Talking  Machine  Men  in  All  Sections  of  the  Country  Practically  Unanimous 
Regarding  Present  Situation  and  the  Outlook — Industrial  and  Agricultural  Conditions  as  Well  as  Buying  Attitude 
of  Public  Summarized  as  Fair — More  Energetic  Selling  Effort  Necessary  to  Keep  Up  Business  Totals 


In  view  of  developments  in  the  general  business  field  through- 
out the  country  during  the  past  few  months,  talking  machine  dealers, 
as  well  as  merchants  in  all  other  lines,  have  been  moved  to  give 
far  more  than  passing  thought  to  trade  prospects  during  the  coming 
Fall  and  Winter,  and  to  what  the  future  as  a  whole  has  to  offer. 

It  must  be  admitted  with  a  great  deal  of  pleasure  that  the 
talking  machine  men  as  a  rule  are  to  be  included  among  the  optimists. 
Optimism  of  itself,  however,  hardly  proves  satisfactory  as  a  steady 
diet  unless  that  optimism  is  supported  by  some  foundation  in  fact, 
and  The  Talking  Machine  V\'^orld,  through  the  medium  of  several 
hundred  correspondents  in  all  sections  of  the  United  States,  has 
gathered  for  the  information  of  the  talking  machine  trade  an  ex- 
haustive, interesting  and  authentic  summary  of  industrial,  agri- 
cultural and  general  business  conditions  and  prospects,  which  is 
submitted  in  full  in  another  section  of  The  World  this  month. 

This  information  has  come  from  the  members  of  the  talking 
machine  trade  themselves — men  who  are  acquainted  with  the  prob- 
lems and  possibilities  of  the  industry  and  are  naturally  expected 
to  base  their  opinions  upon  the  degree  in  which  they  believe 
the  various  conditions  will  serve  to  affect  their  own  particular 
business.  Incidentally  there  is  a  surprising  unanimity  of  opinion 
relative  to  the  general  industrial  and  agricultural  conditions,  the  at- 
titude of  the  public  towards  buying,  the  character  of  sales  methods 
and  terms,  and  the  condition  of  stocks. 

This  business  survey,  coming  early  in  September  and  immedi- 
ately after  the  official,  if  not  actual,  opening  of  the  Fall  retail  buying 
season,  should  prove  of  inestimable  benefit  in  encouraging  retailers 
who  have  taken  a  rather  blue  view  regarding  the  situation,  and  giving 
to  the  manufacturers  facts  upon  which  to  regulate  their  campaigns. 
Considering  the  reports  as  a  whole,  there  is  nothing,  so  far  as 
talking  machine  wholesalers  and  dealers  are  concerned,  that  will 
tend  to  hinder  the  development  of  business  which  will  prove  normal 
or  better  between  now  and  January  first.  It  is  very  true  that  the 
business  path  will  not  be  entirely  one  of  roses,  and  even  the 
most  optimistic  do  not  look' for  a  continuation  of  the  demand  that 
made  itself  felt  during  the  past  season  or  two — a  demand  far  ex- 
ceeding available  supplies. 

In  the  first  place  production,  while  not  yet  normal,  has  caught  up 
to  the  demand  in  a  very  satisfactory  manner,  as  is  indicated  by 
the  excellent  condition  of  stocks  in  the  retail  warerooms.  In  the 
second  place,  buyers  in  all  sections  of  the  country  are  reported  to 
show  a  tendency  toward  conservatism.  They  have  not  stopped 
buying  nor  will  they  stop  buying,  but  they  have  ceased  to  accept 
the  first  thing  offered  at  any  price  asked,  and  to  demand  a  fair 
measure  of  value  for  their  money.  This  is  to  be  interpreted  as  a 
healthy  sign,  for  it  means  the  upholding  of  the  quality  product. 

Business  conditions  in  any  retail  trade  are  affected  primarily 
by  industrial  and  agricultural  conditions,  for  when  industrial  workers 
are  kept  at  the  peak  of  activity,  and  crops  are  excellent  and  valuable, 
then  there  is  in  prospect  the  money  to  keep  the  retail  store  going. 

TALKING  MACHINE  EXPORTS  GROW 

Exports,  Including  Records,  for  Twelve  Months 
Ending  June  30,  1920,  Total  $7,615,155 


Washington,  D.  C,  September  4. — In  the 
timely  summary  of  exports  and  imports  of  the 
United  States  for  the  month  of  June,  1920  (the 
latest  period  for  which  it  has  been  compiled), 
which  has  just  been  issued,  the  following  fig- 
ures on  talking  machines  and  records  are  pre- 
sented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  June,  1920,  amount  in  value  to 
$86,934  as  compared  with  $35,921  worth  which 
were  imoorted  during  the  same  month  of  1919. 


Just  now  industrial  conditions  in  the  various  sections  of  the  country 
range  from  good  to  fair.  In  Massachusetts,  for  instance,  there  is 
a  slowing  down  in  the  manufacture  of  woolens,  while  most  other 
industries  are  fairly  active.  In  other  sections  certain  lines  of 
manufacturing  are  likewise  experiencing  a  slowing  down  process, 
vvhile  other  industries  in  the  same  sections  are  working  at  normal 
speed  or  better.  Throughout  the  country  the  industrial  situation 
shows  the  most  surprising  uniformity.  There  is  nothing  for  the 
retail  man  to  worry  about.  There  is  little  or  no  unemployment, 
and  with  all  the  slowing  down  factory  operations  are  on  a  better 
than  normal  basis. 

While  in  some  sections  bumper  crops  are  reported,  in  other 
districts  certain  crops  have  proved  disappointing.  This  is  par- 
ticularly true  as  it  relates  to  cotton.  There  are  no  crop  failures 
in  prospect,  however.  Taking  the  agricultural  situation  as  a  whole, 
it  measures  up  most  satisfactorily  with  previous  years,  this  in  view 
of  the  fact  that  farmers  are  receiving  much  higher  prices  for  their 
produce,  which  means  that  the  rural  trade  is  going  to  prove  a  highly 
important  factor  for  the  talking  machine  dealer  during  the  Fall 
and  Winter  months. 

The  conservative  attitude  of  the  public  toward  liberal  buying 
has  been  expected,  and  is  not  surprising.  It  is  an  attitude  that  the 
average  dealer  has  counted  upon  and  has  been  prepared  to  meet. 
It  will  mean  more  intensive  advertising  and  sales  effort.  It  is  said 
that  in  some  sections  retail  advertising  is  not  producing  desired 
results  in  sales,  which  would  indicate  that  more  attention  must  be 
given  to  the  advertising  problem  to  the  end  that  results  are  ob- 
tained. 

The  general  run  of  terms  is  reported  as  distinctly  satisfactory 
and  the  efforts  of  certain  customers  to  have  expensive  outfits  put 
into  their  homes  on  a  small  payment  basis  have  not  served  to 
influence  the  majority  of  dealers  to  any  extent.  Present  wholesale 
prices  and  the  condition  of  the  money  market  make  it  essential 
that  terms  be  kept  short  and  that  every  effort  be  made  to  get 
as  much  cash  as  possible.  To  follow  out  this  plan  greater  selling 
effort  and  more  effective  advertising,  rather  than  long  terms,  must 
be  relied  upon  to  develop  business. 

The  majority  of  the  several  hundred  wholesalers  and  dealers 
with  whom  The  World  has  been  in  touch  appear  fully  cognizant  of 
the  conditions  that  exist  and  promise  to  develop  in  their  respective 
territories,  and  are  fully  prepared  themselves  to  meet  those  conditions. 

With  stocks  in  good  shape,  there  is  reported  every  opportunity 
for  energetic  advertising  and  selling  and  the  sort  of  campaign  that 
is  calculated  to  offset  any  tendency  of  the  public  to  prove  over-con- 
servative in  making  purchases.  There  is  nothing  in  the  general  sit- 
uation that  is  calculated  to  interfere  with  retail  business  between 
now  and  January  first,  and  probably  well  after  that  date.  The  re- 
sponsibility of  the  dealer,  therefore,  lies  in  going  after  business 
in  his  own  territory  with  some  extra  energy  and  realizing  the  profits 
that  will  accrue  therefrom. 


The  twelve  months'  total  ending  June,  1920, 
showed  importations  valued  at  $808,592  as  com- 
pared with  $318,239  worth  of  talking  machines 
and  parts  during  the  same  period  of  1919. 

Talking  machines  to  the  number  of  8,665 
valued  at  $436,194  were  exported  in  June,  1920, 
as  compared  with  4,531  talking  machines  valued 
at  $177,229  sent  abroad  in  the  same  period  of 
1919.  The  twelve  months'  total  showed  that 
we  exported  79,406  talking  machines  valued  at 
$3,653,595  as  against  49,717  talking  machines 
valued  at  $1,544,870  in  1919,  and  91,217  talking 
machines  valued  at  $2,610,866  in  1918. 

The  total  exports  of  records  and  supplies  for 
June,  1920,  were  valued  at  $388,694  as  com- 
pared  with   $345,143   in  June,    1919.     For  the 


twelve  months  ending  June,  1920,  records  and 
accessories  were  exported  valued  at  $3,963,560; 
in  1919  $2,998,462  and  -in  1918  $2,073,463. 


WILLIAM  ROBYN  A  VICTOR  ARTIST 

William  Robyn,  a  lyric  tenor  of  wide  reputa- 
tion and  distinguished  ability  has  become  an  ex- 
clusive Victor  artist.  His  first  records  will  be 
released  soon. 


INCREASE  CAPITAL  TO  $20,000 

The  Strand  Temple  of  Music,  Albany,  N.  Y., 
has  had  its  capital  stock  increased  from  $10,000 
to  $20,000.   The  Victor  line  is  handled. 


4 


THE   TALKING   MACHINE  WORLD 


SEPTEM:gER  15,  1920 


iiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiii^ 


Making  the  Mailing  List  an  Active  and 
Profitable  Business  Developer  : 


By  Robert  A.  Hewitt  | 


iiiiiiiiiiiiiiiiiiiiiiiiiiiii 

The  mailing  list  is  one  of  the  most  important 
and  valuable  assets  of  the  talking  machine  deal- 
er, for  upon  it  he  depends  .in  no  small  measure 
for  the  success  of  his  record  trade.  There  are, 
of  course,  a  certain  number  of  people  reached 
directly  by  outside  means,  and  others  who  come 
into  the  store,  with  or  without  solicitation,  in 
order  to  hear  and  purchase  new  records,  but 
the  people  reached  through  the  mailing  list  are 
looked  upon  to  produce  the  cream  of  the  record 
business — the  part  that  means  the  profit.  Yet 
in  the  face  of  all  this  there  are  dealers  who 
show  a  woeful  lack  of  interest  in,  and  under- 
standing of  the  mailing  list  and  its  importance. 
In  the  first  place  they  do  not  make  any  serious 
eiTort  to  check  up  on  the  list  to  pick  out  the 
live  ones  from  the  dead  ones.  If  the  post  office 
sends  a  notice  to  the  effect  that  the  mail  has 
been  undelivered  for  some  reason  the  name  may 
be  cut  off  from  the  list,  but  otherwise  the  same 
line  of  literature  goes  out  to  the  same  line  of 
prospects  month  after  month. 

To  keep  the  mailing  list  valuable  a  fairly 
elaborate  checking  system  must  be  adopted.  In 
the  first  place,  each  month  there  should  be 
checked  off  on  the  list  those  people  who 
have  called  at  the  store,  whether  or  not  they 
have  made  purchases.  The  fact  that  they  have 
called  is  evidence  of  their  interest.  Those  who 
have  not  called  within  a  reasonable  time  should 
receive  a  second  letter,  giving  some  hiore  facts 
about  the  new  records,  and  making  a  second 
sales  appeal.  The  result  of  this  second  letter 
should  also  be  checked  off,  and  after  a  couple 
of  months  those  who  have  not  responded  at 
all  should  be  investigated.  They  may  still  be 
good  prospects,  but  something  may  have  in- 
terfered with  their  purchasing.  They  may  have 
lost  interest  temporarily  for  one  reason  or  an- 
other. There  may  have  been  a  death  in  the 
family,  or  some  other  trouble  that  has  caused 
them  to  keep  the  talking  machine  silent.  If  the 
salesman  sizes  up  fhe  situation  and  finds  it 
worth  while  to  follow  up  the  prospect,  well  and 
good.  If  the  prospect  is  sized  up  as  a  "dead 
one"  the  quicker  he  is  pulled  off  the  mailing 
list  the  better.  The  canvasser's  time  in  mak- 
ing investigations  is  worth  money.  So  is  post- 
age and  printing,  and  an  investigation  occa- 
sionally will  pay  for  itself  "by  keeping  the  mail- 
ing list  fresh  and  worth  while. 


Illllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^^ 


llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 
There  is  a  good  deal,  too,  in  the  manner  in 
which  the  literature  is  sent  out.  There  are  a 
surprising  number  of  dealers  who  are  content 
with  sending  out  the  current  record  supple- 
ments without  comment,  or  at  best  enclosing 
a  supplementary  list  of  the  records  that  it  is 
desired  to  feature  and  move.  The  trouble  with 
this  plan  is  that  the  plain  supplement  coming 
month  after  month  does  not  always  arouse  the 
proper  amount  of  interest,  and,  moreover,  if 
the  prospect  has  patronized  several  stores  he 
may  receive  as  many  as  a  half  dozen  supple- 
ments covering  one  line  of  records  each  month. 

A  Middle  Western  dealer  has  hit  upon  a 
plan  of  announcing  the  forthcoming  list  in  an 
advance  letter.    About  a  week  before  the  sup- 


I  Careful  Checking  ■ 
I  Very  Necessary  in  M 
I  Order  to  Eliminate  ■ 
B  the  Deadwood  from  m 
I  the  Mailing  List,  m 


mailing  of  the  supplements,  after  a  few  days, 
with  a  return  postal  card  inquiring  if  the  sup- 
plement has  been  received.  This  follow-up  is 
sent  to  a  select  list  of  j)eople  he  is  most  desirous 
of  appealing  to  and  the  responses,  even  though 
they  do  not  result  in  tales,  at  least  show  that 
the  prospect  has  been  receiving  the  supplement 
regularly. 

Still  another  dealer  encloses  with  the  supple- 
ment a  mailing  card  upon  which  the  prospect 
can  indicate  the  records  he  would  like  to  hear  in 
his  own  home  by  appointment.  It  has  becui 
found  that  this  system  not  only  appeals  to  the 
busy  man  and  woman  for  legitimate  reasons, 
but  likewise  makes  a  strong  impression  upon 
the  class  who  like  to  be  catered  to,  and  feel 
that  by  having  the  salesman  come  to  their 
homes  they  are  showing  just  a  little  bit  of 
"class."  When  the  salesman  is  of  the  right 
sort  he  makes  this  desire  to  show  "class"  bring 
dividends  that  are  worth  while. 


RECORD  ALBUM  PLAN  GETS  RESULTS 

Retail  Victor  Department  of  Philip  Werlein, 
Ltd.,  Realizes  Excellent  Volume  of  Business 
.  From  New  and  Clever  Folder 


.plements  are  to  be  mailed,  he  sends  out  a  notice 
to  customers  to  the  effect  that  a  certain  special 
record  is  to  be  found  in  the  forthcoming 
supplement,  and  that  the  customer  should  be 
on  the  lookout  for  it.  Two  or  three  days  later 
the  dealer  sends  out  a  postal  announcing  some- 
thing to  this  effect:  "The  October  record  sup- 
plement will  be  mailed  to  reach  you  Monday. 
Watch  for  it.  On  page  blank  there  is  a  record 
that  should  be  of  particular  interest  to  you." 
The  results  of  this  follow-up  have  been  found 
to  more  than  pay  for  the  extra  mailing  list.  The 
surprising  thing  is  that  where  a  special  record 
has  been  mentioned  in  the  postal  card  or  letter 
a  particularly  strong  demand  is  reali;^ed  for  that 
fielection,  whether  or  not  it  happens  to  be  of  a 
distinctly  popular  make. 

This  same  dealer  occasionally  follows  up  the 


New  Orleans,  La.,  September  1. — William 
Dane,  manager  of  the  Victor  retail  department 
of  Philip  Werlein,  Ltd.,  has  been  sending  out  a 
special  series  of  folders  to  retail  customers  that 
not  only  attracted  much  attention,  but  brought 
direct  results.  In  addition  to  calling  attention  to 
the  qualities  of  the  Victrola  and  Victor  records, 
the  folder  contains  suggestions  for  special 
albums  of  Victor  records  ranging  in  value  from 
$13  to  $22.  The  combinations  include  ten  records 
and  an  album,  and  are  designed  to  meet  every 
taste  in  music. 

Certain  of  the  albums  contain  the  records  by 
famous  baritones,  others  records  by  sopranos 
or  contraltos,  and  still  others  contain  instrumen- 
tal music.  There  is  also  an  album  of  distinctly 
operatic  airs,  of  concerted  numbers  and  of 
famous  songs. 

The  idea  of  having  offered  to  them  selected 
record  lists  evidently  has  a  strong  appeal,  to 
many  talking  machine  owners  and  a  goodly 
number  of  them  have  followed  the  suggestion 
of  purchasing  albums  full  of  records  as  gifts. 


Reasons  Why  NYACCO  Albums 

Are  the  BEST 

[In  Six  Chapters] 

CHAPTER  III 

The  THIRD  consideration  in  the  making  of  the 
NYACCO  album  is  that  the  solid  metal  piece  at  the 
side  edges  reinforced  by  steel  nails  into  the  solid 
wooden  back,  and  the  staples  to  be  used  for  the 
securing  of  the  pockets  are  made  all-in-one  which 
brings  the  back  of  the  album  together  with  the 
pockets  into  a  firmer  position. 

Watch  next  issue  for  the  fourth  Chapter 

New  York  Album  &  Card  Co. 


Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Boston,  Mass.:    Boston  Talking:  Ma- 
chine &  Accessories  Co. 


Chicago,  111. 


T.  J.  Cullen 

Cole  &  Dunas  Music  Co. 


DISTRIBUTORS! 

Cleveland,  O.:  Cleveland  Talking  Ma- 
chine Co. 

Milwaukee,  Wis.:  Yahr  &  Lange  Drug 
Co. 

New  York,  N.  Y.:  Plaza  Music  Co. 


Philadelphia,  Pa.:   Penn  Talking  Ma- 
chine Co. 
Pittsburgh,  Pa.:  C.  C.  Mellor  Co. 

Standard  T.  M.  Co. 

Washington,  D.C.:  E.  F.  Droop  &  Sons 
Co. 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


Victor 
Supremacy 
is  lasting 


Victrola  VI,  $35 

Mahogany  or  oak 


It  is  built  on  the  solid  foundation  of 
great  things  actually  accomplished. 

And  the  success  of  every  Victor  re- 
tailer increases  with  every  new  develop- 
ment of  this  wonderful  instrument. 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola     is  the  Registered  Trademark  of  the  Victor  Talking  Machine  Company  designating 
the  products  of  this  Company  only. 
Warning  :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Teilking 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albany,  N.  T.  Gately-Haire  Co.,  Inc. 

Atlanta,  Ga  .<Elyea  Talking   Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,  Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Ins. 
Birmingham,  Ala.  ..Talking  Machine  Co. 
Boston,  Mass  Oliver  Ditson  Co.  ' 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  Y  American  Talking  Mach.  Co. 

G.  T.  Williams  Co.,  Inc. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

Burlington,  Tt.   ...American  Phonograph  Co. 
Butte,  Mont  ...Orton  Bros. 

Chicago,  m  Lyon  &  Healy. 

The  Rudolph  WurliUer  Co. 

Chicago  Talking  Machine  Co. 
Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Ohio  Talking  Machine  Co. 
Cleveland,  O  The  Qeveland  Talking  Ma- 
chine Co. 

The  Eclipse  Musical  Co. 
Columbus,  O.  ......The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The   Knight-Campbell  Music 

Co. 

Des  Moines,  Is  Mickel  Bros.  Co. 

Detroit,  Mich  Grinnell  Bros. 

Elmlra,  N.  T  Elmira  Arms  Co. 

El   Paso,  Tex.   ....W.  G.  WaU  Co. 
Honolulu,  T.  H.  ...Bergstrom  Music  Co.,  Ltd. 

Houston,  Tex  The  TaUdng  Machine  Co.  of 

Texas.  -   ■  ^'S. 

Indianapolis,  Ind.  . .  Stewart  Talking  Machine  Co. 
Jacksonville,  Fla.  ..Florida  Talking  Machine  Co. 
Kansas  City,  Mo.  ..J.   W.  Jenkins   Sons  Music 
Co.  • 
The  Schmelzer  Co. 
L.OS  Angeles,  Cal. ..Sherman,  Qay  &  Co. 
Memphis,  Tenn  O.    K.    Houck    Piano  Co. 


Milwaukee,  Wis.  . 
Minneapolis,  Minn 

Mobile,  Ala  

Newark,  N.  J  

New  Haven,  Conn 

New  Orleans,  La. . 
New  York,  N.  Y... 


Omaha,  Nebr.  . . . 

Feoria,  III  

Philadelphia,  Pa. 


Pittsburgh,  Pa.  ... 

Portland,  He  

Portland,  Ore  

Richmond,  Ta  

Rochester,  N;  Y... 
Salt  lAke  City.  V. 
San  Francisco,  Cal, 
Seattle,  Wash.  . 
Spokane,  Wash. 
St.  Liouis,  Mo. . . 
St.  Paul,  Minn. 
Syracuse,  N.  Y . . 
Toledo,  O  

Washington,  D.  C. 


.Badger  Talking  Machine  Co. 
.Beckwith,  O'Neill  Co. 
.Wm.  H.  Reynalds. 
, .  Collings  &  Co. 
.The  Horton-Gallo-Creamer 
Co. 

.Philip  Werlein,  Ltd. 

,  .Blackman  Talking  Mach.  Co.' 
Emanuel  Blout. 
C.  Bruno  &  Son,  Inc. 
Charles  H.  Ditson  &  Co. 
Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 
Musical  Instrument  Sales  Co. 
New  York  Talking  Mach.  Co. 
Ormes,  Inc. 
Silas  E.  Pearsall  Co. 

.Ross  P.   Curtice  Co. 
Mickel  Bros.  Co. 

.Putnam-Page  Co.,  Inc. 

, .Louis  Buebn  Co.,  Inc. 
C.  J.  Heppe  &  Son. 
The  George  D.  Ornstein  Co. 
Penn  Phonograph  Co.,  Inc. 
The  Talking  Machine  Co. 
H.  A.  Weyraann  &  Son,  Inc. 

..W.  F.  Frederick  Piano  Co. 
C.  C.  Mellor  Co.,  Ltd. 
Standard  Talking  Mach.  Co. 

,  .Cressey  &  Allen,  Inc. 

.Sherman,  Clay  &  Co. 

.The  Corley  Co.,  Inc. 
,  .E.  J.  Chapman. 

.The  John  Elliott  Qark  Co. 
..Sherman,  Clay  &  Co. 

.Sherman,  Clay  &  Co. 

.Sherman,  Oay  &  Co. 
,  .Koerber-Brenner  Music  Co. 

.W.  J.  Dyer  &  Bro. 

.W.  D.  Andrews  Co. 
,.The  Toledo  Talking  Machine 
Co. 

.Cohen  &  Hughes. 
E.  F.  Droop  &  Sons  Co. 
Robt.  C.  Rogers  Co. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


BBBIEICIGIHHBIEIEIH 


6 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


AN  IMPORTANT  ACCESSORY-ALBUMS  FOR  FILING  DISC  RECORDS 

The  enormous  demand  for  "National"  Record  Albums  keeps  apace  with  the  ever  increasing  demand  for  machines  and  records,  and 
our  output  capacity  has  been  enlarged  to  meet  the  greater  needed  supply.  Record  Albums  have  proved  themselves  to  be  the  best  and  most  con- 
venient, as  well  as  economic,  method  of  filing  and  keeping  disc  records. 


THE  ALBUM 

soon  pays  for,  itself  in  time- 
saving  and  preserving  records. 
The  initial  cost  is  really  an  in- 
vestment which  com^s  back  four- 
fold. 


MAKING  THEIR  SELECTION 

Illustrating  the  daily  actual  usage  of  the  Album, 
the  most  convenient  and  satisfactory  record  filing 
system  extant. 


THE  PERfFECT  PLAN 

The  pockets  holding  the  records  are  substantially 
made  from  strong  fibre  stock,  firmly  joined  together 
and  bound  in  attractive  covers. 


A  PLACE  FOR  EVERY  RECORD  ANO  EVERY  RECORD  IN  ITS  PLACE 

Albums  are  an  Indispensable  Requisite  in  the  talking  machine  business  and  wherever  records  are  sold.  An  accessory  that  is  neces- 
sary and  worth  while.  Practical  and  handy.  Save  time  and  records.  A  profitable  adjunct  to  the  business.  All  owners  of  machines  and  records 
want  Albums  to  file  and  preserve  their  records. 

We  manufacture  disc  Record  Album  containing  12  pockets  to  fit  cabinets  of  all  sizes  and  styles.  We  also  make  Albums  containing 
17  pockets.    With  the  indexes  they  are  a  complete  system  for  filing  all  disc  records. 

For  durability,  finish  and  artistic  design,  our  Albums  are  unsurpassed.  We  have  unexcelled  manufacturing  facilities,  and  considering 
quality  our  prices  are  the  lowest.   Write  us,  giving  quantity  you  may  desire,  and  we  will  quote  prices. 

WE  MAKE  ALBUMS  TO  CONTAIN  VICTOR.  COLUMBIA.  EDISON.  PATHE.  VOCALION  AND  ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.     -     239  S.  American  Street  - 

CHICAGO  OFFICE :  508  S.  Dearborn  Street 


PHILADELPHIA.  PA. 


VICSONIA  DISTRIBUTOR  FOR  CANADA 


H.  A.  Bemister  to  Act  as  Distributor  for  Well- 
Known  Reproducer  Throughout  the  Dominion 


usually  fine  representation  on  the  other  side 
of  the  border.  He  has  already  placed  a  most 
substantial  initial  order  for  Vicsonias  in  an- 
ticipation of  the  coming  demand. 


The  Vicsonia  Mfg.  Co.,  New  York,  manu- 
facturers of  the  successful  Vicsonia  reproducer, 
for  the  playing  of  Edison  and  Pathe  records 
on  other  types  of  machines,  announces  that 
H.  A.  Bemister,  of  122  St.  Antoine  street, 
Montreal,  Canada,  has  been  appointed  dis- 
tributor for  the  Vicsonia  throughout  the  Do- 
minion. Mr.  Bemister  ranks  as  one  of  Canada's 
largest  dealers  in  phonograph  specialties  and 
is.  in  a  position  to  give  the  Vicsonia  an  un- 


BOOKED  BIG  ORDERS  ACROSS  BORDER 


Head  of  Phonomotor  Co.  Finds  Conditions  in 
Canada  Very  Good 


received  large  orders  from  many  leading  manu- 
facturers for  this  successful  automatic  stop. 

He  states  that  general  conditions  in  Canada 
are  gratifying,  and  that  collections  are  very 
pleasing.  The  manufacturers  are  making  plans 
for  an  active  Fall  trade,  and  there  is  every  rea- 
son to  believe  that  the  coming  j-ear  will  be  gen- 
erally satisfactory  for  the  Canadian  talking  ma- 
cliine  trade. 


Rochester,  N.  Y.,  September  3. — W.  F.  Hitch- 
cock, of  the  Phonomotor  Co.  of  this  City,  manu- 
facturer of  the  Phonostop,  returned  recently 
from  a  trip  to  Canada.  Mr.  Hitchcock  visited 
the  leading  trade  centers  in  the  Dominion  and 


NOW  U.  S.  PHONOGRAPH  CO. 


Notice  has  been  published  that  the  Victoria 
Talking  Machine  Co.  of  Brooklyn,  N.  Y.,  has 
changed  its  name  to  the  U.  S.  Phonograph  Co. 


Three  elements  of  PEERLESS  success 


PEERLESS 
Metal  Back  Album 


Does  it  stand  the  strain  . 
I'LL  SAY  IT  DOES! 


Factory  capacity — Quality  production  -  Sound  policy 

Phonograph  manufacturers  and  dealers  who  depend  on  Peerless 
for  their  albums  do  so  with  the  fullest  conviction  that  they  will : 

1 .  Receive  their  albums  when  promised. 

2.  Get  the  best  album  at  the  price. 

3.  Be  protected  in  their  selling  right. 

They  also  know  that  the  empty  album  is  a  constant  invitation  to 
the  owner  to  fill  it  with  records — that  PEERLESS  albums  do 
sell  records. 

PEERLESS  ALBUM  COMPANY 

PHIL  RAVIS,  President 

43-49  Bleecker  Street  NEW  YORK  CITY 

RepreientBtivot :  BOSTON.  L.  W.  Hough,  20  Sudbury  Street: 
CHICAGO, W.  A.  Carter.  57  E.  Jackion  Blvd.;  SAN  FRANCISCO.  Walter  S.  Gray  Co..  942  Market  St. 


Our  Standard  Grade 


Lowest-Priced  Quality 
Album  on   the  Market 


Write  for 
description 
and  prices 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


7 


mmimimmmMmm 


Victrola  IV,  $25 

Oak 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola.  VIII,  $50 

Oak 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  X,  W  $125 

Mahogany,  oak  orSlwalnut 


Victor 
Supremacy 


The  supremacy  of  the  Victrola 
commercially  is  coincident  with 
its  supremacy  as  a  musical  instru- 
ment. 

The  success  of  Victor  retailers 
goes  "hand  in  hand"  with  Victor 
supremacy. 


"Victrola"  i»  'he  Regiatered  Trade  mark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
Warning :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talkmg 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Talking  Machine  Co, 

Camden,  N.  J.,  U.  S.  A. 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


V  ctrola  XIV,  $225 

Mdhogany.  oalc  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric.  $337.50 

Mahogany  or  oak 


Victrola  XVII,  $350 

Victrola  XVII,  electric,  $415 

Mahogany  or  oak 


8 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 


J.  B.  SPILLANE,  Editor 
RAYMOND  BILL,  B.  B.  WILSON,  Associate  Editors 
L.  M.  ROBINSON,  Advertising  Manager 

Trade  Bspresentatlves :  Wilson  D.  Bush,  C.  Chace,  Edward  Lyman  Bill,  V.  D.  Walsh, 
E.  B.  Munch,  Chas.  A.  Leonaid,  Scott  Kingwill,  L.  E.  Bowers,  A.  J.  Nicklin 

Weitern   DlTlslon:  Republic  Building,  209  So.  State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 

Boston:        John  H.  Wilson.  324  Washington  Street 
London,  Eng.,  OfiBce:     2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the 
principal  cities  throughout  America. 


Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $3.00;  all  other  countries,  $4.00.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $5.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

RESriTTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones— Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  SEPTEMBER  15,  1920 


THE  NECESSITY  OF  BETTER  SALESMANSHIP 

SALES  making  in  all  branches  of  the  industry  is  constantly 
changing,  and  wide-awake  men  should  figure  new  methods  of 
reaching  the  public.  No  man  who  expects  to  conduct  a  successful 
trade  enterprise  can  be  indifferent  to-day  to  the  radical  changes 
which  are  going  on  in  ev^ry  industry.  If  talking  machine  men  remain 
indifferent  to  the  opportunities  which  are  round  about  them,  they 
must  expect  to  have  incursions  made  by  others  into  their  field,  for 
it  is  certain  that  other  estabUshments,  with  bright  sales  managers, 
can  see  possibilities  in  the  talking  machine  field  that  apparently  they 
do  not. 

The  talking  machine  has  won  a  position  to-day  in  the  world  of 
sales  that  excites  the  consideration  of  "live  wires"  in  every  line  of 
endeavor,  and  no  merchant  can  rest  secure  in  the  belief  that  he  has 
reached  the  apex.  In  methods,  plans  and  features,  the  field  is  a  wide 
one.  No  general  rule  can  be  applied  to  business  building,  but  it  is 
possible  for  a  dealer,  if  he  analyzes  the  conditions  fairly  and  methodi- 
cally, to  develop  certain  ideas  that  will  apply  to  his  own  particular 
vicinity  and  line  of  operations,  to  the  end  that  he  may  develop  trade 
along  larger  lines. 

In  an  industry  hke  ours,  where  the  small  man  is  not  at  a  dis- 
advantage when  placed  alongside  of  his  larger  brothers,  there  is  an 
unusual  opportunity  to  realize  one's  strength  and,  providing  there  is 
ambition  and  grit  in  exndence,  business  is  certain  to  advance  to  a 
remarkable  degree. 

In  the  general  field  of  merchandising  the  small  dealer  is  cut  into 
more  and  more  by  his  larger  competitors,  but  in  the  talking  machine 
field  it  is  different.  The  small  dealer  has  as  great  an  opportunity 
as  the  big  merchant  to  build  up  a  clientele  and  show  substantial 
profits  for  himself.  But  he  cannot  accompHsh  thi.«  if  he  sits  down 
and  figures  that  business  will  come  to  him  without  effort.  It  will 
not.  There  is  no  p'.ace  in  the  trade  for  the  drone,  especially  in  this 
year  of  grace,  1920. 

The  time  when  business  came  unsought  to  the  dealer  is  rapidly 
disappearing  and  he  must  get  out  and  hustle  to  get  it  if  he  desires 
to  be  a  success.  He  certainly  can  win  out  in  the  Fall  months,  as 
well  as  the  Winter  months,  if  he  plans  and  thinks  and  acts.  Never 
before  in  the  history  of  the  industry  did  there  exist  such  opportunities 
for  the  man  of  ideas  as  to-day.  The  talking  machine  has  won  an 
assured  position  as  one  of  the  great  factors  in  developing  musical 


knowledge  and  appreciation  throughout  the  nation.  It  is  proving  one 
of  our  greatest  educators  and  is  exercising  a  beneficent  influence  in 
promoting  culture.  The  dealer  of  broad  mental  vision  who  works 
not  for  to-day  but  for  the  future  will  realize  that  he  is  engaged  in 
an  industry  which  has  immense  possibilities — that  he  is  not  handling 
a  toy  to  give  temporary  pleasure  but  a  real  musical  instrument  which 
brings  into  the  homes  of  the  people  of  the  nation  the  very  best  in 
music  whether  it  be  instrumental  or  vocal. 

WHY  THERE  IS  NO  BREAK  IN  TRADE  PRICES 

MEMBERS  of  the  trade  who  may  perhaps  be  a  little  over- 
optimistic  regarding  possible  reductions  in  production  costs 
and,  therefore,  in  the  wholesale  prices  of  talking  machines,  must  give 
thought  to  several  existing  conditions  before  they  begin  to  feel  too 
highly  encouraged. 

One  of  these  conditions  is  that  in  talking  machines,  as  in  pianos, 
there  are  used  many  materials  of  what  may  be  termed  a  competitive 
nature,  and  a  prominent  piano  manufacturer  in  a  recent  interview 
setting  forth  why  pianos  will  maintain  their  present  price  level,  or 
possibly  go  higher  during  the  balance  of  the  year,  lays  special 
emphasis  upon  this  peculiar  situation. 

Chief  among  the  competitive  materials  is,  of  course,  wood. 
Lumber  has  gone  up  by  leaps  and  bounds,  and  it  seems  as  though 
for  every  tree  that  is  felled  there  are  a  thousand  eager  bidders  from 
both  the  building  and  manufacturing  industries.  This  competition 
has  not  only  served  to  advance  the  cost  of  lumber  almost  to  a 
prohibitive  degree,  but  has  served  to  keep  it  there.  In  the  meantime, 
we  are  assured  by  the  Federal  authorities  that  the  available  lumber 
supply  of  the  country  is  being  exhausted  at  a  rate  five  times  faster 
than  new  replacement  timber  can  be  grown.  Steel,  brass,  and  in 
a  small  measure  wool,  also  go  into  the  making  of  talking  machines, 
and  particularly  in  the  steel  and  wool  markets  are  competitive  con- 
ditions also  found. 

It  all  means  that  price  conditions  cannot  be  adjusted  or  regulated 
from  within  the  industry.  It  must  depend  upon  the  general  situation. 
When  the  general  situation  improves — when  there  is  greater 
production,  or  a  lessening  demand  calculated  to  bring  about  price 
reduction,  then  will  talking  machine  manufacturers  be  in  a  position 
to  profit.  All  this  does  not  take  into  consideration  the  increased 
labor  costs  with  which  business  men  in  every  line  are  familiar,  nor 
the  increased  freight  rates  which  must  be  paid  before  the  raAv 
materials  enter  the  factory,  as  well  as  before  the  finished  product  is 
shipped  to  the  dealer. 

Talking  machine  dealers  have  practically  without  exception 
been  keen  to  get  such  stock  as  was  available,  and  have  shown  little 
or  no  inclination  to  stand  pat  in  anticipation  of  a  falling  market. 
In  this  they  have  shown  their  wisdom.  What  next  year  may  bring 
forth  is  a  matter  of  conjecture,  but  it  is  certain  there  will  be 
little  or  no  change  in  the  situation  up  to  January  first  at  least, 
and  the  retailer  who  has  set  his  mind  to  the  task  of  doing  all  the 
business  he  can  get  without  waiting  to  see  what  is  going  to  happen, 
is  going  to  be  better  prepared  for  what  does  happyen  when  it 
actually  happens. 

I      THE  BROADENING  FIELD  OF  USEFULNESS  | 

IT  is  no  great  novelty  to  hear  of  someone  with  a  view  to  being 
original,  or  for  some  other  reason,  dictatiing  a  message  or  a 
last  will  and  testament  on  a  talking  machine  record.  In  most 
cases  it  has  been  regarded  more  or  less  as  the  development  of  a 
passing  fancy,  but  in  Des  Moines.  la.,  recently,  when  a  will  was 
thus  recorded  in  the  belief  that  it  would  be  "fraud  proof,"  there 
arose  a  serious  discussion  as  to  the  legality  of  a  will  in  that  form. 

The  dictator  of  the  will,  liiniself  a  lawyer,  advised  his  wife  to 
fight  the  case  to  the  United'  States  Supreme  Court  in  the  event 
actipn  was  brought  to  dispute  the  legality  of-  the  will,  particularly 
as  it  was  dulv  witnessed  by  two  men  of  standing  who  dictated  their 
full  names  and  then  spelled  them  out. 

In  Iowa  they  take  things  seriously,  however,  and  apparently 
are  determined  to  fix  upon  the  exact  status  of  a  will  in  record 
form.  In  that  State  there  is  a  statute  which  says  conveyances  of 
propertv  worth  more  than  $200  must  be  in  writing,  and  lawyers 
declare  that  this  statute  will  serve  to  invalidate  the  spoken  will. 
The  dictator  thereof,  however,  declares  that  he  is  going  before  the 
next  session  of  the  Iowa  Legislature  and  have  the  statute  amended 
to  legalize  wills  made  in  record  form.    If  the  amendment  is  passed 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


9 


it  will  fix  the  legality  of  the  talking  machine  record  in  one  State 
at  least  and  lend  new  dignity  to  that  product. 

The  use  of  the  talking  macTiine  as  the  repository  for  wills 
and  other  legal  matter  represents  the  latest  development  of  this 
product  that  in  its  early  days  was  considered  jusf  a  toy.  It  may 
be  that  the  talking  machine  record  will  never  come  into  wide  use 
for  such  purposes,  but  every  new  field  of  possibility  thus  opened 
before  it  adds  that  much  to  its  importance  and  makes  for  the 
permanence  of  the  industry. 

For  those  who  do  not  take  seriously  this  new  use  for  the 
talking  machine,  it  is  sufficient  to  recall  that  few  great  inventions 
or  movements  have  gotten  under  way  without  being  criticised  at 
the  outset  as  foolish  and  impractical.  It  is  hard  indeed  to  get 
away  from  the  beaten  path. 


THE  TIME  FOR  ADVERTISING  EXPANSION 


ADVERTISING  is  an  absolute  essential  to  business  success  at 
all  times,  but  never  more  so  that  when  evidence  of  slowing  up 
in  demand  exists.  It  may  be  a  difficult  task  to  convince  the  average 
dealer  thafit  pays  to  keep  a  forceful  and  telling  presentation  of  his 
goods  continuously  before  the  public,  but  especially  so  when  business 
is  not  strikingly  active. 

The  accepted  rule  is  to  reduce  the  advertising  appropriation 
when  trade  quiets  down  or  to  eliminate  advertising  entirely.  Now 
this  is  the  first  step  to  business  suicide — in  fact  no  greater  mistake 
could  be  made.  Experts  in  advertising  who  have  given  the  closest 
possible  study  to  this  question  from  a  cold,  scientific  standpoint — 
that  is  for  producing  results — are  a  unit  on  this  proposition.  They 
advise  no  curtailment  of  the  ■  publicity  campaign  when  business  is 
slow.  Just  the  opposite.  They  hold  that  this  is  just  the  time  to  make 
still  further  efforts.  And  where  this  plan  has  been  followed  success 
has  always  crowned  the  efforts  of  the  advertiser. 

We  are  again  approaching  a  period  in  trade  history  when  talk- 
ing machines  must  be  "sold,"  and  while  sales  management,  expansion, 
and  control  are  essentials  to  success,  they  are  materially  aided  by  the 
well  conceived  and  developed  campaign  of  publicity. 


THE  APPEAL  OF  THE  ATTRACTIVE  STORE 


THE  artistic  talking  machine  store  is  now  the  rule  rather  than 
the  exception,  and  to  attract  any  great  attention  the  establish- 
ment of  a  talking  machine  retailer  must  indeed  be  most  elaborate. 
With  this  condition  existing  the  retailer  cannot  under  any  consid- 
eration prove  neglectful  in  the  matter  of  store  arrangement,  for 
■it  is  going  to  count  against  him  and  count  against  him  hard  in  the 
long  run.  When  people  were  called  upon  to  shop  around  from 
store  to  store  in  search  of  much  wanted  but  very  scarce  records,  or 
special  machine  types,  the  retailer  who  was  able  to  meet  the  demand 
had  little  or  no  cause  to  worry  about  the  appearance  of  his  store, 
for  the  buyers  came  in  from  necessity  rather  than  from  choice. 


With  the  return  of  competitive  conditions,  and  a  fair  supply  cf 
machines  and  the  latest  records  at  practically  all  stores,  the  retailer 
with  the  most  attractive  establishment  stands  the  best  chance  of 
receiving  consideration.  The  talking  machine  business  today  is  on 
a  distinctly  high  plane.  It  has  been  placed  and  held  there  by 
progressive  concerns  which  have  been  willing  to  invest  capital  in 
attractive  store  interiors  with  a  firm  belief  in  the  permanence  of 
the  industry. 

The  day  of  the  hit-and-miss  or  the  fly-by-night  dealer  has 
passed.  The  industry  has  developed  from  the  experimental  stage. 
There  are  certain  standards  that  should,  and  must  be,  observed 
if  the  retailer  expects  to  reap  his  share  of  the  business  that  is 
here,  or  that  is  coming.  He  must  offer  something  more  than  the 
same  line  that  a  dozen  other  dealers  in  his  town  are  in  a  position 
to  offer.  He  must  be  ready  to  give  service  not  only  in  salesman- 
ship, but  in  the  sort  of  establishment  to  which  he  invites  his  trade. 
When  buyers  are  in  a  position  to  shop  about,  they  gauge  not  only 
the  merchandise  offered,  but  the  manner  in  which  it  is  offered,  and 
the  surroundings  in  which  it  is  to  be  found.  It  is  human  nature 
and  perfectly  logical. 


WELCOME  CHANGE  IN  TRANSPORTATION 


THE  gradual,  but  general,  improvement  in  the  freight  transporta- 
tion situation  and  the  lifting  of  embargoes  on  the  shipments  of 
musical  instruments  and  other  commodities  of  a  similar  nature, 
should  prove  gratifying  to  the  majority  of  talking  machine  jobbers 
and  dealers  who  in  some  cases  have  suffered  severely  through  in- 
ability to  get  goods  through  from  the  factory,  although  production 
had  reached  the  point  where  there  was  hope  of  taking  care  of 
normal  demands.  It  will,  of  course,  be  some  time  before  the  trans- 
portation tangle  is  entirely  unraveled,  but  by  the  time  the  Fall  sea- 
son opens,  it  is  hoped  that  the  trade  generally  will  have  this  problem 
at  least  removed  from  its  list  of  worries.  To  know  that  the  fac- 
tories cannot  supply  the  goods  is  one  thing,  but  to  know  that  the 
factories  are  producing  and  that  the  goods  cannot  be  transported 
proves  considerably  more  annoying.  Happily  this  unsatisfactory 
condition  is  rapidly  disappearing. 


WHERE  THE  SHRINKING  VIOLET  IS  BANNED 


EVERY  once  in  so  often  The  World  receives  through  the  mail 
an  opinion  or  a  protest  from  some  member  of  the  trade  who, 
although  at  some  times  right  and  at  other  times  wrong,  hasn't  the 
courage  to  back  up  his  written  statements  with  his  signature.  The 
World  takes  occasion  to  emphasize  again  the  fact  that  no  unsigned 
communications  will  be  printed  or  their  contents  commented  upon 
in  the  columns  of  this  paper.  The  name  of  the  writer  will  be  with- 
held upon  request,  but  it  must  appear  on  the  letter  to  receive  atten- 
tion. If  opinions  are  worth  offering,  they  are  certainly  worth 
supporting. 


Back  to  the  Wood  Pile 

CA  TION  over  f    All  right,  let's  go. 

The  holiday  season  is  due.  Take  off 
your  coat  and  betid  your  back  over  the  buck. 
Make  the  dust  fly  now,  and  when  it  settles — 
Gold  Dust. 


SILAS  E.  PEARSALL  COMPANY 


WHOLESALE  ONLY 
Victrolas  and  Victor  Records  10  East  39th  Street,  New  York 


'liiiiiiuiiiiiiiwiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiH^ 


10 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


iiiiiiniiMiiiiiiiimiiimiiraimiiiiiraiiimiiiiB 


Is  the  Customer  Always  Right? 
Just  How  Nearly  Right  Is  He?  := 


-If  Not,! 

By  D.  G.  Baird  | 


iiiiiiiiiiiiiiniiiiiiiiiiiiiii 

'"Do  j^ou  take  the  position  that  the  customer 
is  always  right?  That  is,  do  you  undertake  to 
satisfy  every  complaint,  no  matter  how  unjust 
or  at  what  cost  to  you?" 

"In  case  the  customer  thinks  you  should  do 
so,  do  you  refund  the  purchase  price  of  an 
article  that  has  been  damaged  and  rendered 
unsalable?" 

"Do  you  ever  argue  with  a  customer  in  an 
effort  to  convince  him  that  you  are  right,  there- 
by proving  him  wrong?" 

"Do  you  find  that  very  manj'  try  to  take 
advantage  of  your  business  policy  in  your  desire 
to  give  satisfaction?" 

These  questions  were  recently  propounded  to 
a  number  of  talking  machine  dealers  in  a  large 
citj-  in  an  effort  to  collect  data  on  the  subject 
that  would  be  helpful  to  others  in  the  trade. 

The  first  dealer  interviewed  couldn't  say  thai; 
he  took  the  position  that  the  customer  is  al- 
ways right,  but  insisted  that  he  does  frequently 
grant  unreasonable  demands  or  requests  from 
his  customers.  There  are  circumstances,  how- 
ever, under  which  he  cannot  hold  such  a  posi- 
tion. 

■'We  do  hold  that  the  customer  is  right  once 
— absolutely,"  said  this  gentleman.  "We  will 
accept  almost  any  cock-and-bull  story  the  first 
time.  Afterwards,  though,  we  very  naturallv 
have  to  draw  a  line.  I  refer  particularly  to  the 
matter  of  payments,  or  rather  to  failure  to  make 
payments,  for  many  and  strange  are  the  ex- 
cuses that  some  people  will  find  for  not  meet- 
ing their  payments  promptly. 

"As  to  refunding  the  purchase  price  of  dam- 
aged goods,  we  have  done  that,  although  we 
usually    exchange   the   goods.     We   have  had 


people  utterly  ruin  expensive  records  and  then 
come  back  claiming  that  they  were  damaged  at 
the  time  they  got  them.  And  we  u.'^ually  give 
them  other  records — or  even  refund  their  money 
.  .  .  once.  If  the  same  person  is  unfortu- 
nate a  second  time  with  his  records  we  decline, 
to  be  imposed  upon  again. 

"We  never  argue  with  a  customer.  That,  in 
our  opinion,  is  the  height  of  folly.    If  a  person 

111!! 


Interesting  Respon- 
ses to  Pertinent  Ques- 
tions Propounded  to 
a  Number  of  Talking 
Machine  Dealers 


■UliilllllllllMIIHIIIIIIllllllUIIIIMIlllHUlUUIIIIII^ 

claims  that  a  record  was  damaged  when  she 
bought  it — she  is  absolutely  sure  that  she  hasn't 
abused  it  in  the  least — why  go  ahead  and  at- 
tempt to  prove  to  her  that  she  is  lying?  That 
is  what  it  really  amounts  to;  if  we  are  right 
in  our  contention  then  she  is  wrong  in  hers. 
But  she  will  never  admit  that  she  has  lied 
about  it  and  arguing  the  question  will  only 
make  her  mad  without  doing  any  good  what- 
ever. 

"No,  we  don't  find  that  so  very  many  try  to 


take  advantage  of  us  in  that  way.  I  might  say 
that  the  majority  of  those  who  do  are  women. 
The  women — -God  bless  'em — are  frequently 
mighty  hard  customers  to  please  and  will  take 
mean  little  advantages  that  a  man  wouldn't 
stoop  to." 

The  proprietor  of  one  of  the  largest  shops  in 
the  city  had  this  to  say  on  the  subject:  "We 
endeavor  always  to  give  a  square  deal  and  at 
the  same  time  to  get  one  ourselves.  Every 
case  is  judged  on  its  own  merits,  and  if  the 
dissatisfied  customer  is  at  all  reasonable  we 
satisfy  him  even  at  a  loss  to  ourselves.  In 
general,  though,  I  think  I  might  say  that  the 
best  any  dealer  can  afford  to  do  is  to  charge 
for  replaced  goods  at  just  what  they  cost  him. 
Certainly  he  can't  afford  to  give  away  money 
as  well  as  his  time  and  service. 

"I  have  known  cases,,  however,  where  I  felt 
that  the  dealer  was  wrong  in  not  helping  his 
customer  bear  a  loss.  For  example,  a  man 
bought  a  $7  record  from  a  certain  piano  house 
here,  put  it  under  his  arm  and  accidentally 
crushed  it  before  he  got  home.  He  went  back 
to  the  dealer  and  confessed  his  carelessness,  and 
the  dealer  charged  him  the  full  price  for  an- 
other record. 

"Now,  it  wasn't  the  dealer's  fault  in  the  least, 
but  if  he  had  been  wise  he  would  have  sold 
that  man  another  record  at  cost,  thereby  show- 
ing that  he  was  human  and  willing  to  help  the 
customer  bear  his  misfortune.  I  happen  to 
know  that  man  will  never  again  trade  there. 

"I  had  a  similar  experience  with  a  customer 
myself.  A  gentleman  bought  six  records  from 
me  one  day  last  Winter  and  broke  them  every 
(Continued  on  page  11) 


OGDEN'S  PATENTED  RECORD  FILING  CABINETS 


MODEL  No.  2  I  50  D.D. 
2  UNITS  ILLUSTRATED 


Locking  Roll  Top  Pre- 
vents Dust  and  Theft, 
also  supplied  with 
Spanish  Leather  Cur- 
tain. 

350  10"  or  lO'/j" 
Records  on  each  shelf. 
Filed  in  Sales  System 
Covers  and  with  In- 
dex Guides. 


350  10"  or  lO'/j" 
Records  on  this  shelf, 
also   3  shelves  above. 


Soft  Flat  Supporting 
Springs  Prevent  Warp- 
ing (Patented).  Holds 
350  10"  or  12"  rec- 
ords. 

10"  and  12"  Records 
Filed  on  same  shelf. 
Held  flush  at  the  front 
by    Patented  Adjuster. 


File  Your  Records  so  you  can  find 
them  and  it's  easy  to  sell  them. 

This  System  pays  for  itself  by  increasing  Sales  through 
better  service  and  Automatic  ordering  of  "Sold  Out"  Records. 

Secure  These  From  Your  Jobber: 


COLUMBIA  DISTRIBUTORS 
Columbia  Co.,  All  Branches. 
Tampa   Hardware  Co. 

EDISON  DISTRIBUTORS 
Harger  &  Blish. 
C.  B.  Haynes  Co.,  Inc. 
Laurence  H.  Lucker. 
Montana  Phonograph  Co. 
Phonographs,  Inc. 
The  Phono  Co.  of  Chicago. 
The  Phono.  Co.  of  Cincinnati. 
The  Phono  Co.  of  Detroit. 
The  Phono.  Co.  of  Kansas  City. 
The  Phono  Co.  of  Milwaukee. 


Sectional  Modeli  Fit  Any  Size 
Stock  and  Help  You  Grow. 


GUARANTEED 

The  Ogden[SaIe8^ System  is  Equivalent  to  an  Extra  Clerk  and  Increases  Sales 


VICTOR  DISTRIBUTORS 
W.  D.  &  C.  N.  Andrews 
Badger  Talking  Machine  Co. 
Blackman  Talking  Machine  Co. 
C.  Bruno  &  Son,  Inc. 
Louis  Buehn  Co.,  Inc. 
The  Cleveland  Talking  Machine  Co. 
The  John  Elliott  Clark  Co. 
Cohen  &  Hughes. 
W.  J.  Dyer  &  Bro. 
Elmira  Arms  Co. 
Eclipse  Musical  Co. 
Elyea  Talking  Machine  Co. 
J.  W.  Jenkins'  Sons  Music  Co. 
Mickel  Bros.  Co.,  Des  Moines. 
Mickel  Bros.  Co.,  Omaha. 
Putnam-Page  Co. 
Stewart  Talking  Machine  Co. 
The  Toledo  Talking  Machine  Co. 
Talking  Machine  Co.,  Birmingham, 
The  Perry  B.  Whitsit  Co. 

OTHER  DISTRIBUTORS 
Buffalo  Wholesale  Hardware  Co. 
Interstate  Phonograph  Co. 
C.  M.  McClurg  &  Co. 
Cabinet  &  Accessories  Co. 
Sonora  Dist.  Co.  of  Texas. 
Yahr  &  Lange  Co. 
Crafts-Starr  Phono.  Co. 
W.  H.  Caldwell. 
M.  Sellers  &  Co. 
L.  E.  Lines  Music  Co. 
Ellis  Jones  Drug  Co. 
H.  A.  Copeland  Sales  Co. 
Collier  Bros. 

EXPORT  AGENT 

Charmel  Trading  Co.,  1170  Broadway, 
New  York.  U.  8.  A. 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


11 


one  in  a  fall  on  the  icy  sidewalk  before  he  had 
gone  a  block.  When  he  came  back  and  told  me 
about  it  I  expressed  my  sympathy  and  sold  him 
six  others  at  cost.  He  was  very  grateful — 
thought  that  I  had  done  even  more  than  I  was 
under  any  obligation  to  do — and  has  always 
traded  with  me  since. 

"On  the  other  hand,  I  have  had  people  bring 
back  records  that  they  had  bought  several 
years  before  and  want  new  ones  because,  as 
they  claimed,  the  ones  they  returned  never  had 
played  right  and  they  had  been  intending  all 
the  time  to  return  them  but  just  hadn't  got 
around  to  it.  In  such  cases,  I  very  naturally 
declined  to  exchange  the  goods. 

"We  don't  have  so  very  many  complaints,  but 
occasionally  we  get  one  that  is  so  utterly  un- 
reasonable as  to  be  ridiculous.  In  such  cases 
we  don't  argue  with  them  at  all.  We  merely 
tell  them  courteously,  but  firmly,  that  we  will 
not  do  anything  about  the  matter  and  leave 
them." 

Many  others  expressed  much  the  same  ideas 
on  the  subject.  There  were  varying  degrees  of 
opinion  as  to  just  how  far  a  dealer  should  go 
in  his  efforts  to  satisfy  a  disgruntled  customer, 
but  nearly  all  were  of  the  opinion  that  he  should 
meet  the  latter  at  least  half  way. 

One  dealer  was  found  who  said  that  he  had 
tried  out  the  policy  of  guaranteeing  absolute 
satisfaction,  but  had  been  compelled  to  change 
his  policy.    Said  this  dealer: 

"Yes,  I  tried  it.  And  I  got  hooked.  I  ad- 
vertised for  a  time  that  any  one  might  buy  a 
machine  from  me  at  any  time  and  if  for  any 
reason  he  was  not  wholly  satisfied  with  it  he 
might  return- it  and  get  his  money  back. 

"Well,  it  was  a  pretty  good  advertising  stunt 
and  it  brought  me 'business,  but  I  soon  found 
that  too  many  became  dissatisfied.  Not  that 
they  found  anything  wrong  with  the  machines, 
although  they  would  usually  trump  up  some 
excuse,  but  that  they  simply  tired  of  the  in- 
strument after  a  few  weeks  or  months  and 
decided  to  take  advantage  of  my  liberal  ofTer. 

"A  talking  machine  isn't  like  a  diamond.  One 


who  buys  a  machine  is  more  than  likely  to  play 
it  too  much  at  first,  with  the  result  that  after 
a  time  he  and  the  family  begin  to  tire  of  it. 
Then  they  begin  to  think  of  what  it  cost  them 
and  possibly  wish  they  hadn't  bought  it.  Then 
they  think  of  my  offer  to  refund  their  money 
if  not  satisfied — they  are  not  satisfied — here 
they  come  with  a  tale  about  the  machine's  not 
playing  right  or  a  hard  luck  story  of  some 
kind  about  their  not  being  able  to  keep  up  the 
payments,  and  so  on.," 

"I  kept  it  up  for  a  time,  but  I  was  losing 
too  much  on  returned_rnachines  and  butchered 
records.  Now  I  try  in  every  reasonable  way 
to  give  satisfaction,  but  there  are  times  when 
I  have  to  shut  down  on  the  refund  or  exchange. 

"Why,  I  had  a  woman  come  in  here  one  day 
last  week  with  a  record  and  tell  the  girl  at  the 
record  counter  that  she  was  returning  a  record 
that  she  had  been  talking  to  the  manager  over 
the  telephone  about.  The  girl  looked  at  the 
record  and  saw  at  once  that  it  had  been  badly 
scratched,  so  she  called  me  to  attend  to  the 
matter.  I  knew  that  no  one  had  been  talking 
to  me  over  the  telephone  about  returning  a 
record,  so  I  suspected  something  right  away. 
And  what  do  you  suppose  I  found?  That 
woman  had  bought  that  record  from  us  one 
year  and  five  months  before.  In  fact  she  had 
bought  her  machine  from  us  and  that  record 
was  one  of  her  purchases  made  at  the  same 
time.  The  record  was  cut  up  so  badly  that  it 
wouldn't  play  at  all.  And  yet  she  claimed  that 
she  hadn't  damaged  it  in  the  least  and  had  been 
intending  all  the  time  to  bring  It  back  and  ex- 
change it  but  had  always  forgotten  to  bring  it 
along  when  she  came  down. 

"When  I  refused  to  exchange  the  record  she 
picked  it  up  and  smashed  it  on  the  counter, 
saying:  'Well,  if  I  can't  get  my  money's  worth 
out  of  it,  I'll  see  that  no  one  else  does!' 

"Of  course  she  declared  she'd  never  trade 
with  us  again,  but  I  don't  know  but  what  we're 
better  oft"  without  such  trade." 

There  is  no  doubt  of  the  fact  that  satisfied 
customers   are   the  best   advertising    that  one 


may  have,  but  in  such  a  business  as  that  of 
selling  talking  machines  on  the  instalment  plan 
it  is  sometirnes  necessary  to  let  a  customer  re- 
main dissatisfied,  much  as  the  dealer  dislikes 
to  do  so. 

Probably  the  best  way  to  avoid  dissatisfaction 
is  to  be  very  careful  in  selling.  There  are  times 
when  it  would  be  well  for  the  delivery  men 
to  refuse  to  deliver  a  machine  after  seeing  the 
condition  of  the  home  to  which  it  is  going. 
Some  of  those  who  live  in  squalor  will  pay  all 
right,  but  too  often  a  sale  to  such  people  means 
a  succession  of  hard  luck  stories  and  failure  to 
meet  payments  until  the  instrument  eventually 
finds  its  way  back  to  the  dealer  in  such  condi- 
tion as  to  necessitate  complete  overhauling. 

There  is  always  a  strong  temptation  to  make 
a  sale,  especially  if  the  purchaser  seems  per- 
fectly willing  to  make  a  fairly  liberal  initial  pay- 
ment. But  a  sale  that  doesn't  remain  a  sale 
isn't  of  very  great  value  to  the  dealer. 

The  best  policy  to  pursue,  then,  would  seem 
to  be  to  exercise  care  in  selling,  send  a  reliable 
man  along  to  make  the  delivery  and  let  him 
decline  to  leave  the  machine  in  case  the  sur- 
roundings look  forbidding;  examine  records, 
needles  and  machines  before  sending  them  out, 
and  then  meet  the  customer  at  least  half  way 
in  case  of  dissatisfaction.  In  the  case  of  regu- 
lar customers  who  are  known  to  the  dealer  per- 
sonally, it  will  frequently  be  found  advisable 
to  go  even  farther  in  this  respect. 


NAME  IS  NOW  THE  SCHMELZER  CO. 

Kansas  City,  Mo.,  September  3. — It  was  of- 
ficially announced  recently  that  the  corporate 
name  of  the  Schmelzer  Arms  Co.  had  been 
changed  to  the  Schmelzer  Co.  This  well- 
known  Victor  jobber  is  _pne  of  the  leading  mer- 
cantile concerns  in  this  section  of  the  country, 
and  its  new  name  is  more  representative  of  its 
present  activities. 


One  self-evident  proposition  is  the  value  of 
selling  a  consumer  campaign  to  the  dealer. 


Just  What  You  Have  Been  Waiting  For 

The  GATELY  Carrying  Case 

for  VIGTROLA  VPs 

This  handsome  carrying  case  will  help  in- 
crease your  VICTROLA  VI  sales. 

The  Gately  Carrying  Case  is  constructed 
of  wood,  covered  with  black  waterproof 
fibre  and  substantially  made  so  that  it  can 
be  carried  by  one  man  or  as  baggage. 

Each  case  is  arranged  to  hold  thirty  10-in. 
or  12-in.  records,  and  has  a  separate  place 
for  a  sound  box,  winding  key  and  needles. 


Price,  $8.50  Wholesale 

Write  for  Descriptive  Circulars 


GATELY-HAIRE  CO.,  Inc. 


Albany,  N.  Y. 


12 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


Columbia 


This  Columbia  Calen- 
dar will  occupy  the  most 
valuable  advertising  space 
in  the  world  —  space  that 
couldn't  be  bought  —  the 
ideal  place  to  make  your 
music  appeal  — in  the 
parlors  of  your  neighbor- 
hood prospects  and  cus- 
tomers. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


13 


Calendar 


Your  introduction  to  future  customers 


Good  Will:  By  distributing  a  thousand 
calendars  you  diplomatically  establish  just 
that  many  new  friends  and  acquainted 
prospects  of  your  business — you  awaken 
the  interest  of  old  customers  in  their 
Grafonolas  and  rejuvenate  the  record- 
buying  activity  of  your  whole  patronage. 

Your  Calendar:  With  your  imprint  along- 
side the  main  illustration,  and  exactly 
matching  the  design,  the  calendar  is  joMr 
advertising. 

Quality:  The  quantity  in  which  Columbia 
Calendars  are  printed  this  year  permits  a 
cost  ridiculously  low  compared  to  the 
value  to  you  for  a  quality  calendar,  which 
in  smaller  lots  would  cost  three  times  as 
much. 

Constant  Change:  The  twelve  monthly 
date  sheets,  reproduced  in  full  color,  con- 


stantly renew  the  calendar  appearanc  ,and 
carry  a  forceful,  seasonable  appeal  to  the 
non-owner  of  a  Grafonola.  The  record 
release  dates,  indicated  by  a  brightly 
colored  numeral  on  the  pad  sheets,  make 
a  positive  record  suggestion  to  the  owner 
every  10  days. 

Special  Envelope:  Free  of  charge,  a  special 
craft  paper  envelope,  illustrated  in  color, 
accompanies  each  calendar.  Strawboard 
envelope-fillers  for  mailing  are  available. 

Your  Last  Chance  This  Year  to  order 
your  Columbia  Calendars  for  1921. 
Present  orders  are  fairly  swamping  our 
capacity  for  producing  calendars.  This 
is  practically  your  last  chance  to  get  your 
order  in.  All  orders  received  before 
October  10  will  go  forward  within  one 
month.  Order  your  1921  Calendars  today. 


Note:  Two  shipping  points,  Chicago  and  New  York,  expedite  delivery  and  offer  a  saving  in  transportation 

Canadian  Distribution  Points:  Toronto,  Winnipeg,  and  Montreal 

Ask  your  Columbia  Representative  to  show  you  his  copy  and  quote 
you  prices  of  the  Columbia  1921  Calendar 

COLUMBIA  GRAPHOPHONE  COMPANY,  New  York 


MBER^ 


t  D 

TMU  ■  f"R,i.  ■  SAT 

S      Q  11] 

!     '  1  0  !  1  7 

14 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


H 


is  the  Nation-Wide  Advertising 
to  Help  You  Sell 

StiBBLE  Books 


"that  Sing 


The  fastest- selling  merchandise  for  child- 
amusement  on  the  American  market  today 


Tme  MostWondebfulest  Fu.>i 

NVe  Ever  Had!" 


;1 


Books 

"that  Sin| 


fc 


IN  the  next  five  months  we  are 
spending  $75,000  in  a  great  national 
Bubble  Book  campaign.  The  two 
advertisements  pictured  here  from  the 
Saturday  Evening  Post  and  the  Ladies' 
Home  Journal  are  only  a  small  part  of 
that  campaign. 

Similar  advertisements  are  reaching  mil- 
lions of  homes — not  only  in  these  two  great 
mediums  but  also  in  such  magazines  as  the 
Woman's  Home  Companion,  The  Atlantic 
Monthly,  Scribner's,  Century,  World's 
Work,  Review  of  Reviews,  Harpers,  John 
Martin's  Book,  St.  Nicholas  and  others. 

The  demand  for  Bubble  Books  is  going  ~ 

to  be  more  stupendous  than  ever  in  the  next  year.  We  are 
supplying  the  demand  as  fast  as  our  presses  can  turn  out  the 
books.    And  remember — they  always  come  back  for  more. 

When  You  Sell  One  You  Sell  a  Habit 

One  gross  is  just  enough  for  sixteen  customers — one  set  of  nine  Bubble 
Books  to  each. 

Get  your  share  of  this  business.     Order  your  supply  of  Bubble  Books 
now.    $1.50  each.    Liberal  discounts  to  the  trade. 

EACH  CONTAINS:  1st— A  Fairy  Story,  beautifully  told; 

2nd — Wonderful  colored  pictures; 

3rd — Three  phonograph  records,  each  in  its  own  pocket 
and  ready  to  play  on  any  talking  machine.  These 
records  play  the  songs  and  stories  in  the  books. 

The  Harper-Columbia  Singing  Books 

By  RALPH  MAYHEW  and  BURGES  JOHNSON 


PICTURES  BY  RHODA  CHASE 


A  glimpse  of  What's  in   Them : 


First  Bubble  Book 

Tom,  Tom,  the  Piper's  Son 
Mary  and  Her  Little  Lamb 
Jack  and  Jill 

Second  Bubble  Book 

Simple  Simon 
Little  Bo-Peep 
Old  King  Cole 

Third  Bubble  Book 

Miss  Jennie  Jones 
The  Farmer  in  the  Dell 
Lazy  Mary 


Animal  Bubble  Book 

The  Three  Little  Kittens 
The  Three  Little  Piggies 
The  Three  Blind  Mice 

Pie  Party  Bubble  Book 

Little  Jack  Homer 
The  Queen  of  Hearts 
Good  King  Arthur 

Pet  Bubble  Book 

Little  Pussy 
Little  Doggy 
Cock-A-Doodle-Do 

Many  More  in  Preparation 


Funny  Froggy  Bubble  Book 

The  Frog  Who  Would  A-Wooing  Go 

The  Carrion  Crow 

The  Frog  and  the  Crow 

Happy-Go-Lucky  Bubble  Book 

The  Jolly  Miller 
The  Plough  Boy 
The  MUk  Maid 

Merry  Midget  Bubble  Book 

Daddy  Long-Legs  and  Floppy  Fly 
The  Fly  and  the  Bumble-bee 
The  Spider  and  the  Fly 


BUBBLE  BOOK  SALES  SERVICE,  130  West  42nd  Street,  New  York 

(HARPER  &  BROTHERS) 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


15 


iiiiiiiii 


How  Frequency  of  Turnover  Affects  the 
Gross  Profits  of  a  Business 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

Back  on  the  farm  the  folks  showed  some  first 
class  business  ability  when  they  elected  the  poor 
laying  hens  candidates  for  the  chopping  block. 
It  was  a  case  of  survival  of  the  fittest  and  some- 
times rather  rough  on  the  unfortunate  non- 
producing  pullets — but  the  farm  folks  were 
practical. 

Strange  to  say,  merchants  generally  are  just 
beginning  to  realize  the  entire  significance  of 
this  old  farmyard  principle  as  applied  to  their 
business,  and  the  efficiency  with  which  it  is  put 
into  practice  has  in  only  a  few  cases  attained 
anything  near  to  its  possible  100  per  cent. 

Perhaps  the  above  crude  introduction  can  be 
broadened  into  an  analogy  which  will  make 
clearer  the  main  theme  of  our  article. 

Suppose  the  retail  merchant  to  correspond 
to  the  above  "down  on  the  farm"  chicken  raiser; 
the  various  articles  of  merchandise  can  then 
be  thought  of  in  line  with  the  chickens,  a  few 
real  speed  demons  of  productivity  ranging 
down  in  their  yield  to  the  absolute  slacking  can- 
didates for  the  chop-block.  But  poultry  must 
needs  be  fed  and  likewise  merchandise  until  it 
is  disposed  of  over  the  counter,  requires  con- 
tinual expenditure  in  the  form  of  interest  and 
overhead. 

The  first  aim  then  is  to  find  out  who  are  the 
poor  layers,  the  articles  which  odcupy  shelf 
space  without  a  justifying  return  and  then  ap- 
ply the  process  of  elimination  to  obtain  a  real- 
ization on  the  dead  or  slow  moving  stock  and 
a  more  active  assortment  with  which  to  con- 
tinue to  do  business. 

The  ultimate  aim  is  more  activity  in  the  move- 
ment of  stock  or  a  quicker  turnover. 

Just  how  vitally  frequency  of  turnover  affects 
the  gross  profits  of  the  business  can  be  briefly 
illustrated  in  the  cases  of  two  merchants — A 
and  B,  both  operating  on  a  selling  profit  of, 
say,  10  per  cent.  A  carries  a  $3,000  stock  and 
sells  $200  worth  monthly,  a  yearly  turnover  of 
two-thirds  and  a  yearly  income  on  the  invest- 
ment of  6  2/3  per  cent.  B,  on  the  other  hand, 
carries  only  $500  in  stock;  his  monthly  sales 
are  $100,  but  his  turnover  per  year  is  two  and 
two-fifths,  resulting  in  an  income  of  22  per  cent. 

The  feeble  income  of  our  first  merchant  might 
be  due  to  sluggish  movement  of  stock  through- 
out the  line,  but  more  than  likely  an  absolutely 
dead  minority  proportion  of  the  stock  is  re- 
sponsible. 

In  the  case  of  the  talking  machine  dealer, 
there  are  undoubtedly  some  records  adorning 
the  shelves  year  in  and  year  out  without  mov- 
ing— patriotic  numbers  and  some  old  standard 
and  operatic  selections  perhaps.  In  the  case 
of  the  music  store,  the  stagnant  profit  eaters 


Jllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 
might  take  the  form  of  sheet  music,  certain  in- 
struments perhaps,  or  a  number  of  the  acces- 
sories. 

Some  merchants  have  attained  a  degree  of 
efficiency  in  locating  the  slow  movers  through 
the  use  of  progressive  records.  One  record 
takes  the  form  of  a  card  file,  a  card  being  re- 
served for  each  item  of  merchandise  carried. 
The  card  at  any  time  gives  the  amount  of  stock 
on  hand,  quantities  received  and  sold.  The 
rate  at  which  it  moves  can  be  easily  arrived  at. 
The  movement  of  talking  machine  records  can 
be  kept  track  of  through  the  use  of  what  is 
known  as  a  stock  record  envelope.  One  of 
these  envelopes  acts  incidentally  as  a  divider 


WESE<{ 


Stock  Record  Envelope  Suggestion 

or  marker  for  each  record  number  and  entries 
on  it  furnish  a  summary  of  the  stock  move- 
ment. 

The  envelope  also  acts  as  a  danger  signal  for 
ordering  when  stock  reaches  a  predetermined 
minimum. 

Some  merchants  might  say  that  records  of 
this  sort  are  an  unnecessary  and  unwarranted 
burden.  They  would  probably  look  more  kindly 
upon  statistical  methods,  however,  if  they  knew 
that  even  the  poultry  practice  has  evolved  into 
a  system  whereby  each  hen  is  numbered  and 
her  productivity  entered  on  a  record  or  chart. 

Locating  the  slow  layer  in  the  case  of  the 
merchant  is  not  always  as  difficult  as  realizing 
on  the  laggard  item  when  it  is  found  and  it  is 
then  that  his  ingenuity  and  merchandising  abil- 
ity stands  him  in  good  stead.  The  means  that 
can  be  used  by  the  talking  machine  merchant 
suggest  corresponding  methods  for  other  lines. 

It  is  very  often  just  a  case  of  bringing  the 
slow  moving  item  definitely  to  the  customer's 
attention.  A  sign,  "our  suggestion  for  to-day," 
with  a  sample  of  the  record  mounted  on  it,  has 


::        By  Edward  Kalt  | 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

cleaned  out  many  an  apparently  dead  number. 
When  an  ordinary  display  or  featuring  of  the 
record  is  not  effective,  it  is  sometimes  neces- 
sary to  make  some  special  inducement  such  as 
giving  an  album  at  special  price  with  a  purchase 
of  five  assigned  numbers.  The  particular  scheme 
employed  is  governed  to  a  great  extent  by  the 
individual  merchant's  type  of  trade  and  his  in- 
genuity. The  aim  is  to  release  the  capital  tied 
up  in  slow  moving  stock. 

At  this  particular  point  it  might  be  well,  how- 
ever, to  draw  the  reader's  attention  to  the  dealer 
who  approaches  the  other  extreme.  That  is, 
cuts  his  stock  to  so  small  a  line  that  it  is  neces- 
sary to  continually  turn  away  would-be  buyers. 
Although  ■  the  turnover  factor  of  this  dealer 
might  seem  to  be  working  out  excellently,  his 
stock*  being  reduced  to  only  the  most  active 
items,  the  practice  of  turning  down  customers 
is  bound  to  result  sooner  or  later  in  their  going 
elsewhere.  Once  in  the  competitor's  store,  the 
competitor,  if  he  is  on  the  job,  will  see  to  it 
that  he  retains  thern  as  steady  customers  and 
the  possibility  of  their  returning  to  the  first 
dealers  for  further  purchases  of  even  the  pop- 
ular numbers  which  he  carries,  is  small.  The 
merchant  who  cuts  his  stock  to  an  indiscrim- 
inate minimum  is  likely  to  find  himself  in  the 
position  of  killing  the  goose  who  laid  the  golden 
eggs. 

Between  the  two  extremes,  there  is  a  happy 
medium  that  every  dealer  should  arrive  at.  Dis- 
covering this  point  requires  a  scrupulous  an- 
alysis of  the  movement  and  income  of  the  vari- 
ous lines.  Stock  keeping  records  might  be 
necessary  to  found  the  analysis  on_  dependable 
facts  and  the  expense  of  such  records  will  in- 
variably be  warranted  by  the  increased  efficiency 
which  they  will  make  possible. 

When  a  line  begins  to  move  slowly,  push  it, 
turn  it  into  money  even  if  some  of  the  profit 
expected  from  it  has  to  be  sacrificed.  This  is 
the  second  factor  in  formulating  a  turnover 
policy.  The  overhead  expense  of  maintaining 
a  slow  line  soon  equals  the  sacrifice  required  in 
order  to  sell  it. 

The  limited  degree  of  efficiency  which  turn- 
over has  reached  in  the  average  retail  store 
places  the  merchant  who  is  capable  of  sys- 
tematically conducting  this  end,  at  a  consider- 
able advantage.  One  of  the  most  prevalent 
leaks  has  been  in  his  case  converted  to  profit. 
In  addition,  his  business  is  continually  at  his 
fingers'  tips  and  within  his  grasp. 

Counting  chickens  before  they  are  hatched  is 
not  generally  good  policy,  but  using  past  ex- 
perience to  determine  the  future  constituency 
of  the  chicken  colony  is  good  business. 


Quality  Distinction 

THE  "VICSONIA"  REPRODUCER 

Recognized  for  its  Perfect  interpretation  of  Edison  Disc  Records 
on  Victrolas  and  Grafonolos. 

Fitted  mib  permanent  jewel  point.    No  loose  parts. 

Note:  The  Vicsonia  is  made  of  Bronze,  sand  casted  and  machined  to 
measurement.    Finished  in  heavy  Nickel  or  Gold  plate.    Flexible  stylus. 

Meet  the  demand — Serve  your  customers 

Sample  Model  "A"  or  "B"  Vicsonia  will  be  sent  on  receipt  of  $4.50.  Retail 
price  $7.50. 

Note:    Model  "B"  Vicsonia  plays  both  Edison  and  Pathe  records 

VICSONIA  MFG.  CO.,  Inc. 

313  E.  134th  STREET  NEW  YORK,  N.  Y. 


16 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


pllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 

I  Great  Opportunities  Await  the  Dealer  Con- 1 
I  ducting  a  Suburban  Store        -    By  warfieu  webb  | 


SlllllllllllllllllllllllllllllllllllllllllllllllllllUlllllllllllllllllllllllllllll 

Competition  is  a  very  significant  matter  these 
days,  and  it  has  a  special  reason  for  considera- 
tion by  the  man  who  conducts  a  suburban  store 
for  the  sale  of  talking  machines,  records  and 
other  merchandise  that  should  be  carried  by 
such  stores.  The  reason  why  the  idea  of  com- 
petition should  be  looked  upon  by  the  proprie- 
tors of  such  stores  as  vital  is  the  fact  that  un- 
less they  do  cater  to  a  class  of  trade  with  the 
idea  of  making  them  regular  customers  there 
is  small  possibility  for  success. 

The  dealer  in  the  central  or  downtown  section 
of  a  city  has  some  advantages' over  his  subur- 
ban neighbor.  Then  he  has  some  disadvantages, 
too.  We  must  keep  that  in  mind.  Competition 
in  the  case  of  the  centrall}'  located  dealer  is 
more  than  a  m3'th,  it  is  a  real  issue  and  he  must 
be  on  the  alert  to  keep  it  some  distance  from 
his  place  of  business.  But  the  kind  of  competi- 
tion that  the  suburban  dealer  has  to  deai  with  is 
all  the  stores  in  the  central  section.  Therefore 
he  has  to  offer  something  different  in  the  way  of 
an  argument,  or  an  inducement  to  make  the 
local,  or,  we  might  term  it  neighborhood  trade, 
stay  at  home. 

There  is  the  opportunit)-  for  the  live  man  in 
the  outlying  district.  He  in  reality  has  some 
trade  helps  that  the  man  downtown  cannot  en- 
joy. He  has  an  opportunity  to  get  personally 
acquainted  with  his  customers.  He  can  study 
their  tastes,  anticipate  their  wants  and  take 
a  personal  interest  in  their  likes  and  dis- 
likes, so  that  he  can  in  this  way  be  able  to  pur- 
chase at  least  a  fair  share  of  his  stock  with  the 
feeling  that  it  will  most  likely  sell.  He  can 
offer  invitations  to  the  home  people  to  come  to 
his  store  often,  and  to  make  his  place  of  busi- 


IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIllllllllllllllllllllllllllllllllU^ 
ness  a  haven  where  the  selections  can  be  played 
as  often  as  they  see  fit,  and  where  they  can 
feel  so  much  at  home  that  there  will  not  be 
required  that  same  personal  attention  that  is 
given  to  strangers. 

For  instance,  if  a  resident  of  his  section  comes 
to  his  store  often  the  dealer  can  just  about 
guess  what  she  would  like  to  hear  played.  He 


The  Dealer  Who 
Caters  In  te  llige  ntly 
to  Local  Trade  Is 
Sure  to  Develop  a 
Profitable  Clientele. 


can  make  a  selection  of  a  number  of  records, 
place  one  on  the  machine  and  look  after  other 
matters,  or  wait  on  other  trade  if  such  should 
come  in.  He  does  not  have  to  be  on  the  spot  at 
all  times  to  be  sure  that  he  is  not  overlooking 
anything  that  will_  be  a  help  to  sales.  He  can 
awaken  a  mutual  interest  that  will  help  make 
that  party  a  regular  customer. 

The  large  stores  are  not  always  so  careful 
and  there  are  likely  to  be  some  instances  where 
the  salespeople,  not  feeling  particularly  inter- 
ested in  the  party,  will  lose  some  of  the  earnest- 


llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 
ness  that  is  at  times  very  essential.  Knowing 
your  trade,  there  is  so  much  in  that,  and  helps 
of  this  kind  are  the  real  avenues  that  lead  to 
larger  sales,  provided  they  are  made  the  means 
of  sales.  The  neighborhood  trade  must  be  cul- 
tivated. The  dealer  must  have  a  store  that  is 
attractive,  and  that  is  complete  in  the  matter  of 
stock,  for  this  will  be.  one  of  his  most  vital 
assets  to  obtain  and  to  retain  his  trade. 

The  suburban  store  owner  has  to  keep  his 
eyes  open  for  local  sales;  he  has  to  cater  to  his 
trade  with  the  personal  interest  that  can,  to  a 
great  degree,  be  overlooked  by  the  downtown 
man.  His  is  a  home  circle  trade,  and  he  must 
m.ake^  his  trade  understand  that  his  place  of 
business  is  the  place  where  prices,  selection, 
satisfaction  and  service  can  be  had.  Of  course, 
he  cannot  well  afford  to  sell  records  at  a  re- 
duced price  that  are  placed  on  the  market  at  a 
given  retail  price,  but  he  can  offer  other  mer- 
chandise at  a  reduced  price  at  times,  because 
his  overhead  expenses  are  not  as  large  as  the 
man  who  has  the  big  store. 

This  brings  us  to  another  phase  of  the  subject 
of  suburban  store  operation.  There  is  the  mat- 
ter of  overhead.  The  man  in  the  central  dis- 
trict has  his  large  store,  and  this  means  that 
his  daily  expenses  are  going  to  be  large.  He 
cannot  get  away  from  this,  because  unless  he 
makes  a  good  showing,  with  the  many  details 
that  are  looked  for  at  such  places,  he  is  handi- 
capped. He  has  to  make  a  show  and  to  do  this 
means  a  large  outlay.  But  the  suburban  store 
operator  can -eliminate  this;  he  can  do  with  less 
help,  and  this  is  really  as  much  an  advantage  as 
any  other  feature.  He  has  an  opportunity  to 
(Continued  on  page  18) 


You  can  do  it— with  the  Kent 

nvt  /In  70llinf  P  ^^^^  more  machines,  if  you  handle  the  Edison,  or  sell 
KjClfl'  UU  (X/rLU'L  •  more  records  by  catering  to  Edison  owners,  as  the  case 
may  be.  Your  money  invested  in  the  KENT  MASTER  ADAPTER  will  yield 
you  prompt  and  material  profits,  both  directly  and  indirectly. 

WHYi'  Because— 
The 

KENT 

Master 
Adapter 

plays  all 

RECORDS 
on  the 


PLAYING 
LATERAL 
CUT 
RECORD 


EDISON 


Rceistcrcd  in  U.  S.  Pal.  Office 


PLAYING 
HILL  and 
DALE  cur 
RECORD 


MANUFACTURERS  OF 
Tone  Arms,  Sound  Boxes  and  Attachments  for 
Edison,  Columbia  and  Victor  Machines.  We 
also  have  on  hand  large  supplies  of  Steel,  Sap- 
phire and  Diamond  Points. 

KENT  PRODUCTS  "Win  their  way  by  their  play." 


F.  C.  KENT  COMPANY 


I  RVINGTON 
N.J.,  U.S.A. 


SEPTEMBER  15,  1920  - 


THE   TALKING   MACHINE  WORLD 


17 


monograph . 


nil  I  iiiiiiiii  I  mill  iiiiiii  I  mill  mil  iiiimiiiiii  i  imiimii  »  iiiiiiiiii!miiii  iiiimiiii  mn 

Here  are  two  favorite 
models — in  Italian 
and  Louis  XV  design 

iiiiiiiiiiiiiiiii  IIIIIIIII  imimmmiiiiiimi  iiii  iiiiiiiiiiiiiiiimimiiiiii  ii  iiiiiii  iimiiiimiii  iiiiiiiii  iiiiiiiiiiimiiiiimiiimii  i  iiiinimimi  im 


ITALIAN  DESIGN  OF  OAK 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiimimimiiimimiiiiiiiiiiiiiiiiiiii^ 

All  Windsor  Phonographs  are 
carved  in  solid  wood,  executed 
distinctively  and  with  discrim- 
inating taste. 

One  of  the  WINDSOR  prod- 
ucts which  has  helped  to  make 

WINDSOR  FURNITURE 

the  quality  line  for  35  years. 

iiiiiiiiiiiiiiiiiiiiiiiiimiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiimiiiiii^ 


LOUIS  XV  DESIGN  OF 
MAHOGANY 


WINDSOR  FURNITURE  CO, 

Chicago,  111. 


=  ^iiiiiiiiiiiiiiiiiiiiiiiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin  ^ 


■illlllllllliilllllllillilllillll^ 


18 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


You  have  sold  a  lot  of  Jolson's  ''In  Sweet 
September".  Now  the  Paul  Biese  Trio  has 
made  fox-trot  records  of  this  song  hit  and 
Sweet  Sugar  Babe".  Some  combination! 
A-2959. 


Columbia  Graptioplione  Co 

NEW  YORK 


SUBURBAN  STORE  POSSIBILITIES 

(Continued  from  page  16) 


TEST  MAQNAVOX  POWER  IN  ATLANTA 


give  that  personal  service  that  sometimes  we  do 
f\ot  find  at  the  large  store. 

But  his  store  must  be  inviting.  The  location 
should  be  in  a  section  that  is  traversed  by  a 
large  number  of  people.  Car  lines  should  pass 
his  door,  or  be  very  near.  Often  a  transfer  cor- 
ner will  be  a  good  place,  and  with  an  attractive 
window  display  he  can  induce  sales.  Then  there 
is  the  opportunity  of  having  a  selection  played 
on  the  machine  at  frequent  intervals  that  will  be 
a  good  publicity  card  for  him.  We  know  of  a  store 
that  is  located  in  a  suburban  section,  and  one 
of  the  signs  seen  in  the  window  is  to  the  ef- 
fect that  orders  are  taken  for  piano  tuning.  Not 
a  bad  idea,  eh?  One  must  do  many  things  to 
invite  the  public  into  his  place  of  business,  and 
these  all  help.  This  store  sells  a  limited  num- 
ber of  musical  instruments.  There  are  player 
rolls  sold  here.  The  idea  is  to  have  a  number 
of  lines  that-  will  act  as  feeders  to  the  machine 
^nd  record  lines. 

~  There  is  a  reason  for  the  success  that  some  of 
these  outlying  stores  have,  and  these  are  noted 
herewith.  The  great  aim  must  be  to  get  the 
good  will  of  the  local,  or  home  trade.  The 
store  must  be  a  place  where  that  welcome  sign  is 
ever  to  be  noted  and  that  welcome  must  not 
be  confined  to  the  sign.  There  must  be  the 
welcome  sirjile  and  the  interest  that  will  induce 
the  people  fo  .come- 1%  j;ou.,.  Often  instead  of 
going  downtown  .the  trade  ,  in  a  given  section 
will  buy  from  the  operator  of  a  suburban 
store,  provided  there  are  a  sufficient  number  of 
logical  inducements  to  make  this  worth  while. 
The  store  that  caters  to  the  local  trade  has  pos- 
sibilities and  that  these  can  and  should  and 
must  be  cultivated  goes  without  saying  if  there 
is  to  be  hope  for  that  kind  of  development  that 
makes  it.  of  real  value. 

When  the  advertising  crawls  into  a  hole  then 
business  flies  out  of  the  window. 


Southern  Sonoria  iCo-.  iHost  to  Dealers  and 
Others  Interested  in  Remarkable  Try-out  of 
Popular  Sound  Amplifying  Device 


theatre  performances,  and  wherever  a 
of  great  carrying  power  is  required. 


Atlanta,  Ga.,  September  3. — Fifty  talking  ma- 
chine dealers,  newspaper  men  and  other  inter- 
ested persons  stood  away  out  in  center  field 
at  the  Ponce  de  lycon  ibaseball  park  recently 
and  heard  Alma  Gluck  singing  "Carry  Me  Back 
to  Old  Virginny"  just  as  clearly  as  if  they'd 
had  their  ears  leaning  against  the  instrument 
which  reproduced  the  voice.  They  heard  a 
political  speech  or  two,  and  a  banjo  and  even 
the  plaintive  ukulele,  all  played  by  a  small 
talking  machine  high  in  the  grandstand,  and 
the  voice  of  the  operator  who  explained  things 
floated  over  the  field,  even  in  the  face  of  a 
stiff  breeze,  with  every  syllable  distinct. 

It  was  a  demonstration  of  the  new  "magna- 
vox,"  which  is  being  used  by  many  candidates 
and  other  politicians  to  transmit  their  speeches 
to  the  populace.  It  was  this  instrument  which 
President  Wilson  used  in  his  famous  "glass 
cage"  in  San  Diego;  and  the  Prince  of  Wales 
used  in  speaking  to  30,000  persons  in  Cali- 
fornia. 

The  instrument  was  sent  to  another  city  later 
to  be  used  by  Presidential  Candidate  Cox, 
and  it  is  said  Candidate  Harding  also  will  use 
it  in  addressing  large  throngs  this  Fall.  It 
vjill  be  distributed  in  the  South  by  the  Southern 
Sonora  Co.,  and  President  E.  N.  Upshaw  of 
that  company  was  host  to  the  Atlantans  who 
witnessed  the  demonstration.  The  instrument 
was  handled  by  William  R.  Davis,  sales  man- 
ager of  the  Magnavox  Co.,  who  brought  the 
first  outfit  to  the  South. 

The  instrument  can  be  used  by  speaking  di- 
rectly into  a  mouthpiece  held  in  the  hand, 
or  through  the  medium  of  a  talking  machine- 
record.  It  is  expected  to  be  widely  used  in 
announcing  election  returns,  paging  guests  in 
hotels,  calling  automobiles  and  ta.xicabs  after 


VIOLINIST  USES  RECORD  AS  GUIDE 

Eddy  Brown  Declares  That  He  Finds  the  Talk- 
ing Machine  of  Inestimable  Value  as  a  Means 
of  Self-Criticism  in  Improving  His  Work 


Eddy  Brown,  the  violinist,  declares  that  he 
finds  the  talking  machine  of  inestimable  value 
as  a  means  of  self-criticism.  He  says  that 
through  the  hearing  of  his  records  he  has  been 
able  to  m,ake  many  a  correction  in  his  interpre- 
tations, for  the  machine  being  mechanical  it  is 
an  unremitting  and  unforgetting  critic.  It  never 
fails  to  record  the  slightest  deviation  from  pitch, 
the  nicest  difference  in  tone.  Let  the  violinist 
produce  ,a  scratchy  tone  and  it  is  recorded  by 
the  implacable  machine,  even  though  the  scratch 
may  be  of  so  momentary  a  nature  as  to  evade 
the  ear  and  memory  of  even  the  most  devoted 
listener. 

"Again  and  again,"  Mr.  Brown  asserts,  "I 
have  discovered  little  faults  that  without  the 
talking  machine  should  never  have  been  re- 
vealed to  me.  Again  and  again  I  have  realized 
through  its  teaching  that  I  have  been  departing 
from  the  good  and  the  true.  And  I  have  fre- 
quently thought  how  good  it  would  be,  were  I 
to  have  had  the  advantage  of  a  similar  recording 
of  form  when  I  have  essayed  to  play  any  game 
— golf,  for  instance. 

"In  point  of  fact  I  believe  that  the  talking 
machine  has  had  considerable  influence  in  the 
development  of  that  sure  and  reliable  technique 
which  seems  to  be  the  possession  of  every 
young  violinist  of  the  present  day.  And  every- 
one knows  that  so  far  as  the  purely  technical 
side  of  violin-playing  is  concerned  there  prob- 
ably has  never  been  a  time  in  which  there  have 
been  so  many  violinists  of  ability." 


Even  though  this  is  the  age  of  substitution 
there  is  no  substitute  for  honesty. 


FOUNDED  1835 


ARMSTRONG'S 


Distributors 


There  are  certain  desirable  localities  still  open  for  wide-awake  Pathe  dealers  in 
the  South. 

Our  Superior  Service,  co-operation  and  jobbing  experience  enable  us  to  give  all  dealers 
the  right  start.     A  good  start  is  half  the  game.     Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO. 


59  and  61  North  Main  Street 


Memphis,  Tenn. 


The  Talking  Machine  World,  New  York,  Septetnber  15,  1920 


How  about  future  deliveries, 

Mr.  Merchant? 


"The  statement  of  C.  M.  Reed  of  the  Kansas  Court  of  Industrial 
Relations  that  at  the  present  rate  of  activity  twenty-eight  months  will 
be  required  to  move  the  1920  grain  crop  and  what  is  left  of  the  19 19 
crop,  gives  a  vivid  idea  of  the  difficulties  of  the  present  transportation 


roblem. 


■  Chicago  Tribune  Editorial,  Aug.  16, 1920 


"Senator  Capper,  of  Kansas,  says  480  cars  a  day  for  two  months 
would  not  get  the  old  crop  of  wheat  in  Kansas  out  of  the  way  of  the 
new  crop,  but  on  the  day  reported,  fifty  elevators  could  get  only  seven 
cars.  — New  York  Times,  quoted  in  Literary  Digest,  July  24, 1920. 

An  estimate  recently  made  states  that  66/^  per  cent  of  all  cars  are 
now  under  load,  and  that  half  of  the  remaining  are  in  need  of  repairs, 
leaving  approximately  ly  per  cent  available,  with  an  actual  shortage 
of  2  CO  000  cars. 

Without  wishing  to  seem  unduly  pessimistic,  we  urge  you  for  your 
own  sake  to  heed  these  significant  signs  of  the  times.  We  are  doing  all 
we  can  on  our  part  to  speed  production  and  distribution. 

But  eventually  a  dead  line  will  be  reached,  beyond  which  we  cannot 
promise  delivery  in  time  to  meet  the  big  demand  of  the  winter  buying 
season. 

No  man  can  forecast  just  when  this  will  be.  The  only  safe  course  is 
to  order  now  and  be  on  the  right  side  of  the  fence  in  any  event. 

The  situation  becomes  more  acute  every  day,  as  the  effort  to  move 
the  crops  increases,  taking  more  and  more  cars. 

Anticipation  today,  is  good  merchandising. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 


Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 


Canadian  Distributors:  Musical  Merchandise  Sales  Co. 
819  Yonge  Street,  Toronto 


The  Talking  Machine  World,  New  York,  September  15,  1920 


m 


The  ULTONA 

/  Playing  a  Brunswick  Record 


fThe  TONE  AMPLIFIER 
With  Grill  Removed 


Advantages  of 
the  Brunswick 
Franchise 

The  value  of  a  Brunswick  appointment 
is  not  confined  to  the  proved  merits  of  the 
Brunswick  Phonograph  and  Brunswick 

Records. 

In  addition,  there  is  the  Brunswick  direct- 
to-dealer  distribution,  which  eliminates  the 
sometimes  conflicting  interests  of  middle- 
men, and  offers  Brunswick  dealers  at  all 
times  the  most  prompt  and  efficient  service. 

The  Brunswick  territorial  system  for 
branch  houses  insures  strict  justice  in  local 
sales  privileges,  without  the  possibility  of 
interference  from  two  or  more  competing 
jobbers  in  the  same  territory. 

By  eliminating  jobber's  expense  we  are 
enabled  to  give  Brunswick  dealers  more 
support  in  the  form  of  national  and  local 
advertising.  This  year  we  are  spending  over 
a  million  dollars  in  national  advertising 
alone. 

Our  Dealers'  Co-operative  Advertising 
Service  is  comprehensive  and  complete,  with 
features  suited  to  all  local  sales  problems. 

Brunswick  dealers  talk  direct  to  the 
manufacturer.  Their  view-point  on  any 
situation  goes  straight  to  headquarters. 
Brunswick  dealers  are  never  at  the  mercy 
of  any  third  party  who  may  have  an  ax  of 
his  own  to  grind. 

Our  six  phonograph  plants,  two  record 
plants,  and  thirty-eight  branch  houses  place 
Brunswick  men  and  Brunswick  stocks  close 
to  every  Brunswick  dealer.  And  not  only 
close  in  mileage,  but  close  in  spirit  and 
co-operation,  in  personal  contact. 

Increased  production  makes  possible  the 
appointment  of  some  new  dealers  in  local- 
ities where  we  are  not  yet  fully  represented. 

If  you  are  interested  in  the  most  valuable 
phonograph  franchise  obtainable  today, 
write  for  particulars. 


THE  BRUNSWICK- BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Ave.,  Chicago 


Branch  Houhcs  iii  Principal  Citica  of 
United  States,  Mexico  and  Canada 


Canadian  Distributors;  Musical  Merchandise 
Sales  Co.,  819  Yonge  St.,  Toronto 


The  Talking  Machine  World,  Nezv  York,  September  15,  1920 


Fitting  companions  of  the 
Brunswick  Phonograph 


Brunswick  Records  are  meeting  with 
the  same  warm  reception  accorded  by  the 
public  to  the  Brunswick  Phonograph. 

Possessing  a  name  long  famous  for 
products  of  superior  character,  further 
enhanced  by  the  sensational  success  of 
the  Brunswick  Phonograph,  they  are 
winning  and  holding  a  dominant  place 
in  the  hearts  of  music-lovers  everywhere. 

Records,  being  fundamental  in  maxi- 
mum Phonograph  sales,  this  enthusiastic 
reception  solidifies  the  Brunswick 
Agency  into  an  impregnable  business 
asset. 


Brunswick  Records  offer  the  ultimate 
in  smoothness,  steadiness,  and  fullness  of 
tone,  features  recognized  at  their  hearing, 
especially  by  those  experienced  judges 
long  seasoned  in  musical  merchandising. 

So  you  must  hear  Brunswick  Records 
to  appreciate  them.  Most  hearers  are 
moved  to  praise  at  the  first  hearing.  There 
is  something  there,  something  intangible, 
sornething  not  easily  expressed  in  words, 
that  wins  instant  recognition. 

This  is  the  test  we  ask  the  public  to 
make.  This  is  the  test  we  ask  the  dealer 
to  make  for  himself. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Canadian  Distributors:   Musical  Merchandise 
Sales  Co.,  819  Yonge  St.,  Toronto 


Branch  Houses  in  Principal  Cities  of  United  States, 
Mexico  and  Canada 


The  Talking  Machine  World,  New  York,  September  15.  1920 


Above — Brunswick  Phonograph  factory  at  Dubuque,  Iowa.  Other  Brunswick  Phonograph 
factories — Muskegon,  Mich.;  Chicago,  111.;  Rockford,  111.;  Knoxville,Tenn. ;  Toronto, 
Canada.    Record  factories  —  Long  Island  City,  N.  Y.;  Jersey  City,  N.  J- 


PHONOGRAPHS AND  RECORDS 


Brunswick  Phonographs 

Built  complete  in  our  own  plants 


We  make  our  instruments  in  six 
great  factories.  We  control  every  step 
absolutely.  We  know  that  every  bit  of 
material  and  every  piece  of  workman- 
ship is  up  to  Brunswick  standards. 

In  making  up  our  factory  costs  we 
do  not  have  to  consider  any  percent- 
age of  profit  going  to  outside  makers 
of  parts.  And  the  money  represent- 
ing that  percentage  of  profit  goes  into 
The  Brunswick  itself. 

Broad,  constructive  policies  such 
as  this  spell  a  permanent  business  for 
Brunswick  dealers,  a  steady  and 


growing  trade.  They  are  building,  as 
we  are  building,  for  the  future  upon 
a  rock  foundation. 

Every  Brunswick  dealer  comes  in 
direct  contact  with  a  house  76  years 
old,  a  house  that  has  seen  the  rise  of 
every  large  industrial  enterprise  in 
this  country.  We  are  not  a  new  con- 
cern, but  old-time  manufacturers  with 
progressive  ideas. 

This  will  be  a  great  Brunswick 
year,  but  next  will  be  greater.  And 
every  succeeding  year  will  be  still 
greater.  A  Brunswick  franchise  be- 
comes more  valuable  every  day. 


THE  BRUNSWICK- BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,         Canadian  Distributors;  Musical  Merchandise 

Sales  Co.,  819  Yonge  St.,  Toronto 


Mexico  and  Canada 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


THE  AFTERMATH  OF  THE  EDISON  CARAVAN  CONVENTION 


D. 


E.  Wheeler  Reviews  the  Achievements  of  the  Recent  Gatherings  in  New  York  City,  Chicago 
and  San  Francisco,  and  Points  Out  the  Benefits  Which  Are  Bound  to  Accrue  From  Them 


D.  E.  Wheeler,  the  editorial  director  of 
Thomas  A.  Edison,  Inc.,  in  giving  to  some  New 
York  friends  his  impressions  of  the  recent  Edison 
Caravan  Convention  which  held  its  sessions  in 
the  three  cities  of  New  York,  Chicago  and  San 
Francisco  in  July  said: 

"What  impressed  me  most  on  our  recent 
phonograph  pilgrimage  was  the  undertone  of 
surprise  bordering  on  unbelief  in  mostly  every- 
body that  I  met  at  these  gatherings.  Many  of 
the  jobbers  and  dealers,  as  well  as  their  sweet- 
iicarts  and  wives,  seemed  to  be  astonished  at  the 
quality  and  quantity'  of  the  two-day  program 
wc  had  prepared  for  them.  They  had  come  evi- 
dently hoping  that  they  were  going  to  have  a 
good  time,  but  a  little  bit  doubtful.  They  thought 
the  performances  of  the  caraAan  were  going  to 
be  a  little  dull. 

"I  closely  watched  the  attitude  of  our  audi- 
ences and  noted  the  pleasant  relief  expressed  in 
many  unconsciously  eloquent  faces  as  our  pro- 
gram unfolded  itself.  The  plays,  written  by 
Mr.  Maxwell,  on  various  phases  of  salesman- 
ship, were  particularly  a  delightful  revelation  to 
the  audience.  There  was  nothing  at  all  amateur- 
ish about  any  one  of  them,  being  well  written 
and  well  acted  by  professionals. 

"This  attitude  of  unexpected  pleasure  was 
also  reflected  in  the  faces  and  conversation  of 
various  reporters,  who  came  in  to  cover  the 
convention  in  the  three  cities  at  -  which  they 
were  given.  You  know,  as  well  as  I  do,  how 
bored  and  sophisticated  the  air  of  a  city  re- 
porter can  be,  and  I  could  see  that  they  had 
come  in  a  perfunctory  way  with  the  intention 
t(;  be  polite  and  to  vanish  at  the  earliest  moment 
possible.  Therefore,  it  was  an  unusual,  experi- 
ence to  find  them  actually  interested  after  they 
had  been  present  five  or  ten  minutes.  And  not 
a  few  of  them,  when  their  duty  was  over  and 
they  had  seen  enough  of  the  show  to  write  a 
story  for  their  respective  journals,  returned  to 
see  some  more  of  the  program  on  their  own 
initiative. 

"Out  in  San  Francisco  there  was  a  newspaper 
man  who  had  the  inclination  and  authority  to 
make  two  special  stories  of  our  extraordinary 
sessions.  This  was  George  C.  Warren,  the 
dramatic  and  music  critic  of  the  San  Francisco 
Daily  News.  Also  the  Caravan  got  in  one  of 
the  'colyums.'  Charles  M,  Jackson,  the  humor- 
ist of  the  San  Francisco  Bulletin,  treated  the 
address  of  Dr.  Bingham,  the  psychologist  who 
v/as  with  the  Edison  party,  in  a  whimsical  and 
entertaining  article.    He  wrote: 

"  'In  common  with  many  others,  we  have 
labored  under-  the  impression  that  a  phono- 
graph is  an  unmitigated  nuisance,  this  impres- 
sion having  been,  no  doubt,  created  by  the  fact 
that  the  next-door  neighbor  but  two  persistently 
plays  'Sweet  Rosie  O'Grady'  every  night  about 
the  time  we  turn  the  pillow  over  for  the  fourth 
time  in  an  effort  to  go  to  sleep. 

"'But  after  hearing  Colonel  V.  M.  Bingham, 


director  of  the  division  of  applied  psychology  at 
the  Carnegie  Institute  at  Pittsburgh,  talk  on  this 
inslrument, ,  or  talk  about  this  instrument,  we 
have  revised  our  opinion. 

"  Tt  appears  that  we  have  misjudged  the 
phonograph.  Properly  used,  it  has  the  same 
effect  on  the  human  system  that  playing  soli- 
taire has.  One  can  play  solitaire  and  think  at 
the  same  time.  Colonel  Bingham  cites  many 
instances  showing  the  versatility  of  the  phono- 
graph in  affecting  the  human  brain.  One  mother 
used  it  to  induce  her  boys  to  bathe  mornings 
and  by  certain  selections  awaken  in  them  wild 
desires  to  dive  into  the  tub.  A  tired  business 
man  found  by  listening  to  a  phonograph  he 
could  forget  his  office  cares  and  concentrate  his 
mind  on  a  coming  horse  race.  Two  architects 
found  the  music  of  a  phonograph  useful  when 
drawing  designs  for  a  'monumental'  building,  the 
selections  having  been  'grave'  ones,  no  doubt. 
Airs  like  'The  Marseillaise'  are  said  to  have  in- 
creased physical  strength  in  men,  and  light  and 
fanciful  music  reproduced  in  a  factory  where 
girls  are  employed  augmented  the  output. 

"  'After  looking  the  matter  over,  we  have  de- 
cided not  to  undergo  an  operation  for  the  trans- 
fer of  goat  glands  into  our  system,  but  to  get  a 
phonograph,  with  records  containing  all  the 
meters  known  to  poets  since  the  ode  to  Anacreon 
was  written,  down  to  'Lest  We  Forget,'  and 
everyday  we  start  this  colyum  to  start  the  wheels 
going  at  the  same  time.'  " 


JOHN  FISCHER  GOES  TO  WASHINGTON 

Resigns  as  Head  of  Wholesale  Victor  Depart- 
ment of  C.  C.  Mellor  Co.  to  Become  Sales 
Manager  of  Robt.  C.  Rogers  Co. 


Pittsburgh,  Pa.,  August  16. — John  Fischer, 
for  the  past  fourteen  years  manager  of  the 
wholesale  Victrola  department  of  the  C.  C. 
Mellor  Co.,  Ltd.,  of  Pittsburgh,  has  resigned. 
'Ihe  news  of  his  resignation  was  received  with 
keen  regret  by  the  talking  machine  fraternity  of 
the  Steel  City,  as  Mr.  Fischer  was  one  of  the 
charter  members  of- the  Pittsburgh  Talking  Ma- 
chine Dealers'  Association  and  was  considered 
one  of  the  real  live  members.  When  it  became 
known  that  Mr.  Fischer  had  resigned  to  be- 
come sales  manager  for  the  Robt.  C.  Rogers 
Co.,  of  Washington,  D.  C,  wholesale  Victor 
dealers,  Mr.  Fischer  having  acquired  an  interest 
in  the  firm,  he  was  heartily  congratulated  and 
wished  all  sorts  of  success.  There  was  also 
some  regret  expressed  that'  the  members  of  the 
trade  here  were  not  able,  owing  to  the  vacation 
season,  to  give  Mr.  Fischer  a  formal  send-off. 
The  successor  of  Mr.  Fischer  with  the  Mellor 
Co.  will  be  Thomas  T.  Evans,  who  is  too  well 
known  to  the  trade  to  require'  any  extended 
notice.  For  a  number  of  years  Mr.  Evans 
was  the  right-hand  man  of  Mr.  Fischer  and  is 
splendidly  equipped  for  his  new  post. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  50  cents  for  Sample  Stop 


^  Kirkman  Engineering  Corporation 

484-490  Broome  St.,  New  York 


20 


THE   TALKING   MACHINE  WORLD 


Seotember  15,  1920 


11 


A 


Few  Plain  Facts 

for  Phonograph  Dealers 

If  you  are  not  satisfied  with  the  results  in  your  phono- 
graph department, 
If  you  are  not  securing  a  satisfactory  number  of  sales, 
If  you  are  not  successful  in  meeting  competition, 
If  you  are  not  obtaining  satisfactory  terms  from  your 

customers. 
If  your  record  sales  are  not  increasing— 

Let  Us  Talk  the  Matter  Over  With  You 


have  a  \ery  interesting  proposition  to 
which,  we  are  confident  will  solve  your 


We 
offer, 
difihculties. 

We  can  demonstrate  to  you  beyond  any 
reasonable  doubt,  that  with  the  AEOLIAN- 
VOCALION  and  its  exclusive  features  you 
can  increase  your  business  and  successfully 
meet  competition. 

That  the  YOCALION  advertising  campaign 
in  the  leading  periodicals' of  National  Circula- 
tion is  attracting  the  attentionof  the  better  class 
of  purchasers,  many  of  whom  never  before 
seriously  thought  of  owning  a  phonograph. 


That  the  new  Yocalion  Record  (lateral 
cut)  is  in  a  class  absolutely  by  itself  and 
that  owners  of  phonographs  rarely  buy 
records  of  other  makes  after  hearing  the 
Yocalion  Record. 

That  the  international  prestige  of  the 
AEOLIAN  COMPANY  —  makers  of  the 
\'ocalion  and  Yocalion  Records  materially 
assists  in  making  sales. 

We  have  proven  these  facts  to  hundreds  of 
the  largest  and  most  successful  phonograph 
dealers  in  the  country-.  We  solicit  an  oppor- 
tunity of  proving  it  to  you. 


THE  AEOLIAN  COMPANY 


distributors 


CINCINNATI 


OHIO 


9 

liiVi 


BS-SIIIIOi 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


21 


EMERSON  MODEL  SHOP  READY  SOON 

P^isian  Atmosphere  Prevails  in  Unique  Fifth 
Avenue  Establishment — Dealer  Meetings  Will 
Be  Held  in  Auditorium  on  Second  Floor 


The  "Model  Shop,"  which  will  soon  be  opened 
by  the  Emerson  Record  Sales  Co.,  Inc.,  in  its 
headquarters  at  206  Fifth  avenue,  is  one  of  the 
most  interesting  develop- 
ments in  the  direction  of 
dealer  helps  that  has  been 
introduced  to  the  trade 
recently.  A  preliminary 
glimpse  of  the  shop, 
which  is  not  entirely  com- 
pleted, gives  some  idea  of 
the  beauty  and  distinctive- 
ness of  this  new  talking 
machine  establishment. 

The  matter  of  expense 
in  the  planning  of  this  ex- 
hibition room  for  Emer- 
son product  has  been  a 
secondary  consideration, 
for  the  company  deter- 
mined to  offer  the  700  odd 
Emerson  dealers  in  this 
district  a  rendezvous  that 
should  be  unsurpassed. 

A  decidedly  Parisian  at- 
mosphere is  evident  in  the 
arrangement  of  the  kiosks 
and  the  beautiful  decora- 
tions of  the  shop's  in- 
terior, in  the  center  of 
which  is  an  arched  stair- 
way leading  to  a  delight- 
ful auditorium  on  the 
Broadway  side  of  the 
Erherson  building. 

In  this  auditorium 
dealer  meetings  will  be 
held.  These  meetings  will 
actually  be  in  the  nature 
of  classes  at  which  talks 
on  retail  selling,  store  ar- 
rangement, collection  sys- 
tems, finance,  stock  keep- 


ing and  the  prevention  of  "dead  stock" 
will  be  the  principal  features.  Aside  from 
its  educational  value  to  the  Emerson  deal- 
ers who  will  avail  themselves  of  its  privileges, 
the  location  of  this  shop  (having  frontages  on 
both  Fifth  avenue  and  Broadway),  will,  with- 
out doubt,  add  materially  to  the  prestige  of  the 
Emerson  product  and  the  Emerson  name  not 
only  locally  but  nationally. 


JOINT  MEETING  OF  COLUMBIA  MEN 


Get-together  Session  of  the  Sales  Staffs  of  the 
Kansas  City  and  Omaha  Branches  of  Colum- 
bia Co.  Held  in  Latter  City  Recently 


Interior  View  of  Emerson  Model  Shop 


ASTORIA  MAHOGANY  CO.,  INC.,  MOVES 

Now  Located  at  1031  Steinway  Avenue,  Long 
Island  City— Will  Continue  New  York  Office 


The  Astoria  Mahogany  Co.,  Inc.,  has  advised 
the  trade  that  it  has  moved  its  executive  and 
general  offices  to  its  new  building  at  1031  Stein- 
way avenue,  Long  Island  City.  For  the  time 
being  the  company  will  continue  a  New  York 
office  at  347  Madison  avenue. 


This  concern,  which  is  one  of  the  country's 
leading  mahogany  and  veneer  houses,  numbers 
among  its  clients  the  most  prominent  cabinet 
and  talking  machine  manufacturers  in  the  in- 
dustry. The  company  has  made  a  specialty  of 
co-operating  with  the  talking  machine  trade,  and 
its  sales  department  is  rendering  valuable  as- 
sistance to  the  manufacturers. 


Kansas  City,  .  Mo.,  September  ,1. — The  Kansas 
City  and  Omaha  ,  branches  /of  Lthe  Columbia 
Graphophone  Co;  "recently  combined  in  a  joint 
sales  meeting  held  at  the  Hotel  Baltimore  here, 
a  meeting  that  was  remarkable  for  the  great 
exhibition  of  enthusiasm  on  the  part  of  sales- 
men present. 

A  most  interesting  program,  arranged  by  E. 
A.  McMurtry,  manager  of  the  Kansas  City 
branch  and  R.  E.  Rae,  manager  of  the  Omaha 
branch,  added  to  an  affair  already  bubbling  over 
with  pep.  -At  the  forenoon  session  W.  H.  Reed, 
Jr.,  of  Van  Veen  &  Co.,  Philadelphia,  delivered 
a  very  forceful  talk  on  the  subject  "Hearing 
Rooms,"  emphasizing  another  Columbia  achieve- 
ment. J.  C.  Clinkenbeard,  manager  of  the  Dealer 
Service  departrnent,  at  Kansas  City,  was  the  next 
speaker;  After  giving  his  impressions  of  the  Co- 
lumbia, Mr.  Clinkenbeard  outlined  briefly  the 
scope  of  the  Dealer  Service  work,  assuring  all 
of  every  co-operation  possible.  A  talk  on 
records  by  H.  L.  Kenny  proved  most  interesting 
and  instructive.  Following  this  a  general  dis- 
cussion, in  which  the  many  features  of  Co- 
lumbia products  were  reviewed,  was  indulged 

The  next  event,  always  popular  on  any  pro- 
gram, was  luncheon.  This  was  followed  by  a 
series  of  three-minute  talks  covering  all  phases 
of  sales  work.  Speakers  from  both  branches 
were  called  on  and  the  responses  brought  out 
a  number  of  interesting  iacts.  valuable  ideas  and 
practical  suggestions. 

The  program  was  rounded  out  by  Mr.  Rae, 
who  expressed  in  behalf  of  the  Omaha  men 
appreciation  of  the  assistance  and  co-operation 
of  the  entire  Kansas  City  organization. 

The  following  participated  in  the  meeting, 
which  proved  most  enjoyable  and  successful, 
both  of  which  are  synonymous  with  Columbia: 
Omaha  Branch:  M.  E.  Boyle,  assis-tant  man- 
ager; H.  L.  Obert,  manager  Dealer  Service  de- 
partment; Sales  Representatives  G.  B.  Fredell, 
G.  C.  Kenny,  A.  W.  Downs  and  P.  S.  Nix. 
Kansas  City  Branch:  F.  E.  Johnston,  assistant 
manager;  C.  L.  Schwager,  credit  manager", 
Sales  Representatives  E.  R.  Smith,  L.  M.  Blythe, 
D.  M.  Guthrie,  O.  F.  Winship,  W.  B.  Roy  and 
Thos.  Devine.  "  .s-  r. 


The  illustration  that  shows  your  instrument 
at  work  is  the  one  that  has  reader  interest. 


The  Celeste  Phonograph  Corp.,  Brooklyn, 
N.  Y.,  has  been  incorporated  with  a  capital  of 
$50,000.  The  incorporators  are  F.  M.  Steffens, 
J.  Leary  and  W.  D.  Thode,  480  Kent  avenue, 
lirooklvn,  N.  Y. 


BEG.  U.S.PATOFF 


SEPTEMBER! 

Summer  is  over  and  we  are  entering  the  Fall  Season. 
We  believe  the  business  will  be  greater  than  ever. 
Just  how  large  depends  on  each  individual  dealer,  but  it  is  apt  to 
be  larger  if  you  center  your  entire  energies  on  Victor  exclusively. 

ORMES,  Inc. 

26  East  125th  Street  NEW  YORK 

Victor  Wholesale  Exclusively 


22 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


There  Will  Be  No  Deflation 
of  Edison  Phonograph  Prices 


The  consumer  rightfully  expects,  and  will 
see,  a  deflation  of  prices  of  most  merchan- 
dise, as  most  prices  were  inflated  during 
and  after  the  war.  There  will  be  no 
deflation  of  Edison  Phonograph  prices, 
however,  as  the  increase  since  1914, 
including  War  Tax,  has  been  only  1 5 
per  cent.    There  was  no  inflation. 


''Edison  Stood  The  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.  J. 


s»TEMBER  15,  1920  THE    TALKING    MACHINE    WORLD  23 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

I  How  "Live"  Merchants  Feature  the  Talking  I 
I  Machine  in  Alaska  and  Missouri ::  By  w.  b.  stoddard  i 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


In  Ketchikan,  the  first  port  of  entry  in  Alaska, 
is  the  enterprising  Walker  Drug  Co.  The  man- 
ager reported  that  their  "talker"  department 
was  one  of  their  most  profitable  ones.  "We 
handle  the  Victor,  Edison  and  Columbia  ma- 
chines," he  said,  "so  that  our  patrons  have  a 
wide  range  of  selection,  both  in  the  instrument 
and  the  records.  Constant  publicity  is  the 
secret  of  our  success — as  we  never  allow  the 
people  of  Ketchikan  and  surroundings  to  lose 
sight  of  the  fact  that  we  handle  them.  Being 
so  far  north  it  is  seldom  that  concert  artists  or 
theatre  troupes  get  up  our  way,  so  our  people 
are  compelled  to  furnish  most  of  their  own 
amusements.  Dancing  is  extremely  popular, 
and  we  have  found  a  way  to  serve  our  public 
and  at  the  same  time  increase  our  sales.  Over 
our  store  is  a  vacant  room,  which  we  have 
cleaned  out  and  fitted  up  as  a  dancing  hall,  with 
waxed  floor,  and  good  ventilation.  Here  we 
have  installed  a  machine,  with  a  large  selec- 
tion of  records.  We  advertise  the  fact  that 
there  is  dancing  here  every  evening — sometimes 
it  is  informal,  at  others  regular  dances  are 
held.  Our  clerks  take  turns  at  operating  the 
machine,  the  different  makes  being  used 
on  different  nights,  so  that  patrons  may  have 
an  opportunity  of  seeing  which  they  like  best. 
Between  the  dances  vocal  selections,  negro  and 
Irish  monologues  are  given,  and  in  this  way 
the  dancers  become  acquainted  with  all  the  late 
records.  It  is  known  that  we  have  the  agency 
for  these  machines  and  records  and  many  sales 
of  records  are  made  every  evening. 

"Occasionally  we  give  a  full  concert,  announc- 
ing same  in  advance,  and  at  these  we  offer 
selections  from  the  best  opera  stars  and  or- 
chestras. Once  a  month,  on  Saturday  after- 
noon, we  give  a  special  children's  concert,  with 
comic  selections  and  songs  that  appeal  to  the 
little  ones.  These  concerts  are  always  well 
attended,  and  while  we  never  solicit  purchases 
the  people  of  their  own  accord  flock  around  at 
the  close  to  buy  those  which  have  taken  their 
fancy.  On  a  blackboard  on  the  wall  is  chalked 
up  a  list  of  the  latest  consignment  of  records, 
and  on  a  table  on  the  platform  are  the  cata- 
logues of  the  different  manufacturers  of  records, 
so  that  a  patron  can  see  at  a  glance  the  price 
of  any  record  he  is  thinking  of  purchasing — 
although  of  course  our  salesman  is  familiar 
with  them  all  and  can  give  the  information 
whenever  desired." 

Once  a  week  the  store  runs  a  phonograph 
ad  in  the  paper.    One  of  the  latest  will  show 
the  pertinent  style  of  these  announcements: 
lliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I  MU.SIC  I 

^  Is  not  a  luxury;  it  is  a  necessity.  The  soul  rz 
1  craves  music  just  as  it  does  sunshine.  We  sell  § 
M  the  Victor,  Edison  and  Columbia  machines  that  = 
1  bring  the  world's  greatest  artists  to  your  own  home.  1 
fiiiiiiiiiiiiiiiiiiiiiiiiii:iiiiiiiiiiiiiiiiiiiiiiiiiii;iiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiH^ 

On  the  day  on  which  the  phonograph  ad 
is  run  they  back  it  up  with  an  appropriate 
music  display,  showing  a  dozen  or  more  of  the 
latest  records,  set  in  racks,  against  velvet 
drapes  of  scarlet  and  gold,  that  attract  atten- 
tion by  their  vivid  color,  and  upon  which  the 
black  records  stand  out  distinctly. 

Spectacular  Advertising  in  St.  Joseph,  Mo. 

An  unusual  manner  of  advertising  talking  ma- 
chines was  adopted  by  the  Schneitter  Sporting- 
Goods  Store,  St.  Joseph,  Mo.  When  they  first 
decided  to  take  on  the  machines  as  one  of  their 
side  lines  they  wished  to  acquaint  the  .entire 
community  with  the  fact,  so  decided  on  some 
spectacular  advertising.  "We  decided  to  go 
into  the  business  thoroughly,"  said  Mr.  S.,  "so 
purchased  an  entire  carload  of  machines.  Peo- 
ple thought  we  were  crazy  to  invest  so  much 
money — but  we  found  the  big  purchase  acted 
to  our  advantage  as  we  got  a  much  better  rate. 


\\  lien  the  car  arrived  we  had  pictures  taken 
of  it,  with  the  boarding  pulled  from  a  number 
of  the  machines  to  show  that  we  were  not 
bluffing.  This  picture  was  made  into  a  cut, 
and  run  in  our  regular  ad.  Afterwards  we 
leaded  our  big  shipment  onto  trucks,  and  hung 
big  banners  on  the  sides.  We  also  had  a  num- 
ber of  banners  and  wooden  signs  setting  forth 
the  merits  of  the  machines,  their  price  and 
the  vast  number  of  records  we  had  stocked. 
These  signs  were  carried  by  boys,  parading 
between  the  trucks.  Then  we  engaged  the  brass 
band  and  had  a  regular  street  parade.  We  had 
secured  a  regular  police  permit,  so  were  given 
the  right  of  way  in  traffic.  The  whole  stunt 
did  not  cost  over  $150.00 — and  the  advertising 
was  worth  to  us  many  times  that  amount.  We 
followed  up  our  parade  with  several  big  news- 
paper ads,  and  did  extensive  billboard  adver- 
tising. Our  best  stunt,  however,  in  my  estima- 
tion, was  when  we  had  a  number  of  slides  made 
— showing  the  truck  load  of  machines,  the  street 
parade,  and  the  machine  installed  in  our  phono- 
graph section — and  run  at  the  local  picture 
shows. 

"We  appealed  especially  to  women,  as  we 
recognized  that  practically  all  women  are  music 
lovers,  and  that  it  is  upon  the  feminine  head  of 
the  household  that   devolves  the  purchase  of 

ST.  JACOB  MUSIC  STORE  MOVES 

John  J.  Gafner.  one  of  the  music  dealers  of 
St.  Jacob,  111.,  has  recently  moved  into  new 
quarters  in  that  city  in  the  building  on  Doug- 
lass street,  which  was  purchased  by  him  some 
months  ago.    The  building  will  be  remodeled. 


cultural  and  aesthetic  objects.  In  fitting  up 
our  phonograph  section  we  had  our  feminine 
patrons  always  in  view  and  were  careful  to  see 
that  it  was  removed  from  the  section  of  guns, 
knives  or  anything  that  would  suggest  blood- 
shed. Then  we  sent  out  a  special  letter  to  all 
the  mothers  of  the  community,"  and  he  ex- 
hibited a  copy  of  the  letter; 
"Dear  Madam: — 

"Your  children  need  music — the  enjoyment  the 
little  ones  get  as  they  sing  and  dance  to  the 
perfect  music  of  the  phonograph  will  more  than 
repay  you  fathers  and  mothers  the  cost  of  in- 
stallment. 

"You  of  course  saw  our  carload  of  instruments 
that  have  just  arrived.  Our  big  purchase  en- 
ables us  to  retail  them  to  special  advantage. 
Come  in  and  see  them  the  next  time  you  are 
downtown.  Bring  the  children  along,  and  hear 
some  of  our  vast  selection  of  records. 

"You  will  enjoy  it  thoroughly  and  we  will  be 
glad  to  explain  fully  the  operation,  and  the 
terms  on  which  these  pleasure  givers  may  be 
had." 

The      combination     of     spectacular  stunts 
brought  their  machines  to  the  notice  of  every-  ' 
body  for  miles  around  and  started  off  the  de- 
partment with  a  rush  of  business,  which  has 
continued  to  the  present  time. 

TO  HANDLE  VICTOR  EXCLUSIVELY 

The  Tri-State  Talking  Machine  Co.,  El  Paso, 
Tex.,  announces  that  in  the  future  the  Victor 
line  of  Victrolas  and  records  will  be  retailed 
exclusively,  and  that  several  other  lines  handled 
by  the  company  will  be  discontinued. 


Genuinely  Interested  in  the 
Dealer  Who  is  Genuinely 
Interested  in  Victor 


Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 
Exclusively  Victor  Strictly  Wholesale 


VOCALIONS 

are  the  easieil  selling  and  moSl  profitable  phonographs 

THE  Vocalion  dealer  has  the  edge  on  other  phono- 
graph dealers.  Why?  Because  Vocalions  are 
made  in  upright  as  well  as  the  most  magnificent 
Period  designs — a  double  selling  opportunity  for  you. 

VOCALION  (Lateral)  RECORDS 

V ocalions  and  V ocalion  ( L,ateral )  Records  will  prove  a  most  valuable  asset 


I              STONE  PIANO  COMPANY  | 

^  General  Distributors  ^ 

I        MINNEAPOLIS,  MINNESOTA  FARGO,  NORTH  DAKOTA  J 

lillllllllliililllliiliillllililiilillliillllllllil^ 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


25 


BOY  OF  1 1  SINGS  FOR  RECORDS 


Sydney  G.  Page,  of  Norfolk,  Va.,  Achieves 
Musical  Distinction  by  Making  Several  Rec- 
ords for  Columbia  Graphophone  Co. 


Songs,'  by  Scott;  'I  Know  a  Lovely  Garden,' 
by  Chaminade  and  'April  Morn,'  by  Batten — 
all  difficult  and  beautiful  solos,  which  have  been 
sung  by  the  finest  soprano  artists  in  the  coun- 
try." 


SCOTT  &  HART  CO.  INCORPORATES 

Terra  Haute  Edison,  Columbia,  Pathe  and 
Mandel  Dealer  Expands  Business  and  Plans 
Extension  of  Activities  in  Indiana 


"It  isn't  every  city  which  can  boast  of  a  boy- 
soprano  of  sufficient  fame  to  attract  the  atten- 
tion of  a  big  phonograph  company,"  says  the 
Norfolk  Ledger-Dispatch. 

"Norfolk  has  that  very  boy  in  the  person 
of  Sydney  G.  Page,  Jr.,  11-year-old  son  of  Mr. 
and  Mrs.  Sydney  G.  Page,  of  312  Olney  road. 

"This  talented  lad  has  just  returned  from 
a  visit  to  Mr.  and  Mrs.  J.  J.  Miller  at  their 
Summer  home  in  Bridgeport,  Conn.,  after  mak- 
ing a  number  of  vocal  records  for  the  Columbia 
Graphophone  Co.  in  response  to  an  invitation 
given  him  through  Mr.  Miller,  his  instructor 
and  trainer,  who  accompanied  him  on  his  trip. 

"Sydney  has  been  singing  all  his  life.  No 
one  knew  he  was  destined  for  such  fame  as  he 
has  recently  attained,  however,'  for  he  was  just 
a  'regular  boy'  and  up  to  as  much  mischief  as 
the  average  'kid.' 

"About  two  years  ago  he  applied  to  Mr. 
Miller  for  admittance  in  the  Christ  Church 
choir,  along  with  several  other  of  his  school 
companions. 

"At  the  first  rehearsal,  Mr.  Miller,  who  has 
a  keen  ear  for  tones,  recognized  that  this  boy 
possessed  the  possibilities  of  a  soprano  soloist. 

"By  dint  of  drilling,  two  weekly  rehearsals 
and  arousing  the  child's  ambition,  the  develop- 
ment of  the  clear,  sweet,  vibrant  tones  are  the 
result  which  attracted  the  attention  of  the 
music  record  folk,  always  on  the  lookout  for 
good  reproducable  voices. 

"Sydney  has  surprised  and  delighted  Norfolk 
audiences  in  his  remarkable  solo  work  for  the 
past  year.  It  was  his  singing  of  the  'Inflam- 
matus,'  from  Rossini's  Stabat  Mater,  however, 
which  'clinched  his  job,'  as  he  expressed  it, 
with  the  Columbia  people. 

"The  records  which  Master  Page  made  in- 
cluded,   besides    the    'Inflammatus,'  'Blackbird 


PORTRAITS  OF  BRUNSWICK  ARTISTS 


Handsome  Series  Prepared  for  Use  .of  Bruns- 
wick Dealers  Includes  All  Exclusive  Artists 


Believing  that  the  public  is  always  inter- 
ested in  the  personal  history  and  intimate  life 
of  the  popular  record  artists,  the  Brunswick- 
Balke-Collender  Co.  has  prepared  for  its  dealers 
three  attractive  series  of  portraits  of  the  ex- 
clusive Brunswick  artists  and  is  offering  these 
to  dealers  at  a  moderate  price.  It  was  after  a 
great  deal  of  thought  and  investigation  that 
the  exact  type  of  portraiture  was  chosen.  Ordi- 
nary photographs  were  rejected  as  being  too 
mechanical,  cold  and  dull.  Finally  it  was  de- 
cided to  use  for  the  larger  portraits,  which 
measure  22x28  inches,  the  finest  kind  of  litho- 
graphy in  eight  colors.  For  the  smaller  por- 
traits, 9x115^  inches  the  photo-gelatine  process 
is  used.  The  portraits  are  sent  to  dealers  al- 
ready framed  and  ready  for  hanging  in  the 
store. 


Terse  Haute,  Ind.,  September  3. — The  Scott  & 
Hart  Co.,  dealer  in  Edison,  Columbia,  Pathe 
and  Mandel  talking  machines,  has  just  incorpo- 
rated for  $1,000,000.  D.  F.  Scott  is  president 
and  general  manager;  Richard  Robinson  is 
vice-president  and  secretary,  and  Oscar  Hart  is 
treasurer.  This  company  operates  three  stores 
in  this  city  and  has  branches  in  Clinton,  Linton, 
Brazil,  Vincennes,  Ind.,  and  Danville,  111.  Pey- 
ton Harding  is  manager  of  the  music  depart- 
ment, which  includes  a  representative  selection 
of  pianos.  Under  his  direction  this  part  of 
the  Scott  &  Hart  business  has  grown  over  200 
per  cent  in  the  past  two  years. 


COX  MAKES  SOME  MORE  RECORDS 


EFFECTIVE  WINDOW  TREATMENT 


^Vhile  in  New  York  recently  to  attend  the 
New  York  Police  Games  and  to  keep  a  number 
of  other  appointments.  Governor  Cox,  Demo- 
cratic nominee  for  President,  took  occasion  to 
make  a  half-dozen  records  of  his  latest  speeches, 
which  are  now  being  pressed  and  will  be  ready 
for  distribution  shortly. 


'"Love  Nest"  Display  Wins  Front-page  News- 
paper  Story  in  Uniontown 


ARNOLD  MUSIC  CO.  ORGANIZED 


Manager  E.  F.  Gebhard,  of  the  store  of  P.  W. 
Simon,  Victor  dealer  in  Uniontown,  Pa.,  ar- 
ranged such  an  effective  window  display  featur- 
ing the  musical  comedy  hit,  "The  Love  Nest," 
that  it  won  a  front-page  story  in  the  local 
newspapers.  The  scheme  of  the  display  in- 
cluded a  little  cottage  surrounded  by  rose 
bushes,  with  a  tree  stump  in  the  foreground 
upon  which  a  pair  of  birds  were  cooing.  On  the 
porch  of  the  house  a  happy  couple  carried  out 
the  idea  of  the  song  and  a  Victor  dog  occupied 
a  prominent  place  on  the  lawn. 


The  Arnold 
recently  been 
that  State  to 
cabinets  and 
officers  of  the 
president  and 
president,  and 


Music  Co.,  Jacksonville,  Fla.,  has 
incorporated  under  the  laws  of 
deal  in  talking  machines,  records, 
other  musical  accessories.  The 
new  company  are:  W.  E.  Arnold, 
treasurer;  W.  M.  Edwards,  vice- 
W.  N.  Dunham,  secretary. 


There  is  a  recognized  need  for  more  atten- 
tion to  the  specific  education  of  workers,  in- 
stead of  just  leaving  them  to  pick  up  a  knowl- 
edge of  the  work  as  they  go  along.  The  prob- 
lem-, is,  how  to  go  about  it  to  get  the  best 
results  all  around. 


I 

Nature  said  "round,"  so  they  made  it  round 


THE  Emerson  Music  Master  Horn 
is,  as  you  know,  round — perfectly 
round.  There  is  an  excellent  reason 
for  its  being  round.  It  is  all  a  matter 
of  tone.  The  question  was  referred  to 
Old  Dame  Nature,  She  said,  "If  you 
are  looking  for  full,  round  tone  in  that 
instrument  of  yours,  build  into  it  a 
full,  round  horn."  Or  words  to  that 
~  effect. 

"And  use  spruce— jf/zV spruce, "added 
the  Dame,  with  a  knowing  wink. 

The  Emerson  Phonograph  Company, 
Inc.,  took  Nature's  sage  advice.  The 
evidence  of  their  wisdom  is  seen  in 
the  new  Emerson  Phonograph  with 
the  built-in,  solid-spruce,  roundEmer- 
sonMusic  Master  Horn— made  accord- 
ing to  proven  scientific  principles.* 


The  Emerson  Music  Master  Horn  is 
round  throughout.  There  is  not  a 
single  right  angle  in  it  for  music  to 
collide  with  or  strike  against.  Not  a 
single  unexpected  corner  for  it  to  echo 
in.  There  is  nothing  for  the  notes  to 
do  but  flow  out  of  the  round  Emerson 
Music  Master  Horn  in  a  clear,  full, 
smooth,  expanding,  spiral  stream. 

Hear  the  new  Emerson  Records  played  on  any 
one  of  the  eight  splendid  Emerson  models.  Get 
on  personal  terms  with  the  Emerson  Music  Mas- 
ter Horn.  See  how  full  and  pure  and  round  music 
can  be  when  it  flows  from  a  full,  round  horn 
made  of  solid  spruce,  and  built  into  the  machine. 

The  new  line  of  Emerson  Phonographs  is  shown 
and  described  in  detail  in  our  loose-leaf  catalog, 
a  copy  of  which  will  be  sent  you  gladly,  on 
request.    Write  for  it  today. 

■•Black  and  Davis,  Practical  Physics,  Page  384, 


Emerson  Record  Sales  Company,  Inc. 

Exclusive  distributors  of  Emerson  Standard  10-inch 
Gold    Seal    Records    in    the    Metropolitan  territory 

206  Fifth  Avenue,  New  York  City 

I 


^mersoTi 

Becordsqnd 
Plwnographs 
m/  JI3CS. 


II 


26 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


giiiiiiiiiiiiiiiiiiiii!iiiiii!iiii!iiiiiiiiiiiiiiiiiiii![iiiiiiriiiiiiimmii!iiiii!iiiiniii!iiiiiii:!!iiiiiiiiiN 

I  "BREAKING  THE  RECORD"  I 
I       OR  A  BUSTED  CAREER  I 


I  By  FRANK  WILLIAMS  | 

^nniiii:iii|jiiiiuiiiuiniii!iiiiiiiniiiiiiuiiiiiiiii!iiiiiiiiiniiii:'iii:iiiii!iiiiiiiiiiiiii;iii)!in   iiiiiiiuiiiiiiiiiiiiiiiiiiiiiiniinP 

When  Annabelle  Melissa  Gray  had  reached 
her  sweet  sixteenth  birthday,  in  June  of  1903, 
her  doting  mother  said:  "My  dear,  you  have 
a  voice  the  world  shall  hear — an  opera  star 
you'll  be!  Of  course,  my  dear,  you  did  not 
know  last  night  when  you  sang  'Old  Black 
Joe'  Professor  Bean  was  here;  and  w-hen  you 
sang  'Sweet  Bye  and  Bye'  a  large  tear  glistened 
in  his  eye,  as  your  voice  sweet  and  clear  came 
floating  through  the  parlor  door.  He  said  in 
all  his  life  before  he'd  heard  nothing  like  it. 
And  then,  when  you  sang  'Love's  Lost  Chance," 
Professor  Bean  was  in  -a  trance — I  guess  you 
made  a  hit!  The  great  professor  said  he'd  take 
j'ou  as  his  pupil  and  j'ou'd  make  a  prima  donna 
grand.  Just  think,  my  dear,  how  proud  I'd  be 
to  travel  with  you  o'er  the  sea.  in  every  foreign 
land!" 

For  two  years  Miss  Gray  courted  fame; 
meanwhile  Professor  Bean  was  game,  although 
he  had  not  earned  the  weekly  stipend  that  Ma 
Graj'  shelled  out  to  him  each  Saturday  for  what 
her  daughter  learned. 

When  Annabelle  had  reached  eighteen  she 
knew  more  than  Professor  Bean,  for  there  was 
no  high  note  that  she  would  fail  to  reach  with 
ease.  He  knew  that  meant  goodbj'e  to  fees, 
and  that's  what  got  his  goat.  Then  he  told 
Annabelle's  dear  ma  that  she  had  better  talk 
with  pa  and  try  to  raise  the  price  to  send  their 
daughter  off  to  Rome — he  cared  not  if  they  sold 
their  home;  with  him  that  cut  no  ice! 

But  Papa  Gray  failed  to  enthuse.  "The  girl's 
too  young,  so  I  refuse  to  let  her  go  away.  Let 
her  stay  home  for  four  years  more;  in  the 
meantime  I'll  think  it  o'er."  -\Vas  all  that  he 
would  saj'. 

When  Pa  Grav  boueht  a  touring  car  the  em- 


bryonic opera  star  refused  to  be  consoled;  and 
when  she  figured  through  her  tears  the  flivver's 
upkeep  for  four  years,  it  made  her  blood  run 
cold.  Then  Ma  Gray  made  a  solemn  vow  she'd 
sell  the  hogs  and  family  cow,  likewise  the 
oats  and  hay.  When  dad  heard  this  he  sold 
the  car — and  thus  'another  opera  star  -was 
started  on  her  way! 

She  went  abroad  to  spend  three  \'ears  like 
other  singers  whose  careers  had  long  since 
won  them  fame.  Her  head  was  filled  with 
crazy  things  and  she  had  dreams  of  queens 
and  kings  all  falling  for  her  game.  In  Flor- 
ence. Rome  and  Budapest  her  training  was  the 
very  best,  then  this  new  diva  planned  to  switch 


from  classic  dope  to  jazz — 'twould  give  H.  C. 
of  L.  the  raz  to  serve  her  lyrics  canned.  She 
figured  she'd  have  tons  of  gold  in  royalties 
from  records  sold — she  knew  what  royalty 
meant — but  all  her  '"royalty"  that  year  came 
through  her  marriage  to  a  peer  who  wasn't 
w'orth  a  cent! 

Xow  Annabella  is  home  once  more  with  her 
husband  and  kids  galore  to  eat  ma's  cake  and 
pie;  and  while  she  strolls  about  the  farm,  with 
a  kidlet  perched  on  each  arm,  she  hums  "Poor 
Butterfl)-.'"  Meanwhile  her  dad  lets  out  a  roar: 
he  sees  the  cost  of  living  soar  at  a  terrific  rate, 
and  all  the  while  he  fumes  and  frets  his  titled 
son  smokes  cigarettes — and  dad  pays  the  freight! 


H.  M.  HAHN  WITH  E.  R.  GODFREY  CO. 


Milwaukee  Paramount  Distributor  Branches 
Out  and  Plans  to  Extend  Scope  of  Territory 
— Paramount  Department  in  Own  Building 


Milwaukee,  Wis.,  August  11. — As  a  principal 
step  in  the  direction  of  materially  enlarging  its 
activities  as  wholesale  distributor  of  the  Para- 
mount talking  machine  and  Paramount  records 
in  five  Middle  Western  States,  the  E.  R.  God- 
frey Co.,  of  this  city,  has  acquired  the  services 
of  H.  M.  Hahn  as  manager  of" the  talking  ma- 
chine department.  Mr.  Hahn  goes  to  the  God- 
frey house  from  the  Yahr  &  Lange  Drug  Co.. 
of  Milwaukee,  where  he  handled  the  sales  work 
of  its  Sonora  department  in  its  jobbing  terri- 
tory, consisting  of  Wisconsin  and  the  Upper 
Peninsula  of  Michigan. 

On  January  1  the  Godfrey  company  estab- 
lished the  Paramount  department,  and  it  has 
proven  so  successful  that  promotion  of  the 
interest  will  be  made  even  more  vigorous.  It 
is  exclusive  jobber  of  the  Paramount  line  in 
Wisconsin.  Illinois.  Iowa.  Indiana  and  Michigan 
and  also  handles  a  wide  variety  of  accessories, 
supplies,  equipment,  etc. 

The  talking  machine  department  occupies  its 
own  building,  distinct  from  the  Godfrey  com- 
pany"s  big  wholesale  grocer}-  house  at  294-298 


Broadway.  The  address  of  the  Paramount 
wholesale  house  is  293-295  Milwaukee  street,  an 
alley  separating  the  two  buildings  at  the  rear. 
The  Godfrey  company'  is  one  of  the  oldest  and 
largest  concerns  of  its  kind  in  the  Middle  West 
and  has  a  large  sales  organization  in  the  field 
which  is  also  covering  the  talking  machine  busi- 
ness. 

The  Paramount  is  manufactured  at  Port 
\\'ashington.  Wis.,  by  the  Wisconsin  Chair  Co. 
Paramount  records  are  made  by  the  same  com- 
pany in  a  separate  plant  at  Grafton,  Wis.  Re- 
cording studios  are  also  maintained  in  New 
York  Cit}-. 

Before  joining  the  Yahr  &  Lange  Co.,  Mr. 
Hahn  was  for  four  years  in  the  retail  talking 
machine  business,  with  C.  Niss  &  Sons,  Mil- 
waukee. He  entered  the  wholesale  business 
about  three  years  ago,  when  Yahr  &  Lange 
were  appointed  distributors  of  the  Sonora. 


BRUNSWICK  SHOP  OPENS  IN  MINOT 

A  new  talking  machine  and  record  store  has 
opened  in  Minot.  X.  D..  by  S.  D.  Swalstead  and 
will  be  known  as  the  Brunswick  Shop.  The 
formal  opening  was  recenth-  held  and  was 
largely  attended.  Musical  numbers  of  interest 
were  given  and  several  demonstrations  of  the 
Brunswick  phonograph  were  arranged. 


T/ie  finest  phonograph  is 
appropriately  encased  in 

TA^rEJu:cAJsr 


l£L 


"The  Cabinet-wood  Superlative.' 


A  WALNUT  TALKING  MACHINE  CABINET 


Superb  and  refined  beauty  —  rich  shading 
which  even  improves  with  age  —  wonderful 
rehabihty  as  a  cabinet-wood  —  all  these  to- 
gether put  AMERICAN  WALNUT  in  the 
very  front  rank  of  woods 


For  Phonograph  Cabinets 


More  and  more  purchasers  every  day  are 
giving  to  AMERICAN  WALNUT  their 
very  first  (and  very  insistent)  preference.  It 
pays  to  supply  what  is  demanded. 
We  illustrate  herewith  an  AMERICAN 
WALNUT  TALKING  MACHINE 
CABINET  of  elegant  design.  Could  you 
imagine  a  more  beautifully  figured  veneer 
than  that  which  it  exhibits  ? 

Send  jor  our  valuable  data  for  manujacturers  —  or 
data  jor  dealers.  Also  the  worth-while  IValnut  Book. 

American  Walnut  Manufacturers'  Association 

Room  iQl2  616  So.  Michigan  Boulevard  Chicago. 


The  Talking  Machine  World,  New  York,  September  15,  1920 


ew  Hits!  P 

Ready  /jf  iH  Soon 

Records 

4163  r  THE  LOVE  NEST— Fox-trot  .  .  Rudy  Wiedoeft's  Palace  Trio 
10-in^ 

$1.00l  BELLS— Fox-trot  Rega  Dance  Orchestra 

4164  r  A  YOUNG  MAN'S  FANCY  (Music  Box  Song)— Fox-trot,  Rega 
10-in^         Dance  Orchestra 

$1.00 1  SCANDAL  WALK— Fox-trot  .  .  Rudy  Wiedoeft's  Palace  Trio 

4165  rCUBAN  MOON— Fox-trot,  Ray  Miller's  Black  &  White  Melody 
10-in^  Boys 

$1.00[GRANADA— Fox-trot  Green  Brothers'  Novelty  Band 

4166  r  JUNE— Fox-trot  ...  Ray  Miller's  Black  &  White  Melody  Boys 
10-in^ 

$1.00l  HOLD  ME— Fox-trot  «...  Joseph  Samuels'  J  azz  Band 

GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street,  New  York  City,  N.  Y. 

Factories:       Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  III.      Toronto,  Can.      London,  Eng. 


« 


! 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


27 


Jeanne  Gordon,  the  new  American  contralto  wtio 
made  her  New  York  Metropolitan  Opera  Company 
debut  this  year,  sings  Delilah's  seductive  aria  from 
Samson  and  Delilah.  A  big  asset  for  steady  sales  of 
your  operatic  records.  Columbia  49752.  . 


Columbia  Graphoptione  Co 

NEW  YORK 


A  GOOD  SAMARITAN  TO  SHUT-INS 


How  One  Talking  Machine  Dealer  Brought 
Comfort  Into  the  Home  of  the  Invalid  and 
Made  It  Pay — Worthy  of  Emulation 


One  talking  machine  dealer  has  given  prac- 
tical proof  of  the  fact  that  it  is  easy  to  take 
money  from  blind  men  and  cripples  and  do  it 
legitimately  and  kind-heartedly.  This  particu- 
lar dealer,  who  happens  to  be  a  regular  church 
attendant,  accidentally  learned  of  a  veteran 
member  of  the  church  who  was  fond  of  music, 
but  who  was  crippled  and  confined  to  his  home, 
and  had  made  known  his  lonesomeness  to  those 
who  had  visited  him.  In  the  role  of  a  good 
Samaritan,  this  particular  dealer  took  occasion 
one  evening  to  wander  down  to  the  invalid's 
house,  escorted  by  a  boy  carrying  a  portable 
machine  and  a  selected  list  of  records.  His 
visit  aroused  great  enthusiasm,  and  the  upshot 
of  it  was  the  cripple,  who  happened  to  be  com- 
fortably fixed  financially,  insisted  upon  buying 
a  good  machine  and  a  large  library  of  records 
to  while  away  the  hours. 

The  result  of  this  visit  from  a  humanitarian 
standpoint  made  a  strong  appeal  to  the  talking 
machine  man  and  he  secured  from  the  church 
a  list  of  "shut-ins"  whom  he  visited  in  turn 
with  his  machine  and  records.  There  was  in 
no  case  a  suggestion  of  a  selling  campaign — - 
in  fact,  a  number  of  the  shut-ins  were  in  no 
position  to  make  purchases,  but  the  impromptu 
concert  was  given  just  the  same  and  just  as 
cordially.  A  dozen  visits,  however,  resulted  in 
the  sale  of  five  machines  and  a  goodly  number 
of  records.  The  talking  machine  man  even- 
tually came  to  the  conclusion  that  in  cases 
where  the  shut-ins  could  afford  machines  he 
was  doing  an  act  of  kindness  in  supplying  their 
wants,  and  he  thereupon  embarked  in  a  general 
campaign  to  that  end.  From  a  score  of  churches 
he  secured  a  list  of  well  over  a  hundred  shut- 
ins  and  each  of  them  was  visited  during  the 
Winter  by  himself  or  an  assistant.    The  results 


in  the  matter  of  sales  were  distinctly  satisfying 
and  where  machines  were  not  sold  the  results, 
as  gauged  by  the  measure  of  gratitude  vouch- 
safed the  visitor,  were  equally  worth  while. 

The  supplying  of  new  records  to  the  shut- 
ins  each  month  now  represents  a  very  sub- 
stantial part  of  his  business.  It  means  the 
carrying  around  and  demonstrating  of  the  best 
records  in  the  month's  list,  but  the  sales  are 
sure  and  of  a  satisfying  volume. 


ACME  CREDITORS  HOLD  MEETING 

Appoint  Committee  to   Finish   Contracts  and 
Straighten  Out  Affairs  of  Company 


HISTORY  OF  DIE-CASTING  INDUSTRY 

Doehler  Die-Casting  Co.  of  Brooklyn  Tells 
Story  of  Its  Industry  in  New  Illustrated 
Booklet  Just  Sent  Out  to  the  Trade 


The  Doehler  Die-Casting  Co.  of  Brooklyn, 
N.  Y.,  has  issued  a  very  interesting  and  in- 
structive book  bound  in  cloth  entitled,  "Creating 
an  Industry."  In  the  opening  article,  "Prehis- 
toric to  Modern  Times,"  the  history  of  die  cast- 
ing is  interestingly  set  forth,  accompanied  by 
illustrations  showing  casting  operations  from 
1500  B.  C.  to  the  present  date.  The  frontispiece 
is  a  reproduction  of  an  old  wood  cut  showing 
a  typical  foundry  of  1724.  The  remarkable  ex- 
pansion and  growth  of  the  Doehler  Die-Casting 
Co.  and  the  improvements  that  it  has  con- 
tributed to  the  progress  of  the  die-casting  in- 
dustry are  chronicled  in  an  article  captioned  "The 
Last  Decade."  The  book  is  profusely  illus- 
trated by  half-tone  engravings  of  the  various 
castings  produced  by  this  firm  and  thus  an  idea- 
is  obtained  of  the  varied  industries  which  the 
Doehler  Die-Casting  Co.  serves.  Reproduc- 
tions of  a  number  of  testimonials  from  sati-sfied 
customers,  together  with  views  of  the  two  large 
factories  situated  in  Brooklyn,  N.  Y.,  and  To- 
ledo, Ohio,  conclude  this  interesting  book.  Ac- 
companying this  book  in  the  mails  are  individual 
folders,  each  specializing  on  one  particular  prod- 
uct such  as  die  castings  in  white  metal  alloys, 
aluminum,  brass  and  babbitt-lined  bronze  and 
aluminum  bearings. 


BooNTON,  N.  J.,  September  3.— At  a  recent 
meeting  of  the  creditors  of  the  Acme  Phono- 
graph Co.,  whose  plant  at  Boonton  was  closed 
some  weeks  ago  and  a  receiver  appointed  by 
the  U.  S.  District  Court  in  the  person  of  Har- 
rison Lindabury  of  Newark,  the  number  of 
creditors  was  found  to  be  more  than  the  re- 
ceiver anticipated. 

Nothing  at  all  came  of  the  meeting  except 
the  creditors  took  the  matter  in  hand  by  ap- 
pointing a  committee  of  their  own.  This  con- 
sists of  Cashier  Edwin  A.  Fisher  of  the  Boon- 
ton  National  Bank,  James  Hofifman  of  the 
A  cme  Screw  Machine  Co.  of  Boonton,  and 
Isaac  Samuels  of  the  now  defunct  Butterfly 
Motor  Co.  of  New  York.  The  committee  will 
finish  up  about  $25,000  worth  of  raw  material 
on  hand  now  at  the  factory  on  Fairy  road  here. 
It  is  thought  that  it  will  cost  at  least  $10,000 
to  do  this  and  it  is  doubtful  if  any  of  the  credi- 
tors are  willing  to  spend  any  more  money  in 
the  affairs  of  the  defunct  concern. 

Vitalis  Himmer,  of  Mountain  Lakes,  who 
brought  the  action  in  the  District  Court  on  ac- 
count of  a  mortgage  of  $16,600  held  by  him,  is 
no  doubt  the  largest  creditor.  The  total  in- 
debtedness is  over  $25,000.  The  company  came 
here  over  a  year  ago,  built  several  buildings 
and  planned  to  erect  a  block  of  houses  on  the 
Fairy  road. 


SELLS  INTEREST  TO  HIS  PARTNER 

T.  E.  Davis,  of  Brady,  Tex.,  has  purchased 
the  interest  of  his  partner,  J.  F.  Freeman,  in 
the  music  house  of  Freeman  &  Davis  and  will 
continue  the  business  in  the  same  location  un- 
der his  own  name.  Mr.  Freeman  retired  from 
the  partnership  because  of  ill  health  and  has 
returned  to  Waco,  where  his  'family  is  located. 


Northwest  Phonograph  Jobbers,  Inc. 


PORTLAND 


122     SOUTH     MONROE  STREET 
SPOKANE,  WASHINGTON 


SEATTLE 


Thoroughly  Covering  Washington,  Northern  Oregon,  Northern  Idaho  and 
Western  Montana  as  Factory  Distributors  for 

Emerson  Records,  Brooks  and  Paramount  Phonographs 

and  a  complete  line  of  Phonograph  Accessories,  including 
BRILLIANTONE  AND  WALL  KANE  NEEDLES.  RECORD  ALBUMS,  RECORD  BRUSHES,  ETC. 


As  a  $100,000  corporation  officered  by  men  thoroughly  familiar  with  the  musical  instrument 
business  as  a  result  of  many  years'  experience,  we  can  assure  dealers  in  our  territory  at  all  times 

ESPECIALLY  DEPENDABLE  SERVICE  and  EXCEPTIONALLY  COMPLETE  STOCKS 

INQUIRIES  SOLICITED  FROM  DEALERS  ONLY 


28 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


giiiiiiiiniiiiiiiiiiiiiiniBiiiiM 

I  How  the  Talking  Machine  Has  Contributed 
I  to  the  Popularity  of  Music  and  Its  Literature 


aiumiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

It  is  doubtful  if  any  advertising  matter  in  the 
world  has  ever  added  more  to  the  literature  of 
the  civilized  countries  than  has  the  advertising 
of  the  various  talking  machine  companies  dur- 
ing the  last  decade  or  more.  The  addition  has 
been,  of  course,  to  the  musical  literature  of  the 
world,  but  it  has  been  notable  in  its  extent  and 
in  its  scope. 

It  is  true  that  even  before  the  advent  of  the 
talking  machine  musical  bibliography  was 
varied  and  far-reaching,  but  for  the  most  part  it 
was  heavy,  serious,  and  far  above  the  heads  of 
the  masses.  It  took  the  talking  machine  com- 
panies, through  their  advertising  and  from 
purely  selfish  motives,  let  us  concede,  to  bring 
the  literature  of  music  to  the  ordinary  mortal — 
to  make  it  understandable  to  the  majority,  in- 
stead of  merely  to  the  minority. 

Talking  machine  advertising.  especially 
through  catalogs,  supplements  and  special  book- 
lets, has  served  to  popularize  grand  opera.  This 
does  not  mean  necessarily  that  even  in  an  era 
of  high  wages  the  average  workingman  can  or 
is  willing  to  spend  seven,  ten  or  fifteen  dollars  a 
seat  at  the  opera,  but  he  at  least  has  learned, 
through  the  persistent  educational  campaign 
carried  on  by  the  talking  machine  interests,  to 
distinguish  between  the  operas,  to  know  what 
is  best  among  them  and  to  visualize  in  a  large 
measure  just  what  action  is  represented  bj'  each 
aria  and  each  chorus.  The  family  who  have 
never  bought,  and  never  would  buy  an  opera 
libretto  have,  if  thej'  own  a  talking  machine, 
been  practicalh-  compelled  to  read  simple  stories 
of  the  great  operas  in  the  monthlj^  record  sup- 
plements. They  have  learned  to  recognize  the 
details,  and  quite  frequently  the  music  of  the 


various  masterpieces,  and  to  have  some  personal 
interest  in  the  representative  artists.  Talking 
machine  companies  have,  in  many  cases,  been 
forced  to  draw  upon  the  literature  of  the  piece 
for  descriptive  matter  upon  which  to  base  their 
stories  of  the  operas  and  the  classics  to  make 
them  read  by,  and  understandable  to,  the  multi- 
tude. 

It  would  seem  fitting  that  in  turn  these  musi- 
cal interpretations,  even  though  made  for 
strictly  advertising  purposes,  should  find  their 
wa3'  in  some  form  or  other  into  the  permanent 
musical  literature  of  the  generation  where  the}" 
might  be  read  b\-  those  who  seek  simply  a  gen- 
eral musical  knowledge  and  who  perchance  may 
not  j'et  have  opened  to  them  the  avenue  of 
talking  machine  ownership. 

Some  3'aars  ago  the  directors  and  representa- 
tives of  the  educational  department  of  a  talking 
machine  company  had  to  devote'  much  effort 
and  considerable  persuasive  power  to  the  work 
of  securing  hearings  before  educational  con- 
ferences and  similar  gatherings  of  educators. 
When  they' were  accorded  the  privilege  of  mak- 
ing an  address,  it  was  impressed  upon  them,  and 
the}'  really  felt,  that  a  distinct  favor  had  been 
granted.  But  the  talking  machine  and  record 
as  an  educational  force  naturally  won  recogni- 
tion, and  that  recognition  has  gained  each  year. 
The  greatest  proof  is  found  in  the  fact  that 
whereas  it  was  formerly  a  matter  of  securing 
permission  to  attend  and  address  educational 
conferences,  the  talking  machine  companies  find 
it  almost  impossible,  even  with  greatly  en- 
larged staffs,  to  meet  the  call  from  the  various 
educational  gatherings.  The  speakers  are  now 
being  sought. 


Just  as  it  should  be  and  probably  will  be  with 
the  printed  word-^matter  that  up  to  the  present 
has  been  regarded  purely  as  advertising  propa- 
ganda, as  a  means  for  building  up  sales  surely 
and  quickly,  it  may  be  accepted  as  representing 
a  new  form  of  musical  literature — the  sort  of 
literature  that  makes  for  a  universal  under- 
standing of  the  better  things  in  music. 

It  goes  without  saying  that  the  advertising 
and  propaganda  of  the  talking  machine  com- 
panies have  been  the  strongest  factors  in  the 
successful  development  of  the  "music  in  the 
home"  campaign  that  is  now  so  much  in  the 
minds  of  the  trade  and  of  the  general  public. 


MUSIC  FROM  EUROPE  BY  WIRELESS 

Marconi's  Latest  Invention  May  Make  This 
Possible  in  the  Near  Future — Combination  of 
the  Talking  Machine  and  the  Telephone 


When  the  next  President  of  the  United  States 
is  elected  in  November  he  maj-  be  greeted  by 
the  strains  of  "The  Star  Spangled  Banner" 
transmitted  by  wireless  telephone  from  the 
cabin  of  the  yacht  of  William  Marconi,  the  Ital- 
ian inventor,  in  the  Mediterranean  Sea,  says  a 
dispatch  from  Naples,  Italy.  This  is  believed 
possible  by  experts  who  have  investigated  the 
experiments  conducted  on  board  his  }"acht. 

Senator  Marconi's  guests  recently  danced  on 
board  the  Electra  to  the  music  of  an  orchestra 
pla^'ing  in  London,  so  distinct  was  the  trans- 
mission by  wireless  telephone.  The  inventor 
daily  receives  the  latest  news  from  London  by 
this  medium,  and  exchanges  Neapolitan  songs  by 
applying  a  talking  machine  to  the  telephone. 


■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■aBBBBiaHaBBBBBBHHHaaHaBaBaHBaHBaHaHHaBHBBaBBHaaBBBaC 

aBaBaBBBaBBBBBBaaaaaaaaaBaaBBBBBBBBBBBBBBBBaBBaaaaaaaBBBBBBBaaaBaaaBaaaaaaaBaBaaaaaaBBBBBBBBaaaBaBflBaaa 


a: 

as 
■■ 

ss 


Superior 
Die  Castings  for  the 
Music  Trades 

Castings  from  finely  made  Dies — Castings 
of  precision  and  smoothness.  Metals  to 
meet  any  requirement — from  the  Stand- 
ard White  Metal  of  15,000  pounds  tensile 
strenj^th  per  square  inch  to  an  Alloy  of 
45,000  pounds  plus. 


THE  IDEAL  iVIETAL 

for  Soundbox  and  Toncarm  Castings 

CA  Die  Casting  Alloy  that  is  Double  the  Tensile  Strength  of  Cast  Iron  — 

200%  Stronger,  15%  Harder,  30%  Lighter  in  Weight  than  Ordinary  White  Metal  Die  Castings 
A  Tonearm  of  this  metal  is  acoustically  better  even  than  brass,  because  a  brass  Tonearm  would  necessarily  be 
thin  and  would  have  the  tendency  of  blasting  and  imparting  to  the  tones  a  thin  and  "brassy"  effect.  If  your 
Tonearm  and  Soundbox  of  ordinary  die  castinf^s  or  brass  are  too  thin  or  too  weak,  or  too  heavy  on  the  record, 
let  us  make  the  parts  ri^ht  with  our  special  metal.  Improve  the  tone  by  correctinj^  the  weij^ht  and  balance  of 
your  equipment.  Make  the  parts  stronj^er  and  more  durable.  Ornamental  details  and  shapes  of  beauty  not 
possible  by  other  processes  and  with  other  metals  because  of  manufacturinf^  or  weij^ht  limitations  are  made 
practicable  by  our  method  of  manufacture.  Superior  Die  CastinJ^s  plate  perfectly  in  Nickel,  Copper.  Brass, 
Silver,  Gold,  etc.,  and  will  take  a  durable  Japan  finish,  the  metal  withstandinj^  the  necessary  hi^h  baking  heat. 

BARMHAI^T  BROTHERS  6  SPIMDLER 

Die  Casting  Division  ■  Monroe  and  Throop  Streets  •  CHICAGO 


■a 


■a 
aa 


aa 


mm 


Si 


li 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


29 


Sell  GRETSCH  Musical  Instruments 
and  make  your  store  THE  MUSICAL 

Headquarters  of  your  community 


We  know  that  our  interests  are  identical  with  the  interests  of  the  men  who  retail 
GRETSCH  Musical  Merchandise.  In  fact,  the  interests  of  the  two  are  so  identical 
that  it  finally  resolves  itself  into  an  active  spirit  of  mutual  co-operation — a 
cordial  relationship  of  dealing  with  friends. 


GRETSCH  Musical  Instrument  Retailers  enjoy  gen- 
uine sales  co-operation — a  co-operation  consisting  not  only 
of  extensive  advertising,  but  of  individual  assistance  to 
meet  local  conditions.  This  assistance  is  nothing  less  than 
a  complete  retail  merchandising  campaign  from  which  no 
detail  has  been  omitted. 

The  GRETSCH  Sales  Promotion  Department  will 
print  your  own  catalog  of  STANDARD  Musical  Merchan- 
dise FREE  for  distribution  in  your  own  community. 

There  are  many  out-of-the-ordinary  advantages  in 


selling  the  GRETSCH  line  of  Musical  Instruments. 

In  selling  musical  merchandise — it's  the  quick  "Turn- 
Overs  " — that  count.  GRETSCH  local  sales  co-operation 
assures  rapid  turn-over. 

We  cordially  invite  your  correspondence  on  the  busi- 
ness prospects  of  a  Musical  Merchandise  Department. 
Investigation  does  not  place  you  under  any  obligation. 
Suppose  you  write  for  details  of  our  complete  assortment 
plan  and  HOW — WE  co-operate  to  help  you  build  up  a 
large  local  trade. 


The  Fred.  Gretsch  Manufacturing  Co. 

Musical  Instrument  Makers  Since  1883 


50-80  Broadway,  Borough  of  Brooklyn 


New  York  City 


30 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


When  Oscar  Seagie  sings  "The  Barefoot  Trail,"  his 
hearers  all  become  children  again.  When  he  sings 
that  Scotch  ballad,  "Lassie  O'Mine'%  everyone  be- 
comes a  lover.  That  means  big  sales  for  these  selec- 
tions. A-2961. 


Columbia  Graptioptione  Co> 

NEW  YORK 


JUST  GETTING  BY  VS.  MAKING  GOOD  ON  PERIOD  STUFF 

A  Little  Hokum  Is  All  Right  If  There  Is  a  Shght  Foundation  of  Fact  to  - Back  It  Up — Various 
Classes  of  Information  HanSed  Out  by  Salesmen  on  the  Period  Cabinets — And  Why 


"There  is  lots  of  difference  between  realh' 
making  good  and  just  getting  by,  especially  in 
the  sale  of  period  machines,"  declared  Smith, 
the  talking  machine  man,  as  he  started  to  add 
up  the  sales  totals  for  the  week. 

"We've  got  a  couple  of  birds  around  here 
who  really  have  given  some  thought  to  putting 
over  the  period  idea  with  the  customers  either 
by  catering  to  their  artistic  tastes,  or  by  bulling 
them  into  the  belief  that  the  only  way  to  be 
exclusive  is  to  get  an  exclusive  machine.  These 
babies  can  talk  period  stuff  to  a  finish.  They 
can  tell  who  William  and  Marj'  were  and  a  lot 
of  things  about  their  horiie  life  that  haven't 
been  published.  They  can  go  right  down 
through  the  line  of  the  Louis  and  quote  facts 
and  fiction  that  would  sell  a  period  model  to  a 
deaf  man  just  because  it  was  romantic.  By 
Louis,  of  course,  I  mean  Louis  of  France  and 
not  Louis  the  barber.  When  it  comes  down  to 
real  English  they've  got  the  descendants  of- 
the  Mayflower  passengers  backed  off  the  boards 
for  detail.  They  not  only  offer  the  old  English 
style  but  speak  it — the  kind  of  language  that 
used  to  be  spoken  before  they  picked  up  fifteen 
or  twenty  foreign  dialects. 

"If  a  professor  of  literature  or  the  decorative 
arts  breezes  down  from  the  university  and 
starts  to  ask  questions  he  gets  some  answers. 
If  he  wants  to  know  why  Chippendale  favored 
Chinese  details  he  learns  the  facts.  He  may 
be  told  that  it  was  because  chop  sue}-  had  just 


become  stylish  in  England  about  that  time,  but 
he  learns  something  just  the  same,  and  these 
salesmen  have  enough  of  the  real  facts  to  con- 
vince a  pretty  fair  master  of  the  decorative  art.s 
that  they  know  whereof  they  speak.  They 
have  got  some  of  their  knowledge  from  the 
dope  shot  out  by  the  manufacturers,  and  the 
rest  they  have  dragged  out  of  thick  volumes 
in  the  public  library  on  their  afternoons  off. 
For  the  ordinary  individual,  these  fellows  are 
primed  to  the  hilt. 

"If  an  innocent  victim  simply  asks  a  ques- 
tion as  to  why  a  cabinet  is  finished  in  Gothic 
he  gets  a  line  of  information  that  makes  him 
loosen  up  for  the  price  of  the  machine  and  feel 
a  strong  desire  to  sit  in  a  cathedral  and  medi- 
tate for  the  next  week  or  two  and  if  he  checks 
up  the  dope  he  finds  it's  about  90  per  cent  right. 
Lincoln  was  right  about  fooling  the  people, 
even  though  the  merchants  of  Baxter  street, 
not  having  heard  of  Lincoln,  managed  to  fool 
the  public  on  clothes  for  many  years.  A  blue 
skylight  may  change  the  color  of  a  suit  of 
clothes,  but  it  won't  change  the  design  of  a 
talking  machine  cabinet.  The  design  has  got 
to  be  there,  and  with  it  the  reason  for  its  being. 

"We've  got  a  j^oung  fellow  here  who  would 
lose  his  job  if  he  ever  tried  to  sell  a  period 
model.  He  has  got  to  stick  to  the  straight 
stuff  and  to  records.  We  found  him  one  day 
trying  to  explain  to  an  old  lady  that  the  William 
and  Marv  stvle  was  named  after  William  Hart 


and  Marj'  Pickford,  and  he  would  have  got 
away  with  it  if  the  old  lady  hadn't  been  a  bit 
deaf  and  everybody  in  the  shop  heard  his  line 
of  talk.  The  laugh  killed  the  sale.  The  blow 
came,  however,  when  he  was  searching  through 
the  warehouse  for  a  particular  kind  of  machine. 
'What  style  do  you  want?'  asked  the  stock 
clerk.  'I'm  looking  for  one  of  these  Louis 
cross  eye  models,'  was  the  reply.  We  figured 
out  that  a  fellow  who  couldn't  count  as  high 
as  eleven  in  Roman  numerals  couldn't  make  a 
big  hit  with  our  high-class  clientele. 

"There  is  so  much  good  stuff  available  about 
period  styles  that  a  salesman  has  no  excuse  for 
plaj-ing  the  dummy.  Moreover,  the  sale  of  a 
period  model  means  a  substantial  commission, 
sufficient  to  pay  him  for  all  the  trouble  he  goes 
to.  We  encourage  our  sales  people  to  study 
the  decorative  arts  in  their  own  time,  evenings, 
half  holidays,  etc.  We  let  them  use  the  store's 
time  for  awhile  until  one  fellow  went  to  the 
library,  and  when  we  hunted  for  him  the  fol- 
lowing day  he  was  found  deeply  absorbed  in 
volume  eleven  of  the  Encj'lopaedia  Britannica 
and  going  strong.  Under  the  circumstances  we 
gave  him  a  two  weeks'  vacation  to  read  up. 

"A  salesman  with  a  superficial  knowledge  of 
period  decorations  is  simply  getting  b}'.  He  is 
perhaps  fooling  one-tenth  of  his  customers  and 
disgusting  the  other  nine-tenths.  We  would 
rather  have  the  fellow  who  interests  nine-tenths 
and  bores  the  remaining  one-tenth  to  death  with 
his  knowledge.  From  a  sales  viewpoint  we 
figure  that  that  percentage  is  the  best." 


Cold  feet  may  be  unavoidable,  but  they  never 
lelped  a  man  or  a  business  over  a  tough  spot. 


HERE  IT  IS 

FLETCHER  UNIVERSAL 
TONE  ARM  and  REPRODUCER 

Gives  Proper  Playing  Weights  for  all  Records.      No  Adjustment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  83^"  or  9i^"  arm 

FLETCHER-WICKESCO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE   GEORGE  McLAGAN  FURNITURE   CO..    STRATFORD,    ONTARIO.    EXCLUSIVE   CANADIAN  AGENTS 


SEPTEMBEtt  IS,  1920 


THE    TALKING    MACHINE  WORLD 


31 


e Cheney 

ALL    MUSIC    FINDS    FULL    AND    TRUE    EXPRESSION     IN     ITS     MELLOW  TONES 


The  Cheney  AcousticThroat 


^he  HUMAN  VOICE  and  We  Gfieneij 

The  BEAUTY  of  the  human  voice  as  bestowed  by  nature,  can  hardly 
be  surpassed.  And  its  principles,  adapted  to  The  Cheney,  give  rare 
beauty  to  the  playing  of  this  instrument. 

Just  as  sounds  are  gathered  and  controlled  in  the  living  human  throat, 
so  are  sound  vibrations  gathered  and  controlled  in  the  acoustic  throat 
ofTHE  Cheney. 

Selling  points  such  as  this  make  The  Cheney  franchise  invaluable  to  dealers. 


THE      CHENEY      TALKING       MACHINE  COMPANY 


CHICAGO 


DEALERS  EVERYWHERE 


32 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Harry  Fox  sings  two  Southern  Songs,  "Fd  Love  to 
Fall  Asleep  and  Wake  Up  in  My  Mammy's  Arms"  and 
Rock-a-Bye  Lullaby  Mammy".  The  sales  of  this 
record  are  sure  to  make  a  big  supply  seem  small. 
A-2964. 


Columbia  Graphophone  Co. 

NEW  YORK 


0.  0.  p.  MUSIC  ANNOYS  DEMOCRATS 

Strains  of  "Beautiful  Ohio"  Lure  Passers-by 
Into  Republican  Headquarters  in  Twin  Cities 
— Jazz  Strangely  Lacking  at  Headquarters 


MiN.XEAPOLis  AND  St.  Paul,  September  6. — 
Strains  of  "The  Beautiful  Ohio*'  floated  down 
the  corridors  of  the  St.  Francis  hotel  at  noon 
recently.  John  Craig,  of  the  State  Timber  De- 
partment, wiped  the  sweat  from  his  brow, 
glanced  malevolently  in  the  direction  of  the  talk- 
ing machine  and  prepared  to  crank  it  again. 

"It's  a  great  job,"  quoth  Craig,  "chauffeur  to 
a  music  box.    And  in  a  political  headquarters." 

It  was  the  formal  opening  of  an  adjunct  of 
Republican  State  headquarters  at  334  St. 
Francis  Hotel.  There  visitors  to  the  State  Fair 
will  be  entertained  while  the}'  learn  of  Republi- 
can doctrines. 

One  floor  down,  John  Temple,  secretary  of 
the  Democratic  State  central  committee,  closed 
the  windows  of  Room  234. 

"It's  a  wonder  they  haven't  an  orchestra  or 


a  brass  band  up  there,"  he  said.  He  put  on  his 
hat  and  went  for  a  walk  around  the  block. 

iNIr.  Temple  denied  he  has  anj'  fears  that 
Democrats  will  be  lured  from  their  quarters 
on  the  second  floor  to  Republican  quarters  one 
floor  up  by  the  strains  of  "The  Beautiful  Ohio." 

"Music  hath  charms  to  soothe  the  savage 
voter,"  said  R.  P.  Chase,  "so  we  have  installed 
a  talking  machine. 

"But  there  will  be  no  ragtime,  no  jazz.  If 
j'OU  don't  hear  Senator  Warren  G.  Harding  at 
the  Minnesota  State  Fair,  come  to  Room  334, 
and  you  will  hear  him  on  the  talking  machine." 

It  is  the  notification  speech  at  Marion  done 
over  again  and  preserved  for  Republican  pos- 
terity. 

Visitors  at  headquarters  amused  themselves 
by  suggesting  records  that  should  be  played  by 
the  Republicans: 

"I  Hear  You  Calling  Me,"  said  one. 

"I  Dreamt  That  I  Dwelt  in  Marble  Halls," 
suggested  another. 

And  as  to  woman  suffrage: 

"You  Made  Me  What  I  Am  To-day." 


Ward's  Khaki  Moving  Covers 


Distributors 

BRISTOL  &  BARBER,  INC. 
Ill  E.  14th  St.,  New  York  City 


YAHR  &  LANGE  DRUG  CO. 
207-215_E.  Water^St.,  Milwaukee,  Wis. 

COHEN  &  HUGHES,  INC. 
Washington,  D.  C. 

BECKWITH-O'NEILL  CO, 
Minneapolis,  Minn. 


STREVELL-PATERSON  HARDWARE  CO. 
Salt  Lake  City,  Utah 


C.  L.  MARSHALL  CO.,  INC. 
Beckman  Bldg.,  Cleveland,  O. 
Butler  Bldg.,  Detroit,  Mich. 

THE  REED  CO. 
237  Fifth  Avenue,  Pittsburgh,  Pa. 

C.  J.  VAN  HOUTON  &  ZOON 
140  S.  Dearborn  St.,  Chicago,  111. 

SONORA  DISTRIBUTING  CO.  OF  TEXAS 
Dallas,  Texas 


Grade  "D"  Cover  with  No.  3  Strap*. 

The  C.  E.  Ward  Co. 

(Wcll-Known  Lodge  Regalia  House) 

101  William  St.,  New  London,  Ohio 

Also  Manufacturers  of  Rubberized  Covara 
and  Dusk  Covers  for  the  Wareroona 


CHAS.  H.  YATES 
311  Laughlin  Bldg.,  Los  Angeles,  Cal. 

W.  D.  &  C.  N.  ANDREWS 
Buffalo,  N.  Y. 

SACHS  &  CO. 
425  So.  Wabash  Ave.  Chicago 

SHERMAN,  CLAY  &  CO. 
741  Mission  St.,  San  Francisco,  Cal. 

JOHN  A.  FUTCH  CO. 
35  Auburn  Ave.,  Atlanta,  Georgia 
1500  South  Boulevard,  Charlotte,  N.  C. 
630  Washington  St.,  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte,  Mont. 


GRAY  &  DUDLEY  CO. 
Nashville,  Tenn. 


ASSOCIATED  FURNITURE  MFRS. 

St.  Louis,  Mo. 


INTERESTING  FACTS  ABOUT  MICA 

Material  of  Which  Diaphragms  Is  Made  Has 
Many  Other  Uses— Is  Found  in  India,  Canada, 
the  United  States  and  South  America 


Mica,  from  which  most  of  the  diaphragms 
used  in  talking  machines  are  made,  is  known 
scientifically  as  muscovite,  biolite  or  phlogo- 
phite,  according  to  the  rock  formation  in  which 
it  is  found.  It  is  a  mineral  noted  for  its  very 
easy  cleavage  in  a  single  direction,  and  by  the 
great  elasticity,  flexibility  and  toughness  of  the 
very  thin  cleavage  flakes.  It  ranges  in  color 
from  absolute  transparency  to  jet  black. 

Mica  is  found  in  India,  where  "books"  as 
much  as  fifteen  feet  across  are  not  uncommon; 
in  South  Dakota,  Colorado  and  Alabama,  in 
Brazil  and  in  lower  Canada.  India  alone  ex- 
ported 2,800  tons  of  mica  valued  at  $2,915,034 
during  the  year  ended  March  31,  1919.  It  went 
to  the  United  Kingdom,  as  shipments  to  other 
countries  were  then  prohibited.  The  demand 
for  this  interesting  substance  has  grown  rapidly, 
due  to  many  uses  which  have  recently  been 
found  for  it  outside  of  the  use  in  the  talking 
machine  industry. 

In  dressing  the  mica  the  books  are  split 
along  the  cleavage  into  sheets  of  the  desired 
thickness,  and  the  sheets  are  trimmed  into 
rectangles  by  shears,  the  stained  or  damaged 
parts  being  rejected,  but  saved  for  other  pur- 
poses than  those  for  which  the  sheets  are 
squared  up.  The  dressed  sheets  are  sorted  ac- 
cording to  size,  transparency,  color  and  free- 
dom from  spots  or  stains.  Mica  has  many 
uses  besides  that  for  diaphragms,  such  as  for 
electric  insulating  material,  stove  and  range 
windows.  The  waste  material  is  largely  used 
for  powdering  ornamental  cards  such  as  are 
used  for  Christmas  greetings  and  advertising 
purposes.  The  glistening  efTect  of  snow  scenes 
in  many  a  dealer's  window  is  produced  by  fine- 
ly powdered  or  flaked  mica. 


HATEiH'S  NEW  BRONX  STORE 


Hatem's  is  the  name  of  a  new  talking  ma- 
chine house  recently  incorporated  in  New  York 
to  do  business  in  talking  machines,  records  and 
music  boxes.  The  capital  of  the  new  com- 
pany is  $50,000  and  the  incorporators  are  J.  J. 
Yaliroudl,  M.  Baddour  and  S.  .\.  Hatem,  774 
Southern  Boulevard,  Bronx. 


NEW  QUARTERS  FOR  UNIVERSAL  CO. 

The  L'niversal  Piionograph  Co.,  Inc.,  of  Phila- 
delphia, Pa.,  will  occupy  the  property  at  520 
Market  street  as  soon  as  alterations  now  under 
way  are  completed. 


SEND  FOR  1LLU.<;TRATED  PRICI  LIST 
AND  PREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS.  ETC. 

GLOBE    DE.CALCOMAN1E  CO. 

JERSEY  CITY.  N.  J. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


33 


^  SUPFHIOR  STEEL  . 

BRiLyANTONE 

NE.EDI.ES  ^ 


Because  of  their  unusually 
high  quality,  because  of 
their  loud  tone,  because  of 
their  low  price,  because 
they  give  absolute  satisfac- 
tion to  phonograph  owners 
everywhere,  BRILLIANTONE 
STEEL  NEEDLES  have 
established,  for  20,000 
.  dealers  who  handle  them,  a 
k  record-breaking  volume  of 

'ales 


Write  for  samples  and  prices  to  your  nearest  distributor. 
If  Ke  cannot  supply  you,  write  direct  to  us. 

BRILLIANTONE 

SIEELNEEDLE  CO  .Incorporated 


AT  34th  STREET 


347  FIFTH  AVENUE, 

New  York 


SUITE  1003 


Canadian  Distributor:  Musical  Merchandise  Sales  Co.,  819  Yon£e  St..  Toronto,  Canada 


34 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


FAVOR  FINANCING  FOREIGN  TRADE 

Plan    of    Bankers'    Association    Endorsed  by 
Manufacturers'  Association 


The  American  Manufacturers'  Export  As- 
sociation has  just  announced  that  its  board 
of  directors  has  adopted  resolutions  endorsing 
the  plan  of  the  American  Bankers'  Association 
for  the  organization  and  development  of  an  in- 
stitution to  assist  the  American  manufacturer 
to  reach  foreign  markets. 

The  plan  for  the  financing  of  America's  for- 
eign trade  has  been  outlined  by  John  JvIcHugh. 
chairman  of  the  comm.ittee  on  commerce  and 
marine  of  the  American  Bankers'  Association. 
In  explaining  this  plan  Mr.  McHugh  points  out 
that  while  there  are  some  few  people  who  be- 
lieve that  the  United  States  is  sufficient  unto 
itself,  that  the  continuation  of  our  exports 
means  a  continuation  of  high  prices  for  com- 
modities for  our  own  needs  and  that  a  very 
material  falling  off  in  our  exports  would  reduce 
living   costs   rn    this   countr\-   without  creating 


unemployment  it  is  certain  that  the  great  ma- 
jority of  our  people  are  in  Harmon}-  with  these 
views.  Such  provincialism,  if  practiced  effec- 
tively, in  the  opinion  of  Mr.  McHugh,  would 
no  doubt  bring  about  temporarily  reduced  prices 
which  would  be  followed  by  great  unemploy- 
ment. The  other  influences  which  have  been 
responsible  for  high  prices  would  then  again 
come  into  pla}-  and  again  we  would  have  high 
prices,  but  with  a  lessened  purchasing  power. 


HAS  A  REAL  SOUND  PROOF  ROOM 

University  of  Utrecht  Has  Chamber  Which  Is 
Absolutely  Free  From  Outside  Noises  and 
Conducts  Experiments  on  Sound  There 


It  is  said  that  the  Physiological  Institute  of 
the  Universit}'  of  Utrecht  possesses  what  is 
probabh'  the  most  remarkable  room  in  the  world, 
a  chamber  about  seven  and  a  half  feet  square, 
which  is  claimed  to  be  absolutely  noiseless,  as 
far  as  sound  from  outside  is  concerned. 

It  is  on  the  top  story  of  a  laborator}-  build- 


ip.g  and  is  an  inside  room,  but  is  so  arranged 
that  it  can  be  ventilated  and  inundated  with  sun- 
shine. The  walls,  floor  and  ceiling  each  con- 
sist of  half  a  dozen  layers  of  different  sub- 
stances, with  air  spaces  and  interstices  filled 
with  sound-deadening  materials. 

Some  persons  when  in  the  room  experience 
a  peculiar  sensation  in  the  ears.  While  every 
eft'ort  has  been  made  to  exclude  sounds  that 
are  not  wanted,  of  course,  the  object  of  con- 
structing this  singular  room  was  to  experiment 
with  phenomena  connected  with  sound.  Some 
of  the  sounds  employed  are  made  in  the  room 
itself;  others  are  introduced  from  outside  by 
means  of  a  copper  tube,  which  is  plugged  with 
lead  when  not  in  use. 


WOULDN'T  ACCEPT  CANNED  SPEECH 

Management  of  Ohio  State  Fair  Bans  Plan  to 
Have  Harding's  Speech  to  Fair  Visitors  De- 
livered Through  Medium  of  Record 


^Vhile  listening  to  the  campaign  speeches  of 
Presidential  candidates  through  the  medium  of 
talking  machines  and  records  may  be  all  right 
under  certain  circumstances,  the  talking  machine 
will  not  be  accepted  by  voters  as  a  substitute 
for  the  ph^-sical  presence  of  the  nominee  when 
he  is  within  a  reasonable  distance  of  the  meet- 
ing place. 

Senator  Harding  is  reported  to  have  en- 
deavored to  have  a  talking  machine  with  rec- 
ords of  his  speech,  together  with  several  spell- 
binders, represent  him  at  the  Ohio  State  Fair, 
•  but  the  manager  of  the  fair  refused  to  consent 
to  the  plan  in  view  of  the  fact  that  Harding 
U\ed  within  fifty  miles  of  the  fair  grounds  and 
could  come  in  person  if  he  wished  the  fair 
visitors  to  hear  his  message.  In  view  of  this 
circumstance  it  appears  that  talking  machine 
records  are  all  right  to  supplement  the  personal 
eflorts  of  the  candidate,  but  will  not  be  ac- 
cepted as  a  direct  substitute. 


THE  REAL  BARBER  SHOP  BLUES 

A  Western  dealer  appointed  the  proprietor 
of  a  barber  shop  as  a  sub-agent.  The  boot- 
black or  porter  kept  the  instrument  running 
while  the  customers  were  being  shaved,  and 
the  machine  entertained  the  barbers  while  idle. 
It  is  stated  on  good  authority  that  the  barber 
sold  a  large  number  of  machines'  and  records 
by  referring  his  customers  to  the  dealer. 


The  New  Model  "E" 

Garford  Phonograph 

The  Greatest  Value  on  the  Market 

IMMEDIATE   DELIVERIES   IN  ANY  QUANTITY 


New  Model  ''E"  Garford  Phonograph 


The   New  Model  "E"  Garford  Phonograph 
has  every  desirable  feature  of  the 
high  price  phonograph 

1  Plays  all  makes  of  records  without  an  attachment. 

2  Superior  Tone  Quality. 

3  Standard  Motor  of  Recognized  Merit. 

4  Artistic  Appearance. 

5  Guaranteed  to  Give  Excellent  Service. 

Order  Now  for  Immediate  Delivery 
SELLS  LIKE  "WILD-FIRE"  THE  YEAR  ROUND 
We  have  an  Attractive  Dealer  Proposition 

The  General  Phonograph  Mfg.  Co. 

(FORMERLY  NAMED  THE  GARFORD  MFG.  CO.) 

ELYRIA,  OHIO 


Why  Break  Records? 
Just  File  Them ! 

That  is  if  you  have  the  wonderful  Record  filing  tys- 
tem  which  is  a  feature  of 

The  Marvelous  MAGNOLA 


Wa.tcKif\J  TKc  /v\usic  Conr^e  Out 


This  is  only  one  feature  of  many  that  will  command 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  our 
plans  for  helping  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ.  President 
General  Ofllces  Souttiern  Wholesale  Braneb 

711    MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA.  GA. 


The  Talking  Machine  World,  New  York,  September  15, 


The  Substantial  Basis  of 
Sphinx  Supremacy 

The  principles  of  engineering  are  an  open  book.  Any  corps  of  sufficiently 
capable  and  experienced  engineers  could,  by  long  study  and  patient  experi- 
ment, have  evolved  a  motor  of  the  Sphinx  type. 

The  scientifically  determined  choice  and  treatment  of  materials ;  perfect 
standardization  of  parts;  minute  exactitude  of  workmanship,  and  absolute 
uniformity  of  alignment  and  permanency  of  adjustment,  were  within  the 
reach  of  any  manufacturer  of  vision,  initiative  and  unswerving  purpose. 

But  the  significant  fact  remains  that  in  the  20  years'  history  of  the  phono- 
graph these  vital  problems  had  not  been  solved ;  these  necessary  tasks  had  not 
been  performed.  It  remained  for  the  Sphinx  engineers  and  the  Sphinx  manu- 
facturers to  evolve  aiid  perfect  a  motor  equal  to  its  work  and  worthy  of  its 
mission. 

Investigate  the  Sphinx  now;  prompt  deliveries  are  assured. 


SPHINX  GRAMOPHONE  MOTORS,  Inc. 

512  Fifth  Avenue         -:-         -:-         -:-         -:■         New  York 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


35 


CARRY  YOUR  CONCERT  WITH  YOU 

Newest  Wireless  Receiving  Instrument  May  Be 
Carried  Almost  Like  a  Watch  and  Enables 
Owner  to  Pick  Up  Music  at  Any  Time  or 
Place — A  Most  Important  Contribution 


Washington,  D.  C,  September  4. — Here  is  the 
last  word  embodied  in  the  portable  receiving 
set  idea.  This  highly  efficient  instrument  has 
been  developed  in  the  radio  section  of  the 
Bureau  of  Standards,  and  although  the  experts 
of  this  bureau  modestly  referred  to  it  as  being 
in  the  experimental  stage,  it  is  probable  that 
this  type  of  instrument  is  destined  to  become  • 
widely  used  on  account  of  its  practical  and  port- 
able nature. 

The  present  portaphone  has  one  stage  of 
radio  amplification  and  two  stages  of  audio  am- 
plification; one  tube  being  used  both  as  a  radio 
and  audio  amplification  stage. 

When  the  radio  telephone  station  of  the  Bu- 
reau of  Standards  at  Washington  is  in  opera- 
tion with  an  antennae  current  of  two  amperes 
while  transmitting,  music  and  speech  may  be 
readily  picked  up  by  a  person  situated  within 
the  city  limits  by  using  the  portaphone. 

The  instrument  itself  without  the  horn  is 
twelve  inches  high  and  ten  inches  wide.  This 
gives  an  idea  of  its  compactness  and  portable 
nature.  The  horn,  of  course,  may  be  strapped 
to  the  case  and  carried  along  as  well.  A  desir- 
able feature  connected  with  the  instrument  is 
that  it  is  very  simple  of  operation  and  does  not 
require  an  expert  electrician  or  radio  man  to 
set  it  in  operation.  This  fact  alone  opens  up 
considerable  future  possibilities  in  the  commer- 
cial field.  Incidentally  it  would  be  an  ideal  set 
for  the  more  advanced  amateur  to  take  along 
with  him  on  his  vacation,  be  it  far  into  the 
mountains  or  at  the  seashore.  He  thus  can 
keep  in  touch  with  the  news,  weather  reports, 
radiophone  conversations,  radiophone  music 
and  any  other  information  transmitted  by  radio. 

The  approximate  range  of  the  instrument  in 
its  present  development  is  about  twenty  miles, 
but,  of  course,  this  can  be  considerably  increased 
by  making  use  of  a  regular  antennae.  An  in- 
strument similar  to  this  one  has  been  built  at 
the  radio  section  of  the  Bureau  of  Standards 
which  is  sufficiently  powerful  as  a  transmitter 
to  reproduce  record  or  other  music  with  enough 
intensive  so  as  to  be  heard  within  a  rodm  of 
considerable  size,  and  which,  by  the  way,  would 
be  an  excellent  arrangement  for  dancing. 

A  more  sensible  type  of  portaphone  is  now 
under  construction  by  the  Government  experts. 
It  will  contain  three  radio  and  two  audio  stages 
of  amplification  and  will  be  so  arranged  that  the 
horn  and  all  other  instruments  are  self-contained 
within  the  box.  With  this  device  music  may  be 
heard  within  the  limits  of  any  large  city. 


Sylvester  L.  Cavanaro,  of  Riverhead,  N.  Y., 
Edison  dealer,  has  doubled  the  size  of  his  show 
rooms  and  has  added  several  more  demonstra- 
tion booths. 


ICTOilSTraTOl 


MOBH/B 


lis.  MAS 


yoicetI 


liiimmiiisi 


mmm 


THE  COLUMBIA  OCTOBER  DISPLAY 

Timely    and    Artistic    Display    Prepared  by 
Dealer  Service  Department  of  Columbia  Co. 


The  accompanying  illustration  will  give  some 
idea  of  the  attractiveness  of  the  window  dis- 
play prepared  by  the  Dealer  Service  department 


an  adaptation  of  Columbia's  October  magazine 
advertisement  in  color,  and  the  Jeanne  Gordon 
artist  poster  which  dealers  may  frame  and  dis- 
play. The  general  design  of  the  display  deals 
only  with  exclusive  Columbia  popular  artists  in 
the  form  of  small  record  holder  cut-outs  which 
list  Marion  Harris,  Frank  Crumit,  Harry  Fox 
and  Van  and  Schenck. 

There  is  also  a  small  record  cut-out  illustrat- 
ing in  characteristic  pose  the  famous  Ponselle 
Sisters  in  their  new  exclusive  Columbia  record 
duet.  Two  small  cards  are  included  in  the  Oc- 
tober advertising  featuring  the  Columbia  exclu- 
sive non-set  automatic  stop. 


WAR  CUT  IMPORTS  INTO  PERU 


Columbia   Display  for  October 

of  the  Columbia  Graphophone  Co.  in  connection 
with  the  October  releases.  This  display  has  sev- 
eral interesting  points,  including  the  following: 
Timeliness  of  appeal,  tying  up  to  Halloween 
and  harvest  thoughts;  the  centerpiece,  which  is 


Figures  just  given  out  by  the  Bureau  of' 
Foreign  and  Domestic  Commerce  show  that 
during  1918  the  imports  of  talking  machines 
and  records  into  Peru  showed  a  great  falling 
oft',  due  without  doubt  to  war  conditions,  which 
curtailed  the  production  of  the  American  fac- 
tories. During  1918  the  value  of  these  imports 
was  $58,349,  while  in  1917  the  amount  was  $304,- 
249.    The  decrease  was  $245,900. 


NEW  PASADENA  EDISON  DEALER 


The  Wykoff-Verrinder  Co.  has  recently 
opened  a  store  in  Pasadena,  and  will  handle 
the  Edison  line  exclusive!}'. 


THE  PHONOSTOP- r/ie  Stop  That  Stops  Them  All 


Victor,  Columbia,  Pathe,  Edison,  even  the  Lyric.  Try 
all  other  stops  if  you  wish,  to,  but  eventually  come  to  us 
for  the  PHONOSTOP,  the  first  and  the  most  efficient; 
therefore  the  best.  You  can  set  it  "in  the  dark  as  well 
as  the  light."    The  children  operate  it  perfectly. 


Order  early- 
we  will  ship 
promptly 


Made  Right        Acts  Right        Stays  Right 


THE  PHONOMOTOR  CO. 


121  WEST  AVENUE 
-      ROCHESTER,    N.  Y. 

WESTERN  REPRESENTATIVES:  CHICAGO 
Harry  Engel,  McClurg  Building,  and  Jewel  Phonoparts  Co.,  630  W.  Washington  Streets 


J 


36 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


(lllllfilfi 


1 


mm 


Sonora  dealers  are  making  money 

AND  what's  more,  they  are  building  firm 
^  foundations  for  a  business  that  will  last 
for  years.  Each  season  a  Sonora  agency 
increases  in  value.  If  you  would  like  to 
handle  the  Sonora,  write  to  your  jobber. 


TlnlE  OlNlSTIRyiMKIINlT  ©IF  QUALOTY 


LEAIR   AS  A 


LL 


Magnificent  in  tone,  ele- 
gant and  unique  in  design, 
possessed  of  many  import- 
ant and  exclusive  features 
obtainable  in  no  other 
phonograph,  Sonora  is  sold 
easily  at  an  excellent  profit 
for  you  and  with  complete 
satisfaction  for  your  cus- 
^  tomers. 


Sonoras  don't  go  begging 
for  buyers!  The  demand 
for  Sonoras  is  stronger  than 
ever.  Even  though  the  pro- 
duction of  Sonoras  this  year 
is  the  greatest  in  this  com- 
pany's history,  the  demand 

increases  faster  than  supply.  The 
public  wants  quality  and  this 
explains  the  wonderful  popularity 
of  Sonora. 


Save  your  reputation  by  handling  only  quality  goods 
The  Highest  Class  Talking  Machine  in  the  World 


iiiiiiiiiiiiiiiiiiiiiiiiiimiiimiiiiiiiiHiiiiiiiiiiHiiiiiiiiiiiiiiiiiiinniiiiiiimiiiiiiiiiiiimimiim 


i|immiiimiiiiiii"""""m"imiii 


September  15,  1920  THE    TALKING    MACHINE    WORLD  37 


lllllllllllllllllMllllllllllllilllllllllllllllllllllllllllllllllilllllllllHliltilllltlllllllllllilllllllllllllllllU 


Sonora  is  licensed  and  operates  under 
BASIC  PATENTS  of  the  ph  onograph  industry 


Gibson-Snow  Co., 

Syracuse,  N.  Y. 

State  of  New  York,  with  the  ex- 
ception of  towns  on  Hudson  River 
below  Poughkeepsie,  and  excepting 
Greater  New  York. 

W.  B.  Glynn  Distrib- 
uting Co., 

Saxtons  River,  Vermont 

States  of  Maine,  New  Hampshire, 
Vermont  and  part  of  Massachusetts. 

Griffith  Piano  Co., 

605  Broad  St.,  Newark,  N.J. 

Northern  New  Jersey. 

Hessig-Ellis  Drug  Co., 

Memphis,  Temi. 

Arkansas,  Louisiana,  Tennessee, 
Mississippi. 

Kiefer-Stewart  Co., 

Indianapolis,  Ind. 

Entire  State  of  Indiana. 

The  Magnavox  Co., 

616  Mission  St., 

San  Francisco,  Cal. 

Washington,  California,  Oregon, 
Arizona,  Nevada,  Hawaiian  Islands, 
Northern  Idaho. 

C.L.Marshall  Co.,Inc., 

82  Griswold  St.,  Detroit 
409  Superior  St.,  Cleveland 

Michigan  and  Ohio. 

Minneapolis  Drug  Co.^ 

Minneapolis,  Minn. 

States  of  Montana,  North  Dakota, 
South  Dakota,  Minnesota. 


I.  Montagnes  &  Co., 

Ryrie  Building, 
Toronto,  Can. 

Canada. 

Moore-Bird  &  Co., 

1751  California  Street,;| 
Denver,  Colorado. 

States  of  Colorado,  New  Mexico  and 
Wyotning,  east  of  Rock  Springs. 

M  S  &  E, 

221  Columbus  Ave., 
Boston,  Mass. 

Connecticut,  Rhode  Island  and 
Eastern  Massachusetts. 

Lee-Coit-Andreesen  Hardware  Co., 

Omaha,  Nebraska 

State  of  Nebraska. 

American  Hardware  &  Equipment  Co., 
Charlotte,  N.  C. 

North  Carolina  and  South  Carolina. 

C.  D.  Smith  Drug  Co 

St.  Joseph,  Mo. 

Missouri,  Northern  and  Eastern 
part  of  Kansas  and  five  counties  of 
Northeastern  Oklahoma. 

Smith,  Kline  &  French  Co 

Philadelphia,  Pa. 

States  of  Pennsylvania,  Maryland, 
Delaware,  District  of  Columbia  and 
New  Jersey,  south  of  and  including 
Trenton. 


Southern  Drug  Co., 

Houston,  Texas 

Southeastern  part  of  Texas. 

Southern  Sonora  Co., 

Atlanta,  Ga. 

Alabama,  Georgia  and  Florida. 

Southwestern  Drug  Co., 

Wichita,  Kansas 

Southern  part  of  Kansas,  Oklahoma 
(except  five  Northeastern  counties), 
and  Texas  Panhandle. 

Strevell-Paterson  Hardware  Co., 

Salt  Lake  City,  Utah 

Utah,  Western  Wyoming  and 
Southern  Idaho. 

C.  J.  Van  Houten  &  Zoon, 

Marquette  Building, 
Chicago,  111. 

Illinois  and  Iowa. 

Sonora  Distributing  Co.  ®f  Texas, 

Dallas,  Texas 

Western  part  of  Texas. 

Yahr  &  Lange  Drug  Co., 

Milwaukee,  Wis. 

Wisconsin,  Upper  Michigan. 

Robinson,  Pettet  Co.,  Inc. 


38 


THE    TALKING    MACHINE  WORLD 


Septembt£r  15,  '1920 


Here  Are  Tone  Arms  and  Sound  Boxes  for  Every  Need 


^TONE  ARMS  S  SOUND  BOXES 


The  Mutual  swivel  joint 
gives  the  tone-arm  all 
the  advantages  of  a 
throw-back  arm,  with- 
out its  defects.  A  slight 
turn  of  the  sound-box 
clicks  it  back  from  the 
record  into  the  posi- 
tion illustrated  above, 
where  it  "stays  put." 

The  new  Mutual  Hub 
Sound  Box  produces  a 
mellow,  entrancing 
tone. 


I  TONE  ARMS  &  SOUND  BOXESi 

The  Supreme  A[rm 
No.  1  is  adapted  for 
low  priced  machines. 
Supreme  Arm  No.  2, 
size  8^  inches,  center 
to  center,  is  suitable 
for  higher  priced  ma- 
chines. 

The  new  Supreme 
Hub  Sound  Box  pro- 
duces a  tone  that  is  a 
revelation  for  volume 
and  purity. 

Send  to-day  for  sam- 
ples and  prices  of 
Mutual  and  Supreme 
Products. 


Built  for  To  fie.  " 


Mutual  Swivel  Arm 
No.  2 
Size  8  inches 
Center  to  Center 


New  Mutual  Hub 
Sound  Box 


Supreme  Tone  Arm 
No.  1 
Size  83^  inches 
Center  to  Center 


New  Supreme  Hub 
Sound  Box 


WILLIAM  PHILLIPS  SERVICE 


145  West  45th  Street 


New  York 


CHICAGO  REPRESENTATIVE: 

H.  Engel,  McClurg  Building,  218  South  Wabash  Avenue 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


39 


iiiiiiiiniiiii 


I  What  Worth- While  Service  to  the  Retail 
I  Customer  Should  Represent  - 


Being  an  Extract  from  an 
Article  in  the  Puritan  Magazine 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

After  reading  the  advertisement  of  a  talking 
machine  dealer  who  paid  particular  attention  to 
store  service,  a  clubwoman  dropped  into  that 
dealer's  store  and  the  two  fell  to  discussing  the 
much  talked  of  service  question.  After  being 
shown  by  the  dealer  what  real  service  to  the 
record  customer  should  be,  the  visitor  exclaimed, 
"If  only  all  merchants  would  follow  your  ex- 
ample, the  feeling  between  them  and  their  cus- 
tomers would  be  entirely  changed,  and  changed 
for  the  better.  I  am  tired  to  death  of  hearing 
a  lot  of  storekeepers  prate  of  service  when  they 
offer  no  service  worthy  of  the  name.  I  expect 
to  be  waited  on  civilly  and  get  my  change,  but 
when  the  clerk  forgets  me  when  I  need  a  little 
extra  attention,  at  no  cost  to  them,  I  always  feel 
like  shopping  elsewhere.  Let  tne  give  you  an 
example: 

"At  our  Summer  cottage  I  was  arranging  to 
entertain  a  number  of  young  people.  Th§  con- 
venience of  having  a  talking  machine  instead 
of  renting  another  piano  to  furnish  dance  music 
occurred  to  me,  and  I  bought  a  very  good 
second-hand  one.  I  made  up  a  rather  big  list 
of  records  and  gave  it  to  the  dealer — one  of 
those  who  advertise  'service' — with  instructions 
to  have  them  sent  on  a  certain  date.  A  week 
before  my  little  party  the  dealer  telephoned 
that  he  was  short  several  numbers,  but  would 
order  them  immediately,  and  was  sure  I  would 
have  them  in  time. 

"The  missing  records  were  the  most  desir- 
able in  my  list,  and  you  can  imagine  my  chagrin 
when  I  arrived  at  the  cottage  to  find  that  they 
had  not  come.  However  it  was  not  too  late  to 
make  other  arrangements  and  we  played  the 
other  records  over  and  over  till  everybody  was 
tired  to  death  of  them. 

"When  I  returned  home  I  called  at  the  store 
to  receive  an  explanation  and  was  told  that  the 
records  had  arrived  from  the  supply  house,  but 
nobody  knew  for  whom  they  were  intended, 
and  they  lay  in  the  store  for  several  days  before 
my  entertainment  took  place.  Naturally  I  re- 
fused them  then  and  I  took  the  opportunity  of 
expressing  my  opinion  of  the  kind  of  service 
this  dealer  gave  to  his  patrons." 

This  is  one  of  the  commonest  as  well  as  one 
of  the  worst  faults  to  be  found  in  talking  ma- 
chine stores  and  departments.  "We  are  out  of 
that  number,  but  we  can  get  it  for  you,"  says 
the  clerk;  and  you  tell  him  to  order  it.  You 
wait  for  a  long  time,  and  finally  lose  interest 
in  the  matter.  Chancing  in  the  store  later  on, 
you  are  informed  that  the  record  is  there.  No- 
body took  care  to  telephone  you  on  the  arrival 
of  the  number,  because  your  name  was  not  re- 
corded on  a  back-order  slip.  You  don't  want 
the  record  now,  and  you  say  so;  therefore  a  sale 
is  lost.  The  store  loses  something  else  besides: 
your  good  opinion  of  its  quality  as  a  service 
shop. 

There  is  a  small  dealer  in  Boston  who  knows 
how  to  stop  this  leak  effectively.  He  keeps  a 
card  index  file  beside  the  record  delivery  coun- 
ter containing  blank  cards,  white  and  blue. 
When  a  promise  is  made  to  get  a  certain  record 
for  Mrs.  Brown,  her  name  and  the  name  of  the 
record  she  wants  is  written  on  the  white  card, 
■  and  is  filed  alphabetically.  On  the  blue  card  is 
written  the  number  and  name  of  the  record, 
with  the  notation,  "For  Mrs.  E.  G.  Brown,  332 
Main  street,"  or  whatever  the  address  may  be. 
The  card  is  filed  numerically  after  the  order  has 
gone  to  the  jobber  or  manufacturer. 

Whenever  a  shipment  of  records  comes  in  the 
first  thing  done  is  to  select  the  records  cor- 
responding to  the  numbers  in  the  waiting  list  in 
the  numerical  card  file,  and  a  clerk  either  tele- 
phones Mrs.  Brown  that  her  record  has  been 
received,  or  sends  her  a  postal  card.  The  two 
cards  are  thrown  out  as  soon  as  the  record  is 


delivered  to  the  customer,  as  they  are  intended 
on-ly  for  temporary  use. 

An  important  feature  of  this  plan  is  that  it 
keeps  down  the  stock  of  records  for  which  there 
is  small  demand,  because  for  the  reasons  stated 
above,  unless  the  dealer  reminds  his  customer 
of  the  arrival  of  the  back-order  record,  it  is 
likely  to  go  into  stock  and  remain  unsold. 

There  are  innumerable  ways  in  which  a  dealer 


can  lose  money.  Likewise  there  are  innumer- 
able ways  in  which  he  can  keep  the  public  com- 
ing constantly  to  his  store,  and  no  doubt  the 
surest  way  is  to  give  Service — the  real  article — 
without  too  much  bragging.  If  records  form 
the  backbone  of  the  usual  run  of  talking  ma- 
chine shops,  common  sense  teaches  that  leaks 
such  as  our  friend  complained  of  must  be 
stopped  if  the  store  is  to  show  a  decent  profit. 


MUSIC  FAILS  TO  SOOTHE  BIG  SNAKE 


Playing  of  "Wearing  of  the  Green"  on  Talking 
Machine  Instead  of  "Hindustan"  Simply  Ag- 
gravates Reptile  at  Large  on  Ship 


The  British  freighter  Bolton  Castle,  which 
arrived  in  New  York  recently  with  a  cargo  of 
animals  from  China,  brought  a  weird  story  of 
the  manner  in  which  a  huge  boa  constrictor 
took  command  of  the  ship  and  refused  to 
succumb  to  the  music  of  a  talking  machine 
sufficiently  to  'act  in  a  peaceful  manner.  The 
snake,  declared  to  be  35  feet  long,  broke  out 
of  its  crate  in  search  of  something  to  eat,  and 
after  knocking  the  helmsman  away  from  the 
wheel  wove  its  sinuous  body  in  and  out  among 
the  spokes  throwing  the  ship  off  its  course  and 
causing  consternation  to  the  officers  and  crew. 

"Sparks,"  seagoing  slang  for  the  wireless 
operator,  got  a  bright  idea  and  rushing  to  his 
cabin  returned  with  a  talking  machine  and  a 
record  which  he  mistook  in  the  dark  for  "Hin- 
dustan." The  record,  however,  turned  out  to 
be  the  "Wearing  of  the  Green"  and  the  music 
of  snakeless  Ireland  simply  served  to  aggra- 
vate instead  of  calm  the  reptile.     The  snake 


iuially  got  tired  of  acting  as  steersman  and 
spurred  on  by  blows  of  axes  and  revolver  bul- 
lets started  over  the  side  and  finally  disap- 
peared. 

It  is  declared  that  the  captain  has  not  yet 
lost  faith  in  music  as  a  medium  for  taming  wild 
animals,  but  insists  before  he  carries  another 
cargo  of  snakes  he  is  going  to  lay  in  a  large 
assortment  of  talking  machine  records  of  genu- 
. ine  snake  music 


PAULIN  VISITS  LOS  ANGELES 

R.  H.  Paulin,  proprietor  of  Paulin's,  one  of 
the  enterprising  talking  machine  stores  in  Santa 
Barbara,  was  a  recent  visitor  to  Los  Angeles 
and  reported  that  Victor  goods  were  coming 
through   better   in   his  territory. 


W.  A.  Winkler,  a  talking  machine  dealer  of 
Dover,  O.,  has  just  increased  the  equipment  of 
his  music  store  by  adding  two  demonstration 
booths  in  the  talking  machine  department. 


Mrs.  Ada  Allen  has  been  elected  supervisor 
of  music  in  the  public  schools  of  Tiffin,  O.,  suc- 
ceeding Miss  Mae  Kinney,  who  will  go  to  Mon- 
tana. 


Mr,  Victor  Retailer 

sell  more 
Victor  Tungs-Tone  Needles 

You'll  be  surprised  when  we 
tell  you  how  easy  it  is  to  sell 
more  Victor  Tungs-Tone  Needles 
without  any  additional  expense 

Drop  us  a  line  now  before 
you  forget 

Yours  for  Service 


KNICKERBOCKER 

TALKING    MACHINE  COMPANY 


138  West  124th  Street 

Exclusively  Wholesale 


New  York 

Exclusively  Victor 


Jl 


40 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


NEW  YORK  TALKING  MACHINE  CO.  OUTING  A  BIG  SUCCESS 

Royal  Entertainment  Given  Those  Who  Had  the  Pleasure  of  Being  Guests  of  President  Arthur 
D.  Geissler — Program  of  Sports,  Music  and  Barbecue  Helped  to  Make  Day  a  Memorable  One 


As  noted  in  last  month's  issue  of  The  World, 
the  employes  of  the  New  York  Talking  Ma- 
chine Co.,  Victor  wholesalers,  held  their  an- 
nual outing  and  games  on  August  14th  at  the 
magnificent  farm  of  Arthur  D.  Geissler,  presi- 
dent of  the  companj'.  The  outing  was  a  signal 
success,  and  Mr.  Geissler  was  delighted  with  the 


"A.  D."  on  His  Star  Moimt 

expressions  of  approval  which  were  manifested 
by  his  employes  during  the  course  of  the  day. 

Two  special  cars  left  the  Grand  Central  Sta- 
tion early  in  the  morning  for  Ossining,  N.  Y., 
near  which  city  Mr.  Geissler's  beautiful  estate 
is  located,  and  upon  their  arrival  at  the  Ossining 
station  automobiles  were  on  hand  to  welcome 
the  picnickers.  A  -  six-mile  drive  through  the 
hills  of  northern  Westchester  County  brought 
the  party  to  "Dream  Lake,"  Mr.  Geissler's  home. 

The  morning's  program  included  a  tour  of 
this  estate,  which  comprises  about  one  hun- 
dred and  fifty  acres.  In  the  wooded  section 
there  is  a  lake  of  nearly  fifty  acres  which  is 
the  famous  Dream  Lake  from  which  the  prop- 


one in  the  party  was  delighted  with  the  scenic 
beauty  of  Dream  Lake. 

The  morning  was  devoted  to  a  series  of  ath- 
letic sports,  in  which  the  married  men,  cap- 
tained by  Arthur  D.  Geissler,  were  pitted 
against  the  single  men,  captained  by  Dan  A. 
Creed  of  the  Chicago  Talking  Machine  Co.  The 
benedicts  won  the  handball  match  easily,  and 
were  also  successful  in  the  tennis  doubles 
match,  where  the  opponents  were  Arthur  D. 
Geissler  and  James  J.  Davin  vs.  Dan.  A.  Creed 
and  Chas.  B.  Mason.  The  tug-o'-war  followed, 
and  Capt.  Creed's  team  emerged  victorious. 

The  potato  race  for  girls  was  won  by  Miss 
Clara  Stewart,  and  Mrs.  H.  F.  Murchie  was  an 
easy  victor  in  the  twenty-five-yard  dash  for 
ladies.  Mr.  Geissler's  two  sons  ran  a  dead  heat 
in  the  sack  race,  and  the  last  race  of  the  day, 
the  one  hundred-yard  relay  race,  was  captured 
by  the  married  men.  The  score  for  the  events 
showed  a  decisive  victory  for  President  Geiss- 
ler's team  of  benedicts. 

After  the  sports  were  completed  the  party 
adjourned  for  luncheon,  which  was  served  on 
"U"    shaped    tables    under    huge    apple  trees. 


Luncheon  Out  of  Doors 

erty  takes  its  name.  In  the  cleared  section  there 
is  a  large  English  farm  house,  stable,  garage, 
tennis  clubhouse,  boathouse  and  various  other 
incidental  buildings.  The  members  of  the 
party  inspected  the  "57  kinds"  of  animals  which 
are  roaming  on  the  Geissler  estate,  and  every 


The  Barbecue  on  the  Spit 

Needless  to  say,  every  member  of  the  party 
thoroughly  enjoyed  this  luncheon,  for  keen  ap- 
petites had  been  developed  by  the  morning's 
activities. 

The  afternoon  program  called  for  a  series  of 
water  sports,  and  Mr.  Geissler,  in  the  course  of 
these  sports,  emphasized  the  fact  that  he  is  an 
all-around  athlete  of  exceptional  ability.  The 
diving  contest  was  an  exciting  battle,  in  which 
Mr.  Geissler  emerged  victorious  with  James  J. 
Davin  and  Morris  Owen  as  the  runners-up.  In 
the  canoe  tilting  race  Mr.  Geissler  was  also 
on  the  winning  team,  with  Howard  F.  Murchie 
as  his  partner.  This  contest  was  especially  ex- 
citing for  the  onlookers,  as  in  the  final  heat 
"Jimmy"  Davin  sustained  a  temporary  injury 
to  his  facial  beauty  which  made  him  the  pictur- 


esque hero  for  the  day.  The  canoe  tilting  race 
for  singles  was  won  by  Fenton  Steele.  Howard 
F.  Murchie  was  the  victor  of  the  swimming 
race,  and  Kenneth  Geissler  finished  first  in  the 
tub  race.  This  completed  the  athletic  events 
for  the  day,  and  on  an  all-around  basis  the  mar- 
ried men  were  easy  victors  by  a  score  of  36 
to  5. 

When  the  call  for  dinner  was  sounded  the 


Arden,  the  Youngs,  Wadgworth  and  Silver 

party  prepared  for  a  most  unique  event,  as  the 
program  called  for  an  old-fashioned  barbecue. 
All  day  long  the  animals  that  contributed  to 
the  barbecue  had  been  on  the  "spits,"  and  had 
been  visited  by  the  guests  at  frequent  intervals. 
When  dinner  was  finally  served  it  was  useless 
to  serve  single  portions,  for  every  member  of 
the  party  was  so  hungry  that  three  and  four 
portions  were  hardly  sufficient  to  appease  their 
requirements.  The  remainder  of  the  dinner 
was  on  a  par  with  the  delicious  flavor  of  the 
featured  course,  and  during  the  dinner  music 
was  furnished  by  the  Biltmore  Hawaiian  Or- 
chestra. 

A  splendid  musical  program  was  then  of- 
fered, the  first  artist  who  appeared  being  Emilio 


Scene  During  the  Potato  Race 

Carvalo,  a  member  of  the  New  York  Talking 
Machine  Co.'s  organization,  who  has  recorded 
several  Portuguese  records  for  the  Victor  cata- 
log. Mr.  Carvalo  was  followed  by  Monroe  Sil- 
ver, the  famous  comedian  whose  Victor  records 
are  nationally  popular.  Wheeler  Wadsworth, 
(Continued  on  page  42) 


ECLIPSE 


STUDY! 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


41 


THE  DEALERS'  MOST 
PHENOMENAL  SUCCESS 

THE  SIMPLEST,  MOST 
NECESSARY  DEVICE  IN 
PHONOGRAPH  HISTORY 


SHOULD  YOUR  JOBBER 
NOT  SUPPLY  YOll,WE  WILL 


PRESS  THE 
BUTTON  WITH 
ONE  FINGER 


MORE  ESSENTIALTOA  PH0N06RAPH 
THAN  A  SEIF-STARTER  TO  AN  AUTOMOBILE 


INVENTED  W  J 


MENCHtN 


SUCTION 
LIFTS  THE 
RECORD  INTO  j 
JVOUR  HAND 


WHAT  IT  IS 

A  SUaiON  DEVICE  -ADJUSTS  ON  ANY  MACHINE  WITHOUT  THE  USE 
OF  TOOIS-AVOIDS  SCRATCHINGTHE  REtORD  OR  KNOCKING  A6AINST 
THE  TONE  ARM  ■  N0THIN6T06tT0UT0E ORDER-  CANNOTWEAROyi 

WHAT  IT  DOES— — 

LIETSTHE  RECORPSAFEIY- SAVES  BRUISED  FINGERNAILS  BY  SIMPIY 
PRESSIN6A  BUTTON  THE  PRESENT  UGIY  DAMAGING  METHOD  OF 
REMOVING  THE  RECORD  IS  ELIMINATED  A 1919  MASTER  PATENT 


PRICES  ssr^'^^"" 


$  2.50  COMPLETE 

3.50 


VACUUM  RECORD  LlFTER.Lm 

7D1  SEVENTH  AVE.,  NEW  YORK 


42 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


N.  Y.  TALKING  MACHINE  CO.  OUTING 

{Continued  from  page  40 1 
on  the  saxophone  with  \'ictor  Arden  at  the 
piano,  demonstrated  that  66  2/3  per  cent  of  the 
All  Star  Trio  are  headh'ners  when  the  occasion 
requires.  Margaret  Young,  the  popular  Victor 
artist,  sang  several  selections  in  her  own 
inimitable  style,  which  emphasized  the  sensa- 
tional success  that  she  has  attained  on  the 
vaudeville  stage.  Margaret  Illington  Bowes, 
better  known  as  Margaret  Illington,  the  cele- 
brated stage  favorite,  was  prevailed  upon  by 
Mr,  Geissler  to  recite  Kipling's  "On  the  Road 
to  Mandalay,"  and  was  enthusiasticallj^  ap- 
plauded for  this  inspiring,  recital. 

Mr.  Ernst  then  acted  as  master  of  cere- 
monies in  the  distribution  of  the  prizes,  and  the 
winning  athletes  were  well  rewarded  for  their 
day's  exercises.  After  the  prizes  were  given 
out,  Mr.  Ernst  led  resounding  cheers  for  Mr. 
and  Mrs.  Geissler,  Dan  A.  Creed  and  other 
popular  members  of  the  party. 

The  wonderful  success  of  this  outing  must 
be  attributed  in  a  large  measure  to  the  old- 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 


MOTORS 
TONE  ARMS 
REPRODUCERS 


CASTINGS  (  TURNTABLES 
^       T         J  MOTOR  FRAMES 
Ijrey  Iron    S  TONE  ARMS 

and  Brass  for  '  HORNS  and  THROATS 


Stylus  Bars 

Screw  Machine  Parts 

Talking  Machine  Hardware 


Direct  Quantity  Importations  On 


EASTERiW  REPRESENTATIVE 

CHERINGTON  MFG.  CO. 
IRONCLAD  MOTORS 


D.  R.  DOCTOROW 


(  JEWEL  and  STEEL  (Bulk  or  Packed) 

]  PHONOGRAPH  NEEDLFS 

(  GENUINE  RUBY  BENGAL  MICA 


Vanderbilt  Ave.  Bldg. 
51  East  42nd  St.,  Ne-w  York 
Tel.  Vanderbilt  5462 


fashioned  hospitality  extended  by  Mr.  and  !Mrs. 
Geissler  to  their  one  hundred  and  twenty-five 
visitors.  Nothing  was  left  undone  that  might 
add  to  their  comfort  and  pleasure,  and  ever}- 
detail  in  the  day's  program  was  carefull}^  pre- 
pared by  Mr.  Geissler  with  the  able  assistance 
of  Mr.  Ernst.  The  day's  outing  reflected  to  a 
marked  degree  the  spirit  of  good  fellowship 
and  cordiality  that  exists  in  every  department 


LUMBEfe^^NEERS 


Mahogany  Veneer  in  the  Makin; 


When  a  mahogany  log  comes  up  to  the  standarrl  set  by  our 
veneer  experts,  it  is  "quartered"  in  the  manner  which  will  en- 
sure the  full  beauty  of  figure.  Then  away  it  goes  on  roller 
conveyors  to  the  steam  vats  for  softening,  preparatory  to  being 
sliced  into  veneer. 

The  perfect  co-ordination  of  man  and  machine  has  contributed 
greatly  in  making  this  the  largest  mahogany  lumber  and  veneer 
mill  on  the  Atlantic  and  Gulf  Seaboard. 

Astoria  Mahogany  Company,  Inc. 

1031  Steinway  Ave.,  Long  Island  City,  N.  Y- 

Successors  to 

Huddle stOD-Ma  rn h  Mahogany  Co.       Astoria  Veneer  Mills  and  Dog(<  Co. 

F.  W.  Kirch.  Inc. 
Mills  and  Yards,  Long  Island  City,  N.  V. 
BRANCHES— 44  North  Martet  Avenue.  Grand  Rapids,  Mich. 
2256  Lumber  Street .  Chicajto*  n  I. 


of  the  Xew  York  Talking  Machine  Co.'s  organi- 
zation. Among  those  who  were  present  were: 
Mr.  and  Mrs.  Arthur  D.  Geissler  Miss  Martha 
Geissler,  Master  Kenneth  Geissler,  Master 
Allen  Geissler  and  Master  Arthur  D.  Geissler, 
Jr.,  Mr.  and  Mrs.  Edward  Bowes,  Holbrook 
Blinn,  Guy  D'u  Val,  M.  W.  Hanna,  Kitty  Du 
Val  Moore,  George  H.  Moore,  Mrs.  Kate  H. 
Wells,  Mr.  and  Mrs.  R.  N.  Bird  (record  order 
department,  Victor  Talking  Machine  Co.,  Cam- 
den, N.  J.),  Thos.  McCready  (district  manager 
for  the  Victor  Talking  Machine  Co.),  Mr.  and 
Mrs.  Herbert  A.  Brennan  (Brooklyn- Northern 
New  Jersey  traveling  representative,  Victor 
Talking  Machine  Co.),  Arno  B.  Reincke  (presi- 
dent, Reincke-Ellis  Co.,  Chicago),  Daniel  A. 
Creed,  Mr.  and  Mrs.  Hugh  C.  Ernst  and  Mas- 
ter Ernst,  Charles  B.  Mason,  Howard  B.  Merritt, 
Mr.  and  Mrs.  Howard  F.  Murchie,  Miss  Belle 
Page,  Frank  E.  Brugman,  Mr.  and  Mrs.  J.  Hig- 
gins  and  Master  Robert  Higgins,  Mr.  and  Mrs. 
R.:  H.  Coleman  and  Master  Mncent  Coleman, 
George  Geise,  Miss  Mirian  Ehrhardt,  John  F. 
O'Connor,  Jack  SofTer,  G.  H.  Baker,  B.  C. 
Feeny,  Herbert  I.  Bennett,  Edward  Flynn,  Mr. 
and  Mrs.  Harry  J.  Miller,  Mr.  and  Mrs.  Ludwig 
Reinhart,  Jr.,  Fred  Graham,  Miss  Katherine 
Nicholas,  William  West.  Miss  Alice  McGuire, 
Charles  Engel,  M.  C.  Stegner.  Russell  Kelley, 
Morris  Owens,  Ernst  H.  Fontan,  George  C. 
Kelly,  Mr.  and  Mrs.  A.  C.  Ely,  E.  J.  King,  Nat 
Shilkut.  M.  M.  Reinhard,  James  J.  Davin  (East- 
ern manager,  Reincke-Ellis  Co.,  Chicago):  John 
H.  Bieling,  Mr.  and  Mrs.  Wheeler  Wadsworth, 
Mr.  and  Mrs.  \'ictor  Arden,  Miss  Margaret 
Young.  Miss  Eleanor  Young.  Monroe  Silver, 
Mr.  and  Mrs.  Raj-mond  Bill.  Edward  Lj'man 
Bill,-  Miss  Louis  Wilder,  Miss  Mary  Platz,  Miss 
Anna  Dunn,  Mrs.  John  Stewart,  Arthur  Stew- 
art, Clair  Stewart,  Ethel  Stewart,  John  Stew- 
art, Mabel  Stewart,  Frank  Stewart,  Harry  C. 
Lansell,  A.  Murray,  F.  Dunn,  M.  Gebhard,  E. 
M.  Gebhard,  A.  W.  Schroeder,  L.  E.  Schroeder, 
L.  C.  Richards,  E.  G.  McGrover,  M.  O'Connell, 
H.  Melia,  D.  Turner. 


BUYS  BUNGALOW  IN  SANTA  MONICA 


Fred  Dennison,  formerly  Pacific  Coast  man- 
ager of  the  Columbia  Graphophone  Co.,  and 
lately  manager  of  the  Buffalo  store  from  which 
lie  resigned  last  March,  has  just  purchased  a 
1)eautiful  bungalow  in  Santa  Monica,  Cal. 


We  are  too  apt  to  measure  success  by  the 
dollars  and  cents  acquired,  when  the  main  con- 
stituents of  real  success  in  the  world  are  to 
keep  clean,  do  good  work,  earn  friends,  be 
happy  and  bestow  happiness,  develop  oppor- 
tunity, and  take  what  is  coming  to  us  without 
whining. 


ACME-DIE 


-CASTINGS- 

AlTJMINUM-ZINC-TINaLEADAIIPTS 

Acme  Die-Cejstin^  Corp 

Boston  SodMin  BrooltlynN.Y.  D^&cilt  Chiesgs 


The  Talking  Machine  World,  New  York,  September  15,  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO 


LONDON,  ENG. 


Let  us  demonstrate  our  line  of 

1921  Meisselbach  Motors 

Numbers   14,  16A,  17,  19 


MEISSELBACH  MOTOR  No.  16 


The  last  word  in 
motor  perfection. 
The  use  of  these 
motors  in  your  ma- 
chines guarantees 
satisfied  customers 


MEISSELBACH  MOTOR  No.  17 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO 


LONDON,  ENG. 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


43 


"After  You  Get  What  You  Want  You  Don't  Want  It" 
is  the  name  of  Van  and  Schenck's  latest  song  hut 
it's  not  true  of  tills  record.  And  "You  Tell  'Em", 
the  slangy,  catchy  selection  on  the  other  side,  is  just 
as  good.  A-2966. 


Columbia  Graphophone  Co 

NEW  YORK 


CLOSES  SAN  FRANCISCO  OFFICE        BIG  EDISON  CABINET  PRODUCTION 


General  Phonograph  Corp.  Discontinues  Pacific 
Coast  Headquarters,  Transferring  Business  to 
Chicago — New  Record  Supplement  Out 


The  General  Phonograph  Corp.,  New  York, 
announced  recently  that  it  has  closed  its  San 
Francisco  ofifice.  Louis  Gruen,  who  was  man- 
ager of  this  office,  will  join  the  New  York  or- 
ganization in  a  capacity  to  be  announced  in  the 
near  future. 

This  office  was  opened  by  the  General  Phono- 
graph Corp.  to  take  care  of  certain  special  in- 
terests along  the  Pacific  Coast,  and  the  execu- 
tive officers  of  the  company  are  well  pleased 
with  the  results  of  this  mission.  According  to 
present  plans,  the  Chicago  office  will  take  care 
of  the  company's  business  on  the  Pacific  Coast, 
and  a  representative  from  this  office  will  visit 
this  territory  at  least  three  or  four  times  a  year. 

The  eleventh  supplement  of  Okeh  records  con- 
tains many  selections  of  interest  to  Okeh  deal- 
ers throughout  the  country.  The  artists  repre- 
sented in  this  supplement  are  popular  every- 
where, and  there  is  a  diversity  to  the  Hst  that 
insures  its  ready  sale.  One  of  the  interesting 
features  of  this  list  is  the  dance  recording  of 
"Love  Nest,"  which  is  recognized  as  the  most 
popular  current  dance  selection.  There  are 
numerous  other  dance  hits  included  in  the 
eleventh  supplement,  together  with  a  splendid 
record  by  the  Crescent  Trio  that  will  be  wel- 
comed by  Okeh  dealers. 

John  Cromelin,  general  sales  manager  of  the 
General  Phonograph  Corp.,  has  been  enjoying  a 
few  weeks'  stay  at  Brown's  Athletic  Farm,  Gar- 
rison, N.  Y. 


A.  T.  Emerson,  president  of  A.  T.  Emerson, 
Inc.,  announced  recently  that  Paul  Rescousie, 
connected  with  the  Pathe  Freres  Phonograph 
Co.  for  the  past  six  years,  has  been  placed  in 
charge  of  the  service  bureau  conducted  by  his 
company.  Mr.  Rescousie  has  spent  many  years 
in  the  talking  machine  industry,  and  is  famihar 
with  all  of  the  problems  incidental  to  his  new 
field. 


Success  does  not  go  to  the  man  with  the  most 
opportunity,  but  to  the  man  who  makes  the  most 
of  his  opportunity. 


REPAIRING 

AND 

REPAIR  P  ARTS 

for  all  makes  of 

Talking  Machines 

BOND'S  GRAPHOPHONE  SHOP 

38  Arcade  ;:  Nashville,  Tenn. 


Cabinet  Output  Reaches  High  Mark  and 
Promises  to  Eliminate  Any  Danger  of  Cabinet 
Shortage  During  Coming  Fall  and  Winter 


An  announcement  has  just  been  made  by  the 
Edison  Laboratories  to  the  effect  that  Edison 
cabiiiet  production  has  reached  the  highest  point 
in  the  history  of  the  business  and  that,  through 
their  extensive  cabinet  manufacturing  connec- 
tions, the  Edison  Laboratories  will  be  in  a  po- 
sition to  meet  all  anticipated  requirements. 
This  means  that,  even  should  an  actual  short- 
age of  phonograph  cabinets  occur  this  Fall,  the 
Edison  trade  will  not  be  materially  affected 
thereby. 

More  than  a  dozen  of  the  foremost  cabinet 
manufacturing  plants  throughout  the  country 
are  now  devoting  their  entire  time  and  facili- 
ties to  the  production  of  Edison  cabinets.  The 
Pullman  Co.,  probably  the  world's  most  cele- 
brated organization  of  its  class,  is  turning  out 
lllllll 


cabinets  for  the  Edison  Laboratories  on  a  large 
scale.  It  is  understood  furthermore  that  ar- 
rangements will  soon  be  completed  as  a  result 
ot  which  several  other  large  wood-working 
plants  will  also  devote  their  entire  time  to  this 
branch  of  the  Edison  industry. 

Not  only  are  all  cabinets  in  which  New  Edi- 
sons  are  encased  true  examples  of  period  fur- 
niture, but  the  exceptionally  high  standards  of 
construction  insisted  upon  by  the  Edison  Labo- 
ratories have  made  it  difficult  for  many  con- 
cerns to  accept  contracts,  owing  to  their  in- 
ability to  meet  the  requirements.  One  or  more 
trained  representatives  of  the  Edison  Labora- 
tories are  at  each  of  the  plants,  and  every  cab- 
inet turned  out  is  subject  to  a  most  rigid  in- 
spection before  it  is  sent  on  its  way. 


H.  G.  Fisher,  a  talking  machine  dealer  of 
Fremont,  O.,  has  remodeled  his  store  and  has 
put  in  a  new  front  which  affords  much  better 
window  display  facilities.  Th'e  establishment  is 
most  attractively  arranged. 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


"LIBROLA 


?9 


A  Library  Table  PHONOGRAPH 


RESCOUSIE  DIRECTS  SERVICE  WORK  | 


Two  thirds  of  top  is  stationary,  no 
need  to  move  anything  when  playing 
phonograph. 

Fully  equipped  to  play  all  disc  records. 
Your  satisfaction  guaranteed. 
Large  percentage  of  re-orders  indicates 
satisfied  dealers. 

Write  for  prices  and  exclusive  terri- 
tory. 


Immediate 
Delivery  in 
Mahogany 


SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 

IIIIIIIIIIIIIIIIIIIIIIIIIUIIIIIIIIIIIIIIIIIIIIIIIIIIII 


44 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


CAPT.  PATHE  PAYS  VISIT  TO  U.  S. 


London  Manager  of  Pathe  Plant  Pleased  With 
Progress  at  Brooklyn  Plant — Predicts  Great 
Future  for  ActueUe — Has  Fine  War  Record 


Capt.  Jacques  Pathe,  son  of  Emile  Pathe,  one 
of  the  founders  of  the  Pathe  phonograph  indus- 
try, of  Paris,  recentlj'  closed  a  flying  two  weeks' 
visit  to  the  United  States,  having  devoted  the 
time  exclusively  to  an  inspection  of  the  big 
Brooklyn  plant  of  the  Pathe  Freres  Phonograph 
Co.,  where  he  studied  the  manufacturing,  sales 
and  advertising  features  of  the  business.  Capt. 
iPathe  is  manager  of  the  London  branch  of  the 


Capt.  Jacques  Pathe 

company,  which  occupies  seven  acres  of  land, 
and  the  factory  buildings  of  which  are  among 
the  most  modern  and  best  equipped  in  England, 
many  of  the  improvements  having  been  modeled 
on  the  American  plan. 

He  said  he  was  very  much  surprised  and  de- 
lighted with  the  workings  of  the  great  Brook- 
lyn plant  with  its  new  additions  on  Grand  ave- 
nue, and  the  ideas  and  information  absorbed  will 
be  given  practical  expression  on  the  other  side. 
He  was  especially  gratified  at  the  success  of  the 
new  Actuelle,  for  which  he  predicts  a  great  fu- 
ture, both  from  a  commercial  and  artistic  stand- 
point. Being  an  expert  in  matters  musical,  he 
fully  appreciated  beauty  and  sweetness  of  tone 
of  the  Actuelle  brought  out  by  the  new 
resonator  in  that  instrument. 


Capt.  Pathe  was  also  impressed  with  the  great 
popularity  of  Pathe  machines  and  records  in 
this  country  and  the  exceedingly  bright  outlook 
for  Fall. and  holiday  seasons. 

Capt.  Pathe  was  an  active  participant  in  the 
world  war,  having  attained  his  rank  as  captain 
v/ith  the  French  field  artillery.  Both  he  and 
his  company  were  cited  for  especial  bravery  and 
awarded  the  French  Cross  of  War.  He  com- 
manded a  battery  specialized  against  the  incur- 
sions of  hostile  aircraft;  was  at  one  time  under 
open  fire  for  two  days,  his  men  maintaining  their 
position  and  keeping  up  return  fire  until  all  but 
one  of  their  guns  were  shattered  or  blown  to 
pieces  by  the  enemy.  As  his  part  in  this  terrific 
combat  he  carries  deep  scars  in  the  neck  and 
arms,  where  he  was  badly  wounded  by  bullets 
and  shells. 

He  sailed  for  home  on  Saturday,  August  21, 
in  order  to  reach  London  in  time  for  the  open- 
ing of  the  Fall  business  season,  which  starts 
along  about  the  first  of  September,  and  is  under 
full  swing  by  the  middle  of  the  month. 


0.  W.  RAY  JOINS  MELODEE  STAFF 


NOTABLE  SALES  AT  COLUMBIA  SHOP 


French  Monkey  Gland  Specialist  Chooses  Chi- 
nese Lacquered  Art  Grafonola — Other  Period 
Models  Shipped  to  Bombay,  South  America 
and  Japan — Business  Is  Very  Active 


Widener's  Columbia  Shop,  411  Fifth  avenue, 
Mew  York,  has  closed  many  interesting  sales 
recently  of  Columbia  period  Grafonolas.  Among 
these  sales  was  that  of  a  Chinese  lacquered  art 
Grafonola,  with  a  large  quantity  of  records,  to 
Dr.  Serge  Voronoff,  the  celebrated  French 
monkey  gland  specialist,  whose  theories  and 
precepts  are  internationally  famous.  This  sale 
involved  a  cash  outlay  of  $2,300  and  the  instru- 
ment and  records  left  for  Europe  a  few  weeks 
ago  on  the  "Adriatic." 

In  a  recent  chat  with  The  World,  H.  E. 
Speare,  manager  of  Widener's  Columbia  Shop, 
commented  upon  the  fact  that  during  the  last 
few  months,  this  shop  has  shipped  high  priced 
Columbia  period  models  to  Bombay,  Calcutta, 
Scotland,  South  America  and  Japan.  These 
purchasers  stated  that  this  store  is  undoubtedly 
selling  as  many  high-priced  talking  machines 
as  any  talking  machine  store  in  the  country. 

In  addition  to  these  foreign  sales,  Widener's 
Columbia  Shop  has  sold  Columbia  period 
models  to  some  of  the  most  prominent  citizens 
in  this  country.  Mr.  Speare  and  his  staff  have 
made  a  specialty  of  studying  the  period  model 
field,  and  their  efforts  are  producing  signal  re- 
sults in  the  way  of  sales  that  total  a  big  sum  of 
monev. 


WeU-known  Talking  Machine  Man  Takes 
Charge  of  Sales  in  Metropolitan  Districts  of 
New  York  and  Philadelphia 


Oscar  Willard  Ray,  formerly  connected  with 
the  Emerson  Phonograph  Co.,  recently  joined 
the  staff  of  the  Melodee  Music  Co.,  Inc.,  and 
has  taken  charge  of  the  sales  of  Melodee  rolls 
in  the  metropolitan  districts  of  New  York  and 
Philadelphia. 

Mr.  Ray  is  a  graduate  of  Norwich  University 
and  has  had  a  wide  experience  in  sales  work  in 
both  retail  and  wholesale  merchandising.  For 
several  years  he  was  manager  of  the  New  Eng- 
land and  Eastern  Canadian  territories  for  the 
Emerson  Co.,  and  in  1919  became  vice-president 
and  general  manager  of  Emerson  New  England, 
Inc.,  distributors  for  Emerson  records  and  Q 
,R  S  rolls,  and  later  became  Eastern  district 
manager  for  the  Emerson  Co.,  with  his  head- 
quarters at  New  York,  and  also  director  in  the 
Musical  Supply  &- Equipment  Co.,  of  Boston. 

It  was  during  Mr.  Ray's  position  as  vice-presi- 
dent and  general  manager  of  Emerson  New 
England,  Inc.,  that  he  became  interested  in  the 
development  of  the  music  roll  business  and  his 
success  in  developing  this  business  in  New  Eng- 
land was  due  to  the  belief  -that  every  talking 
n-achine  and  record  department  should  have  a 
roll  department. 

Mr.  Ray's  hobby  is  "service  to  the  dealer," 
and  the  Melodee  music  roll  distributing  head- 
quarters in  New  York  City  is  being  installed 
under  his  supervision.  The  men  who  are  asso- 
ciated with  him  are  to  be  conveyors  of  co-opera- 
tive service  to  Melodee  music  roll  dealers  which, 
it  is  said,  will  mean  something  entirely  new  in 
the  way  of  music  roll  service. 


MERITONE  SHOWROOM  IN  NEWARK 


The  Meritone  Phonograph  Co.,  which  recent- 
ly took  over  the  building  at  511-511}/2  Mulberry 
street,  Newark,  N.  J.,  has  opened  a  showroom 
and  salesroom  at  86  Belleville  avenue.  A  full 
line  of  the  Meritone  machines  will  be  exhibited 
and  for  sale  in  the  new  showroom. 


NEW  CONCERN  IN  PASADENA 


The  Wyckoff-Verringer  Co.  is  a  new  retail 
talking  machine  house  at  835  East  Colorado 
street,  Pasadena,  Cal.,  which  is  featuring  the 
Edison  line  in  most  attractive  quarters.  Ken- 
neth Wyckoff,  manager  of  the  new  company, 
was  formerly  a  member  of  the  firm  of  Wyckoff 
Bros.,  Colorado  Springs,  Col. 


Kansas  Cit;r<  Missouri 

I'^dnoias  mulMcior  Records 


i 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


45 


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PATENTED  DEC. II, 1917 


Talking  Machine  Cabinet 


Announcing  new  model  No.  2  M  X 


THIS  new  model  Converto  is  now  ready  for  immediate  delivery.  Designed 
especially  for  use  with  Mahogany  Victrola  No.  VI.  Distinctive  features  are 
the  beautiful  mahogany  finish;  horizontal  shelves  for  record  albums;  metal 
ferrules  and  roller  casters. 

Dealers  will  be  furnished  with  attractive  colored  window  cards  and  leaflets 
describing  this  new  model;  also,  cuts  for  newspaper  ads  by  either  applying  to 
their  wholesaler  or  direct  to  us. 

THE  C.  J.  LUNDSTROM  MFG.  CO.,  LITTLE  FALLS,  N.  Y. 

Lundstrom  "Converto"  Cabinets  are  broadly  covered  by  patents. 
Infringements  will  be  promptly  prosecuted. 


CONVERTO  WHOLESALE  DISTRIBUTORS 


Atlanta,    Ga  Elyea  Talking  Machine  Co. 

Ptiillips  &  Crew  Piano  Co. 

Baltimore,   Md  Cohen  &  Hughes,  Inc. 

E.  V.  Droop  &  Sons  Co. 

Birmingham.    Ala  Talking  Machine  Co. 

Boston,    Mass  Eastern  Talking  Machine  Co. 

Buffalo,  N.  Y..... ....w.  D.  &  C.  N.  Andrews 

Burlington,   Vt  American  Phonograph  Co. 

Chicago,  III  Lyon  &  Healy 

Cincinnati.    Ohio  Rudolph  Wurlitzer-Co. 

Cleveland,   Ohio  Cleveland  Talking  Machine  Co. 

Columbus.  Ohio  The  Perry  B.  Whitsit  Co. 

Dallas.  Texas  Sanger  Bros. 

Denver,  Colo  The  Knight- Campbell  Music  Co. 


Des  'Moines,   la  Mickel  Bros.  Co. 

Elmira.  N.  Y  Ehnira  Arms  Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Houston,    Texas  The  Talk.  Mach.  Co.  of  Texas 

lacksonville,    Fla  Florida  Talking  Machine  Co. 

Kansas  City,  Mo  J.  W.  Jenkins*  Sons  Music  Co. 

The  Schmelzer  Co. 

Memphis,    Tenn  O.  K.  Houck  Piano  Co. 

Mobile,    Ala  Wm.  H.  Beynalds 

Newark,  N.  J  Collings  &  Co. 

New  Orleans,   La  Philip  Werlein.  Ltd. 

New  York  City  Emanuel  Blout 

Cabinet  &  Accessories  Co. .  Inc. 
Knickerbocker  Talking  Machine 
Co. 

Omaha.    Nebr  Mickel  Bros.  Co. 


Peoria,    III  Putnam-Page  Co. 

Philadelphia,  Pa  C.  J.  Heppe  &  Son 

Penn  Phonograph  Co. 

H,  A.  Weymaun  &  Son.  Inc. 

Pittsburgh,   Pa  W.  F.  Frederick  Piano  Co. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Richmond,    Va  The  Corley  Co..  Inc. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Ban  Francisco,  Cal. .Walter  S.  Gray  Co. 

Sioux  Falls,  S.  D  Talking  Machine  Exchange 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,    Ohio  Toledo  Talking  Machine  Co. 


Washington.  D. 


.Cohen  &  Hughes.  Inc. 
E.  F.  Droop  &  Sons  Co. 


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46 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Waterproof  Gum  Plywood 

Thicknesses  1-4"  and  3-16" 

QUOTATIONS  ON  SPECIFICATIONS 
CARLOADS  ONLY— PROMPT  SHIPMENT 
PHONOGRAPH  TRADE  SOLICITED 

MEMPHIS  PLYWOOD  CORPORATION 

MEMPHIS,  TENN. 


SALESMEN  SEEK  LOWER  RATES 

Federal  Trade  Commission  Asked  to  Look  Into 
Hotel  Charges — National  Council  of  Traveling 
Salesmen  Heads  Movement 


A  list  of  specific  cases  of  extortioirate  charges 
for  rooms  and  restaurant  service  by  many  hotels 
throughout  the  country  patronized  by  traveling 
salesmen  is  being  prepared  by  a  committee  ap- 
pointed a  few  days  ago  by  the  National  Council 
of  Traveling  Salesmen's  Association,  to  be  pre- 
sented to  a  Federal  commission  which  the  coun- 
cil has  asked  the  Government  authorities  to  ap- 
point at  an  early  date.  The  attention  of  Attor- 
ney General  Palmer  has  been  called  to  what 
the  council  terms  "unjust  and  unreasonable  and, 
in  many  instances,  oppressive  charges  made  upon 
the  traveling  public  by  many  hotels  and  res- 
taurants." Resolutions  urging  that  the  Govern- 
ment take  steps  to  curtail  the  evil  of  hotel  profit- 
eering which,  it  is  stated,  exists  to  a  greater  or 
less  extent  in  all  parts  of  the  country,  have  been 
sent  to  manj-  Congressmen,  the  United  States 
Chamber  of  Commerce  and  other  influential 
bodies,  asking  that  the  earliest  possible  consid- 
eration be  given  to  the  matter. 

In  the  resolutions  adopted  by  the  salesmen's 
associations,  the  resolutions  asking  for  the  ap- 
pointment of  a  Federal  commission  request  that 
it  be  empowered  to  investigate  any  and  all  hotels 
and  restaurants  throughout  the  country  as  to  the 
nature  of  their  business  dealings,  the  charges 
that  are  made  for  food  and  lodging,  to  determine 
whether  such  charges  are  unjust  and  discrimina- 
tory and  any  and  all  other  matters  which  yi  the 
judgment  of  such  commission  may  be  appro- 
priate to  the  end  that  hotels  will  be  precluded 
from  making  extortionate  charges;  to  prohibit 
and  prevent  hotels  from  unjustly  withholding 
rooms  from  guests;  to  preclude  the  increase  of 
rates  at  various  hotels  because  of  temporary 
congestion;  to  inspect  the  sanitary  conditions 
of  hotels;  to  fix  and  determine  the  reasonable 
rates  that  hotels  and  restaurants  may  be  per- 
mitted to  charge,  which  shall  be  based  upon  the 
cost  of  maintenance  of  such  hotels  and  restau- 
rants, depending  upon  the  locations  of  such  in- 
stitutions; to  prohibit  and  prevent  the  payment 
by  hotels  and  restaurants  to  their  employes,  such 
as  managers, -directors,  proprietors  and  others, 
of  excessive,  unjust  and  arbitrary  salaries  and 
bonuses,  which  in  many  instances  is  done  in  or- 
der to  fix  unreasonable  and  unjustifiable  over- 
head expenses. 

It  is  also  sought  to  compel  the  proprietors 
and  owners  of  hotels  and  restaurants  to  pay  ade- 
quate wages  to  their  employes,  so  as  to  prevent 
the  necessity  for  the  payment  of  gifts  and  gratui- 
ties; to  eliminate  from  hotels  and  restaurants  the 


present  hat  checking  privileges;  to  regulate  the 
basis  upon  which  house  physicians  employed  by 
various  hotels  shall  be  paid,  so  as  to^  prevent  and 
prohibit  the  division  of  fees  now  existing  in 
many  hotels  among  hotel  manager,  hotel  pro- 
prietor and  such  physicians;  to  compel  the  post- 
ing of  rates  in' all  hotels;  to  compel  such  restau- 
rants and  hotels  to  maintain  records  of  room 
reservations  and  table  reservations  which  shall 
be  kept  in  such  manner  as  may  be  determined  by 
the  commission;  to  do  and  perform  all  other 
acts  and  things  necessary  and  conducive  to  the 
attainment  of  the  foregoing  objects  or  of  any 
and  all  other  objects  which  may  be  deemed 
proper. 


TELL  THE  STORY  OF  THE  RECORD 

Get  so  you  can  tell  the  story  of  a  certain 
record  just  as  a  newspaper  man  reports  a  fire 
— make  the  customer  expect  something  and  then 
give  it  to  him. 


Following  up  your  advertising  means  selling 
the  advertising  ideas  to  your  salesman. 


MUSIC  SECTION  A  DRAWING  CARD 

Furniture  Man  Says  Selling  Talking  Machines 
and  Records  Both  Pleasurable  and  Profitable 


Selling  phonographs  and  records  is  pleasant 
as  well  as  profitable,  says  a  well-known  mer- 
chant handling  furniture  and  household  fur- 
nishings. The  lively  dance  numbers,  sacred 
and  popular  songs  and  the  really  high  class 
music,  all  combine  to  attract  and  hold  the  cus- 
tomer's attention.  The  music  also  attracts 
customers  from  other  departments,  who  often 
come  into  the  phonograph  department  to  hear 
some  record  which  appeals  to  them. 

With  the  great  improvements  in  cabinet  de- 
signs, and  the  fact  that  the  world's  greatest  ^ 
artists  now  make  records,  the  talking  machine 
has  reached  its  rightful  position,  that  of  a  high- 
class  musical  instrument,  and  is  no  longer 
looked  on  as  the  toy  of  former  years.  Its  ex- 
tensive use  in  public  and  private  schools  brings 
it  to  the  children's  attention  and  they  are  often 
a  big  factor  in  influencing  the  purchase  of  a 
talking  machine  and  records  for  the  home. 


Announcing  the  Philwey  Phonograph  "Rekord  PhOe'' 

THE  PHILWE'Y  MFG.  CO.,  is  ready  to  book  orders  for  the  most  practical  Phonograph  Record  File  on  the  market,  possessing  new  and 
desirable  features  not  contained  in  any  other  make.    The  EJECTING  BARS  are  of  metal,  and  numbered.    PARTITIONS  are  METAL- 
BOUND,  WILL  NOT  WARP  and  are  not  affected  by 
climatic  conditions. 

EDGES  OF  RECORDS  are  in  full  view,  showing 
vacant  spaces,  preventing  filing  two  records  in  single 
space.  The  vacant  spaces  will  increase  your  record 
sales,  acting  as  a  constant  invitation  to  fill  the  file. 

CAPACITY— It  contains  63  records  in  each  12 
inches  of  width. 

Built  to  fit  any  size  machine. 
THE  PHILWEY  EMBODIES  EVERY  FEATURE  NECESSARY 
IN  A  PHONOGRAPH  RECORD  FILE 


If  you  will  ivrile  us  the  insiilc  ilunciisions  in  u  idlh  of  the 
I'honogrdplis  you  sell,  we  will  adi  ise  you  as  to  capacity  of  the 
Philwey    Rekord  Phile  "  to  fit  same. 

I'ricrs  tijion  application.  May  we  go  into  details  with  you  ? 

PHILWEY  MFG.  CO.,  Inc. 


75  SOUTH  AVENUE 


ROCHESTER,  N.  Y.,  U.  S.  A. 


September  15,  1920 


47 


Pacific  Coast  Music  Lovers 

THE  SCOTTI  OPERA  COMPANY  will  give  two  weeks  of  Grand  Opera  in 
October  in  SAN  FRANCISCO.    Among  the  noted  artists  who  will  appear  are: 


MME.  MARIE 

SUNDELIUS 


MME.  FLORENCE 

EASTON 


MME.  EVELYN 

SCOTNEY 


These  world-famous  voices  are  recorded  exclusively  on 

The  Aeolian- VocALiON  Record 


Conventional  Models 
from 
$60  to  $350 


E 


Period  Models 

from 
$280  to  $700 


The  AEOLIAN^VOCALION  and  VOCALION  RECORDS 

Present  today  the  finest  in  phonograph  manufacture.  There  is  no 
question  of  the  excellence  of  these  instruments  or  of  the  fidelity  with 
which  Vocalion  Records  repeat  the  singing  and  playing  of  the  Artists 

THE  ^ 


ME1J0DEE 

MUSIC  ROLLS 


Aeolian  Company 

OF  CALIFORNIA 
455  Mission  Street        San  Francisco 


The  Aeolian  Company  of  California 
455-Mission  Street,  San  Francisco 

Gentlemen: 

Kindly  send  us  an  illustrated  catalog  of 
the  Aeolian-Vocalion. 


Name- 


Address- 


48 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


Your  Customers 
don't  want  this 


(Left)  The  dotted 
lines  shoTV  the  point 
of  an  ordinary  steel 
needle  when  nerv. 
Note  thai  the  steel 
needle  is  ruined  in 
playing  one  record. 


They  do 
want  this 


(Right)  The  dot- 
ted lines  shoTP  the 
point  of  the  Sonora 
needle  Tvhen  new. 
After  playing  many 
records  the  Sonora 
needle  is  merely 
shortened  and  is  still 
in  perfect  playing 
condition. 


^^^THC  INSTRUMENT  or  QUALir 


STMK  INSTRUMCNTOrQUAUrr 
CLEAR    AS   A  BCLt 

Semi -Permanent 

NEEDLES 

are  unrivalled  leaders  to  at- 
tract new  customers  to  your 
store  and  to  bring  old  cus- 
tomers in  frequently. 

Strongly  and  continuously 
advertised,  these  needles  are 
in  bigger  demand  than  ever 
and  are  mighty  profitable  for 
you  to  handle.  Each  Sonora 
needle  sale  amounts  to  25c. 
instead  of  a  trifling  sum.  You 
get  a  substantial  profit  and 
the  purchaser  gets  full  value. 
Send  in  your  order  for  Sonora 
needles  and  attractive,  trade- 
making  display  matter  will  be 
furnished  to  you  free. 

Sonora  needle  prices: 
25c  per  package  of  5     40c  in  Canada 

Qlnmpang.  Snr. 

GEORGE  E.  BRlGHTSOtl.  President 
279  Broadway,  New  York  City 

Canadian  Distributors: 
I.  MontaKnes  &  Co. 
Toronto 

I  Beware  of  similarly 
VaUllOD;  coottracted  needlei 
of  inferior  qnality. 


WHEN  ARE  ORDER  BLA^SKS  VALID  ? 

Printed  Name  of  Concern  Equivalent  to  Writ- 
ten Signature  in  Some  Cases — A  Typical  Case 
Showing  Enforcement  of  Unsigned  Order 


Merchants  have  been  giving  close  attention 
in  the  last  few  months  to  their  legal  rights 
and  liabilities  under  the  forms  of  order  blanks 
used  by  them  in  their  business.  They  have  been 
brought  face  to  face,  the  bulletin  of  the  Na- 
tional Association  of  Sweater  and  Knitted  Tex- 
tile Manufacturers  says,  with  the  distinction 
between  an  order  which  is  a  binding  legal  con- 
tract for  the  purchase  and  sale  of  merchandise 
and  one  which  is  no  more  than  a  reservation 
for  merchandise  that  may  be  canceled  at  any 
time  by  the  purchaser  or  seller,  especially  in 
cases  where  the  party  sought  to  be  held  to  the 
performance  of  the  order  has  not  a  signed  copy 
of  the  order. 

Many  business  men  have  been  introduced  for 
the  first  time  to  the  old  Statute  of  Frauds 
which  provides  that  a  contract  to  sell  merchan- 
dise of  the  value  of  $50  or  upward  in  New 
York  cannot  be  enforced  unless  there  is  an  ac- 
ceptance of  partial  delivery  or  a  part  payment 
or  unless  a  memorandum  in  writing  of  the 
contract  is  signed  by  the  party  to  be  charged 
or  his  representative.  The  question  arises  fre- 
quently as  to  when  an  order  bears  a  "signature" 
to  satisfy  the  provisions  of  this  law. 

"Our  attention  has  been  called  to  two  re- 
cent decisions  in  the  Appellate  Courts  of  the 
Second  and  First  Judicial  Departments  in.  New 
York,"  the  bulletin  says,  ''which  we  believe  will 
be  of  great  interest  to  the  trade  in  general,  as 
it  may  be  followed  by  other  courts  and  in  other 
States. 

"These  cases  decide  in  effect  that,  where  an 
order  is  upon  the  printed  order  blank  of  either 
the  buyer  or  the  seller  and  filled  in  by  the  con- 
cern whose  name  is  printed  on  the  blank,  or  its 
representative,  the  printed  name  on  the  order 
blank  is  the  equivalent  of  a  signature  to  the 


order  for  the  purpose  of  satisfying  the  require- 
ments of  the  Statute  of  Frauds  in  enforcing  the 
contract  against  the  concern." 

In  one  case  cited,  the  seller  wrote  out  the 
order  on  his  printed  order  blank,  and  the  court 
held  the  contract  was  binding  even  though 
there  was  no  signature.  In  the  other  case,  the 
ruling  was  against  the  plaintiff,  who  was  the 
buyer,  because  the  order  was  made  out  by 
the  buyer  on  his  own  and  not  on  the  seller's 
form. 


COLUMBIA  MANAGERS  CONFER 


Branch  Managers  of  Colvunbia  Co.  Attend  In- 
formal Conference — St.  Louis  Dealers  Visit 
New  York  and  Bridgeport  Headquarters 


The  closing  days  of  last  month  several  branch 
managers  of  the  Columbia  Graphophone  Co.  ar- 
rived in  New  York  to  attend  an  informal  con- 
ference with  Geo.  W.  Hopkins,  general  sales 
manager  of  the  company.  Among  these  visitors 
were  Fred  E.  Mann,  Boston  manager;  W.  H. 
Lawton,  Buffalo  manager;  S.  H.  Nichols,  Pitts- 
burgh manager;  A.  A.  Landon,  Canadian  man- 
ager, and  Kenneth  Mills,  who  was  previously 
Chicago  juanager,  but  who  became  manager  of 
the  New  York  branch  the  first  of  the  month. 

These  managers  conferred  with  Mr.  Hopkins 
regarding  policies  and  plans  for  the  rest  of 
the  year,  and  during  the  course  of  the  confer- 
ence spoke  optimistically  of  the  business  out- 
look in  their  respective  territories. 

John  McKenna,  who  has  long  been  manager 
of  the  St.  Louis  branch  of  the  Columbia  Co.,  but 
who  became  manager  of  the  Chicago  branch  on 
September  1,  arrived  in  New  York  recently, 
accompanied  by  eighteen  Columbia  dealers  from 
the  St.  Louis  territory,  together  with  A.  W. 
Ross,  assistant  manager  of  the  St.  Louis 
branch.  The  dealers  spent  some  time  at 
the  executive  offices  of  the  company  in 
New  York,  and  then  visited  the  immense  Co- 
lumbia factories  in  Bridgeport. 


UDELL  CABINET 

ADDS  DISTINCTION  TO  THE  MUSIC  ROOM 
THERE  IS  A  UDELL  CABINET  FOR  EVERY  NEED 


Tke  sale  of  a 

Udell 

Record 
Catmet 

spells  lasting  satis- 
faction to  tke  tuyer 
and  business  tuild- 
ing  for  tke  dealer. 
Tke  style  and  qual- 
ity are  tkere. 


Udell  Works 

1205  28th  Street 
Indianapolis.  Indiana 


September  IS,  19^ 


THE   TALKING   MACHINE  WORLD 


49 


The  American  Home  Recorder 


The  American  Home  Recorder  unites  the  family  circle  and  provides  entertainment 
by  faithfully  recording  and  reproducing  the  voices  of  the  loved  ones  of  the  home 


LISTEN 


to  a  sales  help  for  salesmen  on  a  standard  ten-inch  phonograph  record,  made  for 
us  at  the 

American  Recording  Laboratories 

where  for  years  speakers,  students  and  singers  have  recorded  their  voices  for  repro- 
duction and  personal  use  and  sale. 

This  Sales  Talk  is  crisp,  convincing  and  embodies  the  many  reasons  which  will  quickly 
convert  prospects  to  customers. 

The  value  in  the  home  of  The  American  Home  Recorder — the  pleasure  and  education 
to  be  derived  from  this  practical  device  for  making  one's  own  records — its  many-sided 
appeal — these  are  but  a  few  of  the  many  arguments  emphasized  in  this  Sales  Talk. 

This  is  a  real  recorder — scientifically  correct — efficiently  made — moderately  priced.  It 
is  not  necessary  to  fasten  it  to  the  phonograph  cabinet  with  screws.  It  is  held  in 
place  with  the  pressure  of  one  padded  bolt.  A  complete  unit  which  enables  your  pros- 
pect to  obtain  all  of  the  value  of  his  phonograph. 

Every  Phonograph  Owner  Everywhere  is  a  Splendid  Prospect. 

Put  this  PROFIT  MAKER  to  work  at  once  and  be  sure  to  have  a  liberal  quantity  of 
American  Home  Recorders  on  hand  to  meet  the  big  demand. 

SEND  FOR  THIS  SALES  HELP 


JOBBERS  — There  is  some  attractive  open 
territory  available  on  an  exclusive  zone  basis. 
This  is  pour  big  opportunity.  Get  in  immediate 
touch  with  us. 


DEALERS  : — Let  us  tell  you  all  about  our  care- 
fully worked  out  Dealers*  co-operative  plan 
and  put  you  in  quick  touch  with  the  jobber  in 
your  zone. 


AMERICAN  HOME  RECORDER 


49  WEST  45th  STREET 


NEW  YORK 


50 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


liorentzen^ 


Manufacturer  of 


Exclusive  Cabinet  Hardware  and  Accessories 

New  York  City 


60  Grand  Street 


F.  T.  C.  RULES  ON  ADVERTISING 

Outlines    Classes    of    Advertising    Which  Are 
Fraudulent  Under  Present  Laws 


Clean  and  honest  advertising  is  one  of  the 
important  subjects  which  has  been  given  the 
closest  consideration  by  the  Federal  Trade 
Commission.  Recent  rulings  by  this  body  are 
of  vital  interest  to  all  business  men.  For  in- 
stance, the  following  classes  of  advertising  are 
fraudulent  and  a  means  to  unfair  competition 
according  to  a  late  decision: 

"1.  Advertising  special  sales  of  articles  so  as 
to  convey  to  the  public  the  impression  of  an 
unusual  or  advantageous  offer  for  a  limited 
period,  when,  in  fact,  the  prices  during  such 
sales  are  no  different  than  those  obtained  at 
other  times. 

"2.  Falseb'  representing  that  articles  have 
been  purchased  in  large  quantities,  in  order  to 
sell  them  at  less  than  the  regular  price. 

"3.  Fraudulentlj-  representing  or  convej'ing 
to  the  public  the  impression  that  the  adver- 
tised price  of  the  article  is  less  than  the  regu- 
lar price. 

"4.  Making  false  and  injurious  statements  to 
prospective  customers  concerning  the  material 
of  which  competitive  articles  are  constructed, 
or  the  cost  of  production  of  the  same. 

"5.  Attempting  to  interest  prospective  pur- 
chasers bj-  conveying  a  false  impression  of  ex- 
pert and  impartial  advice  on  the  best  make 
of  an  article,  when,  in  fact,  the  advertiser  is 
directlj'  interested  in  selling  a  special  make." 


EDISON  JOBBERS  TO  MEET  IN  WEST 

Second    Semi-annual    Conference    of  Western 
Jobbers  to  Be  Held  in  Denver  This  Month 


Preliminary  announcement  has  been  made  of 
the  second  semi-annual  conference  of  Western 
Edison  jobbers,  to  be  held  during  the  latter  part 
of  September  in  Denver,  Col.  The  jobbers  will 
be  the  guests  of  the  Denver  Dry  Goods  Co. 

A  two-da}^  business  session  has  been  pro- 
posed, one  of  which  probably  will  be  devoted  to 
the  problems  of  the  jobbers'  traveling  repre- 
sentatives, who  will  also  be  present.  Each  of 
the  jobbers  will  also  be  prepared  to  lead  in  the 
discussion  of  one  or  more  topics  suggested  in 
advance.  It  is  likely  that  the  conference  will  take 
place  at  the  Brown  Palace  Hotel.  Invitations 
have  also  been  extended  to  representatives  of 
the  Edison  Laboratories  to  attend. 

Among  the  jobbers  present  will  be  Harrj'  L. 
Marshall,  Portland;  O.  A.  Lovejoj',  Los  An- 
geles; L.  A.  Walker,  Helena;  R.  L.  Proudfit, 
Ogden,  and  D.  H.  Kent.  Vancouver. 


Attention— Victor  Dealers 
An  Extra  Salesman 

Would  you  hire  an  extra  salesman 
for  three  dollars  a  month? 

THE  USOSKIN  MONTHLY  DIS- 
PLAY SERVICE  will  sell  as  much 
merchandise  for  you  during  a  month 
as  will  a  crackerjack  salesman — 
yet  all  it  costs  each  month  is  three 
dollars. 

Let  us  tell  you  more  about  this 
service. 

Details  and  photographs 
gladly  sent  upon  request. 

USOSKIN   LITHO,  Inc. 

230  WEST  17th  ST.,  NEW  YORK  CITY 


UDELL  WORKS  SUFFER  FIRE  LOSS 


Exploding  Lantern  Causes  Damage  Estimated 
at  $100,000— Company  Officials  Declare  There 
Will  Be  Little  Delay  in  Production 


Indianapolis,  Ind.,  August  30. — Fire  started  by 
an  explosion  of  a  lantern  at  the  Udell  Works, 
2802  Barnes  avenue.  August  14,  caused  a  loss 
estimated  at  $100,000  by  officials  of  the  com- 
pany. The  damage  was  heaviest  in  that  part  of 
the  factory  where  music  cabinets  and  library 
furniture  are  manufactured.  The  bulk  of  the 
loss  was  due  to  water  damage. 

Arthur  W.  Cobb,  vice-president  of  the  com- 


pany, said  the  loss  was  covered  bj'^  insurance 
and  that  the  fire  would  delay  production  only  a 
few  days. 

The  fire  started  when  a  lantern  carried  by 
E.  F.  Finney,  night  watchman,  exploded.  Fin- 
ney's quick  work  in  sending  in  the  fire  alarm, 
despite  the  fact  the  explosion  threw  burning 
oil  over  his  clothing,  prevented  the  entire 
building  from  being  destroyed,  Mr.  Cobb  said. 
The  building  to  which  the  fire  was  confined 
was  a  three-storv  brick  structure. 


It  is  not  what  you  happen  to  know  about  the 
theory  of  salesmanship  that  will  swell  your  com- 
mission account — it  is  what  you  reallv  sell. 


9  Months  to  Pay 


""nis-fl 


The  first  payment  brings  you  the  sign  —  you  have  9  months  to 
make  the  final  payments.   Pays  for  itself  many  times  over. 

—  Make   Your  Store 
Conspicuous 

This  Handsome  Federal  Electric  Sign  is  made  of  porcelain- 
enameled  steel,  finished  m  blue  and  white. 

It  will  not  rust,  rot,  or  fade  —  never  needs  refinishing  —  and 
will  last  indefinitely. 

Costs  but  a  few  cents  a  day  for  electricity — no  other  expense. 
An  occasional  washmg  keeps  it  sparkling  like  new. 

It  is  distinctly  visible  both  day  and  night  from  a  distance  in 
each  direction. 

An  electric  night  sign  will  bring  more  daytime  business. 

Send  the  coupon  today  for  full  information  —  no  obligation. 

We  have  Jast  moved  into  our  new  model  daylight  factory 
which  gives  us  nearly  100,000  square  feet  of  additional 
floor  space. 


Tear  Off  and  Mail  Coupon  Now 


FEDERAL  ELECTRIC  COMPANY 

Representing  Federal  Sign  System  (Electric)         :         8700  South  State  St.,  Chicago,  111. 

Please  send  me  full  information  on  Porcelain-enameled  Steel  Sign  for  my  business. 
Explain  your  9-months-to-pay  Plan 


Name  City  

Street  and  No  Business  

Store  Frontage   ....No.  of  Floors. 


HMHIIIMllMf 


.Stat£ 


(T  M  W-o) 


The  Talking  Machine  World,  New  York,  September  15,  1920 


The  future  of  any  phonograph 
concern  lies  in  the  appreciation  of  its 
product  by  the  ultimate  purchaser. 
The  dealer  who   is    now  buying   a  mediocre 
product  for  a  quick  sale  with  excessive  profits  for 
himself  is  not  looking  ahead. 

The  ^taton  is  created  for  the  progressive  merchant  who  has 
foresight  enough  to  realize  that  he  must  handle  a  product  which 
advertises  itself  through  its  owner.     In  this  way  only  can  he  be  assured 
of  permanent  profits  and  a  growing  future  business. 
The  i@eacon  is  distinctly  a  quality  product. 
The  design  is  exclusive  and  covered  by  basic  patents. 
The  tone  is  musical,  pure  and  scratchless. 
The  motor  is  silent  and  durable. 
Write  to  us  at  once. 

If  you  qualify  for  an  agency,  you  will  be  granted  a  franchise  and  may 
have  shipment  of  goods  deferred  until  Fall  if  desired. 

Distributors  everywhere  East  of 
the  Mississippi  River. 


]Btaton  Bfjonograpf)  Co.,  3nc. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


SUCCESSFUL  SHOP  IN  SPOKANE 

Talking  Machine  Section  of  Special  Department 
Store  in  That  City  a  Live  Factor 


Spokane,  Wash.,  September  2. — The  accompany- 
ing photograph  shows  one  of  the  conspicuous 
successes  among  the  phonograph  shops  of  the 


tion  on  the  third  floor  of  the  store,  with  eleven 
demonstration  rooms.  The  Sonora,  Victrola  and 
Columbia  Machines  are  carried. 

Very  complete  libraries  of  Columbia  and  Vic- 
tor records  are  kept  in  stock  at  all  times.  The 
record  library  occupies  aisle  space  back  of  the 
demonstration  rooms,  affording  easy  access  to 
all  records  from  every  room  in  the  building. 


PATENT  APPLICATIONS  GROW  FAST 


U.  S.  Patent  Of^ce  Reports  Increase  of  19,000 
Over  Last  Year — Bureau  Nets  Profits 


Washington,  D.  C,  September  3. — Patent  appli- 
cations, filed  with  the  Patent  Office  during  the 
last  fiscal  year  showed  the  greatest  increase  in 
the  history  of  the  country,  totaling  81,984,  as 
compared  with  62,755  for  the  preceding  year. 

The  report  of  the  Commissioner  of  Patents 
made  public  by  Secretary  Payne  also  showed 
that  business  of  the  Patent  Office  was  further 
swelled  by  an  increase  of  about  10,000  in  the 
number  of  applications  for  registration  of  trade- 
marks and  labels. 

Patents  granted  and  trade-marks  and  labels 
registered  totaled  47,409,  an  increase  of  4,056 
over  the  preceding  year.  For  the  first  time 
since  1917  Patent  Office  receipts,  including  ap- 
plication fees,  exceeded  expenditures,  the  net 
surplus  for  the  year  being  $2,615,000. 


MANY  COUNTRIES  WANT  SONORAS 


Inquiries  Come  in  From  All  Corners  of  the 
Earth — Foreign  Agencies  Established 


Attractive  Talking  Section  of  the  Crescent  Department  Store 

Pacific  Northwest,  that  of  the  Crescent  Depart-  The  department  is  under  the  management  of 
ment  Store  in  this  city.  Started  a  few  years  ago  Mrs.  A.  O'Dea  and  employs  a  stafif  of  seven 
with  one  line  of  machines  and  two  demonstra-  sales  people  the  year  round.  They  are  a  busy 
tion  booths,  it  now  occupies  a  splendid  loca-     and  competent  bunch. 


RUMANIAN  PRINCE  BUYS  RECORDS 

Crown  Prince  Carol  Goes  Shopping  and  Buys  a 
Talking  Machine  and  Operatic  Records 


The  delay  in  the  sailing  of  the  Aquitania  on 
August  28  enabled  Crown  Prince  Carol  of  Ru- 
mania to  buy  a  talking  machine  and  a  selection 
of  records  to  take  back  with  him  to  his  native 
country.  With  him  on  his  shopping  tour 
through  the  Forty-second  street  district  was 
Miss  Flora  Boyle,  a  daughter  of  Col.  J.  W. 


Boyle,  who  is  at  present  on  a  mission  in  Ru- 
mania. Learning  that  she  was  in  New  York  the 
Prince  at  once  got  in  touch  with  her  and  she 
piloted  him  through  the  city  and  aided  him  in 
choosing  his  favorite  selections,  which  included 
all  the  available  records  from  "Madame  Butter- 
fly." He  showed  little  fondness  for  jazz  and 
confined  his  purchases  mostly  to  operatic 
records. 


No  man  who  is  thoroughly  occupied  with  his 
work  is  ever  entirely  miserable. 


The  sales  department  of  the  Sonora  Phono- 
graph Co.  states  that  inquiries  and  orders  for 
Sonoras  are  being  received  from  all  parts  of 
the  world.  The  J.  &  C.  Fischer  Co.,  of  New 
York,  Sonora  export  representatives,  recently 
showed  the  sales  department  envelopes  bearing 
the  postmarks  of  France,  England,  Cuba,  Ser- 
bia, India,  Italy,  Belgium,  Australia,  South 
Africa,  Egypt,  Spain,  Chile,  Peru,  Argentina, 
Algeria,  Turkey,  New  Zealand,  Iceland,  Syria, 
Panama,  San  Domingo,  Brazil,  Ecuador,  Mex- 
ico, Venezuela  and  Colombia. 

These  envelopes  indicate  conclusively  that 
Sonora  is  enhancing  its  prestige  steadily  in  all 
parts  of  the  world,  and  the  J.  &  C.  Fischer  Co. 
has  established  important  agency  connections 
in  many  of  the  leading  foreign  countries. 


52 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


/    N    ^  ^ 


QLIALITY 
SEI^ICE 


^^hiributt4  in  the  Mctropoh'tan  district Sy,J/cw^ork  State  h 

M>M.aOEMER  SALES  COf^R.^ 

))23  BROADWAY  at  '^t^Sfrcc^ 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


The  Vitanola  has  been  the  big  sales  builder  for 
dealers  everywhere,  because — 

It  has  the  tone  quality  and  design  that  make 
it  a  quick  seller  and  public  favorite. 

//  you  haven't  information  better  send  now  for 
our  booklet  '^Making  a  Phonograph  Department 
Pay''  and  sample  of  handy  vest  pocket  catalog 


VITANOLA  TALKING  MACHINE  COMPANY 
Executive  Offlces,     1918  So.  52nd  Ave.,  CICERO,  ILL. 


54 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


of  Several  Dozen 


"With  the  deiije  to  lerye  OUT  community  in  every 
positbie  iDay,  ice  dedicate  this  bis  'department 
Store  to  you. " 

H.   H.  SCHROEDER,  president 
R.   W,    HALBACH,  VICE-PRESIDENT 
E.  F.,  HALBACH.  secbetarv 
GEORGE  GABRIEL,  manager 


-■STOBCiyQmtJTV- 


QJJINCY.ILL. 


May  28,  1920. 


Cole  &  Dunas  Co., 

54  W.  Lake  St., 

Chicago,  111. 


Gentlemen: 


t?e  received  your  box  of  %B^ilezo  Blue  Steel  needles 
and  to  say  the  least  we  believe  thea  to  be  far  better 
than  anything  we  have  yet  tried. 

We  believe  you  will  make  no  mistake  in 
handling  them  as  they  have  only  been  on  our  counter 
two  hours  and  we  have  sold  over  a  dozen  packages. 

Kindly  send  us  another  box. 

Tours  very  truly, 


EALBACH  SCHEOEDEE  GO, 


EHW/BEi 


STOCK  REFLEXO 
BLUE  STEEL  NEEDLES 


(Write  for  Samplet  and  Prices 
of  Reflexo  Needles  and  Polish) 

REFLEXO  PRODUCTS  CO.,  Inc. 

347  Fifth  Avenue 

At  34th  Street       New  York  City  Suite  1003 

Canadian  Diatributors:  The  Musical  Md^se.  Sales  Co.,  Toronto 
Foreign  Export:  Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


■1 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


55 


Are  you  tying  up  your  local  advertising  to  the  great 
national  Columbia  campaign  by  using  the  new  month- 
ly movie  slides?  They  are  actual  reproductions  in  color 
of  the  current  magazine  advertisements  and  the  black 
and  white  newspaper  advertisements  and  carry  your 
hand-lettered  imprint  on  each  slide.  If  not,  begin  this 
month.  They  bring  results. 

Columbia  Graphophone  Co 

NEW  YORK 


ST" 


PROGRESSIVE  TRADE  DEVELOPMENTS  IN  INDIANAPOLIS 

Musical  Director  for  Talking  Machine  Shop — Notable  Pathe  Visitors — Stewart  Boosting  Educa- 
tional Records — Window  Display  of  Bubble  Books — Dealers  Optimistic  Regarding  Fall  Outlook 


Indianapolis,  Ind.,  August  30. — Carl  Anderson, 
manager  of  the  Indianapolis  Talking  Machine 
Shop,  has  inaugurated  something  new  in  the  em- 
ployment of  a  musical  director  for  his.  store. 
Mrs.  Charles  B.  Foster,  a  well-known  local  mu- 
sician, is  the  director.  Mrs.  Foster's  chief  aim 
is  to  popularize  and  encourage  the  sale  of  class- 
ical records  and  to  instruct  the  sales  force  so 
that  they  may.be  able  to  acquaint  the  public  with 
the  names  and  achievements  of  the  artists. 

Mrs.  Foster  said  that  a  great  many  people 
have  been  denied  the  pleasure  of  the  classical 
records  because  they  have  not  known  what  they 
were.  They  are  not  familiar  with  the  names  of 
the  artists  and  they  dislike  to  show  "their  ig- 
norance" in  the  store.  Mrs.  Foster  for  two 
years  was  with  the  Aeolian  Co.'s  former  branch 
store  here  and  she  conducted  special  demonstra- 
tions with  the  Duo-.\rt  players.  During  the  war 
she  was  active  in  conducting  musical  enter- 
tainments for  the  soldiers  in  the  several  train- 
ing camps  around  Indianapolis. 

Eugene  Widmann,  president,  and  James  Wat- 
tcrs,  secretary  of  the  Pathe  Freres  Phonograph 
Co.,  visited  C.  O.  Mueller,  in  charge  of  the 
Pathe  department  of  Mooney-Mueller-Ward  Co., 
last  week.  They  also  visited  the  Pathe  Shop,  of 
which  E.  R.  Eskew  is  manager. 

W.  T.  McTigh  from  the  Pathe  factory  is  call- 
ing on  Pathe  dealers  in  this  territory  explaining 
the  Actuelle.  Mr.  Mueller  reported  that  the 
dealers  through  demonstrations  of  this  instru- 
ment at  county  fairs,  have  aroused  much  inter- 
est and  are  expecting  it  to  prove  one  of  'the . 
big  Pathe  sellers. 

J.  M.  Wallace,  president  of  the  Red  Rooster's 
organization  of  Pathe  dealers  in  this  territory, 
has  called  a  meeting  of  the  advisory  board  at 
Marion,  Ind.,  September  1,  to  discuss  plans  for 
a  Fall  meeting  and  for  the  annual  banquet  of 


the  .'\ssociation.  Mr.  Eskew,  a  member  of  the 
board,  and  Mr,  Mueller  are  planning  to  attend. 

The  Stewart  Talking  Machine  Co.,  Victor  dis- 
tributors, is  meeting  with  much  success  in  its 
campaign  to  boost  the  educational  record  sales. 
It  has  sent  its  dealers  a  list  of  550  Victor  rec- 
ords suitable  for  educational  purposes  and  has 
designated  those  that  are  exceptionally  good. 
The  dealers  have  responded  with  generous  or- 
ders. In  connection  with  the  county  teachers' 
institutes  now  being  held  throughout  the  State, 
the  company,  through  Miss  Caroline  Hobson,  its 
educational  director,  and  five  assistants,  is  bring- 
ing directly  to  the  teachers  the  benefit  of  using 
the  Victor  machine  and  educational  records  in 
schools. 

.^t  the  Indianapolis  Columbia  Co.'s  branch, 
Ben  Brown,  manager,  and  Charles  B.  Lang,  as- 
sistant mana,ger,  are  both  back  from  their  vaca- 
tions. They  report  that  the  Columbia  dealers 
in  tbis  territory  are  booking  large  Fall  orders. 

Will  Hill,  a  live  Columbia  dealer  at  Bowling 
Green,  Ky.,  has  completed  the  remodeling  of 
his  store  at  a  cost  of  $12,000.  Mr.  Lang  said 
that  Mr.  Flill  has  one  of  the  most  modern  stores 
ii:  the  country. 

Miss  Gertrude  Woirhaye,  bookkeeper  at 
Wideners'  Grafonola  Shop,  joined  the  delega- 
tion of  St.  Louis  Columbia  dealers  on  their  trip 
to  New  York  under  the  direction  of  John  Mc- 
Kenna,  St.  Louis  Columbia  manager.  Mr.  Mc- 
Kenna  invited  Miss  Woirhaye  to  take  the  trip 
on  her  vacation.  D.  L.  Mann,  one  of  the  sales- 
mien  at  the  shop,  has  returned  from  his  vacation 
in  the  East.  W.  G.  Wilson,  manager,  reported 
that  August  business  has  been  good. 

C.  P.  Herdman,  manager  of  the  talking  ma- 
chine department  of  the  Baldwin  Piano  Co. 
store,  reported  a  brisk  record  business.  During 
the  last  week  the  store  has  had  an  unusuallv 


attractive  window  display  on  Windsor  phono- 
graphs. 

The  Pearson  Piano  Co.  designed  a  clever  win- 
dow display  on  the  Harper  Bubble  Book,  de- 
picting a  nursery  scene  with  dolls.  The  com- 
pany is  completing  the  remodeling  of  its  base- 
ment where  its  new  player  roll  department  will 
be  installed  and  also  four  demonstration  booths 
for  the  sale  of  machines.  These  will  be  up-to- 
date  in  equipment. 

George  Standke,  manager  of  the  Brunswick 
Shop,  in  closing  out  a  line  of  records  the  store 
has  stopped  handling,  put  on  a  special  sale  of- 
fering ten  of  the  records  with  every  machine 
purchased.  Mr.  Standke  said  the  sale  brought 
in  the  business. 

H.  J.  Weir,  manager  of  the  talking  machine 
department  of  the  Carlin  Music  Co.,  said  that 
prospects  were  bright  for  a  big  Edison  and  Co- 
lumbia business  starting  this  month. 

Leonard  G.  Carlin-  and  William  Grindle,  of 
the  sales  staff  of  the  Edison  Shop,  joined  the 
ranks  of  the  benedicts  when  they  were  on  their 
vacations.  All  the  Edison  Shop  salesmen  are 
now  married. 


LOS  ANGELES  PATHE  MEN  MEET 


Los  Angeles,  Cal.,  August  30. — The  Los^  An- 
geles branch  of  the  Western  Phonograph  Co., 
Pacific  Coast  distributor  of  the  Pathe,  recently 
held  a  convention  which  was  attended  by  the 
majority  of  Pathe  dealers  of  Southern  Cali- 
fornia. Addresses  were  delivered  in  the  morn- 
ing by  James  Watters,  dealer  service  depart- 
ment; C.  E.  Gore,  Western  field  manager;  O.  M. 
Keiss,  field  supervisor.  Luncheon  was  served 
at  Christopher's  Cafe.  During  luncheon  Miss 
Ruth  Bowers,  soprano,  and  Miss  Olive  Reed, 
violinist,  sang  and  played  respectively  in  unison 
with  Pathe  records.  Their  audience  was  un- 
able to  distinguish  between  the  records'  repro- 
duction and  the  actual  voice  and  instrument.  A 
theatre  party  at  the  Orpheum  brought  the  day's 
entertainment  to  a  close. 


SOUTHERN  DISTRIBUTORS 


i PHONOGRAPHS 
a.d  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE         -         -         -  TENNESSEE 


56 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


JACK  SIXSMITH  ARDENT  ROOTER 

Youngest  Member  of  Iowa  Victor  Dealers'  As- 
sociation Makes  Friends  With  Famous  Victor 
Dog — Picture  Suggests  Window  Display  Idea 


Jack  Sixsmith,  3'oungest  member  of  the  Iowa 
Victor  Dealers'  Association,  is  one  of  the  most 
ardent  Victor  supporters.  The  accompanying 
photograph  shows  Master  Jack  viewing  with 
awe,  adrniration,  and  respect  the  famous  Victor 
dog.    Evidentl}-,  by  his  expression,  at  the  same 


"Jack"  and  "His  Master's  Voice" 

time  he  is  trying  to  call  the  attention  of  the 
Fox-terrier  to  the  fact  that  he  is  a  wearer  of 
the  badge  of  the  Iowa  Association. 

Incidentally,  Jack  Sixsmith  should  inherit  a 
strong  liking  for  the  Victor  dog,  as  his  father, 
H.  B.  Sixsmith,  is  a  Victor  man  of  long  stand- 
ing, W'ho  is  at  present  sales  manager  of  Mickel 
Bros.  Co.,  of  Des  Moines,  Iowa. 

It  seems  that  the  accompanying  picture  might 
be  a  verj'  good  nucleus  for  a  window  displaj', 
using  a  kewpie  doll  to  replace  the  Master  Jack. 
Records  should  be  placed  flat  on  the  floor  of  the 


window  which  should  be  covered  with  dark 
plush  or  other  neutral  coloring.  The  unique 
characterization  of  the  Victor  dog  with  a 
kewpie  doll  would  attract  attention  to  the  win- 
dow and  the  onlookers  would  be  compelled  to 
notice  the  different  records  which  were  being 
displayed. 


PRIZE  FOR  BEST  SONORA  POSTER 


University  of  Utah  Students  Boom  Sonora  in 
Novel  Advertising  Stimt  Sponsored  by  Rob- 
inson Bros.  Music  Co.  of  Salt  Lake  City 


Salt  L.^ke  City,  Utah,  September  7. — The  Rob- 
inson Bros.  Music  Co.  of  this  city  and  Provo. 
Utah,  Sonora  dealers,  centered  attention  re- 
cently on  the  Sonora  by  offering  a  prize  of  $50 
cash  for  the  best  poster  submitted  on  Sonora 
phonographs  by  students  of  the  University  of 
Utah.  Not  only  was  a  $50  prize  awarded  to 
the  artist  designing  the  poster  considered  best, 
but  a  special  second  prize  of  $25  was  presented 
to  the  second  choice.  Over  100  posters  were 
submitted  in  this  interesting  contest,  and  the 
Robinson  Bros.  Music  Co.  derived  splendid  pub- 
licity from  this  unique  idea. 

An  effective  window  display  was  made  re- 
cently by  this  company  in  its  Salt  Lake  City 
establishment  by  showing  a  large  size  photo- 
graph of  Prof.  John  J.  McClellan,  a  distinguished 
musician,  who  is  the  organist  at  the  famous  Salt 
Lake  Tabernacle.  Prof.  McClellan  chose  the 
Sonora  for  his  home,  and  Robinson  Bros,  fea- 
tured Prof.  McClellan's  purchase  of  this  instru- 
ment through  the  medium  of  large  space  in  the 
leading  newspapers. 


They  say  that  one  should  not  worry  about 
not  being  a  genius,  for  it  is  easier  for  a  hard 
worker  to  achieve  success  than  a  genius. 


E.  M.  LATHAM  APPOINTED  MANAGER 

Former  Welte-Mignon  Talking  Machine  Man- 
ager to  Take  Charge  of  New  Emerson  Shop 


E.  M.  Latham,  one  of  the  best  known  mem- 
bers of  the  local  retail  trade,  has  been  appointed 
manager  of  the  new  Emerson  Model  Shop  to 
be  opened  shortly  at  206  Fifth  avenue,  New 
York  City.    Mr.  Latham  comes  to  this  new  post 


A  bad  impression  lasts  long  and  it  takes  many 
good  precepts  to  wipe  the  slate  clean  again. 


E.  M.  Latham 

well  qualified,  for  he  has  spent  practically  his 
entire  career  in  the  retail  talking  machine  field. 

Before  the  war,  in  which,  by  the  way,  he  served 
with  distinction,  Mr.  Latham  had  one  of  the 
best  appointed  talking  machine  stores  in  At- 
lantic City,  in  which  he  still  retains  an  interest. 
Shortly  after  his  return  from  abroad,  he  be- 
came manager'  of  the  talking  machine  depart- 
ment in  the  Welte-Mignon  Studios,  New  York, 
from  which  position  he  resigned  to  accept  the 
management  of  the  Emerson  Model  Shop. 


Ideal  for  the 
Vacationist 

Although  the  Cirola  is  a  good  all  year 
round  selling  proposition,  the  extreme  ease 
with  which  it  may  be  carried  makes  it 
especially  attractive  to  the  Vacationist. 

Dealers  would  do  well  to  take  care  of 
this  trade  with  the  Cirola.  It  measures 
121/^"  X  113^"  X  6H%  is"  attractive  in 
appearance.  It  is  without  sound  cham- 
ber, has  remarkable  tonal  volume  and 
many  exclusive  features.  Covers  may 
be  had  if  desired. 

Territory  is  open  for  distributors. 
Write  today. 

Cirola  Phonograph  Corporation 

Executive  Offices: 
1  West  34th  Street      :      New  York  City 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


57 


RELIEF  A  T  LAST!!! 

No  more  need  for  *'Loud/'  *'Soft"  and  Medium" 
needles — no  more  need  for  changing  needles  after 
playing  one  record 

THE  NEEDLE  WITH  THE  FLEXIBLE  POINT 

HAS  SOLVED  THE  PROBLEM 

One  TONOFONE  will  play  20  to  50  REC- 
ORDS- -any  disc  records  ON  ANY  PHONO- 
GRAPH and  reproduce  the  ORIGINAL  TONE 
PITCH  and  volume,  be  it  LOUD,  MEDIUM, 
or  SOFT. 

and 

THE  POINT  being  FLEXIBLE  and  SOFTER 

than  the  RECORDS,  will  neither  WEAR  NOR 

INJURE  THEM— in  fact 
THE  NEEDLE  WEARS    —     THE  RECORDS  DON'T 


A  Very  High  Authority  Writes: 

"I  have  found  no  needle  which  transmits  the 
full  tone  value  of  the  record  as  does  the 
Tonofone.  Its  elimination  of  surface  noise 
and  accurate  reproduction  makes  it  supreme 
for  demonstrating  purposes. 

INVESTIGATE 

INVENTORS    AND   SOLE  MANUFACTURERS 

R.  C.  WADE  CO. 

^  110  SOUTH  WABASH  AVENUE 

CHICAGO 

PHONE  RANDOLPH  2045 


58 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


STOCK  DIVIDEND  PROFITS  TAXABLE 


Internal  Revenue  Commissioner  Issues  Ruling 
Stating  That  Tax  Applies  Where  Sales  Take 
Place — Decision  of  Interest  to  Business  Men 


Washington,  D.  C,  August  31. — Acting  Com- 
missioner of  Internal  Revenue  Paul  F.  Myers 
has  handed  down  a  ruling  in  the  matter  of 
stock  dividends  that  will  prove  of  decided  in- 
terest to  the  financial  world.  It  comes  in 
sequence  to  the  recent  decision  of  the  United 
States  Supreme  Court  in  the  case  of  Eisner  vs. 
MacComber  by  which  it  was  held  that  stock 
dividends  were  not  taxable  as  income.  The 
Government  by  the  new  ruling  adheres  to  its 
view  that  somewhere  in  the  status  of  such  dis- 
tribution of  profits,  whether  in  the  form  of 
stock  dividends  or  some  other  form  in  the  mat- 
ter of  bookkeeping,  the  tax  attaches.  To  meet 
the  precise  application  of  the  decision  of  the 
Supreme  Court  it  is  now  held  that  the  profit 
derived  by  the  stockholder  from  the  sale  of 
stock  dividends  is  taxable  income  to  him.  In 
order  to  clarify  the  attitude  of  the  Government 
in  the  situation  that  arises  from  the  decision 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


the  income  tax  regulations  have  been  amended, 
these  actions  affecting  the  tax  in  question  being 
as  follows: 

"Article  1547,  sale  of  stock  received  in  divi- 
dend; stock  received  as  a  dividend  does  not 
constitute  taxable  income  to  the  stockholder, 
but  any  profit  derived  by  the  stockholder  from 
the  sale  of  such  stock  is  taxable  income  to  him. 
For  the  purpose  of  ascertaining  the  gain  or  loss 


3d) 


4V 


The  Bell-Hood  Surrounding  the  Needle  Clarifies  the  Tone 
of  Objectionable  Surface  and  Mechanical  Noise 

A  scientifically  perfect  needle  designed  after  long 
experiment  to  better  the  tone  quality  of  needles 

SEMI  -  PERMANENT  POINT 

LOUD   -   MEDIUM   -  SOFT 

A  profitable  needle  for  dealers  to  sell.  More  than 
2000  Dealers  are  now  selling  them  with  splendid 
success.  Order  from  the  nearest  branch. 

The  BELL  HOOD  NEEDLE  CO. 

183  Church  St.,  New  Haven,  Conn.  807  The  Arcade,  Cleveland 

N.  E   M.  1.  T.  CO.,  89  10th  St..  South 

3442  N.  Clark  St.  127  E.  23rd  St.  Minneapoli. 

Chicago,  III.  New  York  City  Dittributori  for  all  state*  west  of 

Mississippi  River  and  Wisconsin. 


derived  from  the  sale  of  such  stock,  or  from 
the  sale  of  the  stock  with  respect  to  which  it 
is  issued,  the  cost  (used  to  include  also,  where 
required,  the  fair  market  value  as  of  March  1. 
1913),  of  both  the  old  and  new  shares  is  to  be 
determined  in  accordance  with  the  following 
rules : 

"l.  Where  the  stock  issued  as  a  dividend  is 
all  of  substantially  the  same  character  or  pref- 
erence as  the  stock  upon  which  the  stock  divi- 
dent  is  paid,  the  cost  of  each  share  of  both  the 
old  and  new  stock  will  be  the  quotient  of  the 
cost  or  fair  market  value  as  of  March  1,  1913 
it"  acquired  prior  to  that  date,  of  the  old  shares' 
of  stock  divided  by  the  total  number  ot  the  old 
and  new  shares. 

"2.  Where  the  stock  issued  as  a  dividend  is 
m  ,whole  or  in  part  of  a  character  or  preference 
materially  different  from  the  stock  upon  which 
the  stock  dividend  is  paid,  the  cost  or  fair  mar- 
ket value  as  of  March  1,  1913,  if  acquired  prior 
to  that  date,  of  the  old  shares  of  stock  shall 
be  divided  between  such  old  stock  and  new 
stock  or  classes  of  new  stock,  in  proportion  as 
nearly  as  may  be  to  the  respective  values  of 
each  class  of  stock,  old  and  new,  at  the  time 
new  shares  of  stock  are  issued,  and  the  cost 
of  each  share  of  stock  will  be  the  quotient  of 
the  cost  of  the  class  to  which  such  share  be- 
longs divided  by  the  number  of  shares  in  that 
class. 

"3.  Where  the  stock  with  respect  to  which  a 
stock  dividend  issued  was  purchased  at  differ- 
ent times  and  at  different  prices  and  the  iden- 
tity of  the  lots  cannot  be  determined,  any  sale 
of  the  original  stock  will  be  charged  to  the 
earliest  purchases  of  such  stock  (See  Art.  39) 
and  any  sale  of  dividend  stock  issued  with  re- 
spect to  such  stock  will  be  presumed  to  have 
been  made  from  the  stock  issued  with  respect 
to  the  earliest  purchased  stock  to  the  amount 
of  the  dividend  chargeable  to  such  stock." 


THE  INDUSTRY  OF  THE  NATION 

The  home  builder  is  the  mainstay  of  the 
i:ation.  and  industries  are  now  giving  prefer- 
ence to  the  men  who  either  have  or  manifest 
a  desire  to  build  their  own  homes. 


It's  just  as  desirable  to  know  when  to  forego 
an  advantage  as  it  is  to  know  when  to  grasp  an 
opportu  nity. 


ROHEN  STONE 


We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union^Square,  N«w  York  City 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


UNCLE  JOSH  TALES  IN  BOOK  FORM 

Stories  Known  to  Victor  Enthusiasts  Through 
Victor  Records  Now  Assembled 


Kin  Hubbard  has  received  nujch  pubHcity 
through  his  quaint  old  character,  "'Abe  Martin." 
The  bright  and  humorous  sayings  of  "Abe  Mar- 
tin"— the  Hoosier  from  the  hills  of  Brown 
County — are  not  only  popular  with  the  people 
of  Indiana,  but  are  read  and  enjoyed  by  people 
all  over  the  United  States. 

The  most  recent  novelty  to  be  offered  to  the 
public  is  the  collection  of  short  stories  by  Cal 
Stewart.  To  the  average  person  these  stories 
are  not  new.  Cal  Stewart,  like  Kin  Hubbard, 
has  made  a  world-wide  reputation  as  a  spinner 
of  funny  yarns. 

In  Uncle  Josh  Weatherby  Cal  Stewart  has  a 
purely  imaginary  character,  yet  one  true  to  life. 
Uncle  Josh  is  full  of  sunshine  and  rural  sim- 
plicity. In  his  experiences  you  will  observe 
that  there  is  a  bright  side  to  everything. 

Uncle  Josh  stories  have  been  played  on  Vic- 
tor records  for  many  years.  They  have  met 
with  great  success  and  for  this  reason  they  have 
been  printed  in  book  form  and  are  being  dis- 
tributed by  the  Victor  wholesalers. 


ADVERTISING  A  STRONG  ASSET 


Fourth  Estate  Makes  Timely  Reference  to  Ex- 
tent of  Columbia  Advertising  Appropriations 


It  is  interesting  to  note  that  the  Columbia 
Graphophone  Co.  is  urging  as  one  of  its  reasons 
for  being  in  a  strong  hnancial  position  the  fact 
that  during  the  last  four  and  a  half  years  its 
expenditures  for  advertising  have  exceeded 
$10,000,000. 

The  president  of  the  company  used  this  argu- 
ment in  a  statement  to  his  bankers,  in  support 
of  an  appeal  for  a  $7,500,000  note  issue,  and  the 
bankers  thought  enough  of  the  argument  to  put 
that  part  of  the  president's  letter  in  blJck  type. 

"When  advertisers  can  use  their  appropriations 
as  an  argument  with  their  bankers,"  says  The 
Fourth  Estate,  "advertising  has  come  into  its 
own." 


V.  MENDEZ  OF  CUBA  A  VISITOR 


Sonora  Representative  in  Havana  Finds  Product 
Making  Good  Headway  There 


During  the  past  few  weeks  the  executives  of 
the  Sonora  Phonograph  Co.  entertained  V. 
Mendez,  Jr.,  of  Mendez  &  Co.,  Havana,  Cuba, 
Sonora  representatives,  who  was  accompanied 
by  Claudia  Mezzacaso,  of  Santiago,  Cuba. 

The  Sonora  show  rooms  of  Mendez  &  Co.  in 
Havana  are  very  handsome,  and  are  now  being 
reconstructed  in  order  to  accommodate  the 
company's  fast  growing  business.  A  novelty  in 
these  showrooms  is  a  booth  in  the  shape  of  a 
Sonora  phonograph,  and  the  Sonora  trade-mark 
is  worked  into  the  mosaic  floor  tiling  in  a  very 
clever  fashion. 

Mr.  Mendez  stated  that  the  Cuban  industrial 
situation  is  very  satisfactory,  and  that  the 
Sonora  product  is  making  steady  headway  in 
the  important  cities  on  the  island.  Among  re- 
cent sales  was  a  Louis  XV  de  luxe  model  to 
the  Casino  in  Havana,  and  the  throngs  who  visit 
this  establishment,  after  trying  their  skill  at  the 
various  games  of  chance,  dance  to  the  music  of 
the  Sonora  Louis  XV  model. 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  stock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadwa;,  N.  Y. 


Use  HARPONOLA 
to  Increase  Your 
Business 


A  store  is  judged  by  the 
merchandise  it  carries.  A 
HARPONOLA  Department 
is  not  only  a  profit-builder  in 
itself,  but  adds  to  your  good- 
will assets  by  stamping 
yours  as  a  quality  institu- 
tion. 

All  you  need  do  to  con- 
vince your  customers  that 
HARPONOLA  is  the  su- 
perior phonograph 

— is  to  remove  the  griUe 
and  expose  to  the  eye  the 
hidden  beauty  of  the  golden 
horn  of  mellow  spruce. 

Here  in  this  hidden  detail 
is  a  perfection  of  finish  that 
is  not  excelled  in  other 
phonographs  even  in  their 
exposed  portions. 

And  the  perfect  construc- 
tion and  finish  of  this  golden 
horn — carefully  wnrought  out 
of  Nature's  most  vibrant 
wood — is  one  reason  for  the 
bell-like  clarity  of  the  tones 
that  issue  from  the  phono- 
graph with  the  golden  voice. 

Perfect  mechanism  and 
superior  reproduction  quali- 
ties— coupled  with  the  fact 
that  HARPONOLA  plays 
all  records  equally  well — are 
further  reasons  why  HARP- 
ONOLA sells  and  "stays 
sold." 

Write  for  our  combination 
HARPONOLA  and  OkeH 
Record  proposition. 

THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS.  President 


WrYA  the 


60 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


R 


CORD 


rence  is  in  the  tone 


Li  !l 


71 


Life  %)ibrdnt 


The  greater  joy  Gennett  Records  give  to  music  lovers  is  the  joy  of 
hearing  the  buoyant,  warm,  colorful  tones  expressed  by  the  artists  at 
their  best.  The  life  that  is  in  the  artist  is  in  the  record.  That's  why 
Gennett  Records  are  better  for  dancing— better  for  hearing. 

For  New  Record  Delights  Hear  These  New  Gennetts: 

Pretty  Klttv  Kelly  (Pease nnd  Xel  will.  Robert  Hudson, 

T   /s  1  ^.  *  ;  .  *i  nt\ 


90*5  — Old  Man  Jazz  (Novell.N  Fox  Trol)  (Gene  Quaw) 
Saxi  HoUswortli  Harmony  Hounds. 
Why  Cry  Blues  (Fox  Trot)  ;Durante  and  Baquet). 
Jimmy  Duraule's  Jazz  Band  $1.00 

9053-  I'd  Love  to  Fall  Asleep  (and  Wake  Up  in  My 
Mammy's  Arms)  (Ahlerl-I.ewis- Young).  Flo  Bert. 
Contralto— Orchestra  .^ccomiKiniment. 

I've  Got  the  Blues  for  My  Kentucky  Home  (Clarence 
Gaskill).  Flo  Bert.  Contralto— Orchestra  .\cc.  .  $1.00 

9054-  Pretty  Little  Cinderella  (Franklyn  and  Vincent). 
Ballard  and  Terall,  Tenor  and  Contralto  Duct- 
Orchestra  Accompaniment. 


Tenor— Orchestra  .\ccorapaniment    ....  $1.00 

9055—  Kawaii  Walu.  Ferera  and  Franchini,  Hawaiian 
Guita  rs. 

Hawaiian  Hula  Medley.  Ferera  and  Franchini, 
Hawaiian  Guitars.  Medley  Intro.:  (1)  -Mouanalua. 
(2)  Mannawili.  (j)  Meleana  Sl.OO 

9056—  Silver  Moon  (Charles  Enist).  Frank  Kaniplain, 
YodliiiR- Orchestra  .\ccompauiment. 

Emmet's  Cuckoo  Song  (Emmet).  Frank  Kamplain, 
Yodling— Orchestra  .•Accompaniment     .    .    .  $1.00 


Gennetts  better  all  phonographs.  Hearing  is  believing 

THE  STARR  PIANO  COMPANY,  Richmond,  Indiana 


.VF.W  YORK 

CINCINN.\TI 


CHIC.VGO        -        LOS  .\NGELES        -         BIR.MINGH.\M         -  DETROIT 
CLKVEL.XXD         -         INDI.\NAPOLIS         -         LOXnOX.  C.VXAD.\ 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


61 


FEATURING  FRED  HUGHES'  RECORDS 

Nashville  Columbia  Dealers  Use  Exceptionally 
Effective  Display  in  Connection  With  Theat- 
rical Engagement  of  Columbia  Star 


Nashville,  Tenn.,  August  30. — Lebeck  Bros., 
of  this  city,  Columbia  dealers,  recently  con- 
ducted one  of  the  most  effective  artist  "tie  ups" 
that  has  been  instituted  by  a  talking  machine 
dealer  in  this  territory  for  some  time  past. 
E.  A.  Vinson,  director  of  publicity  for  this  or- 
ganization, handled  all  of  the  details  incidental 
to  this  "tie  up"  and  well  deserved  the  con- 
gratulations which  he  received. 

This  publicity  was  inaugurated  in  connection 
with  the  appearance  in  this  city  at  Loew's  Ven- 
dome  Theatre  of  Fred  Hughes,  exclusive  Co- 
lumbia artist.  Mr.  Hughes  appeared  for  three 
days  in  the  early  part  of  the  week,  and  prior  to 
his  arrival  Lebeck  Bros,  utilized  every  possible 
means  of  publicity  to  advise  the  public  regard- 
ing Mr.  Hughes'  act  at  Loew's  Theatre,  the  fact 
that  he  is  a  Columbia  artist,  and  that  his  rec- 
ords are  on  sale  at  their  store. 

The  lobby  of  Loew's  Vendome  Theatre  held 


Nashville,  the  following  three  days.  On  Mon- 
day morning,  in  addition  to  the  preparation  of 
artistic  displays,  etc.,  Lebeck  Bros,  carried  out 
the  following  intensive  publicity:  Follow-up 
ads  were  used  in  all  of  the  daily  newspapers;  a 
Grafonola  was  placed  on  the  stage  during  Mr. 
Hughes'  act,  and  was  used  as  the  basis  of  an 
interesting  feature;  Mr.  Hughes  made  brief  an- 
nouncements in  which  he  mentioned  Columbia 
records  as  well  as  Lebeck  Bros.,  and  at  each 
performance  a  Columbia  record  was  presented 
to  any  young  lady  who  would  sing  one  of  his 
Columbia  successes. 

On  Tuesday  the  concert  was  given  to  a 
crowded  house,  and  this  remarkable  publicity 
produced  splendid  results  for  these  enterprising 
dealers. 


VICTOR  CATALOG  BASIS  OF  ARTICLE 


A  Writer  in  Printers'  Ink  Monthly  Pays  High 
Tribute  to  Victor  Co.  Record  Literature 


Lebeck  Bros.'  Window  Display  Featuring 

an  attractive  display  of  Grafonolas  and  stand- 
ing by  each  machine  was  a  large  card  intro- 
ducing Mr.  Hughes,  presenting  his  records,  and 
featuring  the  fact  that  there  would  be  a  con- 
cert at  Lebeck  Bros.'  store.  It  was  also  an- 
nounced that  one  of  Mr.  Hughes'  latest  Colum- 


The  record  catalog  of  the  Victor  Talking 
Machine  Co.,  with  the  company's  monthly  rec- 
ord   supplements,    was    made    the    basis    of  a 

most  interesting 
and  enlightening 
four-page  article  by 
Roland  Cole  in  the 
August  issue  of 
Printers'  Ink  Month- 
ly, under  the  cap- 
tion: "A  Business 
Built  Around  a  Mu- 
sical Text  Book." 

The  article  dwelt 
particularly  upon 
the  unusual  and  in- 
timate portraits  of 
Victor  artists  pub- 
lished in  the  sup- 
plement and  the 
particular  appeal 
they  made  to  rec- 
ord buyers,  while 
special  reference  was 
made  to  the  han- 
dling of  opera  sub- 
jects in  a  popular 
way,  and  the  effi- 
cient manner  in 
which  the  big  cata- 
log is  kept  strictly 
The  article  was  pub- 
lished as  a  guide  to  manufacturers  in  other 
lines  who  have  been  seeking  ways  and  means 


Mb^I    mI    ^FOR  YOUR^  J\ 

PHONOGRAPH  ^ 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  century 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 


The  Best  OO  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 

famous  watch  oil  receives.  All  gums  and  impuri- 
,  ties  are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOIL^is''put'up' in  1-oz.,  3V4-oz.  and  8-oz.  Bottles 

and  in  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A 


for  improving  their  catalogs  and  giving  them 
individuality.  The  many  details  offered  should 
prove  of  particular  interest  to  Victor  whole- 
salers and  dealers  who,  although  they  have  re- 
ceived the  Victor  catalog  and  supplements  regu- 
larly for  years,  have  little  conception  of  the 
amount  of  work  involved  in  their  coinpilation 
and  the  excellent  system  that  is  followed  in 
preparing  them. 


OPENING  OF  OPERA  SEASON  NEAR 


Fred   Hughes'  Records 
up  to  date  at  all  times. 


The  opening  of  the  opera  season  is  a  very 
important  event  for  talking  machine,  dealers 
and  the  Victor  Co.  in  sending  out  to  the  trade 
the  October  literature  makes  emphasis  of  the 
fact  that  dealers  should  now  prepare  their  stores 
to  take  care  of  the  increase  which  is  sure  to 
come.  There  are  many  things  which  can  be  im- 
proved now  while  there  is  still  time.  The  show 
windows  can  be  brightened,  extra  help  can  he 
engaged  and  trained,  additional  record  rooms 
may  be  installed  and,  it  is  pointed  out,  there 
is  still  time  to  send  at  least  one  salesman  to 
the  Victor  Salesmanship  School.  Now  is  the 
time  to  do  this,  for  in  a  month  or  so  the  rush 
of  trade  will  keep  dealers  and  salesmen  too 
busy  to  give  these  subjects  attention. 


The  Columbia  Display  in  the  Theatre  Lobby 

bia  records  would  be  presented  to  any  lady  who 
would  sing  a  chorus  of  one  of  his  Columbia 
record  hits.  Two  slides  were  used  at  the  theatre 
announcing  Mr.  Hughes'  concert  in  the  store, 
and  one  of  the  acts  appearing  at  Loew's  Ven- 
dome Theatre  during  the  three  days  prior  to 
Mr.  Hughes'  performance  advised  the  public 
that  Mr.  Hughes  would  be  present  the  following 
week  and  that  he  would  give  a  concert  at  the 
Lebeck  Bros,  establishment. 

On  Sunday  morning  the  newspapers  carried 
half-page  advertising,  together  with  text  mat- 
ter incidental  to  Mr.   Hughes'  appearance  in 


Victor  Dealers 


will  find  in  our  new  whole- 
sale store  every  facility  for 
the  marketing  of 

VICTROLAS 

and  RECORDS 

Our  New  Location  at 

Penn  Avenue  and  12th  Street 

brings  our  wholesale  department 
to  within  one  block  of  the 
Pennsylvania  Station. 

Be  Sure  to  visit  the  Model  Victor 

Sales  Room  on  the  first  floor. 


PITTSBURGH,  PA. 


62 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Arc  you  making  every  Grafonola  delivery  an  ad- 
vertisement by  using  our  new  waterproof  delivery 
covers  carrying  14-inch  Columbia  trade-marks? 
They  mean  safety  and  ease  of  delivery,  convenience 
of  handling,  and  insurance  against  breakage  in  ad- 
dition to  their  advertising  value. 


Columbia  Graphophone  Co. 

NEW  YORK 


BREMERTON  STORE  IN  NEW  HOME        INTERESTING  EMERSON  DISPLAY 


Takes  Building  Recently  Vacated  by  Keith  Fur- 
niture Co. — Interior  to  Be  Remodeled 


Back's  Drug  Store  Works  Out  Attractive  Dis- 
play Window  Featuring  Emerson  Records 


Bremerton,  Wash.,  September  4.— Features  that 
will  make  Jackson's  Music  Store  the  finest  of  its 
size  in  the  Northwest  are  being  installed  at 
the  present  time  in  the  store  left  vacant  by  E.  S. 
Keith,  which  will  be  the  future  home  of  the 
Bremerton  Music  Store. 

The  entire  interior  is  being  finished  in  white 
enamel,  windows  have  been  enlarged  and  an 
inverted  lighting  system  introduced.  Six  sound- 
proof record  booths  and  four  music  studios  are 
built  in  along  the  walls  and  a  ladies'  parlor 
and  nursery  are  to  be  special  features  of  the 
balcony-,  which  extend  around  the  entire  room. 

Partitions  which  divided  the  floor  space  of 
60  by  100  into  various  rooms  are  being  torn  out 
to  make  one  spacious  room,  which  will  be  de- 
voted entirely  to  the  display  of  musical  instru- 
ments and  supplies. 


Talking  machine  dealers  have  frequently 
spent  considerable  time  working  out  attractive 
designs  featuring  records  and  in  many  instances 


Phonograph  Co.  received  recently  an  interest- 
ing photograph  from  Back's  Brug  Store,  Co- 
lumbus, Neb.,  featuring  a  most  effective  window 
display  in  behalf  of  Emerson  records.  This  dis- 
play' is  shown  herewith,  and  a  casual  study  of 
the  photograph  will  indicate  that  this  dealer 
has  utilized  the  most  effective  window  display 
methods  in  the  preparation  of  this  timely  and 


BUYS  WALTER  R.  GAGE  MUSIC  STORE  || 


Leon  F.  Douglass,  Jr.,  Takes  Over  Management 
of  Hollywood  Victor  Establishment 


Clever  Record  Display  by  Dack's  Drug  Store 


Leon  F.  Douglass,  Jr.,  of  Hollywood,  Cal., 
has  taken  over  the  Walter  R.  Gage  music  store, 
at  6614  Hollywood  boulevard,  and  the  store  in 
the  future  will  be  known  as  the  Forrest  Vic- 
trola  Studio.  The  Victor  line  of  Victrolas  and 
records  is  carried  exclusively  at  this  store  and 
Mr.  Douglass  declared  that  he  will  immediately 
improve  the  store  facilities  to  accommodate  a 
more  complete  line  of  both  machines  and 
records. 


have  found  it  difficult  to  devise  a  window  display  attractive  window.    Needless  to  say,  the  displa\- 

that  would  give  the  public  an  adequate  sales  produced    splendid   results   and    enhanced  the 

argument.  prestige  of  Emerson  records  in  the  city  of  Co- 

The  advertising  department  of  the  Emerson  lumbus. 


H.  T.  QRATZ  WITH  HAVERTY  CO. 


Takes  Charge  of  Columbia  Department  of  Large 
Savannah  Furniture  House 


has  had  experience  in  the  phonograph  business. 
He  plans  to  make  the  Grafonola  department  of 
this  house  the  most  complete  in  the  South. 


ORMES  MEN  AT  VICTOR  SCHOOL 

H.'  E.  Beauregard  and  Henry  C.  Hawken,  of 
the  sales  staff  of  Ormes,  Inc.,  Victor  distribu- 
tor. New  York  City,  are  attending  the  A^'ictor 
school  at  Camden  this  month. 


Savannah,  Ga.,  September  6. — H.  Turney  Gratz, 
who  was  formerly  connected  with  the  Lindsay 
&  Morgan  Co.,  has  taken  charge  of  the  Grafo- 
nola department  of  the  Haverty  Furniture  Co., 
to  succeed  ^^^  F.  Thorpe,  who  has  been  trans- 
ferred to  the  collection  department  of  the  Hav- 
erty Co. 

Mr.  Gratz  is  a  musical  critic  of  abilitv  and 


Harry  A.  Chick,  who  was  well  known  to  visi- 
tors to  moving  picture  theatres  in  the  good  old 
days  when  illustrated  songs  were  very  popular, 
is  a  very  eflicient  and  courteous  salesman  in  the 
\'ictrola  department  at  Kann's  Department 
Store,  Washington,  D.  C. 


When  you've  set  out  to  do  a  thing,  don't  leave 
the  job  half  done — it's  slovcnlv. 


Our  Complete  Stocks  of 

FmeKyon  Records 

assure  prompt  service  and  quick  deliveries 

Western  Iowa  and  Nebraska  Dealers 
Write    TODAY  for  this  Agency 

CARPENTER  PAPER  COMPANY 

OMAHA  Distributors  NEBRASKA 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


63 


/5  A  QUALITY  PHONOGRAPH 

^  Stratford  Dealers  are  Earning  Attractive  Profits. 

^  The  outstanding  quality  of  The  Stratford;  the  beauty  of  its 
design  and  finish  combined  with  its  distinct  reproduction  and 
unusually  full,  round,  natural  tone,  wins  and  holds  customers 
for  you. 

^  Without  extra  attachments  any  record  is  reproduced  perfectly. 

^  Here  is  the  phonograph  you  will  want  to  handle;  the  phono- 
graph your  trade  will  demand. 

Progressive  dealers  everywhere  are 
urged  to  get  The  Stratford  proposi- 
tion.      It  spells  attractive  profits. 

The  Stratford  Phonograph  Co.,  inc. 


Factories 


Ashland,  Ohio 


General  Offices 


64 


THE   TALKING   MACHINE  WORLD 


SEPTEMBliE  IS,  1920 


INDEBH 


^OUL  OF  HARMONY' 


MR.  JOBBER 

We  want  you  to  investigate  the  Independent  line  as 
a  leading  jobbing  proposition 

We  have  one  jobber  in  the  South  who  sells  1,000 
Independents  per  month. 

We  have  a  jobber  in  New  England  who  sells  850 
Independents  per  month. 

We  have  a  department  store  in  the  middle  West 
which  sells  500  Independents  per  month. - 

We  have  several  large  dealers  whose  monthly  busi- 
ness with  us  is  in  excess  of  200  machines  per  month. 

We  own  and  operate  3  large  factories  which  are 
building  quality  machines,  which  it  will  pay  you  to 
investigate. 

Our  manufacturing  facilities  have  been  greatly  en- 
larged, and  we  want  a  few  more  live,  responsible 
jobbers  who  have  a  following  and  who  want  high  class 
talking  machines  at  prices  which  are  lower  (quality 
considered)  than  anything  on  the  market. 

Our  discounts  are  liberal,  our  co-operation  of  the 
very  highest  order.  Our  representative  will  call  on 
responsible  people  who  request  same  in  response  to 
this  ad. 


INDEPENDENT  TALKING  MACHINE  CO.,  Inc. 

12  East  42nd  Street,  New  York  City 

Southern  Distributors,  -  5  Governor  Street,  Richmond,  Va. 
New  England  Branch  Office,  105  Washington  St.,  Boston,  Mass. 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


65 


PAN=AMER1CAN  TOUR  FOR  SOUSA 

Famous  Bandmaster  to  Visit  Cuba  and  Mexico 
for  First  Time  in  Response  to  Demand  for 
American  Music — Strengthens  Musical  Ties 


John  Philip  Sousa,  the  famous  Victor  artist, 
who  will  celebrate  his  twenty-eighth  year  as 
band  leader  with  a  great  concert  on  September 
28  at  the  Hippodrome,  has  announced  that 
Sousa's  Band  will  play  under  the  auspices  and 


■ 

Lieut.  John  Philip  Sousa 

direction  of  the  Cuban  Government  for  a  season 
of  six  weeks  in  Havana  and  other  cities  of  both 
that  republic  and  Mexico  in  1921.  This  engage- 
ment is  regarded  as  a  token  of  the  late  grow- 
ing Latin-American  understanding  and  admira- 
tion for  the  best  of  American  music. 

"There  is  no  more  musically  inclined  people 
in  the  world  than  the  Latin-Am(?rican,"  said  Mr. 
Sousa  recently,  "and  not  even  their  Spanish  an- 
cestors were  more  deeply  schooled  or  more  in- 
tensely susceptible  to  lyric  art  than  are  the 
warm-hearted    and    emotional    people    of  this 


island  of  the  Caribbean  Sea.  And  they  have 
great  bands  of  their  own,  don't  forget  that;  won- 
derful bands,  that  have  won  renown  in  various 
parts  of  the  Anglo-Saxon  world." 

The  Cuban  season  of  Sousa's  Band  is  to  be 
followed  by  four  weeks  in  the  City  of  Mexico, 
the  home  of  much  traditional  and  written  Span- 
ish music  on  this  continent.  The  joint  enter- 
prise will  mark  Sousa's  first  visit  to  cities  south 
■  of  Key  West  and  the  Rio  Grande,  where  the 
fame  of  Sousa's  Band  has  gone  before  the  band- 
master and  his  men.  Their  tour,  it  is  declared, 
should  go  far  toward  cementing  new  ties  of 
understanding,  a  sort  of  musical  "Monroe  Doc- 
trine" of  the  fine  arts  in  the  Western  Hemi- 
sphere. 


A  SUCCESSFUL  IDAHO  MUSIC  STORE 


HAS  STAGGERED  RECORD  RACK 


Greenfield  Talking  Machine  Man  Brings  Out 
"Music  Table"  Embodying  New  Device 


Greenfield,  O.,  September  7. — When  the  idea  of 
staggering  or  stepping  the  partition  spaces  of  a 
record .  filing  cabinet  for  talking  machines  oc- 
curred to  John  M.  Waddell  of  this  city,  he  in- 
tended it  merely  for  use  in  his  own  home,  but 
after  it  was  completed  it  received  so  much  at- 
tention that  he  decided  to  design  a  talking  ma- 
chine that  would  be  different,  at  least  in  this 
respect. 

The  result  of  his  efforts  was  the  "Music 
Table,"  which  features  the  staggered  record 
rack.  This  was  followed  by  the  music  stand, 
the  music  cabinet  No.  1  and  music  cabinet  No.  2, 
all  using  this  system,  in  which  two  records  may 
be  filed  in  the  space  usually  required  for  one. 
Mr.  Waddell,  who  has  invented  and  patented 
this  unique  system,  is  the  inventor  of  many 
articles,  and  his  instruments,  which  are  manu- 
factured by  the  Music  Table  Co.,  of  this  city, 
are  meeting  with  a  ready  sale. 


Auerbach's  Music  Store  Finds  Columbia  Dealer 
Helps  Valuable  in  Improving  Business 


Idaho  Falls,  Idaho,  September  5. — One  of  the 
most  successful  retail  stores  in  this  city  is  Auer- 
bach's Music  Store,  which  specializes  in  the  sale 
of  Columbia  Grafonolas  and  Columbia  records. 
This  store  is  located  on  the  principal  business 
street  of  this  city,  and  through  the  use  of  ef- 
ficient sales  methods  and  timely  publicity  Mr. 


View  of  Interior  of  Auerbach's  Store 

Auerbach  has  developed  a  profitable  clientele 
for  Columbia  product. 

A  section  of  this  store  is  shown  herewith,  and 
the  refinement  of  the  decorations,  together  with 
the  attractiveness  of  the  store  lay-out,  have  con- 
tributed materially  to  the  success  of  the  estab- 
lishment. Mr.  Auerbach  uses  all  of  the  sales 
helps  prepared  by  the  Columbia  Dealer  Service 
department,  and  states  that  he  has  found  them 
an  invaluable  aid  in  his  business. 


MULTUM  IN  PARVO 


You  have  to  stay  for  the  showdown  if  you 
want  a  chance  at  the  pot. 


No  manufacturer  or  dealer  is  so  firmly  estab- 
lished in  a  field  that  he  can  afford  to  let  a  live 
competitor  do  all  the  advertising. 

^       ^       ^  ^ 

If  a  merchant  doesn't  read  the  papers  of  his 
own  trade,  what  the  Sam  Hill  does  he  read? 


BALL  BEARING 

C:N\(Howe  S-'Companv 

No  obsfruchion  _        ^  _      _  ^.  .  tii 

in  debase  21  East\^n BurenStChica^o  III. 


66 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


IMPORTANT  COLUMBIA  CHANGES 


General  Sales  Manager  Hopkins,  of  the  Colum- 
bia Co.,  Announces  a  Number  of  Changes  in 
the  Sales  Personnel  of  the  Company's  Branches 


Geo.  \V.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  New  York,  sent 
out  this  week  an  important  announcement  rela- 
tive to  'changes  in  the  Columbia  sales  per- 
sonnel. 

Effective  September  1,  E.  M.  Morgan,  formerly 
city  salesman  in  the  Boston  branch,  becomes 
manager  of  the  St.  Louis  branch,  succeeding 
John  McKenna,  who  has  been  promoted  to  the 
management  of  the  Chicago  branch.  Mr.  Morgan 
has  had  extensive  experience  in  the  Columbia 
organization,  and  is  thoroughl}'  qualified  to 
fill  his  new  post. 

H.  B.  Haring,  formerly  associated  with  the 
Baltimore  branch  in  charge  of  Baltimore  city 
territory,  has  been  appointed  manager  of  the 
New  Haven  branch,  succeeding  H.  E.  Gardner. 

R.  H.  Woodford,  formerly  connected  with  the 
Philadelphia  branch  and  well  known  in  the 
Eastern  trade,  has  been  appointed  manager  of 
the  Cincinnati  branch,  succeeding  F.  F.  Dawson, 
v.ho  recently  resigned  from  the  company's 
service. 

Effective  September  1,  the  Cplumbia  Grapho- 
phone Co.  closed  its  Portland,  Me.,  branch,  and 
this  business  is  now  being  handled  by  the 
Boston  branch.  G.  P.  Donnelly,  formerly  man- 
ager of  the  Portland  branch,  has  been  appointed 
assistant  manager  of  the  Boston  branch,  which 
is  under  the  management  of  Fred  E.  Mann. 

Effective  October  1.  H.  E.  Gardner,  formerly 
manager  of  the  New  Haven  branch,  becomes 
manager  of  the  Detroit  branch,  succeeding  S. 
E.  Lind,  who  has  resigned  from  the  Columbia 
service. 


LITHUANIAN  RECORD  CORPORATION 


The  Lithuanian  Record  Corp.,  Brooklyn,  N. 
Y.,  was  recenth'  incorporated  under  the  laws  of 
New  York  State  to  deal  in  musical  instruments 
and  records.  The  capital  of  the  new  corpora- 
tion is  $50,000  and  the  incorporators  are  J.  Gir- 
des,  P.  Buksnaitis  and  J.  Wizas,  317  Eighty- 
fourth  street,  Brooklyn. 


ARCADE  SONG  SHOP  MOVES 


The  .Arcade  Song  Shop,  Milwaukee,  Wis.,  has 
recently  moved  from  Room  22  to  Room  34  in 
the  Plankinton  Arcade.  C.  G.  Creibe,  the  owner 
and  proprietor,  said  that  it  is  his  intention  to 
add  a  line  of  talking  machines  and  records  to  his 
present  stock  of  sheet  music. 


Intermountain 


Victrola 


S 


ervice 


Our  new  and  completely  equipped  wholesale  plant 
places  us  in  a  position  to  give  careful,  first  class 
service. 

Progressive  Victor  Dealers  are  making  new  plans 
to  broaden  their  activities,  and  we  will  welcome 
the  opportunity  to  help  make  your  store  the  musical 
center  of  your  community. 

THE  JOHN  ELLIOTT  CLARK  CO. 

Victor  Wholesalers 
SALT  LAKE  CITY,  UTAH 


SELL  RETAIL  SONORA  BUSINESS 


I.    Quimby   Tobin   Takes    Retail    Business  of 
Moore-Bird  &  Co.  of  Denver 


Moore-Bird  &  Co.,  Denver,  Colo.,  who  were 
recently  appointed  Sonora  distributors  for 
Colorado,  New  Mexico  and  Wyoming  (East  of 
Rock  Springs),  are  making  splendid  headway. 
The  company  has  secured  an  excellent  location 
in    the   center   of   the    city   at    1751  California 


Moore-Bird  &  Co.  has  been  sold  by  them  to 
I.  Quimby  Tobin,  who  is  conducting  the  busi- 
ness under  the  name  of  the  Sonora  Shop.  He 
is  making  an  excellent  start  in  the  phonograph 
business,  and  although  this  is  his  first  venture 
in  this  industry  there  is  every  reason  to  be- 
lieve that  he  will  attain  signal  _  success. 


HENRY  A.  GAUTSCHI  NOW  MANAGER 

Henry  A.   Gautschi.  one  of  the  enterprising 

members  of  the  talk- 
ing machine  trade  in 
Philadelphia,  Pa.,  is 
now  manager  of  the 
talking  machine  de- 
partment of  the 
Monroe  M.  Johnson 
store,  Victor  dealer, 
at  2530  West  Le- 
high avenue.  Mr. 
Gautschi  is  plannin,g 

View  of  Moore-Bird  &  Co.'s  Establishment  t^j^g   (-^re  of  an 

street,  and  this  building  is  being  equipped  in  a  unusually  large  volume  of  business  in  Vic- 
tlioroughh'  up-to-date  manner.  tor  machines  and  records  during  the  coming 

The    retail    business    formerly    handled    bv     Fall  and  ^^'inte^. 


To  ad  just  for  the  playing  of  dif- 
ferent records  means  just  a 
quick,  easy  turn  of  the  repro- 
ducer. No  extra  elbows.  You 
ought  to  see  an  d  HEAR  the 
Sterling.  You  will  be  surprised 
at  its  convenience,  its  beauty 
and  wonderful  improvement  of 
tone. 


ATTENTION 

Edison  Dealers 


Edison  owners  want  this  per- 
fect Reproducer  that  plays 
all  records. 

Send  for  circular  and  prices 

Standard  Phonograph  Motors,  Inc. 


Successors  to 


Plays  All  Records 


Krasbcrg  EnginGcring  & 
Manufacturing  Corporation 


451-467  -E.  Ohio  St. 


Yhiea^o  Illinois  U.S.A. 


The  Talking  Machine  World,  New  York,  September  15,  1920 


11  QKeL  Records! 


Records  have  quality,  vol- 
ume and  clarity.  Earliest  releases 
of  biggest  song  and  dance  hits! 
Become  a  profit  sharer  of  the  most 
lucrative  record  enterprise.  Write 
your  nearest  distributor  for  details 
of  our  proposition. 

Distributors 


ATLANTA,  GA. 
Scoville  Mercantile  Company. 

BOSTON,  MASS. 
Musical  Products  Company,  142  Berkeley  Street. 

BOCKBON,  IND. 
Stoffer   &    Stackhouse  Company. 

BUFFALO,   N.  Y. 
Iroquois  Sales  Corporation,  14  N.  Division  Street. 

CELINA,  OHIO 
Harponola  Company. 

CHARLESTON,   W.  VA. 
.Jro.    W.    Sparkes  Company. 

CHARLOTTE,  N.  C. 
.'Vmerican  Hardware  &  Equipment  Company. 

CHICAGO,  ILL. 
Consolidated     Talking     Machine     Company,  227 

West  Wasliington  Street. 
Magnola    Tallying    Machine    Company,    "11  Mil- 

wauliee  .\venue. 

Playerphone   Tallting   Machine    Company,  338-352 

N.  Kedzie  .4ve.  *' 
C.  .T.  Van  Hoiiten  &  Zoon,  140  S.  Dearborn  Street. 
Wade  Talking  Machine  Company,  14  N.  Michigan 

Ave. 


CLEVELAND,  OHIO. 
Kcnned.v-Green   Company,  1865  Prospect  Avenue. 

DALLAS,  TEXAS. 
Sonora  Distributing  Co.  of  Texas. 

DENVER.  COLORADO. 
Moore-Bird  Company,  1751  California  Street, 

DES  MOINES,  IOWA. 
Des  Moines  Drug  Company,  4th  and  Vine  Streets. 

GOLDSBORO,  N.  C. 
Independent  .Jobbing  Corporation. 

INDIANAPOLIS,  IND. 
Kiefer-Stewart      Company,      Capitol     Ave.  and 
Georgia  Street. 

MARIETTA,  OHIO. 
Stevens  Organ  &  Piano  Company. 

MILW.\UKEE,  WIS. 
Vahr    &    Lange    Drug    Company,    207    E.  Water 
Street. 

MINNEAPOLIS,  jMINN. 
Jlinneapolis  Drug  Company. 

NEAVARK,  N.  J. 
Gritntli  Piano  Company,  605  Broad  Street. 


NEW  YORK,  N.  Y. 
Fred  Gretsch  Manufacturing  Company,  60  Broad- 
way, Brooklyn. 
Ziegler,  Bal»er  &  Johnson,  100  Chambers  Street. 

OMAHA,  NEBR. 
Lee-Coit  Andreesen  Hardware  Company. 
Schmoller  &  Mueller  Piano  Company,  1311  Farnum 
Street. 

PHILADELPHIA,  PA. 
Heath  &  Gorham,  26  S.  15th  Street. 
Philadelphia   Show    Case   Company,  127   N.  13th 
Street. 

PITTSBURGH,  PA. 
Pliiludeljihia   Show   Case   Company,  2002  Jenkins 
Arcade. 

PORTLAND,  ORE. 
Pacific   Phonograph   Manufacturing   Company,  45 
Fourtli  Street. 

SAINT  LOUIS,  MO. 
Tlie  Arfophone  Qompan.v.  1113  Olive  Street. 

SAN  FRANCISCO,  CALIF. 
Koliler  &  Chase.  26  O'FarreU  Street. 

WICHITA,  KANS. 
Soiitliwestern  Drug  C<»mpany. 

W'lLLIAMSPORT,  PA. 
Kishel  Phonograph  Company. 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street,  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.     Kitchener,  Ont. 
Branch  Offices  :      Chicago,  III.      Toronto,  Can       London,  Eng. 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


67 


Art  Hickman's  Orchestra  plays  three  fox-trots  and 
a  waltz— "A  Young  Man's  Fancy",  "Tell  Me  Little 
Gypsy",  "La  Veeda"  and  "In  the  Gloaming".  Have 
you  ordered  a  big  supply?  A-2970  and  A-2972. 


Columbia  Graphophone  Co. 

NEW  YORK 


AN  INTERESTING  PUBLICATION 

The  New  Catalog  Just  Issued  by  the  Granby 
Phonograph  Corp.,  Norfolk,  Va.,  Is  Most  Ad- 
mirably Written  and  Handsomely  Illustrated 


It  is  generally  conceded  that  the  catalogs  pro- 
duced by  the  various  talking  machine  manufac- 
turers are  numbered  among  the  most  attractive 
pieces  of  literature  sent  out  by  any  industry. 
The  premier  catalog  of  the  Granby  Phonograph 
Corp.,  of  Norfolk,  Va.,  is  well  entitled  to  rank 
among-  the  foremost  in  the  talking  machine  field. 
It  is  an  excellent  example  of,  the  best  work  in 
modern  printing  and  engraving.  The  same  good 
taste  manifested  in  the  artistic  perfection  of  the 
model  designs  of  the  Granby  line  is  carried  for- 
ward in  the  printed  presentation  of  the  line. 

The  cover  design,  in  pale  green  and  white,  is 
in  entire  keeping  with  the  nature  of  the  product 
described  and  follows  the  theme  of  the  "Pipes 
of  Pan."  The  objective  which  impelled  the  pro- 
duction of  the  Granby  phonograph  is  described 
in  the  foreword  as  "the  unsatisfied  universal  de- 
sire for  an  instrument  possessing  perfect  co-ordi- 
'nation  of  the  functions  that  give  volume  and 
that  carry  the  music  to  the  listener's  ear,"  and  it 
is  stated  that  the  musician,  the  artist,  the  in- 
terior decorator  and  the  lover  of  home  enter- 
tainment all  find  renewed  delight  and  enjoy- 
ment in  this  latest  of  all  reproducing  instru- 
ments. 

In  the  succeeding  pages  the  eight  models  of 
the  Granby  line  are  portrayed  and  described. 
The  models  are  equally  divided  between  four 
console  and  four  upright  models  and  a  full  page 
is  devoted  to  the  illustration  and  description  of 
each.  The  designs  are  the  handiwork  of  one 
of  Grand  Rapids'  foremost  designers  and  in 
each  instance  great  care  has  been  taken  to  have 
the  model  true  in  every  detail  to  the  period 
which  it  represents.  The  console  models  are  pro- 
duced in  the  Chippendale,  Louis  XVI,  Queen 
Anne  and  Adam  periods,  while  the  upright 
models  are  in  Louis  XVI,  Queen  Anne,  Adam 
and  Sheraton  periods.  One  of  the  entirely  dis- 
tmctive  features  in  the  upright  models  is  found 
in  the  top.  The  familiar  flat  top  has  been  elimi- 
nated in  favor  of  a  curved  top,  the  lines  of 
which  give  a  very  pleasing  effect.  All  the  up- 
right models  are  equipped  with  flush  motor 
boards  with  dust  molding,  automatic  stop,  jewel 
points  for  playing  all  records  and  200  steel 
needles.  All  exposed  metal  parts  in  the  Louis 
XVI  model  are  finished  in  heavy  gold  plate, 
while  all  other  upright  models  are  heavily  nickel 
plated.  The  same  high-class  equipment  is  also 
found  in  the  console  models.  Extra  powerful 
two-spring  and  three-spring  motors  are  used 
and  several  of  the  models  have  electric  light 
equipment. 

In  a  four-page  closing  article  is  given  the 
purpose  of  the  Granby  Phonograph  Corp.,  which 
is  to  so  make  the  instrument  that  it  will  set 
the  pace  in  the  industry.  The  exceptional  tonal 
qualities  of  the  Granby  are  described  and  the^ 
damper  tone  control  is  mentioned.  Consider- 
able space  is  also  devoted  to  the  design,  con- 
struction and  finish  of  Granby  cabinets.  In  con- 


clusion the  Granby  motor  is  described  as  fol- 
lows: "The  most  important  feature  of  a  Granby 
phonograph  can  never  be  shown  or  explained  in 
a  catalog,  no  more  than  the  ability  of  a  watch 
to  keep  accurate  time  can  be  shown  by  a  photo- 
graph. Most  people  need  to  carry  a  watch,  to 
wind  it  a  few  times  and  test  it  in  their  own 
possession  before  they  are  convinced  that  a 
watch  is  a  good  time  keeper.  The  possession  of 
a  Granby  phonograph,  and  the  tests  of  the 
motor  which  will  naturally  be  made,  will  be  the 
cause  of  the  Granby  motor  becoming  famous 
the  world  over." 

This  first  descriptive  catalog  has  just  come  off 
the  press  and  is  being  mailed  to  interested  deal- 
ers upon  application  from  the  headquarters  of 
the  Granby  Phonograph  Corp.,  Norfolk,  Va. 


GETS  $1,250,000  POLICY 

Brunswick-Balke-Collender  Co.  President  Makes 
His  Concern  Beneficiary 


Benjamin  H.  Bensinger,  president  of  the 
Brunswick-Balke-Collender  Co.  of  Chicago,  re- 
cently completed  arrangements  for  a  straight 
life  insurance  policy  amounting  to  $1,250,000, 
naming  his  corporation  as  beneficiary.  This  is 
in  addition  to  $1,000,000  carried  by  Mr.  Ben- 
singer  for  the  benefit  of  his  family. 

The  premium  on  the  $1,250,000  policy,  amount- 
ing to  $62,500  per  annum,  will  be  paid  by  the 
corporation.  Eight  insurance  companies  par- 
ticipated in  the  joint  policy.  He  was  examined 
physically  by  more  than  twenty  doctors. 


Tact  and  cheerfulness  are  the  Gold-dust  Twins 
of  salesmanship — they  keep  things  bright. 


Don't  forget  that  advertising  means  compet- 
ing for  the  reader's  attention. 


New--High-Class 
Attractive  Exclusive 

Carry  the  Country  by  Storm 
in    an   Avalanche    of  Fun 

The  "Phono-Movies"  enliven  the  fun 
while  playing  popular  records. 

Cleverly  designed,  brightly  colored  fig- 
ures perform  laughable  stunts  that  create 
unbounded  merriment. 

The  "Phono-Movies"  are  enduring  as  a  mirth- 
provoking  amusement  device  and  every  phonograph 
owner  is  won  over  at  once  by  the  funny  perform- 
ance of  these  manikins  as  they  dance  to  the  music 
of  a  lively  record. 

In  addition  to  the  three  parts  that  comprise  the 
working  device,  THREE  "Phono-Movie"  subjects 
are  included  in  each  outfit. 

Operated  without  attachments  of  any  kind  by  any 
disc  phonograph  and  automatically  adjusted. 

Retail  price  $1.50 

STOCK  ON  HAND  FOR  IMMEDIATE 
DELIVERY 

QUICK!  Cel  your  sampleSend  coupon  NOIV  to 
Commercial  Art  Shop     -     Covington,  KTy, 

Find  enclosed  $1.00  for  which  please  send  "Phono-Movie" 
sample  outfit  complete  with  three  "Movies"  and  directions, 
by  prepaid  parcel  post.  Also  give  introductory  proposition  to 

JOBBER  1 

DEALER  y   Indicate  which 

AGENT  ) 


Dancing  Uartiy 


68 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


Reproducer  Is  a  Revelation! 


WE  want  to  repeat  that — it's  a  revelation.     That  remark  will  be  your 
exclamation,  just  as  it  was  of  all  other  individuals  when  for  the  first  time 
in  their  lives  they  had  been  gripped,  and  thrilled  by  the  music  coming 
from  a  phonograph. 

It  was  not  the  record;  it  was  not  the  phonograph,  but  the  ^^^^^m. 
Reproducer  which  clearly,  distinctly,  and  purely  produced  the  record  of  an 
operatic  artist  far  better  than  ever  heard  before. 

The  more  or  less  cramped,  choked,  and  nasal  tones  of  the  phonograph  are, 
and  were  always  its  weakest  points.  How  often,  as  you  stood  beside  a  talking 
machine  or  phonograph,  the  thought  would  flash  through  your  brain- — "ij  I  only 
could  do  something  to  stop  the  machine  from  choking  the  tones  of  the  singer." 

Alas,  the  choked  and  nasal  tones  have  been  eliminated  by  the  j^-^i^p^  Re- 
producer. The  Patented  scientific  construction  of  elastically  mounting  the  sound 
box  shell  so  as  to  permit  the  free  vibrations  of  the  diaphragm  marks  the  greatest 
advancement  in  phonograph  tone  reproduction  thus  far  brought  into  the  industry. 

THE  REMINGTON  PHONOGRAPH  CORPORATION 


General  Offices:    1662-1666  Broadway,  New  York 


Philo  E.  Remington 
President 


Everett  H.  Holmes 
Sales  Manager 


James  S.  Holmes 
Vice-President  and  General  Manager 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


69 


HANDLING  INSTALMENT  SALES  UNDER  REVENUE  LAW 

Internal  Revenue  Department  Issues  New  Ruling  Covering  the  Keeping  of  Book  Accounts  of  In- 
stalment Sales — Information  of  Great  Importance  to  Music  Merchants  Generally 


The  Legal  Department  of  the  Music  Industries 
Chamber  of  Commerce  has  just  notified  the 
music  industry  that  on  July  28,  1920,  the  Internal 
Revenue  Department  issued  a  new  ruling  (T.  D. 
3046)  reconsidering  its  previous  dictum  and 
adopting  the  following  procedure  where  a  tax- 
payer engaged  in  merchandising  upon  the  in- 
stalment plan,  who  has  heretofore  made  returns 
upon  the  basis  of  treating  the  profit  upon  in- 
stalment sales  as  realized  as  at  the  date  of 
sale,  now  wishes  to  change  to  the  basis  of 
reporting  the  profit  as  being  realized  as  at  the 
date  of  collection  of  the  outstanding  accounts. 

1.  In  accordance  with  the  provision  of  Article 
42  Par.  914)  (as  amended  sic)  of  Regulations  45, 
the  balance  sheet  as  at  the  beginning  of  the  tax- 
able year,  which  shall  be  filed  as  a  part  of  the 
return,  shall  carry  the  instalment  sales  contracts 
unliquidated  and  remaining  in  force  as  at  the 
date  that  this  system  of  accounting  is  adopted 
and  made  effective  by  the  taxpayer,  as  accounts 
receivable,  such  unliquidated  instalment  sales 
contracts  having  been  inventoried  and  deter- 
mined as  at  that  date.  Cash  collections  on  ac- 
count of  such  contracts  will  be  credited  directly 
to  such  accounts  receivable,  and  no  part  of 
such  collections  will  be  included  in  computing 
realized  profits  for  the  taxable  year. 

2.  As  from  the  beginning  of  the  taxable  year, 
the  following  accounts  should  be  set  up: 

(a)  GOODS  PURCHASED,  which  will  be 
charged  with  the  amount  of  inventory  of 
the  goods  on  hand  at  the  beginning  of 
the  taxable  year  and  with  the  expendi- 
tures for  goods  purchased  during  the 
year. 

GOODS  SOLD  (cost  value),  which  will 
be  credited  with  the  cost  value  of  all 
goods  sold  during  the  year. 
INSTALMENT  SALES  CONTRACTS 
(year  date),  which  will  be  charged  only 
with  the  amount  of  instalment  sales  con- 
tracts made  during  the  year  specified. 
This  account  for  each  year  will  be  cred- 
ited with  all  cash  contracts  FOR  THAT 
YEAR  ONLY,  and  with  the  unpaid  in- 


(b) 


(c) 


stalments  of  defaulted  or  canceled  con- 
tracts for  that  year. 

(d)  UNREALIZED  GROSS  PROFITS  ON 
INSTALMENT  SALES  CONTRACTS 
(year  date),  which  will  be  credited  only 
with  the  amount  of  unrealized  gross 
profits  upon  instalment  sales  contracts 
made  during  the  year  specified.  This 
amount  will  be  the  total  of  the  instal- 
ment sales  contracts  for  that  year  re- 
duced by  the  cost  or  inventory  value  (as 
carried  in  account  (a)  GOODS  PUR- 
CHASED), of  the  actual  goods  sold  and 
covered  by  the  contracts;  the  balance 
remaining  being  the  amount  of  the  un- 
realized gross  profits.  The  proforma 
monthly  (or  annual)  journal  entry  would 
be: 

Instalment  sales  contract 

Dr.  Cr. 

(year  date)    $   $  

To  goods  sold 

(cost  value)    $  

Unrealized  gross  profits  on 
instalment    sales  contracts 

(year  date)  $  

(e)  REALIZED  PROFITS  ON  INSTAL- 
MENT SALES  CONTRACTS,  which 
will  be  credited  from  month  to  month  (or 
at  the  end  of  the  year),  with  the  profits 
realized  by  cash  collections  upon  all  in- 
stalment sales  contracts  of  any  year. 
Such  profits  should  be  computed  by  tak- 
ing the  same  percentage  of  the  cash  col- 
lections made  during  the  taxable  year  on 
account  of  instalment  sales  contracts  of 
either  that  or  prior  years,  as  the  total 
unrealized  profits  on  instalment  sales  con- 
tracts for  the  year  against  which  the  col- 
lection applies  bear  to  the  total  instal- 
ment sales  made  during  that  respective 
year.  Corresponding  debits  should  be 
made  to  UNREALIZED  GROSS 
PROFITS  ON  INSTALMENT  SALES 
CONTRACTS  for  the  year  affected  by 
such  collections.    If  adjustments  to  any 


If  <hf  FV'Q  GRAPHITE  PHONO 
amjjmj  J-i  R  >J  SPRING  LUBRICANT 

Ilaley's  Lubricant  makes  the  Motor  make  good 
Ii  prepared  In  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.    Remains  In  113  original  form  Indefinitely. 
Put  up  in  1 ,  5,  10,  23  and  30-pound  cans  for  dealer*. 

This  lubricant  is  also  put  up  in  4-ounce  cans  to  retail  at  25  cents 
each  under  the  trade  name  of 

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or  all  of  these  various  accounts  become 
necessary  in  order  that  it  or  they  may 
accurately  reflect  the  facts,  such  adjust- 
ments may  be  made  either  monthly  or  as 
at  the  end  of  the  taxable  year. 
It  is  believed  that  sufficient  has  been  said 
above  to  indicate  the  use  that  is  to  be  made  of 
these  special  accounts,  and  it  is  not  necessary  to 
discuss  any  of  the  other  ordinary  accounts. 

It  will  be  noted  that  the  foregoing  plan  which 
will  be  permitted  upon  an  explicit  statement  of 
facts  made  to  the  Commissioner  of  Internal  Rev- 
enue by  a  taxpayer  engaged  in  merchandising 
upon  the  instalment  plan  is  not  a  change  from 
an  accrual  basis  to  a  cash  received  and  paid 
basis.  In  the  opinion  of  this  office  the  income 
of  a  merchandising  concern  cannot  be  correctly 
reflected  upon  the  latter  basis  as  the  use  of  in- 
ventories is  absolutely  essential.  The  plan  herein 
outlined  is,  therefore,  merely  such  a  modification 
or  adaptation  of  the  ordinary  accrual  method  of 
accounting  as  in  the  opinion  of  this  office  will 
enable  the  accounts  of  the  taxpayer  clearly  to 
reflect  his  net  income.  Where  in  the  past  an- 
other method  has  been  used  that  has  failed  to 
reflect  the  taxpayer's  net  income  an  amended 
return  or  returns  for  such  year  may  be  made. 

In  cases  where  the  taxpayer  has  in  the  past 
exercised  the  option  of  reporting  the  profit  as 
realized  as  at  the  date  of  sale  and  now  wishes 
to  change  to  a  basis  of  reporting  the  profit  as 
realized  as  at  the  date  of  collection  of  the  out- 
standing instalments,  either  of  which  method  is 
allowable  under  Article  42  of  Regulations  45, 
amended  returns  for  years  prior  to  the 
date  that  the  above  outlined  system  of  account- 
ing is  adopted  and  made  effective  by  the  tax- 
payer, will  not  be  required  or  allowed  unless  in 
the  option  of  the  Commissioner  such  former 
method  has  failed  to  reflect  the  net  income. 


miintt. 


Distributors  for  the  Puritan  Phonograph 
in  Western  Pennsylvania,  So.  W.  New 
York,  Western  Maryland,  Virginia  and 
West  Virginia 


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Operaphone  Records  and  Melodee  Rolls 

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Each  unit  manufactured  In  Purltan't  own  fac- 
tory and  every  part  Is  guaranteed. 

The  Puritan  PbonoKraph  (the  phonograDh  which 
literally  ipeBlBi  for  Itself).  There  Is  richness  and 
purity  In  the  reproduction — (luite  different  from 
other  Instrtiments — that  Invariably  pleases  the 
listener.  The  most  critical  music  lovers  declaro 
that  such  smoothness,  clearness  and  volume  of  tone 
has  never  been  produced  by  ordinary  phonograph. 
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70 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Even  with  a  pro- 
duction of  over 
500  phonographs 
a  day,  we  require  your 
order  NOW  in  order  to 
assure  delivery  for  Fall 
and  Christmas  sellin 

Don't  let  delay  rob  you  of  the  profits  this 
sensationally  low-priced  phonograph  offers  you 
Remember— Every  Stewart  Phonograph  is  Guaranteed ! 

STEWART  PHONOGRAPH  CORPORATION,  Inc.,  Lincoln  Bldg.,  Buffalo,  N.  Y. 


PHDNOBRAPH 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


71 


NEW  COLUMBIA  CALENDAR  READY 

Dealer  Service  Department  of  Columbia  Grapho- 
phone  Co.  Sending  Samples  of  Next  Year's 
Calendar  to  Dealers  Throughout  the  Country 


The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  has  forwarded  to  Colum- 
bia dealers  a  sample  of  the  new  1921  calendar, 
designed  exclusively  for  Columbia  representa- 
tives. This  calendar  has  won  the  enthusiastic 
approbation  of  all  the  dealers  who  have  seen  it, 
and  judging  from  present  indications  it  will  be 
used  universally  by  Columbia  representatives. 

In  announcing  this  new  calendar  the  Dealer 
Service  department  called  attention  to  the  fol- 


The  1921  Columbia  Co.  Calendar 

lowing  important  features:  "In  designing  the 
1921  calendar  all  the  best  features  of  last  year's 
issue  have  been  incorporated  with  just  enough 
change  to  make  it  very  different.  The  1920  cal- 
endar enjoyed  such  a  tremendous  distribution, 
one  so  far  beyond  all  expectations  and  our  power 
to  handle,  that  we  were  fairly  swamped  with 
orders.  This  huge  distribution  answered  two 
important  questions.  First,,  that  the  calendar 
should  be  continued  as  a  permanent,  yearly 
proposition;  second,  that  as  a  publicity  medium 
and  business  getter  no  similar  expenditure  by 
the  dealer  could  be  made  with  greater  results. 

"The  main  illustration,  executed  by  a  world- 
famous  artist,  is  a  distinctive  one  of  a  funda- 
mental inspiration  which  will  appeal  to  any  and 
every  person.  Each  monthly  date  sheet  is  a 
finished  picture  in  itself,  illustrated  by  the  color 
process  printing  method  instead  of  sketched 
illustration.  The  monthly  pad  sheets  are  de- 
signed to  interest  not  only  the  owner,  but  like- 
wise the  non-owner  of  a  phonograph.  They 
carry  an  appeal  that  indicates  the .  wide  .scope 
and  versatility  of  the  Grafonola,  as  well  a's  that 
covered  by  Columbia  records. 

"The  main  background  of  the  calendar  is  of 
beautiful  gold-figured  paper,  very  plain  and  dig- 
nified— not  illustrated.  Each  record  release 
date,  the  1st,  10th  and  20th,  is  indicated  by  a 
red  or  green  numeral  on  the  date  sheet.  Com- 
pletion of  calendars  early  in  September  permits 
shipment  to  you  by  freight,  which  is  quite  an 
improvement  over  last  year's  service  that  made 


Mr.  Victor  Dealer: 

is  Victor  Supremacy 

Reflected 

by  the  smart,  up-to-the-minute  equip- 
ment and  intelHgent  selHng-serving 
personnel  of  your  store? 

IF  EVER— WHY  NOT  NOW? 


TALKING  MACHINE  CO. 

BIRMINGHAM 

VICTOR  JOBBERS  EXCLUSIVELY 


express  shipment  necessary.  Two  shipping 
points,  Chicago  and  New  York,  offer  additional 
service  and  saving  in  transportation  rates. 

"In  the  new  1921  Columbia  calendar  you  have 
a  quality  article  of  such  unusual  artistic  merit 
that  you  can  readily  ask  and  have  customers  go 
out  of  their  way  to  get  them.  A  special,  two- 
color  illustrated  envelope  of  sixty-pound  brown 
kraft  paper  accompanies  each  calendar  at  no 
additional  expense  to  you.  Calendars  and  en- 
velopes are  not  assembled.  This  is  an  improve- 
ment in  service  which  permits  running  the  en- 
velopes through  an  addressograph  machine  or 
to  otherwise  make  them  easily  directed." 


of  hei  wonderful  voice,  hence  we  can  appre- 
ciate how  we,  as  well  as  posterity,  are  benefited 
by  having  the  voices  of  all  the  famous  artists 
of  our  day  perpetuated  in  record  form  so  that 


HEMPEL  AT  JENNY  LIND  FESTIVAL 

Celebrated  Edison  Artist  to  Return  From  Eu- 
rope in  Time  to  Participate  in  Jenny  Lind 
Historical  Centennial  Concert  in  New  York 


Frieda  Hempel,  the  celebrated  Edison  artist 
and  famous  concert  soprano,  who  has  been  vis- 
iting .a  number  of  important  cities  in  Europe, 
will  return  to  New  York  in  time  to  participate 
in  the  great  Jenny  Lind  Historical  Centennial 
Concert,  which  will  take  place  on  October  6, 
this  being  the  one  hundredth  anniversary  of  the 
birth  of  the  Swedish  Nightingale,  whom  P.  T. 
Barnum  brought  to  this  country  on  a  spectacu- 
lar concert  tour  in  September,  1850.  Had  the 
talking  machine  been  in  vogue  in  Jenny  Lind's 
day  we  would  to-day  be  blessed  with  records 


Frieda  Hempel 

they  can  be  enjoyed  in  the  years  to  come  as 
well  as  we  enjoy  them  to-day.  Miss  Hempel, 
by  the  way,  will  sing  a  number  of  her  famous 
selections  at  this  concert. 


BUXKIN  PADDED  COVERS 

MAKE  YOUR  DELIVERIES  SAFE  AND  EASY 

This  Buxkin  Padded  Cover  for  period  models  is  just  one 
of  our  popular  styles. 

Write  NOW  for  description  and  samples  of  strong,  handy 
delivery  covers  for  your  particular  conditions. 

Get  ready  for  a  busy  season  in  good  time. 

THE  NEW  YORK  TENT  AND  TARPAULIN  CO. 

38S  Atlantic  Avenue  -:-  -:-  BROOKLYN,  N.  Y. 


72 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


THE   SATURDAY  EVENING  POST 


September  18,  1920 


es  ^ana  oouna 


EMERSON 
Phonograph 

Standard  Model  20 
Mahopanv 
Goldcn  Oak 
Fumed  Oak 
with  Emerson  Music 
Master  Horn;  Emcr* 
ion  Thrush-  Throat 
Universal  Tone  Arm; 
Emerson  True  Tone 
R  e  prod  uccr.  E  merson 
Special  Gold-Edge 
Clamp-Ring  Turn 
Table.  Emerson  New 
Style  Paienrcd  2ist 
Century  FiltnE  Sys- 
tem. Emerson  Perfect 
Tone  Control;  Emer- 
lon  Flush  Alotor- 
board. 

Other  Emerson 
Models.wiihEmerson 
Music  Master  Horn, 
SBo  to  ji.ooo. 


^mersoTK 

Recants  ojid 


\X7'HAT  happens  when  you  throw  a 
'  '  stone  into  the  water? 
A  series  of  ripples  spreads  out,  and 
keeps  on  spreading,  until  the  rippling  circle 
attains  its  greatest  circumference  and  fades 
slowly  away. 

Sound  waves,  like  water  waves,  travel  in 
widening  circles.  Great  experts  on  acous- 
tics testify  to  this. 

The  Emerson  Music  Master  Horn  is 
made  round — to  conform  to  this  scientific 
principle. 

The  round  trumpet  construction  of  the 
Emerson  Music  Master  Horn  permits 
the  music  to  flow  out  without  interruption 
or  impediment.  There  are  no  angles  for 
the  sound  waves  to  strike  against —  no  cor- 
ners for  them  to  echo  in — nothing  to  inter- 
fere with  the  smooth,  round  flow  of  music. 

Every  note  in  every  selection  flows  full 
and  round  from  the  Emerson  Music  Master 
Horn.  Its  perfect  proportions  ate  your 
guaranty  of  -perfectly  proportioned  tone — 
music  that  is  a  revelation. 

These  latest  Emerson  hits,  for  example, 
are  heard  at  their  very  best  on  the  Emerson 
Phonograph.  Any  Emerson  dealer  will  be 
glad  to  play  them  for  you. 


102IS 

The  Moon  Shines  on  the  Moonshine 

Comedy  Song  .         -  . 

10211 

A  Young  Man's  Fancy.  Fox  Troi 
10219 

Bells  Medley.    Fox  Trot ...  — 
10218 

Anytime,  Anyday,  Anywhere. 
Fox  Trot  


....  Ernest  Hare 
Van  Eps  Specialty  Four 
- .  .Merry  Melody  Men 


10216 

In  Sweet  September. 
10223 

Chili  Bean.  Character  Song 
10222 

Pretty  Kitty  Kelly 


Fox  Trot 


Plantation  Jazz  Orchesua 
Plantation  Jazz  Orchestra 

;  Irving  Kaufman 

Tenor  Solo  Walter  Scanlan 


SEND  fur  the  new  Emerson  lousc-Ieaf  catalog.  It  features  the 
first  eight  instruments  in  the  new  Emerson  line,  including 
Model  20,  here  shown.  It  describes  the  new  Emerson  Music 
Master  Horn  and  explains  why  this  new  round  tone  can  come 
only  from  tiiis  acoustically  correct  round  horn,  made  of  solid, 
seasoned,  rounded^  vibrant  spruce. 

EMERSON  PHONOGRAPH  CO.,  INC. 


nmerson 


WITH  THE  EMERSON 


^honosrabh 

RSON  MUSIC  MASTER  HORN 


In  the  Saturday  Evening  Post 

ISSUE  OF  SEPTEMBER  18th 


will  appear  this  full  page  Emerson  adver- 
tisement. Think  what  a  lot  of  comment  it 
will  get !  A  small  boy  heaving  a  stone  into 
the  old  swimmin'  hole — what's  that  got  to 
do  with  fthonographs  !  What's  that  got  to 
do  with  tone!  Well,  in  this  particular  case, 
it  has  everything  to  do  with  one  phono- 


graph —  the  new  Emerson  Phonograph. 
For  every  Emerson  Phonograph  is  equip- 
ped with  the  Emerson  Music  Master  Horn 
— and  every  Emerson  Music  Master  Horn 
on  every  Emerson  Phonograph,  is  round — 
Perfectly  round!  The  ad  in  the  Saturday 
Evening  Post  tells  why. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


73 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii»^ 

I  Why  the  Salesman  "With  the  Facts"  Secures  | 
I  the  Confidence  of  the  Purchasing  Public  | 


fiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

Personality  in  salesmanship  has  so  many 
variations  that  it  is  hard  to  lay  down  hard  and 
fast  rules  regarding  its  application.  These  varia- 
tions are  ever  present  because  as  many  types 
of  buyers  exist  as  there  are  types  of  men.  Men 
of  long  experience  in  the  selling  game  have 
appropriated  a  phrase  of  the  baseball  diamond 
which  applies  very  well  to  the  selling  arguments 
of  salesmen.  This  phrase  is  "change  of  pace." 
Just  as  the  pitcher  must  study  each  batter  and 
change  his  tactics  as  the  conditions  warrant, 
so  the  salesman  in  seeking  to  persuade  his  cus- 
tomers must  be  ready  to  meet  the  constantly 
new  problems  presented.  Citing  a  single  ex- 
ample will  illustrate  this  point. 

There  was  a  young  and  very  energetic  sales- 
man in  one  of  the  New  York  music  houses  who, 
under  the  careful  eye  of  the  district  sales  man- 
ager, received  some  excellent  coaching  in  sell- 
mg  his  particular  line  of  instrument.  The  young 
man  had  a  splendid  opportunity  not  only  to  see 
a  super-salesman  in  action  but  was  also  his 
understudy.  Suggestions  and  criticisms  were 
his  for  the  asking  and  he  was  willing  to  do  his 
best.  But  he  had  one  fault  which  he  could  not 
overcome  and  this  one  thing  kept  him  from  be- 
coming a  really  successful  salesman.  He  had 
no  change  of  pace.  While  he  might  in  some 
instances  change  his  approach  to  certain  cus- 
tomers, he  always  wound  up  his  selling  talk 
in  the  same  manner.  This  rubber  stamp  method 
was  his  one  great  trouble. 

Then  there  is  another  type,  the  domineering 
salesman,  who  is  usually  the  idol  of  his  class. 
He  likes  to  tell  of  his  experiences  and  how  he 
has  made  the  buyer  eat  out  of  his  hand.  Vet- 
erans in  the  profession  are  apt,  however,  to  call 


llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^^ 
attention  to  the  fact  that,  while  the  "nervy" 
member  can  relate  quite  a  few  instances  of  the 
sort,  some  inquiry  will  point  to  quite  a  num- 
ber of  cases  where  nerve  and  domineering  got 
the  same  salesman  nothing.  In  fact,  to  estab- 
lish a  reputation  as  a  browbeater  the  sales- 
man is  apt  to  overplay  his  part  and  get  into 
more  hot  water  than  he  can  comfortably  stand. 

Interesting  sidelights  on  the  subject  of  sales- 
manship are  brought  into  prominence  by  the 
long-continued  sellers'  market  in  the  talking 
machine  field.  The  latter,  it  seems,  has  done 
more  to  encourage  the  domineering  type  of 
salesman  than  any  other  factor.  Circumstances 
made  it  possible  for  the  salesman  to  dictate  to 
buyers  in  a  manner  never  before  possible.  Not 
a  few  of  them  took  full  advantage  of  this  new 
power  and,  no  doubt,  deceived  themselves  into 
believing  it  was  their  strong  personality  that 
was  "getting  across"  instead  of  the  dictation  of 
conditions.  On  the  other  hand,  there  are  many 
instances  related  by  salesmen  who  admit  they 
will  never  talk  to  buyers  again  the  way  they  did 
until  the  millennium  arrives. 

As  much  as  browbeating  tactics  are  criticized, 
there  is  many  a  word  said  in  favor  of  the  method 
when  judiciously  used.  A  subservient  manner, 
on  the  other  hand,  is  not  so  well  recommended. 
It  has  very  few,  if  any,  supporters  among  the 
salesmen  who  lead  in  their  profession.  Sales 
diplomacy  gets  the  largest  share  of  credit  of  any 
attribute  of  personality,  but  a  sharp  dividing 
line  is  drawn  between  diplomacy  and  bootlick- 
ing. Said  a  salesman  who  has  an  excellent 
record  of  achievement: 

"Bootlicking  gets  many  deals  across  because 
it  is  human  nature  for  a  buyer  to  relish  hold- 


ing the  whip  hand.  But  with  all  the  sales  that 
have  been  made  this  way  the  element  of  respect 
is  totally  lacking.  The  man  who  makes  it  his 
business  to  say  nice  things  to  the  buyer  has  to 
keep  busy  thinking  up  new  compliments  and 
new  ways  to  make  himself  more  humble.  There 
is  nothing  quite  so  tiresome  as  honeyed  words 
after  a  time,  and  it  might  surprise  the  salesman 
who  makes  constant  use  of  them  to  know  how 
well  an  independent  and  outspoken  rival  is  get- 
ting along  with  the  same  customer.  It  is  quite 
a  common  thing  for  a  buyer  to  mix  up  the  types 
of  men  he  does  business  with.  Some  will  be 
of  the  subservient,  mealy-mouthed  sort,  and 
others  will  be  the  breeziest  kind  of  individuals. 

"It's  when  the  buyer  is  thinking  of  making  a 
change  in  placing  his  business  that  the  fellow 
who  is  always  handing  out  soft  words  has  to 
be  afraid.  The  buyer  doesn't  care  a  whit  what 
his  flatterer  thinks  of  him.  Down  in  his  heart 
he  knows  that  a  lot  of  the  compliments  he  got 
were  pure  'bunk.'  He  has  some  respect,  how- 
ever, for  the  opinion  of  the  man  who  talks  right 
up  to  him,  and  is  not  so  prone  to  give  him  of- 
fense. Hence  the  free  speaker  has  the  advantage." 

When  the  discussion  of  sales  personality 
comes  up  among  salesmen  there  is  increased 
emphasis  given  to  the  success  of  the  "man  with 
the  facts."  From  the  days  of  the  salesman  with 
the  liveliest  stories  and  a  pocketbook  sufficient 
to  take  care  of  large  entertainment  expenses, 
the  development  is  now  in  the  direction  of  abil- 
ity to  impart  the  latest  and  most  accurate  in- 
formation concerning^  business.  Business  is  no 
longer  just  "good";  what  goes  to  make  up  its 
goodness  must  be  explained.  Therefore  the 
quiet-spoken  salesman,  who  knows,  is  a  factor. 


GARFORD  "BABY"  PHONOGRAPHS 


A  Popular  Line  of  Toy" Phonographs 
"Nothing  More — Nothing  Less" 
THE  "BABY"  MODEL  MODEL  X 

RETAILS  AT  $6  RETAILS  AT  $10 


Description  of  "Baby"  RJodel 

Plays  liittle  Wonder  or  7-inch  records 
Metal  Cabinet  finished  in  high  grade  Ebony 
Enamel  with  nicliel  trimmings. 
Iiength  8>4  inches       Height   7>4  inches 
Width    B14  Inches        Weight    SVz  lbs. 
Provided  with  one  spring  worm  gear  motor. 
6%-inch  turntable.     High  grade  sound  box, 
with  wonderfully  clear  reproduction.  Speed 
regulator. 

Description  of  Model  "X" 

Flays  liittle  Wonder  records  and  also  7-lnch  records.    Cabinet  finished  in  Mahogany 

Height   .....17%  Inches  Width    8%  inches 

Depth    9%  Inches 

Provided  with  one  spring  worm  gear  motor.    B^^-lnch  turntable.    High  grade  sound  box,  with  wonder- 
fully clear  reproduction.    Speed  regulator. 

A    LIBERAL    PROPOSITION   FOR   PROGRESSIVE  DEALERS 

GENERAL  PHONOGRAPH  MFG.  CO.     Elyria,  Ohio 

FORMERLY  NAMED   THE  GARFORD  MFG.  CO. 


J 


74 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Mr.  Jobber 

We  have  created  a  steady  all  the  year  round  demand 
for  The  Portophone.  The  largest  and  best  dealers 
everywhere  sell  them.  Wire  or  write  today  for 
detailed  information. 

The  Portophone 


plays  a/iy  cn^  reconl 
'trrOi peifect  tone 

Container  in  Lid 
Holds  Twenty- 
four  Selec  tions 


Examine  the  motor  and  listen  to  the 
tone.  You  will  be  convinced  that  it  is 
a  high  grade  Phonograph.  Guaranteed 
for  one  year  includmg  springs. 

The  TRI-SALES  CO. 

Main  Office:  Victoria  Bldg.,  St.  Louis,  Mo. 


RAQOVIN  JOINS  REMINGTON  CORP. 

Will  Cover  Eastern  States  in  Interest  of  Rem- 
ington Phonographs 


The  Remington  Phonograph  Corp.,  New 
York  City,  announce  the  addition  of  Harry 
Ragovin  to  the  sales  staff  of  the  company.  Mr. 
Ragovin  will  cover  the  Eastern  States  in  the 
interests  of  Remington  phonographs.  Everett 
H.  Hohnes,  sales  manager  of  the  company,  has 
just  returned  from  a  trip  of  several  weeks 
throughout  the  trade.  Mr.  Holmes  reports  gen- 
eral good  conditions  and  that  the  trip  proved 
decidedly  successful  from  every  viewpoint.  The 
offices  of  the  Remington  Phonograph  Corp.  at 
1662  Broadway  have  proved  the  mecca  for  many 
out-of-town  dealers  who  visited  the  metropolis 
during  the  Summer  months.  Substantial  orders 
have  been  placed  for  Fall  delivery. 


NEW  CONCERN  IN  OKLAHOMA 

A.  H.  Smith  Organizes  Oklahoma  Phonograph 
Co.  for  the  Purpose  of  Distributing  Para- 
mount Products  in  That  State 


Oklahoma  City,  Okla.,  September  1. — A.  H. 
Smith,  formerly  an  Edison  jobber,  but  for  the 
past  four  years  general  manager  and  secretary 
of  the  Phonograph  Shop,  Inc.,  operating  a 
chain  of  retail  Edison  shops  in  the  principal 
cities  of  this  State,  has  sold  his  entire  interest 
in  that  concern  and  has  signed  a  contract  with 
the  Paramount  Talking  Machine  Co.  to  dis- 
trijDute  their  products  in  Oklahoma.  Mr.  Smith 
has  organized  the  Oklahoma  Phonograph  Co. 


with  headquarters  here,  and  has  arranged  to 
carry  a  full  line  of  Paramount  machines  and 
records. 


TERRITORY  GREATLY  EXPANDED 

Johndrew  Sales  Corp.  of  Hamburg  Now  Has 
Distributing  Rights  for  the  Dalion  in  New 
York  State  Except  New  York  City  Territory 


^iliLWAUKEE,  Wis.,  September  7. — The  Milwaukee 
Talking  Machine  Mfg.  Co.,  of  this  city,  an- 
nounced recently  that  the  Johndrew  Sales  Corp., 
Hamburg,  N.  Y.,  who  has  been  western  New 
York  distributor  for  the  Dalion  machine  for 
some  time  past,  has  attained  such  pleasing 
success  with  this  line  that  its  territory  has 
been  materially  increased.  According  to  pres- 
ent plans,  the  company  will  now  handle  the 
entire  State  of  New  York,  with  the  exception 
of  the  Greater  New  York  metropolitan  district, 
and  will  also  cover  western  Pennsylvania. 

In  order  to  handle  adequately  the  demands 
of  Dalion  dealers  in  this  large  territory,  the 
company  has  added  two  new  salesmen  to  its 
staff:  D.  L.  Green  and  S.  G.  Stacye.  Both  of 
these  men  have  had  extensive  experience  in 
the  talking  machine  field,  and  are  well  equipped 
to  give  splendid  service  and  co-operation  to 
Dalion  representatives.  A.  Johndrew,  head  of 
the  Johndrew  Sales  Corp.,  is  enthusiastic  re- 
garding the  sales  possibilities  of  Dalion  product, 
and  is  making  plans  for  a  banner  Fall  trade. 


OPEN  BRANCH  AT  JAMESTOWN 

Empire    Veneer    Co.,    Inc.,    Increases  Capital 
Stock  From  $10,000  to  $150,000 


The  Empire  Veneer  Co.,  Inc.,  Chicago,  recently 
increased  its  capital  stock  from  $10,000  to  $150,- 
000.  The  personnel  of  the  organization  remains 
unchanged.  The  officers  are:  J.  D.  Lassky, 
president  and  secretary:  F.  E.  Comiskey,  treas- 
urer.   H.  B.  Murray  is  in  charge  of  sales. 

The  company  announces  the  establishment  of 
a  branch  at  Jamestown,  N.  Y.,  where  they  will 
carry  from  two  to  three  million  feet  of  mahog- 
any and  walnut  veneer  in  stock.  A  change, 
also,  of  the  location  of  their  show  rooms  in 
Chicago  is  announced.  The  offices  and  show 
rooms  are  now  in  rooms  1106  and  1107,  Lytton 
building. 

£iiiiiiiiiiiiiiiiiiiliiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinniiiiiiiiiiiitiiiii!iiiiii:iiiiiiiiiim 

I  Keystone  Die-Casting  Co.  | 

I  Norristown,  Pa.  | 

liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


VICTOR  WINDOW  DISPLAY  SERVICE 


Hear  the  New  Victor  Record 


  -  v;.-<urvn£j-tta<;.;  ,  f  , 


Enrico  Caruso 


Largo  from  "Xerxes,' 
8sei7 


We  send  each  month  to  subscribers  six  genuine  photo's,  each  6,'<  by  S;i  inches  in'size,  like 
the  pictures  in  the  Current  Supplement,  with  printed  captions  naming  the  artist  and  the  new 
record.  Ready  for  display  on  the  first  of  the  month.  Price  $2  a  month  for  six  months  or  a 
year.  Individual  pictures  like  these  of  ANY  VICTOR  ARTIST  to  your  order  $1.50  each. 
We  supply  cards  or  frames  for  displaying  these  pictures  and  the  captions.  They  are 
11  by  14  inches,  of  heavy  board,  lettered  in  white  on  black.  A  set,  which  can  be  used 
indefinitely,  costs  $1.50.    Each  card  has  an  easel  mount  and  can  be  used  in  the  window. 

Send  us  $3. .50  for  a  set  of  frames  and  one  month  trial  service.  Subscribe  through  your  wholesaler  or  write  to 
UP  direct. 

We  have  thousand?  of  special  negatives  of  Victor,  Columbia,  Edison,  Aeolian,  Brunswick.  Emerson  and  all 
other  record  artists. 

CARUSO  will  visit  Montreal*  Toronto.  Omaha.  Denver,  Tulsa*  Fort  Worth*  Houston  and  Kansas 
City.   Dealers  there  should  make  window  displays  of  our  TWELVE  NEW  PICTURES  of  him. 

BAIN  NEWS  SERVICE,  255  Canal  Street,  New  York 


The  Talking  Machine'World,  Nczv  York,  September  15,  1920 


But 


l-ampagrapi)  Companp 


^t.  Houis,  Mo. 


September  IS,  1920 


THE   TALKING    MACHINE  WORLD 


75 


W.  J.  STEVENS  NOW  WITH  EMERSON 


Formerly  Held  Similar  Position  With  Pathe 
Freres  Phonograph  Co. — Will  Serve  Many 
Dealers  Throughout  His  Territory 


Wm.  J.  Stevens,  recently  manager  of  the  New 
York  City  jobbing  branch  of  the  Pathe  Freres 
Phonograph  Co.,  has  assumed  a  similar  post 
with  the  Emerson  Record  Sales  Co.,  Emerson 
jobbers  in  metropolitan  'territory.  Mr.  Stevens 
is  well  known  to  the  local  trade,  and  he  leaves 
the  Pathe  Freres  Phonograph  Co.  with  the  good 
wishes  of  all  his  associates. 

With  over  700  Emerson  dealers  to  serve  in 
the  metropolitan  district,  Mr.  Stevens  will  have 


Wm.  J.  Stevens 

unlimited  opportunities  to  utilize  his  intimate 
knowledge  of  the  field,  and  Emerson  represent- 
atives in  this  territory  are  pleased  to  learn  that 
he  is  on  the  Emerson  Record  Sales  Co.  staff. 


CAREFUL  LETTERS  TO  MEN  ON  ROAD 

Correspondence  With  Travelers  One  of  Most 
Important  Features  of  Any  Business 


A  talking  machine  sales  manager  says  of  his 
correspondence  with  the  men  on  the  road:  "If 
a  man's  business  has  not  been  what  I  believe 
i!  should  be  I  mention  this,  but  before  I  do  so 
I  mention  some  good  thing  he  has  done,  even 
if  it  only  relates  to  the  neatness  with  which  he 
makes  up  his  orders  or  something  like  that. 
And  when  I  do  find  fault  I  usually  leave  the 
way  open  for  the  man  to  come  right  back  with 
the  reasons  why,  so  that  I  can  halve  a  second 
opportunity  to  write  him  on  the  subject  and  to 
be  more  specific  in  my  effort  to  help  him  solve 
his  troubles. 

"Rather  than  write  a  careless  letter  to  one  of 
the  men,  I  would  prefer  to  skimp  a  letter  to  one 
of  our  best  accounts.  This  would  risk  losing 
only  one  account.  The  wrong  letter  to  a  sales- 
man is  likely  to  be  reflected  in  his  attitude 
toward  a  number  of  customers." 


Sincerity 


No  matter  what  product  is  chosen  for  manufacture,  any  firm  succeeds 
in  direct  proportion  to  its  appreciation  of  sincere  values. 

Phonograph  Accessories 

For  Immediate  Delivery — Needle  Cups  and  Double  Spring 
Motors,  capable  of  playing  three  12-inch  records. 
Also — Lid  Supports,  Automatic  Stops,  Tone  Rods,  Knobs, 
Escutcheons,  Sockets,  etc. 

Furniture  Trimmings 

A  complete  offering  in  all  the  Period  and  Commercial 
Furniture  Lines. 

Refrigerator  Hardware 

All  sized  Locks  and  Hinges. 

Samples  and  complete  information  on  request 

Grand  Rapids  Brass  Company 

Grand  Rapids,  Michigan        New  York:  7  E.  42nd  St. 


MUSIC  IMPROVES  CHARACTER 

"Along  Broadway"  Points  Out  Great  Work 
Done  by  Talking  Machines  in  Past  Few  Years 


TALKING  MACHINE  TEACHES  RHYTHM 


"It  would  have  been  a  daring  prophet  who 
could  have  predicted  a  few  years  ago  that  music 
would  have  a  greater  effect  on  changing  the 
characteristics  of  the  American  people  than  any 
other  one  thing,  but,  nevertheless,  it  is  a  fact," 
says  "Along  Broadway." 

"This  is  due  to  the  almost  universal  use  of 
the  phonograph.  Before  its  advent,  a  musical 
education  was  restricted  to  the  very  few  who 
had  the  means  and  the  inclination  to  attend  con- 
certs and  oratorios  at  some  music  center.  The 
music  knowledge  of  the  many  was  limited  to 
hymn  tunes  and  those  popular  songs  that  had 
been  preserved  because  of  their  fundamental 
simplicity  rather  than  because  of  their  musical 
value. 

"To-day  it  is  not  unusual  to  hear  the  farm 
boy  whistling  Mendelssohn's  'Spring  Song,'  or  a 
bit  of  'Fau^st,'  while  the  boy  of  a  few  years  ago 
whistled  songs  like  'Aunt  Dinah's  Quilting 
Party'  or  'Swanee  River.'  " 


Especially  Noticeable  in  Classes  Which  Teach 
Typewriting — Proves  Great  Aid  in  Increasing 
Speed  and  Accuracy  of  Operation 


THE  VALUE  OF  ENTHUSIASM 


If  we  read  the  biographies  of  great  men,  we 
find  that  the  power  and  influence  which  they 
have  won  can  be  directly  traced  to  their  enthu- 
siasm and  ability  to  enthuse. 


The  universal  impulse  of  rhythm  is  one  of  the 
first  to  awaken  in  a  race  or  in  a  child.  Man  is 
a  rhythmic  being,  born  into  a  rhythmic  universe. 
Motion  always  attracts.  The  rhythmic  element 
in  man  is  not  then  the  product  of  culture,  it  is 
inherent. 

It  is  stated  by  the  Columbia  Graphophone  Co. 
that  classes  in  typewriting  respond  at  once  to 
this  universal  appeal  of  rhythm.  In  accuracy, 
speed  and  ease  pupils  gain  almost  incredible 
results  through  the  use  of  selected  rhythmic 
records.  The  music,  other  than  furnishing  the 
rhythmic  basis  for  work,  tends  to  decrease  the 
natural  tenseness  which  accompanies  any  effort 
to  work  accurately  as  .well  as  fast.  An  atmos- 
phere of  pleasant  stimulation  and  enjoyment  dis- 
places one  of  restraint  and  nervous  confusion. 
Time  is  saved,  for  unconsciously  all  pupils  go 
on  working  until  the  musical  selection  is  fin- 
ished. 

The  basis  of  good  penmanship  is  rhythmic 
movement.  The  penmanship  lesson  is  one  that 
children  proverbially  dislike,  because  of  its 
monotony. 


Vv'orlc  is  an  acquired  habit-  and  is  one  of  the 
bc-^t  of  the  good  habits  to  develop. 


VICTOR  DEALERS: 

Study  your  business  from  all  its  angles,  weigh  carefully  the  future 
possibilities  of  all  lines  carried. 

When  this  has  been  done,  we  believe  that  you  can  reach  but  one 
logical  conclusion,  and  that  will  be  to  become 

VICTOR  EXCLUSIVELY 


THE  TOLEDO  TALKING  MACHINE  CO. 

WHOLESALE  EXCLUSIVELY  TOLEDO,  OHIO 


76 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


SPEAKS  FOE  ITSELF 


MICA  DIAPHRAGMS 

We  are  now  cutting  our  own  Mica  Diaphragms  and  can  take 
orders  in  any  quantity.  We  can  furnish  you  first  quality  clear 
Ruby  India  Mica.  Sizes  Iff"  to  2j|".  Also  occasionally  some 
second  quality. 


SUNDRY  DEPARTMENT 


MOTOKS 


Swiss  A.  B. — Double-spring, 
lO-inch  turntable,  plays  2  10- 
inch  records,  $3.75. 

Swiss  F.  V.  B.  —  Double- 
spring,  $6.85. 

No.  2 — Double-spring,  10- 
Inch  turntable,  plays  3  10-incIi 
records,  $4.00;  witti  12-inch 
turntable,  54.25. 

No.  9 — Double-spring,  12- 
Inch  turntable,  plays  3  10-inch 
records;  cast-iron  frame,  $7.85. 

No.  11 — Double-spring,  12- 
inch  turntable,  plays  7  10-inch 
records ;  cast-iron  frame, 
bevel  gear  wind,  $9.75. 

TONE  ARMS  AND 
EBPKODUCERS 

Play  All  Records 

No.  1 — $1.95  per  set. 
No.  4^-$4.50  per  set. 


No.  6 — $4.25  per  set. 
No.  7 — $3.75  per  set. 
No.  9— $2.95  per  set. 

MAIN  SPRINGS 

No.  00—%  in.,  9  ft.,  29c. 
No.  01—%  in.,  7  ft.,  29c. 
No.  02—%  in.,  7  ft.,  29c. 
No.    1—%  in.,  9  ft.,  39c. 
No.  lA— %  in.,  10  ft.,  49c. 
No.  2— }f  in.,  10  ft.,  39c. 
No.  3—%  In.,  11  ft.,  49c. 
No.  4—1  in.,  10  ft.,  49c. 
No.  5—1  in.,  11  ft.,  heavy,  69c. 
No.  6—1%  in.,  11  ft.,  99c. 
No.  7 — 1  in.,  25  gauge,  15  ft., 
89c. 

We  also  carry  other  size 
main  springs  to  fit  Victor, 
Columbia  and  all  other 
motors. 

Special  prices  on  springs 
in  quantity. 


RECORDS— 10-inch  double 
disc  records,  42c  each ;  12- 
inch,  60c  each. 

GOVERNOR  SPRINGS— To 
fit  VICTOR,  COLUMBIA  and 
all  other  motors.  Special 
prices  on  large  quantities  to 
Motor  Manufacturers. 

We  also  manufacture  special 
machine  parts,  such  as  worm 
gears,  stampings,  or  any 
screw  machine  parts  for 
motor;  reproducer  and  part 
manufacturers. 

Special  quotations  given  to 
quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  84-page  cat- 
alog, the  only  one  of  its  kind 
in  America,  illustrating  33 
different  styles  of  talking  ma- 
chines and  over  500  different 
phonographic  parts. 


SAPPHIRE,  DIAMOND  AND 
STEEL  NEEDLES 

STEEL  NEEDLES 

10,000  Lots  ••  39c  per  M 

100,000  Lots  35c  per  M 

1,000,000  Lots     30c  per  M 

5,000,000  Lots  ....29c  per  M 

SAPPHIRE  BALLS 

Each 

Dozen  Lots      11c 

Hundred  Lots   •  •  .......  9c 

Thousand  Lots    ....  8c 

5-Thousand  Lots   7c 

SAPPHIRE  POINTS  . 

Each 

Dozen  Lots   12c 

Hundred  Lots      10c 

Thousand  Lots   9c 

5-Thousand  Lots  •  •   8c 

GENUINE  DIAMONDS 

Each 

Dozen  Lots   .$1.00 

Hundred  Lots   90 

Thousand  Lots  75 


Model  175— Price  $175 


Model  105— Price  $105 


The  CLEARTONE  has  become  very  popular  be- 
cause of  its  quality,  splendid  value  and  the  adver- 
tising sales  campaign  that  now  stands  back  of  it. 
DEALERS!  Watch  us  grow— write  for  our 
agency  and  grow  with  us. 

Keep  our  84-page  catalog  of  phonographs  and 
all  accessories  handy — Sent  free  on  request. 


LUCKY  13  PHONOGRAPH  COMPANY 

46  East  Twelfth  Street,  New  York,  N.  Y. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


77 


E.  PAUL  HAMILTON  ENTERS  RETAIL  TRADE  IN  BALTIMORE 

Takes  Over  Establishment  Formerly  Occupied  by  Cohen  &  Hughes  and  Will  Operate  Under  the 
Name  of  Chickering  Warerooms — Has  Achieved  Great  Success  in  the  Retail  Music  Field 


Formal  announcement  was  made  recently 
of  the  entrance  into  the  Baltimore  field  of  E. 
Paul  Hamilton,  the  well-known  piano  man,  at 
present  of  E.  Paul  Hamilton,  Inc.,  a  new  Mary- 


E.  Paul  Hamilton 
land  corporation  operating  a  retail  piano  and 
talking  machine    establishment    to    be  known 
as  Chickering  Warerooms. 

The  new  corporation  has  taken  over  the  six- 
story  building  at  422  North  Howard  street, 
formerly  occupied  by  the  retail  business  of 
Cohen  &  Hughes,  who  in  future  will  devote 
their  entire  attention  to  the  wholesaling  of 
Victor  talking  machines  and  records.  The 
building  will  be  entirely  remodeled  and  it  is 
expected  that  the  alterations  will  be  completed 
in  time  for  the  formal  opening  on  October  1. 


The  first  floor  will  be  devoted  to  what  is  ex- 
pected to  be  one  of  the  best  equipped  retail 
talking  machine  departments  in  the  East,  with 
a  complete  installation  of  Unico  soundproof 
booths  for  the  demonstration  of  machines  and 
records.  In  the  basement  there  will  be  an  ex- 
tensive music  roll  department,  likewise  equipped 
with  soundproof  demonstrating  parlors.  The 
upper  floors  of  the  building  will  be  given  over 
to  piano  and  player-piano  warerooms,  suitable 
recital  halls,  and  other  features. 

The  line  of  instruments  to  be  handled  by 
Chickering  Warerooms  will  be  a  notable  one, 
including  the  Chickering,  together  with  the 
Ampico  installed  in  that  instrument,  the  Frank- 
lin piano,  also  with  the  Ampico,  the  Hardman, 
Harrington  and  Hensel  pianos,  as  well  as  the 
Autotone  and  Playotone.  In  the  talking  ma- 
chine department  the  Victor  line  will  be 
handled  exclusively. 

E.  Paul  Hamilton  is  president  of  E.  Paul 
Hamilton,  Inc.,  which  has  been  incorporated 
under  the  laws  of  Maryland.  The  vice-president 
of  the  company  is  Frederick  Barlow,  the  well- 
known  piano  man  of  Trenton,  N.  J.  The  other 
officers  will  be  announced  shortly. 

Mr.  Hamilton,  who  relinquished  his  post  as 
manager  of  the  Welte  Studios,  New  York,  to 
go  to  Baltimore,  is  well  known  in  the  trade 
throughout  the  country.  He  first  came  into 
prominence  as  manager  of  the  piano  department 
of  Frederick  Loeser  &  Co.,  Brooklyn,  N.  Y., 
where  he  achieved  a  notable  success.  He  was 
instrumental  in  organizing  the  New  York  Piano 
Merchants'  Association  and  in  having  that  or- 
ganization endorse  a  number  of  his  business 
principles,  among  them  being  the  granting  of 
allowances  on  a  basis  of  actual  valuation  and 
the  elimination  of  the  practice  of  giving  free 
rolls,  scarfs,  etc.,  with  piano  sales. 


MICA 
DIAPHRAGMS 

Absolutely  Guaranteed  Perfect 

We  get  the  best  India  Mica  directly. 

We  supply  the  largest  Phonograph  Manu- 
facturers. 

Ask  for  our  quotations  and  samples  before 
placing  your  order. 

American  Mica  Works 

47  West  St,  New  York 


Mr.  Hamilton  is  at  the  present  time  president 
of  the  National  Association  of  Music  Merchants, 
and  has  for  a  number  of  years  proven  an  active 
factor  in  developing  the  activities  of  that  body. 

The  business  in  Baltimore  will  be  carried  on 
a  strictly  high-grade  basis.  There  will  be  no 
free  gifts  with  sales,  and  careful  watch  will  be 
kept  on  terms.  At  the  present  time  there  is  an 
elaborate  advertising  campaign  being  formu- 
lated, to  be  put  into  effect  some  time  during  the 
coming  month. 


ARRANGE  VICTOR  ARTISTS'  TOUR 


p.  A.  Ware,  sales  manager  for  Putnam-Page 
Co.,  Victor  distributors,  Peoria,  111.,  took  on 
the  role  of  "impresario"  during  August  and 
made  a  whirlwind  tour  of  Central  Illinois  in  the 
interests  of  the  eight  famous  Victor  artists,  who 
are  being  booked  through  Putnam-Page  Co.,  for 
concerts  under  the  auspices  of  Victor  dealers. 
Concerts  have  been  arranged  for  Galesburg, 
Peoria  and  other  Central  Illinois  cities,  and 
the  artists  will  tour  through  Illinois  for  the 
first  time  during  early  October. 


The  difference  in  reaching  a  special  market 
by  a  general  medium  and  by  a  trade  journal  is, 
briefly  put,  the  difference  between  a  fishnet 
and  a  blanket. 


VICTOR 

Service 


What  the  Victor  trade- 
mark means  in  Service 
to  the  ultimate  pur- 
chaser our  name  means 
in  service  to  the  dealer. 


Andrews  VichrSeivice 





78 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


Your  Opportunity  is  Here— Right  Now— 
Mr.  Phonograph  Dealer! 

Fall  business  has  already  begun  with  a  rush  that  promises  great  things 
for  the  dealer  who  is  able  to  satisfy  EVERY  demand  of  his  customers. 

Do  they  want  a  beautiful  instrument  1  ' 
The  Brooks  is  artistic  in  the  highest  degree. 

Do  they  ask  for  a  machine  that  will  repeat  ? 

The  Brooks  Automatic  Repeating  Phonograph  plays  and^repeats  auto- 
matically any  make  of  record  any  desired  number  of  times,  then  stops 
automatically  with  the  tone  rrm  suspended  in  the  air.  ^The  Brooks  is 
the  only  instrument  possessing  these  features.  Easy  to  set  —reliable 
in  action. 

Do  they  demand  rich,  clear,  mellow  tone? 

NO  instrument  surpasses  the  Brooks  in  quality  of  tone. 
Do  they  desire  a  long-playing  motor  ? 

The  Brooks  plays  6  to  8  ten  inch  records  with  one  winding. 

Besides  the  above  advantages,  all  Brooks  machines  come  equipped  with 
counter-balanced  lids  and  large  door  in  back  giving  access  to  extra 
filing  space. 

Assure  a  successful  holiday  season.  Sell  this  remarkable  instrument  that 
combines  all  the  good  features  of  all  others— that  has  many  features  pos- 
sessed by  no  other  machine. 

^f)t  malttx^  ^  Parrp  Corporation 

256  MAIN  STREET,  BUFFALO,  N.  Y. 

We  are  the  largest  Distributors  of  Brooks  Automatic  Repeating  Phonographs  in  the  United  States 


Dealers  in  New  York, 
Eastern  Pennsylvania, 
New  Jersey  and  Con- 
necticut are  advised  to 
communicate  with  us 
very  quickly  if  they  are 
interested  in  a  big  sale 
of  phonographs  this 
season. 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


79 


WARNING 


WALL  KANE  STEEL  NEEDLES 
are  the  standard  trade-marked  needles 
of  the  phonograph  industry.  Like  any 
article  that  is  a  proven  success,  WALL 
KANE  STEEL  NEEDLES  are  being 
imitated. 

The  genuine  WALL  KANE 
NEEDLES  are  manufactured  by  in- 
tricate, chemical  processes,  and  we 
guarantee  them  to  possess  the  quality 
of  playing  ten  records  perfectly,  the 
last  one  as  well  as  the  first. 

Every  WALL  KANE  NEEDLE  is  a  great 
improvement  of  the  highest  grade  steel 
needles  of  American  manufacture,  abso- 
lutely uniform  in  temper,  length  and  taper. 
You  may  line  up  any  number  of  any  of 
the  three  grades  of  WALL  KANE 
NEEDLES  and  you  will  find  the  above 
statement  to  be  correct. 

The  point  of  the  needle  is  greatly  improved 
in  the  WALL  KANE.  Ordinary  steel 
needles,  owing  to  their  fibrous  structure, 
flatten  out  readily  and  bring  more  and  more 
of  the  grain  of  the  steel  in  contact  with  the 
record  grooves.  The  point  of  the  WALL 
KANE  NEEDLES  is  treated  by  various 
chemical  processes,  several  coatings  being 
placed  on  it,  thereby  creating  a  layer  of 
soft  material  that  will  not  wear  off  until 
at  least  3,000  revolutions  are  made  and  thus 
does  not  permit  the  grain  of  the  steel  to 
come  into  contact  with  the  record  grooves. 

This  material  placed  on  the  point,  is  softer 
than  steel  and  such  that  it  will  greatly 
benefit  the  record,  minimize  the  scraping 
sound,  prolong  the  life  of  the  record  and 
play  it  better. 

Any  instrument  or  record  will  show  off 
best  when  WALL  KANE  NEEDLES  are 
used. 


TIME  USED  IN  DEMONSTRATING 


BEWARE  OF  IMITATIONS 


This  handsome  metal  enamel  display  stand  holds  60 
packages,  2  doz.  extra  loud,  I  doz.  medium,  and  2  doz. 
loud;  each  package  containing  50  WALL  KANE 
NEEDLES,  retailing  for  15c.  Price  of  Stand  to  dealers, 
$4.60;  $4.90  Far  West.  Single  packages,  7'/2c;  8c  in 
the  Far  West. 

Attractive  display  containers,  each  holding  100  packages 
of  a  kind  of  WALL  KANE  Needles,  cost  the  dealer 
$7.50;  $8.00  in  the  Far  West 

SOME    JOBBING    TERRITORY    STILL  OPEN 


Progressive  Phonographic  Supply  Co.,  Inc. 

145  West  45th  Street,  New  York 


Dealers  and  Salesmen  Should  Take  Care  Not 
to  Turn  This  Feature  of  Their  Business  Into 
an  Entertainment — What  One  Dealer  Thinks 


The  time  consumed  in  demonstrating  records 
has  always  been  a  point  over  which  there  has 
been  considerable  discussion  in  the  talking  ma- 
chine trade,  for  this  feature  sometimes  takes  the 
form  of  entertainment  rather  than  simple  demon- 
stration for  the  purpose  of  inducing  a  customer 
to  buy.  In  talking  about  this  subject  a  prom- 
inent member  of  the  trade  recently  said: 

"There  are  entirely  too  many  salesmen  who 
think  they  are  demonstrating  when  in  reality 
they  are  only  entertaining.  When  a  man  comes 
into  a  store  he  has  pretty  well  made  up  his  mind 
that  the  talking  machine  reproduces  music  and 
furnishes  him  the  means  of  having  the  music 
he  desires.  Putting  a  record  on  the  instrument 
and  playing  it  tells  him  nothing  he  does  not 
know  already,  except  that  it  illustrates  a  new 
song  or  melody.  What  that  man  should  be  told 
is  why  the  particular  machine  handled  by  the 
dealer  is  the  one  instrument. 

"One  of  the  best  demonstrations  is  somewhat 
along  these  lines.  Take  a  good  instrumental 
record  reproducing  the  various  instruments. 
Tell  the  prospect  to  listen  for  some  particularly 
interesting  part  of  the  record,  telling  him  in 
advance  that  when  the  record  is  completed  you 
will  explain  just  how  the  instrument  achieves 
such  perfect  reproduction.  After  the  record  is 
played  begin  the  sales  talk  on  the  reproducer, 
the  tone  chamber,  the  tone  arm,  the  sound-bo.x, 
the  motor,  etc.  Then,  if  necessary,  play  a  vocal 
record  to  demonstrate  vocal  reproductions  and 
one  or  two  ensemble  or  solo  recordings.  With 
this  plan,  demonstrations  will  last  half  as  long 
and  produce  specific  results  with  a  more  certain 
and  speedier  'close.'  " 


SENDS  OUT  JOHNSON'S  ADDRESS 


General  Manager  of  Eclipse  Musical  Co.  of 
Cleveland  Discusses  Its  Importance  and  Value 


The  interesting  address  delivered  by  Eldridge 
R.  Johnson,  president  of  the  Victor  Talking  Ma- 
chine Co.,  before  the  convention  of  the  National 
Association  of  Talking  Machine  Jobbers  at  At- 
lantic City  in  July  has  been  sent  out  in  book 
form  by  C.  K.  Bennett,  general  manager  of  the 
Eclipse  Musical  Co.,  Cleveland,  O.,  to  all  the 
clients  of  the  Eclipse  Co.  as  well  as  friends  and 
associates  in  the  industry.  In  this  connection 
Mr.  Bennett  said:  "We  believe  the  address  of 
Mr.  Johnson  is  a  masterpiece  of  thought,  as  it 
deals  in  a  strikingly  creative  manner  with  the 
remedy  for  the  ills  of  our  country,  and  sets  forth 
very  aptly  our  position  in  those  countries  across 
the  seas  where  turmoil  now  prevails.  It  is  so 
vital  to  our  well  being  and  we  deem  it  of  such 
importance  to  everyone  that  we  are  spreading 
this  gospel  as  widely  as  possible." 


STATISTICS  ON  BUSINESS  FATALITIES 


Statistics  show  that  more  than  one-half  of 
all  the  wholesale  and  retail  stores  and  factories 
that  begin  business  in  the  United  States  cease 
to  exist  within  thirty  years  from  the  date  of  or- 
ganization. Students  of  economics,  indeed,  have 
fixed  upon  five  years  as  a  "generation"  in  trade. 
In  proof  of  this  statement  they  show,  among 
other  things,  that  63  per  cent  of  all  retail  gro- 


BLANDIN 


To  plan,  develop  and 
produce  a  book,  a  play, 
an  instrument,  anything — 
brings  a  great,  fine,  won- 
drous feeling  of  accomplish- 
ment—  but  the  really  satis- 
fying feeling  comes  when 
most  discriminating  buyers 
and  users  of  the  product 
assign  it  a  place  of  leader- 
ship in  its  field.  Music 
lovers  pronounce  the 
Blandin  Phonograph  first 
among  musical  reproducing 
machines  and  it  is  because 
of  that  recognition  that  we 
invite  your  inquiry. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


Hear 
Piano^ 
Kccord 
oa  tR<? 


eery  stores,  61  per  cent  of  all  retail  furniture 
houses,  and  38  per  cent  of  all  book  and  sta- 
tionery stores  die  during  the  first  five  years, 
and  hardware  stores  20  per  cent. 


PHONOGRAPH  CASES 
Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing Machines  and  Records 


MADE  BY 


Let    us    figure    on   your  requirements 


PLYWOOD  CORPORATION,     Goldsboro,  N.  C. 


Mills  in  Va.,  N.  C.  and  S.  C. 


80 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


*'lhe  Phonograph  Inspired" 


RULY,  the  instrument  supreme.    Not  because  we 
;  say  so,  but  because  scores  of  satisfied  dealers 
thruout  the  country  who  are  selling  Prima-Donnas 
give  their  hearty  indorsement. 

Rightfully  named  Prima-Donna  because  it  interprets  correctly  all  music 
on  any  record  with  a  fidelity  that's  truly  marvelous,  preserving  the 
matchless  qualities'  of  the  human  voice  and  the  true  tones  of  all 
musical  instruments. 
This  wonderful  interpretation  of  tone  is  due  to  the  scientifically  con- 
structed all  wood  amplifier  of  Prima-Donna — the  masterpiece  in  sound 
reproduction. 

A  glance  at  the  design,  construction  and  finish  of  the  Prima-Donna  will 
convince  you  that  they  set  a  new  standard  for  quality,  beauty  and 
durability. 

Note  how  all  panels  which  are  5-ply  are  inserted  in  a  continuous  frame, 
making  the  cabinet  absolutely  wear-proof. 

Mr.  Retailer: — There's  a  Prima-Donna  jobber  in  your  territory  who  can 
supply  you  overnight  with  these  big  phonograph  values. 
Mr.  Jobber: — We  have  some  choice  territory  open.     Write  us- 
may  be  in  territory  still  available. 

GENERAL  SALES  CORPORATION 

1520  Buff  urn  Street  Milwaukee,  Wis. 

I   Owning  and  Operating— General  Manufacturing  Corporation 
Recordeon  Phonograph  Company 
Manufacturers  of  Phonographs 

Heaney-Schwab  Billiard  Manufacturing  Co« 
Makers  of 
Fine  Billard  and  Poo! 
Tables  since  1882 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


81 


Good  enough  for  the  best- 
inexpensive  enough  for  everyone 


Yon  can  profitably  build  Doehler 
Die-Castings  into  your  product. 


Doehler  Die-Castings  are  a  quality  product,  first,  last  and  always.  Made  to 
an  exacting  standard,  Doehler  Die-Castings  meet  your  most  rigid  specifications 
for  strength,  accuracy  and  uniformity.  They  are  worthy  parts  of  a  high  grade 
product.  Yet  these  quality  die-castings  cost  so  much  less  than  the  same  parts 
made  in  any  other  way  that  they  can  advantageously  be  built  into  the  inex- 
pensive product  as  well  as  the  costly  one. 


Let  the  Doehler  Engineering 
staff  advise  you. 


Doehler  Die-Castings  eliminate  much,  if  not  most  of  the  machine  work.  You 
can  have  an  intricate  design  made  as  a  single  piece  where  otherwise  it  must 
be  built  up  of  several  units.  Doehler  Die-Castings  are  a  finished  product, 
smooth  surfaced,  perfect  in  contour,  with  holes,  bosses  or  projections  cast  in 
place,  bushings  or  pins  or  other  inserts  placed  before  casting. 


THE  WORLDS    LARGEST  MANUFACTURERS   OF  DIE  CASTINGS 


•main  OFFICE  AND  EASTERN  PLATJT 

BROOKLYN,  N.Y. 


CENTRAI-PLANT 

TOLEDO.OHIO. 

SALES    OFFICES  IN  ALL  PRINCIPAL.  CITIES 


■WESTERN  PLANT 

CHICAGO,  ILL. 


BROOKS  PRODUCTION  INCREASED 


Saginaw  Manufacturers  Now  Opening  Many 
New  Accounts — Big  Deal  in  New  Zealand — 
What  General  Manager  Norris  Reports 


Saginaw,  Mich.,  September  4. — The  Brooks  Mfg. 
Co.,  of  this  city,  manufacturer  of  the  Brooks 
automatic  repeating  phonograph,  is  making 
splendid  progress  in  the  development  of  pro- 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Magnola's  Tone  Deflector  eliminates  the  scratch" 


W&tcKiry  tKe  Music  Come  Out 


We  want  to  show  you  how  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  b  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  OS  your  name  and  let  tif  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMP/  NY 

OTTO  80HULZ,  Pruldant 
Gtntral  Oflw*  Bouthern  Wholeaal*  Br,  neh 


711  MILWAUKEE  AVENUE 
OHIOAtO 


IS30  CANDLER  BLOQ. 
ATLANTA,  OA. 


duction  to  meet  the  ever  increasing  demand  for 
this  well-known  instrument. 

In  a  chat  with  The  World,  A.  W.  Norris,  vice- 
president  and  general  manager  of  the  company, 
stated  that  for  the  first  half  of  this  year  the 
company  was  on  the  defensive  as  .regards  the 
opening  of  new  accounts,  for  the  entire  produc- 
tion was  required  to  meet  the  demand  of  the 
present  distributors.  Within  the  past  two 
months,  however,  production  has  been  steadily 
augmented,  and  many  important  accounts  have 
been  closed.  During  the  past  ten  days  several 
of  the  Brooks  distributors  visited  the  factory, 
and  left  their  specifications  for  carload  ship- 
ments calling  for  immediate  delivery. 

Mr.  Norris  states  that  the  present  outlook 
indicates  that  1920  production  will  more  than 
double  last  year,  and  the  company  is  well 
pleased  with  the  general  business  situation. 
Last  week  a  new  account  was  established  with 
a  distributor  in  New  Zealand,  whose  orders  in- 
dicate that  he  will  use  approximately  1,000  ma- 
chines during  the  coming  year. 


NEW  VENEER  COMPANY  FORMED 


BETTER  MUSICAL  APPRECIATION 

Printers'  L'lk  Says  Advertising  of  Talking  Ma- 
chine Companies  Has  Had  Vital  Effect 


"What  has  caused  this  general  knowledge  and 
appreciation  of  good  music?"  Printers'  Ink  an- 
^vvers  the  question  as  follows: 

"The  musical  advertising  of  the  talking  ma- 
chine companies  and  the  player-piano  makers 
has  had  the  most  vital  effect  on  American  na- 
tional life  of  any  advertising  undertaken  by  any 
concern  or  group  of  concerns. 

"No  other  advertising  has  so  deeply  changed 
the  country's  characteristics. 

"The  talking  machine  manufacturers  and  the 
piano  manufacturers  have,  through  their  adver- 
tising, sold  music  to  the  American  nation.  They 
have,  by  their  advertising,  changed  America  from 
one  of  the  least  musical  nations  into  one  of  the 
leading  musical  nations  of  the  world." 


Raymond   Veneer   Mfg.    Co.    to  Manufacture 
Mahogany  and  Walnut  Veneers 


Papers  were  filed  recently  for  the  incorpora- 
tion of  the  Raymond  Veneer  Manufacturing  Co., 
High  Point,  N.  C,  with  a  capital  stock  of  $125,- 
000.  The  incorporators  are:  Chas.  H.  Thomp- 
son, Sr.,  president,  also  president  of  Lewis 
Thompson  &  Co.,  Philadelphia;  R.  B.  Terry, 
vice-president,  owner  of  the  Dalton  Furniture 
Co.  of  High  Point,  and  Harry  Raymond,  sec- 
retary and  treasurer. 

The  company  is  incorporated  to  manufacture 
mahogany  and  walnut  veneers,  as  well  as  poplar 
and  all  native  woods. 


SAPPHIRES 

IMPORTED 


BALLS 
20  c.  each 
16  c.  in  dozen  lots 
13  c.  in  hundred  lots 
12  c.  in  thousand  lots 


POINTS 
20  c.  each 
1 8  c.  in  dozen  lots 
13  c.  in  hundred  lots 
\3}4  c.  in  thousand  lots 

942  MARKET  STREET 
SAN  FRANCISCO,  CAL. 


82 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


SONG  RECORDS  BY  NOTED  INDIAN 

Os-ke-non-ton,  Native  Mohawk  Indian  of  the 
Grand  River  Reservation,  Joins  Columbia 
Record  Forces — Heard  in  Two  Songs 


The  educational  department  of  the  Columbia 
Graphophone  Co.  has  made  a  notable  contribu- 
tion to  Indian  music  in  the  recording  of  some 
songs  sung  hy  Os-ke-non-ton,  a  native  Mohawk 
Indian  of  the  Grand  River  Reservation.  This 
distinguished  Indian  bears  the  title  of  Chief 
by  hereditary  right  in  the  proud  Mohawk  tribe. 


Os-ke-non-ton 

one  of  the  branches  of  the  Iroquois  confedera- 
tion. His  grandfather  was  a  venerated  chief- 
tain of  his  tribe  and  Oskenonton  wears  to-day 
the  costume,  moccasins,  beaded  suit  and  plumed 
bonnet  of  his  tribe. 

The  early  j'ears  of  Oskenonton  were  filled 
with  the  traditions  of  his  people  instilled  in  him 
by  his  grandfather.  He  retains  all  these  tradi- 
tions, and  with  his  impressive  personality  and 
sonorous  voice  can  convey  in  speech  and  song 
all  that  is  finest  and  most  representative  of  the 
Mohawk  tradition  and  lore.  In  addition,  he 
learned  in  his  boj'hood  to  become  an  adept  in 
handling  the  canoe,  in  fishing  and  hunting,  in 
reading  the  signs  of  the  weather  and  in  com-, 
prehending  all  the  lore  of  the  forest. 

The  two  songs  which  the  Columbia  Co.  have 


The  Booth  Felt  Company,  Inc. 


Mechanical  Felt  Products 

Turntable  Felts  Motor  Felt  Washers 

Motor  Brake  Felts 
Needle  Rest  Felts  Cabinet  Strip  Felt 

We  carry  a  large  stock  of  well  assorted  merchandise 
which  insures  prompt  deliveries. 

If  interested  in  Velour  or  Velveteen  Discs 
we  can  supply  them. 


FACTORIES 


BROOKLYN.  N.  Y. 

463-473  Nineteenth  Street 


CHICAGO.  ILL. 

732  Sherman  Street 


recorded  are  called  "Every-Day  Song"  and 
"W  ar  Song."  The  first  one  is  sung  by  both  men 
and  women:  the  men  when  the}-  are  fishing  or 
making  snow  shoes  and  other  articles,  and  by 
the  women  when  they  are  beading  moccasins, 
carr3'ing  water  or  tending  the  fire.  The  song 
breathes  a  spirit  of  gratitude  toward  the  Great 
Spirit  for  protection  and  for  strength  to  toil. 
The  second  song  convej's  the  spirit  of  the  war- 
rior as  he  goes  out  to  achieve  fame  and  ad- 
venture. 

Oskenonton  sings  these  two  songs  in  his 
native  language,  accompanying  them  with  the 
drum.  On  the  same  record  he  gives  the  con- 
tent of  the  songs  in  well-enunciated  English. 

Xo  instruction  in  the  public  schools  to-day  of 


Indian  lore  is  complete  wthout  the  songs  and 
dances  of  the  various  tribes.  The  Indian  re- 
veals his  inmost  self  in  his  music.  Children  in 
the  public  schools  respond  readily  to  any  music 
which  fittingly  correlates  with  history,  geog- 
raphy or  literature.  The  Columbia  Graphophone 
Co.  is  to  be  commended  for  adding  to  its  al- 
ready large  list  of  educational  records  these  two 
notable  Indian  songs. 


DISCUSS  FREIGHT  AND  PACKING 

British   Wholesale    Distributors   in    Favor  of 
Charge  to  Cover  This  Expense 


NOW 
READY 


Every  authorized  Pathe  Jobber  in  the 
United  States  now  has  Hustylus  in  stock. 


There  is  no  reason  for  you  being  any 
longer  without  a  good  supply  of  this 
essential    accessory    for    playing  Pathe 
records   on   standard  lateral 
cut  machines. 

Herbert  &  Huesgen  Co. 

Sole  Sales  Agents 
18  East  42nd  Street 
New  York 


At  a  recent  meeting  in  London,  England,  of 
the  wholesale  distributors  of  talking  machines 
and  musical  instruments,  the  question  of  rail- 
way carriage  and  packing  charges  came  up  for 
discussion.  Nothing  definite  was  decided  upon 
but  the  resolution  which  apparently  held  gen- 
eral favor  was  on  the  basis  of:  All  orders  under 
the  value  of  £3  to  be  sent  carriage  forward  and 
packing  charged  for.  All  orders  over  the  value 
of  £3,  packing  and  carriage  free.  It  will  be  re- 
called that  at  a  meeting  which  took  place  in 
January  last,  two  resolutions  were  put  forward: 

(1)  (a)  That  all  machine  records  and  accessories 
should  in  future  be  sent  carriage  forward;  (b) 
That  all  packing  cases  should  be  charged  for. 

(2)  All  orders  under  £5  to  be  sent  carriage  for- 
ward and  packing  cases  charged  for.  All  orders 
over  £5  to  be  sent  carriage  paid  and  packing 
free.  No  vote,  however,  was  taken  on  either 
of  these  resolutions. 


COMMON  NEED  FOR  COURAGE 

The  greater  part  of  courage  that  is  needed  in 
the  world  is  not  of  a  heroic  kind.  Courage  may 
be  displayed  in  every-day  life  as  well  as  on  his- 
toric fields  of  action.  The  common  need  is  for 
courage  to  be  honest,  courage  to  resist  tempta- 
tion, courage  to  speak  the  truth,  courage  to  be 
what  we  really  are,  and  not  pretend  to  be  what 
we  are  not,  courage  to  live  honestly  within  our 
means,  and  not  dishonestly  upon  the  means  of 
others. 


COTTON  FLOCKS 


FOB  . 


Record  Manufacturing 
TRE  PECKHAM  MFG.  CO.,  ^i^l^V^.'V. 


The  Talking  Machine  World,  New  York,  September  15,  1920 


BRANCHES: 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street       -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

CHICAGO  TORONTO  LONDON,  ENG. 


We  deliver  NEEDLES  of  the  highest  quality — the  famous 
DEAN  NEEDLE — in  your  own  envelopes,  or  in  our'  "Needle 
of  Quality,  "  Truetone,  or  Puritone  envelopes. 

All  tone  variations  :  — The  famous  PETMECKY  needle. 
Our  proposition  affords  handsome  margins  of  profits. 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street       ....       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.  SPRINGFIELD,  MASS.  KITCHENER,  ONT. 

BRANCHES:  CHICAGO  TORONTO  LONDON,  ENG. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


83 


JOHN  H.WILSON, Manager 

324- WASHINGTON  ST.,BOSTON,MASS. 


BOSTON 


ENGLAND 


Boston,  Mass.,  September  7. — When  this  de- 
partment is  perused  by  the  Boston  trade  the 
convention  of  the  New  England  Music  Trade 
Association  will  have  begun  in  this  city.  This 
forthcoming  event  is  of  special  interest  to  the 
talking  machine  trade  in  view  of  the  fact  that 
this  industry  has  no  organization  of  its  own 
as  it  should,  and  so  the  next  best  thing — as 
many  of  the  dealers  afe  also  in  the  piano  game — 
they  automatically  are  members  of  the  New 
England  Association,  and  will  take  part  in 
the  two  days'  festivities.  One  of  the  features 
will  be  the  Music  Industries  night  at  Symphony 
Hall  when  the  "Pops"  will  again  be  running.  A 
.golf  tournament  the  forenoon  of  the  first  day 
should  attract  some  of  the  good  golfers  among 
the  talking  machine  fraternity;  and  one  could 
mention  several  that  should  literally  "shine" 
in  such  a  competition.  On  the  second  day  there 
is  a  shore  dinner  at  Nantasket,  when  Governor 
Coolidge,  candidate  for  the  vice-presidency,  is 
expected  to  be  one  of  the  speakers. 

Fr'eight  Conditions  Again  Normal 

There  will  not  be  a  special  consignment  of 
Victors  coming  to  New  England  by  the  Ameri- 
can Express  route,  as  was  contemplated  a.  while 
ago.  So  successful  were  the  two  barges  in 
getting  through  to  Boston  with  machines  from 
Camden,  N.  J.,  and  the  need  of  the  occasion  was 
so  gTeat  that  arrangements  had  been  made  to 
make  a  shipment  by  special  train;  but  in 
the  meantime  while  plans  were  under  way 
the  freight  embargo  was  lifted  and,  the  mer- 
chants and  miners  being  again  operative  per 
schedule,  the  cargoes  will  come  over  by  that 
line  as  they  formerly  did.  Now  that  old-time 
conditions  obtain  it  is'  expected  that  there  will 
not  be  the  scarcity  of  Victor  goods  that  ha.s 
been  the  case  for  so  long  a  time. 

Beacon  Line  With  J.  E.  Greene  Co. 

The  Beacon  Phonograph  Co.,  of  this  city, 
has  announced  that  arrangements  have  been 
completed  whereby  Jos.  E.  Greene  Co.,  one  of 
Boston's  largest  and  most  successful  electrical 
supply  houses,  will  handle  the  Beacon  line  of 
phonographs. 

This  new  dealer  recently  installed  an  elab- 
orate window  exhibit  to  demonstrate  the 
Beacon.    No  expense  was  spared  in  the  decora- 


Steinert  Service  Serves 


WHOLESALE 


HEADQUARTERS 


M.  STEINERT  &  SONS  CO. 

35  Arch  Street       ::       ::       ::       ::       ::  Boston 


tion  of  this  exhibit,  which  is  divided  into  four 
rooms,  artistically  furnished  with  rich  velvet 
hangings,  imported  rugs  and  distinctive  elec- 
trical lighting  effects.  These  backgrounds  form 
attractive  settings  for  the  Beacon  phonograph, 
which  will  undoubtedly  meet  with  a  ready  sale 
through  the  efforts  of  Jos.  E.  Greene  Co. 

Emerson  Franchise  Change  in  Boston 

The  Emerson  franchise  for  this  territory  hav- 
ing been  surrendered  by  the  Musical  Supply  & 
Equipment  Co.  as  announced  two  months  ago  in 
this  department,  this  line  of  records  will  be 
handled  by  the  New  England  Supply  &  Equip- 
ment Co.,  which  has  headquarters  in  the  same 


"New  England  Service  for 
New  England  Dealers" 


JT  is  gratifying 
to  hear  dealers 
express  admira- 
tion for  Eastern 
Service.  It  proves 
in  spite  of  present 
handicaps  that 
men  do  appre- 
ciate our  efforts  in 
bringing  our  work 
to  its  present  jval- 
uable  state. 


The  Eastern  Talking  Machine  Co. 


VICTOR  WHOLESALERS 


85  Essex  Street 


BOSTON 


building  as  the  other  concern,  namely,  221  Co- 
lumbus avenue.  The  latter  company,  which,  de- 
spite the  similarity  of  names,  has  no  connec- 
tion whatever  with  the  Musical  Supply  and 
Equipment  Co.,  is  interested  in  the  construc- 
tion of  a  new  factory  at  Framingham  where  in 
about  a  month  there  will  be  facilities  for  pressing 
between  5,000  and  6,000  records  daily.  The  local 
offices  of  the  company  at  221  Columbus  avenue 
are  in  charge  of  Bert  Kearsley,  the  treasurer 
of  the  concern. 

Handling  the  Delpheon  Line 

The  Phonograph  Outlet  Co.,  which  is  asso- 
ciated under  the  same  roof  with  the  Phono- 
graph Sales  Co.  and  the  Phonograph  Supply 
Co.,  in  Court  square,  is  the  name  of  the  retail 
concern  which  is  handling  the  Delpheon  line, 
and  this  wareroom  is  in  charge  of  Harry  Markau, 
who  is  a  brother-in-law  of  Harry  Rosen,  presi- 
dent of  the  Phonograph  Sales  Co.,  which  is 
now  the  wholesale  distributing  agency  for  all 
of  New  England  for  the  Delpheon. 

Opens  Up  in  Tremont  Temple 

The  Phonograph  Supply  Co.  has  opened  a 
room  dh  the  fourth  floor  of  Tremont  Temple 
which  is  auxiliary  to  the  other  store  and  where 
all  the  1921  talking  machine  parts  are  on  ex- 
hibition. The  room  is  open  throughout  each 
day  and  is  in  charge  of  someone  competent  to 
describe  and  discuss  the  mechanical  parts  of 
the  machine. 

Vigorous  Sharmat  Campaign 

The  Vitanola  distributing  house  of  Sharmat 
&  Son,  at  5  Bromfield  street,  has  entered  upon 
a  vigorous  campaign  and,  carrying,  as  it  also 
does,  the  Lyric  records,  this  pushing  firm  should 
meet  with  pronounced  success  throughout  the 
New  England  field.  The  demand  for  the  Vi- 
tanola continues  good  and  with  a  staff  of 'ag- 
gressive men  in  the  field  this  line,  as  well  as 
the  Lyric  record,  which  was  not  particularly 
known  until  the  Sharmats  took  hold  of  it, 
should  find  quick  favor  among  discriminating 
music  lovers.  Leon  R.  Sharmat,  who  has  been 
spending  considerable  of  his  time  for  the  past 
two  months  in  New  York,  plans  to  give  more  of 
his  attention  hereafter  to  the  Boston  end  of 
(Continued  on  page  85) 


84 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Established  1870 


Oldest  and  Largest 
Manufacturers  of 
Talking  Machine 

NEEDLES 

in  the  World 


''Fifty  Years  of  Needle  Making. 


"If  a  Talking  Machine  Needle  could  be 
made  better,  Bagshaw  would  make  it." 

W.  H.  BAGSHAW  GO 

INCORPORATED  1917 

LOWELL,  MASS. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


SS 


Don't  Let  Bad  Conditions 
Interfere  With  Good  Profits 


SHIPPING  conditions  are  going  to  be  bad  this  Fall.     The  heaviest  freight  move- 
ments of  the  year  are  soon  to  begin,    with   the  moving   of   the  crops  and  the 
transporting  of  coal  for  Winter  use.  Congestion  is  already  severe.     It  is  going  to 
be  worse. 

T  he  wise  Pathe  dealer  is  he  who  insures  his  Fall  and  Winter  profits  by  stocking  up 
now,  while  it  is  possible  to  deliver  the  goods.  Today  we  can  ship.  Thirty,  sixty 
or  ninety  days  hence,  we  can  promise  nothing. 

You  are  urged  to  write  us  immediately  and  book  your  order  for  early  delivery,  that 
we  may  aid  you  to  escape  the  freight  blockade  and  shortage  of  merchandise  that 
is  surely  in  store. 


Hallet  &  Davis  Piano  Co. 

146  BOYLSTON  STREET,  BOSTON 


New  England  Distributors  for 
Pathe  Phonographs  and  Pathe  Records. 


New  York  Office: 
Hallet  &  Davis  Bldg.,  18  East  42d  Street 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  83) 


the  business  and  as  he  is  a  live  wire  this  should 
mean  a  good  deal  in  the  way  of  business  progress. 
Now  that  this  Boston  house  has  moved  to 
the  floor  below  it  has  far  wider  opportunity  to 
expand  and  large  windows  offer  ample  space  to 
boldly  exhibit  the  firm  name. 

Arrange  for  Golf  Tournament 

Harry  Spencer,  of  Kraft,  Bates  &  Spencer, 
has  been  putting  in  a  lot  of  time  the  past  few 
weeks  arranging  for  the  golf  tournament  which 
is  to  be  a  feature  of  the  first  day's  program 
of  the  New  England  Music  Trade  Association's 
convention.  He  is  one  of  the  committee  of 
three  and  he  has  been  able  to  interest  several 
of  the  leading  golf  experts  in  the  tournament. 
Combine  Portland  with  Boston  Branch 

The  interesting  announcement  has  come  from 
Fred  E.  Mann,  manager  of  the  Boston  head- 
quarters of  the  Columbia  Co.  that  there  has 
been  a  consolidation  of  this  branch  with  the 


8<nd  tor  Duerlptlv*  Circular 

Demonstraticw  Booths 

y  AND  Record  Cases 

/^SOUND 

Z_          IN  STOCK  OR  TO  ORDER 

^proof;^ 

FRANK  B.  CURRY 

72-74  Dedham  8t.        Boston,  Mau. 

Portland,  Me.,  branch' which  became  efifective 
on  September  1.  This,  of  course,  has  made 
necessary  considerable  changes  in  the  personnel 
of  the  company's  New  England  representation. 
With  the  discontinuance  of  the  Portland  branch 
the  interests  of  Maine  and  northern  New 
Hampshire  will  be  served  from  the  Boston 
headquarters  and  under  Mr.  Mann's  watchful 
eye  the  service  rendered  should  be  better  than 
ever. 

With  the  discontinuance  of  the  Portland 
headquarters  G.  P.  Donnelly,  the  manager,  has 
come  to  Boston,  where  he  is  now  assistant 
manager,  succeeding  F.  R.  Smith,  who  has  be- 
come assistant  branch  manager  with  headquar- 
ters at  New  Haven,  Conn.  W.  R.  Ingalls  and 
B.  W.  Rowe,  sales  associates  in  the  Maine  and 
northern  New  Hampshire  fields,  will  continue 
as  the  Columbia's  representatives  there.  E.  M. 
Morgan,  who  has  been  identified  with  the  Bos- 
ton city  territory  for  several  years,  has  been 


transferred  to  St.  Louis,  Mo.,  where  he 
will  be  branch  manager,  succeeding  John 
McKenna,  who,  has  become  branch  manager 
at  Chicago.  In  this  city  Mr.  Morgan  is 
succeeded  by  Ray  Ott,  whose  territory  has 
been  eastern  Massachusetts  and  southeast- 
ern New  Hampshire.  Stuart  Hill  will  suc- 
ceed Mr.  Ott  in  his  old  territory.  Herbert  Gill 
has  been  given  the  southern  Massachusetts 
territory,  and  D.  A.  Ingalls,  lately  sales  asso- 
ciate in  the  State  of  Vermont  with  headquarters 
at  Burlington,  has  taken  the  Rhode  Island  terri- 
tory and  will  make  his  headquarters  at  Woon- 
socket.  H.  E.  Gardiner,  who  for  a  while  was 
in  the  Boston  city  territory,  but  more  recently 
at  New  Haven,  Conn.,  has  been  appointed  mana- 
ger of  the  Detroit,  Mich.,  branch,  succeeding 
S.  E.  Lind,  resigned. 

The  tentative  appointment  of  E.  H.  McCarthy 
to  the  Vermont  field,  replacing  Mr.  Ingalls,  has 
(Continued  on  page  87) 


Disc  Record,  Player  Roll  and  Sheet  Music 
Cabinets.    The  Best  in  the  Market 

See  Display  Ad  in  This  Issue 

l^tFkgg  Rt€<arj  AlbEflEn 

Standard  of  Quality  to  preserve  the  Records 

■S^^  Display  Ad  in  This  Issue 
Send  your  orders  for  both  these  lines  to 

L.  W. HOUGH.  20SudburySt.,  Boston,  Mass. 

New  England  Representative 


New  England  Dealers! 

KIMBALL 
PHONOGRAPHS 

Complete  line  $115.00  to  $375.00  Liberal  discount  and  terms 

Write  for  Catalogue 


Distributors  for  New  England 

NEW  ENGLAND  PIANO  and  PHONOGRAPH  CO. 

405  BOYLSTON  STREET  BOSTON,  MASS. 


THE  VOCALION   COMPANY  OF  BOSTON 

Wholesale  distributors  for  New  England  and  adjacent  territory 

of  the  celebrated 

AEOLIAN -VOCALION 

and  the  new  lateral  cut 

VOCALION  RECORD 

Playable  on  All  Standard  Makes  of  Phonographs 

COMPLETE  dealer  ser\ice  in  all  branches  including  newspaper  advertisements, 
window  cards,  store  hangers,  etc.  The  newspaper  advertisements  are  prepared 
to  enable  the  dealer  to  tie  up  his  local  publicity  with  the  impressive  campaign  of 
Vocalion  ad\-ertising  now  being  run  in  the  Saturday  Evening  Post  and  other  mediums. 


Address  Communications  to 


THE  VOCALION  COMPANY 


190  Boylston  St.,  Boston,  Mass. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


87 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  85) 


been  made  permanent,  and  J.  J.  Moore,  Jr.,  has 
succeeded  Mr.  McCarthy  as  manager  of  the 
Dealer  Service  department  at  the  Boston  head- 
quarters. J.  F.  Carr,  who  left  Boston  a  year 
or  more  ago  to  -take  charge  of  the  western 
Massachusetts  territory  with  headquarters  at 
Springfield,  continues  in  this  field,  where  he  is 
performing  valuable  service. 

Kimball  Phonograph  in  New  England 
Having  returned  from  a  trip  to  Chicago 
Charles  G.  Faux,  president  of  the  New  England 
Piano  &  Phonograph  Co.,  announces  that  ar- 
rangements have  been  completed  whereby  this- 
Boston  house  will  handle  for  all  of  New  Eng- 
land the  talking  machines  put  out  by  the  W.  W. 
Kimball  Co.  of  Chicago.  With  the  many  branch 
stores  that  the  New  England  Piano  &  Phono- 
graph Co.  has  throughout  this  territory  the 
Kimball  product  should  find  itself  quickly  popu- 
larized. 

Carrying  Complete  Line  of  Instruments 

R.  C.  Rose,  manager  of  the  Boylston  street 
store  of  the  New  England  company,  announces 
that  the  store  is  now  carrying  a  complete  line 
of  musical  instruments.  This  department,  which 
has  necessitated  considerable  additions  and  re- 
arrangements, is  in  charge  of  Miss  M.  Carney, 
lately  of  the  Newburyport  Music  Co.'s  store. 
Hardy  Horrocks,  vice-president  of  the  com- 
pany, is  now  handling  the  financial  end  of  the 
business,  and  he  has  been  giving  special  atten-. 
tion  to  the  disposition  of  the  new  issue  of  pre- 
ferred stock.  D.  L.  Phillips,  who  is  in  charge 
of  the  company's  Hanover  street  branch,  re- 
ports that  the  popularity  of  the  establishment 
among  the  Italian  residents  of  the  district  has 
been  such  that  two  upper  floors  have  had  to  be 
leased  to  meet  the  increasing  demands  of  busi- 
ness. This  gives  an  entire  building  now  de- 
voted to  ihe  Italian  trade. 

Increasing   Demand  for   Beacon  Products 
Richard  Nelson,  of  the  Beacon  Co.,  says  that 
in  spite  of  the  dullness  of  the  season  there 


HORTON-GALLO-CREAMERCO 


NEW  HAVEN 


CONNECTICUT 


VICTOR  SERVICE  SPECIALISTS 


seems  to  be  an  increasing  demand  for  Beacon 
machines  throughout  New  England,  and  that  a 
great  number  of  the  dealers  who  had  placed 
small  orders  during  the  Summer  are  now  or- 
dering substantially  for  the  Fall,  and  the  out- 
look for  the  next  few  months  is  very  favorable. 
Arthur  Logan's  New  Post 
Arthur  Logan  has  joined  the  Beacon  organi- 


zation, and  he  will  devote  most  oi  nis  time  to 
sales  promotion  work  in  connection  with  the 
Eastern  jobbers,  and  he  will  also  be  in  charge 
of  the  export  business.  Mr.  Logan  is  a  veteran 
lumberman,  having  been  vice-president  of  the 
New  England  Lumber  Co.  and  secretary  of  the 
Richardson  Lumber  Co.  Later  he  went  into 
(Continued  on  page  89) 


 ~Ja 


2^23  LYMAN  ST.. 


8S 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


meiOdee 


THE  WORLD'S  FINEST  MUSIC  ROLL 

Steinert  Distributing  Service  Plus  Mel-O-Dee 

Offers  You  Quality  Service  with  Quality  Merchandise 
A  SPECIAL  HIT  SERVICE 

203735  Tripoli      .       .  Waltz   .    $  .85 

4019  Avalon      .       .       .  Fox  Trot  AL  Jolson  Song    Word  Roll  1.25 

3999  Japanese  Sand  Man  Fox  Trot  ....    Word  Roll  1.25 

203587  Love  Nest       .       .  Fox  Trot  75 

Send  for  Mel-O-Dee  Complete  Catalogue  containing  3000  numbers 
WHOLESALE  DEPARTMENT 

M.  STEINERT  &  SONS  CO.      35  arch  street  BOSTON 


KRAFT-BATES--SPENCER 

'   NEWENGL-AND  DISTRIBUTORS 


INC 


PHONOGRAPHS     AND  RECORDS 


The  Completeness  of  Brunswick  Distribution 

ITS  ADVANTAGES  TO  THE  DEALER 

Many  factors  make  the  Brunswick  franchise  the  most  valuable  a  phonograph  dealer  can  have. 
A  super-fine  instrument  that  won  preeminence  in  four  years,  an  immense  volume  of  advertismg 
and  the  prestige  of  a  name  already  known  to  the  millions,  are  some  of  them. 

And  in  addition  there  is  the  vast  scope  of  a  distribution  system  supplying  every  part  of 
the  country  with  equal  facilities. 

Six  production  plants  and  thirty-eight  branch  houses  assure  direct,  prompt  and  efficient 
service  to  any  dealer,  anywhere,  at  any  time. 

No  matter  where  you  are  located,  north,  south,  cast  or  west,  Brunswick  men  and  Bruns- 
wick stocks  are  near  you,  waiting  to  serve  you. 

These  stocks  are  complete.  And  these  men  are  not  mere  distributors,  interested  In  dilTcrent  lines,  with 
a  lukewarm  attitude.  They  arc  all  part  and  parcel  of  a  great  organization.  Each  one  is  keyed  to  enthusiasm  in 
Brunswick  ideals  and  methods. 

The  Brunswick  dealer  is  in  every  sense  a  part  of  this  great  whole.  He  receives  the  benefit  of  the 
smooth-running  machinery  of  a  production  and  distribution  system  standardized  in  75  years,  of  merchandising. 

He  is  not  dependent  upon  any  middleman,  any  more  than  the  Mouse  of  Brunswick  is  dependent  upon  any 
outsider  at  any  stage  of  phonograph  and  record  making. 

Thus  the  Brunswick  dealer  is  in  an  enviable  position.     And  his  connection  becomes  more  valuable  every 

day. 


KRAFT-BATES  &  SPENCER,  Inc.,  156  Boylston  Street,  BOSTON,  MASS. 


TONOFONE, 


NEW  ENGLAND  DISTRIBUTORS 

VICTROLENE,  MOTROLAS, 


RECORD  FLASHER 


Steel  Needles 


Jewel  Points 


Record  Brashes 


Khaki  Covers 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


89 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  87) 


MICA 
DIAPHRAGMS 

Watson  Brothers,  Inc. 

170  PURCHASE  ST. 
BOSTON     ....  MASS. 


business  for  himself.  He  has  long  been  a  deep 
student  of  the  talking  machine  industry. 
Signs  Up  Several  New  Accounts 
Manager  R.  O.  Ainslie  has  lately  signed  up 
several  good  accounts  in  New  England  for  the 
Pathe  representation,  these  including  W.  H. 
Lambert,  of  Fall  River;  Frank  Beaube,  of 
Waterville,  Me.;  the  Photo  Studio,  Worcester, 


^Ae  Phono0raphy?1arvelous  Tonej 


The  Popularity  of 
this  Wonderful 
Talking  Machine 
in  New  England 
has  been  unprece- 
dented. If  you  are 
looking  for 

QUALITY 
SEERVICE 
AND 
PROFIT 

GET  IN  TOUCH 
WITH  THE 
MOST  PRO- 
GRESSIVE 
HOUSE  IN 
THE  EAST 


Hateral  Eecorbs 


SCRATCH 


Dealers  Supplied  at  Short  Notice 

S.  W.  SHARMAT  &  SON 

Wholesale  Distributors 

5  Bromfield  Street,  Boston,  Mass. 


and  P.  J.  Whitten,  of  Pittsfield.  Miss  Mar- 
guerite Taylor,  secretary  to  Manager  Ainslie, 
is  back  home  from  her  vacation  which  was  spent 
at  Gilmanton  Iron  Works,  N.  H.  Business  with 
the  Pathe  is  reported  .to  be  progressing  finely 
and  August  was  an  unusually  good  month. 
Busy  Men  Enjoy  Vacations 

Ralph  Silverman,  of  the  Phonograph  Supply 
Co.,  was  able  to  get  two  weeks  away  from 
business  and  went  up  into  the  Green  Moun- 
tains, where  he  had  a  pleasant  vacation;  but 
when  it  came  time  for  George  Rosen,  his  part- 
ner, to  go  away  he  took  just  a  single  week — 
couldn't  stay  away  from  business.  Here  is  the 
way  one  of  his  friends  describes  the  situa- 
tion in  regular  press  agent  style: 

"Now,  if  you  have  a  mental  picture  of  George 
in  white  flannels  lazily  browsing  over  a  maga- 
zine of  fiction  on  the  deck  of  a  yacht,  forget 
that  film.  He  just  couldn't  keep  away  from  the 
phonograph  business  entirely,  even  for  a  week. 
He  spent  much  of  his  time  talking  things  over 
with  the  business  friends  he  met  in  his  travels. 
And  his  magazines  were  the  trade  journals.  Yet 
George  declares  it  was  a  week  well  spent,  as 
the  Hollow  Corners  editor  would  say. 

Plan  Brunswick  Expansion 

Wholesale  Manager  Walter,  of  the  Bruns- 
wick-Balke-Collender  Co.,  reports  that  arrange- 
ments will  soon  be  -made  to  sign  up  with  some 
more  dealers  in  the  New  England  territory, 
preference  being  given  first  to  those  who  have 
been  eager  for  some  time  to  carry  the  Bruns- 
wick product.  All  the  present  dealers,  he  says, 
are  making  every  effort  to  get  a  large  supply 
of  goods,  which  they  are  anxious  to  have  deliv- 
ered to  them  early.  G.  W.  Curtis  has  been 
meeting  with  much  success  in  the  western 
Massachusetts  territory  and  Kenneth  Finney  is 
planning  to  get  out  into  the  field  later. 

New  Sonora  Representatives 

Manager  Burke,  of  the  Musical  Supply  & 
Equipment  Co.,  has  lately  made  some  appoint- 
ments as  representatives  for  the  Sonora  line. 
These  include  Tilden-Thurber  Co.,  of  Providence, 
R.  I.;  the  Jackson  Furniture  Co.,  of  Fitchburg, 
and  the  New  England  Music  Co.,  of  Water- 
bury,  Conn.  Manager  Burke  states  that  the  busi- 
ness in  Sonora  distribution  in  the  past  three 
months  was  300  per  cent  in  advance  of  the 
same  period  a  year  ago. 

Returns  from  Pacific  Coast  Trip 

George  Lincoln  Parker,  who  handles  the  Edi- 
son line,  returned  home  the  middle  of  August 
from  his  four  weeks'  trip  to  the  Pacific  Coast, 
where  he  had  a  well-spent  vacation.  He  visited 
Portland,  Ore.,  Seattle,  Wash.,  San  Francisco, 
Los  Angeles,  Berkeley,  Cal.,  and  other  places, 
returning  East  via  the  Southern  Pacific  route, 
stopping  on  the  way  at  the  Grand  Canon 
and  in  Chicago. 

Aeolian-Vocalion  Alterations  Complete 

Now  that  the  changes  in  the  Aeolian-Vocalion 
Boylston  street  headquarters  have  been  com- 
pleted the  interior  presents  a  very  smart  and 
attractive  appearance.  There  are  now  five  new 
demonstration  booths  and  the  record  depart- 
(Continued  on  page  90) 


REMEMBER 

*iF  IT'S  A  PHONOGRAPH 
ACCESSORY  OR  REPAIR 
PART,  WE  HAVE  IT." 

Complete  stock  of 
Needles,  Motors,  Tone  Arms,  Main 
Springs,  Attachments,  Repair  Parts 
and  other  Accessories. 

Prompt  Deliveries  Fair  Prices 

Send  for  our  latest  monthly  Price  List 

Phonograph  Supply  Co. 

of  New  England 
COURT  SQUARE      BOSTON,  MASS. 


Your  Guarantee,  Mr.  Dealer 

Lansing  Khaki  Covers 

For  All  Phonographs 

Unqualified  Endorsement  of  Biggest 
Manufacturers  and  Dealers 


Slip 
and  Rubber 
Covers 
for 

Phonographs 


Distributors  of  the 
"LANSING  KHAKI  MOVING  COVER' 


ATLANTA,  GA. 

Elyea  Talking  Machine  Co.,  11  No.  Pryor  St. 
Southern  Paramount  Co.,  23  Peter  St. 
BALTIMORE.  MD. 

E.  F.  Droop  &  Sons  Co.,  231  No,  Howard  St. 
BIRMrNGHAM,  ALA. 

Talking  Machine  Co.,  1618  Third  A^e, 
BOSTON,  MASS. 

Hallet  &  Davis  Piano  Co.,  146  Boylston  St. 

Oliver  Ditson  Co.,  178  Tremont  St. 
BROOKLYN,  N.  Y." 

American   Talking   Machine   Co.,   356  Livingston  St. 

G.  T.    Williams   Co.,    217-222   Duffleld  St. 
BUFFALO,   N.  Y. 

Buffalo  Talking  Machine  Co.,   776-778  Washington  St. 
Buffalo  Wholesale  Hardware  Co. 
CEDAR   RAPIDS,  IOWA 
Churchill  Drug  Co. 

CHICAGO,  ILL. 

Brunswlck-Balke-CoUcnder  Co.,  623-633  So.  Wabash  Ave. 

Fuller-Morrison  Co.,  540-552  West  Bandolph  St. 

W.  W.  Kimball  Co.,  .Taokson  Blvd.  &  Wabash  Ave. 

Wade  Talking  Machine  Co.,  14  No.   Michigan  Ave. 
CINCINNATI.  OHIO 

The   Ohio  Talking  Machine  Co. 
EL  PASO.  TEXAS 

W.   G.   Walz  Co. 
JACKSONVILLE.  FLA. 

Florida  T.  M.  Co.,  226  E.  Forsyth  St.  ^ 
KANSAS  CITY,  MO. 

Schmelzer  Co. 

MEMPHIS,  TENN. 

O.  K.  Houck  Piano  Co.,  103  So.  Main  St. 
MILWAUKEE.  WIS. 

Waltham  Piano  Co, 
MINNEAPOLIS,  MINN. 

McDonald   Bros.  Co. 
MOBILE,  ALA. 

W.  R.  Reynalds 

NEWARK,  N.  J. 

Colltags  &  Co.,  Plum  Bide 
NEW  YORK  CITY,  N.  Y. 

Columbia  Graphophone  Co.,   Woolworth  Bldg. 

New  York  Talking  Machine  Co.,  119  W.  40th  St. 

Knickerbocker  T.   m:   Co.,   138-140  W.   124th  St 

Blackman  T.  M.  Co.,  81  Reade  St. 

Orraes,  Inc.,   26  K   125th  St. 
OMAHA.  NEBR. 

Wright  &  Wilhelmy  Co.,  10th  &  Jackson  Sts. 
OKLAHOMA  CITY,  OKLA. 

H.  A.   Mottier  Sales  Organization. 
PEORIA,  ILL. 

Putnam-Page  Co. 
PHILADELPHIA.  PA. 

Interstate  Phonograph  Co.,  1026  Chestnut  St. 

Philadelphia  Show  Case  Co.,  127  No.  13th  St. 
PITTSBURGH.  PA. 

W.   F.    Frederick  Piano   Co.,   635-637   Smlthfleld  St. 
PORTLAND,  ME. 

Cressey  &  Allen,  534  Congress  St. 
ROCHESTER,  N.  Y. 

Rochester  Phonograph  Co.,  44  Clinton  Ave.',  North 
SALT  LAKE  CITY,  UTAH 

Salt  Lake  Hardware  Co. 
ST.    LOUIS,  MO. 

Koerber-Brenner  Co. 
TOLEDO,  OHIO 

The  Tolwlo  Talking  Machine  Co.,  425  Superior  St. 
WASHINGTON,    D.  C. 

F.  P.   May  Hardware  Co.,  469-477  C  St. 
YORK,  PA. 

Weaver  Piano  Co. 


FACTORY  REPRESENTATIVES 


Pacific  Coast  Representative, 

Walter  S.  Gray  Co., 

942    Market  St, 

San  Francisco,  Cal. 

T.    J.  Cullen, 

21   E.   Van  Buren  St.. 

Chicago.  111. 

H.  A.  Copeland  Sales  Co., 
Charlotte,  N.  C. 


W.  G.  Kelchner  Sales  Co., 
Charlotte,  N.  C. 

Louis  A.  Schwarz, 
1265  Broadway, 
New  York. 

I.  W.  Becker, 
Hotel  Wineooff, 
Atlanta,  Ga. 


ELIOT  and  WARRENTON  STS. 
BOSTON  11,  MASS. 


90 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


?/lllllllllllllllllllllllimillllHlllllll^p!?'iiiii"iiniii' 


Mm 


THE  VICTOR  RETAIL  FRANCHISE 

Is  of  course  the  most  valuable  in  the  world. 
Victor  dealers  should  do  everything  in  their 
power  to  prove  worthy  of  it,  and  in  this  connec- 
tion Cressey  &  Allen  as  Victor  wholesalers  are 
striving  in  every  way  possible  to  be  of  construc- 
tive service  to  dealers  located  in  New  England. 


uiiiHiiiniiiiiimiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiHiiiini^ 


TRADE  CONDITIONS  IN  BOSTON 

(Continued  from  page  89) 

ment  has  been  removed  nearer  to  the  front  of 
the  store.  With  the  beginning  of  the  Fall  as 
ushered  in  by  early  September,  business  is  be- 
ginning to  pick  up  perceptibly.  F.  B.  Lincoln, 
of  the  sales  staff,  is  home  from  his  vacation 
spent  at  North  Conway  and  John  J.  Hart,  also 
oi  the  sales  force,  has  -finished  a  pleasant  auto- 
mobile trip  into  the  White  Mountains.  Charles 
T.  Foote  also  spent  a  restful  vacation  in  the 
mountains. 

News  Brieflets 

E.  C.  Cressey,  of  the  C.  C.  Harvey  Co.,  which 
carries  the  Victor,  Brunswick  and  Edison  lines, 
spent  his  vacation  at  Belgrade  Lakes,  Me., 
whither  he  motored  with  Mrs.  Cressey. 

W.  C.  Fuhri,  general  salesmanager  of  the 
General  Phonograph  Corp.,  spent  a  few  days 
in  Boston  the  latter  part  of  August. 

E.  B.  Shiddell,  of  the  Musical  Products  Co., 
which  has  been  handling  the  Sonata,  is  over 
in  New  York  at  this  writing,  where  he  is  in  con- 
sultation with  certain  talking  machine  officials 
relative  to  the  future  of  the  company. 

Activity  Prevails  at  Ditson's 

Manager  Henry  Winkelman,  of  the  Victor 
department  of  the  Oliver  Ditson  Co.,  has  not 
as  yet  taken  a  vacation  but  he  may  decide  to 
go  away  later  in  the  season.  Manager  Winkel- 
man says  business  has  been  coming  along  pretty 
regularly  and  that  the  indications  are  good  for  a 
brisk  Fall.  Otto  Piesendel  is  back  from  his  va- 
cation but  he  did  not  get  far  away  from  home 
contenting  himself  with  short  near-by  trips. 
John  Canovan  just  now  is  visiting  the  trade. 
Preparing  for  Concerts 

Miss  Grace  Barr,  of  the  service  department  ol 
the  Steinert  house,  who  has  finished  a  vacation 
at  her  home  in  Worcester,  is  just  now  busily 
at  work  mapping  out  a  program  for  the  Eight 
F.inious  Victor  Artists  who  will  give  concerts  in 
>Icw  England  from  October  24  to  31  inclusive. 


PERFECTION  BEARING  TONE  ARMS 

PERFECTION  FLEXI-TONE  REPRODUCERS 


Manufacturers 
Jobbers- 
Dealers— 


The  Perfection  Flexitone  reproducer  No.  7 
attached  to  the  Perfection  ball-bearing 
tone  arm  No.  4  plays  all  lateral  cut  rec- 
ords on  all  types  of  Edison  Disc  Machines. 
Made  in  nickel  and  24  carat  gold  finish, 
extra  fine  quality  disc. 


These  reproducers  and  tone  arms  are  the  very  finest  made,  mechanically — repro- 
ducing as  the  records  were  recorded  in  the  recording  room — telarity  of  sound  with 
great  volume. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 


Manufactured  by 

New  England  Talking  Machine  Co. 


16-18  BEACH  STREET 


BOSTON,  MASS. 


CALIFORNIA 

Son  Francisco — Walter  S.  Gray  Co. 
COLORADO 

Denver— Denver  Dry  Goods  Co. 
IOWA 

DcB  Moines— 'Harger  &  Bllsh 


DISTRIBUTORS  : 

MASSACHUSETTS 

Boston — Pardec-Ellcnberger  Co. 

NEBRASK.\ 

Omaha— Shultz  Bros. 

NEW  YORK 

New  York— The  Phonograph  Corp.  of 
Manhattan 


PENNSYLVANIA 

Pittsburgh — Buehn  Phono.  Co. 
Philadelphia — Girard  Phono.  Co. 

UTAH 

Ogden — Proudflt  Sporting  Goods  Co. 
VIRGINIA 

Richmond — C.  B.  Hnynos  Co..  Inc. 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


91 


The  MODERNOLA 

A  Home  Delight  to  Ear  and  Eye 


"Now  That's 
Different" 


Yes,  it  is! 

Prospective  purchasers  of  talking 
machine  instruments  are  quick  to 
recognize  the  individuality  in  The 
Modernola. 

The  Modernola  is  proving  its 
preference  in  hundreds  of  instan- 
ces. Unique  in  design,  w^onderfully 
beautiful  with  its  lamp  shade  fea- 
ture, luxurious  in  its  rich  finish — 
The  Modernola  has  irresistible 
appeal. 

It's  w^inning  everyw^here ! 

The  Modernola  adds  wonderfully  to  a 
home  setting.  The  colorful  lamp  brightens 
and  cheers.  When  the  instrument  is  play- 
ing, the  soft  glow  from  the  silken  lamp 
counts  much  for  impression.  The  deeper 
feelings  of  sentiment  are  played  upon. 
The  value  of  the  music  is  greatly  en- 
hanced. 

Increased  Modernola  production  is  facili- 
tating delivery.  We  are  placing  the 
Modernola  with  the  jobbing  trade.  For 
open  territory  we  have  a  proposition  in- 
terestingly profitable. 

Write  Us— Now! 


THE  MODERNOLA  COMPANY 

JOHNSTOWN,  PA. 

Eastern  Distributors: 
Eastern  Phonograph  Corporation,  100  West  21st  Street,  New  York 


92 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Crystal  Edge  MICA  Diaphragms 

THE  STANDARD  OF  QUALITY  AND  SERVICE 

PHONOGRAPH   APPLIANCE   CO.  174  Wooster   Street,   New  York 


EFFECTIVE  EDUCATIONAL  EXHIBIT. 


Attractive  Display  Made  at  Salt  Lake  City  Re- 
cently in  Connection  With  the  Convention  of 
the  National  Educational  Association 

One  of  the  most  attractive  and  effective  com- 
mercial exhibits  at  the  National  Educational  As- 
sociation, held  in  Salt  Lake  City  recently,  was 
that  of  the  educational  department  of  the  Co- 
lumbia Graphophone  Co.    The  large  ladies'  par- 


various  folk  dances  and  children's  games,  all  to 
illustrate  the  value  of  this  work  in  the  physi- 
cal life  of  pupils.  Two  hundred  or  more  inter- 
ested teachers  witnessed  the  demonstration. 

Two  sets  of  records  were  of  special  interest 
to  visitors.  Salt  Lake  City  is  the  home  of 
Lucy  Gates,  who  makes  records  e.xclusively  for 
Columbia,  and  her  delightful  songs  attracted 
m.any.  The  other  set  comprised  the  voices  of 
national  statesmen  discussing  the  issues  of  the 
da}%  such  as  Coolidge,  Palmer,  McAdoo,  Clark, 

Harding,  Lodge,  etc. 

The  exhibit  was 
under  the  direction 
of  Miss  Estelle  L. 
Windhorst  and  J. 
Milnor  Dorey,  of 
the  educational  de- 
partment of  the  Co- 
lumbia Graphophone 
Co.,  assisted  by  the 
local  staff  of  the  Co- 
lumbia branch  in 
Salt  Lake  City  and 
Miss     Leone  Am- 

View  of  Exhibit  at  Hotel  Utah,  Salt  Lake  City  mott.  of  the  Daynes- 


AMERICAN  LEGION  MAKES  GIFT 

Madison,  N.  J.,  Post  Awards  Handsome  Instru- 
ment to  Ed.  Wiechert 


Madison,  N.  J.,  September  6. — One  of  the  larg- 
est crowds  of  the  year  filled  the  Liberty  Theatre 
recentlj^  to  witness  the  award  of  the  talking 
machine  given  by  the  American  Legion.  Under 
the  conditions  of  the  award  six  names  were  se- 
lected and  from  these  six,  one  was  to  be  given 
the  phonograph. 

The  first  six  selected  from  the  hundreds  of 
names  were  those  of  May  Boyle,  Harry  Bassi, 
Lstelle  Squier,  Henry  Dawson,  Mrs.  L.  A. 
Waters  and  Ed.  Wiechert.  When  the  second 
selection  was  made  from  this  list  of  six  names 
the  award  was  made  to  Ed.  Wiechert,  of  Green 
Village. 


PROVES  QUITE  AN  ATTRACTION 

The  Talk-o-Photo  Is  Bringing  Quite  a  Number 
of  Movie  Fans  to  Dealers'  Stores 


lor  of  the  Hotel  Utah  was  engaged  for  the  en- 
tire week  and  in  it  Grafonolas  and  Columbia  lit- 
erature were  convenientlj-  placed.  The  exqui- 
site furnishings  of  the  room,  with  its  comfort- 
able chairs,  hangings,  paintings  and  flowers, 
made  a  most  desirable  rest  room  for  the  many 
delegates  attending  the  convention. 

During  the  week  m.any  teachers,  superintend- 
ents and  visitors  availed  themselves  of  the  op- 
portunity to  listen  to  Columbia  records  and  to 
learn  about  the  extensive  and  progressive  work 
of  the  Columbia  Graphophone  Co.  to  provide 
practical  and  worthy  educational  music  mate- 
rial for  the  public  schools.  Not  only  were  there 
displayed  the  many  t)'pes  of  music  suitable  for 
music  appreciation  work,  but  the  records  for 
penmanship,  nature  studJ^  foreign  languages, 
measurement  tests,  civics,  history,  rote  singing 
and  phj'sical  drill  were  exhibited  and  demon- 
strated. 

One  interesting  feature  of  the  week  was  a 
demonstration  in  this  large  exhibit  room  of  the 
work  of  the  children  in  the  playgrounds  of  Salt 
Lake  City.  Under  the  direction  of  Miss  .Ste- 
wart, Miss  Reuben  and  Miss  Pierson,  of  the  city 
schools  staff,  groups  of  pupils  participated  in 


Beebe  Music  Co.,  Columbia  dealer  in  Salt  Lake 
City.    It  was  a  most  successful  affair. 


J.  QUEVEDO  OF  CUBA  A  VISITOR 

Reports  Sales  of  Charmaphones  in  Cuba  Are 
Growing  Steadily— Big  Fall  Trade  Predicted 


One  of  the  recent  visitors  to  the  offices  of  the 
Charmaphone  Co.,  39  West  Thirty-second  street. 
New  York  City,  was  J.  Quevedo,  of  Quevedo  & 
Cabarga,  Havana,  Cuba.  For  over  two  years 
this  firm  has  handled  the  Charmaphone  line  of 
machines,  and  this  most  successfully,  according 
to  Mr.  Quevedo's  reports.  In  reviewing  the 
Cuban  situation,  particularly  referring  to  the 
Fall  season,  relative  to  the  talking  machine 
trade,  Mr.  Quevedo  said;  "We  expect  to  have 
an  enormous  Fall  season.  All  indications  point 
in  that  direction.  Special  preparations  now 
under  way  will  enable  us  to  handle  the  demand 
to  good  advantage.  If  it  were  not  for  strikes 
and  difficulties  entailed  in  exporting  our  phono- 
graphs we  would  have  been  able  to  use  twice 
as  man}'  machines  as  we  found  possible  under 
the  situation  last  season." 


R.  B.  W^heelan,  president  of  the  Talking 
Photo  Corp.,  New  York  City,  reports  that  the 
Talk-o-Photo  has  already  gained  much  popu- 
larity throughout  the  talking  machine  trade,  al- 
though it  was  only  introduced  several  months 
ago.  These  phonograph  records  of  the  voices 
of  famous  movie  stars  with  the  photo  and  re- 
production of  the  autograph  of  the  star  on  the 
reverse  side  have  appealed  strongly'  to  moving 
picture  fans.  It  is  said  that  the  movie  fans  who 
collect  pictures  of  their  favorite  stars  number 
many  thousands.  These  same  fans  are  evi- 
dently now  glad  of  the  opportunity  to  also 
secure  a  collection  of  the  voices  of  their 
favorites.  Mr.  Wheelan  reports  that  a  number 
of  dealers  have  made  attractive  window  displays 
of  Talk-o-Photos  and  found  that  they  attracted 
much  interest  in  their  localit}-,  and  materially 
iitimulated  the  sales  of  these  novelty  records. 
One  dealer  reported  that  a  prospect  came  into 
his  warerooms  to  inquire  about  these  new  rec- 
ords and  not  only  bought  a  liberal  supply  of 
the  records,  but  a  talking  machine  on  which  to 
play  them.  New  motion  picture  stars  are  being 
added  continually  to  the  already  large  list  of 
those  whose  voices  are  recorded  on  the  Talk-o- 
P'hoto  records. 


AMERICANOLA 


MODEL  C 


PLAYS  ALL  RECORDS 

A  Talking   Machine  of  Quality, 
and  Workmanship 

The  Americanola  reproduces 
the  music  of  every  instrument 
and  the  sound  of  every  voice 
v^ith  complete  fidelity.  No 
tone  is  slurred.  No  distinctive 
quality  lost. 

WRITE  FOR  DEALER'S  F'ROPOSITION 

AMERICAN  TALKING 

BLOOMSBURG, 


Tone 


Lyric  Lateral  Records 

DEALERS  SUPPLIED  ON  SHORT  NOTICE 
YOU  CANT  BEAT  US  FOR  SERVICE 


We  are  Distributors — placing  on  your 
shelves  the  Latest  Hit  and  supplying 
you  with  Bulletins,  Hangers, Cut-outs, and 
Advertising  Material  is  one  feature  of 

LYRIC  SERVICE 

MACHINE  CO., /nc. 

PENNA. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


93 


Unico  Installation  for  Adams-Flanigan  Company,  New  York  City 

When  the  Unico  Installation  was  completed  Mr.  John 
Flanigan,  President  of  the  A danis-Flanigan  Company,  wrote, 
in  part — 

"It  affords  lis  great  pleasure  in  writing  this  letter  of  com- 
mendation as  a  mark  of  our  appreciation  to  your  firm  for  the 
service  and  attention  rendered  us  from  the  time  we  became 


interested  in  the  installation  of  'Unico'  equipment  until  the 
department  was  finished  to  our  entire  satisfaction. 

"The  order  for  our  equipment  was  placed  the  latter  part  of 
June  and  was  delivered  to  our  store  on  July  30th,  just  thirty- 
two  working  days  after  the  placing  of  the  order.  Your  erec- 
tion men  began  work  at  once  and  on  August  6th  the  depart- 
ment was  completely  finished." 


Sense  and  Sensibilities 

Common  sense  in  commerce  has  proved  that  an  appeal  to  the  sensibilities  is  a 
potent  factor  in  modern  merchandising. 

This  appeal  is  variously  termed.  Some  call  it  "sales  atmosphere,"  "impression," 
and  some  term  it  "  background." 

But,  regardless  of  its  name,  a  successful  store  must  be  an  inviting  store,  a  store 
that  appeals  to  the  sensibilities. 

The  installation  of  Unico  Equipment,  patented  in  construction  and  design,  will 
produce  the  appeal  and  at  the  same  time  will  provide  decorative  display  for 
goods  and  efficient,  speedy  transactions. 

Furthermore,  its  flexibility  allows  for  relocation  and  future  growth,  utilizing 
present  with  the  additional  equipment. 

Unico  Service  provides  for  prom.pt  shipment  from  stock  in  ten  designs  of 
complete  equipment  for  your  entire  store  or  department. 


We'd  like  to  recommend  a  Unico  Equip- 
ment for  your  store.  A  rough  floor 
plan  and  dimensions  are  all  we  need. 


A  telephone  call,  telegram  or  even  a 
letter  by  an  early  mail  will  make  this 
Service  and  Unico  Equipment  available 
for  your  fall  and  holiday  business. 


Unico  ConsliucUon  is  patented.      Unico  Designs  are  patented. 

UNIT  CONSTRUCTION  COMPANY 


NEW  YORK 

299  Madison  Ave. 
Corner  41st  St. 


Rayburn  Clark  Smith,  President 
58th  Street  and  Grays  Avenue 

PHILADELPHIA 


CHICAGO 

Willoughby 
Building 


94 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


We  are  pleased  to  announce  that  we  have  been 
appointed  the  exclusive  distributor  of  MEX.-0-DEE  MUSIC 
ROLLS  for  the  entire  State  of  Pennsylvania  and  Southern 
New  Jersey,  and  we  are  now  equipped  to  give  immediate 
service  from  our  Philadelphia  and  Pittsburgh  stock  rooms. 

MEL-O-DEE,  the  world's  finest  Music  Roll,  not  only 
produces  musical  effects  possible  with  no  other  roll,  but  also 
is  manufactured  with  patented  non-breakable  spool  ends  and 
all  words  are  printed,  not  stenciled,  on  Song  Rolls. 

Service  is  to  be  Our  By-word 

Get  acquainted  with  us  through  our  Hit  Service  by 
ordering 

 203587 — Love  Nest  (Fox-trot,  from  Mary).  .$  .75 

  4019— Avalon  (Fox-trot  Word  Roll)   1.25 

 203135— Tripoli  (Waltz)   85 

  3999 — Japanese  Sand  Man  (Fox-trot 

Word  Roll)  1.25 

THE  PHILADELPHIA  SHOW  CASE  COMPANY 


PHILADELPHIA 
127  North  13th  Street 


PITTSBURGH 
2002  Jenkins  Arcade 


Septeimber  15,  1920 


THE   TALKING   MACHINE  WORLD 


95 


£f  n  LADELPNIA' 


and 

IPCALITX 


_  .  ,;3;y  

Philadelphia,  Pa.,  September  3.— Talking  ma- 
chine and  record  business  in  this  city  during 
August  was  as  good  as  could  be  expected  and 
suffered  little  in  comparison  with  last  year. 
In  fact,  last  year  business  seemed  very  active 
because  of  the  shortage  of  instruments  and 
records  and  this  made  it  seem  as  though  a  tre- 
mendous business  was  being  done.  This  year 
dealers  found  that  their  profits  for  the  month 
were  equal  to  and  in  some  cases  better  than 
the  total  made  in  August,  1919.  Fall  prospects 
are  bright,  with  the  factories  turning  out  ma- 
chines and  records  at  top  speed  and  dealers 
laying  in  all  possible  stock  in  preparation  for 
the  big  rush. 

Why  H.  W.  Weymann  Is  Optimistic 

Harry  W.  Weymann,  of  the  wholesale  house 
of  H.  A.  Weymann  &  Son,  is  most  optimistic 
as  to  the  big  volume  of  business  in  talking 
machines  and  records  during  the  remainder  of 
the  year.  Right  along  he  has  been  urging  the 
dealers  to  get  in  their  orders  for  the  Fall  and 
Winter  as  early  as  possible  in  order  that  they 
may  be  prepared  against  a  shortage  later  or  a 
freight  embargo. 

''Many  of  our  dealers,"  says  Mr.  Weymann, 
"say  that  some  of  their  customers  have  been 
patiently  waiting  for  several  months  for  the 
desired  style  of  Victrolas  rather  than  accept 
any  other  make  which  is  available  for  imme- 
diate delivery.  The  conditions  that  existed  last 
year  at  this  time,  where  prospective  buyers  were 
at  the  time  forced  to  accept  substitutes,  will 
not  prevail  this  Fall,  as  the  buying  public  is  now 
acquainted  with  the  fact  that  the  increased  Vic- 
tor output  will  cause  them  to  insist  on  get- 
ting what  they  want.  The  Victor  record  situa- 
tion,  however,   has   not   improved   very  much 


over  previous  months,  but  we  are  looking  for- 
ward to  considerable  gains  in  the  shipment  of 
records  from  the  factory,  beginning  with  Oc- 
tober of  this  year." 

Varied  Columbia  Happenings 

vSplendid  reports  are  being  given  out  by  the 
local  Columbia  officials  and  from  all  their  deal- 
ers they  are  receiving  reports  that  they  are 
looking  for  a  heavy  Fall  business.  They  are 
planning  at  the  Columbia  headquarters  here 
to  put  on  two  new  salesmen  by  the  first  of 
October,  whose  names  will  be  announced  later. 

C.  O.  Wood,  who  has  been  the  superintend- 
ent of  the  Columbia  here  for  some  time,  has 
resigned,  and  he  has  been  replaced  by  Lewis 
Klein,  who  has  been  connected  with  the  Co- 
lumbia shipping  department  for  the  past  four 
years.  An  interesting  little  flurry  has  been 
created  in  the  social  circles  of  Columbia  in  the 
resignation  of  Miss  Delabar,  the  private  secre- 
tary to  Manager  Cummin,  who  will  shortly  be 
married  and  will  go  to  Tokyo,  Japan,  to  reside, 
where  the  man  to  whom  she  will  be  married 
has  a  prominent  managerial  position. 

B.  W.  Jennings,  the  assistant  manager  of  the 
Columbia,  was  recently  at  Atlantic  City  for  a 
week,  where  he  found  conditions  most  satis- 
factory so  far  as  the  Columbia  was  concerned. 
For  several  days,  the  end  of  August,  Field  Sales 
Manager  Robert  Porter  and  O.  F.  Benz,  from 
the  executive  offices  in  New  York,  were  in 
Philadelphia  going  over  with  the  local  man- 
agement a  new  organization  and  sales  plan  for 
the  Fall.  The  Columbia  Co.  is  planning  a  series 
of  dealers'  meetings  for  the  latter  part  of  Sep- 
tember and  the  first  of  October. 

The  new  Columbia  manager,  P.  C.  Cummin, 
having   about    familiarized    himself    with  local 


conditions,  is  about  to  make  a  trip  among  all  the 
dealers  of  the  State,  accompanied  by  salesmen. 
J  T.  Callahan,  the  dealer  service  manager,  has 
just  returned  from  a  two  weeks'  vacation  which 
he  spent  at  Atlantic  City.  W.  A.  Willson,  of  the 
educational  department  of  the  Columbia  Co.. 
New  York,  was  in  Philadelphia  in  August,  also 
H.  L.  Tuers,  the  Dealer  Service  manager.  Re- 
cent visitors  to  the  Columbia  offices  were:  T. 
W.  DuBois,  of  Paulsboro,  N.  J.;  Mr.  Loeper,  of 
Ashland,  Pa.;  J.  H.  Sortman,  of  Newark,  Del. 
and  Mr.  Heller,  of  the  Metropolitan  Phonograph 
Co.  of  Reading,  Pa. 

Williams  Opens  New  Store 

F.  E.  Williams,  who  for  a  considerable  time 
was  a  Columbia  dealer  at  Seventeenth  and  Mif- 
flin streets,  has  just  opened  a  new  store  at  1723 
Snyder  avehue,  which  place  he  has  considerably 
remodeled. 

Installed  in  Its  New  Home 

The  Emerson  Philadelphia  Co.  has  finally  be- 
come fully  installed  in  its  new  home  at  810  Arch 
street.  It  has  about  completed  an  attrac- 
tive and  commodious  series  of  offices,  and  has 
a  very  large  amount  of  space  arranged  for  the 
display  of  records.  The  finest  feature  of  the 
place  is  its  splendid  light.  Harry  Fox,  the 
bead  of  the  company,  states  that  "The  best 
word  regarding  the  new  Emerson  phono- 
graphs is  that  we  are  selling  them  in  large 
quantities,  and  the  outlook  is  very  encouraging. 
The  phonograph  met  with  a  very  cordial 
reception  from  all  of  the  dealers  as  soon  as 
we  showed  them  some  of  the  exclusive  patents 
oF  the  Emerson  to  the  credit  of  this  organiza- 
tion. Firms  which  have  already  started  the 
handling  of  the  Emerson  phonograph  at  near- 
(Continued  on  page  96) 


A  phonograph  you  will  thoroughly  enjoy  selling 


ALINE  of  goods  that  sells 
easily  is  a  pleasure  to 
handle.  Take  the  new  line  of 
Emerson  Phonographs.  It  is  a 
line  to  enthuse  over. 

In  the  first  place  it  is  com- 
plete. There  are  many  different 
models  for  your  customers  to 
select  from. 

And  every  one  of  these 
models  is  equipped  with  the 
built-in,  solid-spruce,  round 
Emerson  Music  Master  Horn. 
This  horn  is  constructed  ac- 
cording to  scientific  principles 
and  is  acoustically  correct. 

The  Emerson  Music  Master 
Horn  forms  your  best  and  big- 


gest selling  point.  It  is  the  nub 
of  your  selling  argument.  Dis- 
play it — talk  about  it — play  it 
up — demonstrate  it  with  the 
latest  Emerson  song  hits  and 
dance  hits. 

The  most  inexperienced  ear 
will  quickly  detect  the  full, 
round  tone  which  flows  from 
the  full,  round  Emerson  Music 
Master  Horn. 

Send  for  our  new  loose-leaf 
catalog  showing  the  various 
Emerson  phonographs  and  ex- 
plaining why  we  make  the 
Emerson  Music  Master  Horn 
round  —  perfectly  round  —  as 
round  as  a  round  full  moon. 


^mersoTi 

Recontsqnd 
Phonogi 


Tmerson  Philadelphia  Co 


810  Arch  Street 


PHILADELPHIA,  PA. 


Distributors  of  EMERSON  RECORDS 


96 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  95) 


by  points  are:  The  Brintzenhoff  Piano  Co.,  of 
Reading,  Pa.;  The  Music  Shop,  of  Trenton,  N. 
J.;  McPherson's  Music  Store  of  Bridgeton, 
N.  J.;  the  Troxell  Music  Store  of  Allentown; 
the  Lundy  Piano  Co.,  of  Wilkes-Barre,  Pa.,  and 
E.  Einn,  of  Hazelton,  and  others."  Mr.  and 
Mrs.  Eox  recentl}'  returned  from  a  tour  of  the 
eastern  part  of  the  State,  spending  some  time 
at  Delaware  Water  Gap. 

Stults  Tells  of  Presser  Progress 

Manager  Robert  N.  Stults  of  the  Theodore 
Presser  talking  machine  department,  after  a 
pleasant  two  weeks'  motor  trip,  returned  to 
his  office  and  is  predicting  great  things  for 
the  Presser  department  this  Fall  and  Winter. 
He  states  that  July  was  ahead  of  the  July  of 
a  year  ago,  and  their  Aug^ust  business  ahead 
of  the  July  business.  They  have  been  having 
exceptional  success  in  the  nearby  suburban 
towns.  Mr.  Stults  states  that  thej^  are  getting 
Victor,  Brunswick  and  Cheney  machines 
through  in  large  numbers,  and  they  have  al- 
ready on  hand  practically  their  entire  Fall  and 
holiday  stock. 

Large  Perfek'tone  Business 

Manager  Adams,  of  the  Perfek'tone  Co.,  be- 
lieves that  business  is  going  to  be  very  good 
this  Fall  and  bases  his  assumption  on  the  fact 
that  each  month  has  shown  an  increase  over 
the  corresponding  month  of  last  year.  He  states 
that  the  firm  has  been  doing  considerable  ship- 
ping of  late  to  the  Far  West,  and  has  also 
received  large  orders  from  both  South  Amer- 
ica and  Cuba.  Mr.  Adams  had  his  family  at 
Ocean  City  for  the  Summer,  and  has  just  re- 
turned from  spending  two  weeks'  vacation  with 
them. 

Emil  Bauer  Is  in  Charge 
Emil  Bauer,  long  associated  with  the  talking 
machine  industry,  has  taken  charge  of  the  con- 
ducting of  the  Domestic  Talking  Machine  Corp., 
which  for  convenience  has  been  removed  from 
Latrobe,  Pa.,  to  728  North  Twenty-sixth  street, 
this    city.     He   will    not    only    sell    these  ma- 


Establiahed 

Manufacturers  and 
Wholesale  Distributors 


WEYMAHN 

1108  Chestnut  Street 
.Philadelphia,  Pa. 


World  famous 

Weymann 
"Keystone  State" 
String  Instruments 
and  "W  &  S"  brand 
Musical  Merchan- 
dise. 


H.  A.  Weymann  &  Son,  Inc. 

FOR  EXTRA 
PROFITS 

to  the  dealer  we  heartily 
recommend  a  Musical  In- 
strument Department. 

Success  is  practically 
assured  dealers  who  spe- 
cialize in  quality  goods  of 
known  merit  for  which  a 
demand  has  been  created. 

Write  for  catalogue 
and  trade  discounts 


chines,  but  also  motors  and  motor  parts.  The 
new  address  is  quite  a  large  factory. 

Brunswick  Expansion 
C.  P.  Chew,  in  charge  of  the  Philadelphia 
Brunswick  business,  was  recentlj'  in  Harris- 
burg  assisting  in  the  opening  up  of  an  exclu- 
sive Brunswick  shop  for  the  Regal  Co.  at  Sec- 
ond and  Walnut  streets.  He  states  that  they 
have    a    very    fine    establishment,    including  a 


series  of  fine  demonstration  booths.  They  carry 
the  entire  Brunswick  line.  Mr.  Chew  reports 
that  his  business  has  been  excellent  and  be- 
lieves that  dealers  should  order  liberally  in 
anticipation  of  a  freight  tie-up  in  the  Fall. 
F.  X.  Donovan  Goes  to  Cincinnati 
The  Wanamaker  talking  machine  department 
has  just  lost  its  head  salesman,  F.  X.  Dono- 
van, who  has  located  in  Cincinnati,  where  he 


TRY 

PHILA.  SHOW  CASE  CO.'S 

SERVICE 

Records 

We  are  ready  to  help  you  stock  in  Okeh  Records 

for  your  fall  business 

IMMEDIATE  DELIVERY        -        -  EVERYWHERE 

COMPLETE  STOCK 


PHILADELPHIA  SHOW  CASE  COMPANY 

127  NORTH  13th  STREET  PHILADELPHIA,  PA. 

PITTSBURGH  BRANCH:  2002  Jenkins  Arcade  Building 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


97 


Permanent  Assets 


Most  every   one   in   business    is    interested  in 

PERMANENT  ASSETS  — and  this  is  what  is 
offered  in  handHng  the  VITANOLA  Line.  Not 
only  do  you  have  Hberal  discounts,  with  quick 
shipments,  but  beautiful  designs,  marvelous  tone, 
which  make  repeat  orders. 


VITANOLA    DISTRIBUTORS  CO. 


Eastern  Penna.,  Delaware,  New  Jersey,  Maryland 


1025  Arch  Street 


PHILADELPHIA 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  96) 


has  taken  charge  of  the  new  Shillito  Co.'s  talk- 
ing machine  department.  This  company 
handles  the  Victor  exclusively  in  that  city,  and 
had  erected  a  fine  series  of  showrooms  by 
the  Unico  Construction  Co.  They  will  have  a 
formal  opening  about  the  first  of  October. 
.  Looks  for  Large  Fall  Business 
Walter  E.  Eckhardt,  the  head  of  the  Pathe 
here,  has  enjoyed  a  highly  gratifying  Summer 
business.  He  states  that  everything  looks  as 
if  there  was  going  to  be  a  very  substantia] 
business  this  Fall  in  the  standard  lines.  "In 
fact,"  he  says,  "I  am  encouraged  in  this  belief 
by  the  advance  information  I  have  from  our 
dealers  and  what  they  consider  will  be  their 
requirements  this  Fall.  I  personally  believe 
that  this  Fall  is  going  to  be  the  biggest  Fall 
we  have  ever  had.  As  to  prices,  I  do  not  see 
how  it  is  possible  for  the  standard  makes  to 
take  a   drop   in   prices,  and   even   cannot  see 


when  a  reduction  can  be  made  or  anticipated. 
With  labor  as  high  as  it  ever  was  and  with 
very  little  recession  in  the  prices  of  materials 
which  go  to  make  up  phonographs,  and  this 
coupled  with  the  further  fact  that  our  line 
has  not  been  subjected  to  the  increase  in  price 
that  was  placed  upon  so  many  commodities, 
there  is  absolutely  no  reason  for  contemplat- 
ing a  reduction  or  any  justification  for  the 
same." 

Penn  Phonograph  Co.  Surprise 

The  Penn  Phonograph  Co.  reports  that  busi- 
ness has  been  satisfactory  in  August,  and  that 
they  had  a  fair  amount  of  machines  to  be 
disposed  of,  but  they  have  been  very  short  on 
records.  The  firm  is  about  to  spring  a  big 
surprise  on  the  public  that  is  going  to  be 
even  a  greater  sensation  than  the  Penn  Victor 
Dogs.  Mr.  Clarke  of  the  sales  department, 
with    Mrs.    Clarke   and   some   friends    took  a 


delightful  ten  days'  vacation  trip  in  his  car 
through  the  New  England  States.  Recent  Penn 
visitors  were:  Jacob  Sitnel,  of  Altoona,  Pa.; 
William  Holland,  of  the  Roeblin  Piano  Co.,  of 
Wilmington,  Del.,  and  Mr.  Hunt,  of  the  firm 
of  Riggins,  Gaskell  &  Hunt. 

Receiving  Large  Shipments 

A.  J.  Heath,  of  the  firm  of  Heath  &  Gorham, 
has  been  receiving  good  shipments  of  the  Okeh 
records,  and  they  have  such  a  large  stock  on 
hand  at  present  that  they  will  be  able  to  fill 
all  orders  practically  lOO  per  cent. 

Using  Publicity  in  Hebrew  Papers 

The  new  People's  Talking  Machine  Co.,  of 
502  South  Fifth  street,  has  been  enjoying  a 
very  excellent  business,  and  attributes  the  re- 
sults to  the  exclusive  Victor  advertising  that 
they  have  been  doing  in  the  Hebrew  papers, 
for  they  feature  Hebrew  records,  and  have  a . 
large  record  library. 


T^HE  Penn-Victor  miniature  dog  with  the  dealer's  name  cast  in  the  pedestal 
has  been  used  by  nearly  one  thousand  Victor  Dealers  in  the 

United  States  Canada 
Great  Britain  Bermuda 
Hawaiian  Islands  Australia 
Central  and  South  America 


This  means  that  nearly  500,000  Penn-Victor  dogs  have  done  and  are  doing 
missionary  work  in  as  many  homes.  The  Penn-Victor  dog  will  continue  the 
work  of  Victor  Propaganda  as  efficiently  as  ever.  Why  not  let  it  work  for  you? 


DISTRIBUTORS: 


Atlanta,   Ga  Elyea  Talking  Machine  Co. 

Baltimore,   Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co.,  Inc. 
Birmingham,  Ala.  ..Talking  Machine  Co. 
Boston,   Mass  Oliver   Ditson  Co. 

Eastern  Talking  Machine  Co. 

The  M.  Steinert  &  Sons  Co. 

Buffalo,    N.    Y  Buffalo  Talking  Machine  Co. 

Burlington.    Vt.    ...American  Phonograph  Co. 

Butte.    Mont  Orton  Bros. 

Chicago,    III  Chicago  Talking  Machine  Co. 

Cleveland,   Ohio  Cleveland    Talking  Machine 

Co. 

The  Eclipse  Music  Co. 

Denver,  Colo  The   Knight- Campbell  Music 

Co. 

El  Paso.  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H  Bergstrom  Music  Co..  Ltd. 


Indianapolis,  Ind.  . 
Jacksonville,  Fla.  . 
Memphis.  Tenn.  . . . 
Kansas  City.  Mo.. 
Milwaukee,  Wis.  .. 
Minneapolis,  Minn. 

Mobile,  Ala  

New   Haven,  Conn. 

Newark.    N.  J  

New  Orleans,  La.. 
New   York  City  ... 


.Stewart  Talking  Machine  Co. 
.Florida  Talking  Machine  Co. 
.Houck  Piano  Co. 
.J.   W.   Jenkins  Music  Co. 
.  Badger  Talking  Machine  Co. 
.Beckwith-O'Neill  Co. 
.Wm.   H.  Reynalds. 
.The  Horton-Gallo-Creamer 
Co. 

.  Collings   &  Co. 
.Philip   Werlein,  LUl. 
.C.    Bruno   &  Son 
Knickerbocker  Talking 

Machine  Co. 
New   York   Talking  Machine 
Co. 

Ormes,  Inc. 

Silas  E.   Pearsall  Co. 


Omaha,    Neb  Mickel  Bros. 

Philadelphia,   Pa.   .  .H.  A.  Weymann  &  Son 
PittsburBh.    Pa.    ...W.   F.    Frederick  Piano  Co, 

Portland,    Me  Cressey  &  Allen,  Inc. 

Rochester.   N.   Y  E.   J.  Chapman 

St.    Louis,    Mo  Koerber-Brenner  Co. 

Toledo,    Ohio  The  Toledo  Talking  Machine 

Co. 

Washington,  0.  C... Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 
Kobt.    C.    Rogers  Co. 

Dealers  not  served  by  any  of  these  dis- 
tributors will  be  sold  direct  by  us  or  we 
will  charge  through  your  preferred  distributor 
if  so  requested. 


PENN  PHONOGRAPH  CO 


Victor  Distributors 
Wholesale  Only 


913  Arch  Street,  Philadelphia 


98 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


PHILADELPHIA  OFFICE  FOR  ACME 


Edward  McK.  Hunt  in  Charge  of  New  Office 
in  Philadelphia  Bourse — Another  Office  May 
Be  Opened  Soon  in  Newark,  N.  J. 


Die-castings  have  reached  such  a  state  of 
development,  and  are  so  admirably  adapted  to 
quantity  production  that  they  are  rapidly  being 
adopted  by  manufacturers  to  replace  parts 
heretofore  made  b}-  other  processes. 


MOTORS— TONE  ARMS 

We  Can  Furnish  Any 

HEINEMAN   or  MEISSELBACH 

Motor  or  Tone-Arm  or  part  at  factory  prices. 

Send  for  catalog,  enclosing  trad'^  card 

EVERYBODY'S  TALKING  MACH.  CO. 

Authorized  Distributors 
Hetneman  &  Melsselbacb  Motors 

3S  N.  8th  Street,  Philadelphia,  Pa. 


The  Acme  Die-Casting  Corp.,  Brooklyn,  N. 
Y.,  has  recently  opened  a  branch  office  in  the 
machinery  exhibition  sales  department  of  the 
Philadelphia  Bourse.  This  office  is  in  charge 
of  Edward  McK.  Hunt  and  will  handle  the 
company's  rapidlj^  growing  business  in  New 
Jersej',  eastern  Pennsylvania,  Maryland^  Dela- 
ware and  the  District  of  Columbia. 

The  Acme  Die-Casting  Corp.  maintains  offices 
at  the  present  time  in  Detroit,  Cleveland,  Chi- 
cago, Pittsburgh,  Rochester,  Boston  and  Phila- 
delphia, and  contemplates  opening  another  of- 
fice in  the  near  future  in  Newark,  N.  J.  The 
company  specializes  in  the  production  of  high- 
grade  zinc,  aluminum,  tin  and  lead  alloy  die- 
castings,' and  furnishes  castings  to  some  of  the 
largest  manufacturers  of  the  country. 


NEW  QUARTERS  IN  PHILADELPHIA 

United  Music  Stores  Now  Occupy  Four-Story 
Building  at  619  Cherry  Street  for  Wholesaling 
of  Records,  Music  Rolls,  Needles,  Etc. 


Phjladelphi.v,  Pa.,  September'  1. — The  United 
Music  Stores  have  just  occupied  their  new  four- 
story  building  at  619  Cherry  street,  this  city, 
with  its  45,000  square  feet  of  floor  space,  and 
-thus  offer  concrete  evidence  of  the  success  that 
has  attended  the  company's  efforts  in  the  whole- 
saling of  musical  merchandise  of  known  stand- 
ing. 

The  United  Music  Stores  started  in  business 
in  August  1918  in  a  small  space  at  905  Walnut 
street,   where   music   rolls   and   other  musical 


merchandise  are  wholesaled.  At  the  present  time 
the  company  acts  as  wholesalers  for  Piano- 
st\-le  and  Connorized  rolls,  Brilliantone  steel 
needles,  Lj^ric  records,  Kleernote  pumps,  etc. 

The  first  floor  of  the  new  quarters  is  given 
over  to  the  credit,  shipping,  sheet  musicT  and 
order  departments,  and  the  displaj-  room  in 
wliich  are  shown  samples  of  the  various  lines 
carried  hy  the  house.  The  second  floor  is  de- 
voted to  Pianost}-le  instrumental  rolls,  and  to 
stocks  of  Brilliantone  needles,  Kleernote  pumps 
and  L}-ric  records.  On  the  third  floor  is  found 
the  very  complete  stock  of  Connorized  Word 
Rolls,  while  on  the  fourth  floor  are  the  execu- 
tive oflices  of  the  foreign  roll  department. 


If  you  have  only  one  suit  of  clothes,  don't 
worry — you  can  at  least  be  sure  the  moths  are 
not  eating  the  other  one. 


A  BUSINESS  ORGANIZATION 
EQUIPPED  FOR  BIG  BUSINESS 


Backed  by  a  loyal  clientele  developed  thru  years  of  fair 
dealing  and  accurate  business  methods. 

Progressive  business  program  which  serves  both  the  higher 
interests  of  The  Victor  Company  and  our  Victor  Dealers. 


The  Louis  Buehn  Company 

OF  PHILADELPHIA 

Exclusive  Wholesale  Victor  Distributors 


September  15,  1920 


THE    TALKING    MAGWNE  WOI^LD 


99 


A  Survey  of  Fall  Trade  Prospects 

Comprehensive  and  Accurate  Facts  Regarding  the  Industrial,  Agricultural  and  General  Trade  Situation  Gathered  by 
The  World  From  Talking  Machine  Men  of  Standing  in  Every  Section  of  the  Country — 
Information  That  Should  Prove  Valuable  as  a  Guide  to  the  Industry 


Members  of  every  branch  of  the  talking  ma- 
chine industry  are  displaying  a  keener  interest 
than  ever  before  in  trade  history  in  the  pros- 
pects for  Fall  and  Winter  trade.  They  are 
endeavoring  to  foresee  any  probable  changes  in 
the  general  business  situation,  so  as  to  adjust 
their  sales  plans  to  meet  any  possible  exigencies 
that  may  arise. 

For  several  seasons  it  has  not  been  a  question 
as  to  what  business  there  would  be  for  the  talk- 
ing machine  dealer,  and  therefore  for  the  manu- 
facturer, but  rather  how  much  of  the  demand 
could  be  taken  care  of  during  the  busy  holiday 
time.  Now,  with  a  decided  improvement  in  pro- 
duction and  a  change  in  the  attitude  of  the  pub- 
lic, it  again  becomes  a  matter  of  policy  to  study 
business  prospects  with  a  view  of  being  guided 
accordingly. 

In  order  that  members  of  the  talking  machine 
trade'  might  have  before  them  facts  regarding 
conditions  and  prospects  in  the  various  sections 
of  the  country.  The  World  has  taken  occasion 
to  get  in  touch  with  several  hundred  whole- 
salers and  retailers  in  every  State  in  the  Union 
for  the  purpose  of  having  them  analyze  the 
conditions  in  their  particular  districts. 

The  questions  asked  of  the  trade  members 
referred  specifically  to: 

(1)  General  industrial  conditions  and  pros- 
pects. 

(2)  General  agricultural  conditions. 

(3)  Attitude  of  the  public  toward  liberal  buy- 
ing. 

(4)  Present  condition  of  stocks  in  retail  stores. 

(5)  General  character  of  sales  and  advertising 
methods. 

(6)  General  standard  of  terms  demanded. 

The  replies  have  been  interesting  and  illum- 
inating, and  have  brought  out  the  fact  that  the 
general  business  situation  throughout  the  entire 
country  and  the  attitude  of  the  public  toward 
buying  is  practically  on  a  uniform  basis.  In 
other  words,  there  is  no  prospect  of  overwhelm- 
ing prosperity  in  one  section  of  the  country  to 
be  ofTset  by  extreme  depression  in  another. 
Summed  up,  the  conditions  are  these: 
The  industrial  situation  is  best  described  as 
fair.  Certain  industries  have  been  compelled  to 
shut  down  their  plants  or  put  them  on  short 
time  for  various  reasons,  but  in  the  same  sec- 
tions other  plants  are  running  full  time  or  better, 
and  there  is  no  evidence  of  any  widespread 
unemployment.  It  is  felt  that  the  Fall  activity 
will  serve  to  steady  the  industrial  situation,  and 
put  it  on  a  more  solid  basis  than  it  has  been 


for  many  months  past.  If  this  is  so,  then,  the 
talking  machine  dealer  can  gauge  industrial 
workers  as  prospects  upon  whom  he  can  de- 
pend with  a  more  or  less  degree  of  certainty. 

Agricultural  conditions  are  fair  or  better, 
tieavy  rains  in  certain  sections  have  hurt  crops, 
this  being  particularly  true  of  cotton  and  to- 
bacco and  in  some  cases  wheat,  but  the  average 
run  of  market  produce  is  in  excellent  shape, 
and  the  average  of  crops  will  be  better  than 
normal.  Taking  into  consideration  the  fact  that 
market  prices  will  be  high  it  is  obvious  that 
the  farmers'  trade  this  Fall  will  be  worth  seek- 
ing. 

The  attitude  of  the  public  toward  liberal  buy- 
ing is  now  generally  known  and  recognized. 
The  era  of  extravagance  is  passed  and  the  aver- 
age ibuyer  is  careful  in  making  his  purchases. 
This  has  developed  a  tendency  to  demand  goods 
of  standard  make  and  recognized  worth,  a  fact 
that  has  made  a  strong  appeal  to  dealers. 


Stocks  range  from  fair  to  good  and  reports 
from  many  sections  included  the  suggestion  that 
stocks  must  be  enlarged  and  given  more  atten- 
tion as  protection  against  possible  shortage  dur-- 
ing  the  holiday  season. 

Advertising  and  sales  methods  and  terms  con- 
tinue on  a  high  level  and  this  fact  alone  serves 
to  warrant  confidence"  in  the  fact  that  talking 
machine  men  will  carry  on  during  the  Fall  with 
a  full  measure  of  profit. 

Herewith  are  presented  summaries  regarding 
conditions  in  various  sections  of  the  United 
States.  These  have  been  compiled  from  reports 
from  several  dealers  in  each  State  and  represent 
a  real  consensus  of  opinion  of  men  on  the  ground 
and  in  close  touch  with  the  local  situation.  A 
careful  study  of  these  facts  as  presented  should 
prove  of  distinct  value  to  the  talking  machine 
manufacturer,  wholesaler,  and  the  dealer  who  is 
in  doubt  as  to  how  his  fellow  members  of  the 
industry  regard  prospects. 


£1  IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIN 

I  Situation  Nearly  Normal  in  New  England  | 


September  is  the  month  when  everyone  is 
looking  for  a  marked  revival  in  trade  in  the 
talking  machine  business,  and  the  general  con- 
ditions in  New  England  are  bound  to  be  a  thou- 
sandfold better  than  at  this  time  a  year  ago, 
for  everything  is  now  more  nearly  normal.  Then 
the  cry  was  scarcity  of  goods  but  with  increased 
production  there  need  no  longer  be  that  cry, 
for,  generally  speaking,  goods  from  all  the 
factories  are  coming  along  pretty  well.  The 
general  industrial  conditions  are  good  and  with 
the  freight  embargo  due  to  dockmen's  strikes 
and  other  causes  now  only  a  memory,  freight 
facilities  are  improving,  which  is  a  big  factor. 
A^ith  the  movement  of  crops  New  England  is 
bound  to  feel  the  results  of  the  better  circula- 
tion of  money,  and  as  farm  products  have  been 
coming  along  well  and  are  reasonably  cheap 
these  are  factors  in  promoting  purchases.  On 
the  other  hand  mills  in  some  sections  are  cur- 
tailing and  there  is  an  industrial  restlessness 
which  invites  the  element  of  caution.  Despite 
this  there  is  the  feeling  in  the  trade  that  an  era 
of  liberal  buying  is  facing  the  community  and 
the  month  of  August  has  been  so  good  on  the 
whole  as  to  warrant  an  optimistic  feeling  for 
September  and  the  following  months. 

One  finds  no  talking  machine  establishment 
overstocked  with  goods..  It  is  the  season  when 


the  farseeing  jobber  urges  his  dealers  to  get 
ready  and  place  orders  early  and  those  who 
appreciate  what  is  before  them  do  not  have  to 
be  advised  twice.  The  large  invoices  now  com- 
ing into  Boston  and  other  New  England  cities 
are  being  quickly  disposed  of  among  the  trade, 
and  as  has  always  been  the  case  it  is  the  early 
bird  that  will  be  ready  for  the  Fall  rush.  In 
the  local  papers,  in  fact  in  many  of  those  in 
the  cities  throughout  New  England,  dealers  are 
making  liberal  offers  and  even  store  windows 
are  exhibiting  this  or  that  type  of  machine  ac- 
companied by  a  placard  offering  generous  in- 
ducements that  one  cannot  always  look  upon  as 
sound  economics  in  business,  for  it  too  often 
results  in  tying  up  more  money  than  is  good 
for  the  trade  at  large  or  the  individual  dealer. 
However  much  one  may  argue  against  the 
principle  there  is  a  large  element  of  the  public 
that  is  responding  to  this  style  of  advertising. 
The  man  who  cannot  see  a  sale  unless  he  ac- 
cepts almost  any  proposition  made  to  him  by  a 
prospective  buyer  may  not  be  a  common  species. 
He  is  the  wise  man  in  the  long  run  who  re- 
frains from  this  practice  and  his  conservatism 
and  sound  business  methods  are  sure  to  find 
him  in  a  better  position  financially  when  any 
business  crisis  appears  on  the  horizon.  These 
{Continued  on  page  103) 


The  "Don"  Variable  Tone  Needle 

The  "all-in-one"  phonograph  needle  which  enables  you  to  play  all  lateral  cut  records 

in  any  degree  of  tone  desired 

— Loud  Tone  — Medium  Tone  — Soft  Tone 

Without  removing  the  needle  from  the  sound  box.    The  needle  point  is  adjustable. 

When  set  as  indicated  above  the  various  gradations  of  tone  are  possible. 

The  "Don"  Variable  Tone  Phonograph  Needle  is  scientifically  constructed  throughout. 

The  ''Don''  Plays  1000  Records  Perfectly 

And  the  one-thousandth  playing  will  be  as  clear  as  when  used  on  the  first  record. 
The  needlepoint,  when  worn  out  can  be  replaced  without  trouble  or  annoyance. 
Retail  Price  Complete,  $1.00  Refiller  Points  25  cents  each 

JOBBERS  AND  DEALERS  WRITE  FOR  QUOTATIONS 
Sole  Distributors 

Frank  J.  flART 
IoVTHERNQUjIFOMIA 

JiMvsic  Company^ 

332-334  SOUTH  BROADmT.  LOS  ANGELES. 


—  For  Soft  Tone  extend  point  tKus:  — 

—  ror  Med  ium  Tone  extend  point  tKus:- 

—  For  Loud  Tone  extend  point  tKus:  - 


100 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


What  the  Granby  Proposition 
Means  to  the  Dealer 

'HE  Granby  Phonograph  Corporation  must  not  be  confused  with 
the  hundreds  of  mushroom  growths  that  have  sprung  into  being 
in  the  phonograph  field  in  the  last  few  years. 

The  Granby  Phonograph  Corporation  has  entered  the  field  only  after 
a  most  painstaking  analysis  of  the  industry.  The  strength  and  the 
weaknesses  of  competing  brands  have  been  carefully  studied. 

The  Granby  Phonograph  Corporation  has  entered  the  field  perma- 
nently— its  program  is  built  upon  that  basis,  and  to  that  end  oflFers 
the  following  features  to  representative  dealers: 

First — the  manufacture  of  an  instrument  that  will  bear  the  strictest 
comparison  with  the  best  in  the  field,  in  appearance,  in  honest  con- 
struction and  in  tonal  quality. 

Second — a  close  co-operation  with  the  wholesale  and  retail  distributors 
who  are  to  share  in  its  success.  A  co-operation  that  will  call  for  the 
most  intensive  cultivation  of  the  local  territories  where  Granby  is 


GPANBY  PHONOGRAPH  CORPORATION 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


101 


d  0  r  Chippendale    f'  (/ 


Third — and  highly  important,  financial  resources  for  carrying  out  the 
program  outlined,  to  the  letter — resources  that  do  not  depend  upon 
an  overnight,  overwhelming  demand,  but  are  ample  enough  to  plan 
for  the  future  and  await  the  solid  development  that  is  the  result  of 
such  careful  planning. 

Every  wholesale  and  retail  distributor  who  is  fortunate 
enough  to  secure  the  Granby  franchise  can  rest  assured 
that  every  promise  made  by  the  Granby  Phonograph 
Corporation  will  be  fulfilled  to  the  letter. 

You  can  be  the  fortunate  representative  of  the  Granby 
in  your  territory — if  you  act  promptly  and  before  your 
competitor  has  secured  the  franchise. 


WE  WANT  YOU  TO  INVESTIGATE  THIS 
PROPOSITION  THOROUGHLY— 
AT  OUR  EXPENSE 

To  that  end  we  would  like  to  have  you  as  our  guest  at  Norfolk. 

Write  for  details  and 
DO   IT  IMMEDIATELY 


GMNBY  PHONOGRAPH  CORPORATION 

N      O      R      F       O  K   '    V       I      R      G  I 


102 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


Saturday 
Evening  Post 


Sept.  It,  1920 


1  \ 

1  ~ 

A  New  Music  Roll  for  Player-Pianos 
Produced  under  a 
Superior  System  of  Recording 


THIS  is  emphatically  the  day 
of  the  player-piano.    Each  year, 
a  larger  percentage  of  all  pianos 
manufactured  are  of  the  player  type. 

The  new  Mel-o-dee  Music  Roll 
has  been  produced  to  meet  the  de- 
mand for  a  better  music  roll — a  music 
roll  designed  to  take  advantage  of  the 
improved  action  of  the  present  day 
player,  and  to  bring  out  the  utmost 


in  musical  values  of  which  that  in- 
strument is  capable. 

Mel-o-dee  Music  Rolls  are  man- 
ufactured by  an  organization  with 
by  far,  the  widest  experience  in  the 
music  roll  field. 

Musically  and  mechanically  Mel- 
o-dee  Music  Rolls  represent  a  new 
standard  of  excellence.  They  will 
produce  effects  from  any  player- 
piano  of  which  the  ordinary  music 
roll  is  entirely  incapable. 


Mel-o-dee  Song  and  Instrumental  Rolls 


The  latest,  the  most  popular,  the 
best  music,  both  vocal  and  instru- 
mental, is  obtainable  in  the  form  of 
Mel-o-dee  Rolls.  Popular  hits,  both 
vocal  and  instrumental  are  always  on 
the  shelves  of  Mel-o-dee  Music  Roll 
dealers,  before  the  demand  for  them 
has  even  begun  to  develop. 

Song  rolls,   produced  by  the 


Mel-o-dee  Music  Company,  have  the 
words  printed,  not  stenciled  on  them. 
In  consequence  they  are  easily  read- 
able even  from  a  distance.  Mel-o- 
dee  instrumental  rolls,  including  the 
classic,  grand  opera  and  all  other  forms 
of  piano  music,  are  arranged  from 
the  recording  of  the  world's  lead- 
ing pianists  and  musical  authorities. 


Owners  of  player-pianos  should  insist  on  receiving 
Mel-o-dee  Music  Rolls.  In  no  other  way  can  they  real- 
ize the  utmost  of  which  their  instruments  are  capable. 

Send  for  catalog  and  name  of  nearest  dealer — Dealers  Everywhere 


The  Mel-O-Dee  Music  Company 


NEW  YORK 
29  W.  42  nd  Street 


CHICAGO 
529  South  Wabash  Avenue 


SAN  FRANCISCO 
455  Mission  Street 


Stock  Mel-o-dee  Music  Rolls  and  Reap  the  Mel-o-dee  Customers 
Made  by  the  Mcl-o-dee  National  and  Local  Advertising  Campaign 

Write  for  New  Mel-o-dee  Complete  Catalog  Containing  3000  Numbers 


September  15,  1920 


THE   TALKING    MACHINE  WORLD 


103 


A  SURVEY  OF  FALL  TRADE  PROSPECTS— (Continued  from  page  99) 


are  times  when  the  future  must  be  more  closely 
watched  than  ever  before  and  present-day  cau- 
tion is  the  predominant  element  that  will  ward 


off  possible  embarrassments  with  resultant  good 
to  the  talking  machine  business.  This  is  the 
general  feeling  in  New  England. 


Settled  Industrial  Conditions  in  East 


In  the  territory  embracing  New  York  State, 
Pennsylvania,  Ohio  and  neighboring  States,  the 
industrial  situation  has  more  bearing  upon  busi- 
ness prospects  than  it  has  in  many  other  sec- 
tions of  the  country.  An  investigation  of  the 
industrial  situation  brings  forth  the  information 
that  while  there  has  been  considerable  recession 
in  industry,  it  is  believed  by  many  to  be  just 
what  is  required  to  steady  conditions  and  bring 
the  entire  economic  situation  back  to  a  more 
normal,  stable  basis. 

As  it  is  now,  the  great  majority  of  employes 
are  working  full  time  and  enjoying  high  wages, 
and  it  is  believed  that  this  condition  will  con- 
tinue well  into  next  year  at  least.  Where  in 
certain  lines  of  industry  working  forces  have 
been  curtailed  and  plants  shut  down  for  part 
time,  the  workers  thus  released  have  been  for 
the  most  part  absorbed  by  other  industries, 
which  means  that  their  earning  power  will 
serve  to  make  them  factors  in  the  retail  busi- 
ness to  come. 

Crops  in  this  section  of  the  country  are  more 
diversified  than  in  many  other  districts,  and  the 
prosperity  of  the  farmer  does  not  rest  so  largely 
upon  one  particular  crop,  such  as  cotton  or 
grain.  The  fact  that  what  is  known  as  market 
produce  is  bringing  record  prices  makes  the 
farmer  a  factor  to  be  reckoned  with  in  the  music 


business  for  Fall.  In  fact,  he  offers  a  better 
prospect  than  the  average  factory  worker. 

In  this  thickly  settled  section  of  the  East  the 
public  is  showing  an  inclination  to  buy  that 
which  is  considered  necessary,  and  musical  in- 
struments apparently  come  under  this  category. 

With  this  carefulness  in  the  spending  of  money 
comes  also  a  tendency  to  demand  products  of 
quality,  and  give  to  the  buyer  something  worth 
while  for  his  money.  For  the  most  part  dealers 
are  under  the  impression  that  buyers  are  holding 
back  only  temporarily  and  will  loosen  up  as  it 
were  when  the  Fall  season  gets  under  way. 

The  condition  of  stocks  in  retail  stores  is 
varied,  for  while  some  retailers,  are  well  sup- 
plied, others  are  working  along  with  reduced 
stocks  and  buying  with  great  caution.  The 
dealer  with  the  requisite  capital,  however,  is 
stocking  up  liberally  in  anticipation  of  a  possible 
shortage  during  the  coming  months. 

The  retailers  in  this  section  are  from  sheer, 
necessity  demanding  cash  or  short  terms  on  all 
sales.  This  enables  them  to  buy  advantageously, 
and  what  is  especially  important,  to  discount  their 
bills.  The  public  on  the  other  hand  appears  to 
have  the  money  to  meet  the  dealers'  terms  and 
to  appreciate  the  fact  that  cash  means  a  saving 
of  interest  that  would  be  paid  on  instalment  ac- 
counts. 


Prospects  Excellent  in  the  Southeast  | 

ij|iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiii;uiiiiiiiiiiiiHiiiiiiiniiniiiiiiiiii^ 


In  the  Middle  and  South  Atlantic  States  the 
members  of  the  retail  music  trade  are  evidently 
well  prepared  to  do  a  very  satisfactory  volume 
of  business  during  the  Fall,  but  realize  that  ex- 
tra efforts  must  be  made  to  make  sales  totals 
measure  up  to  former  records.  Throughout  this 
section,  which  is  steadily  assuming  more  impor- 
tance industrially,  it  is  declared  that  general 
conditions  are  for  the  most  part  fair.  In  some 
States,  for  instance  in  Maryland  and  in  Georgia, 
the  industries  are  active.  In  Virginia  and  North 
Carolina  the  average  is  fair,  although  in  certain 
lines  there  is  evidently  a  distinct  falling  off.  In 
Florida  the  situation  is  fair,  although  the  long 
standing  strike  of  cigar  makers  has  had  its  ef- 
fect. 

Taking  cotton  and  tobacco  as  the  two  main 
crops,  the  agricultural  situation  is  not  one  to 
encourage  enthusiasm.  The  cotton  crop  prom- 
ises to  be  somewhat  sub-normal,  and  a  price 
drop  is  expected  to  have  a  certain  influence 
on  general  business.  The  tobacco  crop  is  about 
the  average,  while  the  crops  of  general  market 
produce  and  of  fruits  promise  to  be  most  gen- 
erous. 


The  tightening  of  the  financial  market  and 
campaigns  carried  on  by  certain  newspapers  are 
declared  to  be  responsible  for  a  tendency  on  the 
part  of  the  public  to  be  a  trifle  overcautious  in 
buying.  The  average  talking  machine  purchaser, 
however,  demands  a  product  of  known  quality 
and  standing,  and  this  fact  appeals  strongly  to 
the  average  retailer. 

Stocks  of  goods  in  the  various  States  range 
from  fair  to  excellent,  and  retailers  as  a  rule 
do  not  anticipate  any  trouble  in  handling  any 
possible  volume  of  trade  that  may  come  to  them 
before  the  first  of  the  year.  What  shortage  there 
is,  is  found  in  record  stocks,  and  the  record 
situation  is  improving  steadily. 

The  selling  terms  are  being  kept  on  a  sound 
basis,  and  although  in  some  agricultural  sections 
business  is  done  on  a  basis  of  thirty,  sixty  and 
even  ninety  day  acceptances,  that  condition  is 
expected  to  continue  only  until  the  early  Fall 
when  the  marketing  of  crops  will  release  suf- 
ficient cash  to  permit  of  a  return  to  a  ten-day 
basis. 

If  West  Virginia  is  to  be  included  in  this  dis- 
trict, there  is  added  an  element  of  uncertainty, 


for  much  of  the  prosperity  o'f  that  State  depends 
upon  conditions  in  the  mining  industry,  and,  as 
is  generally  known,  the  situation  there  is 
greatly  unsettled.  If  the  miners  finally  accept 
the  wage  awards  and  work  honestly  and 
earnestly,  there  should  be  plenty  of  their  money 
to  find  its  way  into  the  tills  of  the  music  mer- 
chants during  the  Fall  and  Winter. 
|iiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I  East  Lake  Region  | 
I          Shows  Solidity  | 


Conditions  and  prospects  in  what  might  be 
termed  the  East  Lake  Region,  taking  in  Mich- 
igan and  neighboring  States,  are  very  similar 
to  those  reported  from  other  sections  of  the 
country,  and  the  situation  as  it  exists  and  prom- 
ises to  exist  in  Detroit  may  be  accepted  as  re- 
flecting conditions  in  that  territory. 

While  it  is  true  that  for  the  past  thirty  days  a 
few  of  the  Detroit  factories  have  cut  down  on 
their  number  of  employes,  it  is  a  temporary  con- 
dition only,  caused  by  inability  to  get  materials 
or  to  economize  on  the  use  of  electricity,  hav- 
ing received  instructions  from  the  Detroit  Edi- 
son Co.  to  reduce  their  consumption  of  electric 
current  to  the  minimum  as  two  of  their  largest 
turbines  have  been  out  of  commission.  The  de- 
mand for  automobiles  has  let  up  to  some  extent, 
yet  there  is  no  factory  here  that  cannot  dispose 
of  all  the  cars  it  produces.  Such  concerns  as 
the  Ford,  Packard,  Cadillac,  Studebaker,  Paige, 
Liberty,  Essex,  and  Hudson,  have  more  orders 
on  their  books  right  now  than  they  can  fill,  yet 
some  of  these  companies  have  laid  off  men  be- 
cause certain  departments  could  not  work 
twenty-four  hours  a  day  because  of  the  short- 
age of  certain  parts.  The  last  of  the  Summer 
and  the  early  Fall  months  are  always  the  dullest 
for  the  motor  manufacturers,  as  it  is  the  time 
of  the  year  when  they  get  busy  on  new  models 
for  the  ensuing  year.  They  do  not  shut  down 
entirely — merely  shutting  off  the  night  shift  or 
a  part  of  it  and  still  running  full  time  during 
the  day. 

Detroit  not  only  makes  90  per  cent  of  the 
motor  car  production  in  the  United  States,  but 
also  has  many  other  factories  in  which  it  leads 
the  world.  Detroit  was  never  more  industrially 
sound.  Wages  always  have  been  high  here  and 
they  will  continue  so.  An  autho'rity  said:  "We 
are  all  optimistic  for  the  coming  twelve  months 
regardless  of  election  or  anything  else,"  and 
these  are  the  sentiments  of  every  business  man, 
retail,  wholesale  or  manufacturing,  with  whom 
we  have  come  in  contact.  In  Detroit  there  is 
no  place  for  a  pessimist. 

Agricultural  conditions  throughout  the  whole 
State  are  excellent  and  crops  will  be  the  big- 
gest they  ever  have  been.  This  is  official  from 
(Continued  on  page  105) 


TALKING  MACHINES  OF  THE  HIGHEST  STANDARD  HAVE  TURNTABLES  EQUIPPED  WITH 


A.W.B. 


GRAND  PRIZE 
GOLD  MEDAL 


ST.  LOUIS 
EXHIBITION 


VELVETS 


VELVETS,  VELVETEENS,  PLUSHES 

Add  to  the  Quality  and  Attractiveness  of  Your  Machines  with  the  A.  W.  B.  Boulevard  Velvets 

Write  for  Samples  and  Prices 

A.  WIMPFHEIMER  &  BRO.,  Inc.  450-460  Fourth  Avenue,  New  York 


ESTABLISHED  1845 


104 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


A  SURVEY  OF  FALL  TRADE  PROSPECTS— (Continued  from  page  103) 


the  State  Departm'ent  at  Lansing  after  an  in- 
vestigation of  the  various  crops  in  the  different 
parts  of  the  State.  Naturall}',  good  crops  mean 
the  consumption  of  more  merchandise  in  the 
rural  sections. 

Frankly,  in  some  lines  the  public  has  stopped 
buying — that  is  they  are  not  buj'ing  as  briskly 
as  they  did  heretofore.  They  have  been  read- 
ing so  much  about  prices  going  to  drop  that 
they  are  holding  back  from  buying  some  of  the 
things  they  intended  to  in  the  hope  that  they 
can  save  money.  But  this  also  is  only  a  tempo- 
rarj'  condition  and  merchants  say  that  despite 
this  feeling  on  the  part  of  some  people  they  have 
done  more  business  this  year  in  dollars  and 
cents — as  well  as  the  actual  number  of  sales — 
than  for  the  same  period  in  1919. 

W'hen  all  is  said  and  done,  Detroit  is  rather 
peculiarlj'  situated  in  this  matter  of  getting  all 
wrought  up  over  high  prices,  sales,  etc.  Mer- 
chants state  that,  regardless  of  all  newspaper 


talk  about  prices  and  predictions  that  prices  will 
come  down,  people  are  buying  liberally  on  the 
whole  and  especially  on  sales  goods.  The 
Crowley,  Milner  Co.,  the  leading  department 
store  catering  to  the  workingman,  has  had  the 
greatest  Summer  business  in  its  history,  accord- 
ing to  J.  J.  Crowley,  president  of  the  company, 
which  is  a  good  indication  of  the  prosperity  of 
the  working  classes. 

Credit  terms  have  not  changed  in  this  section 
as  yet.  Retailers  are  still  extending  credit  to 
their  charge  customers  and  collections  are  hold- 
ing up  very  satisfactorily.  The  writer  heard  a  few 
credit  men  remark  that  it  is  a  good  time  for  deal- 
ers to  "draw  in  their  horns"  and  give  more  at- 
tention to  their  charge  accounts  than  ever  before 
and  not  to  hesitate  to  remind  customers  who 
iiiay  be  in  arrears  of  their  obligation.'-. 

What  Detroit  needs  and  needs  badly  is  about 
50,000  new  homes  to  take  care  of  the  constantly 
increasing  population. 


gnuinHiiiuimnnniniiuiinniinuimujiiiiiiniiiiiiiiinNinuruuriiiniiriiiiiiiiiiiiiiniiiniJiiiriiiiumiiiiiiiii^ 

j       Prepare  for  Active  Fall  in  Wisconsin  | 

^inimiiiiiiffliiiiiiiiiniiiiiiiiiniiimiiiiiiiiiiuiiiiiiiiiiiuiimniiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiii^ 


The  fact  that  Milwaukee  is  one  of  the  largest 
industrial  centers  in  America  in  respect  to  di- 
versity of  manufactures,  is  the  basis  of  the  ex- 
ceptionally confident  attitude  that  the  local  music 
trade  takes  in  looking  toward  the  future,  par- 
ticularl}'-  the  Fall  and  holiday  season  now 
rapidly  approaching.  Whatever  slackening  there 
may  have  been  in  such  basic  industries  as  tex- 
tiles, leather  and  motor  vehicles  elsewhere,  the 
effect  exerted  by  this  has  not  been  more  than 
appreciable. 

Unemployment,  so  far  as  can  be  ascertained, 
is  negligible.  Some  of  the  manufacturers  of 
automobile  parts  have  laid  off  a  few  men,  "but 
these  are  absorbed  in  other  lines.  The  leading 
industry  is  the  manufacture  of  iron,  steel  and 
machinery,  and  the  work  in  hand  and  in  pros- 
pect for  shops  of  this  character  seems  to  be  ade- 
quate guaranty  that  unemployment  will  not  in- 
crease to  a  disquieting  point.  Milwaukee  is  a 
large  boot  and  shoe  manufacturing  center,  but 
the  recent  hiatus  in  this  industry  has  not  com- 
pelled any  material  lay-offs.  In  fact,  there  have 
been  few  contributions  in  the  matter  of  cur- 
tailment of  operations  which  might  reduce  buy- 
ing power  or  compel  sharp  retrenchment  in  per- 
sonal and  home  expenditures. 

Wisconsin  is  one  of  the  greatest  dairy  States 
in  the  Union,  and  a  large  grower  of  crops  as 
well.  Consequently  the  excellent  agricultural 
conditions  in  this  State  this  year,  and  the  good 
prices  producers  are  receiving,  are  taken  to  mean 
that  music  dealers  in  the  interior  of  the  State 
are  destined  to  experience  a  continuance  of  the 
good  business  that  has  come  to  them  in  the 
last  year  or  two. 

While  music  business  during  the  last  two  to 
three  months  has  developed  a  somewhat  more 
"spotty"  appearance  than  it  carried  at  any  time 
this  year,  an  average  of  reports  from  represent- 


ative dealers  indicates  that  sales  volume  is  quite 
well  maintained.  It  is  noted,  however,  that  the 
cheap  instrument  is  having  to  meet  greater  sales 
resistance,  while  the  medium  and  high-priced 
instruments  are  in  better  demand  than  ever. 
This  situation  is  nearly  an  exact  reverse  of  what 
it  was  six  months  ago.  Then  the  family  in 
poorest  circumstances  was  buying  a  piano  or 
talking  machine,  while  the  families  of  more  mod- 
erate means  were  taking  hold  slowly,  and  the 
rich  bought  quietly  and  moderately,  probably 
owing  to  the  feeling  that  this  was  no  time  to 
make  an  ostentatious  display  of  wealth. 

Retail  stocks  at  the  close  of  August  were  mod- 
erate. While  considerably  larger  than  on  Jan- 
uary 1,  they  are  hardly  even  with  September  1, 
1919.  Some  stores  have  more  instruments  of 
various  classes  on  hand  than  a  year  ago,  but  as 
a  rule  the  margin  over  current  demand  is  not  at 
a  satisfactory  point,  considering  the  fact  that  the 
holidays  are  close  at  hand  and  the  most  active 
season  of  the  year  is  just  setting  in. 

Retail  music  advertising  in  Jul}'  and  August 
declined  to  the  low  point  of  the  year,  as  custom- 
arj-  in  the  torrid  months  when  people  leave  the 
cities  in  a  veritable  exodus.  It  is  now  being 
resumed  and  will  undergo  very  important  aug- 
mentation within  a  short  time  by  reason  of  vig- 
orous local  participation  in  National  Player- 
Piano  Week  and  a  repetition  of  co-operative 
advertising  for  holiday  trade  by  the  Milwaukee 
Association  of  Music  Industries.  Those  deal- 
ers who  have  advertised  and  kept  their  names 
before  the  public,  and  maintained  a  continuity 
of  interest  in  their  wares,  report  splendid  re- 
sults. On  the  other  hand,  the  non-advertising 
dealer  is  less  enthusiastic  about  conditions. 

It  is  an  encouraging  sign  that  the  advertise- 
ments of  music  dealers  have  in  the  main  kept 
away  from  the  extremes  in  comparative  price 


quotations  which  were  so  noticeable  in  the  news- 
paper displays  of  other  merchants,  notably  the 
shoe  and  clothing  trade,  in  the  last  three  to  four 
months.  There  have  been  isolated  instances  of 
advertising  which  the  better  class  of  merchants 
deem  not  exactly  ethical,  but  as  a  rule  the  pub- 
licity has  been  of  a  dignified  character  and  it 
has  not  suggested  anj'  panicky  feeling  about 
prices  parachuting. 

To  a  large  extent  out  of  sheer  necessity,  local 
music  dealers  have  converted  their  business  to  a 
more  nearly  cash  basis  than  ever  before.  It  is 
said  that  since  July  1,  more  spot  cash  sales  of 
musical  instruments  have  been  made  in  Milwau- 
kee than  ever  before  in  history.  This  is  a  reflex 
of  the  action  of  bankers  in  putting  on  the  screws, 
as  it  were,  not  as  a  discrimination  against  music 
men  in  any  sense,  but  on  all  business  men  in 
pursuance  of  a  deflation  policy.  It  has  not  been 
a  refusal  of  loans  or  renewals,  but  a  high  in- 
terest rate,  ranging  up  to  7j4  and  8  per  cent, 
which  discouraged  borrowing.  As  a  conse- 
quence, dealers  were  virtually  compelled  to  de- 
mand cash  for  their  goods,  and  it  proved  to  be 
so  easy  to  get  cash  that  it  is  likely  that  cash 
trade  hereafter  will  be  more  the  rule.  Of  course, 
much  business  is  being  done  on  a  deferred  pay- 
ment basis,  but  in  these  cases  the  first  payment 
is  usually  about  once  or  twice  as  large  as  the 
former  average,  while  the  term  of  contract  has 
been  materially  shortened  and  averages  about 
twenty  months,  compared  with  thirty  months 
in  the  past. 

I'  mill  iiii  iiiinniMiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiniiiiiiiiiinNiiiiiiuiHiiiiiniin^ 

I  Optimistic  Reports 
I   From  the  Mid-  West  | 

iiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiHiiiiiiiiiiniiiiiiiinniiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

In  the  Mid- West  district,  taking  in  the  States 
of  Illinois,  Indiana,  W^isconsin,  Iowa,  etc.,  in- 
dustrial and  agricultural  conditions  have  about 
equal  bearing  upon  general  business  prospects, 
for  both  are  important  factors.  The  situation 
in  Wisconsin  as  a  State  is  set  forth  in  another 
review,  and  what  can  be  said  for  that  State  can 
be  made  to  applj'  with  almost  equal  correctness 
to  its  neighbors. 

Factories  in  general  are  doing  very  well,  al- 
though a  number  of  plants  are  working  only 
part  time  as  a  result  of  financial  conditions,  lack 
of  orders,  or  lack  of  raw  materials.  This  serves 
to  make  the  general  industrial  situation  at  best 
unsettled,  but  not  sufiicientb'  so  to  cause  any 
great  degree  of  worry.  At  the  present  time  there 
is  little  or  no  unemployment  and  the  wage 
scales  are  being  maintained  on  a  high  level. 

Agricultural  conditions  are  most  promising, 
despite  the  fact  that  in  several  sections  an  over- 
abundance of  rain  has  spoiled  the  quality  of  the 
produce.  Taking  the  crop  prospects  through  the 
several  States  and  averaging  them  up,  however, 
(Continued  on  page  106) 


1918—  JONES  BOUGHT  A  LINE  OF  "WARBREAD  SUBSTITUTE"  PHONOGRAPHS 
Smith  stood  by  the  Victor 

1919—  JONES  SOLD  VICTORS  AND  BAR-SINISTER  ORPHANS 
Smith  stood  by  the  Victor 

1920—  JONES  SAID,  "BUSINESS  IS  NOT  AS  GOOD  AS  IN  1919" 
Smith  stood  by  the  Victor — and  smiled 

1921—  JONES  SAID,  "I  WISH  I  HAD  BEEN  BORN  LUCKY—LIKE  SMITH' 
Smith  stood  by  the  Victor — and  laughed  out  loud! 

Pattern  after  Smith — be  the  Victor  man  of  your  town — and  prosper 

Buffalo  Talking  Machine  Company,  Inc. 

Victor  only  BUFFALO,    N.  Y.  Wholesale  only 


September  15,  1920 


THE   TALKING    MACHINE  WORLD 


105 


Reasons  WHY  the 

FAIRY  Phonograph  Lamp 

has  found  a  ready  market  in  retail  stores  from  coast  to  coast  and 
created  a  demand  which  has  been  exceedingly  difficult  to  supply. 


FIRST 

It  has  overcome  the  prejudice  of  people  who 
believed  that  perfect  reproduction  could  not  be 
attained  in  an  article  of  this  sort — accomplished 
this  by  a  special  wood  tone-amplifier  which  de- 
velops the  sound  according  to  the  best  accepted 
talking  machine  acoustics  of  the  day.  This  is  an 
exclusive,  patented,  feature  of  the  Fairy  Phono- 
graph Lamp  and  assures  perfect  tone. 


SECOND 

It  attains  the  uttermost  as  a  parlor  lamp  of 

great  beauty,  and  satisfies  the  most  discriminat- 
ing purchaser  in  its  highly  attractive  designs. 
Good  taste  is  expressed  in  it  throughout,  and  as  it 
has  astonished  by  its  tone,  so  has  it  aroused 
admiration  by  Appearance. 


The  Fairy  Phonograph  Lamp  Fran- 
chise   is   an  asset   to   any  Dealer 

ENDLESS-GRAPH  MFG.  CO. 

RETAIL  STORE:— FAIRY  PHONOGRAPH  LAMP  CO.,  435  S.  WABASH  AVE. 

4200  WEST  ADAMS  STREET  CHICAGO,  ILLINOIS 


Jobbers  for:  Calif ornir,  Washington,  Oregon,  Arizona 

THE  HILL  COMPANY 

1037  Citizen's  Natl.  Bank  BIdg.  Los  Angeles,  Cal. 


Jobbers  for  :  Michigan  and  Ohio 

THE  FAIRY  PHONOGRAPH  LAMP  CO. 

10  Washington  Blvd.  Detroit,  Mich. 


l66 


THE   TALKING    MACHINE  WORLD 


September  \S,  1920 


A  SURVEY  OF  FALL  TRADE  PROSPECTS— (Continued  from  page  104) 


leads  to  the  belief  that  the  result  will  be  a  better 
than  normal  production,  and  the  farmers  in  the 
main  are  most  enthusiastic. 

Stocks  generally  are  in  verj'  good  shape.  Re- 
sponsible dealers  have  been  buying  on  a  rising 
market  in  excess  of  their  immediate  needs,  and 
the  result  is  that  they  have  very  liberal  supplies 
on  hand.  Other  dealers  are  imitating  the  pub- 
lic and  showing  some  conservatism  in  buying. 
It  is  the  belief  that  some  of  these  dealers  will 
experience  some  degree  of  shortage  when  the 
season  reallj'  opens  up. 

While  the  public  is  not  buying  liberally,  there 


is  not  evident  any  great  tendency  to  stop  buy- 
ing. Conservatism  rules  and  the  average  talking 
machine  purchaser  appears  to  be  desirous  of 
getting  machines  and  records  of  standard  qual- 
ity for  his  monej'. 

Although  existing  conditions  are  making 
themselves  felt  in  the  character  of  the  advertis- 
ing being  put  out  by  retail  houses,  and  terms 
have  been  lengthened  to  offer  bait  to  the  public, 
the  general  character  of  sales  is  good,  and  the 
average  of  paj'ments  runs  very  high  and  close 
to  a  cash  basis.  Consequentlj'  dealers  are  well 
satisfied  in  this  respect.  , 


gmimimnmnirnninnriiiininimiiiniiiniiinmnnniiinniiiiiiniinninMiiimimiimiiminnmniiiiimiimiiiiminniiiniiiniiii^ 

I      Well  Balanced  Situation  in  Northwest 

^jinwmnmiinnjnnjiiiiinnriiniiiiniiiiininnnnmnmiiiiniiniMiiNniuriiMMnuiiiiiuiijniJianiiiiimiinnii^ 

are  busy  places.  Stock  raising  is  being  carried 
on  under  a  handicap  due  to  the  fact  that  stock 
raisers  had  to  buy  much  feed  last  Winter  and 
must  get  that  money  back  before  they  will  be  in 
a  position  to  loosen  their  purse  strings  for  gen- 
eral buying. 

There  is  nothing  to  indicate  that  a  period  of 
dullness  is  to  be  anticipated,  for  the  average 
citizen  is  pretty  well  fi.xed  and  the  farmers  and 
industrial  workers  can  be  depended  upon  to 
build  up  a  substantial  volume  of  trade. 

The  public  shows  a  tendency  towards  cau- 
tiousness in  buying,  and  is  not  showing  the  lib- 
eral spirit  that  was  in  evidence  a  few  months 
ago.  However,  properly  conducted  selling 
campaigns  are  getting  results,  and  buyers  are 
showing  a  distinct  desire  for  the  quality  prod- 
ucts. Moreover,  the  public  in  the  Northwest 
seem  to  have  been  thoroughly  weaned  from  long 
terms  and  do  not  appear  to  expect  the  pre-war 
terms  of  $5  down  and  $5  a  month.  Terms  as 
low  as  $10  a  month  are  a  rarity,  and  then  fol- 
low substantial  first  payments. 

Stocks  in  the  retail  stores  are  in  fairly  good 
shape,  especially  as  regards  machines.  There  is 
some  scarcity  of  some  of  the  most  popular  rec- 
ords, but  this  scarcity  is  being  overcome  grad- 


There  are  a  variety  of  conditions  that  may  be 
expected  to  have  their  efifect  upon  the  talking 
machine  business,  and  in  fact,  all  lines  of  retail 
trade  in  the  Northwest  during  the  coming  few 
months,  but  there  are  sufficient  favorable  con- 
ditions to  counterbalance  the  unfavorable  and 
bring  about  a  general  situation  that  may  be  sum- 
marized as  being  distinctly  promising. 

Crops  throughout  the  Northwest,  including 
the  Dakotas,  Utah,  Idaho,  Colorado,  Nevada 
and  Wyoming,  range  from  fair  to  bumper,  al- 
though there  has  been,  some  disappointment  ex- 
perienced during  the  past  few  weeks  as  a  result 
of  a  lengthy  period  of  dry  weather  in  some  of 
the  States.  The  wheat  crop  as  a  whole  prom- 
ises to  be  considerably  below  normal  in  volume. 
Barlej^  oats  and  some  other  crops  promise  to  be 
record  breaking,  while  the  corn  crop  will  meas- 
ure up  with  the  wheat.  What  will  save  the  sit- 
uation is  the  fact  that  unheard-of  prices  are 
being  and  will  be  obtained  by  the  farmers  for 
their  produce,  with  net  profits  of  a  size  that  will 
give  them  great  buying  ability. 

In  Utah,  Nevada  and  other  States  where  min- 
ing is  done  on  a  large  scale,  it  is  reported  that 
gold,  silver,  copper,  zinc  and  lead  mines  are  not 
at  all  active,  although  the  coal  mining  camps 


ually.  It  is  the  opinion  of  wholesalers  and  re- 
tailers alike  that  there  will  be  plenty  of  business 
this  Fall,  but  that  to  gather  it  all  in  will  re- 
quire harder  work  and  better  salesmanship  than 
has  been  apparent  for  some  time  past. 
|iiiiiii:iiii[ii!iiiiii[i<iiiiiMiiiiiii!i!iniiiiiiiiiiiniiii]iiiiiiiiiiiiiiniiiiiiiiniiiii!;iiiiim 

I  Big  Crops  Help  | 
I       in  the  Southwest  | 

EiiiMi!:in!i!iiiiiiiii!iiiiiiltiiiiiliiiiiiiiiiin!iiniiiniiiililllll!iiliiiiiiiiiiiiiiiiiiiilliiliiiiniii»uiiiiiiiiii^ 

The  agricultural  conditions  furnish  the  chief 
guide  to  business  prospects  throughout  the 
Southwest,  for  upon  the  success  of  the  crops 
depends  in  a  chief  measure  the  buying  ability 
of  the  public.  So  far  as  the  industries  are  con- 
cerned there  is  little  to  be  said  that  will  be  of 
any  value  in  forming  predictions  during  the 
next  few  months,  because  this  is  not  in  any 
sense  an  industrial  section.  The  oil  refineries 
represent  the  largest  employers  of  labor,  and 
although  there  is  considerable  unrest  among  the 
oil  workers,  that  fact  should  not  interfere  with 
general  trade  progress. 

General  agricultural  conditions,  particularly 
the  grain  crops,  are  away  above  par.  The  cot- 
ton crop  will  not  measure  up  as  well  as  ex- 
pected, owing  to  an  overabundance  of  rain, 
and  the  falling  price  of  cotton  is  causing  some 
uneasiness,  but  the  general  average  of  crops  is 
most  satisfactory,  and  most  of  the  produce  is 
assured  of  being  sold  at  high  prices. 

During  the  past  few  months  the  public  has 
shown  an  inclination  to  be  cautious  and  at  times 
conservative  in  its  buying,  and  in  some  sections 
the  uncertainty  of  the  cotton  crop  is  accepted 
as  the  reason  for  this  condition. 

Retail  stocks  of  musical  instruments  are  in 
fair  condition,  although  there  does  not  seem  to 
be  any  surplus  of  instruments,  due  to  the  fact 
that  dealers  have  been  more  or  less  cautious  in 
(Continued  on  f>age  108) 


are  rapid  sell- 


Records 

ers!  Listed  below  are  winners  of  big  sales. 
We  are  well  stocked— an  order  placed  with 
us  means  quick  return  of  profits  for  you.  


4118 ^IN  SWEET  SEPTEMBER  (Fox-trot), 
-  -  .    J  Ray  Miller's  Black  and  White  Melody  Boys 

J    "'jMY  SAHARA  ROSE  (Fox-trot), 
'  ■      [  Harry  Radermzui's  Jazz  Orchestra 

4ll9rROSE  OF  SPAIN  (Fox-trot), 

,  _  .  Ray  Miller's  Black  and  White  Melody  Boys 


KISMET  (Fox-trot), 


Green  Brothers'  Novelty  Band 


$1.00  [ 

412orTELL  ME  PRETTY  MAIDEN  (Fox-trot), 

.   J  Rega  Dance  Orchestra 

10-in.ipQLLY  (One-step), 
$1.00 

Jos.  Knecht's  Waldorf  Astoria  Dance  Orchestra 


4121  fLE  WANNA  (Fox-trot), 

.    j  Green  Brothers'  Novelty  Band 

JJ-";;|JEAN  (Fox-trot), 

^>^  ""L  Harry  Raderman's  Jazz  Orchestra 

4 1 22  fM ARRI AGE  BLUES  ( Fox-trot ) , 

.    j  Joseph  Samuels'  Jazz  Band 

i?'nn I  HUNKATIN  (One-step), 

$l-"0[  Green  Brothers'  Novelty  Band 

4124 TDO  ANOTHER  BREAK  (Fox-trot), 

.   J  Green  Brothers'  Novelty  Band 

10-in.isLIM  TROMBONE  (One-step), 

$1.00  [  Joseph  Samuels'  Jazz  Band 


STOPFER  &  STACKHOUSE  CO. 

BOURBON,  INDIANA 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


107 


A 


HIGH-GRADE  PHONOGRAPHS 

PRICED  RIGHT— A  READY  SELLER 


O 


o 


lPInI(Q)M(S[MM 
Guaranteed 

WADE  Talking  Machine  Co. 

U.  S.  A 


CHICAGO 


O 


THIS  "TRADE  MARK" 

on  a  Phonograph  insures  high-grade  material 
and  workmanship  at  a  reasonable  price  — 
sold  to  dealers  fully  guaranteed  by  a  house 
experienced  in  every  branch  of  the  retail  trade 
and  knowing  their  requirements. 


Complete  stock  Okeh  Records  —  If 
you  are  an  authorized  dealer,  try 
our  service — If  not,  get  our  prop- 
osition— it  offers  a  new  and  better 
field  for  the  dealer. 


WRITE 

TODAY 

SURE 


EVERYTHING 

FOR  THE 
PHONOGRAPH 


I 


12-20   NORTH    MICHIGAN    AVENUE    :     CHICAGO,  ILLINOIS 


108 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


A  SURVEY  OF  FALL  TRADE  PROSPECTS— (Continued  from  page  106) 


niiitiiiniiiiiiiiiiiiiiiiiiiiiiin!iiiii]iiiiii[iiiiiiiiiiiiiii{iiiiiiiii!iiii:iiiiii!:!iiiii>ii!iiii!0^ 

While  there  was  some  apprehension  a  few 
months  ago  relative  to  a  possible  business  re- 
action this  Fall,  results  have  recently  mate- 
rialized which  point,  on  the  contrary,  to  a  de- 
cided strengthening  of  credits  and  a  greatly  in- 
creased volume  of  business.  It  is  now  believed 
that  a  wise  course  has  been  pursued  by  the 
dictators  of  the  money  market  in  curtailing  un- 
due commercial  expansion,  for  there  was  too 
strong  a  tendency  toward  speculative  enter- 
prises in  the  Coast  talking  machine  industry  as 
well  as  other  lines  earlier  in  the  year.  At  pres- 
ent the  industry  seems  to  be  pretty  well  ad- 
justed to  the  requirements  of  the  trade. 

The  market  of  talking  machine  merchandise 
was  never  more  encouraging  than  it  is  now  and 


their  buying.    The  demand  seems  to  be  for  ad-  close  and  most  of  the  buying  is  done  on  prac- 

vertised  lines  of  the  better  grades,  and  this  tend-  tically  a  cash  basis  with  large  first  payments 

ency  is  welcomed  by  the  trade.     Credits  are  being  the  rule. 

^iiiiiiiuiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniJiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiinii 

Healthy  Conditions  on  Pacific  Coast 

~  IIIIIIIIIIIIllllinillll|l|IIINIlli!lllll>lll|lllllll1lllllllil>ll1llillNlllllllliiulllllliiillli{lllllllllllll^ 

this  market  has  none  of  the  frenzied  attributes 
which  dominated  the  situation  in  war  time, 
when  there  was  so  much  easy  money  in  circu- 
lation. The  demand  for  standard  products  has 
increased  and  the  sale  of  new  brands  is  pro- 
portionately large.  There  is  undoubtedly  a 
legitimate  field  here  for  articles  of  local  pro- 
duction. 

The  chief  reason  for  the  health}'  condition  of 
the  market  is  the  prosperity  of  the  California 
agricultural  districts  and  the  great  industrial  ex- 
pansion since  the  war.  There  have  been  com- 
paratively few  important  labor  strikes  in  Cali- 
fornia the  last  year  and  in  all  there  seems  to 
be  a  gradual  settling  down  to  stable  conditions 
in  the  industries.  The  great  number  of  dwell- 
ings erected  recently,  most  of  them  owned  by 
workers  in  the  highly  paid  mechanical  trades, 
has  tended  to  stimulate  the  demand  for  all 
classes  of  musical  merchandise.  Large  cash 
payments  usuallj'  accompany  orders  and  collec- 
tions on  instalments  are  much  easier  than  in 
past  years. 

Business  has  been  limited  in  certain  quarters 
by  the  shortage  of  records  and  machines,  but 
supplies  are  coming  in  more  promptly  now  and 
the  dealers  expect  to  run  the  Fall  season  much 
more  satisfactorily  than  last  year  at  this  time. 
San  Francisco  is  not  overstocked  in  any  line, 
however. 

This  matter  of  location  appears  to  have  an  im- 
portant bearing  on  the  industrial  situation,'  for 
there  have  been  a  great  many  improvements 
and  enlargements  in  industrial  concerns  and 
particularly  in  the  numbers  of  branch  factories 
of  Eastern  concerns  established  here  to  over- 
come transportation  difficulties  and  take  care  of 
the  Pacific  Coast  trade  more  promptly  than 
was  customarj'  in  the  past. 

Serious-minded  business  men  are  now  in  a 
frame  of  mind  to  become  really  enthusiastic  over 
the  country's  transportation  problems,  for  they 
see  in  the  separation,  or  partial  separation,  so 
far  as  freight  traffic  is  concerned,  of  the  East 
and  Middle  West  and  the  Far  West  the  oppor- 
tunity for  developing  on  a  huge  scale  the  indus- 
tries West  of  the  Rockies,  a  dream  that  has  come 
to  more  than  one  financier  in  the  past.  These 


Bee^^croft 


Delivery  Envelopes 

Art  Series 
New  Designs 

NEW  LIST  OF  RECORDS 

\  / 
Every  60  Days 


new  industrial  enterprises  include  the  new  plant 
of  the  Q  R  S  Co.  in  San  Francisco,  which  is 
now  in  operation,  and  the  record  making  fac- 
tories of  the  Emerson  Phonograph  Co.  and  of 
the  Columbia  Graphophone  Mfg.  Co.,  which  are 
promised  for  Fall. 

Agricultural  conditions  in  California,  and  in 
fact  along  the  Coast,  this  Fall  promise  to  be 
paradoxical,  for,  while  crops  have  not  been  un- 
usually large,  farmers  have  realized  higher 
prices  for  them.  Lack  of  rain  for  the  past  three 
jears  has  led  to  a  water  shortage  in  California 
that  has  been  detrimental  to  crops  all  over  the 
State,  and  so  much  of  a  yield,  especially  of  fruit, 
is  below  normal.  Notwithstanding  this  high 
prices  have  made  the  farmers'  profits  larger  than 
ever,  and  .the  music  houses  have  been  taking 
advantage  of  the  situation  to  start  live  cam- 
paigns in  the  rural  districts.  A  number  of  the 
talking  machine  houses  are  of  the  opinion  that 
if  sales  records  are  broken  this  Fall  that  fact 
will  be  due  chiefly  to  business  in  the  country 
districts. 

Stocks  for  the  most  part  are  not  in  partic- 
ularly satisfactory  shape.  It  is  true  that  an  in- 
creased volume  of  shipments  has  been  coming 
from  the  factories,  but  the  increase  has  not  been 
sufficient  to  fill  all  the  gaps  by  any  means.  Not 
a  few  talking  machine  men  are  of  the  opinion 
that  scarcity  of  stock  will  again  prove  a  check 
on  sales  as  it  did  last  Fall. 

Buying  in  most  lines  is  not  as  heavy  as  it 
was  a  few  months  past.  The  general  public 
has  apparently  lost  all  tendency  towards  ex- 
travagance and  is  now  buying  cautiously  and 
demanding  quality  for  its  money.  The  de- 
mand for  the  better  class  of  goods  is  partic- 
ularly noticeable  in  the  matter  of  machines,  and 
it  is  difficult  for  dealers  to  keep  a  sufficient  num- 
ber of  the  popular  cabinet  models  on  their 
floors. 

The  Pacific  Coast  dealer  sees  nothing  to 
worry  about  in  the  offing,  with  the  possible  ex- 
ception of  insufficiency  of  stock,  and  in  all 
frankness  there  are  a  goodly  number  of  retail- 
ers who  have  got  to  the  point  of  discounting 
the  promises  of  Eastern  manufacturers  regard- 
ing deliveries  and  basing  their  calculations  upon 
goods  actually  in  their  warehouses  or  in  their 
stores. 


Very  Good  Victor  Records 


We  Will  Be  P\ttxt  t» 
Play  Any  ol  Them  for  Vou 


Very  attractive  proposition 
to  Jobbers 

Wn'fe  for  trial  shipment 


CLEMENT  BEECROFT 

5546  North  5th  Street 
PHILADELPHIA 


Blessed  are  the  ignorant  for  they  are  ready 

to  learn,  while  the  man  who  thinks  he  is  smart 

has  to  get  rid  of  his  smartness  before  he  is 
readv  to  learn. 


H.  J.  SMITH  LABORATORIES 


Jewel  Manufacturer 


EXECUTIVE  OFFICES, 
FINISHING  and 
RECORDING 
LABORATORY  JEWELS 


Plant  No.  1 

833  Broad  Street 

Telephone  2896  Market 

NEWARK,  N.J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant  No.  2 

54V2  Franklin  St. 

NEWARK,  N.  J. 


Manufacturer  of 

Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Labor- 
atory Jewels— Rough  Diamond — Diamond  Powder — Experimental  Work. 
Jewels  manufactured  for  all  talking  machine  records.  Consulting  Specialist 
on  all  experiments  relating  to  any  new  recording  grooves.  Recording 
problems  satisfactorily  worked  out. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


109 


Some  Short, 
Snappy  Stories  of 
Successful  Shops 

"The  dope  you  are  hajid- 
ing  us  is  certainly  working 
to  perfection." 

"The  ads  this  month  are 
so  darn  good  that  we 
couldn't  resist  ordering  all 
of  'em  and  what's  more 
we  will  use  'em,  too.  Snap- 
piest stuff  we  ever  saw." 

"We  desire  to  say  right 
now  that  the  sympathetic 
penetration  of  your  service 
into  our  individual  needs 
has  brought  a  sustaining 
element  of  originality  and 
power  of  inestimable  value 
to  our  organization,  espe- 
cially at  this  time  of  ex- 
pansion." 

"I  think  your  suggested 
letter  is  a  dandy — am  us- 
ing  it.  ! 

"Permit  us  to  once  again 
thank  you  for  your  atten- 
tion to  our  request  for  ad- 
vertisements. You  pleased 
us  to  a  nicety  with  the 
copy  you  sent  us,  and  we 
know  when  we  use  same 
results  will  surely  follow." 

"We  are  very  much 
pleased  with  every  ad. 
The  Service  has  always 
been  great,  but  each 
month  brings  improve- 
ments." 

"We  acknowledge  with 
thanks  the  letter  which 
you  were  kind  enough  to 
prepare  for  us.  It  is  a 
dandy,  and  we  have  all 
the  confidence  in  the 
world  that  it  will  bring 
the  results  desired." 

They  are  all  Users 
and  Boosters  of  the 
Talking  Machine  World 
Service 


Your  Shop  Should 
Draw  the  Crowd 


Does  It  ? 


Drawing  the  crowd  to  your  shop  is  half  of  suc- 
cessful merchandising. 

Whether  the  attention  to  your  place  is  caused 
through  clever  newspaper  publicity;  through 
attractive  window  displays;  or  through  original 
and  spicy  sales  letters  sent  to  your  clients  and 
prospects — it  is  the  punch  in  your  publicity 
which  does  it. 

Our  business  is  to  prepare  for  you  the  correct 
type  of  publicity  in  all  its  branches,  to  draw 
crowds  to  your  store  and  to  make  sales  for  you. 

Our  service  is  surprisingly  low  in  cost,  surpris- 
ingly efficient  in  results. 

Talking  Machine  World  Service 

373  Fourth  Avenue  NEW  YORK  CITY 

MAIL  THIS  COUPON 

TALKING  MACHINE  WORLD  SERVICE, 
373  Fourth  Avenue,  New  York. 

Without  obligation  to  me,  send  me  a  sample  copy  of  your  Service  with 
full  explanation  of  your  proposition,  which  you  say  is  making  a  big  profit 
for  retail  merchants.  Tell  me  the  price  per  month  for  exclusive  use  in 
my  territory. 

Population  of  my  city  is  

1  handle  these  instruments  

Firm  Name  

By  

Address   .  .  .  .'  

(W-14,  9-15-20) 


110 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Ample  ca- 
.^^^  pacity  and 
facilities 
^^jg^t  insure  you 
against  de- 
f^'^-WA  lays  and 
disappoint- 


ments. 


About  275,- 
space  devo- 


000  square 
feet  of  floor 
space  devo- 
ted to  manu- 
facture of 
Sta  ndarD 
Motors  and 
other  phono- 
graph   prod-  ^^f^ 


Dependable  Phonograph  Motors 


mm 

«S'        •      ■  _ 


No.  2A  Standard  Motor 


AG  O  O  D  smooth-winding 
motor  like  the  Standard, 

running  as  noiselessly  as  is 
mechanically  possible,  is  the 
result  of  high-grade  workman- 
ship, very  close  inspection  and 
expert  supervision.  Such  a 
motor  may  cost  more  than  the 
average,  but  this  difference  in 
price  really  acts  as  sales  insur- 
ance. This  additional  care  and 
solicitude  on  the  part  of  the 
manufacturer  result  in  a 
motor  which  helps  sell  the 
phonograph  and  keeps  it  sold 
by  the  steady  and  reliable  per- 
formance of  its  power  plant. 


Send  for  Liieraiure  and  Prices 


mm 


No.  41  Standard  Motor 


Standard  Phonograph  Motors,  Inc. 

Successors  to 

Krasberg  Engineering  &  Manufacturing  Corporation 
451-469  East  Ohio  Street 
CHICAGO 


September  IS,  1920 


THE   TALKING    MACHINE  WORLD 


111 


GATHERING  OF  BRUNSWICK  DEALERS  IN  SAN  FRANCISCO 

Important  Meeting  Scheduled  for  September  16 — New  Quarters  for  Western  Phonograph  Co. — 
Business  Moves  Along  Satisfactory  Lines — Talking  Machine  Exhibits  at  Furniture  Show 


San  Francisco,  Cal.,  September  4. — In  accord- 
ance with  its  progressive  policy  of  business  ex- 
pansion, the  Brunswick-Balke-Collender  Co.  will 
hold  the  first  meeting  of  the  Brunswick  Dealers' 
Association  for  Northern  California,  Western 
Nevada  and  the  Hawaiian  Islands  in  San  Fran- 
cisco, on  September  16.  This  get-together  meet- 
ing promises  to  be  well  attended  as  the  interest 
in  Brunswick  products  has  grown  steadily  ever 
since  the  line  was  placed  on  the  market.  The 
San  Francisco  agency  is  now  permitted  to  ex- 
tend its  scope  of  distribution  through  respon- 
sible dealers  in  this  territory,  which  is  welcome 
news  in  that  it  indicates  that  Brunswick  goods 
are  being  produced  on  a  scale  approaching  the 
demands  of  the  trade. 

Located  in  New  Offices 

The  Western  Phonograph  Co.  is  now  located 
in  new  offices  at  973  Market  street.  In  the  new 
location  there  is  much  more  space  for  storage 
and  better  working  facilities.  Omer  N.  Kruschke 
is  engaged  at  present  in  giving  tone-tests  of  the 
Pathe  Actuelle  in  the  cities  of  Northern  Cali- 
fornia. He  is  working  with  Miss  Ruth  Bowers, 
the  well-known  soprano,  and  Miss  Olive  Reed, 
the  violinist,  whose  records  are  featured  in  the 
demonstrations. 

New  Post  for  Schrade  Co. 

A.  J.  Schrade,  as  a  reward  of  merit,  has  been 
appointed  assistant  manager  of  the  San  Fran- 
cisco branch  of  the  Columbia  Graphophone  Co., 
to  replace  A.  C.  Love,  who  has  gone  south 
to  assume  his  duties  as  the  Columbia  representa- 
tive in  Los  Angeles. 

Honor  Well  Deserved 

The  news  that  Frank  M.  Steers,  president  of 
the  Magnavox  Co.,  whose  plant  is  in  Oakland, 
has  been  elected  president  of  the  newly-organ- 
ized Sonora  Distributors'  Association  is  a  com- 
pliment well  deserved.     Mr.  Steers  is  a  live- 


wire  factor  in  the  Pacific  Coast  talking  ma- 
chine industry  and  his  activities  with  the  Magna- 
vox have  made  this  wonderful  instrument  the 
talk  of  the  trade. 

The  Emerson  Co.  is  getting  in  shape  for  man- 
ufacturing records  in  Los  Angeles  and  it  is 
expected  that  the  first  products  made  in  the 
new  factory  will  be  ready  for  distribution  short- 
ly. C.  W.  Shumway,  of  the  Western  Jobbing  & 
Trading  Co.,  San  Francisco,  the  well-known  dis- 
tributors of  Emerson  products,  is  at  present 
in  Los  Angeles  on  Emerson  business. 

Langley  &  Michaels  Appointed  Distributors 

The  "Etruscan"  phonograph,  manufactured  by 
Cronan  Bros.,  Portland,  Ore.,  will  hereafter 
be  distributed  in  the  territory  of  Northern  Cal- 
ifornia, Southern  Oregon,  Nevada  and  the  Ha- 
waiian Islands  by  Langley  &  Michaels,  the  large 
wholesale  drug  concern  of  San  Francisco.  G. 
C.  Cook,  an  expert  from  the  factory  in  Port- 
land, has  just  been  in  San  Francisco  coaching 
the  salesmen  of  Langley  &  Michaels  in  regard 
to  effective  salesmanship  with  talking  machine 
goods.  Langley  &  Michaels  have  fitted  up  a 
special  department  for  the  new  line,  a  feature 
of  which  is  a  m'odel  demonstrating  room. 
Makes  Encouraging  Business  Reports 

R.  E.  Kane,  of  Sherman,  Clay  &  Co.,  who 
travels  for  the  firm  in  the  interests  of  Victor 
goods,  has  returned  from  a  trip  throughout  the 
State  and  he  reports  that  the  demand  for  Victor 
products  is  exceptionally  strong  in  all  quarters. 
Booked  Orders  for  W.  S.  Gray 

Cass  Altshuler,  who  represents  Walter  S.  Gray 
&  Co.  in  the  Northwest,  was  down  from  Seattle 
to  visit  headquarters  in  San  Francisco  last  week. 
He  booked  some  large  orders  for  his  house. 
Exhibits  at  Furniture  Exchange 

Among  the  most  attractive  exhibits  at  the  San 
Francisco  Furniture  Exchange  "Market  Week" 


Well  Rated  Dealers 
Can  Discount  Their 

PHONOGRAPH  INSTALLMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Accounts 
INTO  WORKING  CAPITAL 


XOMMERCIAL  PAPEH^ 


^COMMERCIAL  PAPEH^ 
COLLATERAL  LOANS  / 

DAVID  neves  bloc. 

SAN  FRANCISCO 


exposition  held  in  August  was  that  of  the 
Starr  phonograph.  The  exhibit  was  installed 
by  J.  W.  Steinkamp,  the  Pacific  Coast  repre- 
sentative for  the  Starr  factory,  and  he  also  was 
in  charge  during  the  week.  The  concerts  at 
the  booth  were  very  popular  with  the  visitors. 

The  Emerson  Co.  also  had  a  fine  display  at 
the  Furniture  Exchange  and  this  was  in  charge 
of  the  San  Francisco  representative,  C.  W. 
Shumway,  of  the  Western  Jobbing  and  Trading 
Co.  The  Emerson  phonographs  were  featured 
in  a  comfortably-furnished  bungalow  apartment, 
an  exhibit  designed  to  show  the  essential  char- 
acter of  good  music  in  the  home. 


ADDS  NEW  CONVERTO  MODEL 


Little  Falls,  N.  Y.,  September  1.— The  C.  J. 
Lundstrom  Mfg.  Co.,  of  this  city,  manufacturer 
of  Lundstrom  Converto  cabinets,  has  added  a 
new  model  to  its  line  known  as  the  Converto 
2  M  X  and  which  is  to  be  used  in  conjunction 
with  the  mahogany  Victrola  VI. 


IMPORTANT  DEALER  ANNOUNCEMENT 


Now  Available 


New  Market  of  Profits  for  You 

A  scientific  reproducer  which  improves 
the  tone  quality  of  old  and  new  phono- 
graphs. Every  owner  will  want  to  in- 
stall it  on  his  phonograph. 

Equipped  with  the  BLOOD  MUTE,  or 
Tone  Modifier,  it  permits  of  instant  regu- 
lation of  volume  to  the  individual  taste 
of  the  audience  and  character  of  music. 

The  tone  is  reproduced  in  all  its  original 
sweetness  and  clearness,  and  not  "muf- 
fled" or  "choked"  as  with  damper  or  door 
method  of  volume  regulation. 

Greatest  selling  feature  ever  offered  the 
trade. 

Sells  on  a  single  demonstration. 
Write  Today  for  Sample  and  Prices 

Specify  Make  of  Phonograph 


Better  Tone — Perfect  Regulation 


For  Standard  Makes 
of  Phonographs 

In  Keeping  With  the  Times 

Both  the  Presidential  nominees  have 
adopted  the  phonograph  as  a  means  of 
carrying  their  messages  into  the  home. 
These  talking  records  will  be  in  big  de- 
mand and  their  success  is  dependent  upon 
perfect  enunciation. 

The  BLOOD  Reproducer  is  noted  for  its 
natural,  life-like  reproduction  and  perfect 
enunciation.  It  brings  out  every  syllable, 
every  word,  clearly  and  distinctly,  and 
will  be  a  big  factor  in  the  sale  of  these 
talking  records. 

Prepare  for  This  New  Demand 


JEWEL  PHONOPARTS  COMPANY 

670  W.  WASHINGTON  BLVD.,  CHICAGO 


112 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


AN  INTERESTING  REVIEW  OF  CONDITIONS  IN  ST.  LOUIS 

Buying  Not  Liberal,  but  Big  Demand  for  High-Priced  Machines — Records  Have  the  Call — Big 
Crops  Mean  Big  Purchases — What  Silverstone  Says — New  Columbia  Manager — All  the  News 


St.  Louis,  Mo.,  September  7. — Steps  in  the  di- 
rection of  readjustment  have  been  more  definite 
and  significant  in  St.  Louis  and  throughout 
the  Eighth  Federal  Reserve  District  during  the 
past  month,  according  to  the  report  of  William 
McC.  Martin,  Federal  Reserve  agent.  The  course 
of  values  on  a  much  broader  classification  of 
commodities  is  downward,  and  a  notable  feature 
is  the  greater  abundance  of  goods.  The  mar- 
ket is  veering  to  a  buyer's  affair.  The  volume 
of  trade  holds  up  well  as  contrasted  with  last 
season  and  there  has  been  no  marked  decline 
in  the  buying  power  of  the  public.  While  there 
is  some  unemployment,  it  is  far  from  the  general 
rule  and,  fundamentally,  conditions  are  strong. 
Greater  conservatism  and  a  disposition  to  econ- 
omy and  caution  are  observable  among  the  pub- 
lic and  among  merchants. 

It  is  now  conceded  that  the  size  of  the  crops 
in  this  district  will  be  enormous.  Recent  rains 
put  an  end  to  drouth  and  came  in  time  to 
work  incalculable  benefit  to  corn,  potatoes  and 
other  late  crops.  Already  beneficial  efiFects  are 
being  felt.  Jobbers  report  a  decidedly  better 
tone  in  buying.  Buyers  are  appearing  in  large 
numbers  and  almost  to  a  man  they  are  optimis- 
tic in  their  views.  Cancellations  have  come  to 
an  end  and  reinstatements  of  many  cancelled 
orders  are  reported. 

In  St.  Louis  the  attitude  of  the  public  is 
still  coy  toward  liberal  buying.  The  demand 
is  strongest  for  the  most  expensive  models  of 
talking  machines,  but  they  are  being  bought 
by  those  who  do  not  need  to  consider  the  cost. 
There  is  liberal  buying  of  records.  The  stocks 
of  St.  Louis  music  stores  are  in  better  shape 
than  they  have  been  in  a  long  time.  The  dis- 
tributors are  making  better  deliveries  and  the 
stocks  have  been  built  up  during  the  Summer 
season.  Local  advertising  has  not  been  ex- 
tensive during  the  Summer  for  music  mer- 
chants have  not  been  depending  upon  it.  The 
advertising  that  has  been  done  has  been  di- 
rected mainly  to  keeping  before  the  public 
the  importance  of  music  in  the  home  and  the 
part  that  the  talking  machine  plays  in  keeping 
it  there.  Shorter  terms  are  being  obtained  than 
ever  before  and  obtained  without  difficulty. 

It  is  not  often  that  Mark  Silverstone,  the 
local  Edison  wizard,  is  stumped,  but  he  confesses 
that  he  is  that  way  over  the  manner  in  which 
business  has  held  up  this  Summer.  During 
July  and  August,  he  says,  it  was  SO  per  cent 
better  than  last  year  and  he  frankly  says  that 
he  doesn't  understand   it.     There  is   one  ex- 


planation that  occurs  to  him  and  that  is  that 
the  process  of  educating  the  public  to  value 
the  phonograph  has  about  reached  the  point 
where  everybody  looks  upon  it  as  an  essential 
in  every  home.  The  people,  he  says,  are  de- 
veloping a  better  appreciation  of  the  artistic 
possibilities  of  this  instrument. 

Myron  Goldberg,  vice-president  and  manager 
of  the  Silverstone  Music  Co.,  has  returned  from 
a  stay  of  seven  weeks  in  California.  He  was 
accompanied   by   his  family. 

W.  H.  Taylor,  an  Edison  dealer  of  Anna,  111., 
was  in  St.   Louis  during  the  past  week. 

The  Columbia  Graphophone  Co.  has  a  new 
St.  Louis  manager.  He  is  E.  C.  Morgan,  former- 
ly a  city  salesman  in  Boston,  who  has  been 
promoted  to  the  managerial  ranks.  He  suc- 
ceeds John  McKenna,  who  has  been  man- 
ager here  for  the  past  year.  Mr.  McKenna 
has  been  promoted  to  the  management  of  the 
Chicago  branch.  Mr.  Morgan  took  hold  here  on 
September  1.  He  will  bring  his  family  on 
later.  Mr.  McKenna  was  presented  with  a 
silver  loving  cup  by  the  employes  on  his  de- 
parture. All  the  traveling  men  were  called  in 
Saturday,  September  4,  for  a  conference  with 
Manager  Morgan. 

Ted  Lewis'  jazz  band  was  at  the  Jefferson 
last  week  with  the  Greenwich  Village  Follies 
and  there  was  a  run  on  the  Columbia  Ted  Lewis 
records. 

The  Columbia  wholesale  establishment  here  is 
now  filling  record  orders  90  to  9S  per  cent  and  is 
supplying  without  delay  almost  anything  in  the 
machine  line. 

Eighteen  Columbia  dealers  made  up  the  party 
which  was  personally  conducted  late  in  August 
to  the  factory  at  Bridgeport,  Conn.  The  St. 
Louis  members  of  the  party  were  F.  J.  Klee- 
kamp,  Edward  L.  Horsebrink,  P.  A.  Lehman 
and  J.  Raigor.  The  others  were  from  the  St. 
Louis  trade  territory. 

E.  C.  Rauth,  vice-president  and  manager  of 
the  Koerber-Brenner  Co.,  \'ictor  distributors, 
says  that  shipments  are  coming  through  much 
better  than  last  year,  although  interrupted  by 
spasmodic  embargoes.  In  machines  the  greatest 
scarcity  is  in  the  large  models. 

The  remodeling  that  has  been  in  progress 
during  the  Summer  at  a  number  of  the  retail 
stores,  either  made  for  the  greater  accommoda- 
tion of  talking  machines  or  with  talking  ma- 
chines entering  largely  into  the  plans,  are  about 
completed.  The  new  and  enlarged  department 
at  the  Stix,  Baer  &  Fuller  Dry  Goods  Co.  is 


completed  and  a  large  stock  has  been  installed 
and  the  new  demonstration  booths  are  in  use. 
The  new  department  at  the  Famous  &  Barr  Co. 
also  has  been  completed.  It  is  featured  by 
sound-proof  demonstration  boo.ths,  most  of 
which  have  light  and  ventilation  direct  from 
the  outside.  The  new  work  at  Kieselhorst's 
is  not  so  far  advanced.  That  store  is  to  have 
a  double  row  of  booths  in  place  of  the  single 
row  heretofore.  Work  has  not  yet  begun  on  the 
first  floor  alterations  at  the  Wurlitzer  store,  but 
the  cabinet  work  is  being  prepared  outside  for 
quick  installation. 

When  P.  A.  Lehman,  president  of  the  Leh- 
man Piano  Co.,  decided  to  go  in  strong  for 
talking  machines  with  the  Vocalion  and  Colum- 
bia lines,  he  went  East  to  look  over  the  lead- 
ing stores  there  and  get  ideas  about  remodeling 
the  first  floor  of  his  store  for  the  machines. 
He  might  as  well  have  stayed  at  home  and  saved 
the  money.  The  only  thing  that  he  learned  by 
inspecting  the  Eastern  stores  was  that  they 
are  no  better  than  the  St.  Louis  stores.  All 
the  ideas  he  got  on  his  trip  he  could  have  got 
by  looking  over  his  neighbors'  stores  and  he  is 
going  to  have  his  store  remodeled  after  the 
home  fashion.  There  will  be  demonstration 
booths  filling  the  first  floor  and  the  oflSces  will 
be  moved  to  the  mezzanine  floor. 

Doorway  demonstrations  have  been  giving 
Olive  street  a  new  thrill.  The  Lehman  Piano 
Co.  and  the  Artophone  Corp.  have  been  vying 
with  each  other  in  giving  doorway  serenades  to 
the  passers-by.  They  say  that  the  concerts 
have  informed  the  public  that  there  are  talking 
machines  inside,  which  is  something,  and  have 
brought  some  customers  in,  which  is  better. 

The  Artophone  Corp.  has  adopted  "Made  in 
St.  Louis"  as  its  store  front  slogan.  The  Arto- 
phone output  is  entirely  St.  Louis,  but  the  dis- 
tribution is  getting  to  cover  a  wide  territory. 

The  De  Alerville  Piano  &  Music  Co.,  711 
South  Broadway,  has  joined  the  ranks  of  the 
remodelers  and  is  installing  new  equipment  for 
the  handling  of  pianos  and  talking  machines. 

H.  C.  Hornberger,  manager  of  the  wholesale 
Vocalion  department  of  the  Aeolian  Co.,  an- 
nounces that  shipments  are  coming  through 
very  satisfactorily  and  that  many  new  Vocalion 
accounts  are  being  opened. 

H.  J.  Arbuckle,  manager  of  the  Grafonola 
Shop,  has  returned  from  a  trip  to  Boston,  New 
York  and  Philadelphia,  combining  business  with 
pleasure. 


The  Linton  Co.,  of  Frankford.  Pa.,  recentl)' 
held  the  reopening  of  its  \''ictor  department  and 
has  taken  the  first  and  second  floors  and  fitted 
them  up  in  a  style  that  would  do  credit  to 
any  Victor  establishment  in  the  United  States. 


Victor  Service  That  Helps 

pROM  THE  HUB  OF  NEW  ENGLAND  to  every  down  East 
city  and  town  Ditson  Victor  Service  moves  smoothly  and  regularly. 
It  forms  a  connecting  link  from  the  Victor  factory  that  is  complete 
and  direct.  It  follows  the  machines  and  records  through  the  dealer's 
store  and  into  the  home  of  the  customer  with  an  interest  and  help- 
fulness that  is  practical. 

The  house  of  Ditson  does  not  hoard  its  experience,  but  passes  it 
on  for  the  benefit  of  its  clientele.    This  is  a  fact  worth  remembering. 

Right  Service  is  Highly  Important  Just  Now 

Oliver  Ditson  Company  Chas.  H.  Ditson  &  Company 

BOSTON  NEWYORK 


September  15.  1920 


THE    TALKING    MACHINE  WORLD 


113 


Build  for  the  future  with  the 


The  new  Eject  G  File  cabinet,  constructed  in 
our  entirely  new  and  modern  factory,  is  built 
better  and  finished  finer  than  ever.  The  new 
Eject  O  File  cabinet  is  a  work  of  art.  We  spare 
no  expense  to  make  this  cabinet  a  credit  to  the 
dealers  who  handle  it.  When  you  offer  the  new 
Eject  O  File  you  offer  the  very  best  that  can  be 
produced.  The  Eject  O  File  cabinet  is  being 
built  up  to  quality,  not  down  to  price. 


Obtain  the  new 
Eject  O  File  cab- 
inet from  your 
nearest  jobber 


Don't  strew  your  records 
all  over  the  table,  chairs 
or  floor  —  rest  them  on 
the  strong  combination 
Eject  O  File    table  door 


Finished  in  Rouge 
Red  and  Natural 
figured  grain  to 
correspond  with 
the  Edison  instru- 
ments as  shown 
herein. 


y 

1 


Manufactured  by 

The  Eject  0  File  Co.,  Inc. 


Factory  and  General  Offices  ; 

High  Point,  North  Carolina 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


TRADE  SITUATION  IN  NEW  ORLEANS 


Talking  Machines  and  Records  Are  Among  In- 
struments Most  in  Demand  in  the  Music  Trade 
Field — Kreckles  Goes  to  Port  Arthur — Co- 
lumbia Expects  Big  Activity — Other  News 


New  Orlea.vs,  La.,  September  6. — The  demand 
for  talking  machines  and  records  in  this  city 
and  vicinity  during  the  month  has  been  above 
the  average  comparatively  speaking,  and  the 
activity  has  been  more  marked  than  in  any 
other  branch  of  the  music  business.  Piano 
dealers  have  been  complaining  of  a  slowing  up, 
but  this  has  not  been  noticeable  in  the  talking 
maSh'irie  field.  Player  rolls,  however,  are  greatly 
in  favor  and  this  branch  is  steadily  expanding 
just  like  the  record  business. 

Trade  is  good  rn  all  lines,  in  the  proportions 
spoken  of  above,  despite  the  hottest  political 
campaign  the  city  ever  has  had.  An  "independ- 
ent" organization  is  trying  to  get  a  maj'or  out 
of  office  who  has  been  in  sixteen  years  and  it 
would  be  supposed  the  people's  minds  would  be 
somewhat  distracted  from  purchasing  musical 
instruments,  but  such  is  not  the  case. 

F.  A.  Kreckles,  Jr.,  of  the  wholesale  Victor 
department  of  Werlein's  is  leaving  this  month  to 
go  with  Crowell  &  Gifford,  Port  Arthur,  Texas, 
as  assistant  to  G.  P.  Moody,  manager  of  the 
retail  Victor  department  there.  Walter  Schroed- 
er,  of  Toledo,  O.,  said  to  be  one  of  the  best 
stock  and  repair  men  in  the  country,  succeeds 
Mr.  Kreckles.  Paul  F.  Felder,  secretary  and 
treasurer  of  Werlein's,  is  visiting  the  Victor  fac- 
tories while  on  a  trip  East. 

L.  D.  Woodruff  Furniture  Co.,  Hattiesburg, 
Miss.,  has  become  an  exclusive  Victor  dealer 
under  the  distribution  of  Werlein's.  Five  new 
sound-proof  hearing  rooms  are  being  installed. 
Mr.  Woodruff  was  in  New  Orleans  recently. 

William  P.  Berry,  Werlein  traveler  for  the 
Victor  Co.,  has  returned  from  a  month's  visit 
to  dealers  and  reports  a  wonderful  improve- 
ment in  business  conditions.  He  said  dealers 
expect  big  business  this  Fall  and  Winter. 

The  Columbia  Graphophone  Co.  branch  in  New 
Orleans  is  making  arrangements  for  the  biggest 
Fall  business  ever  seen  in  the  South,  according 
to  A.  B.  Creal,  manager.  He  says  his  sales- 
men report  crop  conditions  excellent  and  the 
dealers  are  backing  up  their  reports  to  the 
salesmen  with  big  orders.  New  Columbia  deal- 
ers in  this  territory  are  D.  M.  Lirett,  Houma, 
La.;  Rouse  Drug  Co.,  Prentice,  Miss.;  Union 
Furniture  Co.,  Shreveport,  La.,  and  People's 
Drug  Co.,  DeRidder,  La. 

Kushner  Bros.,  Columbia  dealer  at  Lake 
Charles,  La.,  recently  completed  a  Ford  truck 
with  special  Grafonola  body.  The  first  week  of 
use  resulted  in  eighteen  sales  in  the  city. 

Berry's  Pharmacy,  Columbia  dealer  at  Co- 
lumbia, Miss.,  has  adopted  the  truck  plan  and 
sold  thirty-six  machines  in  eighteen  days.  Mr. 
Berry  is  so  thoroughly  impressed  with  the  future 
use  of  trucks,  he  is  having  another  auto  made. 


M.         M.  V-r  M.^ 

COST  IN 
HALF 


USE 

PAPER 


H.  G.  NEU  &  CO. 

PAPER  TWINE 
ENVELOPES 

108  Worth  Street  New  York 

Franklin  2049 


Louis  Mondshine  &  Son,  211-13-15  Royal 
street,  has  taken  on  the  Edison  agency  and  is 
installing  a  department  separate  from  the  furni- 
ture section,  which  will  be  admirably  equipped. 
Gus  Mondshine  is  to  be  manager  of  the  new  de- 
partment, with  Albert  Bittenbring  and  Theo- 
dore Herman  as  assistants. 


GREAT  SONORA  SIGN  REPAINTED 

The  great  Sonora  sign  at  Park  Row  has  been 
repainted,  and  the  present  scene  shows  a  picnic 
party  enjoying  the  music  of  the  Sonora  port- 
able.    The   design    is    worked   out   in  poster 


NEW  ORLEANS  EDISON  MEN  MEET 


Two-day  Convention  Held  at  Grunewald  Hotel 
August  25  and  26 — Edison  Officials  Attend — 
New  Edison  Dealers  Announced 


New  Orleans,  La.,  September  4. — Edison  deal- 
ers in  the  New  Orleans  territory  attended  a 
two-day  convention  in  New  Orleans,  August 
25  and  26.  The  programs  were  held  at  the 
Grunewald  Hotel.  L.  T.  Donnelly,  manager  of 
the  Diamond  Music  Co.,  Inc.,  distributor,  de- 
livered the  address  of  welcome.  Thomas  J. 
Leonard,  general  sales  manager  of  Thomas  A. 
Edison,  Inc.,  spoke  on  "Laboratory  News  and 
Plans."  Mr.  Donnelly  also  spoke  on  "Oppor- 
tunities for  Edison  Dealership,"  after  which  the 
sales  promotion  plans  were,  discussed  in  detail. 
Luncheon  the  first  day  was  at  the  Grunewald. 
Dinner  the  first  day  was  served  at  the  Louisiana 
Hotel. 

New  Edison  dealers  are:  J.  K.  Drug  Co., 
Pascagoula,  Miss,  (exclusive);  Roy  Hardware 
Co.,  Jones  Mill,  Ala.  (exclusive);  and  L.  E. 
Lide,  Columbus,  Miss,  (exclusive). 


One  of  New  York's  "Sights" 
fashion,  and  the  masses  of  flat,  even  color  give  a 
most  pleasing  effect.  This  new  advertisement 
has  won  the  enthusiastic  praise  of  passersby  on 
this  busy  thoroughfare,  for  it  constitutes  one 
of  the  best  painted  displays  in  the  city. 


The  proceeds  of  most  of  those  big  foreign 
bond  issues  are  going  to  be  spent  on  American 
goods.  Get  in  on  it  and  remember  that  export 
trade  is  an  anchor  to  windward. 


ForVictor  Service 

PhilipWerlein  .Ltd. 

OF  New  Orleans 

! 

The  Leading  Southern  Wholesalers 


September  15,  1920 


THE   TALKING    MACHINE  WORLD 


115 


Rosa  and  Carmela  Ponselle's  unique  color- 
atura rendering  of  ''Comin'  Thro'  the  Rye" 
will  malce  a  new  hit  out  of  an  old  favorite. 
Columbia  78847. 


Columbia  Grapiiopiione  Co. 

NEW  YORK 


CLEVELAND  DEALERS  INTERESTED  IN  TRADE  CONVENTION 

Addresses  of  Importance  to  Be  Made  at  Convention  in  Youngstown — Euclid  Music  Co.  Opens 
Third  Store— Dealers  Interested  in  Musical  Advancement — G.  M.  Ott  Entertains  Dealers 


Cleveland,  O.,  September  8— Talking  machine 
men  will  play  an  important  role  during  the  an- 
nual convention  of  the  Piano  Merchants'  Asso- 
ciation of  Ohio  at  Youngstown,  September  14-15. 
Among  the  speakers  will  be  Floyd  E.  Waite,  di- 
rector of  parks  and  public  property,  Cleveland, 
on  "Music  a  Municipal  Necessity."  Mr.  Waite  is 
much  interested  in  the  development  of  com- 
munity singing.  Charles  K.  Bennett,  former 
president  of  the  Cleveland  Music  Trade  Asso- 
ciation and  general  manager  of  the  Eclipse  Musi- 
cal Co.,  Cleveland,  will  discuss  "The  Talking 
Machine  and  Talking  Machine  Record  Manu- 
facturer." 

"Advertising  in  Ohio"  will  be  the  subject  of 
an  address  by  Rexford  C.  Hyre,  secretary  of 
the  piano  merchants'  state  association.  He  is 
also  its  ad  censor,  serving  in  a  similar  capacity 
for  the  Cleveland  association.  "The  Music  In- 
dustries Trade  Service  Bureau"  will  be  dis- 
cussed by  C.  h.  Dennis,  manager  of  the  bet- 
ter business  and  trade  bureau  of  the  Music 
Industries  Chamber  of  Commerce,  while  J.  Fred 
Van  Court,  of  Cincinnati,  will  discuss  "Handling 
Credits."  George  W.  Pound  will  speak  on  "Na- 
tional Effort  the  Past  Year." 

The  program  of  entertainment  includes  danc- 
ing, a  banquet  the  last  evening,  a  visit  to  the 
Youngstown  Country  Club,  where  a  luncheon 
will  be  served,  golf  games,  and  an  old  fash- 
ioned country  chicken  supper  at  the  club  house. 
William  R.  Graul,  president  of  the  state  associa- 
tion, will  respond  to  an  address  of  welcome  by 
Mayor  Fred  J.  Warnock,  of  Youngstown.  Most 
of  the  Cleveland  talking  machine  dealers  who 
carry  pianos  and  player-pianos  have  announced 
their  intention  of  attending  the  convention, 
which  will  hold  its  business  sessions  at  the  Hotel 
Ohio. 

The  third  store  of  the  Euclid  Music  Co., 
large  dealers  in  talking  machiiies,  now  in  op- 
eration at  Superior  avenue  and  East  105th  street, 
is  one  of  the  best  in  the  eastern  section  of 
the  city.  Grant  Smith,  general  manager  of 
the  firm,  is  in  charge  of  this  new  store.  The 
firm  took  over  the  Victor  talking  machine  bus- 
iness of  the  Collister  &  Sayle  Co.,  which  for 
several  years  was  a  leader  in  the  retailing  field. 
About  2,000  Victor  dogs  were  given  away  by 
Mr.  Smith  when  the  new  store  of  his  company 
was  formally  opened. 

Several  Cleveland  talking  machine  dealers  re- 
cently held  a  noon  luncheon  conference  at  Hotel 
Cleveland  with  Floyd  E.  Waite,  city  director  of 
parks  and  recreation  with  a  view  of  stimulating 


"WHAT  ARE  YOU  SHORT?" 
Get  in  touch  with  us.  We  hare  CTerything  in 
the  phonograph  line — ^Needles,  Tone  Arms,  Motors, 
Cabinets,  all  kinds  of  accessories  and  repair  parts. 
We  specialize  on  Main  Springs,  Bettertone  Phono- 
graphs.   Let  us  do  your  repairs. 

PLEASING  SOUND  PHONOGRAPH  CO., 
204-206  East  113th  St.,  New  York. 


the  advancement  of  music.  Mr.  Waite  has  been 
enthusiastic  for  several  years  in  developing  in- 
terest in  community  singing  and  similar  musical 
efforts.  September  17  he  will  hold  a  confer- 
ence with  members  of  the  Cleveland  Music  Trade 
Association,  the  Talking  Machine  Dealers'  As- 
sociation of  Northern  Ohio  and  C.  M.  Tremaine, 
director  of  the  National  Bureau  for  the  Advance- 
ment of  Music.  The  conference  will  be  in  Cleve- 
land, following  the  meeting  of  the  state  con- 
vention of  the  Piano  Merchants'  Association 
of  Ohio,  at  Youngstown. 

Several  of  Cleveland's  talking  machine  dealers 
were  guests  of  George  M.  Ott,  head  of  the 
G.  M.  Ott  Piano  Manufacturing  Co.,  and  presi- 
dent of  the  Cleveland  Music  Trade  Association, 
recently,  when  he  took  the  association  members 
to  his  country  home,  Sharon  Center,  O.,  for  an 
outing  and  an  old-fashioned  chicken  supper.  Mr. 
Ott  owns  quite  a  farm  and  it  is  one  of  his  hob- 
bies. "The  Advancement  of  Music"  was  the 
principal  business  subject  discussed  informally 
during  the  outing,  which  was  made  in  autos. 

The  Wolfe  Music  Co.  is  remodeling  a  vacant 
store  room  facing  the  Taylor  Arcade  in  the 
rear  of  the  present  Wolfe  establishment  which 
fronts  on  Prospect  avenue.  The  additional 
ground  floor  space  of  the  store  will  be  almost 
doubled  and  several  feet  of  valuable  window 


display  frontage  will  be  available  when  the  re- 
mr. deling  is  completed.  The  talking  machine 
and  record  business  of  the  Wolfe  establishment 
has  greatly  increased  during  the  past  year  and 
the  additional  sales  room  facilities  will  be  used 
largely  in  featuring  phonographs. 

Two  more  new  faces  appeared  in  the  current 
issue  of  "The  Total  Eclipse,"  house  organ  of 
the  Eclipse  Musical  Co.,  Victor  talking  machine 
distributors  and  retailers.  The  faces  are  those 
of  Miss  Eva  Hanchett,  assistant  to  Manager 
'  Baumbaub,  of  the  Victrola  department  of  the 
May  Co.,  and  Miss  Charlotte  Roderick,  with 
George  S.  Dales,  talking  machine  merchant,  of 
Akron.  These  two  young  ladies  appear  in  "The 
Frame  of  Honor"  of  the  house  organ  because 
they  have  demonstrated  their  selling  ability  with 
their  respective  stores.  Prior  to  joining  the 
May  Co.  Miss  Hanchett  was  with  the  Caldwell 
Piano  Co.,  which  concern  was  absorbed  several 
months  ago  by  the  Wurlitzer  Co.  With  the  Cald- 
well Co.  she  was  head  saleslady  and  record  buyer. 


BUT  THIS  FISH  STORY  IS  TRUE 


Frank  L.  Connor,  manager  of  the  Chase  & 
West  talking  machine  department,  Des  Moines, 
la.,  spent  several  weeks  in  the  wilds  this  Sum- 
m.er  and  caught  some  fish  which  he  still  tells 
about.  His  prize  winner,  as  the  photograph  sent 
in  to  us  attests,  weighed  twenty-seven  pounds 
and  measured  four  feet  eight  inches.  "Some 
fish,"  so  say  we.  The  catch  was  made  on  Lake 
Wewewa,  Minn. 


77%  of  our  Edison  Dealers  have 
exclusive  outside  Edison  Sales- 
men. 

It  must  be  profitable.  There  are 
several  reasons  why  it  is. 

FRANK  E.  BOLWAY  &  SON,  Inc. 

SYRACUSE,  N.  Y. 
Exclusive  Edison  Jobbers 


116 


THE    TALKING    MACHINE  WORLD 


bEPTEMBER  15,  1920 


LOS  ANGELES  DEALERS  CLOSE  GREAT  SUMMER  BUSINESS 

Trade  Volume  Surpasses  Expectations — Barker  Bros.  Handling  Aeolian- Vocalion — Fitzgerald  Co. 
Gives  Successful  Edison  Tone-tests — Western  Jobbing  &  Trading  Co.  Doing  Well  With  Emerson 


Los  Angeles,  C.\l.,  September  4. — Reports  from 
all  dealers  in  Los  Angeles  indicate  that  business 
has  kept  up  in  a  way  that  was  never  known 
before  throughout  a  month  at  this  particular 
time  of  the  year.  Stocks  are  pretty  well  replen- 
ished and  the  record  situation  has  improved 
considerablj'  although  all  numbers  are  by  no 
means  obtainable. 

Edison  Tone  Tests  Given 

The  Fitzgerald  Music  Co.,  with  its  usual  en- 
terprise, has  been  responsible  for  a  number  of 
very  successful  Edison  tone  tests  in  which  the 
well-known  baritone  Glen  Ellison  was  featured. 
Crowded  houses ,  attended  concerts  given  at 
Torrance  and  Trinity  Auditorium,  Los  Angeles, 
and  the  Elks  Club  of  Pasadena  showed  their 
appreciation  by  filling  their  own  clubrooms  at 
the  performance  given  in  their  honor. 

New  Aeolian  Dealer 

Barker  Bros,  placed  a  very  large  order,  their 
initial  one,  for  Aeolian-Vocalions.  G.  W.  Boothe, 
general  manager  of  the  music  department  of 
Barker  Bros.,  decided  to  include  in  his  order 
a  large  number  of  period  models;  these  par- 
ticular instruments  are  becoming  more  and 
more  popular  and  those  featured  by  the  Aeolia  i 
Co.  are  exceedinglj'  attractive. 

New  Edison  Dealer  in  Pasadena 

The  Wyckoff-Verrinder  Co.  has  announced 
the  opening  of  a  music  store  in  Pasadena  at  835 
East  Colorado  street. 

Santa  Barbara  Dealer  in  Town 

Ralph  H.   Paulin,   of  Paulin's  Music  Store, 
Santa  Barbara,  was  in  Los  Angeles  last  week 
and  attended  a  luncheon  at  the  Rotary  Club. 
He  refiorts  excellent  business  in  his  district. 
Emerson  Traveler  on  Trip 

1.  Lessor,  traveling  representative  for  the 
Western  Jobbing  &  Trading  Co.,  Pacific  Coast 
distributors  of  Emerson  phonographs  and  rec- 


ords, received  a  pleasant  surprise  when  his  house 
purchased  a  $3,400  Studebaker  Six  touring  car 
lor  his  use  on  the  road  (nothing  small  about 
the  Western  Jobbing  &  Trading  Co.).  Mr.  Les- 
sor, filled  with  enthusiasm  over  the  new  Emer- 
son phonographs  and  with  a  brand  new  car, 
has  left  for  a  trip  up  the  valley  to  Fresno. 
He  reports  that  he  received  phenomenal  initial 
orders  for  the  new  Emerson  record  of  "Whis- 
pering," the  first  recording  to  appear  on  the 
market.  C.  VV.  Shumway,  of  the  San  Francisco 
office  of  the  Western  Jobbing  &  Trading  Co., 
spent  a  few  days  at  headquarters  in  Los  Angeles. 


BUILDING  NEW  BLUE  BIRD  FACTORY 

Los  Angeles  Company  Finds  Larger  Manufac- 
turing Space  Imperative — New  Buildings  Will 
Cover  Five  Acres  and  Will  Have  Splendid 
Equipment  When  They  Are  Completed 


Los  Angeles,  C.\l.,  September  4. — The  Blue 
Bird  Talking  Machine  Co.  has  found  it  neces- 
sarj'  to  erect  a  new  factory  in  order  to  take 
care  of  increased  business.  A  tract  of  five 
acres  was  accordingly  purchased  in  the  new 
great  manufacturing  district  in  the  southeastern 
section  of  Los  Angeles.  The  new  factory,  which 
so  far  has  been  completed,  covers  one  acre 
and  work  is  already  in  full  swing. 

The  general  offices  have  been  moved  to  the 
new  location  and  the  rest  of  the  factory  com- 
prises a  complete  unit  including  cabinet  man- 
ufacturing, varnishing,  finishing,  assembling, 
packing  and  shipping  departments.  M.  F.  Fy- 
bush,  general  manager,  conducted  the  corre- 
spondent "of  The  World  over  the  new  plant 
and  drew  his  attention  to  the  careful  testing 
which  is  given  to  all  machines  before  they  are 
finally  "passed,"  a  specially  constructed  room 


and  highly  trained  staff  being  used  for  this 
work.  The  factory  is  built  after  the  most  mod- 
ern plans.  Particular  attention  has  been  paid 
to  good  light  and  plenty  of  air,  and  the  equable 
climate  the  j-ear  round  ensures  ideal  condi- 
tions. 

The  policy  of  the  Blue  Bird  Talking  Ma- 
chine Co.  is  to  establish  jobbers  in  every  State 
of  the  Union  as  well  as  in  foreign  countries. 
This,  they  believe,  will  ensure  a  more  satis- 
factory arrangement  for  the  dealer  and  give 
him  better  service  than  by  direct  factory  dis- 
tribution. 


ALICE  VERLET  ON  PACIFIC  TOUR 

Noted  Edison  Artist  Will  Conduct  Several  Tone- 
tests  and  Will  Be  Assisted  by  Robert  Velten, 
Violinist,  and  Victor  Young,  Pianist 


An  event  of  more  than  ordinary  interest  to 
musical  circles  is  the  Pacific  Coast  recital  tour 
of  Alice  Verlet,  the  distinguished  Edison  artist 
and  celebrated  Belgian  coloratura  soprano, 
which  opened  at  Bellingham,  Wash.,  on  August 
30.  The  tour  will  close  on  December  10  and 
will  include  cities  in  the  Northwestern  States 
and  in  California.  Assisting  Mile.  Verlet  are 
Robert  Velten,  violinist,  and  Victor  Young,  pian- 
ist, of  the  Edison  Laboratories.  Alice  Verlet 
is  one  of  the  leading  Edison  artists  and  in  her 
recitals  will  sing  in  direct  comparison  with 
some  of  her  latest  Re-creations. 


R.  H.  Keller,  manager  of  the  Victrola  de- 
partment of  Woo'dward  &  Lothrop,  Washington, 
D.  C,  is  engaged  in  the  task  of  supervising  the 
enlarging  of  his  department.  The  plans  call  for 
a  total  of  nineteen  booths,  which  will  be  located 
on  the  Tenth  street  side  of  the  fourth  floor. 


There  may  come  times  when  a  man  has  to 
stand  up  for  his  rights,  but  if  he  earnestly 
strives  to  do  what  is  right  they  will  not  come 
often. 


STODART 


A  P   

The  sign  of  a  quality  phonograph 

A  high  grade  instrument  appealing  to  high  grade  prospects 
Exemplifies  its  superiority — in  Case  Design,  Tone  and  Equipment 

Five  handsome  and  distinctive  models  in  mahogany. 

Stephenson  Precision-made  motor  with  velotir  turn-table. 
Universal  Tone  Arm. 

Its  remarkable  reproducing  device  creates  extraordinary 
tonal  volume  and  tonal  beauty.    Tone  modifying  rod. 

The  Stodart  Phonograph  is  distinguished  for  the  identical 
quality  which  has  made  the  Stodart  Piano  famous  for  a  century. 

A  constantly  growing  demand  is  reported  by  our  enthusi- 
astic chain  of  nationally  distributed  Dealers. 


you. 


Find  out  how  and  why  this  Leader  can  make  money  for 
Write  right  now. 


STODART  PHONOGRAPH  CO.,  Inc. 


'PHONOGRAPHS  WITH  A  PEDIGREE" 

GEORGE  H.  BEVERLY,  General  Manager 


Buah  Terminal  Sales  Building 


130-132  West  42ncl  Street 


NEW  YORK 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


117 


126 


THE   TALKING   MACHINE  WORLD 


A  FORECAST 

By  J.  NEWCOMB  BLACKMAN 

The  successful  merchant  must  continually  forecast  the 
future  and  shape  his  business  policy  accordingly. 

Optimism  is  always  necessary,  but  should  be  tempered 
by  enough  pessimism  to  produce  conservatism. 

A  conservative  policy  is  the  safest  one  for  the  Victor 
Trade  today. 

New  manufacturers  of  Talking  Machines  and  Records 
are  extre.iiely  optimistic  if  they  think  they  can  appropriate 
patent  ughts  and  fill  the  excess  demand  for  Victor  Product 
with  goods  of  unkno\\;n  value  and  quality. 

Victor  Dealers  will  show  extreme  pessimism  if  they 
lose  faith  in  the  Victor  Company's  determination  and 
ability  to  maintain  Victor  Supremacy  in  1920,  through 
greatly  increased  pvroduction  and  vigorous  prosecution  of 
infringers. 

I  forecast  for  1920  an  overproduction  of  competing 
products,  followed  by  a  heavy  casualty  list  among  manu- 
facturers and  dealers  of  the  "mushroom"  or  "toadstool" 
variety. 

A  conservative  forecast  for  the  Victor  Trade,  I  believe, 
justifies  a  policy  of  sacrificing  temporary  profits  for  future 
prosperity.  I  believe  a  general  Reaction,  following  the 
present  world  inflation,  is  inevitable,  and  then  the  permanent 
demand  for,  and  value  of,  Victor  Products  will  be  fully 
demonstrated.  Then  Victor  machines  and  Records  will  be 
like  American  money  —  still  supreme. 

Think  it  over,  Mr.  Victor  Dealer! 


Talking  Mach  ine  Co. 

81  Reade  St.    Near  Church  St.    New  York 

VICTOR  DISTRIBUTORS  EXCLUSIVELY  WHOLESALE 


118 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


BEST  SELLERS  IN  GREY  GULL  RECORDS 


Lateral  Style 

Chili  Bean   Sung  by  BiUy  Murray^  fn^°^^ 

Mariella   Sung  by  Patricolaj^^  ^J^- 

Oh  By  Jingo  Sung  by  Billy  Murray^  L-2013 

There's  a  Typical  Tipperary  Over  Here,  yiO  in. 

Sung  by  Mel  EastmanJ  $1.00 
The  Love  Nest  (From  Mary),  Fox-trot,  L-1020 

Grey  Gull  Dance  Orchestral  10  in. 
Ostrich  Walk,  Fox-trot  Bostonian  SyncopatersJ  $1.00 

Let  the  Rest  of  the  World  Go  By.  Sung  by  Henry  Burrl 
Wond'ring   Sung  by  Charlie  HartJ 

My  Dixie  Rosary  Sung  by  Henry  Burr^i  L-2019 

I'll  Be  With  You  in  Apple  Blossom  Time,  -    1 10  in. 

Sung  by  Henry  BurrJ  $1.00 
I  Love  the  Land  of  Old  Black  Joe,  L-2011 
Sung  by  the  American  Quartette  >- 10  in. 

Swanee.....  Sung  by  the  Peerless  QuartetteJ j$1.00 

When  He  Gave  Me  You  (Mother  of  Mine),  ^  y 

Sung  by  Henry  Burr  , 
After  You  Get  What  You  Want,  You  Don't  Want  It,  ^i" 

Sung  by  Mel  Eastmanj 

Can  You  Tame  Wild  Wimmen.  .  .Sung  by  Billy  MuirayX^'^P^^ 
He  Went  in  Like  a  Lion. ......  .Sung  by  Billy  Miurrayj^"  qq" 

Lucille,  Fox- trot  By  Starita  Saxophone  Sextette^  L-1011 

My  Isle  of  Golden  Dreams,  Waltz,  ylO  in. 

By  Starita  Saxophone  SextetteJ  $1.00 
"Blues"  (My  Naughty  Svsreetie  Gave  to  Me),  Fox-       "|  L-1021 

trot   Gilt  Edge  Four  HO  in. 

Swanee,  One-step   .Grey  Gull  Dance  Orchestra  J  $1.00 

I've  Got  the  Profiteering  Blues. .  .Sung  by  Billy  Murray")  L-2012 
But,  She's  Just  a  Little  Bit  Crazy,  ^  10  in. 

Sung  by  Mel  EastmanJ  $1.00 

Venetian  Moon  Sung  by  the  Sterling  Trio'\^'^.'^^'* 

Golden  Gate   Sung  by  Campbell  and  Burr  j^"  ' 

Dardanella,  Fox-trot   Grey  Gull  Dance  Orchestral 

Tjrphoon,  Fox-trot   Grey  Gull  Dance  OrchestraJ^^  ^J^" 


Two-In-One  Style 

(Hill  and  Dale  Cut) 

Loch  Lomond   Simg  by  Henry  Burr") 

Comin'  Thro  the  Rye  Sung  by  Gladys  Rice  .  ^^-2009 

The  Rosary   Sung  by  Henry  Burr qq' 

Love's  Old  Sweet  Song  Sung  by  Henry  Burrj 

Chili  Bean   Sung  by  Billy  Murray] 

There's  a  Typcial  Tipperary  Over  Here,  ' 

Sung  by  BUly  Murray  [H-2010 

Mandy   Svmg  by  Mel  Eastman  ^J^- 

After  You  Get  What  You  Want,  You  Don't  Want  * 
It  Sung  by  Mel  Eastmanj 

Oh,  Fox-trot  By  Gilt  Edge  Four^ 

Beale  Street  Blues,  Fox-trot  ..By  Gilt  Edge  Four  i^'^^in^^ 

Just  Like  the  Rose,  Fox-trot  By  Gilt  Edge  Fourf^i  go 

Lost  John's  Melody,  Fox-trot  .By  Gilt  Edge  FourJ 

Oh,  By  Jingo  Sung  by  Billy  Murray^ 

The  Simple  Simon  Party  Sung  by  Billy  Mvu-ray  j  H-2011 

When  the  Harvest  Mo  on  Is  Shining,  >10  in. 

Sung  by  Mel  Eastman  j  $1.00 
My  Sahara  Rose  Sung  by  Mel  Eastmanj 

Washington  Post  March..  By  Grey  Gull  Military  Band^ 

Liberty  Bell  March  By  Grey  Gull  Military  Band  [ H-4004 

Manhattan  Beach  March.. By  Grey  Gull  Military  Bandj|jQQ- 
King  Cotton  March  By  Grey  Gull  Military  Bandj 

Up  the  Street  March..... By  Grey  Gull  Military  Band^ 
Cruiser  Harvard  March...  By  Grey  Gull  Military  Band  i  jj-4003 
Second  Regiment  March.. By  Grey  Gull  Military  Band  llO  in. 
Boston  Commandery  March,  !  $1-00 

By  Grey  Gull  Military  Bandj 


Send  a  trial  order  for  any  or  all  of  the  above  popular  numbers.  We  make  a  nominal  charge 
of  70  cents  each  for  sample  records,  parcel  post  prepaid.    Use  coupon  below,  if  you  wish. 


tumiimiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimMiiiiiiiyiiiiiiiii  miiiiiiiiiiiiiiniimiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiPii»iiiiiiiaiBiiiiiiiiii«^ 

INCORPORATED 


295  HUNTINGTON  AVE.,  BOSTON,  MASS. 


FILL  OUT  COUPON  AND  MAIL 

GREY  GULL  RECORDS,  295  Huntington  Ave.,  Boston,  Mass. 

Please  send  prepaid,  to  address  below,  an  easy-selling  assortment  of  Grey  Gull  Records, 

at  70  cents  each,  for  which  remittance  is  enclosed.  Privilege  of  returning  these  records  within 
ten  days,  at  your  expense,  and  obtaining  a  refund  of  the  remittance  is  reserved.  Also  send  your 
two  leaflets,  "Distributor  Proposition"  and  "Dealer  Proposition,"  and  catalog  of  your  records. 

Nam  e  


1 


Address 


I 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


119 


PICTURES  OF  RECORD  ARTISTS 


MUSIC  CHANGES  WITH  THE  SEASONS 


Interesting  Poses  of  Popular  Stars  Now  Avail- 
able for  Dealers — Bain  News  Service  Has 
Large  Collection  of  Photographs 


The  Bain  News  Service,  255  Canal  street,  New 
York  City,  has  just  issued  a  series  of  new 
photographs  of  Enrico  Caruso  in  numerous 
poses.  This  addition  now  brings  the  Caruso 
collection  up  to  over  two  hundred  photographs. 
One  of  the  most  interesting  of  these  new  issues 


Caruso  in  the  Role  of  Pater 

is  reproduced  herewith,  depicting  Caruso  hold- 
ing his  baby,  and  shows  him  with  the  usual 
pleased  fatherly  expression. 

The  above  firm's  service  includes  a  service 
department  particularly  for  the  talking  machine 
field  in  which  are  listed  thousands  of  photographs 
of  the  leading  artists  of  the  country.  Besides 
the  smaller  photographs  which  they  release  they 
also  make  a  specialty  of  enlargements  for 
window  displays  and  other  purposes. 


FEATURING  OPERATIC  RECORDS 

Boston,  Mass.,  September  8. — The  Frank  S. 
Horning  Co.,  Inc.,  at  22  Boylston  street,  has 
now  been  open  about  eight  ijionths  and  busi- 
ness in  the  Victor  line  has  been  building  up 
rapidly.  Mr.  Horning,  who  is  on  the  job  early 
and  late,  has  developed  quite  a  large  list  of  per- 
sons who  are  making  a  collection  of  records  of 
all  the  leading  classical  operas,  and  this  of 
itself  is  proving  a  very  fruitful  field.  The  store 
is  open  every  evening  and  for  this  particular 
period  of  daily  service  Mr,  Horning  has  the 
valuable  assistance  of  Irving  Ente. 


"  Where  would  you  rather  have  your  adver- 
tisement— on  a  business  man's  desk  or  in  his 
wastebasket?     Guide  yourself  accordingly. 


Stewart 

TalkitiQ  Machine  Gompamr 

■  ■iniruinriiMiiiniiiiiiiuiuinmiiiiiiiiiiiiiinuiinniiiiiuiiiiiiiiiiiiimNiiiiiiiiiuiiiiiiiiittiiiiiinTti  ■ 


JOBBERS 


ndianapolis 


Jazz  Rules  in  Summer  Months  and  Classics  Are 
Buried  Until  Late  Winter — Spring  Brings  in 
Sentimental  Melodies — Public's  Taste  Gov- 
erned by  Weather — Blues  for  Rainy  Days 


When  it  comes  down  to  getting  the  real  dope 
on  the  public  taste  for  music  we  must  give  up 
the  psychologists  of  the  classroom  and  the  pro- 
fessional musicians  and  go  to  the  girl  behind 
the  counter  who  daily  hands  out  the  records 
which  the  ever-hungry  public  demands.  This 
smiling  lady  will  tell  you  that  musical  tastes 
seem  to  change  with  the  seasons.  She  will  also 
lell  you  that  during  the  Summer  popular  songs 
and  jazz  hold  supreme  sway  and  the  standard 
and  classical  pieces  are  for  the  time  in  the  back- 
ground. But  with  the  coming  of  Fall  and  with 
the  chill  in  the  air  which  foretells  of  crisp, 
sparkling  days  before  snow  flies,  the  Summer 
nielodies  yield  to  more  substantial  things.  The 
classics  come  into  their  own  once  more. 

This  type  of  music  seems  to  belong  in 
shadowed  rooms  with  drawn  shades  and  a  flick- 
ering fire.  Our  goddess  of  the  record  counter 
declares  that  Beethoven,  Bach  and  the  rest 
haven't  a  chance  in  the  world  until  December 
or  January,  when  the  outdoors  is  stern  and  for- 
bidding.     Then    follow    the    spring  months, 


TOYS 


ioT 


PHONOGRAPHS 

Something  for  the  Children 
That  Brings  in  the  Parents 
and  Makes  You  New  Cus- 
tomers 


It  will  pay  you  to  show  these  novel- 
ties dancing  in  your  windows  from 
Thanksgiving  to  Christmas. 


bringing  with  them  the  sentimental  music  be- 
fitting the  season  that  prepares  the  way  for 
blushing  brides  in  June.  Sunshine  and  clear 
weather  stimulate  sales  of  nearly  all  kinds  of 
music,  while  gloomy  days  make  it  necessary  to 
appease  the  customers'  mood  with  blues.  It 
has  been  claimed  by  those  in  the  know  that 
all  the  popular  blue  jazz  music  was  written  on 
cloudy  days  and  designed  to  be  sold  only  on 
blue  days — a  rainy,  blue  Monday,  perhaps! 


HOLDS  EXHIBITS  AT  STATE  FAIRS 

Commonwealth  Phonograph  Co.  Takes  Advan- 
tage of  Annual  Events  to  Prepare  Elaborate 
Displays  in  Interests  of  Talking  Machines 


Springfield,  Mass.,  September  12. — The  Com- 
monwealth Phonograph  Company,  Pathe  dis- 
tributor of  this  city,  is  keeping  the  famous 
red  rooster  and  the  products  which  he  repre- 
sents before  the  trade  and  the  public  in  an  en- 
ergetic manner.  At  the  Connecticut  State  Fair, 
held  at  the  fair  grounds  at  Charter  Oaks,  out- 
side of  Hartford,  from  September  6  to  10  in- 
clusive, the  Commonwealth  Phonograph  Co.  ex- 
hibited in  an  exceedingly  attractive  manner  a 
very  comprehensive  display  of  Pathe  machines 
and  records.  An  entertainment  feature  which 
made  the  Commonwealth-Pathe  booth  the  cen- 
ter of  attraction  were  the  concerts  given  by  the 
White  Way  Orchestra,  which  recorded  the  pop- 
ular Pathe  record  "Blue  Diamonds"  and  others. 
The  fair  was  well  attended  and  a  number  of 
Hartford  talking  machine  dealers  found  time  to 
attend.  Invitations  had  been  extended  to  all 
Hartford  dealers  to  attend  the  Commonwealth 
booth  while  there.  The  exhibit  was  under  the 
direction  of  Miss  M.  A.  Bill,  of  the  Common- 
wealth Phonograph  Co.,  and  a  representative  of 
the  Service  Department  of  the  Pathe  Freres 
Phonograph  Co.,  of  Brooklyn,  N.  Y.  A.  Y. 
Pennie,  co-partner  with  Miss  Bill,  was  also 
present  at  the  booth  on  several  occasions. 

Another  interesting  exhibit  is  planned  for  the 
Eastern  States  Exposition  in  Springfield  from 
September  19  to  25.  At  this  exposition  the 
Commonwealth  Phonograph  Co.  will  take  over 
the  amphitheatre  at  the  fair  grounds,  seating 
about  250  people.  A  Pathe  concert  will  be  given 
under  its  auspices  each  day.  Efforts  are  be- 
ing made  to  have  Lewis  James,  tenor,  and  world 
famous  Pathe  artist,  sing  at  the  concert  given  on 
the  opening  day  of  the  exposition  and  in  the 
Coliseum,  which  seats  about  10,000  people.  It 
is  expected  that  Mr.  James  will  be  accompanied 
by  Thavius'  Band.  As  in  the  case  of  the  ex- 
hibit at  Hartford,  the  Commonwealth  Phono- 
graph Co.  is  extending  invitations  to  the  visit- 
ing trade  to  attend  these  concerts  and  its 
exhibit  at  the  exposition. 


RAGTI  ME     R  ASTUS 

PATENTED  MARCH  16,  1915. 

An  Automatic  Dancing  Darky  Doll  for 
Talking  Machines 

Rastus  does  one  hundred  different  steps 
while  the  music  is  playing.  Delights  Chil- 
dren and  amuses  the  older  people,  too. 
The  funniest  dancing  toy  ever  made. 

Attractively  painted  in  four  colors. 

Ragtime  Rastus,  Item  lOOA  $1.65 


THE  BOXERS 
Patented  March  16,  1915 

Amusing  Novelty  for  Talking  Machines 

These  little  Boxers  are  very  realistic  and 
create  lots  of  fun  They  do  all  the  different 
blows  and  steps  known.  Put  on  a  good 
lively  record  and  these  little  figures  box 
away  in  lively  fashion 

Boxing  Darkies,  Item  lOOB  $1.75 
Combination  Rastus  and  Boxer 

Two   Toys  in  One — Our  Biggest  Seller 

Dancing:  Rastus  and  Boxing  Darkies,  the 
two  sets  of  figures  combined  with  one 
dancing  mechanism.  All  in  one  box.  Very 
popular. 

Combination  Rastus  and  Boxers 
Item  lOOAB  $2.00 


NOTE  :  These  toys  fit  standard  machines  and  can 
be  put  on  or  taken  off  in  five  seconds  and  do  not 
injure  record  or  mar  machine.  Fit  all  Columbia 
and  Victor  models.  Edison  machine  requires  special 
disc,  25c.  extra. 


Wholesale  and  Export  discount  in 
dozen  lots  of  one  kind  or  assorted 
33  1  /3%.  In  3  doz.  lots  of  one  kind 
or  assorted  40%. 

NATIONAL  COMPANY 

Mechanical  Specialty  Manufacturers 
Cambridge  39        BOSTON,  MASS. 


120 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Not  Written  For  You 
But  Send  For  a  Copy 

T^HERE  are  a  good  many  reasons 
^  why  you  should  read  this  book, 
even  though  you  personally  are  not 
supposed  to  be  the  "ultimate  consumer" 
of  its  pages. 

Scores  of  our  dealers  have  written  us  highly 
appreciative  letters  regarding  it.    One  of  them 
summed  up  the  general  opinion  of  all  w^hen  he 
said:  "Aside  from  its  being  the  most  interesting, 
convincing,  and  beautiful  bit  of  consumer  litera- 
ture I've  ever  seen,  the  reading  of  it  has 
been  of  direct  benefit  to  me.  I've  read  be- 
tween the   lines  and   gained  some  real 
pointers  on  phonograph  merchandising.  " 

The  book  was  written  for  dealer  distribu- 
tion to  prospective  purchasers  of 


The  Phonograph  Instrumentized 


y\  SIDE  from  the  fact  that  the  book  is  every- 
thing the  above-mentioned  dealer  says  it 
is,  it  will  give  you  a  bird's-eye  view  of  the 
Dalion  merchandising  plan — and  it  will  show 
you  the  exclusive  sales  features  of  the  instru- 
ment—  it  will  give  you  a  general  idea  of  how 
whole-heartedly  we  co-operate  with  our  dealers 
to  make  their  phonograph  department  the 
most  profitable  part  of  their  business. 

Send  for  it— TODAY.  The  book  is 
worth  having  on  its  own  account, 
and  the  postage  stamp  that  carries 
your  inquiry  may  turn  out  to  be  the 
best  investment  you  ever  made. 


]Hilwaukee  Machir^  Mfg.  Co.  Milwaukee 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


121 


SIGN  UP  FOR  AMBEROLA  CAMPAIGN      BLUE  RIBBON  FOR  PATHE  DEALER 


CHANGE  IN  ROBT.  C.  ROGERS  CO. 


Edison  Amberola  Dealers  Show  Great  Interest 
in  Plans  to  Stimulate  Fall  Business 


L.  Creswell  Wins  Award  for  Elaborate  Dis- 
play at  Linn  County  Fair  in  Iowa 


Already  several  hundred  Edison  Amberola 
dealers  have  signed  up  to  take  advantage  of  the 
widely  announced  Amberola  advertising  and 
window  display  campaign,  which  is  intended  to 
begin  in  September  and  run  to  March,  1921.  The 


Now  that  the  county  fairs  are  in  progress 
throughout  the  nation  it  is  interesting  to  note 
the  important  manner  in  which  Pathe  phono- 
graphs and  records  are  made  to  figure  in  the 
musical  exhibitions  and  displays  being  given. 

In  this  connection,  a 


communication  from 
the  Churchill  Drug  Co., 
of  Cedar  Rapids,  Iowa, 
distributors  of  Pathe 
instruments  and  rec- 
ords, tells  of  the  suc- 
cess of  O.  L.  Creswell, 
a  progressive  dealer  of 
Kenwood,  Iowa,  who 
has  just  been  awarded 
the  blue  ribbon  for  his 
fine  display  of  Pathe 
phonographs  and  rec- 
ords at  the  Linn  County 
Fair,  held  in  Marion. 

In  referring  to  the 
subject  the  writer  says 
that  the  award  has  had 
a  stimulating  effect  on 
the  Pathe  dealers,  who 
are  very  enthusiastic 
over  the  prospects  of  a 
lively    drive    in  Fall 

One  of  the  Monthly  Window  Displays  of  the  Edison  Amberola  Campaign  business.  "Mr.  Cres- 
campaign  will  consist  of  a  series  of  unique  ad-  well,"  the  writer  concludes,  "is  as  proud  as  a 
vertisements,  about   twenty-one  in  all,   and   a     peacock,  and  from  the  list  of  prospects  he  has 


striking  series  of  monthly  window  displays 
which  are  intended  to  tie  up  with  the  news- 
paper advertisements. 

With  simplicity  and  attractiveness  as  out- 
standing features  the  campaign,  as  presented  to 
the  dealers,  will  be  brand  new  and  entirely  dif- 
ferent from  anything  ever  offered  to  them  be- 
fore. For  one  thing,  dealers  will  be  able  to 
obtain  the  lowest  newspaper  rates,  because  the 
advertisements  will  be  sent  to  them  set  up 
complete,  thereby  eliminating  the  usual  composi- 
tion charges.  In  addition  to  this  the  Edison 
Amberola  jobbers  have  expressed  their  entire 
willingness  to  co-operate  with  the  dealers  who 
enroll  to  the  extent  of  sharing  with  them  the 
cost  of  the  advertising.  This  will  take  the 
form  of  a  rebate  and  will  be  arranged  on  a  per- 
centage basis 

It  is  rather  interesting  to  note  that  among 
the  dealers  who  have  already  enrolled  there  are 
several  who  are  located  in  towns  where  the 
newspaper  rate  is  as  low  as  10  cents  and  others 
who  are  required  to  pay  as  high  as  $2  for  a 
similar  amount  of  space.. 

If  dealers  continue  to  enroll  at  the  present 
rate  little  doubt  is  felt  that  a  large  majority  will 
be  ready  by  September  15  to  participate,  which 
will  mean  a  continuous  and  highly  effective 
and  successful  publicity  campaign  throughout 
the  next  six  months. 


accumulated  from  his  display  we  are  looking 
for  a  large  volume  of  business  from  him." 


BETHLEHEM  STORE  OPENS  BRANCH 


Goodenough  Piano  Co.  Purchases  Five  Points 
Colurhbia  Shop  and  Adds  Pianos  to  Line 


Bethlehem,  Fa.,  August  30. — The  Goodenough 
Piano  Co.  of  this  city  has  opened  a  branch  store 
on  the  south  side  at  448  Wyandotte  street  and 
through  this  new  branch  has  established  many 
friends  in  the  section  across  the  river.  The 
store  was  formerly  the  Five  Points  Grafonola 
Shop.  In  addition  to  handling  the  Columbia 
line  the  Goodenough  Piano  Co.  will  also  carry  a 
full  line  of  pianos,  including  the  Lauter,  Pack- 
ard, Milton,  Davenport-Treacy  and  Weser. 
The  Pathe  and  the  Cheney  will  also  be  carried 
in  the  talking  machine  department. 

Henry  Hensinger,  who  has  been  assistant 
manager  of  this  store  for  some  time,  is  now 
in  full  charge.  He  is  an  accomplished  musician, 
being  organist  of  the  First  Reformed  Church, 
and  has  also  had  much  experience  in  selling 
pianos  and  talking  machines. 


You  may  make  your  advertising  cordial 
enough  and  still  forget  to  carry  out  the  same 
policy  in  your  sales  correspondence. 


John  Fischer,  Formerly  With  C.  C.  Mellor  Co., 
Pittsburgh,  Secures  Interest  in  Business — 
Name  Changes  to  Rogers  &  Fischer 


Washington,  D.  C,  August  30. — Two  veterans 
of  the  talking  machine  business  have  joined 
forces  and  have  formed  the  firm  of  Rogers  & 
Fischer,  which  succeeds  the  well-known  Robert 
C.  Rogers  Co.,  wholesalers  of  and  retailers  in 
^'■ictor  Victrolas  and  records,  located  at  1313  F 
street,  N.  W. 

Robert  C.  Rogers  is  believed  to  be  the  oldest 
talking  machine  dealer,  in  point  of  service,  in 
this  country.  He  became  associated  with  John 
F.  Ellis  &  Co.  in  1882.  This  firm  was  the  first 
in  the  United  States  to  handle  the  sale  of  the 
Berliner  Gramophone.  When  the  Victor  Talk- 
ing Machine  Co.  succeeded  the  Berliner  Gramo- 
phone Co.  the  Ellis  Co.  became  distributors  for 
the  Victor  line.  Mr.  Rogers  purchased  the  John 
F  Ellis  Co.'s  talking  machine  business  in  1910 
and  established  the  retail^nd  wholesale  business 
at  the  present  location. 

John  Fischer  entered  the  talking  machine 
business  in  1901  at  Buffalo,  N.  Y.  In  1904  he 
accepted  a  position  as  traveling  representative 
for  the  Victor  Talking  Machine  Co.,  covering 
all  the  territory  east  of  the  central  part  of  Kan- 
sas. He  was  holding  the  position  of  assistant 
traveling  manager  at  the  time  he  resigned  in 
1907  to  take  the  position  of  manager  of  the 
talking  machine  business  of  the  C.  C.  Mellor 
Co.  at  Pittsburgh,  which  position  he  occupied 
until  he  resigned  on  August  14  to  come  to 
Washington  and  associate  himself  with  Mr. 
Rogers. 

The  news  of  his  resignation  was  received  with 
keen  regret  by  the  members  of  the  trade  of  the 
Steel  City,  as  Mr.  Fischer  was  one  of  the  char- 
ter members  of  the  Pittsburgh  Talking  Ma- 
chine Dealers'  Association  and  was  considered 
one  of  the  real  live  members. 


MILWAUKEE  BURGLARS  JAZZ  HOUNDS 

Steal  Sixty-five  Popular  Records  From  Badger 
Talking  Machine  Shop 


Milwaukee,  Wis.,  August  30. — The  Victor 
record  stockroom  of  the  Badger  Talking  Ma- 
chine Co.,  135  Second  street,  wholesale  distribu- 
tor of  the  Victor  line,  was  ransacked  by  burglars 
during  the  night  of  Thursday,  August  19,  and 
goods  valued  at  $100  were  carried  away.  Ac- 
cording to  Harry  A.  Goldsmith,  secretary  of 
the  company,  the  thieves  evidently  were  "jazz 
hounds,"  because  all  of  the  sixty-five  records 
which  were  stolen  were  of  that  class.  A  small 
motor  also  was  stolen.  The  entrance  was  ef- 
fected by  unlocking  a  window  on  the  second 
floor  which  opened  on  an  adjoining  roof. 


The  man  who  will  not  listen  to  safety  rules 
may  have  to  listen  to  the  sound  of  the  ambu- 
lance. 


^6 


VICTOR  AND  COLUMBIA  DEALERS  AGREE 

that  of  all  the  various  brands  of  records  on  the  market,  our 

Talk- 0- Photo''  Records  of  Famous  Movie  Stars 

(A  combination  of  photo  and  phonograph  record  of  the  star) 

not  only  do  not  compete  with  their  regular  lines,  but  also 

ATTRACT  NEW  CUSTOMERS^  and  INCREASE  REGULAR  SALES 


57     "Stage  Fright"  Mary  Miles  Minter 

60     'I  Wish  I  Were  a  Hero"  WUliam  Russell 

65     "My  Dream"  H.  B.  Warner 

72     "Don't  You?"  J.  Warren  Kerrigan 

74    "Happiness"     Gloria  Swanson 

79    "GHs  I  Have  Loved".  .   Lew  Cody 


80 
81 
82 

83 
90 
91 


"My  Prize  Love  Letter"  Clara  Kimball  Young 

"My  Ambitions"   Anita  Stewart 

"Who  Would  Change  Places  With  Me?" 

Mildred  Heirris  Chaplin 

"The  Vision"  Bert  Lytell 

"My  Real  Self"  Mae  Murray 

"How  to  Become  a  Star"  David  Powell 

on  a  collection — the  rest  is  easy. 


The  first  sale  starts  the  "Movie  Fan 
Retail  at  35c  each.    Price  to  dealers,  one  gross  assortment  $30.24,  F.O.B.  New  York 

TALKING  PHOTO  CORPORATION         Robert  B.  ("Pat")  Wheelan,  Pres.        334  FIFTH7AVENUE,  NEW  YORK 


122 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


Edison  Message  No.  79 


In  April  of  this  year  we  announced,  through  the  trade  papers,  the 
following: 

"The  new  edition  of  'Edison  and  Music,'  which  is  coming  off 
the  press  at  this  time,  contains  the  following : 
Careful  calculations  of  the  various  cost  elements  (diamonds, 
genuine  mahogany,  quarter-sawed  white  oak,  walnut, 
special  steel  and  bronze,  skilled  labor,  etc.,  etc.),  involved  in 
the  manufacture  of  the  New  Edison,  indicate  that  the  prices 
noted  in  this  book  reflect  only  50  per  cent  of  the  increases  in 
manufacturing  cost  that  have  occurred  during  the  past 
eighteen  months.  In  other  words,  it  has  been  our  policy  to 
absorb  and  write  off,  as  a  loss,  50  per  cent  of  the  increased 
cost  of  manufacture.  However,  conditions  are  such  that  we 
are  obliged  to  reserve  the  right  to  advance  our  prices  at  any 
time,  without  notice,  and  all  orders  are  subject  to  the  prices 
effective  when  executed,  irrespective  of  the  date  of  receipt. 

THOMAS  A.  EDISON.  Inc. 

Orange,  N.  J. 
16  February,  1920." 

We  have,  in  fact,  absorbed  more  than  50%  of  the  increased  cost  of 
manufacture,  and  the  selling  prices  of  Edison  Phonographs  (including 
War  Tax)  have  increased  less  than  15%  since  1914.  The  prices  of 
Edison  Phonographs  to-day  remain  unchanged,  in  spite  of  the  fact  that 
various  cost  elements  have  increased  still  further.  We  shall  hold  off 
increasing  our  prices  as  long  as  is  possible.  We  are  willing  to  sacrifice 
immediate  profits  to  stabilize  the  Edison  Phonograph  business. 


"Edison  Stood  and  is  Standing  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE.  N.  J. 


Sfptember  is,  1920 


THE    TALKING    MACHINE  WORLD 


123 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


[This  department  of  The  Talking  Machine  World  is 
designed  for  the  service  of  all  classes  of  our  readers, 
including  those  who  make,  and  those  who  sell,  talking 
machines. 

Andrew  H.  Dodin,  who  conducts  this  department,  has 
a  wide  and  enviable  reputation  as  a  repairer  of  talking 
machines  at  28  Sixth  avenue,  New  York.  Tell  him  your 
troubles  through  The  World  and  he  will  help  you  if 
possible.     The  service  is  free. — Editor.] 


SOME  QUESTIONS  AND  ANSWERS 

Information  on  Why  Records  Repeat 

Ft.  Dodge,  Ia.,  August  16,  1920 
\.  H.  Dodin,  care  Talking  Machine  World: — 

I  wish  to  ask  you  why  some  phonographs 
repeat  when  playing  Pathe  records.  I  like  to 
sell  the  Pathe  because  th«re  is  no  changing  of 
needles,  and  never  had  a  record  repeat  on  a 
Pathe  phonograph.  I  have  had  a  good  deal  of 
trouble  on  some  of  my  other  machines,  however. 
Certain  phonograph  makers  tell  me  to  oil  the 
tone  arm  near  the  ball  bearings,  but  after  a 
little  while  the  records  begin  to  repeat  again. 
Please  give  me  your  idea  of  what  the  trouble  is. 
By  repeating  I  mean  that  the  needle  will  stop 
at  a  certain  part  of  the  record  and  keep  on 
playing  the  same  section  over  and  over  again. 

R.  C.  Howe. 
Answer: — The  cause  of  your  trouble  may  be 
found  in  one  of  the  following  points:  First-^ 
The  tone  arm  must  swing  absolutely  free — the 
least  little  pull  or  check  on  the  sapphire  ball 
will  cause  it  to  jump  the  record  groove.  Sec- 
ond— Be  sure  that  the  sapphire  ball  comes  in 
line  with  the  turntable  spindle.  In  most  of  the 
so-called  universal  arms  and  attachments  when 
the  sound  box  is  turned  into  position  for  play- 
ing Pathe  records,  the  sapphire  does  not  center 
properly,  that  is,  it  is  generally  thrown  about 
an  inch  to  the  front  of  the  turntable  spindle. 
When  played  in  this  position,  the  sapphire  ball 


will  have  a  tendency  to  jump  the  groove  when 
it  reaches  a  point  about  three-quarters  through 
the  record.  Third — If  machine  is  not  level  the 
weight  of  the  sound  box  and  tone  arm  will 
cause  the  sapphire  to  run  across  the  second 
groove  in  the  direction  in  which  the  machine 
slants. 

After  reading  the  P.  S.  on  your  letter  I  am 
more  inclined  to  think  that  your  chief  trouble 
is  in  the  fact  that  the  tone  arm  does  not  swing 
free  enough. 

Some  General  Information 
Meridian,  Miss.,  August  20,  1920. 
A.  H.  Dodin,  care  Talking  Machine  World: — 

To  settle  an  argument,  will  you  please  advise 
us  as  to  the  following: 

1 —  Does  the  width  of  a  main  spring  have  any 
effect  on  the  playing  capacity  of  a  motor,  or 
merely  on  the  strength  of  the  motor? 

2 —  Is  there  any  advantage  of  a  multiple  spring 
n!otor  over  a  single  spring  motor  of  same  ca- 
pacity? 

3 —  What  is  the  proper  weight  of  a  reproducer 
on  the  record? 

4 —  ^Does  the  slight  tension  in  the  Columbia 
tone  arm  have  any  efifect  toward  increasing  the 
surface  noise  of  the  machine? 

5 —  Does  the  volume  of  a  machine  depend  on 
the  reproducer  alone?  Would  a  cast  iron  throat 
in  a  machine  give  greater  volume  than  an  all 
wood  chamber? 

RosENBusH   Furniture  Co. 

Answer: — Question  No.  1 — The  greater  the 
width  of  the  main  spring,  the  more  pulling 
power,  but  no  longer  playing  time.  Length  of 
playing  time  is  obtained  according  to  the  length 
and  gauge  of  the  spring  and  the  amount  of  space 
it  is  allowed  to  uncofl  in  the  cage. 

Question  No.  2 — -Yes.  A  multiple  spring  mo- 
tor has  more  power,  and  the  more  reserve  power 
in  a  motor,  the  more  apt  it  is  to  govern  prop- 
erly. 

Question  No.  3 — Weight  for  lateral  cut  rec- 
ords, six  ounces;  weight  for  Edison  records, 
four  ounces. 

Question  No.  A — Yes.    Any  tension  or  check 


on  tone  arm  will  cause  more  surface  noise.  This 
is  one  of  the  several  causes  of  surface  noise 
and  the  rest  are  as  follows:  Unevenly  running 
turntable,  too  much  weight  on  needle  point,  bad 
material  in  record,  and  bad  needles. 

Question  No.  5 — -No.  The  reproducer  and 
horn  chamber  in  combination  produce  greater 
volume.  A  cast  iron  throat  tends  to  increase 
the  volume  of  the  machine. 

Advice  on  Repair  Work 

Montreal,  August  12,  1920. 
A.  H.  Dodin,  care  Talking  Machine  World: — 

I  saw  an  advertisement  in  The  Talking  Ma- 
chine World  referring  to  instructions  in  gramo- 
phone repair  work.  I  am  a  dealer  who  would 
like  to  know  something  of  repairs. 

L.  Stenzlek. 

Answer: — I  would  be  pleased  to  advise  you  at 
any  time  you  will  tell  me  what  particular 
troubles  you  have  had  in  your  repair  work. 


MR.  TAUBER  IS  CONVALESCiNCi 


D.  Tauber,  president  of  the  Progressive 
Phonographic  Supply  Co.,  distributors  of  the 
Wall-Kane  needle  in  New  York  City,  is  con- 
valescing from  serious  scalds  which  he  received 
in  an  accident  some  four  weeks  ago.  Mr. 
Tauber  lay  in  the  hospital  in  a  very  serious  con- 
dition for  several  weeks.  His  many  friends  in 
the  trade  will  be  very  glad  to  hear  that  he  has 
recovered  nicely  and  has  once  more  resumed  his 
accustomed  duties. 


AMOUNT  OF  INTERNAL  REVENUE 


The  Bureau  of  Internal  Revenue  announces 
that  taxes  collected  and  deposited  during  the 
fiscal  year,  ended  June  30,  amounted  to  a  total 
of  $5,410,284,874.90.  This  is  the  greatest  annual 
tax  collection  made  by  the  bureau  since  its 
establishment  in  1862,  The  cost  of  collection 
will  approximate  55  cents  for  each  $100.  Rev- 
enues received  from  income  and  excess  profits 
taxes  amounted  to  $3,944,555,737.93,  and  from 
miscellaneous  taxes  $1,465,729,136.97. 


Offer  You  a 

WONDERFUL  OPPORTUNITY 

To  Build  Up  Sales  in  Your  Music  Roll  Department 

Grinneirs  Distributing  Service  Assures  You  Immediate  Shipment  on  All  Orders 

A  SPECIAL  HIT  SERVICE 

  4019  AVALON.  ,  Fox  Trot.  I  Words  and  Music  by  Al.  Jolson.  Word  Roll  $1.25 

  4043  EILEEN.      Waltz,  Word  Roll  $1.25 

  203735  TRIPOLI.     Waltz.  .85 

  4045  SHIMMY  NOD  FROM  CHAMINADE.    Fox  Trot  Word  Roll  $1.25 

  4047  AS  THE  YEARS  GO  DRIFTING  BY.    Waltz  Word  Roll  $1.25 


GRINNELL  BROTHERS 


First  and  State  Sts. 


Wholesale  Distributors  for  Michigan 


DETROIT,  MICH. 


124 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Marion  Harris'  two  new  ''blues"  songs, 
Oil  Judge  (He  Treats  Me  Mean)"  and  ''He 
Done  Me  Wrong,"  will  outsell  her  lirst 
records,  and  that's  going  some.  A-2968. 


Columbia  Graphoptione  Co 

NEW  VORH 


REVIEWS  REMINGTON  PROGRESS 


Vice-President  and  General  Manager  Halmes 
Talks  Interestingly  of  Progress  and  Achieve- 
ments of  Remington  Phonograph  Corp. — In 
Close  Touch  With  Trade  and  Product 


James  S.  Holmes,  vice-president  and  general 
manager  of  the  Remington  Phonograph  Corp.. 
New  York  City,  is  one  of  the  busiest  executives 
in  the  talking  machine  industry  at  the  present 
time.  Under  his  able  direction  the  details  of 
organization  were  completed  and  the  company 
has  launched  into  production  on  a  large  scale. 


James  S.  Holmes  at  His  Desk 
The  showrooms  of  the  company,  at  1662  Broad- 
way, are  now  graced  with  the  four  models  of 
the  line  in  various  finishes  and  attractive  de- 
signs and  deliveries  to  the  trade  are  well  under 
way. 

Mr.  Holmes,  in  reviewing  the  progress  of  the 
Remington  Phonograph  Corp.,  said  in  part: 
"We  practically  started  our  business  operations 
on  May  15  of  this  year.  .'\t  that  time  it  was 
planned  to  build  a  factory  in  Uion,  N.  Y.  Ow- 
ing to  building  conditions  and  the  probable  de- 
lay in  installing  the  necessary  machinery  and 
pur  desire  tq  get  the  Remington  phonograph 
on  the  market  at  the  earliest  possible  date,  we 
found  it  most  advisable  to  buy  a  factory  already 
equipped  for  our  purposes.  Accordingly  we  se- 
cured a  well-equipped  plant  in  Brooklyn  already 
engaged  in  the  production  of  the  highest  grade 
of  bank  and  office  fixtures.  This  purchase  gave 
us  about  17,000  square  feet  of  floor  space.  Later 
we  found  the  need  of  more  facilities  and  took 
possession  of  adjoining  factory  buildings,  bring- 
ing our  floor  space  for  manufacturing  purposes 
up  to  70,000  square  feet.  These  factories  are 
now  operating  to  capacity  at  an  output  of  1,000 
machines  a  month.  In  spite  of  this  large  prii- 
duction  wc  arc-  already  oversold. 

"We  had  hardly  started  before  we  received 
applications  for  Remington  agencies  from  the 
r.;:i:;y  friends  in  the  trade  of  both  myself  and 


my  son,  Everett  H.  Holmes.  An  idea  of  how 
the  Remington  phonograph  jumped  into  pop- 
ularity is  gained  in  the  fact  that  the  first  three 
dealers  who  took  on  the  line  re-ordered  within 
fcrt5--eight  hours.  After  the  first  announcement 
of  the  Remington  in  the  Talking  Machine  World 
applications  came  in  fast  and  in  the  past  sixty 
daj'^s  we  have  booked  on  an  average  four  new 
dealers  each  da}'.  Our  distribution  at  the  pres- 
ent time  is  strongest  in  the  Eastern  States. 

"Our  policy  is  to  deal  directly  with  the  dealer 
and  we  furthermore  onh'  appoint  one  dealer  in 
each  town,  thus  giving  him  an  exclusive  agency 
in  his  locality.  In  return  each  dealer  who  takes 
on  the  Remington  line  agrees- in  writing  to  fea- 
ture it  as  his  leader.  We  do  not  believe  that 
our  obligations  end  when  the  machine  has  left 
the  factory.    On  the  contrary  we  have  a  system 


of  keeping  in  touch  with  our  machines  even 
after  they  have  reached  the  residence  of  the  ul- 
timate purchaser.  Every  machine  leaving  the 
Remington  factor}'  carries  a  card  attached  and 
signed  personally  by  Philo  Remington,  presi- 
dent of  the  company,  guaranteeing  the  machine 
against  any  defect  of  workmanship  or  material 
for  the  entire  life  of  the  instrument,  providing 
that  an  attached  stamped  postal  card  is  promptly 
signed  and  mailed  to  Remington  headquarters 
by  the  final  purchaser.  This  permits  the  main- 
tenance of  a  correct  list  of  every  Remington 
owner  and  it  is  intended  to  circularize  this  list 
to  help  the  local  dealer.  Later  on  we  will  prob- 
ably build  in  Ilion  as  originally  intended.  In 
this  event  we  will  use  the  Brooklyn  factory, 
which  is  located  at  the  Bush  Terminal,  for  ex- 
port purposes." 


NEW  ISSUE  OF  CAPITAL  STOCK 


Regal  Phonograph  Co.,  Ltd.,  of  Toronto,  Secures 
Funds  to  Meet  Growth  of  Business 


The  Regal  Phonograph  Co.,  Ltd.,  of  Toronto, 
has  issued  $51,000  new  capital  stock  to  secure 
funds  to  increase  its  plant  and  working  facili- 
ties. The  company  has  been  in  operation  for 
over  three  years  and  during  that  time  has  built 
up  a  large  business.  It  has  in  operation  a 
unique  agency  plan,  with  more  than  two  hun- 
dred agencies  handling  its  products.  Its  busi- 
ness has  increased  by  leaps  and  bounds,  the 
gain  in  net  sales  for  the  first  six  months  of  the 
current  year  beina:  more  than  171  per  cent  over 


the  corresponding  period  of  1918.  Net  earnings 
in  1919  allowing  for  depreciation  were  equal  to 
43  per  cent  on  the  total  issued  capital  and  for 
the  first  si.x  months  of  the  current  year  total 
net  earnings  equal  all  of  last  year.  As  imports 
of  phonographs  into  Canada  last  year  exceeded 
$4,000,000.  there  is  ample  opportunity  for  a 
Canadian  company  to  find  a  domestic  market 
for  its  product.  The  new  shares  consist  of 
$34,000  10  per  cent  cumulative  preferred  stock, 
which  is  offered  at  par  or  $100  per  share,  and 
$17,000  common  stock,  par  $100.  offered  at  $120 
per  share. 


Being  prepared  for  trouble  is  one  good  way 
to  invite  a  visit  from  the  trouble  bird. 


"TONAR" 

TRADE  MARK 

RECORD  BRUSHES  ARE  PROFITABLE 


They  pay  JOBBER  and  RETAILER  each  a  good 

working  profit 

They  earn  your  support 


Write  to-day  for  sample  and  prices 


PARKS  &  PARKS,  Inc. 


TROY,  N.  Y. 


New  York  OfUce.  C.  E.  Peabody  &  Co..  186  Greenwich  St. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


125 


7^ 


For  a  profitable  Christmas 


si 

4 


I 


THE  attractive  appearance  and  im- 
proved musical  qualities  of  the  Hey- 
wood- Wakefield  commend  it  to  every 
merchant  as  an  additional  line  for  a  profit- 
able Christmas  trade.  Its  beauty  of  tone 
and  faultless  reproduction  are  made  pos- 
sible through  the  cushioned  reproducer, 
which  is  built  on  the  principles  of  the 
human  organs  of  sound.  Its  non-resonant 


cabinets  of  reed,  decoratively  fashioned, 
are  finished  in  many  different  shades  of 
color  to  give  the  customer  a  wide  choice  of 
instruments  that  harmonize  with  every 
style  of  furniture. 

The  Heywood- Wakefield  is  made  under 
the  Perfek'tone  patents.  For  details  of 
models,  prices  and  specifications,  address 
today  the  nearest  office  of 


HEYWOOD  BROTHERS  AND  WAKEFIELD  COMPANY 

New  York     Philadelphia      Boston      Baltimore      Buffalo      Chicago      Portland,  Ore.      San  Francisco      Los  Angeles 

Factories:  Gardner,  Mass.;  Chicago;  Wakefield,  Mass. 
When   yOu  visit  Atlantic  City  see  all  models  of  the  Hey wood-Wakefield  at  the  Perfek'tone  Store,  517  Boardwalk 


126 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


The  Tired  Bal-y  The  Mocking  Bird 


The  Watermelon  Coon 


Uncle  Sam  The  Dancing  Girl 


IF  YOU  WERE  A  KIDDIE 
you  couldn't  resist 

TALKING  BOOKS 
TALKING  FIGURES 
SINGING  BIRDS 
ROARING  ANIMALS 


EACH  record  is  permanently  mounted  on  a  strik- 
ing, brilliantly  colored  figure  typifying  the  sub- 
ject it  represents.  Practically  indestructible — 
put  record  and  figure  complete  on  the  machine — no 
bother  finding  the  proper  place  for  record  after 
playing. 

Put  them  in  your  window  and  they'll  bring  the  kiddies  to 
your  store,  and  the  grown  folks  too. 

Just  show  "The  Mother  Goose  Talking  Book"  and  the  other 
books  brimful  of  songs,  games  and  stories.  They'll  help  you 
kill  two  birds  with  one  stone,  for  they'll  attract  people,  young 
and  old,  to  see  the  rest  of  your  stock. 

BIG  PROFITS 

In  the  Following  Assortments: 

Assortment  A: 

100  iissorted  figures,  10  Mother  Goose  Talking  Books,  2  Twilight  and  Dawn  in  Birdland 
Books.    Costs  you  529.40;  sells  for  §49.00. 

Assortment  B: 

200  as-sorted  figures,  20  Mother  Goose  Talking  Books.  5  Twilight  and  Dawn  in  Birdland 
Books.    Costs  you  $60.00;  sells  for  $100.00. 

.Assortment  C: 

400  assorted  figures,  40  Mother  Goose  Talking  Books,  10  Twilight  and  Dawn  in  Birdland 
Books.    Costs  you  $120.00;  sells  for  $200.00. 

.\ssortment  !>: 

SOO  assorted  figures,  60  Mother  Goose  Talking  Books,  30  Twilight  and  Dawn  in  Birdland 
Books.    Costs  you  .f 240.00;  sells  for  $400.00. 

The  figures — birds,  animals,  dolls,  etc.,  retail  for  .35  cents  apiece.    The  hooks  for  $1.00 
and  $2.00. 

All  assortments  are  subject  to  2% — 10  days;  30  days  net.    With  each  assortment  we 
send  window  and  counter  displays  and  other  fetching  advertising  matter.    Prompt  dellv-  - 
cries  direct  or  through  your  Jobber.  <    ,       ,  ■  h- 

Thcv  Ia\igh — they  talk — they  play.  All  ntimbprs  have  recentlv  been  re-recorded  by  the 
best  artists.  They  are  distinct  and  clear— ANY  STEEL  NEEDLE  PHONOGRAPH  WILL 
PLAY  THEM. 

Send  for  Illustrated  catalogue  of  complete  line. 

New  Issues  at  regular  Intervals  sustain  Interest.    Only  standard  subjects — no  chance 
nf  ilcad  stock. 

TALKING  BOOK  CORPORATION 


1 


TWILIGHT  DAWN 

W'l  BIRDLAND 


AmRINGBOOK 


Twilight  and  Dawn  in  Birdland 


$2.00 


1  West  34th  Street 


New  York 


A  Talking  Book  filled  with  the  songs  and  calls  of 
the  feathered  songsters.  A  full  day  for  the  kiddies 
in  Birdland  from  the  first  call  of  the  lark  to  the 
good-night  lullaby  of  the  Nightingale. 


The  figures  which- retail  for  35  cents  each,  include 
the  following  numbers: 

The  "Tired  Baby" 
The  "Lion" 
The  "Frog" 

The  "Little  Hieland  Mon" 

The  "Parrot" 

The  "Dancing  Girl" 

The  "Fox" 

The  "Elephant" 

"Uncle  Sam" 

The  "Hippo" 

The  "Tiger  Hunt" 

The  "Mocking  Bird" 

"Watermelon  Coon" 

Twilight  and  Dawn  in  Birdland 

The  "Mother  Goose  Book" 

Also  Christmas  Carols,  the  ideal  holiday  cards. 

miTinimmiMiniHmrmliTiniirmimil^ 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


127 


STARR  CO.  TAKES  CANADIAN  CHARTER   TORONTO  ONE  OF  BUSIEST  CENTERS  OF  THE  DOMINION 


Authorized  Capital  Is  $500,000— John  A.  Croden 
Is  President — Harry  and  Fred  Gennett 
Among  Directors— To  Develop  Business 


Toronto,  Ont.,  September  6— To  mark  the  com- 
mencement of  its  fourth  year  in  business  in 
Canada  and  to  further  develop  its  rapidly 
growing  organization  the  Starr  Company  of 
Canada,  London,  took  out  a  charter  as  a  limited 
lia-bility  company  and  is  now  officially  known 
as  the  Starr  Company  of  Canada,  Ltd.  The 
head  offices  continue  at  265  Dundas  street, 
London.  The  authorized  capital  is  $500,000,  of 
which  $225,000  is  paid  up.  The  officers  are: 
President,  John  A.  Croden;  first  vice-president, 
W.  D.  Stevenson;  second  vice-president,  Fred 
Gennett;  secretary-treasurer,  J.  E.  Croden;  di- 
rectors, J.  A.  Croden,  W.  D.  Stevenson,  Harry 
Gennett  and  Fred  Gennett. 


BERLINER  GRAMOPHONE  MEN  FROLIC 

Eighth  Annual  Picnic  of  Factory  Employes 
Voted  Best  Ever — Montreal  Branch  Team 
Wins  Baseball  Game  From  Toronto  Nine 


MoNTRE;\L,  QuE.,  September  2.— Thirteen  hours 
of  fun  was  the  summing  up  made  of  the  day 
by  one  participant  in  the  eighth  annual  picnic 
and  excursion  given  recently  by  the  Berlinej 
Gramophone  Co.,  Ltd.,  Montreal,  for  the  em- 
ployes of  the  local  factory  and  branches  and 
their  friends.  A  thousand  picnickers  were 
aboard  the  steamer  "Three  Rivers"  before  the 
starting  hour'  for  the  run  to  Lavaltrie,  Que., 
where  the  sports  of  the  day  were  held.  H.  S| 
Berliner  was  of  the  party,  as  well  as  a  dele- 
gation of  fifty  from  the  Toronto  branches,  in- 
cluding the  company's  baseball  team.  R.  H. 
Murray,  manager  of  His  Master's  Voice  Co., 
Ltd.,  of  Halifax;  Mrs.  Murray  and  W.  Willis, 
also  of  the  Halifax  branch,  represented  the  Mari- 
time provinces. 

The  baseball  game  between  the  company's 
teams  of  Toronto  and  Montreal  was  won  by  the 
latter  team,  the  score  being  13  to  5.  An  inter- 
ested spectator  ,  of  the  various  events  was 
Hughes  Macklin,  of  the  Carl  Rosa  Opera  Co., 
London,  England,  who  arrived  in  Montreal  from 
London  last  Monday  in  order  to  make  several 
records  for  the  Berliner  Co.  in  its  recording 
room  in  this  city. 


R.  S.  WILLIAMS'  TWELFTH  OUTINQ 


Queenstown  Heights  Scene  of  Enjoyable  Affair, 
in  Which  Executives  and  Staff  Participate 


Toronto,  Ont.,  September  7. — If  there  is  one 
event  more  than  another  during  the  year  to 
which  the  executives  and  staff  of  the  R.  S. 
Williams  &  Sons  Co.,  Ltd.,  Edison  jobbers,  look 
forward  it  is  their  annua  louting.  This  annual 
outing  commenced  twelve  years  ago  and  took 
the  form  of  a  more  or  less  unpretentious  and 
informal  picnic.  But  as  the  organization  became 
larger  year  by  year,  and  it  was  necessary  to 
make  plans  and  arrangements  farther  in  ad- 
Vance,  the  event  took  on  a  more  serious  aspect 
from  the  standpoint  of  promoting  good  fellow- 
ship, loyalty  and  co-operation  throughout  the 
entire  year. 

This  year's  recent  outing  was  the  twelfth  of 
the  series,  and  was  held  at  Queenstown  Heights, 
v/hich  place  seems  to  be  more  inviting  each  suc- 
ceeding year,  and  each  year  the  towering  Brock's 
Monument,  visible  for  miles  out  on  the  lake, 
seemed  to  beckon  more  cordially  than  ever,  and 
even  the  forbidding  expression  of  the  gargoyles 
that  surmount  the  pillars  at  the  park  entrance 
seemed  to  soften  into  a  smile  of  wel.come  as  the 
merry  picnickers  trooped  their  way  up  the  grassy 
slope. 


Talking  Machines  in  Church  Service — Magnavox  Agency  With  Montagnes  &  Co. — Columbia 
Outing — Larger  Quarters  for  Voice-O-Phone — General  Phonograph  Corp.  Progress — Other  News 


Toronto,  Can.,  September  6. — That  the  talking 
machine  and  records  will  be  universally  used  in 
Sunday  school  and  church  services  is  the  opin- 
ion of  many  in  the  trade.  Already  the  possibili- 
ties of  the  talking  machine  in  musical  services 
have  been  established,  and  in  these  days  of 
breaking  down  old  customs  one  can  expect  to 
see  whatever  opposition  there  may  have  existed 
to  the  talking  machine  in  religious  services  rap- 
idly disappear. 

A  Starr  phonograph  was  used  at  the  Sunday 
services  in  First  Methodist  Church,  London, 
Ont.,  recently.  The  organist.  Dr.  Jordan,  one 
of  Canada's  best-known  musicians,  played  the 
accompaniments  for  the  soloist,  and  the  innova- 
tion was  most  favorably  commented  upon  by 
the  members  of  the  congregation.  The  instru- 
ment and  the  records  used  were  supplied  from 
the  salesrooms  of  the  Starr  Co.  of  Canada,  Ltd., 
the  exclusive  wholesale  distributors  of  Starr 
and  Gennett  products  in  Canada. 

James  Pollock,  manager  Phonola  Co.  of 
Canada,  Ltd.,  of  Elmira,  was  a  recent  trade  visi- 
tor to  the  Maritime  provinces.  Mr.  Pollock  also 
attended  a  recent  meeting  in  Toronto  held  by 
the  eight  phonograph  firms,  who  will  again  have 
their  exhibits  in  the  east  wing  of  the  Horti- 
cultural Building  at  the  Canadian  National  Ex- 
hibition. 

W.  D.  Stevenson,  of  the  Starr  Co.  of  Canada, 
Ltd.,  has  returned  from  a  3,500-mile  motor  trip 
through  the  Eastern  States,  on  which  he  was 
accompanied  by  his  family.  "Piloting  a  car 
through  all  the  traffic  of  Broadway  is  easier 
than  driving  in  Toronto,"  remarked  Mr.  Ste- 
venson, who  experienced  only  twenty  minutes' 
rain  in  two  weeks. 

The  Columbia  Graphophone  Co.,  of  this  city, 
recently  had  its  annual  picnic,  in  which  all 
employes,  factory  heads  and  office  stafif  par- 
ticipated. A.  E.  Landon,  manager  of  the  com- 
pany, joined  the  party  and  was  accompanied  by 
Mrs.  Landon  and  their  son  and  daughter.  Miss 
Landon  presented  the  prizes  to  the  winners  of 
the  various  events.  Although  Mrs.  Casson  had 
passed  away  after  a  lingering  illness  just  a 
short  time  prior  to  the  day,  Mr.  Casson,  traf- 
fic manager  of  the  company,  yielded  to  the 
persuasions  of  the  stafif  and  joined  them.  To 
his  courtesy  and  willing  co-operation  much  of 
the  success  of  the  day  was  due. 

Jas.  R.  Errock,  factory  manager  had  an  op- 
portunity of  seeing  just  how  much  energy  and 
enthusiasm  the  respective  members  of  his  stafi 
could  generate. 

Printed  programs  were  distributed  among  the 
members  of  the  party  and  on  each  person  was 
pinned  a  badge  showing  him  or  her  to  be  a  mem- 
ber of  the  Columbia  outing,  which  proved  so 
great  a  success  that  everybody  there  is  already 
planning  for  next  year's  picnic. 

F.  J.  Hinton,  managing  director  of  S.  Moutrie 


&  Co.,  Ltd.,  Shanghai,  arrived  in  Canada  re- 
cently and  paid  Toronto  a  short  visit. 

A.  C.  Kerrigan,  of  His  Master's  Voice,  Ltd., 
has  returned  to  Toronto  from  a  three  months' 
stay  with  the  firm's  branch  at  Winnipeg. 

Harry  A.  Braid,  who  has  had  several  years' 
experience  in  the  wholesale  and  retail  phono- 
graph trade,  and  who  left  the  phonograph  busi- 
ness for  a  short  time  to  engage  in  automobile 
selling,  has  returned  to  the  musical  instrument 
field,  joining  the  Toronto  stafif  of  Mason  & 
Risch,  Ltd. 

The  sympathy  of  the  trade  will  be  extended  to 
E.  J.  Casson,  traffic-  manager  of  Columbia 
Graphophone  Co.,  in  the  death  of  his  wife,  which 
occurred  at  her  late  home  in  Toronto.  Mrs. 
Casson  passed  away  after  a  lengthy  illness. 

F.  A.  Trestrail,  of  the  Musical  Merchandise 
Sales  Co.,  Toronto,  is  back  at  his  desk  after 
an  extensive  trip  through  the  Western  States. 
"I  came  back  so  chock-full  of  scenery  that  it 
is  a  treat  to  get  at  my  desk,  where  I  can  see 
some  business  instead  of  mountains,"  said  Mr. 
Trestrail  to  your  correspondent. 

An  important  deal  has  been  concluded  by  L 
Montagnes  &  Co.,  Toronto,  Canadian  distribu- 
tors of  the  Sonora,  whereby  they  have  acquired 
the  sales  agency  for  Canada  of  the  "Magnavox" 
and  voice  telemegafone.  The  Magnavox  is  for 
amplifying  the  tone  or  the  voice  or  the  phono- 
graph, and  dealers  readily  see  the  various  uses 
to  which  it  may  be  put  with  advantage  to  them- 
selves. Montagnes  &  Co.  have  arranged  for  the 
use  of  the  Magnavox  at  this  year's  Toronto  Ex- 
hibition, when  the  results  possible  from  it  will 
be  well  demonstrated. 

The  staff  of  Music  Supply  Co.,  distributors  of 
Columbia  Grafonolas  and  records,  had  an  enjoy- 
able picnic  recently.  As  the  weather  man  was 
in  a  bad  mood  that  day,  the  most  of  the  time 
was  spent  in  the  grounds  at  the  home  of  John 
A.  Sabine,  7  Laburnum  avenue,  Parkdale,  a 
beautiful  location  facing  the  deep  blue  waters  of 
Lake  Ontario. 

E.  H.  Van  Gelder,  of  L  Montagnes  &  Co., 
Toronto,  the  Canadian  distributors  of  the 
Sonora  Phonograph  and  Sonora  needles,  has 
just  returned  from  a  successful  trip  through 
Western  Canada.  On  this,  his  second  trip 
through  the  West  this  year,  Mr.  Van  Gelder 
went  through  to  Victoria  and  back  to  Toronto 
in  two  and  one-half  weeks,  visiting  the  larger 
centers  between,  and  reports  trade  as  excellent. 
The  new  Sonora  all-wood  tone-arm,  Mr.  Van 
Gelder  states,  is  meeting  with  instant  popularity 
wherever  shown. 

The  Adams  Furniture  Co.,  Columbia  dealer,  is 
about  to  move  into  the  new  store  on  Yonge 
street.  To  celebrate  this  event  a  grand  open- 
ing is  being  planned.  The  new  building,  which 
has  a  frontage  of  eighty-seven  feet  and  a  depth 
(Continued  oh  page  129) 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS,  SOUND  BOX  PARTS.  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JERSEY 


128 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


IMPORTANT! 

HTHE  product  of  the  Sonora  Phonograph 
Company,  Inc.  is  not  affected  by  recent 
patent  litigation  on  tone  arms,  Sonora 
is  licensed  and  operates  under  BASIC 
PATENTS  of  the  phonograph  industry, 
and  dealers  selling  Sonora  phonographs 
need  not  feel  concerned  over  any  patent 
litigation  relating  to  constructional  features 
of  this  character. 

Sonora,  recognizing  the  strength  of  these 
patents,  several  years  ago  secured  a  license 
to  operate  under  them,  and  this  is  a  further 
evidence  of  Sonora's  foresight  in  protect- 
ing its  product  and  the  interests  of  its  dealers. 

Sonora  Pfjonograpt)  Company,  3nc. 

GEORGE  E.  BRIGHTSON,  President 
New  York  City 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


129 


HAPPENINGS  IN  THE  DOMINION  OF  CANADA— (Continued  from  page  127) 


of  twenty  feet,  is  eight  stories  high  and  stands 
as  a  symbol  of  the  steady  growth  of  this  firm. 

S.  J.  Cook,  sales  manager  of  the  phonograph 
division  of  the  McLagan  Furniture  Co.,  Ltd., 
Stratford,  has  returned  from  a  ten  weeks'  busi- 
ness trip  to  Great  Britain.  While  in  England  he 
had  charge  of  the  McLagan  phonograph  exhibit 
at  the  Canadian  Industries'  Exhibition.  Mr. 
Cook  was  accompanied  by  his  wife. 

The  Voice-O-Phone  Co.,  with  offices  at  1 
Adelaide  street  East,  is  building  a  larger  plant 
on  Dunn  avenue,  which  will  enable  the  manage- 
ment to  increase  their  production. 

The  growth  of  the  company  is  due  to  the  en- 
terprise of  Hugh  G.  Brown  and  Hal  Brown, 
father  and  son,  the  former  being  in  charge  of  the 
production  end  of  the  business  and  the  latter 
devoting  all  his  time  to  sales  promotion. 

Although  he  had  planned  to  spend  a  couple 
of  days  in  Toronto  and  an  equal  time  at  the 


factory  in  Kitchener,  Otto  Heineman,  founder 
and  head  of  General  Phonograph  Corp.  of  Can- 
ada, Ltd..  was  able  to  give  only  one  day  to 
the  Canadian  headquarters  at  Toronto,  confer- 
ring with  the  Canadian  manager,  C.  J.  Pott  and 
the  factory  manager  at  Kitchener,  A.  B.  Pol- 
lock, who  came  down  from  his  Summer  home 
in  Muskoka  to  meet  Mr.  Heineman. 

Mr.  Heineman  was  greatly  pleased  with  his 
firm's  place  here  and  the  orders  on  hand,  as 
well  as  with  plans  to  greatly  increase  motor, 
tone-arm  and  reproducer  production.  The  ex- 
cise tax  on  phonographs  remaining  as  it  has 
been  for  the  past  two  years  instead  of  being  in- 
creased, as  was  proposed,  he  considered  a  most 
favorable  augury  of  a  big  phonograph  trade  in 
this  country  for  the  Fall  of  this  year  and  for 
an  indefinite  period.  Mr.  Heineman  proposes  to 
again  visit  Canada  on  his  return  from  England 
and  Mr.  Pott  hopes  to  have  him  stay  a  week. 


NEW  BERLINER  EACTORY  TO  BE  ERECTED  IN  MONTREAL 

New  Plant  Ready  for  Occupancy  in  Early  Fall — Grafonolas  for  Public  School  Playground  As- 
sociation— New  Starr  Representatives  Appointed — Other  Changes  of  Importance 


Montreal,  Que.,  September  7. — With  the  present 
large  factory  working  to  capacity  with  a  double 
shift,  the  Berliner  Gramophone  Co.,  Limited, 
found  it  necessary  to  build  an  additional  factory 
at  Montreal  in  order  to  maintain  their  deliveries 
of  His  Master's  Voice  records  and  continue 
giving  the  service  that  their  dealers  have  be- 
come accustomed  to  and  appreciate  so  greatly. 
The  Berliner  firm  early  in  the  year  made  ex- 
tensive purchases  of  land,  acquiring  the  entire 
block  in  which  their  factory  has.  been  located 
for  many  years  and  additional  land  in  adjoining 
block.  The  new  factory  now  being  erected, 
and  which  will  be  occupied  in  the  early  Autumn, 
is  especially  designed  for  the  manufacture  of 
records  and  record  materials  and  in  dimen- 
sions, shape,  height  and  equipment  is  being 
fitted  with  every  modern  equipment  and  device 
to  speed  up  production  with  a  minimum  of 
handling  from  the  grinding  of  the  raw  material 
to  the  stock  room.  In  view  of  the  immediate 
need  of  the  additional  factory,  resulting  from 
increased  record  business,  the  contractors  are 
making  every  effort  to  complete  the  buildings 
on  schedule  and  before  the  upper  floors  will  be 
occupied,  so  that  His  Master's  Voice  dealers 
will  be  ensured  of  a  continuance  of  uninter- 
rupted deliveries.  • 

Foyer  Musical,  Ltd.,  intend  enlarging  their 
phonograph  department  by  the  addition  of  a 
number  of  demonstration  booths  for  Columbia 
machines  and  records. 

Gauvin  &  Courchesne,  Quebec,  have  just  com- 
pleted the  re-arrangement  of  His  Master's  Voice 
record  installation  by  which  they  now  carry  in 
stock  every  "Victor"  record  listed  in  the  new  ^ 
1920  catalogue. 

Monroe  Silver,  the  original  (Cohen)  of  Vic- 
tor fame,  was  a  recent  visitor  to  the  recording 
laboratory  of  Berliner  Graphophone  Co'.,  Ltd. 


The  Corona  Phonograph  Co.  has  secured  the 
Canadian  representation  of  the  Odeon  record 
manufactured  in  Paris,  France,  and  is  daily 
expecting  shipment  of  a  large  order.  These  are 
a  10-inch  lateral  cut  record  and  sell  all  at  one 
price. 

Wm.  Lee,  Ltd.,  recently  supplied  ten  Co- 
lumbia Grafonolas  and  a  number  of  Columbia 
records  to  the  Public  School  Playground  Asso- 
ciation for  use  in  the  playgrounds  situated  in 
various  parts  of  the  city. 

Brown's  Talking  Machine  Shop  handling  His 
■  Master's  Voice  machines  and  records  have 
added  a  number  of  new  demonstration  booths 
in  order  to  cope  with  increased  business. 

Joe  Poirier,  295  Center  street;  J.  E.  Desro- 
siers,  corner  Masson  and  First  avenue,  Rose- 
ment,  and  J.  R.  Allaire,  4001  Notre  Dame  street. 
East  Longue  Point,  have  recently  been  ap- 
pointed representatives  for  the  sale  of  Starr- 
Gennett  records. 

The  Mount  Royal  Exchange  has  moved  into 
new  premises  at  738  Mount  Royal  avenue  East, 
where  this  three-story  building  is  devoted  in  its 
entirety  to  the  wholesale,  retail  and  manu- 
facturing and  record  exchange  departments. 


HERE  IS  AN  UNUSUAL  ORDER 


Letter  Received  by  Musical  Merchandise  Sales 
Co.  from  Country  Dealer  Is  Unique 


The  Musical  Merchandise  Sales  Co.,  Toronto, 
Canadian  distributors  of  Brunswick  phono- 
graphs and  records  recently  received  the  fol- 
lowing letter  from  a  small   town  in  Alberta. 

"Now  I  am  writing  to  you  to  send  me  a 
gramophone,  the  one  that  I  put  in  the  envelope, 
■  the  small  one.    I  will  send  you  the  $88.00,  but 
I  will  have  to  get  it  first  and  sell  it  but  send  me 


some  records  too  about  fifty,  records  and  don't 
forget  to  tell  me  how  much  is  a  record.  And  1 
will  ask  you  something  else.  Will  you  please 
send  me  some  tea  sugar  matches  scribblers  heal- 
o-salve  and  some  body-tone  and  bedtime  pils. 
Tell  me  how  much  is  a  pacage  of  tea  and  a 
sack  of  sugar  and  a  tine  of  heal-o-salve  and  1 
think  that  a"  packege  of  bed-time  pils  is  10c 
that  is  the  way  the  store-keeper  sells  it  at  and 
$1.00  a  bo.x  of  body-tone.  I  will  tell  them  I  will 
give  you  the  money  for  very  sure." 


MANY  EXHIBITS^  TORONTO  FAIR 

Artistic  Displays  Mark  Talking  Machine  Sec- 
tion of  Canadian  National  Exhibition — $600, 
Four  Scholarships  and  Medals  Awarded 


Toronto,  Ont.,  September  7. — During  the  Can- 
adian National  Exhibition  held  in  this  city  Au- 
gust 28  to  September  11  the  special  phonograph 
and  record  exposition  was  again  held  in  the 
Horticultural  Building.  The  entire  east  wing 
was  occupied  by  the  displays  of  the  following 
firms: 

Berliner  Gramophone  Co.,  Ltd.,  Montreal; 
Columbia  Graphophone  Co.,  Toronto;  the  Mc- 
Lagan Furniture  Co.,  Ltd.,  phonograph  division, 
Stratford;  I.  Montagues  &  Co.  (Sonora),  To- 
ronto; Pathe  Freres  Phonograph  Co.  of  Can- 
ada, Ltd.,  Toronto;  Phonola  Co.  of  Canada, 
Ltd.,  Elmira;  Starr  Co.  of  Canada,  Ltd.,  Lon- 
don; R.  S.  Williams  &  Sons  Co.,  Ltd.  (Edison), 
Toronto. 

Last  year  these  same  firms  exhibited,  and  the 
beautiful  and  artistic  arrangement  of  their  ex- 
hibits was  one  of  the  most  attractive  of  the  in- 
dustrial features  of  the  erutire  exhibition.  The 
thousands  of  people  who  visited  these  displays 
went  away  with  a  new  and  favorable  concep- 
tion of  the  talking  machine  industry. 

Six  hundred  dollars  in  cash,  four  scholarships 
and  medals  from  the  Exhibition  Association 
were  awarded  winning  contestants  in  the  six 
musical  events.  Last  year  these  afternoon  re- 
citals brought  thousands  of  people  to  the  "East 
Wing"  and  this  year  the  musical  program  was 
better  and  larger   than  ever. 


NOVEL  AD  ANNOUNCES  REMOVAL 

Change  of  Talking  Machine  Department  Loca- 
tion Cleverly  Announced  by  Montreal  House 


Montreal,  Can.,  September  7.— C.  W.  Lindsey, 
Ltd.,  featuring  Columbia  and  Sonora  phono- 
graphs and  Columbia  records,  recently  an- 
nounced in  an  unusual  manner  the  removal  of 
the  phonograph  salons  from  the  fifth  floor  of 
their  building  to  the  first  floor. 

The  heading  of  the  advertisement  was  strik- 
ing, as  follows:  "Our  phonographs  have  taken 
a  tumble — not  in  price,  but  in  their  relative 
position  on  the  floors  of  our  building.  The 
phonograph  salons,  which  were  on  the  fifth  floor, 
are  now  on  the  first  floor.  This  means  easier 
accessibility  to  the  buying  public." 


SOLOTONE    New  Series 

There  are  many  manufacturers  who  turn  out  thousands  of  phono- 
graphs, while  we  are  turning  out  hundreds. 

We  cannot  claim  any  quantity  production  records,  but  we  do  enjoy 
a  good  reputation  when  it  comes  to  hand-finished  quality  goods. 

Our  NEW  SERIES  SOLOTONES  are  so  carefully  made  and 
finished  that  they  have  brought  us  many  new  friends.  But  in  order  to 
make  friends,  one  must  first  "get  acquainted." 

We  want  you  to  "get  acquainted''  with  our  goods.  Get  some  first 
hand  information  by  sending  for  an  initial  shipment. 


Model  B'll 
List  $150 


Executive  Offices: 
1727  Chestnut  Street,  Philadelphia,  Pa. 

Neiv  Jersey  Factory:  Washington,  N.  J. 
Pennsylvania  Factory:  Lititz,  Pa. 


SOLOTONE  MANUFACTURING  CO., 

PHILADELPHIA,  PA. 


130 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


Perfect  Balance  at  Every  Point 

Impressive  sales-talk  may  sometimes  he  used  in  the  sale  of 
a  machine  that  is  90%  cabinet. 

And  good  points  may  be  shown  in  a  machine  that  is 
built  in  a  heavy,  massive  style. 

Some  machines  are  built  around  a  motor  without  regard 
to  amplifying  horn  and  so  on — 

In  the  DELPHEON  each  of  its  features  is  as  important 
as  any  other.  No  part  is  over-emphasized  for  the  value 
of  the  DELPHEON  lies  in  its  co-ordination  and  to  the 
perfect  balance  and  proportion  of  its  inter-related  features. 

The  DELPHEON  is  a  perfect  unit 


THE 


BAY  CITY 


*eoii  CO. 


MICHIGAN 


New  York  Office,  25  Church  Street 
Phonograph  Sale*  Co.,  27-28  Court  Street,  Boston,  Mb»». 

Delpheon  Shop,  Pcachtree  Arcade,  Atlar  ta,  Ga. 
Walter  Verhalen  Co.,  703  Busch  Building,  Dallas,  Texas 
Verbeck  Musical  Sales  Co.,  Buffalo,  N.  Y. 


ill 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


131 


OPTIMISM  PREVAILS  IN  TALKER  TRADE  IN  PITTSBURGH 


Leading  Members  of  the  Trade  Feel  Encouraged 
Increased  Purchasing  Power  Among  the  Masses 


Over  Outlook  Owing  to  Industrial  Conditions — 
Means  Greater  Call  for  Machines  and  Records 


•  Pittsburgh,  Pa.,  September  9. — Optimism  per- 
vades the  talking  machine  market  in  the  Pitts- 
burgh district  to  a  marked  degree.  Relative 
to  business  conditions  in  the  immediate  future 
the  jobbers  and  wholesale  dealers,  as  well  as 
a  number  of  the  prominent  retail  talking  ma- 
chine firms,  are  convinced  that  a  very  satisfac- 
tory volume  of  sales  is  in  sight  for  the  next 
few  months.  This  is  based  on  the  actual  condi- 
tions that  prevail  in  the  iron  and  steel  markets — ■ 
Pittsburgh's  barometer. 

From  authoritative  sources  it  has  been  in- 
timated that  the  mills  and  factories  in  the  Pitts- 
burgh industrial  sector  are  practically  "jammed 
wi'th  business"  and  that  the  large  producers, 
such  as  Carnegie  Steel  Co.,  the  Pittsburgh  Steel 
Co.,  the  Crucible  Steel  Co.  and  the  Jones  & 
Laughlin  Co.  have  sufficient  orders  on  hand  to 
keep  their  plants  in  operation  well  into  the 
Summer  of  1921.  The  coal  mines  have  all  of  the 
orders  for  coal  that  they  can  handle  and  the 
outlook  is  most  roseate  for  the  glass  and  elec- 
trical industries.  The  wage  scales  are  high  and 
will  keep  so  for  a  long  time  to  come.  Well- 
informed  industrial  experts  are  reported  as  say- 
ing that  there  is  no  assurance  that  a  revision 
of  wages  downward  will  come  in  this  section  for 
months,  if  not  years,  due  to  the  fact  that  the 
workers  are  strongly  organized  and  any  attempt 
at  "wage  cuts"  would  be  stoutly  contested. 

In  fact,  wages  are,  if  anything,  ascending,  as 
within  the  past  two  days  the  miners  received 
another  advance  in  wages  of  $1.50  per  day  in 
certain  lines  of  work  outside  the  mine.  The  pay- 
roll of  the  Pittsburgh  district  is  close  to  two 
million  dollars  a  day.  This  vast  sum  of  money, 
which  is  distributed  twice  a  month  to  the  work- 
ers, forms  a  medium  of  exchange  in  which  the 
music  trade,  especially  the  talking  machine  divi- 
sion, is   benefited  to  a  marked  extent. 

Talking  machines  are  popular  with  the  aver- 


age industrial  worker  in  the  Pittsburgh  district 
and  dealers  report  that  sales  of  instruments  and 
records  to  the  "man  who  works"  have  been  very 
large.  This  class  of  buyers  is  eager  to  purchase 
a  high-priced  talking  machine  and  does  not  hesi- 
tate to  pay  cash  for  an  instrument  that  costs 
as  high  as  $300  or  $400.  They  are  also  liberal 
buyers  of  records  and  want  the  best.  One  of 
the  well-known  Victor  dealers  on  outer  Fifth 
avenue  had  a  mill  worker  enter  his  Victrola 
shop  a  few  weeks  ago.  The  man  was  not  able 
to  speak  English  fluently  and  had  some  diffi- 
culty in  making  his  wants  known.  The  talking 
machine  shop  manager  was  tactful  and  gave 
the  patron  a  sympathetic  hearing.  By  and  by, 
little  by  little,  he  was  able  to  draw  from  the 
man  the  kind  of  selections  he  wanted — by  play- 
ing a  number  of  records — and  when  the  cus- 
tomer walked  out  of  the  store  he  carried  over 
$25  worth  of  records.  A  day  or  two  later  he 
returned,  bringing  with  him  a  fellow  country- 
man and  his  wife,  and  after  an  "interview"  with 
the  talking  machine  shop  proprietor,  and  after 
hearing  a  number  of  records  played,  departed 
carrying  with  them  $18  worth  of  records  and 
promising  to  come  back  and  "buy  more,"  adding 
that  they  would  tell  their  friends  of  the  shop 
and  the  courteous  proprietor. 

Indicative  of  the  type  of  buyer  the  average 
artisan  in  the  Pittsburgh  district  is  can  be  shown 
by  the  statement  made  by  Mark  W.  Mitchell, 
manager  of  the  retail  store  of  the  Buehn  Phono- 
graph Co.,  who  told  of  a  recent  purchase  of  an 
Edison  phonograph  by  a  machinist  who  selected 
a  $400  instrument  and  paid  a  large  cash  first 
payment,  much  larger  than  had  been  anticipated. 
In  addition  he  ordered  a  number  of  Edison  rec- 
ords. Mr.  Mitchell  stated  that  the  Sheraton 
style  of  Edison  phonographs  was  one  of  the 
best  sellers  and  that  he  looked  for  a  continu- 
ance of  the  demand  for  the  line  for  months  to 


come.  Mr.  Mitchell  cited  the  fact  that  August 
sales  had  been  brisk  and  more  than  surpassed 
the  volume  of  business  transacted  in  the  same 
-  month  a  year  ago.  "As  far  as  I  can  see,"  said 
Mr.  Mitchell,  "there  is  every  indication  that 
the  Edison  phonograph  sales  this  Fall  will 
be  highly  gratifying." 

Jobbers  in  the  talking  machine  line  appear  to 
be  well  satisfied  with  the  outlook  for  an  ample 
supply  of  merchandise  to  meet  the  demands  of 
their  retail  clients.  This  is  based  on  the  re- 
ports that  they  have  been  receiving  from  the 
various  factory  headquarters.  The  only  un- 
satisfactory aspect  is  the  railroad  situation, 
where  the  congestion  of  freight  still  continues 
to  be  one  of  the  most  perplexing  problems. 
Although  the  railroads  are  making  every  effort 
to  move  freight  trains,  there  is  still  a  very  poor 
service  given  and  for  sure  service  many  of  the 
dealers  are  having  their  merchandise  shipped  by 
express,  even  though  the  transportation  charges 
are  materially  increased. 

Much  regret  was  expressed  in  talking  machine 
circles  here  over  the  withdrawal  from  active 
participation  in  business  here  of  John  Fischer, 
the  well-known  and  popular  manager  of  the 
wholesale  Victor  department  of  the  C.  C. 
Mellor  Co.,  which  is  referred  to  elsewhere.  The 
Mellor  Co.  made  the  following  announcement 
anent  the  going  of  Mr.  Fischer: 

"The  C.  C.  Mellor  Co.,  of  Pittsburgh,  with 
very  sincere  regret,  announces  the  retirement  of 
John  Fischer,  who  for  almost  fourteen  years 
has  been  manager  of  our  Victor  wholesale  busi- 
ness. Mr.  Fischer  has  acquired  an  interest  in 
the  Robert  C.  Rogers  Co.,  of  Washington,  D.  C, 
which  firm  will  hereafter  be  known  as  Rogers 
and  Fischer.  Mr.  Fischer,  whose  untiring  efforts 
and  devotion  have  gone  far  to  bring  our  busi- 
ness to  its  present  great  volume,  takes  with  him 
the  best  wishes  of  every  member  of  this  organi- 
zation. 

"Mr.  Thomas  T.  Evans,  who  has'been  asso- 
ciated with  us  since  1909,  and  who  has  been  ac- 
tive in  the  talking  machine  business  for  more 
(Continued  on  page  133) 


ONE  DESIGN  OF  THE  NEW  PERIOD  TONE  ARM 

WITH  STEEL  NEEDLE,  JEWEL  OR  BALL  POINT  CONTACT 


Sample 

Order 

Solicited 


Prices 

Quoted 

on 

Request 


The  tone  arms  are  period  designs, 
faithfully  harmonized  to  popular  adap- 
tations in  cabinet  making;  whether  au- 
thentic reproductions  of  original  classics 
or  modified  influences  thereof  are  spec- 
ified, this  plant  is  equipped  to  accom- 
modate both  stock  and  made-to-order 
requisitions. 

The  adjustments  making  the  sound 
box  universal  are  most  simple  and  do 
not  require  extra  attachment.    Thus  all 


makes  of  records  are  applicable  to  this 
tone  arm  without  exception. 

The  Period  Tone  Arm  is  less  com- 
plicated because  made  with  fewer 
small  parts.  It  operates  on  a  friction- 
less  swivel  connection  with  ball  bear- 
ings, eliminating  irregularity  of  move- 
ment, and  prevents  sticking. 

The  finish  is  super-plate  in  oxidized 
Jacobean    period    shade,    highly  bur- 


nished nickel  and  gold,  also  to  order  in 
antique  verdi-green  to  suit  Gothic  de- 
signs. 

Stock  orders  on  tone  arms  to  con- 
form with  cabinets  in  Charles  II  or 
Jacobean  as  well  as  early  Italian 
adaptations,  the  latter  best  suited  to 
the  transition  or  Renaissance  periods 
of  the  sixteenth  century.  The  whole, 
embodying  many  exclusive  features 
and  innovations. 


In  addition  to  the  several  designs  described  above,  we  are  prepared  to  complete 
on  short  notice  in  lots  of  not  less  than  one  thousand,  exclusive  designed  tone  arms 
for  particular  manufacturers. 

The  Period  Tone  Arm  Corporation,  55  West  1 7th  Street,  New  York 


iiiUiiiyjiiyiiiyiiiyiityiiiyiiiyiiiLmai!^iiy{iiLaii^^ 


132 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


PARLOR  GRAND 


1  MAJESTIC  i 


Only  Phonograph 
Unreservedly  Guaranteed 
For  One  Year 


The  Instrument  Inspired 


Here^s  a 
Good  Opening 
For  Dealers 

Prima  Donna  is  in  every  respect,  tone,  quality, 
workmanship  and  finish  considered,  as  good  as  any 
on  the  market,  coupled  with  an  unusual  money- 
making  proposition. 


Three  Reasons  Why  You  Should  Handle 

 PRIMA  DONNA  


The  price  appeals  to  the  music  lover  and 
pocketbook. 

Prima  Donna,  as  compared  to  present- 
day  standards,  is  sold  at  a  price  that  should  in- 
terest everj'  dealer. 

Even'  Prima  Donna  'is  unreservedly  guaran- 
teed for  one  year  agai  i.st  all  imperfections  of 
material  and  workmanship.  Any  parts,  such 
as  springs,  etc.,  will  be  replaced  free  of  charge 
provided  they  are  sent  back  charges  prepaid. 


MADE  IN  SIX  MODELS 

Bungalow  $  95 

Stratford    115 

Blackstone    135 

Astoria   160 

Majestic    200 

Parlor  Grand   225 

Our  Dealer  Service  is 
Second  to  None 

We  realize  that  present-da}'  selling  methods  re- 
quire close  dealer  co-operation  and  all  Prima  Donna 
dealers  will  have  my  personal  assistance  in  increasing 
sales. 

Aside  from  our  beautifully  designed  catalog  and 
hangers — we  have  attractive  moving  picture  window 
slides  and  specially  prepared  advertising  copy  and 
cuts  for  all  dealers  using  local  newspapers. 

Quality,  Style  and  Finish 

All  that  one  could  ask  is  exemplified  in  the  Prima 
Donna.  Its  construction  and  tone  are  a  deligTit  to 
the  eye  and  the  ear. 

Its  tone  value  is  increased  by  our  scientifically 
constructed  all  wood  amplifier. 

Prima  Donna  cabinets  set  a  new  standard  for 
beauty,  style  and  durability  and  stand  as  a  "living" 
example  to  the  best  produced  by  the  cabinet  makers' 
craft. 

.Ill  panels  arc  five-ply  and  inserted 
i)i  <i  continuous  frame,  either  gen- 
uine ))iaIiogany  or  quartered  oak. 
The  mahogany  cabinets  arc  hand- 
.  nibbed  to  a  high  class  piano  finisJt. 

In  tone  and  craftsmanship  it  is  truly  an  nispira- 
tion  realized. 

For  live  dealers  who  want  a  phonograph  built 
by  one  organization  from  lumber  to  finished 
product  (not  an  assembled  proposition)  with  both 
factory  and  distributor  back  of  them  doing  all 
that  modern  merchandising  can  do  to  push  and 
increase  sales;  to  such  dealers  no  second  invita- 
tion will  be  required  to  address  me  for  territory, 

NO  WAR  TAX-IMMEDIATE,  DELIVERY 

Frederick  P.  Altschul 

PRIMA  DONNA  DISTRIBUTOR 
112  WEST  23rd  STREET  NEW  YORK 

Write  for  special  EXPORT  proposition 


BUNGALOW 


STRATFORD 


BLACKSTONE 


Send 
for  Handsome 
Catalog 


September  15,  1920 


THE    TALKING   MACHINE  WORLD 


133 


OPTIMISM  IN  PITTSBUROH  TRADE 

(Continued  from  page  131) 

than  twenty-three  years,  succeeds  Mr.  Fischer." 

The  C.  C.  Mellor  Co.,  which  has  achieved  a 
wide  reputation  in  western  Pennsylvania  for  its 
work  in  the  Victor  educational  field,  had  a  fine 
exhibit  of  the  school  room  Victrola  at  the  recent 
institute  of  the  Allegheny  County  School  Teach- 
ers, at  Soldiers'  Memorial  Hall.  The  exhibit 
was  in  charge  of  the  well-known  supervisor. 
Miss  Lillian  M.  Wood,  who  curtailed  her  vaca- 
tion to  be  on  hand  when  the  teachers  met.  Her 
demonstration  work  was  one  of  the  features  of 
the  institute  and  as  a  result  of  her  effective 
work  it  is  safe  to  predict  more  interest  on  the 
part  of  the  teachers  in  the  school  room  Victrola. 

President  I.  Goldsmith,  of  the  Playertone 
Talking  Machine  Co.,  anticipates  a  brisk  demand 
for  the  Playertone  line.  He  said  to  The  World 
representative  that  all  indications  pointed  to  a 
very  satisfactory  sale  during  the  Fall  months. 
He  said:  "The  demand  for  good  music  as  fur- 
nished through  the  medium  of  the  Playertone  is 
to  be  supplied  in  an  ample  manner,  judging  from 
the  advance  orders  that  our  selling  department 
has  been  booking  the  past  few  weeks.  I  see  no 
reason  why  the  Fall  season  should  not  eclipse 
all  past  similar  seasons. 

H.  J.  Brennan,  manager  of  the  Pittsburgh 
Talking  Machine  Co.,  Pathe  distributors,  said: 
"Our  Fall  business  is  bound  to  be  very  success- 
ful and  we  have  taken  time  by  the  forelock  and 
made  our  plans  accordingly.  Our  road  men 
have  been  very  prompt  in  turning  in  good- 
sized  orders  and  I  feel  that  the  1920  sales  will 
be  mightily  enhanced  by  the  addition  of  the  Fall 
orders  that  are  now  coming  in.  Our  sales  of 
Pathe  records  have  also  shown  a  flattering 
increase." 

At  the  offices  of  the  Brunswick-Balke-Cpl- 
lender  Co.  it  was  stated  that  the  Brunswick 
market  showed  every  sign  of  making  a  new  rec- 
ord as  far  as  sales  for  Fall  delivery  were  con- 
cerned. J.  A.  Endres,  the  salesmanager,  said 
that  he  was  convinced  that  the  Brunswick  deal- 
ers were  in  for  a  very  prosperous  season. 

That  the  Sonora  line  of  phonographs  had 
achieved  unexpected  prestige  in  western  Penn- 
sylvania and  vicinity  was  the  opinion  of  H.  Mil- 
ton Miller,  of  the  Philadelphia  Show  Case  Co., 
Sonora  distributors.  He  stated  that  his  sales 
force  was  keenly  alive  to  the  possibilities  of  the 
Sonora  and  had  pushed  sales  very  strongly  with 
the  result  that  all  Sonora  dealers  in  his  territory 
have  good  stocks  to  start  the  Fall  drive  after  the 
retail  trade. 

S.  H.  Nichols,  manager  of  the  Pittsburgh  of- 
fices of  the  Columbia  Co.,  stated  that  sales  for 
August  had  been  very  flattering  and  showed  a 
decided  increase  over  the  same  month  a  year 
ago.  He  said  that  the  popularity  of  the  Co- 
lumbia Grafonola  and  Columbia  records  was 
most  pronounced  and  that  the  indications  for 
the  Fall  trade  were  highly  encouraging. 

H.  W.  Cross,  manager  of  the  Paramount 
phonograph  department  of  the  Shipley  Massing- 
ham  Co.,  stated  that  he  was  convinced  that  the 


Anticipate  Your  Needle  Wants  Now! 


DO 


YOU  realize,  Mr.  Dealer,  that  your  needle  sales  are  an  important 
part  of  your  phonograph  business?  Have  you  considered  the  fact 
that  the  volume  in  profits  derived  from  this  source  is  considerable? 

Surely  it  is  your  aim  to  give  the  best  possible  service  to  your  trade.  Protect  yourself 
then  against  another  possible  needle  shortage,  by  ordering  the  most  reliable  and  best 
needles  at  rock  bottom  prices. 

Beflexo 


Brilliantone 
(100  in  pkg.) 
Extra  Loud 
Full  Tone 
Half  Tone 
Medium 


Sheffield 

Bagshaw  Product 
(200  in  tin  box) 
Extra  Loud 
Full  Tone 
Half  Tone 


The   Blue   Steel  Scientifically 
Perfect    Triple    Tone.  Plays 
ten    records    in    three  tones. 
Also  Wall-Kane,  Fibre  and  Sapphire  Needles. 

Let  us  quote  you  prices  at  once — Immediate  deliveries 

ESCO  MUSIC  &  ACCESSORIES  CO. 


137  Lawrence  Street, 
Oscar  Zepernick 


Brooklyn,  N.  Y. 

Joseph  A,  Kerr 


Paramount  line  would  have  a  record-breaking 
run  in  his  territory.  He  emphasized  the  fact 
that  every  effort  was  put  forth  to  give  the  Para- 
mount dealers  a  maximum  of  service. 

H.  C.  Niles,  of  the  Pittsburgh  offices  of  the 
Starr  Phonograph  Co.  of  Pennsylvania,  stated 
that  the  Starr  line  of  phonographs  and  the  Gen- 
nett  records  were  having  a  very  satisfactory  sale 
in  Pittsburgh  and  vicinity. 

The  Cheney  phonograph,  which  is  handled  in 
Pittsburgh  by  the  Dauler-Close  Co.  and  Gray 
&  Martin,  is  meeting  with  popular  favor,  accord- 
ing to  reports  from  both  establishments.  The 
higher-priced  line  of  Cheney  phonographs  is 
having  a  brisk  sale. 

Kaufman  &  Baer  Co.,  which  has  one  of  the 
best-equipped  talking  machine  departments  in 
the  Steel  City,  under  the  management  of  Jule 
Tarlow,  is  having  what  is  termed  "pleasing 
sales"  of  the  Aeolian-Vocalion,  Columbia  Grafo- 
nola and  Master-Tone  lines.  The  record  depart- 
ment is  one  that  is  liberally  patronized. 

By  far  the  largest  Victrola  department  in 
Pittsburgh  is  that  directed  by  Mrs.  C.  H.  Wal- 
rath  at  Kaufmann's  (The  Big  Store).  The 
booths  are  well  located  and  in  keeping  with  the 
high  standard  that  is  so  characteristic  of  the 
Kaufmann  store. 

A.  R.  Meyer,  of  the  Joseph  Horne  Co.  talk- 
ing machine  department,  is  optimistic  concerning 
the  immediate  future  and  sees  a  brisk  season 
ahead  for  the  sale  of  the  Columbia  Grafonola 
and  the  Victrola  lines. 


CHENEY  INJUNCTION  IS  SET  ASIDE 

Grand  Rapids  Court  Suspends  Decree  Pend- 
ing Appeal  and  Orders  Cheney  Co.  to  Fur- 
nish Bond  of  $200,000  as  Indemnity  Guarantee 


Grand  Rapids,  Mich.,  September  1. — Before 
the  U.  S.  District  Court  here  last  Saturday  the 
Cheney  Talking  Machine  Co.,  through  its  attor- 
neys, made  application  to  vacate  the  injunction 
recently  granted  to  the  Victor  Talking  Machine 
Co.  for  infringement  of  the  Johnson  tone  arm 
and  amplifier  patents.  The  application  was 
made  on  the  grounds  that  the  business  of  the 
defendant  company  would  be  interfered  with 
while  the  appeal  to  the  higher  court  was  being 
taken.  After  hearing  the  application  the  judge 
suspended  the  injunction  pending  appeal  to  the 
U.  S.  Circuit  Court  of  Appeals  and  ordered  the 
Cheney  Co.  to  furnish  a  bond  of  $200,000,  which 
would  guarantee  an  indemnity  of  $10  for  each 
machine  to  the  Victor  Co.  pending  the  final 
settlement  of  the  case. 


VICTOR  FEATURED  IN  CARTOON 

'His  Master's  Voice"  Slogan  Put  to  Good  Use 
in  Political  Cartoon 


SILLIMAN  HOME  FROM  EUROPE 

Boston,  Mass.,  September  4. — Manager  Frederick 
H.  Silliman,  of  the  Pardee,  EHenberger  Co., 
which  handles  the  Edison  line,  arrived  home 
from  Europe  a  few  days  ago,  after  being  away 
with  Mrs.  Silliman  eight  weeks.  Mr.  and  Mrs. 
Silliman  visited  England,  where  they  spent 
much  time  with  their  son,  who  is  in  business 
there,  and  also  visited  France  and  Belgium. 
They  made  the  homeward  trip  on  the  "Maure- 
tania." 


New  Orleans,  La.,  September  3. — Victor  talk- 
ing machines  got  a  bunch  of  publicity  in  New 
Orleans  last  week  that  couldn't  have  been  pur- 
chased with  any  amount  of  money.  Under  a 
caption  "His  Master's  Voice,"  the  New  Orleans 
Item,  one  of  the  leading  local  afternoon  papers, 
published  a  political  cartoon  by  Trist,  a  staff 
cartoonist. 

One  figure  in  the  cartoon,  supposed  to  rep- 
resent one  of  the  henchmen  of  the  incumbent 
mayor,  who  has  been  in  office  sixteen  years  and 
who  seeks  four  years  more  but  whom  The  Item 
is  fighting  in  the  present  campaign,  was  dancing 
as  the  mayor  operated  the  talking  machine.  An- 
other figure  in  the  picture,  representing  the  op- 
position to  the  mayor,  was  remarking  "It 
doesn't  sound  like  a  Victor  record  to  me." 


NEEDLE  CUPS 

Are  a  very  important  part  of  a  Talking  Machine.     You  should  always  have  an  ample 
supply  on  hand.    If  you  haven't,  or  run  short  suddenly,  send  us  an  S.  O.  S. 

You  will  not  be  disappointed. 


Nickel. 


-Brass 


CONTINUOUS  HINGES 
NEEDLE  RESTS 

WEBER-KNAPP  CO. 


Gold- 


•Silv 


er 


AUTOMATIC  SUPPORTS 
AUTOMATIC  STOPS 


OUR  CATALOGUES 
WERE  PRINTED  FOR  YOU 


Jamestown,  N.  Y. 


134 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


TRADE  CONDITIONS  IN  MICHIGAN  PLEASE  "TALKER"  MEN 

Despite  Industrial  Disturbance  in  Detroit  Outlook  for  Fall  and  Winter  Is  Satisfactory — New  Quar- 
ters for  Goldberg — Two  New  Starr  Stores — Brown  Tells  of  Activity — Other  News 


Detroit,  Mich.,  September  3. — While  at  pres- 
ent there  is  a  slight  lull  in  building  operations 
in  Detroit  and  in  some  departments  of  the 
motor  car  factories,  it  is  only  a  temporary  con- 
dition, and  everybody  is  looking  forward  to 
tremendous  Fall  and  Winter  business.  The 
motor  car  situation  is  not  due  to  the  lack  of 
orders  but  to  the  shortage  of  certain  mate- 
rials and  parts,  forcing  the  companies  to  cut 
down  in  some  departments  until  the  necessary 
materials  and  parts  arrive. 

Talking  machine  dealers  are  all  keyed  up  for 
big  Fall  business.  They  are  prepared  for  it  with 
larger  stocks  than  ever  before  and  they  expect 
to  get  it.  Just  since  the  first  of  September, 
when  people  started  to  return  from  the  Summer 
resorts,  dealers  noticed  a  turn  in  business  for 
the  better.  People  in  Detroit  have  money; 
wages  are  high  and  people  are  good  home  livers. 
They  like  music — lots  of  it.  We  have  yet  to 
run  across  a  dealer  who  doesn't  report  bigger 
Summer  business  than  last  3'ear. 

Industrially  Detroit  was  never  in  better  shape 
and  the  new  industries  that  are  commg  and  the 
tremendous  expansions  being*  made  by  most  of 
our  factories,  in  all  lines,  show  that  Detroit  is 
destined  to  be  the  third  largest  city  in  the  coun- 
try before  another  ten  years.  The  Pennsylvania 
railroad  is  going  to  spend  millions  in  extending 
its  lines  to  Detroit  from  Toledo.  This  will 
create  a  new  belt  line  for  freight  and  means 
many  new  factories. 

The  farmers  in  the  State  have  had  a  prosper- 
ous Summer,  all  kinds  of  crops  being  greater 
than  they  ever  have  been.  W^ith  the  farmers 
prosperous,  it  stands  to  reason  that  the  talking 
machine  dealers  in  the  smaller  towns  are  going 
to  reap  a  harvest. 

W'hile  various  stores  in  other  lines  have  cut 
prices  during  the  Summer  in  order  to  reduce 
their  stocks  to  the  minimum,  talking  machine 
dealers  have  not  cut  a  dollar  off  the  regular 
prices,  so  that  what  oth/sr  merchants  have  done 
in  that  respect  in  no  way  affects  the  talking  ma- 
chine dealer.  People  do  not  complain  over  talk- 
ing machine  prices.  They  pick  out  what  they 
want  and  do  not  argue  price.  The  Columbia  rec- 
ord, which  now  sells  for  $1,  as  well  as  the  Emer- 
son record,  is  just  as  popular  as  when  it  was 
85  cents. 

Credits  are  holding  up  splendidly,  and  re- 
plevins and  repossessions  are  less  than  they  ever 
have  been,  despite  the  growth  of  Detroit  to  over 
a  million  population. 

If  Detroit  is  any  criterion,  the  talking  machine 


industry  this  Fall  and  W^inter  is  going  to  enjoy 
unlimited  prosperity.  It  is  all  up  to  the  dealer 
himself.  The  more  he  goes  after  business,  the 
more  he  will  get.  Where  it  has  been  a  buyer's 
market,  it  will  now  be  a  seller's  market,  which 
is  a  much  healthier  condition  for  the  industry. 

J.  Goldberg  has  moved  to  new  quarters  at  95 
Gratiot  avenue,  just  a  block  from  his  former 
location.  The  new  store  is  certainly  very  at- 
tractive, although  it  is  just  one-half  the  size 
that  Mr.  Goldberg  needs.  In  the  new  place 
he  has  fourteen  booths,  of  which  six  are  de- 
voted to  foreign  records.  In  foreign  records  (all 
Columbia)  he  does  the  largest  business  in  De- 
troit. Mr.  Goldberg  handles  both  Victor  and 
Columbia  lines  and  he  is  doing  the  greatest  vol- 
ume of  business  in  his  history.  He  has  a  tre- 
mendous stock  for  Fall  and  expects  to  get  a 
whole  lot  more  before  another  thirty  days. 

Since  earlj-  July,  talking  machines  and  records 
have  been  pouring  into  Detroit  in  carload  lots, 
and  jobbers  have  been  storing  some  of  them 
and  shipping  the  balance  out  just  as  fast  as  they 
could.  There  is  hardly  a  dealer  who  isn't  stock- 
ing up  heavily  for  Fall,  some  going  so  far  as  to 
lease  warehouses  in  order  to  be  amply  protected 
against  such  a  shortage  as  existed  last  year. 
Jobbers,  however,  have  not  been  able  as  yet  to 
store  away  much  goods  because  they  have  been 
lilling  their  customers'  orders  with  the  July  and 
August  shipments,  although  they  hope  to  get 
some  surplus  ahead  on  the  shipments  that  come 
in  this  month. 

W.  H.  Huttie,  manager  of  the  Starr  Piano 
Co.,  has  recently  opened  two  new  Starr  stores — 
one  on  Oakman  boulevard,  Detroit,  and  another 
ir  Pontiac,  Mich.,  just  thirty  miles  from  De- 
troit. Both  are  under  his  direct  supervision, 
although  he  has  managers  in  each  store.  Mr. 
Huttie  has  full  charge  of  all  the  retail  and 
wholesale  distribution  of  Starr  pianos,  players, 
talking  machines,  records,  etc. 

The  J.  L.  Hudson  Music  Store,  in  conjunction 
with  other  departments  of  the  company,  is  cele- 
brating the  thirty-ninth  anniversary  of  the  in- 
stitution. It  is  the  big  event  annually  in  the 
store,  and  Manager  E.  P.  Andrew  has  arranged 
for  several  special  events  in  all  departments. 
While  Mr.  Andrew  will  not  cut  prices  on  his 
talking  machines,  he  has  put  in  some  special 
models  and  special  finishes  which  he  is  ofifer- 
ing;  also  he  has  a  larger  stock  of  machines  and 
records  than  ever  before. 

Grinnell  Bros,  have  already  started  prepara- 
tions for  their  annual  branch  managers'  conven- 


tion, which  will  take  place  around  October  1. 
At  these  annual  gatherings  subjects  touching  on 
e\ery  phase  of  the  piano  and  talking  machine 
business  are  taken  up. 

Wallace  Brown  now  has  four  retail  shops  in 
Detroit,  all  devoted  exclusively  to  the  sale  of 
Brunswick  phonographs  and  Brunswick  records. 
At  the  main  store  on  Grand  River  avenue  east, 
he  has  appointed  G.  E.  Maxey  as  manager,  who 
was  formerly  with  the  Edison  Shop  of  Detroit. 
Mr.  Brown  has  been  advertising  the  Brunswick 
line  all  Summer  on  billboards,  street  cars  and 
in  the  newspapers,  and  he  expects  to  increase 
his  advertising  activities  for  the  coming  Fall 
season. 

A  firm  that  does  a  nice,  steady  business  month 
in  and  month  out  is  the  Max  Strasburg  Shop 
on  Library  avenue.  Mr.  Strasburg,  who  handles 
both  Columbia  and  Victor  lines,  always  man- 
ages to  have  a  good  stock  of  machines  on  hand 
and  records  as  well.  It  is  a  fact  that  when  other 
concerns  are  out  of  hits,  they  are  available  at 
Strasburg's.  Max  studies  the  public  demand  and 
buys  accordingly.  In  fact,  he  isn"t  able  as  a  rule 
to  get  all  the  records  he  wants. 

Frank  Bayley,  Edison  dealer,  is  not  going  to 
erect  the  twelve-story  building  that  he  had 
planned  and  which  we  announced  last  month. 
Mr.  Bayley  has  already  transferred  his  lease  of 
the  property  on  Broadway,  realizing  ,a  hand- 
some profit.  But  he  is  now  negotiating  for  an- 
other choice  piece  of  downtown  property,  which 
is  even  better  for  retail  purposes. 

Smith,  Barnes  &  Strohber  Co.  have  added  a 
Columbia  Graphophone  department  to  their 
quarters  on  the  third  floor  of  the  W'ashington 
Arcade.  Manager  Levine,  of  the  Detroit  store, 
is  looking  around  for  a  main-floor  store  and  a 
good-sized  one,  as  he  has  big  plans  for  giving 
Detroit  one  of  the  finest  piano  and  phonograph 
stores  in  the  city. 

Grinnell  Bros,  had  a  big  piano  and  Victor 
talking  machine  exhibit  at  the  Michigan  State 
Fair,  which  was  held  in  Detroit  early  in  Sep- 
tember. 

J.  Henry  Ling,  proprietor  of  Ling's  Music 
House,  handling  the  Columbia  line,  announces 
the  engagement  of  his  daughter,  Miss  Eliza- 
beth, to  a  prominent  young  man  from  Gouver- 
neur,  N.  Y. 


ADVERTISE  FOR  VICTOR  RECORDS 

\e\v  Orle.\ns,  L.^.,  September  3. — Victor  rec- 
ords are  so  scarce  in  New  Orleans,  it  seems, 
that  they  are  being  advertised  for  in  the  want 
ad  columns  of  the  Times-Picayune,  the  morning 
newspaper.  Last  week  an  ad  was  published 
seeking  anj-  kind  of  a  Victor  record  anyone  had 
tc  dispose  of. 


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Plays  100-200  Records  Produces  Rich,  Clear  Tone 

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To  avoid  disappointment  and  delay  anticipate  your  Fall  requirements 

by  ordering  now 

Discounts  and  Samples  upon  Request 

DUO  TONE  COMPANY,  Inc. 

Sole  Manufacturers  of  De  Luxe  Needles 

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September  15,  1920 


THE   TALKING    MACHINE  WORLD 


135 


136 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


THE 


D  -  WE 


We 

FaU  for 
FALL 


Western  Division  of  The  World,  ^hicago,  September,  1920 
The  Fall  is  here.  Six  days  after  the  appearance  of  these  burning 
words  the  readers  thereof  will  have  the  pleasure  of  welcoming  the 
official  entrance  of  Autumn;  whereupon  we  shall 
probably  have  unusually  hot  dry  weather,  with  the 
newspapers  announcing  "heat  wave,  no  relief  in 
sight."  But  Autumn  it  will  be,  nevertheless.  And 
whatever  the  temperature,  we  of  the  music  industries  shall  be 
obliged  to  think  of  putting  our  respective  houses  in  order,  to  the 
end  that  we  may  be  ready  for  the  trade  of  Fall  and  Winter.  "Ah. 
but  suppose  there  is  no  trade,"  says  O.  Fuller  Gloom,*  the  eminent 
pessimist.  Certainly,  we  don't  mind  supposing.  We  are  game  to 
suppose  anything;  so  long  as  it  goes  no  further  than  supposition.  If 
it  will  help  matters  along  any,  we  shall  have  not  the  least  objection  to 
supposing  that  Christmas  will  come  before  Thanksgiving;  which  is 
quite  as  good  a  bet  as  that  there,  may  be  no  business  this  Fall.  Sup- 
positions are  all  right  so  long  as  they  stay  supposititious ;  it  is  when 
they  get  worse  and  want  to  be  facts  that  one  gets  peeved.  The  truth  is, 
of  course,  that  the  talking  machine  men  of  this  nation  are  undoubt- 
edly due  to  have  an  interesting,  if  not  exciting,  time  during  the  next 
few  months.  One  may  expect  that  there  will  be  quite  as  much  of  a 
shortage  in  machines  as  there  was  this  time  last  year;  and  the  only 
question  of  interest  is  whether  the  demand  will  also  be  quite  as 
overwhelming.  To  which  the  best  answer  we 'can  make  is  that  there 
is  not  quite  so  crazy  a  desire  to-day  to  spend  money  for  the  sake  of 
spending;  but  at  the  same  time  there  has  been  an  education  very 
deep  and  significant  as  to  true  values.  For  a  long  time  past  the 
people  had  been  buying  all  sorts  of  goods  without  the  least  reference 
to  prices,  or  rather  to  the  value  they  were  getting.  Now  there  is  a 
natural  check  to  that  sort  of  thing.  Prices  went  a  bit  too  liigh  ail 
round,  and  demand  in  the  profiteering  trades  has  fallen  off.  So 
much  the  better.  The  folks  who  overbought  will  have  to  stop  buy- 
ing and  pay  their  debts.  But  they  were  not  buying  talking  machines 
exclusively.  Most  of  them  seem  to  have  bought  automobiles,  jewelry 
and  clothes.  It  is  probable  that  they  will  stop  for  a  while ;  but  there 
remains  a  whole  crowd,  millions  of  them,  who  were  pushed  aside  last 
Fall  and  who  will  be  at  the  counter  as  soon  as  they  have  settled  down 
after  vacation  time.   Bring  on  your  Fall,  say  we! 


Knocking 
the  Prog- 
nosticators 


It  is  perhaps  touching  on  a  dangerous  subject  but  we  cannot  refrain 
from  remarking  that  an  ounce  of  fact  is  worth  a  ton  of  theory  any 
day.  Our  trade  theorists  have  not  failed  to  remark 
that  the  year  1920  was  bound  to  be  the  precise 
opposite  of  1919  and  that  ia  consequence  the  prog- 
nostications must  look  toward  troubles  and  reces- 
sions of  all  sorts  in  the  talking  machine  industry.  Now  in  point 
of  fact  the  theorists  made  out  very  good  cases  in  support  of  their 
ideas.  The  only  trouble  with  them  was  that  the  cases  did  not  jibe 
with  the  facts.  For  instance,  the  sleuths  of  the  Western  Division 
have  been  asking  their  retail  friends  along  the  various  Pitonograpli 
Rows  of  this  fair  city  of  ours  what  were  the  real  facts  about  retail 
business.  The  result  has  been  not  a  little  surprising,  and,  for  that 
matter,  highly  gratifying.  The  Chicago  retailers  at  any  rate  are 
doing  a  very  fine  business.  That  is  to  say,  they  are  selling  all  the 
machines  tiiey  can  get.  True,  they  are  not  getting  very  many.  Jusi 
why  manufacturers  are  having  so  much  trouble  in  production,  or  at 
least  are  producing  so  little,  is  another  matter  again,  Mawruss ;  and 
of  that  we  have  spoken  more  than  once  on  this  page.  But  the  fact 
remains  that  our  retail  friends  are  doing  better  than  any.  of  them 
expected  to  be  doing  at  this  time.  The  theorists  had  so  .successfuliy 
impregnated  the  trade  with  their  beliefs  and  fears  that  there  was 
almost  a  state  of  premonitory  panic  amongst  our  most  respected 
talking  machine  merchants ;  panic  not  over  anything  actually  haj)-. 
pening,  but  entirely  ovei  what  was  going  to  happen ....  niav  he. 
Well,  as  things  are  turning  out,  there  is  not  the  least  reason  or  need 
for  any  of  this  feeling.  Retail  business  in  Chicago  is  holding  up 
astonishingly  and  those  who  can  discern  the  signs  of  the  limes  are 


quite  well  aware  that  the  peak  of  demand  has  not  been  reached  but 
is  still  ahead.  Wherefore,  let  all  take  note;  and  ha\ang  duly  ob- 
served, let  us  all  rejoice. 


Our  Edison  boosters  out  this  way  are  making  a  hit  in  selling  the 
theatres  of  this  and  adjacent  burgs  on  the  idea  of  running  Edison 
Tone-Tests  in  connection  with  regular  vaudeville 
musical  acts.  The  notion  of  letting  the  patrons  of 
vaudeville  hear  for  themselves  the  work  of  well- 
known  singers  and  instrumental  players   first  in 


Getting 
Close  to  the 
Pee-pul! 


propriis  personis  and  then  through  the  medium  of  the  Edison  pho- 
nograph, is  very  clever  and  greatly  appeals  to  the  sales  sense  of  our- 
selves. We  think  that  the  theatres,  too,  which  co-operate  in  this  work 
are  run  by  wise  men.  Whatever  interests  the  great  masses  of  the 
people  in  music  is  not  only  to  be  commended  but  actually  to  be  fol- 
lowed, practiced  and  imitated  constantly.  Every  vaudeville  house 
depends  upon  musical  acts  for  a  large  part  of  its  revenue ;  and  for 
that  matter,  music  of  some  sort  is  at  the  basis  of  all  the  vaudeville 
there  ever  will  be.  Some  might  say  that  the  people  by  this  time 
ought  to  be  thoroughly  converted  to  the  idea  of  the  phonograph  or 
talking  machine  as  a  real  musical  instrument.  So,  indeed,  they 
ought  to  be.  But  are  they?  Old  superstitions  die  hard  and  it  is 
never  well  to  believe  that  the  man  in  the  street  knows  as  much  about 
one's  own  goods  as  he  ought  to  know.  Carry  the  message  to  all 
the  people.   That  is  the  right  gospel. 


The  great  and  sovereign  State  of  \\^isconsin,  which  has  the  distinc- 
tion of  coming  last,  alphabetically  that  is  to  say,  in  the  order  of  the 
commonwealths  of  this  nation,  has  been  having  its 
annual  excitement,  yclept  the  State  Fair.  The 
writer  of  these  lines  happened  to  be  in  the  capital 
city  of  said  State  two  weeks  ago  and  found  he  had 


Milwaukee's 
Merry 
Music  Men 


dropped  into  a  County  Fair;  which  mainly  meant  that  the  hotels, 
marked  up  the  prices  and  everybody  was  kicking  on  the  provisions 
But  when  it  comes  to  State  Fairs,  they  have  to  go  to  Milwaukee 
And  when  Milwaukee  has  the  State  Fair  on  her  hands,  she  lets 
every  one  know  it.  In  a  word,  she  tells  the  world.  And  ber  music 
men  are  right  on  the  job  too.  There  lies  before  us  a  page  tnken  from 
the  Milwaukee  Evening  Sentinel  of  August  31st,  devoted  entirely  to 
advertisements  of  local  music  houses.  Every  one  of  them  full  of 
pep  and  every  one  is  featuring  talking  machines  to  beat  t'le  band. 
Victor,  Edison,  Columbia,  Aeolian- Vocalion  lead  the  procession, 
with  half  a  dozen  other  makes  strongly  mentioned.  The  whole  page 
makes  the  strongest  sort  of  appearance,  even  in  respect  of  talking 
machines  alone,  although  records,  music  rolls,  pianos  and  olayer- 
pianos  have  their  full  share  of  attention.  A  solid  music  page  like  this 
is  the  best  sort  of  evidence  that  the  music  men  of  Milwaukee  are 
out  for  business  and  are  attending  strictly  to  it.  \^'e  all  have  a 
warm  spot  in  our  hearts  for  the  big  Wisconsin  city  up  on  the  lake 
shore  and  the  men  who  run  her  music  industry  up  there  are  just 
about  as  keen  a  lot  of  fellows  as  one  can  find  anvwhere. 


Wh.at  on  earth  can  be  the  excuse  for  any  merchant  advertising  cut 
rates  on  talking  machines  at  this  time?  Surely  anvone  wlio  has  the 
slightest  understanding  of  the  basis  for  talking 
machine  demand  must  know  that  the  preservation 
of  quality  is  its  principal  pillar !  We  have  noted,  to 
our  extreme  astonishment,  that  certain  merchants 


The 

"Bargain" 
Fallacy 


iiave  condescended  to  advertise  talking  machines  as  "barg.iins"  at 
cut  prices.  The  mistake,  for  stich  it  most  grievously  is,  seems  to  be 
confined  for  the  present  to  the  limits  of  Chicago:  and  we  sincerely 
hope  it  will  not  spread.  On  general  principles,  it  is  perfect! v  proper 
to  say  that  ihere  is  not  the  slightest  reason  at  any  time  to  cut  prices 
below  the  boundary  of  fair  profits.  Bargains,  as  every  business  man 
ought  to  know,  never  serve  any  ])ractical  pur]iose  save  wlien  they 
induce  the  i)resence  of  buyers  who  will  probably  make  other  pur- 
thases  qn  which  any  loss  can  be  made  up.    But  since  thi';  meai'S 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


137 


that  some  articles  are  overpriced  in  order  that  others  may  be  under- 
priced,  the  morals  of  the  practice  are  seen  to  be  extremely  shady. 
But  apart  from  all  this,  who  can  imagine  anything  more  entirely 
absurd  than  the  notion  that  the  public  can  be  brought  in  to  buy 
talking  machines  on  the  strength  of  a  cut  in  prices?  If  the  talking 
machine  were  regarded  in  the  same  light  as  a  piece  of  boap  or  a 
broom,  then  it  might  be  wise  to  offer  one  here  or  there  at  a  lower 
price;  but  of  course  the  whole  essence  of  the  trade  in  talking 
machines  lies  in  salesmanship.  A  talking  machine  has  to  be  sold.  It 
is  not  bought.  The  price  is  not,  and  never  has  been,  the  principal 
consideration.  What  the  customer  wants  is  entertainment,  rhusic, 
reliability  and  satisfaction.  How  much  are  these  worth....  that 
and  that  only  is  the  question.  The  moment  one  begins  to  intrude 
the  price  question,  one  also  begins  to  destroy  the  merchandising 
value  of  the  article.  If  the  emphasis  is  laid  on  the  price,  then  the 
customer  is  being  asked  to  put  a  money  value  on  entertainment, 
music,  reliability  and  satisfaction.  The  basis  of  selling  should  not 
be,  what  is  the  cost,  but  how  much  is  had  for  the  price.  Bargains 
in  talking  machines  are,  and  always  must  be,  deceptive  to  both 
parties.  Any  apparent  advantage  gained  by  the  merchant  is  tempo- 
rary, and  actually  tends  to  undermine  the  whole  value-basis  of  the 
industry.  Away  with  cut  prices ! 


The  gentle  reader,  if  so  be  it  he  travels  along  Wabash  Avenue  in  this 
burg,  which  same  is  situated  one  block  west  of  the  Boul  Mich,  can- 
not but  be  intrigued  by  the  multifarious  sights  of 
the  many  pretty  shops  which  present  themselves  to 
his  view.  He  will  find  shops  of  all  kinds,  but  the 
music  shops,  by  reason  of  their  interesting  windows, 


The  Gentle 
Art  of 
Eye-Filling 


will  principally  attract  and  hold  his  strained  attention.  He  v/ill  per- 
ceive, not  without  astonishment,  that  the  talking  machine  shops,  and 
likewise  those  which  feature  talking  machines  largely,  even  if  not 
exclusively,  are  going  in  for  the  fine  art  of  window-dressing  to  an 
extent  which  will  draw  the  eye  of  the  most  blase  shopper.  Within 
past  weeks  we  have  had  the  pleasure  of  noticing  some  very  remark- 
able examples  of  this  art  as  applied  to  talking  machines  and  records. 
In  place  of  price  signs,  or  an  assemblage  of  machines,  records  and 
accessories  all  in  a  heap,  we  find  the  high-class  shops  dressing  their 
windows  around  a  single  feature,  such  as  a  certain  record,  a  certain 
type  of  machine,  a  certain  accessory.  By  thus  concentrating  atten- 
tion upon  a  single  article,  the  window  dresser  is  able  to  convey  to 
the  spectator  a  positive  impression  which  will  produce  a  positive  and 
positively  valuable  reaction.  When  the  attention  is  diffused  by  a 
multitude  of  articles  in  a  confined  space,  it  is  not  possible  that  any 
defiinite  reaction  shall  take  place  towards  any  of  them.  On  the  other 
hand,  the  art  of  window-dressing  is  to  obtain  an  effect ;  with  a 
definite  impression  as  the  result  thereof.  The  great  department 
stores  have  long  ago  come  to  see  this,  as  every  one  knows.  It  is 
pleasant  to  be  able  to  record  that  the  wise  men  in  our  Industry  are 
seeing  the  same  thing.  And  by  the  way,  it  might  be  remembered 
that  this  sort  of  well-planned  publicity  strenuously  avoids  all  ques- 
tion of  price. 


Concerning  the  subject  of  motors  it  is  interesting  to  note  how  the 
center  of  gravity  of  the  talking  machine  motor  trade  has  settled  out 
in  the  Mid-West  and  what  a  big  industry  has 
grown  up  around  that  center.  If  we  include  the 
Elyria  factories  of  the  General  Phonograph  Corp., 
we  find  that  the  industry  of  building  spring  and 


.  .  .  And 

The  Mobile 
Motor 


electric  motors  for  talking  machines  is  so  deeply  imbedded  in  the 
Mid-West  territory  that  there  seems  to  be  no  getting  away  from  it. 
This  is  all  to  the  custard,  as  we  say  out  here;  and  whilst  we  are  about 
it  we  might  as  well  proceed  to  add  that  the  talking  machine  motor 
business  is  about  as  live  an  affair  as  one  can  well  think  of.  There  are 
fashions  in  motors  as  much  as  there  are  in  the  hats  or  (so  far  as  our 
limited  knowledge  permits  us  to  guess)  the  lingerie  of  that  portion 
of  humanity  which  Artemus  Ward  used  to  call  The  Fair  Sect,  The 


newest  fashion  in  spring  motors  is  the  enclosed  motor,  a  cute  little 
contraption  whereof  all  the  little  wheels  and  dinguses  are  carefully 
covered  up  in  a  neat  little  case  where  the  dust  cannot  penetrate  nor 
the  child  of  the  house  break  in  and  smash.  Not  only  is  it  good 
looking,  but  it  is  practical,  too.  The  matter  of  lubrication  alone  settles 
that.  Then  again  we  are  having  quite  a  run  on  electrics  just  now 
and  no  doubt  the  day  will  come  when  every  talking  machine  will 
run  without  cranking  ;  though  that  day  is  by  no  means  here  yet.  But 
if  any  man  wants  to  know  something  of  the  magnitude  of  the  talking 
machine  industry,  let  him  just  cast  his  eagle  eye  over  the  advertising 
columns  of  this  paper  and  count  the  noses  of  the  motor  manufac- 
turers, electric  and  spring.  He  will  wonder  how  they  all  sur- 
vive till  he  begins  to  realize  that  the  talking  machine  industry  is 
a  very  large  industry  indeed. 


Damning  the  railroads  has  always  been  a  popular  pastime,  and  at 
election  time  it  has  always  been  especially  popular.  Now,  in  point 
of  fact  the  railroads  have  not  been  guiltless  in  re- 
spect to  many  elements  of  their  conduct.  They 
have  in  their  day  grafted  and  lied.  But  so.  for  that 
matter,  have  all  of  us.    Nevertheless  the  railroads 


It  'Im 

Again,'E  Ain' 
Got  No  Frien 


are  not  merely  important,  they  are  actually  essential  to  the  life  of 
this  nation;  nay,  of  any  nation.  If  they  have  fallen  into  bad  condi- 
tion, if  they  are  unable  adequately  to  care  for  the  business  require- 
ments of  the  nation,  they  must  be  rehabilitated.  There  is  not  much 
consistency  in  quarreling  with  the  morals  of  railroads  when  one's 
own  record  is  not  unimpeachable  ;  and  there  is  not  the  slightest  use 
in  so  doing  when  the  need  of  the  moment  is  functioning  rather  than 
programs  of  reform.  We  want  transportation;  and  we  want  it  now. 
It  is  not  a  matter  of  getting  transportation  some  day  in  the  future ; 
but  of  getting  transportation  to-day.  When  the  railroads  fail,  the 
country  dies.  That  is  plain,  simple  truth.  So  that,  whilst  we  may 
all  be  not  unjustly  upset  and  annoyed  over  the  difficulties  we  are 
experiencing  in  respect  of  deliveries  and  shipments,  there  is  not  the 
slightest  use  for  us  to  join  in  a  chorus  of  condemnation.  What  we 
need  to  do  is  to  join  with  other  business  men,  with  farmers  and  with 
good  citizens  generally  in  pressing  upon  the  present  and  the  next 
administration,  especially  upon  Congress,  the  need  to  do  something 
definite  to  help  the  railroads  to  get  on  to  their  feet.  Of  course,  as 
J.  G.  Condon  was  saying  the  other  day  in  Printer's  Ink,  the  railroad 
situation  is  just  as  bad  as  you  choose  to  paint  it.  It  all  depends 
who  wields  the  brush.  The  railroads  need  first  of  all,  cars.  They 
need  them  by  the  tens  of  thousands.  Then  they  need  money.  They 
cannot  get  money  because  they  cannot  float  large  security  or  bond 
issues  in  the  present  condition  of  the  money  market.  When  existing 
government  securities  are  yielding  more  than  6  per  cent,  and  gilt- 
edged  bonds  as  high  as  9  per  cent.,  what  chance  have  the  railways  to 
float  securities  which  are  not  at  the  moment  precisely  gilt-edged? 
The  Government  is  helping  them  through  the  revolving  fund;  but 
more  is  needed.  Then  the  railroads  need  labor.  The  switchmen's 
strike  ended,  indeed,  but  not  until  the  striking  men  had  been  very 
largely  absorbed  into  better  paying  lines  of  industry.  The  gaps  have 
never  entirely  been  filled  up;  and  part  of  the  filling  has  been  by 
unskilled,  inexperienced  help ;  wherefore  delays  at  junction  points 
and  all  the  manifold  evils  which  thereupon  follow.  Here  are  the 
needs  of  the  railroads  set  forth,  very  briefly,  but  not  inacctirately. 
The  question  is,  how  much  can  we  give  them  of  all  these?  The 
answer  is  that  we  can  all  do  much  if  we  all  recognize  the  needs  of  the 
situation  and  to  make  Congress  know  that  we  mean  the  railroads  to 
have  relief.  Let  us,  in  a  word,  get  them  on  their  feet  first;  and 
lambaste  them  afterwards  if  we  be  then  so  minded.  Nor  let  us  for- 
get that,  after  all,  during  the  past  twelve  months  the  roads  have  done 
wonderful  work  in  catching  up.  For  ourselves  we  believe  that  when 
the  crops  have  been  moved,  we  shall  have  easier  conditions  all 

round.  But  the  roads  must  be  helped  first.  . . .  And  they  have 

been  helped  some  by  the  new  tariffs  now  in  effect  for  freight  and 
passenger  traffic. 


CHICAGO  NEWYOmC 

Talking  Machine  Co.    Talking  Machine  Co. 

Qn //.Michigan  Av.  Qll9West40thSt. 

Victor  Wholesalers  EjCclusr^ely 


September  15,  1920 


THE    TALKING   MACHINE  WORLD 


139 


rom  oWi 

Oo 


'ADQUmTED^ 


BLDG., 209 SOUTH  STATE  ST    TELEPHONE  WABASH ^774 


EDWARD  VAN  HARLINGEN 

WILLIAM  BRAID  WHITE 

EUGENE  F.  CAREY 

ARTHUR  E.  NEALY 

A.  SNYDER 

Chicago,  III.,  September  9. — A  keen  survey  of 
conditions  throughout  the  Mid-West  talking  ma- 
chine trade  shows  that  there  will  be  no  over- 
supply  of  instruments  during  the  latter  months 
of  the  year  as  has  been  predicted  by  some  mem- 
bers of  the  industry.  A  normal  Summer's  busi- 
ness has  been  completed,  which  is  to  say  that 
wc  have  not  enjoyed  the  abnormal  Summer  de- 
mand of  a  year  ago.  For  this  reason  produc- 
tion, generally  speaking,  has  not  been  carried 
forward  at  capacity  during  the  past  sixty  days, 
and  although  there  are  quite  sizable  stocks  on 
hand  in  the  manufacturers'  warerooms,  these 
are  sure  to  be  exhauiSted  within  a  very  short 
time,  and  the  demand  thereafter  during  the  holi- 
aay  season  promises  to  be  in  excess  of  the 
supply. 

A  danger  is  confronting  the  trade  in  the  tend- 
ency of  certain  dealers  to  advertise  cut  prices 
in  bargain  sales.  The  Summer  let-down,  com- 
bined with  the  fact  that  banks  are  not  accept- 
ing talking  machine  paper  as  liberally  as  in  the 
past,  has  had  its  effect  in  the  throwing  upon  the 
market  of  small  quantities  of  machines  at  very 
much  reduced  pHces.  Dealers  have  taken  the  in- 
struments, and  in  turn  advertised  them  in  spe- 
cial sales.  Perhaps  this  has  been  more  in  evi- 
dence in  the  big  cities  than  elsewhere.  At  any 
rate,  it  now  seems  to  be  about  over.  Dealers 
should  realize  that  such  "bargain  sales"  can  do 
nothing  but  hurt  their  business  in  the  long  run, 
and  moreover  that  whenever  they  get  ma- 
chines for  to-day  they  can  be  held  and  sold  at 
legitimate  prices  a  little  later  on.  The  phono- 
graph will  be  in  strong  demand  and  will  sell  at 
legitimate  prices  in  November  and  December  of 
this  year*  just  as  it  did  a  year  ago.  A  freight 
shortage,  if  nothing  else,  will  bring  this  about. 

Since  the  recent  increase  in  railroad  rates 
there  has  been  considerable  discussion  in  local 
trade  circles  as  to  whether  the  new  rates  will 
materially  affect  talking  machine  prices.  It  is 
the  general  belief  that  talking  machines  will  sell 
at  approximately  the  same  price  as  previously. 
If  anything,  the  new  rates  will  tend  to  assure 
prices  which  now  exist.  Taking  the  country  as 
a  whole,  the  recent  increase  in  freight  rates  will 
amount  to  about  30  per  cent.  The  present  rate 
of  first-class  freight  from  Chicago  to  Boston 
for  instance  is  $1,125  per  cwt.  The  advance  on 
this  is  40  per  cent,  which  is  an  increase  of  45 


cents  per  cwt.  The  talking  machine  trade  is 
about  as  hard  hit  as  any  by  the  new  freight 
rates,  but  the  Middle  West  is  probably  much 
less  affected  than  other  parts  of  the  country 
which  find  it  necessary  to  ship  farther  distances. 

Stability  of  talking  machine  prices  during  the 
present  season  is  highly  necessary,  and  it  is  very 
unlikely  that  freight  rates  will  offer  sufficient 
excuse  for  widespread  increases,  even  if  demand, 
as  a  year  ago,  is  greater  than  the  supply.  This 
is  by  no  means  unlikely.  The  last  week  in 
August  and  the  first  week  in  September  show  a 
big  increase  over  the  entire  month  preceding. 
A  local  jobber  of  talking  machines  and  supplies 
makes  this  statement,  and  is  gauging  his  future 
Vi."holesale  stocks  accordingly. 

Edison  Before  Theatre-Goers 

Without  saying  much  about  it,  the  local  Edi- 
son headquarters  have  been  carrying  on  some 
effective  publicity  of  a  most  novel  kind  in  Chi- 
cago's larger  moving  picture  houses.    For  some 


Miss  Grace  Rowan  and  Associates 

months  past  four  artists  have  been  appearing  at 
theatres  in  conjunction  with  the  Edison  phono- 
graph. Miss  Grace  Rowan  is  at  the  head  of  the 
v/ork,  and  it  is  largely  due  to  her  sales  ability 
in  conversing  with  theatre  managers  and  her 
artistic  talents  in  arranging  programs  that  she 
has  put  the  work  across.  Miss  Rowan  is  as- 
sisted in  her  work  by  Morris  G.  Ivins,  bari- 
tone; Charles  Mitchell  Mixer,  violinist,  and 
Mable  Norton  Avers,  mezzo-soprano. 

Miss  Rowan  interviews  the  managers  of  the 
theatres  in  which  she  contemplates  placing  an 


act,  tells  them  that  she  will  give  them  at  each 
performance  for  a  period  of  a  week  the  services 
of  one  of  her  artists,  who  will  perform  with  the 
Edison  laboratory  model  as  accompaniment. 
The  only  requirement  she  exacts  in  return  is 
that  the  theatre  will  run  a  short  film  advertising 
the  Edison  phonograph  and  explaining  its  part 
in  the  act  which  is  about  to  follow.  She  says 
that  she  has  met  with  very  few  failures,  the 
theatre  managers  usually  proving  very  favor- 
able to  the  idea. 

Among  other  theatres  in  Chicago  the  Edison 
concert  was  given  at  Barbee's  Loop  Theatre 
where  enthusiastic  throngs  applauded  Morris  G. 
Ivins,  who  sang  in  duet  with  the  Edison  phono- 
graph. A  peculiar  fact  arising  out  of  the  ap 
pearance  of  the  Edison  phonograph  on  the  stage 
of  the  theatre  has  been  the  objection  of  mu- 
sicians in  Chicago,  who  are  striking  for  highei 
wages  and  who  claim  that  the  instrument  is 
aiding  in  defeating  their  purposes.  To  our  mind 
this  constitutes  a  compliment  to  the  Edison  ma- 
chine unsurpassed  even  by  tone-tests  or  con- 
certs. That  the  musicians  consider  the  phono- 
graph as  an  actual  competitor  with  human  or- 
chestras is  some  boost,  n'est-ce  pas? 

Organizes  New  Company 

Ernest  C.  Cook,  formerly  of  the  World 
Phonograph  Co.,  has  organized  a  concern  known 
as  the  Ernest  C.  Cook  Co.,  which  will  manufac- 
ture talking  machines.  The  Ernest  C.  Cook  Co. 
will  sell  to  the  jobbing  trade  only  and  will  have 
its  offices  in  the  Lakeview  building  at  116  South 
Michigan  avenue. 

T.  M.  Shop  Adds  Booths 

The  Talking  Machine  Shop  has  added  eleven 
more  record  demonstration  booths  to  its  store 
at  232  South  Wabash  avenue.  Records  will 
henceforth  be  sold  on  the  second  floor  as  well 
as  the  first,  where  the  new  booths  have  been 
installed.  The  new  demonstration  booths  have 
been  very  prettily  constructed,  with  ornamental 
roofs,  so  as  to  make  them  resemble  a  tow  of 
little  houses.  Two  of  the  booths  on  the  first 
fioor  have  been  removed  and  the  record  counter 
extended  farther  back  in  the  store.  Salesrooms 
for  the  machines  proper  will  continue  to  be  on 
the  third  floor.  The  new  arrangement  gives  the 
Chicago  Talking  Machine  Co.  much  greater  fa- 
cilities for  the  sale  of  records.  Last  Fall  this 
( Continued  on  page  141) 


FIRST  AND  BEST 

Sometimes  the  first  in  the  field  does  not  maintain  the  position  of  first  in  quality  and 
prestige. 

Such  is  not  the  case  with  the  Wade  Fibre  Needle  Cutter. 

It  was  the  first  on  the  market  but  has  been  steadily  improved  and  maintains  today  the 
dominant  place  it  occupied  years  ago. 

The  Wade  is  made  in  our  own  factory,  a  fact  insuring  uniformity  of  product.  It  is 
literally  the  cutter  of  no  regrets. 


WADE  &  WADE 

3807  LAKE  PARK  AVENUE  CHICAGO,  ILL. 


140 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Protect  Your  Interests  and  Those  of 
Your  Customers  by  Advertising  Judiciously 


The  result  of  years  of  observation,  T'/je  Lyon  &  Healy  Victrola 
Newspaper  Advertising  Service  embodies  the  best  merchandising 
ideas  and  principles.  It  is  a  sound,  sales-promotion  aid,  designed 
from  the  dealer's  viewpoint.  Effectively  employed,  it  will  increase 
your  sales  in  a  gratifying  manner. 

It  is  available  to  the  most  progressive  Victrola  dealer  in  each  city. 
SPECIMENS  SENT  ON  REQUEST 

Lyon  &  Healy 

VICTROLA  DISTRIBUTORS 

CHICAGO 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  139) 


concern  did  an  unprecedented  business  in  rec- 
ords, and  determined  that  another  Fall  would 
see  them  better  equipped  to  handle  their  busi- 
ness, which  is  steadily  growing  in  volume. 
Cheney  in  Cut  Glass 
The  accompanying  photograph  shows  a 
Cheney  in  cut  glass  on  exhibition  in  the  talking 
machine  department  of  Marshall  Field  &  Co., 
this  city.    It  is  an  unique  object  and  has  at- 


needs.  They  are  assured  of  having  merchandise 
on  their  floors  at  the  opportune  time,  which  is 
very  near  at  hand.  Many  of  last  year's  disap- 
pointed prospects  are  still  in  the  market  with 
many  others  who  have  been  educated  to  ap- 
preciate better  music.  But,  benefiting  by  last 
year's  experience,  they  will  not  wait — will  take 
no  chance- of  being  disappointed." 

The  point  which  Cheney  makes  is  that  last 
year's  disappointed  holiday  buyers  have  learned 
their  lesson  and  there  will  be  an  earlier  large 
volume  of  business  this  year  than  last. 

Effective  Publicity 

The  Brunswick-Balke-Collender  Co.  recently 
received  photos  from  its  representatives  at 
Stockton,  Cal.,  McNeil  &  Co.,  showing  a 
"Brunswick  Parade,"  in  that  city.  After  the 
shipment  of  Brunswick  instruments  was  re- 
ceived they  were  loaded  on  trucks  and  paraded 
about  the  town.  Later  they  were  lined  up  in 
front  of  the  McNeil  &  Co.  store  in  most  im- 
pressive array. 

A  photograph  of  the  Brunswick  shipment  is 
shown  herewith.  This  is  most  effective  public- 
ity, and  of  a  most  inexpensive  sort.    It  offers  an 


An  Artistic  and  Unusual  Cheney  Exhibit 
tracted  no  little  attention  since  placed  on  dis- 
play.   It  is  built  on  console  lines  of  the  Georgian 
school.   The  Cheney  Co.  has  been  working  on  it 
for  a  long  time. 

Warns  of  Shortage 
The  Cheney  house  organ,  "Dealers'  Service," 
in  its  August  issue,  speaks  a  word  of  warning 
concerning  transportation  difficulties  in  pros- 
pect for  the  Fall.  "Scarcely  a  year  ago  phono- 
graphs were  being  distributed  to  dealers  on  the 
allotment  basis.  Supply  could  not  meet  demand. 
But  these  conditions  have  all  changed.  Peace- 
time production  has  flooded  the  market  with 
phonographs,  good,  bad  and  indifferent.  But 
we  are  still  confronted  with  a  condition  which  is 
unchanged — at  least  for  the  better — transporta- 
tion. Most  dealers  have  already  anticipated  their 


Big  Shipment  of  Brunswicks  at  McNeill's 

excellent  suggestion  to  other  dealers  at  the 
present  time  for  the  reason  that  Fall  shipments 
are  about  to  commence. 

Conditions  in  Southwest 
J.  L.  Replogle,  vice-president  and  general 
manager  of  the  Aladdin  Phonograph  Co.,  of 
Kansas  City,  was  a  visitor  to  Chicago  during 
the  month,  and  while  here  gave  his  views  on 
conditions  in  the   States  of  Kansas,  Missouri 


and  Oklahoma,  where  he  markets  talking  ma- 
chines. 

"I  have  been  out  on  the  road  considerably 
during  the  past  month,"  said  Mr.  Replogle,  "and 
I  found  business  very  good.  There  is  only  one 
fly  in  the  ointment.  In  the  past,  whenever  elec- 
tion time  came  around  it  was  necessary  for  a 
successful  candidate  to  announce  himself  tooth 
and  claw  against  the  railroads.  The  present 
wheat  situation  has  changed  this  considerably. 
The  public  now  realizes  that  poor  transporta- 
tion means  the  demoralization  of  everything. 
The  farmers  throughout  my  territory  are  un- 
able to  get  half  the  cars  they  desire  for  the 
transport  of  grain.  There  are  enormous  sums 
of  money  tied  up  in  loans  on  this  commodity. 
When  eventually  grain  does  move  there  will  be 
enough  money  released  to  keep  our  industry  and 
others  going  on  all  twelve  cylinders  for  some 
time  to  come.  The  bankers  have  loaned  to  the 
muzzle  on  grain,  which  will  be  moved  in  the 
very  near  future.  The  Aladdin  Phonograph  Co. 
looks  for  a  phenomenal  business  during  the 
latter  part  of  the  Fall.  We  are  now  three  months 
old  and  are  already  contemplating  removal  into 
larger  quarters  the  first  of  the  year." 

Issues  Parts  Catalog 

The  Cheney  Talking  Machine  Co.  has  recently 
brought  out  an  elaborate  catalog  listing  Cheney 
motors,  parts  and  accessories.  It  is  in  accord- 
ance with  the  Cheney  policy  of  building  up  co- 
operative service  and  facilitating  the  work  of 
the  local  repairman.  The  book  contains  sug- 
gestions for  adjusting,  repairing  and  replacing 
Cheney  parts,  explains  the  Cheney  motor  and 
goes  into  detail  regarding  the  return  of  motors, 
adjustments  and  claims,  etc.  The  parts  them- 
selves are  listed  and  illustrated  so  that  the  re- 
tailer cannot  go  wrong  on  his  order  blank. 
Mid-West  Gets  More  Okehs 

The  output  of  Okeh  records  has  been  greatly 
increased,  now  that  the  new  Newark  factory  is 
in  full  operation.    "The  Mid-West  benefits  by 
the  increased  output,"  says  A.  J.  Foute,  man- 
(Continued  on  page  143) 


Your  Account  With  Us 

au 


Lateral 
Cut 


Lateral 
Cut 


Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP.  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 

711  Milwaykee  Avenue  otto  schulz,  President 


CHICAGO,  ILL. 


142 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


UNIVERSAL 

MASTER  MOTOR  No.  20 


Mr.  Manufacturer: 

The  time  has  arrived  when  new  ideas  and  renewed  effort 
must  be  put  forth  in  the  Phonograph  business.  The  old 
sales  arguments  are  passe  and  it's  time  to  turn  over  a  new 
leaf. 

The  only  way  to  preserve  the  eloquence  of  your  sales- 
man's tongue  is  to  give  him  something  to  arouse  his  enthu- 
siasm.   You  know  it's  enthusiasm  that  makes  business. 

Here's  an  opportunity  to  give  your  salesman  something 
new  to  talk  about — a  new  motor  operating  on  a  new  prin- 
ciple, carrying  the  phonograph  a  long  stride  forward  toward 
perfection. 

The  Universal  Master  Motor  No.  20  is  a  decided  improve- 
ment in  phonograph  design  and  construction,  and  you  have 
but  to  see  one  to  be  convinced  of  its  merit  and  its  force  as 
a  selling  argument  in  your  business. 

Write  or  wire  for  sample  and  get  our  literature  and  prices. 


Universal  Stamping  &  Mfg. 

1917-1925  S.  Western  Ave.,  Chicago 


Co. 


September  15,  1920 


THE   TALKING    MACHINE  WORLD 


143 


A  Better  Fibre  Needle  Cutter  for  Less  Money 


Send  for  a  Sample  and  Convince  Yourself 


The  ALTO 

Retail  Price  $1.00 


Territory  open  for  distributors 

ALTO  MANUFACTURING  COMPANY 


3  8  0  1     ROKEBY  STREET 


CHICAGO,  ILLINOIS 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  141) 


ager  of  the  record  department  of  the  General 
Phonograph  Corporation  of  Illinois.  "Dealers 
will  be  pleased  to  know  that  during  the  holiday 
season  there  will  be  a  steady  supply  of  Okeh 
records  to  meet  the  demand.  There  will  be  a 
special  advance  release  of  eleven  records  during 
the  middle  of  the  month  as  a  result  of  the  in- 
creased output.  All  of  these  will  be  standard 
music,  for  which  type  there  seems  to  be  con- 
siderable demand." 

Signs  That  Show  How  Trade  Winds  Blow 
Traveling  representatives  for  talking  ma- 
chine manufacturers  are  again  busy.  The  best 
sign  that  the  trade  is  swiftly  rounding  into  nor- 
mal condition  lies  in  the  increased  activity  of 
local  travelers.  A  year  ago  these  gentlemen 
were  complaining  that  their  profession  had  be- 
come one  of  the  lost  arts.  All  of  a  sudden  we 
find  them  again  as  busy  as  they  were  years  ago 
when  there  was  no  sellers'  market,  when  the 
salesman  was  a  necessity  and  his  orders  the  re- 
sult and  reward  of  hard  work  and  good  sales- 
manship. The  trade  is  "looking  up"  most  de- 
cidedly in  this  respect.  There  is  no  getting 
around  the  fact  that  the  Summer  has  been 
rather  slow.  The  condition  was  due  to  two  per- 
fectly good  reasons:  large  Spring  stocks  and 
the  credit  situation.  But  we  are  equally  em- 
phatic in  stating  that  the  past  two  weeks  have 
shown  considerable  improvement,  at  least  in  the 
wholesale  branch,  to  those  concerns  whose  rep- 
resentatives have  kept  in  close  touch  with  itheir 
dealers.  Notices  and  printed  warnings  as  to 
the  transportation  difficulties  which  loom  ahead 


have  had  their  effects,  but  it  requires  the  per- 
sonally expressed  knowledge  of  a  representa- 
tive to  place  the  facts  squarely  before  the 
dealer  in  their  full  importance.  A  famous  statis- 
tician says,  "Go  South."  If  we  are  to  judge  from 
reports  of  travelers  who  have  returned  to  this 
city  we  would  advise  to  "go  anywhere."  The 
Mid-West  enjoys  an  excellent  crop  outlook,  for 
which  reason  we  are  promised  good  talking  ma- 
chine sales  in  all  parts  of  this  section. 

New  Columbia  Manager 

On  August  30,  at  the  LaSalle  Hotel,  a  fare- 
well luncheon  was  tendered  to  Kenneth  Mills, 
who  for  the  past  six  months  or  more  had  been 
manager  of  the  Columbia  Co.'s  Chicago  branch. 
This  gathering  might  also  be  considered  a  feast 
of  welcome  for  John  McKenna,  who  succeeded 
Mr.  Mills.  Mr.  Mills  was  promoted  to  the 
managership  of  Columbia's  New  York  branch, 
and  Mr.  McKenna  had  been  promoted  from  the 
managership  of  the  St.  Louis  branch.  Before 
coming  to  Chicago  to  assume  charge  of  the 
Columbia  branch  here,  Mr.  Mills  had  been  assist- 
ant sales  manager  of  the  New  York  office.  Mr. 
McKenna  is  well  known  to  the  Chicago  trade, 
for  previous  to  his  having  taken  charge  of  the 
St.  Louis  branch  he  had  been  manager  of  a 
large  Chicago  concern. 

A  Columbia  Surprise 

For  the  second  time  in  the  history  of  the 
talking  machine  industry,  if  memory  serves  us 
aright,  a  regular  recording  plant  was  moved  to 
Chicago,  and  both  times  by  the  Columbia  Co. 
The  reason  of  this  move  on  the  Columbia  Co.'s 


part  was  Ted  Lewis.  As  is  well  known  to  the 
trade,  the  Ted  Lewis  Columbia  records  are 
top  notchers  among  the  best  sellers  and  dealers 
all  over  are  reaping  a  harvest  with  them.  In 
order  to  satisfy  the  trade's  demand,  it  was  up 
to  the  Columbia  Co.  to  secure  more  of  Ted's 
jazz  record's.  He  has  been  playing  in  Chicago 
for  the  past  two  months  or  more,  and  because 
of  a  contract  with  the  Greenwich  Village  Follies 
Co.,  wherein  his  act  appears,  he  was  unable  to 
go  to  New  York  for  recording  purposes.  There- 
fore, in  order  to  obtain  more  of  his  jazz  records 
it  was  up  to  the  Columbia  Co.  to  ship  a  record- 
ing instrument  to  Chicago.  This  was  done  and 
the  instrument  was  installed  in  a  temporary 
laboratory  located  in. the  same  building  with  the 
Columbia  Chicago  office.  Ted  was  very  busy 
for  a  whole  week  recording,  and  while  he  was 
at  it  many  Columbia  dealers  took  advantage  of 
the  situation  and  watched  how  it  was  done,  in 
order  to  gain  some  inside  information  as  to 
how  record's  are  made.  Ted  recorded  all  of  his 
latest  numbers,  including  "Fair  One,"  which,  in 
his  opinion,  is  one  of  the  best  numbers  he  ever 
put  across.  The  recording  was  under  the  super- 
vision of  A.  R.  Harris,  of  Columbia's  New  York 
recording  laboratories. 

New  Store  Opens 
A  new  store,  known  as  The  Greenstone  Talk- 
ing Machine  Co.,  was  opened  several  days  ago 
in  this  city.  It  is  located  at  the  corner  of  Robey 
street  and  Milwaukee  avenue,  one  of  the  busiest 
corners  of  Chicago's  outlying  districts.  The 
(Contitnicd  on  page  144) 


I  TRANSFER  NAME-PLATES  j 

We  make  the  Transfer   Name  -  Plales  and  Trade-Marks  for  | 

ij                                the  largest  talking  machine  manufacturers  in  this  country  and  ;j1 

for  dealers  in  every  state.  h 

Bji                                   YOUR  NAME,  Mr,  Dealer,  ori  every  machine  brings  the  owner  p 

^                                back  to  yoLi    or  records  and  his  friends  to  you  for  a  machine.  b 

^                                                                      .                                  .  N 

E,'  Samples,  Suggestions  and  Sketches  Furnished  Free 

THE  MEYERCORD  COMPANY,  CHICAGO  j 

Largest  Manulacturers  of     JJEC  AlLCO  V^/Il  \fI/V     Transfer  Name-Plates  | 

ft--.-.                                                          ~~7ZZ~ZZ77^Z~IZ..  J 


144 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  143) 


opening  was  attended  by  many  of  the  officials  of 
Columbia's  Chicago  branch.  This  store  handles 
Columbia  goods  exclusively.  It  is  equipped 
with  ten  demonstration  booths  and  record  bins 
for  the  accommodation  of  over  ten  thousand 
records.  E.  Greenstone  is  the  proprietor  oi 
the  new  store. 

Change  Business  Policy 

A  new  change  in  business  policy  was  recently 
eflFected  by  the  Repeater  Stop  Co.  of  this  city. 
Heretofore  it  had  been  the  policy  of  this  com- 
pany to  handle  its  selling  directly  from  its 
Chicago  office.  Now,  however,  since  the  new 
policy  has  been  in  force  this  company  has  been 
establishing  what  might  be  termed  territorial 
jobbers  throughout  the  country;  that  is  to  say,  if 
a  jobber  is  selected  to  represent  them  he  is 
given  a  definite  territory  to  look  after  and  al! 
sales  for  Repeater  Stops  originating  in  that 
particular  territory  are  credited  to  him.  This 
change  has  been  made  necessary  by  the  con- 
stantly increasing  business  of  the  company. 
Among  those  who  have  already  been  given  ter- 
ritorial rights  are  J.  W.  Becker,  of  Atlanta,  Ga., 
who  is  now  looking  after  Georgia,  Louisiana, 
Florida,  Alabama,  Mississippi  and  North  and 
South  Carolina.  A.  G.  Kunde,  of  Milwaukee,  is 
handling  the  Wisconsin  territory,  and  the 
Vaudephone  Co.,  of  Seattle,  has  been  appointed 
to  look  after  the  Washington  territorj-. 

Brunswick  for  Jap  Battleship 

The  Abelowitz  Phonograph  Co.,  of  New  York, 
recently  sold  a  Brunswick  instrument  to  Capt. 
Tumura,  of  the  Japanese  battleship  Kasauga. 
The  phonograph  will  be  used  permanently  on 
board  the  Japanese  man-of-war,  which,  by  the 
way,  had  come  to  take  part  in  the  third 
Maine  centennial  celebration.  The  Japanese  em- 
bassy at  Washington,  D.  C,  was  also  presented 
with  a  Brunswick  phonograph,  which  was  pur- 
chased at  the  same  time  by  Capt.  Tumura. 
Busy  with  Pathe  Line 

The  Interstate  Phonograph  Co.,  Inc.,  located 
at  1018  S.  Wabash  avenue,  recently  opened  to 


handle  the  Pathe  business  in  the  Middle  West, 
has  been  exceedingly  busy  of  late.  Manager  A. 
T.  Boland,  assisted  by  J.  R.  McCarthy,  predicts 
big  things  for  the  Pathe  during  the  coming  Fall. 
The  Call  of  the  Fields 
Everybody  has  an  idea  just  why  talking  ma- 
chines are  purchased:  for  dancing,  to  cheer  up 
a  home,  to  laugh  with  "Uncle  Josh"  or  "Cohen 
at  the  Telephone,"  or  just  because  the  home 
seems  incomplete  without  one.  All  of  these 
phases  of  the  appeal  of  the  talking  machine 


have  been  given  wide  publicity  in  advertising; 
but -another  appeal,  which  we  think  a  strong 
one,  has  been  brought  out  by  Lyon  &  Healy  in 
some  recent  Chicago  newspaper  advertising; 
that  is,  the  call  of  the  country  and  open  fields 
as  expressed  on  the  talking  machine.  Music  is 
more  expressive  than  words  written  or  spoken. 
To  the  person  with  imagination  it  can  bring  al- 
most the  reality  of  that  which  is  in  fact  im- 
possible of  realization. 

(Continued  on  page  147) 


SUPERIOR  MOTORS  COMPANY 

HIGH  GRADE  PHONOGRAPH  MOTORS 


MANUFACTURERS  OF 


We  are  now  thoroughly  organized  and  equipped  for  manufacturing  Phonograph  Motors  in  large  quantities 

and  can  make  immediate  deliveries. 


WRITE    FOR  PRICES 


SUPERIOR  MOTORS  CO. 


361  West  Superior  Street 


CHICAGO,  ILL. 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


145 


AEOLIAN-VOCALION 

In  Period  Designs 


HERE  is  a  nation-wide  demand  for  the  finest  in  period  furniture 
which  logically  includes  phonographs.  Many  buyers  of  period  fur- 
niture know  what  is  good  and  what  is  not. 

Vocalion  Period  Models  may  be  offered  to  the  most  discriminating  with 
the  utmost  assurance. 

Business  prestige  is  increased  by  the  Vocalion.  Period  and  conventional 
models  both  reflect  design  and  craftsmanship  of  the  highest  order. 

Vocalion  Records  (lateral  cut)  are  the  supreme 
achie'vement  of  the  art  of  recording.  Their 
quality  is  apparent  on  any  standard  phonograph. 

THE  AEOLIAN  COMPANY 

529  South  Wabash  Avenue,  Chicago,  IlHnois 


■  ■  ■ 


146 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Phonograph  Motors 


Silent — Self-Lubricating — Enclosed 

FOUR  REAL  REASONS  FOR  UNITED  SUPERIORITY 


DESIGN 

The  basis  of  all  motor  trouble  is  faulty  de- 
sign. Workmanship,  however  good,  cannot 
offset  it. 

'  It  is  one  thing  to  make  a  motor  which  by 
special  "tuning"  and  adjustment  will  run 
fairly  well  until  it  is  shipped,  and  quite  an- 
other story  to  produce  motors  which  will 
assemble  into  cabinets  without  any  bother 
and  run  "sweetly"  for  a  term  of  years. 

Our  Engineers  did  not  follow  the  beaten 
path,  except  where  old  practice  was  sound. 
We  knew  by  experience  the  shortcomings 
of  the  phonograph  motor  and  solved  the 
problems  back  of  each  trouble,  and  that  those 
troubles  are  overcome  you  will  realize  when 
you  test  and  analyze  this  motor. 

LUBRICATION 

One  of  our  Engineers  was  for  years  designer 
and  in  charge  of  production  for  the  largest 
makers  of  automatic  lubricating  equipment 
in  this  country.  Naturally,  he  understands 
practical  lubrication  and  how  to  accomplish 
it. 

A  continuously  silent  and  vibrationless 
motor  is  absolutely  impossible  without  auto- 
matic lubrication  of  all  the  chief  bearings 


and  gears.  This  we  achieve  by  means  of  the 
enclosed  casting  and  a  capillary  oiling  sys- 
tem, original,  simple  and  effective. 

The  motor  needs  no  attention  for  at  least  a 
year,  when  a  tablespoonful  of  oil  may  be 
necessary.  The  enclosed  casting  makes  this 
oiling  system  possible  and  keeps  out  dust 
and  dirt  and  protects  the  mechanism  in 
handling. 

RESOURCES  AND  EQUIPMENT 

Excepting  only  springs  and  castings,  felts, 
etc.,  we  make  every  part  of  the  motor  in  our 
own  works,  where  we  can  and  do  vigilantly 
control  accuracy  and  quality.  Our  tool 
equipment  is  modern  and  the  best  money 
can  buy. 

Amply  financed,  material  requirements  cov- 
ered, we  have  no  impediments  to  real  quality 
production. 

CONCENTRATION 

We  make  just  one  thing — Phonograph 
Motors.  We  concentrate  on  it,  and  it  is  a 
highly  specialized  business.  Our  present 
capacity  is  approximately  2,000  Motors 
daily,  and  we  have  been  making  big  quan- 
tities for  years.  We  supply  some  of  the  larg- 
est talking  machine  companies  in  this  and 
other  countries. 


Supplied  in  2,  3  and  4  Spring  Models 
Felt  and  Valour  Table  Coverings,  Nickel  and  Gold  Finish 
Write  us  for  full  information,  details  of  design,  models,  prices,  etc. 


United  Manufacturing  &Distributing  Co. 

LAKE  SHORE  DRIVEand  OHIO  ST.    CHICAGO,  ILL. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


147 


For  Playing 
All  Makes 
of  Disc  Records  on  the  Edison 


JUST   S  A  Y— "^^"^  sample  of  the  No.  1  -E  Edison 
^^—i Attachment  on  approval !  !  " 


Note  how  it  operates  with  the  lever  of  the  Edison  the  same  as  the 
regular  Edison  Reproducer.  Hear  the  deep,  rich  glowing  tone  quality, 
then  you  will  understand  why  the  Oro-Tone  is  in  a  class  by  itself. 


Retail  Price,  Nickel  Plated,  $8.50 


Highest  Grade  Gold  Plating,  $12.50 


Illustration  shows  the  Oro-Tone  attached  to  the  Edison 


The  Oro-Tone  Victor  Attachment 

The  new  LS-V  Oro-Tone  for  the  Victor.  Plays  all  records,  giving  the  deep, 
rich  tone  quality  so  much  desired.  Ask  for  sample  of  the  LS-V  attachment 
on  approval— we  will  gladly  send  it. 

Retail  Price,  Nickel  Plated,  $6.50  Highest  Grade  Gold  Plated,  $9.50 

THE  ORO-TONE  CO. 

fm-  OUR  NEW  HOME  1000  TO  1010  GEORGE  ST.,  CHICAGO,  ILL.  Illustrating  the  LS-V  attached  to  the  Victor 

Mfrs.  o(  highest  grade  tone  arms,  reprodacers,  attachments  for  phonographs  for  playing  all  records.    Diamond  and  jewel  point  needles,  motors,  supplies,  etc. 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  144) 


"To  the  children  of  cities,  the  country  with 
its  beckoning  seems  fairyland,"  says  an  adver- 
tisement by  Lyon  &  Healy,  featuring  the  Vic- 
trola.  "For  a  short  while  each  Summer  the 
fortunate  ones  join  the  butterfly  in  flight,  or 
watch  the  bees  drain  the  hollyhock  of  its  nectar. 
During  the  rest  of  the  year  city  drabness  and 
the  narrow  confines  of  grey  streets  claim  them. 
The  Victrola,  however,  brings  to  them  even  in 
Mid-Winter  the  song  of  the  thrush  and  simple 
melodies  that  replace  city  stones  with  open 
meadows." 

Smallest  Victrola 
Here,  ladies  and  gents,  we  beg  to  introduce  to 
you.  the  most  "petite"  talking  machine  in  the 


the  slightest  detail  and  is  a  marvel  of  ingenuity. 
The  entire  machine  was  the  work  of  one  man, 
an  employe  of  Lyon  &  Healy. 

Heads  New  Lyon  &  Healy  Department 
Vincent  Healy,  of  Lyon  &  Healy,  has  been 
made  the  head  of  a  new  department  in  this 
company  which  will  have  as  its  aim  the  in- 
creased efficiency  of  employes.  The  new  de- 
partment will  be  known  as  the  Personnel  De- 
partment, and  will  be  combined  with  the  pres- 
ent employment  department,  both  of  which  will 
be  under  the  charge  of  Mr.  Healy.  The  Per- 
sonnel Department  will  be  open  to  employes  at 
all  times  for  complaints,  suggestions,  etc.  It  is 
hoped  that  higher  efficiency  will  be  attained 
through  the  liaison  thus  ef¥ected  between  the 
employes,  managers  of  departments  and  execu- 
tives. 

More  Music  and  Musicians 

"The  person  who  can't  tell  one  tune  from 
another  is  made,  not  born,"  says  Miss  Henri- 


etta Weber  in  a  book  on  music  recently  pub- 
lished and  entitled  "Putting  Young  America  in 
Tune."  This  is  an  interesting  statement,  and  if 
unmusical  people  are  the  product  of  circum- 
stances we  of  the  talking  machine  trade  are  in- 
terested in  knowing  just  what  these  circum- 
stances are,  so  that  we  can  change  them.  We 
recommend  Miss  Weber's  book  to  the  inter- 
ested. 

McArthur  Visits  East 
R.  N.  McArthur,  manager  of  the  Phonograph 
Specialties  Co.,  has  gone  to  Atlantic  City  for  his 
vacation.    Mr.  McArthur  was  accompanied  by 
his  wife. 

Display  of  Needles 

The  Wade  Talking  Machine  Co.  is  carrying 
this  month  in  its  Michigan  avenue  window  a 
most  attractive  display  of  various  styles  of  talk- 
ing machine  needles.  In  the  center  of  the 
window  appear  some  thousands  of  fibre  needles, 
(Continued  on  page  149) 


Unique  Miniature  Victrola  Model 

world.  At  least  this  is  what  the  largest  Mid- 
West  distributor  says  of  its  smallest  Victrola. 
It  is  a  miniature  of  the  Victrola  style  sixteen 
and  stands  five  inches  high,  exactly  one-tenth 
of  the  original.  It  is  hand-carved  from  solid 
mahogany  and  completely  equipped  with  a  li- 
brary of  albums,  turntable,  sound  box,  tone  arm, 
etc.,  all  of  which  function  properly.  An  elec- 
tric motor  concealed  inside  operates  the  turn- 
table upon  which  the  needle  rests  in  a  realistic 
manner.    Though  mute,  it  is  complete  down  to 


t  ^    _  ^  _  

I 

The  VALANCES  ^,,y,„. 

Finishing  DRAPERIES  Store 

Touch         FLOOR  COVERINGS  window 

In  a  recent  survey  in  Chicago  1,000  stores  were  picked  as  exceptional  money  makers.  The  windows 
of  875  ot  these  stores  displayed  that  finished  appearance  which  can  only  be  produced  through  the  use 
of  valances,  draperies  and  floor  coverings.  Marshall  Fields  and  Wanamakers  as  well  as  the  smallest 
stores  in  the  smaller  towns  recognize  the  value  of  investment  in  finished  windows. 

Large  assortment  of  styles  and  colors  ready  for  immediate  delivery  of  the  quality  you  expect  from 

CURTIS-LEGER  FIXTURE  COMPANY 

MAIL   THIS  rniipniv 

Send  us  Prices  and  Photos  of  store  window 
Est^869  VALANCES  PLUSH 

FLOOR   COVERINGS  DRAPERIES 

>KI|C^  Kind  of  Store  

240  W.  Jackson  Blvd.  Name    

CHICAGO,  U.  S.  A.  Address       


148 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


DO  IT  ELECTRICALLY: 

It  is  the  Ideal  Motive  Power  for  phonographs, 
quiet — efficient — dependable — labor  saving  and 
thoroughly  practicable.  The  Electric  Drive  offers 
New  and  Greater  Possibilities  for  phonographs. 

MANUFACTURERS: 

Equip  your  phonographs  with  the  New  John- 
son Electric  Drive.  The  Electric  Idea  has  arrived 
and  is  here  to  stay. 

MR.  DEALER: 

Make  "Live  Customers  Out  of  Dead  Ones" — A 
new  Electric  Phonograph  Motor  revives  interest  in 
new  records. 

You  can  profitably  replace  spring  motors  with 
the  new  Johnson  Electric  Drive — The  installation 
is  simple  requiring  no  mechanical  skill.  Write  us 
for  full  information  concerning  the  great  possibilities 
For  You  in  our  Plan. 

REMEMBER: 

The  Johnson  Electric  Drive  is  the  most  uni- 
versally used  Electric  Drive  on  the  market.  Orders 
for  thousands  of  these  Motors  are  already  on  our 
books  and  more  orders  coming  in  each  day. 

H.  G.  SAAL  COMPANY 

I  800  Montrose  Ave.,  Chicago.  111. 

(Exclusive  Sales  Distributors.) 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


149 


FROM  OUR  CHICAGO  HEADQUARTERS 

(Continued  from  page  147) 

together  with  a  number  of  huge  bamboo  poles 
to  show  the  public  whence  the  needles  are  cut. 
Tonofone  semi-permanent  needles  and  steel 
needles  on  either  side  of  the  fibre  needle  group 
complete  the  display. 

More  Playerphones 
The  new  factory  of  the  Playerphone  Talking 
Machine  Co.,  located  at  4223-4241  Lake  street, 
is  now  busily  occupied  with  the  production  of 
Playerphones.  R.  H.  McKenzie  with  his  force 
of  workers  is  completely  established  in  the  new 
location.  However,  the  work  of  interior  deco- 
ration continues  in  parts  of  the  building.  Fall 
orders  for  Playerphones  have  necessitated  a 
maximum  output  of  these  instruments  and  both 
the  new  and  the  old  Playerphone  factory  lo- 
cated at  4121  Iowa  street  are  in  operation. 


MANDEL  MFG.  CO.  IS  REORGANIZED 

Jos.  F.  Grossman  Heads  New  Company,  Which 
Is  Declared  to  Have  Ample  Financial  Backing 


Chicago,  III.,  September  1. — An  announcement 
was  made  last  week  to  the  effect  that  the  work 
of  reorganizing  the  Mandel  Mfg.  Co.,  talking 
machine  manufacturers  of  this  city,  had  been 
completed  and  that  the  new  company  would 
continue  doing  business  under  the  established 
name  of  the  Mandel  Mfg.  Co. 

The  officers  of  the  reorganized  company  are: 
Joseph  F.  Grossman,  president  and  treasurer; 
M.  B.  Silverman,  vice-president,  and  J.  H.  Hupp, 
secretary.  The  authorized  capital  is  $400,000 
first  preferred,  $500,000  second  preferred  and 
100,000  shares  of  common  stock. 

The  new  capital  makes  it  possible  to  enter 
the  phonograph  business  on  a  considerably  ex- 
panded scale.  The  sales  organization  will  be 
enlarged  and  all  other  activities  of  the  com- 
pany will  be  accelerated  proportionately.  The 
new  management  will  retain  the  very,  efficient 
organization  of  the  old  company  and  will  con- 
tinue the  policy  of  producing  a  phonograph  of 
merit  throughout.  The  Mandel  Mfg.  Co.  looks 
forward  to  a  Fall  business  even  in  excess  of 
that  of  years  past. 


PROTECT  NAME  "SYMPHONOLA" 

Price  &  Teeple  Piano  Co.  Win  in  Dispute  With 
Talking  Machine  Concerns  Who  Seek  to  Use 
Name — Important  Ruling  of  Patent  Office 


Chicago,  III.,  September  1. — The  application  of 
the  Symphonola  Manufacturing  Co.,  of  Minne- 
apolis, for  a  trade-mark  and  the  privilege  of 
using  the  name  "Symphonola"  on  talking  ma- 
chines, as  well  as  the  application  of  Paul  Rudert 
of  Tarentum,  Pa.,  to  use  the  name  "Symphone" 


Magnifies  Sound  50  Times 
ACME  SOUND  AMPLIFIER 
Enables  the  repairman  to  locate  the  precise  point  of  orleln 
of   unnecessary   noise   in    the    motor   without   loss   of  time 
or  useless  disorganization  of  the  mechanism   which  results 
from  guessing  or  the  sense  of  hearing  alone. 

MAKES    EVERY    MOVING    PART  IMMEDIATELY 
ACCESSIBLE 

"Guesswork  Won't  Do ' 

The  ACME  allows  a  lest  -with  the 
drag  of  the  needle  throughout  the 
length  of  the  record. 


The 

Acme  Speed  Indicator 

— is  precision  made. 
— clears  the  tone  arm. 
— locates  motor 

troubles. 
— ^-registers  78  and  80 
"The  repairman's  jlelhoscope."  revolutions. 
Made  by 

Acme  Engineering  &  Mfg.  Co. 

1622  Fulton  Street  CHICAGO 


That  makes  the  phonograph  motor  mote.  It  is  the  driving  power 
behind  the  gears. 

But  to  utilize  all  of  the  potential  energy  in  the  coiled  spring  requires 
careful  design.  Width,  length,  thickness,  temper,  size  of  drum  and 
gear  ratios  must  be  scientifically  co-ordinated. 

The  springs  in  Ironclad  Motors  are  of  the  finest  crucible  steel,  care- 
fully selected  for  temper.  The  proportions  have  been  determined  by 
rigid  test  as  the  ones  best  adapted  to  deliver  the  maximum  energy. 

The  method  of  hooking  the  springs  to  the  hub  utilizes  the  full  width 
and  strength  of  the  spring  at  this,  the  point  of  greatest  stress,  and 
has  eliminated,  almost  entirely,  spring  breakage.  Furthermore  no 
tools  are  required  to  hook  the  springs,  either  in  hub  or  drum. 

Ironclad  Motor  Springs  are -permanently  lubricated,  with  graphite, 
when  assembled,  by  a  special  machine  and  method  which  treats  the 
entire  surface  uniformly.  The  annoying  spring  kick  found  in  many 
motors  is  entirely  absent.    Springs  require  no  attention  for  life. 

THE  ORIGINAL  ENCLOSED  MOTOR 

IRONCLAD 

SILENT  AS  A  SHADOW 


GHERINGTON  MFG.  CO.,  WAUKEGAN,  ILL. 


on  sound  boxes  for  talking  machines  has  been 
denied  by  the  Commissioner  of  Patents.  The 
commissioner  rules  that  the  use  of  the  name 
"Symphonola"  or  of  a  similar  name  such  as 


REPAIRS 

Motors,  Reproducers,  Etc.,  Repaired 
by  Experts — Quick  Delivery  Ser- 
vice—Correct Prices. 

H'rite  for  Our  Circular  "C" 
ROSENBERG   PHONOGRAPH  CO. 

1252  S.  Jefferson  St.  CHICAGO 

CANAL  4325 


"Symphone"  on  talking  machines  constitutes  an 
interference  with   the   rights   of  the   Price  & 
(Continued  on  page  150) 


AMBEROLAS 

will  sell  themselves  if 
given  a  fair  chance. 


We  ship  anyrvhcre  in  the  U.  S. 


J.  I.  LYONS 

17  WEST  LAKE  STREET 
CHICAGO 


150 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


"Most  Remarkable!  Great! 

An  electrically  operated  phonograph  with  a  Re- 
peater-Stop attached — is  the  nearest  thing  to  perpetual 
motion ! " 

That's  what  one  of  the  most  prominent  men  in  the  phonograph  industry 
said  about  the  Repeater-Stop. 

"Why  can't  every  dealer  sell  them  to  the  owners  of  thousands  of  phonographs 
already  in  use?' 

"How  can  the  jobbers  refrain  from  stocking  them,  and  how  in  the  world 
can  manufacturers  proclaim  their  product  completely  equipped  without  the 
Repeater-Stop?" 

We  leave  these  answers  to  the  imagination  of  the  trade. 

We  know  that  the  market  prevaiHng  for  it  is  big  and  the  far-seeing  dealers 
are  ordering  them.  The  demand  upon  the  jobbers  will  eventually,  if  not  now, 
compel  them  to  stock  up  for  the  coming  season. 

The  "up-to-the-minute"  manufacturer  is  already 
testing  the  device.    Almost  20,000  now  in  use. 

Every  instrument  is  guaranteed  and  protected  by 
basic  patents. 


Repeater-Stop  Company 


115  S.  Dearborn  Street 
CHICAGO,  ILLINOIS 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  149) 


Teeple  Piano  Co.,  of  Chicago,  who  clearly  estab- 
lished the  fact  that  they  had  used  the  name 
"Symphonola"  since  the  year  1911,  thus  ante- 
dating the  others,  and  were  therefore  entitled 
to  the  exclusive  rights  to  the  name  "Sym- 
phonola" or  to  any  names  of  a  similar  char- 
acter. This  decision  affirms  the  prior  favorable 
decision  of  the  Examiner  of  Interference  in  the 
above-mentioned  case,  number  43386. 


"LIVE"  WINDOW  DISPLAY 

Brunswick  Dealer  in  Colorado  Springs  Engages 
Dancer  to  Appear  in  Show  Window  Adver- 
tising Hits  and  Attracts  Enormous  Crowds 


Chicago,  III.,  September  8. — The  Brunswick- 
Balke-Collender  Co.  believes  that  a  Colorado 
Springs  dealer  takes  the  cake  when  it  comes  to 


The  manager  of  the  Peerless  Phonograph  Shop 
of  Colorado  Springs  not  only  agrees  with  them 
but  goes  them  one  better  by  taking  the  term 
"live"  window  trims  literally.  In  co-operation 
with  the  manager  of  a  local  moving  picture 
house  he  arranged  to  have  a  dancer  appear  in 
the  window  of  his  store  at  stated  hours  of  the 
day,  advertising  the  Fitzmaurice  motion  pic- 
ture success,  "On  \\'ith  the  Dance,"  scheduled 


NO  SUCH  THING  AS  BAD  LUCK 


There  is  no  such  thing  as  bad  luck.  It  usually 
comes  as  a  direct  result  of  mismanagement, 
carelessness,  or  improvidence. 


The  Symphony  Reproducer 

for  those  who  want  perfect 
tone  reproduction 


The  symphony  reproducer  is  designed  to 
operate  satisfactorily  on  either  lateral  Cut  or 
Hill  and  Dale  records.  It  is  neat  in  appear- 
ance and  can  be  adapted  to  practically  any 
tone  arm  on  the  market. 

Sample  price,  each,  $4.30. 

Quantity  prices  on  application. 

Manufactured  and  guaranteed  by 

FUEHR  &  STEMMER  PIANO  CO. 

2701  S.  WELLS  STREET  CHICAGO,  ILL. 


Crowd  Looking  at  Brunswick  Window  of  Peerless  Phonograph  Shop 
originality   in  window   displays.     The  dealers'     to  appear  in   Colorado  Springs  shortly  after- 
service  department  has  been  persistent  in  an     ward.    About  a  week  prior  to  the  showing  of 
effort  to  educate  its  dealers  to  the  value  and      this  picture  a  dancer  was  engaged  and  publicity 
necessity  of  "live,"  appropriate  window  trims.  (Continued  on  page  152) 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


151 


Model    506  $295.00 


Model 

502 

The  finest  reproducing 
phonograph  in  the  "world 

BUILT  along  artistic,  harmonious  lines,  a 
distinct  creation  of  the  wood-crafter's 
highest  art,  the  Steger  makes  an  eloquent 
appeal  to  every  lover  of  the  beautiful. 

It  is  an  exquisite  adornment  of  the  home — 
and  more.    It  is  the  soul  of  music. 

The  masterful  artistry  of  living  genius  finds 
in  the  Steger  its  most  faithful  medium  of 
expression.  Every  beauty  of  score,  every 
delicate  shading  of  sound  is  as  exact  in  its 
rich  quality  as  if  emanating  direct  from  artist 
or  instrument.  It  plays  all  records  correctly — 
no  parts  to  change. 

This  marvelous  fidelity  to  original  tone  value 
is  chiefly  attributable  to  the  patented  Steger 
tone  arm  and  tone  chamber,  triumphs  of 
human  ingenuity  and  skill. 

Active  dealers  have  found  that  the  interest 
and  appreciation  of  critically  inclined  buyers 
eventually  center  on  the  Steger. 

You  can  make  it  a  big  asset  of  your  business 
because  of  the  quick  turn-over — and  because 
we  can  ship  at  once  upon  receipt  of  order. 

Write  for  Steger  phonograph  style  brochure  today 

STEGER  Phonograph  Wholesalers 


Smith  &  Nixon  Co.,  306  West 
Walnut  St.,  Louisville,  Ky. 

Hall  Music  Company,  246 
Pine  Street,  Abilene,  Texas. 

Warfield-Pratt-Howell  Co.,  1st 
and  Court  Sts.,  Des  Moines, 
Iowa. 


Iver  Johnson  Sporting  Goods 
Co.,  155  Washington  Street, 
Boston,  Mass. 

Steger  &  Sons  Piano  Mfg.  Co., 
867  Broad  St.,  Newark,  N.  J. 

Jones  Brothers  Co.,  317 
Main  St.,  Jacksonville,  Fla. 

Jones  Brothers  Co.,  137  Campbell  Phonograph  Sales 
Whitehall  Street,  Atlanta,  Co.,  60  East  South  Temple 
Georgia.  Street,  Salt  Lake  City,  Utah. 

MILWAUKEE  DRUG  CO..  MICHIGAN  AND  JEFFERSON  STREETS, 
MILWAUKEE,  WISCONSI. 

STEGER  &  SONS 

Steger  Building,  Chicago,  III 


f/ 


Model    505  $220.00 


152 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


■iiiiiii 


Hi 


lawa 


Production 


a 


Service 


Delivery 


Hiawatha 
Production 

Will  guarantee  you  splendid 
service,  and  immediate  de- 
livery in  all  models.  The 
increase  in  our  business  has  been  so  great  during  the 
year  that  we  could  not  accept  any  new  business  until  our 
production  had  reached  this  stage. 


Quality  is  Our 
Watchword 

Jobbers  and  dealers  can 
prepare  for  the  fall  trade 
now.  Know  before  you  buy. 
The  quality  of  all  Hiawatha 
models  is  beyond  question. 


Hiawatha  Phonograph  Company 


209  SO.  STATE  ST. 


CHICAGO,  ILL. 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


153 


Write 


to  the  largest  distributor  in  the  Middle  West  who 
offers  the  most  co-operation  and  best  service 


Write 


for  the  agency  rights  in  your  city  of  the 


Write 


LYON  &  HEALY 

CHICAGO 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  150) 


given  her  appearance  in  the  dealer's  window.  was  not  disclosed,  but  it  turns  out  that  she  was 
News  stories,  mysteriously  telling  of  a  masked  a  student  of  one  of  the  high  schools  who  pos- 
lady  who  was  supposed  to  have  suddenly  thrust  sesses  considerable  talent  in  the  terpsichorean 
herself  upon  the  city,  ap- 
peared in  the  daily  papers. 
Ads  such  as  "Sh-h — Have 
You  Seen  the  Masked 
Dancer  in  the  Window  of 
the    Peerless  Phonograph 


Shop? 


were     flashed  in 


every  edition.  The  inorn- 
ing  before  the  appearance 
of  the  lady  the  window  was 
prepared  with  streamers  of 
brightly  colored  crepe  pa- 
per hung  from  the  ceiling, 
together  with  a  number  of 
toy  balloons.  These  were 
kept  in  motion  by  an  elec- 
tric fan.  Interest  was 
aroused  by  signs  saying 
"Who  Is  the  Masked 
Dancer?"  "Can  You  Name 
the  Masked  Dancer?"  "The 
Masked  Dancer  Will  Ap- 
pear in  This  Window  at 
12:30,  2,  4,  6  and  8  o'clock." 
The  identity  of  the  dancer 


art.  For  thirty  minutes  previous  to  each  sched- 
uled appearance  the  crowds  would  begin  to 
gather  before  the  window.  A  Brunswick  phono- 
graph, standing  in  the  doorway  next  to  the 
window,  furnished  the  music  for  the  dancing. 
This  instrument  played  popular  dance  hits  of 
the  day  and  naturally-  had  the  effect  of  creating 
increased  sales  of  records.  It  was  a  most  profit- 
able experiment  for  the  dealer.  The  theatre 
people  paid  the  dancer,  printed  all  the  show 
cards  and  even  passed  around  complimentary 
tickets  to  the  picture  in  return  for  the  use  of 
the  window.  Pictures  of  the  crowds  eagerly 
gazing  at  the  girl  dancing  in  the  window 
arid  the  interior  of  the  progressive  Colorado 
Springs  dealer's  shop  are  shown  herewith.  The 
idea  m^y  contain  material  from  which  other 
dealers  may  find  inspiration  for  similar  "stunts." 
Nearly  all  feature  films  these  days  ofi^er  good 
opportunities  for  publicity. 


View  of  Interior  of  Peerless  Phonograph  Shop 


WE  ILLUSTRATE.THE 

"HANDY"  "^a^p'*'' 

WE  ALSO  MAKE  IT  STATIONARY 

Nothing  better  made  for  Clamping  and 
Squaring  Talking  Machine  Cabinets 

Write  for  Catalogue  of  Clamping  Machines 
for  "Domes**  and  for  all  purposes^ 

VENEER  PRESSES  AND  CLAMPS 

HANDY  MFG.  CO. 

i27  E.  Madison  St.,  Chicago,  III. 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Caib  with  order 

State  make 
oi  tone  arm  Qied 


Also  made 
with  long 
brake  shoe 
for  1  inch 
offset 


Patented  Aue-  2t.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  for  attratUcc  quantity  price 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  5.  Wabash  Ato.,  Chicago 


154 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


^niijers»al  Displayors— Talking  Machine  and  Music  Trades 


No.  560 


j3 


No.  533 


No.  502 


WE  MANUFACTURE  OVER  FORTY  DIFFERENT  MODELS 

Order    Through    Your  Distributors 


ATLANTA.  GA. 
I.  W.  Becker 
Elyea  T.   M.  Co. 
Sonora    Dist.  Co. 

BALTIMORE.  MD. 
Cohen  &  Hughes 

E.  F.    Droop   &  Sons 
Eastern    Music  Shop 

BOSTON,  MASS. 
Ea';*''rn    T.    M  Co- 
Kraft.   Bates  &  Soenccr 
Musical    Products  Co. 

F.  C  Henderson 
National  T.   M.  Co 

New    Enqland    Phono  Co. 

Phono.    Equipment  Co. 

Phono.    Sunply  Co 

S    W    Sharmat  &.  Son 

M.  Stelnert  &  Son  Co. 

RROOKLYN.    N.  Y. 

American  T.   M.  Co. 

F=ro  Co. 

"^-and  T.   M.  Co. 

Metropolitan  M.   R.  Co. 

BUFFALO.  N.  Y. 
W.  D    &  C.  N.  Andrews 
Buffalo   T.    M.  Co. 
Buffalo  Whsle.  Hdwe.  Co. 

BURLINGTON.  VT. 
American    Phono.  Co. 

CAMDEN.  N.  J. 
Victor  T.   M  Co. 

'"■^"AR    RAPinS.  lA. 
Churchill   Drug  Co. 
CELINA.  0. 
Harponola  Co. 

CHICAGO.  ILL. 
Butler  Rrns. 

Chicago  Mu*:    Sal"«:  Co 
Chicaon  T    M  C" 
Cole     fL     niina<:  n-^ 
f-n.onHatert   T     M  Co 
Cumminn^.   For<*''r  On 
■^-"ire  T    M  n- 

"   ^     J.    A     Forcfpr  Mii^if^  Co 
^"'ler.    Mnrrjcon  P" 
'  ^Reside    Sirnnly  Co. 
■^t-'j^s    I.  Lvon« 
Mf-Kinloy    Music  Co. 
Wnble  Sunply  Co. 
"honooraoh  Co 
Van    Houten    A    7oon  Co 
Warle  T.   M.  Co. 
R.  Wurlltzer  Co 
H.  A.  Weymann  Co. 

CINCINNATI.  0 

^''olian  Co. 

'''^so.  Music  Pub  Co. 

^honooranh  Co 

R.  Wurlltzer  Co. 

CLEVELAND,  n 
Clevelanrt  T.  M.  Co 
'Fischer  Co. 
■Phonograph  Co. 

piLUMBu.";  n 
Perry  B.  Whitsit  Co 

~«LLAS.  TEX 
"arhour.   Longmire  Co. 
*'anoer  Bros, 
'^"nora   Dist  Co. 
'•-n     W.    Stoltc  Co. 
Walthall  Co. 

"ENVER.  COLO. 
'*"lumbla    Stores  Cn 
"nioht.   Camnbcll  Co. 
Mnorc.   Bird  4  Co. 


EL  PASO,  TEX. 
W.    G.    Walz  Co. 

GRAND   RAPIDS.  MICH. 

Chas.    W.    Kalder.  Inc. 
HOUSTON.  TEX. 
Southern    Drug  Co. 
Tallting    Mach.  Co. 

INDIANAPOLIS.  IND. 
Stewart   T.    M.  Co. 
JACKSONVILLE.  FLA. 
Florida  T.   M.  Co. 
KANSAS   CITY.  MO. 
J.  W.  Jenkins  Sons  M  Co. 
Richardson,  Conover  Hdwe. 
Schmelzer  Arms  Co. 
Phonograph  Co. 
Wm.   Voelker  Co. 

LINCOLN,  NEBR. 

Ross  P.  Curtice  Co. 

LOS   ANGELES.  CAL 
Starr  Piano  Co. 
Southern   Cal.    Music  Co. 

MEMPHIS.  TENN. 
Hessig-Ellis  Drug  Co. 


MILWAUKEE. 
Badger  T.  M. 


lA. 


No.  sei 


"FS  MOINES, 
Mickel  Bros. 

"FTROIT.  MICH. 
Wallace  Brown 
r^keh    Record  Olst. 
'Phonograph  Co. 

■^LMIRA.  N  Y. 
Elmira    Arms  Co. 


WIS. 
Co. 

E.   R.   Godfrey  &  Sons 
Hoeffler   Phono.    Mfg  Co. 
Yahr  &.  Lange  Drug  Co. 

MINNEAPOLIS.  MINN. 
Beckwith.  O'Neill  Co 
Minneapolis   Drug  Co. 
Stone  Piano  Co. 

NASHVILLE.  TENN. 

Gray  &.   Dudley  Hdwe.  Co. 

NEWARK,   N.  J. 
Collings  &  Co. 

NEWBERN.    N.  C. 
Scott  Register  Co. 

NEW    ORLEANS.  LA 
Philip   Werlein.  Ltd. 
Diamond  Phono.  Co. 

NEW  YORK,  N.  Y. 
Aeolian  Co. 

Cabinet   &   Accessories  Co. 
C.    Bruno    fit  Sons 
Century  Music  Pub.  Co. 
Crown   Music  Co. 
Columbia  Graph.  Co. 
Chas.  H.  Ditson  Co. 
Emerson  Phono.  Co. 
Enterprise  Music  Co 
Knickerbocker  T.   M  Co. 
Plaza  Music  Co. 
New   York  T.   M.  Co 

OKLAHOMA   CITY,  OKLA. 

Alexander  Drug  Co. 

Harbour.    Longmire   Phono  Co 

OMAHA.  NEB. 

Beebe  &  Runyan  Furn  Co. 

E.  E.  Bruce  &  Co. 
Ross  P.  Curtice  Co. 

F.  Sl  S.   Phono.  Co. 
A    Hospe  Co. 
MIckel  Bros. 
Paxton.   Gallagher  Co 
M.    E.    Smith    &  Co. 
Wright   &  Wilhemy 

PEORIA.  ILL. 
Putnam.   Page  Co. 
PHILADELPHIA,  PA. 

Emerson  Phono.  Co. 
GIrard  Phono.  Co. 
Heath   &.  Gorham 
Interstate   Phono.  Co. 
Penn  Phono.  Co. 
Philadelphia    Showcase  Co. 
M.  D.  Swisher. 


PITTSBURGH.  PA. 

Buehn   Phono.  Co- 
Cfarke   Musical  Sales  Co. 
W.   F.   Frederick  Co- 
National   Phono.  Co. 
R-ed  C'' 

S'.andard   T.   M.  Co. 

PORTLAND,  ME. 
Cressey    &  Allen 
PORTLAND.  ORE. 
Shcrn:an,  Clay  Co. 
RICHMOND.  VA. 
Corley  Co. 

Crafts,    Starr    Phono  Co. 
C.    B.    Haynes   &  Co. 
Roundtree  Corp. 

ROCHESTER,    N.  Y. 
E.  J.  Chapman 

SALT    LAKE    CITY.  UTAH. 

Columbia  Stores  Co 
Salt  Lake  Hdwe.  Co 
John   Elliot  Clarke  Co. 
Strevell.    Paterson    Hdwe.  Co. 
SAN  FRANCISCO,  CAL. 
Sherman.  Clay  s.  Co 
Stern  T.   M.  Co. 

SEATTLE.  WASH. 
Sherman.  Clay  &  Co. 

SIOUX   CITY.  IOWA 
Harser   &  Blish 

SPRINGFIELD.  MASS 
Commonwealth    Phono  Co. 
SPRINGFIELD.  MO. 
L.    E.   Lyons   Music  Co. 
SPOKANE.  WASH. 
Emerson  Washington  Sales  Co 
Northwest    Phono.  Jobbers. 
ST.    LOUIS.  MO. 
Associated    Furn.  (Hfgrs. 
Koerber- Brenner  Co 

SYRACUSE.  N.  Y. 
W.    D.    Andrews  Co 

TAMPA.  FLA. 
Tampa    Hdwe.  Co. 

WASHINGTON.    D.  C 
Cohen  &  Hughes 
0.   J.    DeMoll   &  Co. 
E.   F.   Droop  &.  Son 
R.    C.    Rogers  Co. 

WHEELING.    W.  VA. 
Hillman   Phono.  Co. 
R.   W.   Tyler  Co. 

CANADA 

Berliner  Gramophone  Co. 
Columbia   Graph.  Co 
His  Master's  Voice.  Ltd. 
Western   Gramophone  Co. 

CUBA 

A.  Melendez 
HOLLAND 

Fr.  Waldthauson  Co. 

NEW  ZEALAND 
E.  J.   Hyams.  Ltd. 

SOUTH  AMERICA 
Lnjous   Althoff  Co. 
Pratt  &   Brake  Corp. 
Wni.     H.  Howard 


No.  505 


totbergal  Jfixture  Corporation 


133  WEST  23rd  STREET 
NEW  YORK  CITY 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


155 


TO  CLOSE  OUT  RETAIL  BUSINESS 

A.  J.  Crafts  Piano  Co.  to  Concentrate  on  Manu- 
facturing End — Plant  to  Be  Enlarged  to  Make 
4,000  Pianos  and  10,000  Phonographs  Yearly 


IS  THE  PUBLIC  TIRED  OF  JAZZ? 


Richmond,  Va.,  September  6. — Announcement 
is  made  by  the  A.  J.  Crafts  Piano  Co.  that  its 
plant,  at  Twentieth  and  Franklin  streets,  is  being 
enlarged  and  that  the  company  will  devote  its 
entire  energies  to  the  manufacture  of  musical 
instruments.  The  retail  branch  of  the  business, 
which  was  started  here  in  a  small  way  in  1907, 
will  be  discontinued,  that  all  the  forces  may  be 
concentrated  in  manufacture. 

The  capacity  of  the  plant  when  in  full  opera- 
tion will  be  4,000  pianos  and  10,000  phonographs 
per  year.  The  product  of  this  concern  is  being- 
sold  by  some  of  the  largest  dealers  in  the  bigger 
cities  of  the  country,  and  is  said  to  be  giving 
perfect  satisfaction.  The  products  also  have 
made  successful  entry  into  the  export  trade. 

A  special  meeting  of  the  stockholders  of  the 
company  was  held  recently  at  the  plant  for  the 
celebration  of  the  completion  of  an  addition  to 
the  plant.    A  bufifet  luncheon  was  served. 

The  officers  of  the  company  are  as  follows: 
A.  J.  Crafts,  president;  J.  E.  Sorg,  first  vice- 
president;  T.  H.  Bower,  second  vice-president; 
R.  A.  Garber,  treasurer;  F.  M.  Wilson,  secre- 
tary. Directors:  A.  J.  Crafts,  J.  E.  Sorg,  E.  D. 
Newell  (Hampton),  W.  C.  Evans,  F.  M.  Wilson. 


HIGHER  EXPRESS  RATES  ON 


State  Carriers  to  Receive  IZYz  Per  Cent  Increase 
— Effective   September  1 


Albany,  N.  Y.,  September  1. — The  12^  per 
cent  increase  in  express  rates  authorized  a  few 
days  ago  by  the  up-State  Public  Service  Com- 
mission went  into  effect  to-day.  The  new  rates 
affect  everything  handled  by  the  American  Rail- 
way Express  Co.  and  other  carriers  in  the  State, 
with  the  exception  of  milk  and  cream  and  milk 
products.  There  is  no  change  in  the  rates  which 
apply  to  these  commodities. 

Rates  authorized  by  the  Comrtiission  may  be 
suspended  and  investigated  within  thirty  days 
on  complaint,  but  after  thirty  days  the  Commis- 
sion has  not  the  right  to  suspend. 

It  is  expected  that  the  up-State  Public  Serv- 
ice Commission  will  be  asked  within  a  short  time 
to  grant  another  increase  in  express  rates  to 
cover  the  War  Labor  Board's  recent  increase  in 
wages  granted  to  express  company  employes. 
It  could  not  be  ascertained  to-day  just  when 
this  increase  will  be  asked  for,  but  it  is  expected 
within  a  few  davs. 


BIG  MUSICAL  SEASON  FOR  DALLAS 


Music  Industries  Association  and  All  Dealers 
Prepare  to  Reap  Benefits  of  Biggest  Musical 
Season  in  History — Noted  Artists  Will  Appear 


Dallas,  Tex.,  Sept.  2. — That  the  musical  sea- 
son of  1920-21  will  be  the  biggest  season  in  the 
musical  history  of  Dallas  is  the  opinion  of 
Robert  Watkin,  secretary  of  the  Dallas  Music 
Industries  Association.  The  preparations  the 
dealers  are  making  for  the  coming  musical  year 
and  the  fact  that  many  noted  concert  artists 
have  been  engaged  for  the  recitals  here  this 
year  all  point  to  a  most  successful  season,  ac- 
cording to  Mr.  Watkin. 

Many  of  the  dealers  here  are  increasing  the 
display  rooms  in  their  stores,  and  several  of 
them,  as  the  Fall  musical  season  approaches, 
are  moving  their  stores  to  "music  row"  on  Elm 
street,  Mr.  Watkin  said.  Several  of  the  large 
department  stores  here  which  sell  musical  goods 
are  enlarging  their  musical  departments  also. 

Artists  engaged  for  recitals  here  this  season 
include  some  of  the  most  noted  on  the  concert 
stage  at  the  present  time.  Among  those  who 
will  appear  are  Mary  Garden,  famous  dramatic 
soprano;  Harold  Bauer,  well-known  pianist; 
Sophie  Braslau,  Lhevinne,  Eddie  Brown  and 
Oscar  Seagle.  In  addition  to  these  several 
choruses  and  choirs  will  appear. 


Recent  Statements  to  That  Effect  Call  Forth 
Editorial  Comment  in  New  York  World 


Inasmuch  as  the  talking  machine  is  at  pres- 
ent used  so  extensively  to  provide  music  for 
dancing,  and  as  the  great  majority  of  records 
now  being  sold  appear  to  be  dance  records, 
mostly  of  the  jazz  type,  the  following  editorial 
comment  in  the  New  York  World  regarding 
the  present  status  of  jazz  should  prove  inter- 
esting both  to  talking  machine  record  manufac- 
turers and  dealers: 

"Is  the  passion  for  freak  dance  music  going 
the  way  of  other  popular  fads?  The  statement 
of  a  music  publisher  that  'the  public  has  had  too 
much  jazz'  is  in  part  corroborated  by  the  testi- 
mony of  one  of  the  largest  dealers  in  dance 
records  that  'The  Blue  Danube'  has  recently 
been  his  best  seller.  Mid-Victorian  or  old 
Hapsburg  waltz  mu.<5ic  back  in  vogue?  Broad- 
way is  always  seeking  a  new  sensation,  but  for 
it  to  exhibit  such  reactionary  tendencies  in  the 
matter   of   dance   music   is    such   a  surprising 


symptom    as    to    merit    the    closest  attention. 

"It  is  a  symptom  which  sober-minded  per- 
sons, deafened  by  the  blare  and  din  of  jazz,  will 
observe  with  satisfaction.  If  the  converse  of  the 
publisher's  theory  that  'better  music  makes  for 
better  dancing'  is  true,  it  furnishes  an  explana- 
tion of  the  orgy  of  gymnastic  gyrations  to  ca- 
cophonous strains  which  has  for  some  years  ob- 
sessed the  young  people  of  the  land  and  a  good 
many  of  their  youthful  elders.  Perhaps  the 
worst  is  over.  Perhaps  the  pendulum  is  now 
about  to  swing  the  other  way.  Public  evils,  cure 
themselves  in  time,  and  it  may  be  that  even  the 
evil  of  Bolshevist  dance  music  has  had  its  day. 

"Certainly  a  return  to  normalcy  in  dance 
music  will  be  hailed  by  some  people  with  a  de- 
light they  have  not  known  under  the  infliction  of 
jazz.  Strauss  and  Waldteufel  in  ballrooms  that 
have  latterly  resounded  to  barnyard  medleys 
will  involve  a  drastic  change,  and  it  may  all  be 
too  good  to  last.  But  the  mere  suggestion  of  a 
revival  of  graceful  dancing  to  tuneful  music  is 
inspiring." 

Dealers  who  are  in  a  position  to  judge  the 
public  taste  still  disagree. 


Period  Consoles 


CHIPPENDALE 
ADAM 
WILLIAM  MARY 


ALL  FINISHES 

Waxed  or  polished 
Golden  Oak,  Fumed 
Oak,  Jacobean.  Red 
or  Brown  Mahogany. 


Less  Than  Uprights 


A  Value 
Revelation 


Direct  from 
the  Factory 


Never  before  has  anyone  attempted  a  Period  Console 
at  LESS  THAN  THE  PRICE  OF  AN  UPRIGHT. 

This  offer  of  the  GRANDE  CONSOLE  in  Chippen- 
dale, Adam  and  William  and  Mary  Period,  in  all  fin- 
ishes, is  a  value-giving  revelation. 

The  Grande  plays  all  makes  of  disc  records  without 
added  attachments,  but  with  a  tonal  distinction  ex- 
pressive of  musical  mastery. 

In  nobility  of  design  and  character  of  workmanship 
as  well  as  in  its  super  standard  of  equipment,  it  reveals 
profit-making  possibilities  that  every  live  dealer  cannot 
fail  to  recognize. 

At  least  write  for  our  offer. 

By  concentrating  our  entire  factory  production  of  the 
highest  efficiency  on  these  Period  models,  we  have  at- 
tained a  remarkably  low  manufacturing  cost. 

By  eliminating  all  middlemen,  and  selling  direct  to  the 
dealer,  we  have  cut  the  selling  cost  to  the  bone. 

That's  why  these  Consoles  are  less  than  Uprights 
of  equal  quality  standard. 

Surely  this  offer  at  least  commands  your  investigation. 


Write  For  Offer 


Today 


The  present  very  active  demand  for  Period  Consoles  will 
multiply  many  fold,  when  this  sensational  price  announce- 
ment on  the  GRANDE  is  heralded. 
Prepare  for  your  share  in  this  Phonograph  Profit  stimulus. 
Write  to-day  for  illustrations,  prices  and  full  details. 
Don't  put  this  to  one  side.    YOU  WILL  EORGET. 

GRANDE  PHONOGRAPH  CO.,  25  W.  Lake  St.,  Chicago 


156 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


VICTOR  LINE  FOR  BALDWIN  CO.'S  CINCINNATI  STORE 

Important  Connection  Just  Announced — Deal  Put  Through  by  the  Ohio  Talking  Machine  Co. — 
Looseness  in  Sales  Methods  Decried — Bumper  Crops  Help  Trade — Increasing  Aeolian  Demand 


Cincinnati,  O.,  September  8. — Formal  an- 
nouncement -was  made  to-da3'  bj'  the  Baldwin 
Co.  that  it  had  selected  the  complete  Victor  line 
for  its  new  talking  machine  department  in  con- 
nection with  the  Cincinnati  store.  This  state- 
ment, in  itself,  is  about  the  biggest  item  in  the 
talking  machine  field  in  the  Middle  West  this 
year,  mainly  because  of  the  competition  which 
existed  for  months  among  manufacturers  from 
the  moment  it  became  known  that  the  Baldwin 
Co.  had  finall3'  decided  to.  carry  a  talking  ma- 
chine section  as  a  part  of  the  headquarters  store 
on  West  Fourth  street. 

It  is  no  stretching  of  the  imagination  when 
i:  is  stated  that  big  and  little  manufacturers 
have  vied  with  each  other  in  the  hopes  of  the 
Baldwin  people  selecting  their  particular  line. 
While  these  negotiations  were  under  way  the 
work  of  creating  a  store,  suitable  for  the 
handling  of  the  new  department,  adjoining  the 
wareroom  on  the  east,  was  well  under  way. 

The  Ohio  Talking  Machine  Co.,  distributor 
of  the  Victor  Co.,  launched  in  the  Cincinnati  dis- 
trict several  months  ago,  walked  in  and  carried 
oft  the  honor.  Indications  at  this  time  point  to 
sufficient  supplies  being  furnished  the  new  Vic- 
tor outlet  to  enable  the  store  to  be  in  complete 
operation  before  the  middle  of  the  month  is 
reached.  Sherman  McLaughlin,  a  Cincinnati 
product  and  now  a  resident  of  Covington,  who 
is  well  versed  in  the  art  of  selling  talking  ma- 
chines, has  been  placed  in  charge  of  the  depart- 
ment. He  secured  his  business  education  in  the 
Wanamaker  store  in  New  York  City. 

The  Baldwin  store  is  claimed  to  be  the  last 
word  in  arrangement  and  architecture,  serious 
thought  being  given  to  the  planning  of  the  new 
department.  The  finish  is  of  the  Adam  style  of 
architecture. 

Tendency  on  the  part  of  talking  machine  deal- 
ers in  the -Middle  West  to  extend  the  time  of 
payments  as  an  inducement  to  purchase  ma- 
chines is  decried  by  Cincinnati  jobbers  and 
manufacturers,  who  believe  it  to  be  a  form  of 
weakness  in  the  selling  argument  of  the  mer- 
chant. 

This  condition,  which  is  just  become  apparent, 
now  that  supplies  are  somewhat  more  accessible 
than  they  were  a  few.  months  ago,  is  said  to  be 
absolutely  unnecessary  under  existing  condi- 
tions. Those  who  have  made  a  study  of  the  sit- 
uation claim  the  trade  is  simply  piling  up 
trouble  for  itself  which  may  become  acute  later 
on. 

"This  condition,"  one  jobber  said,  "is  really 
an  admission  of  poor  salesmanship  on  the  part 
of  the  retailer  who  is  offering  longer  time  as  an 
inducement  to  purchase.  Business  conditions  in 
the  Middle  West  are  satisfactory  and  there  is 
no  walking  the  streets  by  unemployed.  People 
are  not  buying  just  because  they  have  a  chance 
to  buy.     To-day  they  are  purchasing  because 


they  want  the  article  and  the  man  who  extends 
time  payments  is  simply  bringing  about  trouble 
all  along  the  line.  He  will  discount  his  paper 
as  he  did  in  the  old  way.  The  manufacturer 
eventually  will  feel  this  situation." 

Talking  machine  men  in  their  travels  about  the 
Middle  W'est  have  been  surprised  at  the  pros- 
pects for  bumper  crops.  The  Fall  brought  forth 
numerous  rains  which  helped  materially  the  late 
corn,  much  of  which  was  not  planted  until  long 
after  the  usual  time.  On  the  other  hand  they 
learned  that  people  are  not  buj'ing  on  as  liberal 
a  scale  as  in  the  past,  but  are  willing  to  pur- 
chase when  they  think  the  price  to  be  fair. 

D.  S.  Stephens,  of  the  wholesale  department 
of  the  local  Aeolian  store,  reports  a  fast-increas- 
ing demand  for  the  new  Vccalion  records,  both 
among  the  local  trade  and  the  dealers  through- 
out the  territory.  There  is  no  doubt  but  that 
this  demand  will  continue  in  greater  volume  as 
the  holiday  season  approaches. 

Mr.  Stephens  also  announced  that  a  deal  has 
just  been  closed  with  A.  Steinkamp  &  Co.  of 
Cincinnati.  This  firm  is  planning  to  handle  the 
Vocalion  on  a  large  scale,  and  will  make  a  high- 
grade  dealer  for  the  Aeolian  Co. 

Several  other  large  deals  are  pending  through- 
out the  territory,  which  will  doubtless  material- 
ize within  the  next  thirty  days. 

Consumption  of  Victor  machines  and  records 
in  Cincinnati  was  a  feature  of  the  August  busi- 
ness of  the  Rudolph  Wurlitzer  Co.,  according 
to  T.  Sigman,  manager  of  the  department,  who 
said:  "While  more  people  in  Cincinnati  and 
vicinity  are  spending  the  Summer  at  the  numer- 
ous resorts  throughout  the  United  States,  deal- 
ers are  selling  everything  in  the  way  of  Vic- 
trolas  and  records  they  are  able  to  get,  although 
they  are  not  getting  everything  they  could  sell 
if  they  had  it.  The  demand  for  Victor  goods 
is  still  far  in  excess  of  the  output;  this  is  espe- 
cially true  of  records,  for  on  the  first  of  the 
month,  when  new  records  are  put  on  sale,  buy- 
ers are  very  much  in  evidence  and  continue  so 
until  the  records  are  practically  sold  out  a  few 
days  later.  This  quickh"  depletes  stock,  which 
naturally  piles  up  a  relatively  enormous  volume 
of  unfilled  orders.  While  August  business 
shows  a  considerable  increase  over  the  same 
month  last  year,  shipments  of  Victrolas  and  rec- 
ords from  the  factory  were  not  as  large  as  in 
May,  June  and  July  of  1920." 

A.  H.  Bates,  vice-president  of  the  Ohio  Talk- 
ing Machine  Co.,  believes  in  a  policy  of  making 
his  trade  visitors  real  rooters  for  the  Reds. 
\\  hen  opportunities  present  themselves  visitors 
are  treated  to  an  afternoon  of  baseball  at  Red- 
land.  A.  Frank,  manager  of  J.  Bacon  &  Son, 
was  in  town  last  Friday.  He,  however,  saw  the 
champions  bite  the  dust.  Mr.  Bates,  in  describ- 
ing conditions,  stated  that  the  lifting  of  the  em- 
bargo on  music  instruments  in  the  East  would 


Ready  for  Delivery 


No.  3  Holder  for  Jewel  Points 

As  necessary  on  the  completely 
equipped  phonograph  as  the 
Needle  Cups.  Send  10  cents 
for  sample  and  price  in  quantity 


 B  

Eastern  Sales  &  Export  Office 
Williamsport,  Penna.,  U.  S.  A. 

SOLE  DISTRIBUTORS 

Universal  Master  Motors 
Universal  Tone  Arms 
Universal  Auto  Stops 
Villinger  Auto  Lid  Supports 
Modifier  Rods,  Grille 
Hinges,  Needle  Cups,  White 
Ceylon  Sapphire  Points 
High  Grade  Gold  Plating 


-a- 


Ask  for  Quotations 


have  a  beneficial  effect  in  the  Middle  West 
shortly,  so  far  as  supplies  are  concerned. 

An  art  case  Crystola  may  shortly  make  its  ap- 
pearance on  the  market.  The  Cincinnati  house 
has  been  getting  numerous  requests  along  this 
line  and  Manager  Thomas  to-day  stated  that  he 
was  endeavoring  to  select  a  design  which  would 
answer  the  requirements  of  his  trade.  The 
Union  Brokerage  Co.,  High  Point,  N.  C,  has 
been  appointed  a  distributor  for  the  firm. 

E.  M.  Abbott's  new  talking  machine  and  music 
roll  store  on  Walnut  street,  just  south  of  Sixth 
street,  but  two  weeks  old,  is  running  as  smoothly 
as  though  it  had  been  in  operation  for  months. 


LOUISVILLE  SUNDAY  CONCERTS 


Louisville,  Kv.,  September  7. — The  second  of 
the  Sunday  series  of  concerts  given  by  the 
Louisville  Board  of  Park  Commissioners  was 
held  last  Sunday  at  the  Gaulbert  Memorial 
House,  near  Big  Rock  in  Cherokee  Park,  where 
the  fifth  large  talking  machine  for  outdoor  work 
has  been  installed.  These  Sunday  concerts  are 
proving  very  popular 'and  will  be  held  in  all 
the  parks  where  machines  can  he  placed  to  ad- 
vantage. 


THEHALL 

OD-I-TON 

TRADE-MARK  REGISTERED 

Is  now  being  perfected  and  adapted  to  all  reproducers  and  will  be 

ready  for  quantity  delivery  in  60  days 

Manufacturers: — We  are  now  in  a  position  to  adapt  this  device  to  your 
machine.   Send  us  your  reproducer  specifications  and  we  will  furnish  bids 

"Moderates — Does  Not  Muffle" 

The  Mod-I-Tone  Sales  and  Mfg.  Co.     :     307-11  Pennsylvania  St.,  Indianapolis,  Ind. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


157 


Applied  for 

The  Fibre  Needle  Is  the  Ultimate  Needle 


Find  the  home  where  a  talking  machine  has 
been  giving  enjoyment  over  a  period  of  years 
and  you  will  find  a  home  using  B  &  H  Needles. 

Experience  with  records  scratched  beyond 
further  usefulness,  the  discard  of  costly  operatic 
selections,  has  taught  talking  machine  owners 
the  country  over  the  wisdom  of  B  &  H  Fibre 
Reproduction. 

A  keener  sense  of  musical  values  developed 
through  years  of  enjoyment  of  the  talking 
machine  in  the  home  has  made  evident  to  thous- 
ands the  remarkably  sweet,  unadulterated  tones 
possible  with  the  B  &  H  Needle,  and  lifted  it 
to  its  present  position  of  widespread  popularity. 

Can  a  better  testimonial  to  its  excellence  be 
found:  that  it  remains  the  ultimate  choice  of 
the  dyed-in-the-wool  talkmg  machine  fan? 


I     B  &  H  Fibre  Mfg.  Co. 

33-35  W.  Kinzie  Street,  Chicago,  III. 


158 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


m 


m 


7, 


i 


1 


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The  Truth  That  Embodies  All  Truth 


fulfills  the  greatest  expectations  desired  in  a  phonograph.  It 
has  a  tone,  appealing,  unassailable,  clean,  well-rounded,  musical 
and  scientifically  true.  With  the  GRADUOLA,  a  feature  of 
the  Vocalion,  you  can  put  your  soul  into  every  record  played. 
You  control  the  tone  with  personal  expression. 


The  artistic  individuality  of 

VOCALION  RECORDS 

is  established 

The  superior  quality  of  this  record  with  its  attractive  shade  of  dark  red  has 
pronounced  it  the  most  distinctive  record  on  the  market  today. 

MEL-O'DEE  MUSIC  ROLLS 

Hand  played  by  the  world's  greatest  composers  of  popular  music 

Delay  May  Spell  Disappointment 
Fall — The  Biggest  Selling  Season — Is  Coming 

Here  is  an  opportunity  to  establish  yourself  as  a  \'ocalion  Dealer  and  cash  in 
on  the  season's  demand.  A  beautiful  illustrated  catalog  and  our  dealer's 
proposition  sent  upon  request.  We  are  centrally  located  and  have  facilities  to 
render  the  maximum  service  to  you  and  dealers  already  established. 

O.  J.  DEMOLL  &  CO. 

JV  hole  sale  Distributors 


Instant  Service 


WASHINGTON,  D.  C. 


Orders  sent  by  return  express, 
freight  or  mail  day  received 


1 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


159 


S5g?%JALKINgiilACHINI 


[Editor's  Note: — This  is  the  third  of  a  new  series  of 
articles  by  William  Braid  White,  to  be  devoted  to  the 
fundamental  problems  of  sound  recording  and  reproduction, 
the  writer  believing  that  he  can  open  up  a  new  avenue  for 
research  and  general  trade  interest.  We  commend  these 
articles  to  the  consideration  of  those  who  are  interested  in 
featuring  and  developing  the  musical  possibilities  of  the 
talking  machine.] 

SOME  ASPECTS  OF  SOUND  RECORDING 

3.    The  Design  of  a  Recording  Room 


From  what  has  been  said  before,  the  reader 
will  understand  that  if  echoes  can  be  eliminated 
from  the  room  in  which  recording  of  sound  is 
going  on  there  will  be  a  great  improvement 
in  the  musical  results.  This  statement  of  course 
applies  more  especially  to  the  recording  of 
band,  orchestra  and  piano  music,  since  in  these 
cases  it  is  not  possible  to  bring  the  sound- 
originating  instrument  or  instruments  so  close 
to  the  recording  apparatus  as  to  eliminate  the 
possibility  of  the  sound-waves  traveling  through 
a  distance  between  origin  and  destination  suf- 
ficiently great  to  cause  the  throwing  back  of 
the  sound  from  echo-forming  angles  in  the 
walls,  etc. 

It  will  therefore  be  obvious  that  the  first  step 
must  be  to  eliminate  all  echo-producing  elements 
from  the  material  or  construction  of  the  room. 
It  is  plain  that  when  a  piano,  a  band  or  an 
orchestra  is  being  used  there  must  be  consid- 
erable dififusion  of  the  sound-waves  before 
their  destination  is  reached.  If  therefore  the 
design  of  the  room  permits  the  reflection  of 
sound  in  shape  definite  enough  to  produce 
echoes  the  reproduction  must  be  imperfect. 
Plainly,  it  is  necessary  that  the  closest  at- 
tention be  paid  to  the  size,  the  shape  and  the 
material  of  which  the  room  is  composed. 
The  Design  as  to  Shape 

In  the  last  article  I  showed  that  an  ampli- 
fying horn  in  a  talking  machine  would  always 
perform  its  duties  better  if  it  were  curved  in 
accordance  with  the  laws  which  govern  the 
focusing  of  sound-waves.  The  same  is  true 
of  a  recording  room.  If,  for  instance,  a  room 
were  designed  as  the  section  of  a  cone,  with 
the  piano  or  the  instruments  of  the  orchestra 
lined  up  along  the  major  axis  of  the  base  there- 
of, the  sound-waves  would  focus  at  the  apex, 
where  would  be  placed  the  recording  apparatus. 
Such  a  section _  of  a  cone  should,  however,  be 
parabolic,  and  not  hyperbolic,  since  the  parabola 
corresponds  with  the  shape  of  an  issuing  sound- 
wave. 

The  reader  can  readily  see  how  a  room  could 
be  built  shaped  like  two  parabolas  at  right 
angles  to  each  other,  with  a  closing  wall  at 
the  back.  By  placing  the  instruVnents  from 
which  the  sounds  are  to  originate  at  one  end 
of  this  and  the  recording  instrument  at  the 
others  echoes  would  be  eliminated.  The  re- 
sults would  therefore  be  all  that  could  be  de- 
sired. 

The  Design  as  to  Material 

We  say  that  echoes  would  be  eliminated  and 
this  is  true  so  far  as  concerns  one  particular 
cause  of  echoes  and  the  chief  cause,  namely, 
the  existence  of  pockets  at  acute  angles.  But 
there  remain  other  considerations  to  be  dealt 
with.  The  nature  of  the  material  wherewith  the 
room  is  constructed  is  of  very  great  importance 
in  this  respect.  It  is  advisable  to  build  a  room 
such  as  we  are  conceiving  from  a  neutral  ma- 
terial. Wood  is  responsive  to  the  impression 
of  sound  waves  and  possesses  so  strongly  a 
vibratory  period  of  its  own  in  most  cases  that 
when  a  mass  of  sound-waves  are  traversing  it 
and  impinging  on  its  walls  there  is  almost  cer- 
tain to  be  a  response,  from  the  wood  itself. 
This  simply  adds  to  the  original  sound  ele- 
ments which  have  no  right  to  intrude  and  thus 
tends  to  spoil  the  records. 

An  ideal  recording  room  would  be  made,  no 


doubt,  from  some  such  material  as  heavy 
molded  glass  very  smooth  on  the  inside.  It 
would  have  to  be  heavy  in  order  to  insure  its 
remaining  virtually  inert.  It  would  also  have  to 
be  smooth  in  order  to  prevent  the  reflection  of 
sounds  from  abraded  surfaces.  Of  course  such 
a  room  would  be  expensive  to  build.  But  when 
it  is  considered  that  a  recording  room  is  used 
for  such  extremely  important  purposes  it  will 
be  realized  that  the  question  of  cost  is  really 
secondary.  It  is  not  a  matter  of  how  much  is 
spent  on  it  as  of  how  much  it  does  after  it  has 
been  organized. 

Another  point  is  of  importance.  A  great  deal 
of  echo  arises  from  the  vibration  of  the  under- 
pinning or  joists  or  other  supporting  structures 
of  a  room,  which  in  turn  are  conveyed  to  all 
parts  along  these  members.  It  would  be  es- 
sential that  a  room  of  the  sort  described  should 
be  supported  on  insulating  members  of  an  inert 
character,  so  designed  as  not  to  respond  to  vibra- 
tions impressed  on  them  from  other  sources. 

All  of  the  above  may  seem  to  some  to  be 
exaggerated  in  its  emphasis  upon  the  elimi- 
nation of  conditions  which  tend  to  produce  in- 
terference and  intrusion  of  extraneous  sounds  in 
the  records  of  music.  But  in  reality  nothing 
has  been  said  which  can  fairly  bear  any  such 
interpretation.  If  we  are  dealing  with  large 
masses  of  sound  produced  in  such  a  manner 
as  to  require  a  large  air-gap  between  them 
and  the  recording  apparatus,  it  is  plain  that 
the  utmost  care  must  be  taken  to  extrude  all 
foreign  sounds.  Such  sounds  may  be,  and 
often  are,  very  slight  and  feeble  individually; 
but  in  the  aggregate  they  may  and  often  do 
have  a  most  unfortunate  effect  upon  the  total 
result. 

The  Room  as  Sound  Conductor 

Again  it  ought  to  be  remembered  that  a  great 
deal  of  misapprehension  exists  with  regard  to 
the  function  of  recording  rooms  generally.  Such 
rooms  should  be  considered  as  entirely  anal- 
ogous, in  converse  direction,  to  the  amplifying 
horn  which  conveys  sound  from  the  repro- 
ducer to  the  external  atmosphere.  There  has 
been  a  general  idea  that  in  some  sort  of  way 
the  amplifying  horn  ought  to  be  analogous  to 


the  sound-board  of  a  violin.  But  no  mistake 
could  be  greater.  The  sole  function  of  the 
horn  ought  to  be  to  act  as  a  neutral  and  en- 
tirely faithful  conveyor  of  sound.  It  has  no 
business  acting  as  a  resonator  or  in  any  way 
contributing  anything  to  the  sound-comp'ex. 
Its  sole  duty  is  to  permit  the  wave  which 
issues  from  the  reproducer  to  issue  to  the  at- 
mosphere along  a  channel  whose  shape  is  espe- 
cially devised  to  correspond  with  the  natural 
tendency  of  the  wave  in  its  travel,  without  in 
any  way  deflecting,  changing  or  altering  its 
original  shape  save  in  respect  of  dimensions. 
The  amplifying  horn,  in  fact,  should  be  a  con- 
ductor and  nothing  else.  The  more  perfectly 
neutr.al  it  is  in  this  character  the  better  it  will 
be  for  all  purposes. 

Now  precisely  analogous  to  this,  though  con- 
versely, is  the  case  of  the  recording  room.  This 
is  intended  to  convey  from  a  relatively  large 
source  of  sound  to  a  relatively  small  receiver 
the  sound  waves  which  originate  at  that  source; 
and  to  do  this,  so  far  as  possible,  without  any 
sort  of  distortion.  That  means  therefore  that 
similar  precautions  must  be  taken.  The  room 
must  be  properly  shaped.  It  must  be  built  of 
neutral  material,  and  must  be  carefully  guarded 
from  outside  interference. 

It  will  be  asked  whether  these  considerations 
apply  equally  to  rooms  for  recording  all  kinds 
of  music.  It  may  be  said  in  reply  that  a  great 
deal  of  research  remains  to  be  done  in  this 
respect.  Probably,  nay  certainly,  it  would  be 
best  to  design  rooms  specially  for  band,  for 
orchestra,  large  or  small,  for  piano  and  fot 
other  instruments.  But  enough  has  been  said 
to  demonstrate  that  the  application  of  scientific 
method  to  the  matters  at  issue  cannot  fail  to 
improve  vastly  the  whole  art  of  recording  sound 
for  commercial  purposes. 


VOCALION  ARTISTS  AT  FESTIVAL 

Rosa  Raisa  and  Giacomo  Rimini,  prominent 
Vocalion  record  artists,  are  listed  among  the 
musicians  who  will  be  prominently  featured  at 
the  Maine  Musical  Festival,  to  be  held  in  Port- 
land on  October  4.  The  same  artists  will  appear 
in  Bangor  at  a  special  concert  on  October  2. 


The  Cabinet  &  Accessories  Co^  inc. 

145  East  34th  Street,  New  York  City 


OTTO    GOLDSMITH.  President 


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160 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


"Does  It  Play  All  Records?'' 

Certainly  MAGNOLA  does;  ind  without  «ny  extra 
attachments,  too.  This  is  only  one  feature,  albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip- 
ment of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


V/itcKii^  tke  Music  Come  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
moderate  price? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  SCHULZ.  Praident 
Gineral  Offices  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHICAGO  ATLANTA,  GA. 


ment,  who  supervised  the  installation,  said: 


GOVERNOR  COX  USES  MAGNAVOX 

Democratic  Candidate  Is  Aided  in  Delivering 
Speech  at  Police  Gaines  by  Sound  Amplifying 
Device — Voice  Carried  600  Feet  Easily 


Governor  Cox,  of  Ohio,  Democratic  nominee 
for  President,  recently  addressed  150,000  people 
al  the  Gravesend  Race  Track,  Brooklyn,  N.  Y., 
where  the  police  games  were  held.  That  his 
voice  might  be  carried  to  all  parts  of  the  throng 
a  Magnavox  telemegaphone  was  installed  and 
this  instrument  gave  splendid  service  and  satis- 
faction. 

The  Magnavox,  which  is  manufactured  hy  the 
Magnavox  Co.,  Oakland,  Cal.,  is  now  being 
merchandised  bj'  Sonora  jobbers  in  leading  sec- 
tions of  the  country,  who  are  introducing  it  to 
the  trade  as  one  of  the  most  important  inven- 
tions that  has  been  offered  to  the  industry  in 
many  years.  It  has  unlimited  uses  for  the  talk- 
ing machine  dealer  and  intensive  sales  and  pub- 
licity campaigns  are  now  under  way. 

The  New  York  Times  carried  an  interesting 
article  advising  the  public  of  the  installation  of 


the  Magnavox  at  the  police  field  games.  This 
article  reads  as  follows; 

"To  enable  Governor  Co.x's  voice  to  carry  his 
speech  to  the  ears  of  all  in  the  great  outdoor 
audience  that  is  expected  to  greet  him  at  the 
police  games  on  the  Gravesend  Race  Track, 
Brooklyn,  a  combination  of  telemegaphones 
known  as  the  'Magnavox'  has  been  installed  in 
the  speaker's  stand,  similar  to  the  installation 
used  b}'  President  Wilson  in  September,  1919, 
when  he  discussed  the  League  of  Nations  to  an 
outdoor  throng  of  45,000  persons  at  San  Diego, 
Cal.  It  is  predicted  that  Governor  Cox  will 
have  a  record  crowd,  estimated  at  150,000  per- 
sons, and  easilj'  the  largest  number  ever  assem- 
bled to  hear  a  public  speaker. 

"The  sound-amplifier  was  tested  yesterday  by 
members  of  the  police  games  committee  and 
was  found  to  work  satisfactorily.  Groups  of 
listeners  were  placed  at  varied  intervals  in  the 
field,  stands  and  on  the  track,  about  600  feet 
each  from  the  transmitter,  and  all  heard  dis- 
tinctly the  voices  of  the  speakers,  who  talked 
in  ordinary  tones.  Michael  R.  Brennan,  super- 
intendent of  telegraph  of  the   Police  Depart- 


"  'Spectators  to  a  distance  of  at  least  600  feet, 
or  about  three  short  city  blocks,  from  the  re- 
viewing stand  where  Governor  Cox  will  speak 
should  hear  him  clearly,  according  to  the  tests 
we  made  to-day.' 

"The  Democratic  Presidential  candidate  has 
spoken  with  the  telemegaphone  to  smaller 
crowds  and  he  is  now  expert  at  it,  and  with  his 
usual  clear  enunciation  his  words  ought  to 
reach  the  crowd  at  all  points,  no  matter  how 
big  it  may  be. 

"At  the  place  on  the  stand  where  the  Gov- 
ernor will  deliver  his  address  an  open-work 
booth,  waist  high,  with  a  railing  on  the  top,  has 
been  erected  to  define  the  limits  in  which  he 
may  move  so  that  his  voice  may  be  caught  at 
all  times  b}'  the  sensitive  telephone  transmitter 
just  above  his  head  and  carried  by  it  to  five 
telemegaphones  on  top  of  supports  extending 
from  the  booth.  These  loud-speaking  telephones 
resemble  somewhat  the  ordinary  hand-mega- 
phones. They  will  amplify  his  voice  by  trans- 
mission in  five  different  directions  and  over  a 
wide  radius. 

"A  standing  reading  desk,  like  a  skeleton  pul- 
pit, will  be  provided  for  the  Governor  within  the 
railed  enclosure,  on  which  he  may  place  his 
notes  or  manuscript.  This  stand  is  near  the 
rail  of  the  old  race  track,  with  the  big  grand- 
stand to  the  rear,  and  is  so  arranged  that  it  will 
be  as  near  the  center  as  possible  of  the  vast 
throng  of  seated  and  standing  spectators." 


CALLING  CARDS  FOR  SONORA  MEN 

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The  Sonora  advertising  department  has  pre- 
pared for  the  use  of  its  dealers  and  their  sales- 
men very  attractive  calling  cards,  measuring 
three  and  thirteen-sixteenths  inches  by  two  and 
five-si.xteenths  inches.  The  new  cards  are  of 
white  kid  finish,  which  gives  an  extremely  rich 
and  dignified  effect.  On  the  back  of  the  card 
there  appears  a  very  fine  engraving  of  the  Son- 
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the  magnitude  of  this  plant. 

On  the  face  of  this  new  card  there  will  ap- 
pear the  Sonora  trade-mark  in  the  upper  right- 
hand  corner,  and  there  is  plenty  of  room  for 
the  dealer's  name  and  address.  These  cards, 
which  are  exceptionally  effective,  are  somewhat 
similar  to  the  last  calling  cards  furnished  by  the 
Sonora  advertising  department. 


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September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


161 


YOU  WILL  AGREE 


lUCK  never  was  a  factor  witli  any  manufacturer  in  attaining 
tke  "goal  of  perfection.      TKe  manufacturer  wko  contin- 
ually produces  tKe  best,  accompliskes  kis  Kigkest  ambition, 
and,    in    so    doing,  ke   meets    and  satisfies  tke  tastes  and 
desires  of  discriminating  people. 

Tke  position  of  supremacy  in  a  great  industry  can  ke  attrik- 
uted  only  to  an  equitakle  policy;  to  years  of  konest  and  intelligent 
work  aided  ky  tke  expenditure  of  vast  sums  of  money.  Any 
manufacturer  wko  demonstrates  tkis  spirit  of  entkusiasm  and  far- 
sigktedness  is  justly  entitled  to  one  kundred  per  cent  loyalty  and 
effort  from  tke  dealers  ke  serves. 

In  giving  tke  Victor  Talking  Mackine  Company  our  wkole- 
kearted  support,  we  kave  tke  foregoing  in  mind,  and,  furtker,  we 
do  so  witk  tke  knowledge  tkat  tke  Victor  product,  representing 
tke  kigkest  degree  of  perfection  kaown  to  tke  talking  mackine 
industry,  reigns  supreme. 

We,  in  our  service  to  Victor  dealers,  cannot  claim  perfection, 
kut  our  goal  is  in  tkat  direction.  Having  a  perfect  product,  we 
aspire  to  a  perfect  service. 


C.  BRUNO  ^  SON 


Incorporated 

351-353  Fourtli  Avenue 

Victor  Distributors  to  the  Dealer  Only 


New  York 


162 


THE    TALKING    MACHINE    WORLD  September  15, 1920 


PHONOGRAPH 

Aristocrat  of  Phonographs 


DEALERS  everywhere  recognize  the  superior 
value  of  the  Widdicomb  franchise.       ^j;  '  : 

This  is  due  not  only  to  the  art  and  style  that  identi- 
fies the  Widdicomb  Period  Models,  but  also  to  the 
rare  faultlessness  with  which  the  Widdicomb  plays 
all  music. 

The  full,  clear,  distinct  notes  of  the  Widdicomb  are 
produced  through  the  Widdicomb  Mel-o-tone  Ampli- 
fier— an  exclusive  feature.  Music  lovers  tell  us  that 
the  tone  supremacy  of  the  Widdicomb  is  un- 
questioned. And  it  plays  all  records. 


THE  WIDDICOMB  FURNITURE  CO. 

EMahUshed  1S<>5 

America's  Finest  Furniture  Designers 
GRAND  RAPIDS  ::  MICHIGAN 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


163 


A  SALES  POINT  WORTH  CONSIDERING   GIVES  FREE  CONCERT  IN  POTTSTOWN  r 


Abram  Davega,  of  the  Knickerbocker  Co.,  Says 
Tungs-Tone  Needles  Should  Be  Used  for 
Demonstration  Purposes — Will   Help  Sales 


Abram  Davega,  of  the  Knickerbocker  Talk- 
ing Machine  Co.,  metropoHtan  wholesaler,  is  an 
ardent  enthusiast  anent  the  sales  possibilities 
of  the  Victor  Tungs-Tone  needle.  It  is  Mr. 
Davega's  opinion  even  though  the  sales  of  these 
semi-permanent  needles  are  large  that  they  may 
be  made  still  larger  with  specialization  in  the 
sales  of  this  needle  on  the  part  of  the  dealer. 
Mr.  Davega  has  made  a  careful  study  of  the 
matter  and  gives  the  following  as  his  experience: 

"After  visiting  most  of  the  retail  Victor  stores 
in  New  York  City,  I  found  that  steel  needles 
seemed  to  be  used  exclusively  in  the  record 
demonstration  booths.  Upon  asking  a  number 
of  dealers  why  they  did  not  demonstrate  records 
with  the  Victor  Tungs-Tone  needles,  they 
Stated  that  they  were  afraid  of  the  customers 
spoiling  the  records  by  allowing  the  needle 
to  drop  down  too  heavily  upon  the  record, 
thereby  spoiling  the  stylus  and  in  turn  spoiling 
the  record.  Any  retailer  who  expects  to  put 
anything  across  in  a  big  way  must  first  have 
absolute  confidence  in  the  product  he  sells  and 
then  must  convey  his  confidence  to  the  cus- 
tomer by  actually  demonstrating  records  with 
Tungs-Tone  needles.  A  neat  card  should  be 
hung  in  the  demonstration  booth  advising  the 
customer  that  the  record-demonstrating  machine 
is  equipped  with  the  new  improved  Tungs-Tone 
needle  which  will  play  up  to  300  records  without 
changing  (providing  they  are  used  properly)  and 
that  the  sales  person  will  be  only  too  glad  to 
show  the  customer  how  to  use  them.  While 
the  profits  are  not  very  large  on  account  of 
the  price  of  the  needles,  the  reward  will  be 
found  in  increased  business  as  the  customer 
must  come  back  later  to  the  Victor  shop  to 
buy  this  exclusive  Victor  product." 


WOMAN  JURY  GIVES  QUICK  VERDICT 

Indiana's  First  Female  Jury  Makes  Quick  Work 
of  First  Talking  Machine  Case 


Indianapolis,  Ind.,  September  7. — Women  can 
make  up  their  minds  quickly  as  well  as  change 
them,  as  is  shown  by  the  fact  that  the  first  jury 
of  women  ever  assembled  in  Indiana  took  just 
five  minutes  to  bring  a  verdict  in  favor  of  the 
plaintiff  in  a  suit  growing  out  of  a  dispute  over 
the  ownership  of  a  talking  machine.  The  whole 
case  was  put  through  quickly,  the  evidence  was 
heard  and  the  jury  retired  and  returned  with 
their  verdict  almost  before  the  court  had  set- 
tled back  to  wait. 


INCORPORATED 


The  Boston  Phonograph  Corp.  has  been  or- 
'-!zed  in  Wilmington,  Del.,  with  a  capital  of 
''50,000.   The  purpose  of  the  new  organization 
lO  manufacture  talking  machines  and  records. 


Lamb's  Music  House  Entertains  Two  Thousand 
Customers  and  Friends  by  Complimentary 
Concert  and  Dance  Held  at  Sanatoga  Park 


In  the  interests  of  advertising  Victor  talking 
machines  and  Victor  records  William  F.  Lamb, 
proprietor  of  Lamb's  Music  House  and  also 
head  of  Lamb's  Concert  Orchestra,  Pottstown, 
Pa.,  recently  gave  a  complimentary  concert  and 
dance  at  Sanatoga  Park  in  that  city.  At  8.15 
in  the  evening  the  orchestra  gave  a  short  pro- 
gram of  popular  selections,  and  this  was  fol- 
lowed by  two  hours  of  dancing.  Tickets  and 
programs  for  the  event  were  distributed  to  cus- 
tomers of  the  music  store  and  in  this  way  an 
audience  of  over  two  thousand  people  was  ob- 
tained. The  program  itself  was  devoted  to  the 
advantages  of  a  Victor  Victrola  and  Victor  rec- 
ords and  the  point  was  made  that  all  the  selec- 
tions heard  during  the  evening  could  be  ob- 
tained at  Lamb's  Music  House  on  records, 
player  rolls  and  in  sheet  music.  As  the  con- 
cert was  held  on  August  30,  Mr.  Lamb  seized 
the  opportunity  of  announcing  on  the  back  of 
the  program  the  list  of  September  records. 


FAVORITE  MFG.  CO.  GROWING 

Brooklyn  House  Appointed  Representative  for 
Hohner  Line  of  Harmonicas  and  Accordions 


The  Favorite  Mfg.  Co.,  1506  DeKalb  avenue, 
Brooklyn,  N.  Y.,  which  for  the  past  few  years 
has  specialized  in  repair  parts  for  talking  ma- 
chines, particularly  main  springs,  recently  an- 
nounced that  it  had  enlarged  its  activities  and 
had  been  appointed  representative  for  the 
Hohner  line  of  harmonicas  and  accordions. 

Carl  Kronenberger,  president  of  the  above 
lirm,  previous  to  his  entry  into  the  talking  ma- 
chine field,  had  many  years'  experience  in  the 
musical  merchandise  line.  He  was  connected 
at  different  times  with  several  of  the  largest  dis- 
tributors of  small  goods  and  he  is  well  qualified 
to  take  up  this  new  work. 


NEW  STORE  IN  GULFPORT,  MISS. 

A  D.  Abrahamson,  Well-known  Talking  Ma- 
chine Man  of  New  Orleans,  Enters  Field  on 
Own  Account — Handling     the  Columbia 


New  Orleans,  La.,  September  3. — A.  D.  Abra- 
hamson, formerly  of  the  New  Orleans  branch 
of  the  Columbia  Graphophone  Co.,  has  opened 
a  retail  Grafonola  shop  in  Gulfport,  Miss.  Mr. 
Abrahamson  had  been  with  the  New  Orleans 
branch  the  last  eight  years.  He  knows  the  talk- 
ing machine  business  thoroughly  and  is  well 
adapted  to  managing  a  retail  establishment. 

Mr.  Abrahamson  is  beginning  the  retail  busi- 
ness modestly  but  well  equipped.  He  is  having 
hearing  rooms  built  and  making  several  impor- 
tant changes  in  the  store  he  has  entered,  the 
Gulfport  Music  Store.  He  will  handle  Colum- 
bia products  exclusively. 


MUSIC  AND  RECORD 
CARRYING  CASES 


Made  of  embossed  fiber,  reinforced  with 
metal  and  hard  fiber.  Brassed-nickeled 
catches  and  loops,  metal  covered  handle. 

Record  size    3  x  I214  x  IZYz" ,  No.  204 

Sheet  Music  Size  3  X  11    x  15",    No.  203 

Write  jor  Prices  and  latest  catalogue 

J.  D.  HUNT  MFG.  CO. 

Mass.  &  Davidson  Sts.  Indianapolis,  Indiana 

Manufacturers  of  all  kinds  of  Musical 
instrument  Cases  and  Covers 


GOOD  WISHES  FOR  H.  E.  GARDINER 

Gifts  for  Columbia  New  Haven  Manager  Who 
Goes  to  Detroit — Other  Brieflets 


New  Haven,  Conn.,  September  7. — H.  E.  Gar- 
diner, who  has  been  manager  of  the  New  Haven 
branch  of  the  Columbia  Graphophone  Co.  for 
the  past  year,  has  been  promoted  to  the  impor- 
tant post  as  manager  of  the  company's  Detroit 
branch.  H.  C.  Cooley,  who  has  been  assistant 
manager  at  New  Haven,  has  also  been  promoted 
and  is  now  assistant  manager  at  Cleveland. 
Handsome  gifts  were  presented  to  these  execu- 
tives by  the  employes  of  the  New  Haven  branch, 
who  extended  their  congratulations  and  their 
heartiest  good  wishes  for  their  future  success. 
H.  B.  Haring,  formerly  a  member  of  the  Co- 
lumbia Co.'s  Baltimore  branch,  succeeds  Mr. 
Gardiner  as  manager  in  this  city,  and  F.  R. 
Smith,  of  Boston,  Mass.,  is  assistant  manager. 

J.  F.  Egan,  of  New  York  City,  recently  joined 
the  New  Haven  branch  as  a  member  of  the 
sales  staff,  covering  Hartford  territory  in  place 
of  W.  C.  Sage,  who  has  resigned. 

Frederick  Webster,  of  the  accounting  depart- 
ment, Frederick  C.  Collins,  Dealer  Service  man- 
ager, and  Miss  Edith  Frisk,  secretary  to  the 
assistant  manager,  returned  recently  from  en- 
joyable vacations. 

Visitors  at  the  New  Haven  branch  during  the 
past  week  have  been  Messrs.  Bridrib  and  Blair, 
Waterbury,  Conn.;  N.  Billey,  So.  Norwalk; 
Julius  Koss,  Waterbury;  M.  Quadretti,  Shelton, 
and  S.  Finkelstein,  Bridgeport. 


New!  New! 

APEX  Fibre  Needle  Cutter 

Cuts  with  the  grain  to  the  point. 
Makes  the  use  of  fibre  needles  as  cheap  as  steel. 
No  variation  in  angle  or  size  of  cut. 
Does  nof  crush  the  shell. 

Small  Size — Simple  Construction 
For  sale  through  jobbers  and  dealers. 
Retail  Price  $1.50 
Manufactured  by 


New! 


New! 

Patent*  Pending. 


Cuts  a 

*  slice  so 

*  that  30  chips 
m  can   be  made 

a  n  d   30  records 
•  y  played   with  one 
A  fibre  needle. 


164 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


The  only  phono- 
graph with  an  artis- 
tic and  satisfactory 
Tone-Control 

The 
Graduola 


The  AEOLIAN-VOCALION 

^^The  Phonograph  ofiMusical  Supremacy" 

iMade  by  the  World's  ForemoU  ^Musical  Instrument  ^Manufacturers 

WHEN  the  Aeolian  Company 
designed  its  phonograph — 
the  Aeolian  -Vocalion  —  the 
standard  striven  for  was  that  set 
by  other  Aeolian  instruments — not 
by  other  phonographs. 

The  Vocation's  Tonal  Superiority 

The  manufacture  of  a  musically 
acceptable  phonograph  is  a  far 
more  serious  undertaking  than  is 
commonly  understood.  Here  is  an 
instrument  called  on  to  reproduce 


the  tones  of  all  instruments— strings, 
wood-wind  and  brasses — as  well  as 
the  human  voice.  The  problems  of 
the  violin  maker,  the  flute  maker, 
the  horn  maker,  are  relatively 
simple  in  comparison. 

The  Aeolian  Company's  years  of 
experience  in  the  study  of  musical 
tone  and  its  production  made  the 
problems  of  its 
reproduction  far 
less  difficult. 


2U< 


miiiiiiiiinnini 


AiiiA 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


165 


w 


T? 


mm 


This  is  the  secret  of  the  Aeolian- 
VocaHon's  tonal  superiority. 

Its  artistic  supremacy  as  an  in- 
strument of  true  musical  expression 
is  based  on  its  exclusive  possession 
of  the  only  practical  means  of  tone- 
control  yet  devised;  namely,  the 
Graduola. 

The  Aeolian-Vocalion  is  the  only 
phonograph  possessing  the  Gradu- 
ola. It  is  therefore  the  only  complete 
phonograph.  If  the  first  phonographs 
made  had  been  equipped  with  the 
Graduola,  it  would  be  practically 
impossible  today  to  sell  one  with- 
out it. 

It  was  not  until  The  Aeolian 
Company  came  into  possession  of 
the  patents  on  the  Graduola  that 
it  was  willing  to  put  a  phonograph 
upon  the  market. 

•  qA  True  iMusical  Instrument 

With  the  Graduola,  the  Aeolian- 
Vocalion  may  be  played  as  though 
it  were  the  actual  instrument  whose 
tones  it  is  reproducing.  Wonderful 
effects  of  expression  may  be  intro- 


duced by  tone-shading  Old  records 
are  revivified  and  new  records 
played  with  subtle  variations  that 
prevent  their  becoming  old. 

The  element  of  personality,  of 
spontaneous  and  varying  expres- 
sion introduced  by  the  Graduola 
into  the  playing  of  the  Vocalion,  lifts 
that  instrument  above  the  rank  of 
ordinary  phonographs  and  talking 
machines  and  gives  it  a  distinction 
and  value  shared  by  no  other  simi- 
lar instrument. 

oA  Valuable  Asset  to  Any  Dealer 

Progressive  dealers  everywhere 
are  adding  the  Aeolian-Vocalion  to 
their  lines.  They  thereby  reap  the 
benefits  from  a  product  that  is 
profitable  to  handle  and  adds 
greatly  to  the  prestige  of  their 
establishment. 

Vocalion  '^cords 

The  new  lateral  cut  Vocalion 
Records  are  the  finest  achievement 
in  the  art  of  recording.  Their  su- 
preme quality  is  apparent  on  any 
standard  phonograph. 


THE  AEOLIAN  COMPANY 


New  York  . 


London 


Paris 


Melbourne 


Sydney 


Mad 


RID 


DISTRIBUTORS 

THE  AEOLIAN  COMPANY,  Toronto,  Canada 


THE  AEOLIAN  COMPANY 


Chicago 


Cincinnati 


St.  Louis 


San  Francisco 


The  Vocalion  Company  -  Boston,  Massachusetts 
Consolidated  Music  Company  Salt  Lake  City,  Utah 
B.  Dreher's  Sons  Company  Cleveland,  Ohio 

Emerald  Company  -  -  -  Birmingham,  Alabama 
Guest  Piano  Company     -    -         Burlington,  Iowa 


D.  H.  Holmes  Company,  Ltd.  New  Orleans,  La. 
O.  J.  DeMoll  and.  Company  Washington,  D.  C. 
Stone  Piano  Co.,  Fargo,  N.  D.  and  Minneapolis,  Minn. 
R.  W.  Tyler  Company  Wheeling,  W.  Virginia 

D.  L.  Whittle  Music  Co.    -    _    _     Dallas,  Texas 


166 


THE    TALKING    MACHINE  WORLD 


September  15,  1921) 


The  Real  Triumph  in  Talking  Machine  Needles  is 

uperh 


THE 


cm  i'pcrm  ancn  t 


The  repeat  orders  on  these  needles  establish  the  fact,  without  a 
semblance  of  a  doubt,  that  it  is  THE  TALKING  MACHINE 
NEEDLE  SUPERB. 

Just  so  much  as  friction  can  be  eliminated  between  a  stationary  and 
moving  object  (as  a  needle  over  a  record)  has  been  accomplished  in 
The  Superb  Stylus. 

THE  SUPERB  STYLUS  does  not  exaggerate  in  volume  the  work  of 
the  artist  in  reproducing  the  record,  via  loud,  scratching,  hissing  tones 
but  it  does  reproduce  more  truly,  as  the  artist  originally  intended. 

Notwithstanding  the  fact  that  THE  SUPERB  STYLUS  is  not  what 
we  term  a  loud  needle,  in  the  common  meaning  of  the  word,  yet  the 
carrying  tones  are  greater  than  in  the  loud,  harsh,  steel  needle. 

In  other  words  we  have  exactly  what  the  music  loving  public  has  been 
clamoring  for,  a  needle  that  will  produce  music  in  all  its  sweetness, 
and  without  constant  changing. 

THE  SUPERB  STYLUS  comes  four  on  a  card,  each  card  in  a  glas- 
siene  envelope,  sealed  with  a  gold  seal  and  packed  125  cards  in  a  neat 
display  box,  hence  the  same  class  is  put  into  the  package  as  has  been 
put  in  the  needle,  both  meaning  a  great  deal  to  the  customer  from  the 
standpoint  of  a  good  impression  and  secondly  to  the  dealer  in  having 
such  a  put-up  in  a  box  that  requires  no  salesman — the  box  sells  the 
needles. 

Place  your  orders  now  for  your  FalPrequirements,  for  this  needle 
surely  is  a  WINNER. 


SUPERB 
TYLUS 
SEMI-PERMANENT 

H       R       R    .  H 

O  i\>  o  o 


PLA  Ys  ^^^irirMiwir^^^M  sa  ves 
ALL        ^^^MiAnMnMn^^^H  all 


RECORDS    ^^^Hl^HL^B^B^^^H  RECORDS 


■      ■      I  ■ 

PLAYS  100-200  RECORDS 

Made  by  Mellow-Tone  Needle  Co. 
Ansonia  Conn. 


Retails  for  25c  per  card 


Mellowtone  Needle  Company 

Sole  Manufacturers 

Ansonia  Connecticut 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


167 


LAMBERT  FRIEDL  GUEST  OF  HONOR  AT  NOTABLE  DINNER 

Columbia  Dealers  Entertain  Recently  Retired  Manager  of  Columbia  New  York  Branch  at  Dinner 
Given  at  Sheepshead  Bay — Presented  With  Magnificent  Silver  Service 


One  of  the  most  interesting  events  held  in 
the  local  trade  in  recent  years  took  place  Mon- 
day evening,  August  30,  at  Villepigue's  New 
Inn,  Sheepshead  Bay,  L.  I.,  where  Lambert 
Fried!,  who  recently  resigned  as  manager  of 
the  New  York  branch  of  the  Columbia  Grapho- 
phone  Co.,  was  the  guest  of  honor  at  a  dinner 
given  by  a  committee  of  Columbia  dealers. 

The  plans  for  the  dinner  were  carried  out  in 
the  very  short  space  *of  eight  days,  and  the  suc- 
cess of  the  event  was  a  distinctive  tribute  to 
the  committee  of  arrangements,  the  chairman 
of  which  was  Irwin  Kurtz,  the  well-known  Co- 
lumbia dealer.  The  purpose  of  this  dinner  was 
well  set  forth  in  a  letter  sent  to  the  trade  by 
Mr.  Kurtz,  which  read  in  part  as  follows:  "It 
has  been  determined  by  a  committee  of  Colum- 
bia dealers  to  give  Lambert  Friedl,  who,  on 
September  1,  severs  his  connection  with  the  Co- 
lumbia Graphophone  Co.,  a  testimonial  dinner  in 
appreciation  of  the  services  that  he  has  ren- 
dered to  the  trade  as  a  whole  in  endeavoring 


Notwithstanding  the  limited  time  available  for 
the  mailing  of  details,  tickets,  etc.,  over  200 
members  of  the  trade  accepted  the  invitation  of 


The  first  speaker  of  the  evening  was  Frank 
K.  Pennington,  assistant  general  sales  manager 
of  the  Columbia  Co.,  who  gave  one  of  his  usual 
interesting  addresses,  in  the  course  of  which  he 
paid  a  tribute  to  the  loyalty  and  signal  ability 
shown  by  Mr.  Friedl  during  his  seven  years' 
association  with  the  Columbia  Co.  In  behalf 
of  the  executive   officers  Mr.  Pennington  ex- 


Snapshot  of  Attendants  at  Dinner  Given  in  Honor  of  Mr.  Friedl 


Silver  Service  Presented  to  Mr.  Friedl 

to  elevate  the  tone  of  the  trade  during  his  con- 
nection with  the  company,  and  also  in  apprecia- 
tion of  the  kindliness  and  good  fellowship 
which  we  have  enjoyed  with  him  for  the  past 
three  years." 


the  committee  and  were  present  at  the  dinner — 
the  attendance  emphasizing  the  tremendous 
popularity  attained  by  Mr.  Friedl  in  New  York 
during  the  three  years  that  he  was  manager  of 
the  Columbia  branch. 

Special  buses,  together  with  numerous  private 
cars,  conveyed  the  guests  to  Sheepshead  Bay, 
v/here  an  appetizing  shore  dinner  was  served. 
Mr.  Kurtz  presided  and  in  the  capacity  of  toast- 
master  introduced  the  speakers  in  breezy 
phrasing  that  added  to  the  enjoyment  of  the 
visitors. 


pressed  his  keen  regret  at  Mr.  Friedl's  resigna- 
tion and  extended  his  hearty  good  wishes  for 
his  future  success. 

Prior  to  introducing  Mr.  Pennington,  Mr. 
Kurtz  read  a  letter  received  from  Geo.  W.  Hop- 
kins, general  sales  manager  of  the  Columbia 
Co.,  expressing  his  regret  at  his  inability  to  be 
present,  owing  to  the  fact  that  he  was  obliged 
to  leave  town  on  an  urgent  personal  matter. 
Mr.  Hopkins'  letter  emphasized  the  splendid 
service  which  Mr.  Friedl  had  rendered  the  com- 
(Coiitinned  on  page  168) 


Xhe  Blue  Bird 


HOSE  Dealers  who  are  already  han- 
dling the  Blue  Bird  find  it  the  easiest 
Phonograph  to  sell. 

Its  design  is  exceptionally  artistic  and  it 
is  finished  like  the  highest  grade  piano. 

It  sells  071  sight. 

It  possesses  the  tone  that  thrills. 

The  cabinet  construction,  with       panels,  is  ex- 
ceptional. 

Reproducer,  Tone-arm  and  Motor  are  made  by  the 
highest  experts.  All  parts  are  standard. 

And 

Discounts  to  Dealers  represent  a  substantial,  at- 
tractive profit. 

You  should  write  to-day  for  Catalogues  and  dis- 
counts and  for  the  name  of  your  nearest  jobber. 

We  have  a  few  territories  open  for  jobbers. 

BLUE  BIRD  TALKING  MACHINE  CO. 

LOS  ANGELES,  CALIFORNIA 


168 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


LAMBERT  FRIEDL  GUEST  AT  DINNER 

{C onlinucd  from  page  167) 

pany  as  manager  of  the  New  York  branch,  and 
commented  upon  the  heartj'  co-operation  that 
he  had  given  the  sales  department  in  his  im- 
portant post. 

Jos.  H.  Mayers,  in  behalf  of  the  Columbia 
dealers,  gave  the  guests  an  intimate  idea  of  the 
assistance  and  service  which  Mr.  Friedl  had  ex- 
tended to  them  during  the  past  three  years.  As 
a  successful  Columbia  dealer  Mr.  Mayers  was 
well  qualified  to  discuss  this  irtiase  of  Mr. 
Friedl's  activities,  and  his  address  was  enthusi- 
asticalh'  received. 

One  of  the  surprises  of  the  evening  was  an 
eloquent  address  hy  Dr.  Tallish,  who  repre- 
sented Mr.  Friedl's  neighbors  in  Yonkers.  N.  Y. 
Three  tables  were  filled  with  prominent  resi- 
dents of  Yonkers,  where  Mr.  Friedl  resides,  who 
attended  the  dinner  in  order  to  show  their  ad- 
miration and  esteem  for  their  neighbor.  Repre- 
senting these  Yonkers  friends.  Dr.  Tallish.  at 
the  conclusion  of  his  address,  presented  Mr. 
Friedl  with  a  handsome  silver-headed  cane. 

Albert  Leon,  of  Perth  Amboy,  N.  J.,  one  of 
the  leading  Columbia  dealers  in  that  city,  scored 
one  of  the  "hits"  of  the  dinner  with  an  address 
that  constituted  a  remarkable  tribute  to  Mr. 
Friedl's  personal  qualities. 

Arthur  Freeman,  president  of  Einson  Litho, 
Inc.,  and  general  manager  of  the  Affiliated  Re- 
tail Stores,  referred  briefly  to  Mr.  Friedl's 
steady  advance  in  the  business  world,  and  also 
mentioned  the  admiration  and  respect  in  which 
he  is  held  by  all  his  personal  and  business 
friends.  Mr.  Freeman,  who  is  a  prominent  fac- 
tor in  the  sales  and  advertising  field,  has  been 
one  of  Mr.  Friedl's  closest  friends  for  many 
years  past. 

H.  E.  Speare,  manager  of  Widener's  Colum- 
bia Shop,  New  York  City,  was  called  upon  by 
Mr.  Kurtz  during  the  course  of  the  dinner,  and 
at  the  conclusion  of  his  address  a  magnificent 
silver  service  was  placed  on  the  table  before 
Mr.  Friedl.  Mr.  Speare  thereupon  presented 
Mr.  Friedl  with  this  service,  which  represented 
a  testimonial  from  all  of  the  Columbia  dealers 
in  the  metropolitan  territory.  The  service  is 
shown  on  page  167,  although  the  photograph  nat- 
urally does  not  do  justice  to  its  rare  beauty  and 
splendor. 

In  acknowledging  this  testimonial,  Mr.  Friedl 
thanked  the  Columbia  dealers  in  the  metropoli- 
tan territory  for  this  unexpected  gift,  and  in  the 
course  of  his  address  expressed  his  sincere  ap- 
preciation of  the  courtesies  and  co-operation 
which  had  been  offered  him  by  the  dealers  dur- 
ing the  past  three  years.  He  traced  briefly  his 
work  with  the  Columbia  Co..  and  emphasized 


YAZOO  RIVER  RED  GUM 


Specials  for  prompt  shipment: 


1 

carload 

1st  and  2nd  Qrtd.  White  Oak. 

4 

carloads 

y 

Common  and  Better  Qrtd.  White  Oak. 

1 

carload 

4" 

Common  and  Better  Qrtd.  White  Oak. 

8 

car'oads 

1" 

1st  and  2nd  Qrtd.  Red  Oak. 

1 

carload 

1st  and  2nd  Qrtd.  Red  Oak. 

4 

carloads 

Wi 

1st  and  2nd  Qrtd.  Red  Oak. 

9 

carloads 

1" 

No.    1   Common  Qrtd.  Red  Oak. 

4 

carloads 

Wi 

No.    1   Common  Qrtd.  Red  Oak 

2 

carloads 

Wa" 

1st  and  2nd  Qrtd.  Red  Gum- 

4 

carloads 

2Vi" 

1st  and  2nd  Qrtd.   Red  Gum. 

2 

carloads 

3" 

1  St  and  2nd  Qrtd.  Red  Gum. 

3 

carloads 

l'/4" 

No.    1   Common  Qrtd.  Red  Gum. 

7 

carloads 

2" 

No.    I  Common  Qrtd.  Red  Gum. 

5 

carloads 

2!/2" 

No.    1  Common  Qrtd.  Red  Gum. 

3 

carloads 

3" 

No.    1  Common  Qrtd.  Red  Gum. 

0 

carloads 

11/2" 

No.    1  Common  Sap  Gum. 

Our  Red  Gum  is  of  soft  texture  and  rich,  dark  color.    Specially  manutac- 
tured  and  seasoned. 

Send  us  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PROETZ  LUMBER  CO. 

3400  Hall  St.,  St  Louis,  Mo. 


particular!}-  the  unusual  conditions  incidental  to 
the  New  York  market.  Mr.  Friedl  voiced  the 
hope  that  he  would  continue  in  the  local  field 
in  order  to  enhance  the  friendship  and  good 
fellowship  which  had  been  such  important  fac- 
tors in  his  activities  during  the  past  three  years. 

During  the  banquet  telegrams  and  letters  ex- 
tending good  wishes  to  Mr.  Friedl  were  read  by 
Mr.  Kurtz  from  E.  N.  Burns,  vice-president  of 
the  Columbia  Graphophone  Co.;  Max  Landay, 
Landay  Bros.;  Kenneth  Mills,  who  succeeds  Mr. 
Friedl  as  manager  of  the  New  York  branch  of 
the  Columbia  Co.;  C.  Wm.  Woddrop,  vice-presi- 
dent, secretary  and  treasurer  of  the  Columbia 
Co.;  Louis  D.  Rosenfield,  of  the  Emerson 
Phonograph  Co.;  W.  S.  McDonough,  Kingston, 
N.  Y.,  and  others. 

In  addition  to  the  Columbia  dealers  in  the 
metropolitan  district  there  were  also  present  at 
this  dinner  representatives  of  many  of  the  lead- 
ing talking  machine  companies,  who  gladh-  ac- 
cepted the  invitation  of  the  committee  to  be 
present  at  a  testimonial  dinner  to  one  of  the 
most  popular  members  of  the  local  trade. 

The  committee  in  charge  of  this  banquet  was 
congratulated  upon   the   success   of  the  event. 


for  the  program  was  carried  out  in  every  detail. 
This  committee  consisted  of  Irwin  Kurtz,  chair- 
man; Joseph  H.  Mayers,  H.  E.  Speare,  man- 
ager of  Widener's  Columbia  Shop;  J.  Selig, 
owner  of  Piser  &  Co.:  Milton  Weil,  Krakauer 
Eros.;  Saul  Birns  and  Louis  I.  Leibowitz,  all 
of  New  York  City;  C.  Ludwig  Bauman,  Brook- 
lyn, N.  Y.,  and  Albert  Leon,  Perth  Amboy,  N.  J. 


A.  L.  FORDHAM  WITH  REMINGTON 


Everett  H.  Holmes,  sales  manager  of  the  Rem- 
ington Phonograph  Co.,  announces  the  appoint- 
ment of  A.  L.  Fordham  as  general  wholesale 
representative  for  this  corporation.  Mr.  Ford- 
ham  left  on  his  initial  trip  immediately  after 
September  1. 

Mr.  Fordham  is  well  known  to  the  trade  and 
has  had  an  extended  experience  in  the  phono- 
graph industry. 

E.  H.  Holmes,  by  the  way,  has  just  returned 
from  a  short  trip  and  found  the  dealers  very 
anxious  to  receive  their  first  shipment  of  Rem- 
ington phonographs.  He  was  also  able  to  estab- 
lish many  new  exclusive  agencies  during  this 
trip. 


FAVORITE 

MAIN  SPRINGS 

ARE   THE  WINNERS 


Highest  Quality 
Best  Prices 
All  Sizes 

Immediate  Delivery 


Favorite   Mfg.  Go. 

Talking  Machine  Supplies 

1506  De  Kalb  Avenue 
Brooklyn,  N.  Y. 


SEND     FOR     PRICE  LIST 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


169 


FOR  QUICK  TURNOVERS 

BUY   CHARMAPHONE  PHONOGRAPHS 


r^UR  Leader  Model  No.  4 
will   outsell   any  other 
machine  on  your  floor. 

Its  tone,  high  grade  equip- 
ment, superb  finish,  and  qual- 
ity construction  are  a  delight 
to  the  eye  and  ear. 

Priced  so  that  you  can  give 
your  customer  remarkable 
value  with  regular  profit  to 
you. 

Progressive  dealers  should 
write  at  once  for  exclusive 
territory. 


MODEL  No.  3 

Height  12  inches.       Width  18  inches.        Depth  20  inches, 

Retail  Price  $45.00 


v.. 


MODEL  No.  4 

Height  42  inches.  Width  18  inches.  Depth  23  inches. 

Five  album  shelves.    Nickel  plated  leg  sockets  and  casters 

Retail  Price  $75.00 


SUPREME  IN  TONE,  QUALITY,  PRICE  AND  CONSTRUCTION 

Write  at  once  for  our  liberal  dealers'  proposition  and  catalogue  illustrating  our  complete  line. 


CHARMAPHONE  COMPANY 

39  West  32nd  Street,  New  York  City       Factory:  Pulaski,  N.  Y. 


170 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


To  Dealers  in  Virginia,  West  Virginia, 
North  Carolina  and  South  Carolina — 

The  ARIETTA 


Arietta — Model  I 


Offers  Unusual  Advantages 
in  Deliveries  and  Service! 


THE  RESPONSE  to  our 
announcement  of  the 
ARIETTA  amply  confirms 
our  belief  that  there  is  a 
real  need  of  a  high  grade 
Phonograph  backed  up  by  PHONO 
prompt  deliveries  and  efficient  service. 
With  the  view  of  filling  this  want  we  are 
manufacturing  the  ARIETTA  at  Rich- 
mond, Va.,  for  Dealers  in  nearby  terri- 
tory— Virginia,  West  Virginia,  North 
Carolina  and  South  Carolina. 


The  ARIETTA  is  a  strictly 
high  grade  Phonograph  that 
will  compare  most  favorably 
with  the  best  machines  now 
on  the  market.  The 
GRAPH  ARIETTA  Dealer  is  pre- 
pared to  supply  every  demand  for 
Quality  and  is  protected  against  loss 
of  sales  during  rush  seasons  by  prompt 
deliveries  and  factory  service.  We  will 
not  assign  new  agencies  beyond  our  ca- 
pacity to  supply  those  already  established. 


Get  Ready  Now  for  the  Busy  Fall  Season! 

If  you  are  in  our  territory,  write  or  wire  for  particulars.    Favorable  trade  discounts. 


Wholesale  Distributors  of  Emerson  Records 

We  are  Exclusive  Distributors  of  Emerson  Records  for  Virginia, 
West  Virginia,  North  Carolina  and  South  Carolina 


ROUNTREE  CORPORATION 


Manufacturers 

RICHMOND,  VA. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


171 


OUTING  OF  TALKING  MACHINE  MEN,  INC.,  A  BIG  SUCCESS 

More  Than  300  Members  and  Their  Friends  Enjoy  Great  Time  at  This  Year's  Outing,  Which  Was 
Held  at  Beach  Hill  Inn,  Rye  Beach,  on  August  31 — Great  Program  of  Sports 


The  annual  outing  and  games  of  the  members 
and  friends  of  the  Talking  Machine  Men,  Inc., 
the  talking  machine  dealers'  association  which 
comprises  in  its  membership  the  dealers  of  New 
York,  New  Jersey  and  Connecticut,  was  held 
Tuesday,  August  31,  at  Beach  Hill  Inn,  Rye 
Beach,  N.  Y.,  and  was  by  far  the  most  success- 


up  as  follows:  Davin's  Demons:  Gershman, 
left  field;  Mayers,  pitcher;  Gold,  shortstop; 
Forsley,  center  field;  Davin,  first  base;  Jacobs, 
catcher;  Miller,  third  base;  Russell,  right  field; 
Palmer,  second  base.,  Barg's  Terrors:  Hauss- 
ler,  shortstop  and  pitcher;  Lohr,  first  base; 
Coleman,  right  field;  Grew,  third  base;  Sedg- 


again,  with  the  result  that  the  Davins  scored 
six  runs  and  the  Bargs  scored  four  runs,  tying 
the  score.  In  the  fourth  inning  the  Davins  were 
shut  out,  but  the  Bargs  managed  to  put  one 
run  across  the  plate,  bringing  the  score  to  13 
to  12  in  their  favor.  In  the  fifth  inning,  which 
was  scheduled  to  be  the  last  inning,  the  Davins 
scored  three  times,  but  the  Bargs  in  their  half 
of  this  inning  sent  two  runs  across  the  plate, 
tying  the  score  and  making  an  extra  inning 
necessary.  In  the  sixth  inning  Jacobs  hit  for  a 
single  and  stole  second,  advanced  to  third  on 


Snapshot  of  Big  Crowd  That  Attended  the  Outing  of  the  Talking  Machine  Men,  Inc.,  at  Rye  Beach 


ful  outing  that  this  progressive  association  has 
yet  held.  The  weather  was  ideal,  and  every  de- 
tail of  the  program  was  carried  out  with  a  thor- 
ough efficiency  that  emphasized  the  ef?orts  of 
the  arrangements  committee  to  make  this  gath- 
ering a  memorable  one. 

More  than  300  members  and  friends  of  the  or- 
ganization assembled  at  Washington  Arch  at  10 


wick  and  Stegner,  left  field;  Rollins,  catcher; 
Halpern,  second  base;  Barg,  pitcher;  Schoon- 
maker,  center  field. 

The  game  started  ofi^  as  if  the  score  would  be 


The  Davins — the  Winning  Team 

o'clock  in  the  morning  and  were  conveyed  by 
specially  chartered  buses  and  private  automo- 
biles to  Beach  Hill  Inn,  arriving  there  in  time 
to  enjoy  a  delicious  light  luncheon. 

After  luncheon  the  committee  announced  that 
the  athletic  games  would  be  held  on  the  field 
adjoining  the  Inn,  the  first  event  on  the  pro- 
gram calling  for  a  five-inning  baseball  game  be- 
tween two  teams  captained  by  J.  J.  Davin,  of 
the  Reincke-Ellis  Co.,  and  Louis  Barg,  of  the 
Crescent  Hill  Music  Co.    The  two  teams  lined 


Miller's  strike-out  and  scored  the  winning  run 
on  Russell's  sacrifice  fly.  In  the  last  half  of  the 
sixth  Mayers  pitched  air-tight  ball,  and  Halpern, 
Hutchins  (batting  for  Barg)  and  Schoonmaker 
went  out  without  hitting  the  ball  out  of  the 
infield. 

Both  teams  played  splendid  ball,  the  stars  for 
the  Davins  being  Mayers,  Gershman,  Davin  and 


J.  J.  Davin,  Arno  Reincke,  L.  S.  Crone 

95  to  94,  for  in   the  first  inning  the  Davins 
scored  six  runs  while  the   Bargs  crossed  the 
plate  eight  times.     In  the  second  inning  both  , 
teams  played  a  splendid  game,  neither  side  scor- 
ing, but  in  the  third  inning  the  bats  were  active 


The  Barg  Terrors — the  Losing  Nine 

Gold,  while  the  Bruno  "duet"  on  the  Barg  team, 
otherwise  known  as  Haussler  and  Lohr,  ac- 
counted for  six  runs  of  the  team's  entire  total. 
Haussler  pitched  great  ball  and  was  the  "star" 
of  the  game. 

The  100  yard  dash  for  dealers  only  was  an 
exciting  contest,  with  Jos.  Mayers  finishing 
first,  Michael  Gibbons  second,  and  C.  Dovas 
third.  The  100  yard  dash  for  dealers'  clerks 
and  managers  was  captured  by  Arthur  Heifer, 
(Continued  on  page  173) 


"FAVOROLA" 


THE  POPULAR  PORTABLE 

PHONOGRAPH 


MANUFACTURED  BY 


BON-TON  MFG.  CO. 


211  SO.  BROADWAY 

ST.  LOUIS,  MO. 

r 

Prices  and  Terms  on  Application 


CAST  IRON  FRAME 

DOUBLE  SPRINGS 

ECCENTRIC  BEARINGS 


TONE  ARM:  "SUPREMO"  UNIVERSAL 

PLAYS  ALL  RECORDS 

REPRODUCER:  MICA  DIAPHRAGM 
RUBBER  CUSHIONS 


LEATHERETTE  COVERING 

NICKELED  TRIMMINGS 

12-INCH  TURNTABLE 


172 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


Model  11  Adam 
42"  X  37"  X  24" 
Price,  $300 


Model  2  Adam 

48"  X  22"  X  23" 
Price,  $200 


Model  3  Queen  Anne 
48"  X  22"  X  23" 
Price,  $240 


Model  0  Sheraton 

45"  X  19"  X  20" 
Price,  $135 


Model  10  Sheraton 
42"  X  37"  X  24" 
Price,  $235 


T' Artiste 

jJTHE      ARTIST     IN  REAL'  

THE  L'ARTISTE  is  a  musical  instrument  in 
every  sense  of  the  word.  Its  tonal  value  alone 
places  it  in  the  foremost  ranks  of  reproducing 
instruments. 

Every  model  of  the  L' Artiste  is  a  period  model 
and  true  to  the  period  it  represents.  The  L'Artiste 
is  an  instrument  fit  to  grace  the  most  palatial  of 
homes  and  an  instrument  you  will  take  just  pride 
in  selHng. 

Furthermore  the  merits  of  the  L'Artiste  have  been 
proven.  Dealers  are  handling  the  line  with  great 
success  in  every  section  of  the  country.  Anticipating 
the  important  season  we  are  entering,  it  would  pay 
you  to  investigate  this  line  to-day. 

L'Artiste  Distributing  Co. 


Distributors 


PHILADELPHIA 
Parkway  Building 

NEW  YORK 
841 -J,  Bush  Terminal  Sales  Bldg. 


PITTSBURGH 
2002  Jenkins  Arcade 


NEW  ENGLAND  DISTRIBUTORS 
C.  C.  Moir,  BOSTON,  MASS. 


Model  13  Louis  XVI 
42"  X  37"  X  24" 
Price,  $400 


Model  1  Adam 
46"  X  20"  X  21" 
Price,  $160 


Model  12  Queen  Anne 

42'x37"x24" 
Price,  $360 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


173 


OUTING  OF  TALKING  MACHINE  MEN 

(Continued  from  page  171) 

with  Russell  second  and  Mayers  third.  The  fat 
men's  race  was  won  by  Chas.  Offerman,  with 
Paul  Heifer  second  and  M.  Friedberg  third. 
Miss  Anna  Lazarus,  daughter  of  Sol  Lazarus, 
was  the  winner  of  the  ladies'  race,  with  Miss 
Ethel  Goodman  second  and  Miss  Sadie  Good- 


"Smiles"— That's  All 
man  third.  The  juniors'  potato  race  was  won 
by  "Buddie"  Ernst,  son  of  H.  C.  Ernst,  of  the 
New  York  Talking  Machine  Co.,  with  Master 
Mayers  second.  The  special  100  yard  race  for 
members  of  the  press  was  won  by  Edward 
Lyman  Bill  of  The  Talking  Machine  World. 

Subsequent  to  the  games,  the  guests  adjourned 
to  the  Inn,  where  a  bounteous  shore  dinner  was 
served  which  was  thoroughly  enjoyed  by  every- 
one present.     The  program  specifically  stated 


The  Bruno  Houseboat — ^Note  the  Victor  Dogs 

that  no  speeches  were  scheduled,  and  during  the 
course  of  the  dinner  the  prizes  were  awarded  to 
the  winners  of  the  athletic  games.  These  prizes 
were  contributed  by  the  following  Victor  job- 
bers: American  Talking  Machine  Co.,  Emanuel 
Blout,  Chas.  H.  Ditson  Co.,  Inc.,  New  York 
Talking  Machine  Co.,  S.  E.  Pearsall  Co.,  L.  W. 
Collings  Co.,  Blackman  Talking  Machine  Co., 
C.  Bruno  &  Son,  Inc.,  Knickerbocker  Talking 
Machine  Co.,  Ormes,  Inc.,  G.  T.  Williams  and 
Horton-Gallo-Creamer  Co.  •  The  prize  for  the 
winner  of  the  race  for  the  members  of  the  press 
was  donated  by  the  Reincke-Ellis  Co. 

After  the  close  of  the  dinner  the  Beach  Inn 
jazz  orchestra  provided  plenty  of  entertainment 
and  music  for  the  dancing  devotees.  The  buses 
left  for  New  York  at  10  o'clock,  and  a  happy 
and  contented  crowd  gave  three  cheers  for  the 
members  of  the  entertainment  committee,  which 
consisted  of  the  following:  E.  Perkinr  chair- 
man; Sol  Lazarus,  E.  G.  Brown,  Albert 
Galuchie,  M.  W.  Gibbons,  Irwin  Kurtz,  Max 
Eerlow,  Cass  B.  Riddle  and  J.  J.  Davin. 

According  to  the  official  program  the  various 
phases  of  the  day's  activities  were  handled  by 
the  following  members  of  the  association:  For 
ride  to  Rye,  "Bass  Riddle";  for  hooch  and  eats, 
Gibbons  and  Leins;  for  games,  Jim  Davin  and 
Sol;  for  bathing,  boating  and  fishing.  Sailor 
Miekle,  H.  T.;  for  dancing  and  entertaining, 
Bryant,  Abelowitz,  Schwetz;  for  a  good,  old, 
sincere  hand-shake,  Johnnie  Hunt,  Ernie  Leins, 
Smiley  Bersin,  Josef  Bryant,  7-11  Berlow,  Pep 
Hertzel  and  Surefire  Dovas. 

Practically  all  of  the  Victor  jobbers  in  the 
metropolitan  district,  the  local  wholesale  branch 
of  the  Columbia  Graphophone  Co.  and  the  other 
leading  talking  machine  manufacturers  were 
represented  at  this  outing.  There  is  no  doubt 
but  that  this  delightful  reunion  enhanced  the 
feeling  of  good  fellowship  which  exists  among 
all  factors  of  the  New  York  trade. 


NEW  COLUMBIA  DETROIT  MANAGER 

Sam  E.  Lind  to  Resign  on  October  1  to  Enter 
Another  Field — To  Be  Succeeded  by  H.  E. 
Gardiner  From  the  New  Haven,  Conn.,  Branch 


Detroit,  Mich.,  September  3. — An  announce- 
ment of  extreme  interest  to  the  talking  machine 
industry,  and  especially  to  the  dealers  of  the 
State  of  Michigan,  is  the  resignation  of  Sam  E. 
Lind  as  Detroit  manager  of  the  wholesale 
branch  of  the  Columbia  Graphophone  Co.,  which 
will  take  place  on  October  1.  Mr.  Lind  will  be 
succeeded  by  H.  E.  Gardiner,  at  present  man- 
ager of  the  Columbia  wholesale  branch  in  New 
Haven,  Conn.  During  the  nineteen  years  that 
Mr.  Lind  has  been  with  the  Columbia  he  has 
made  a  warm  spot  for  himself  in  the  heart  of 
the  Columbia  officials  who  have  always  had 
great  respect  and  admiration  for  Mr.  Lind  and 
his  ability  to  sell  goods.  Under  his  regime  the 
Detroit  branch  was  remarkably  well  conducted 
and  sales  were  phenomenal.  Mr.  Lind  started  in 
with  the  Columbia  Co.  in  the  year  1901  as  sales- 
man in  the  retail  store.  Then  he  was  promoted 
to  manager  of  the  instalment  department  of  the 
retail  store;  later  he  was  advanced  to  manager 
of  the  retail  store.  He  showed  such  splendid 
results  that  Mr.  Dennison,  then  manager  of  the 
wholesale  branch  of  the  Columbia,  advanced 
Mr.  Lind  to  assistant  manager  with  charge  di 
city  sales;  again  Mr.  Lind  was  promoted,  this 
time  to  sales  manager.  Four  years  ago  the  home 
office  announced  his  promotion  to  manager  of 
the  Detro'it  wholesale  branch,  a  position  he  has 
held  ever  since.  Mr.  Lind  is  planning  to  en- 
gage in  some  other  line  of  business,  although 
he  has  not  fully  made  up  his  mind,  so  does  not 
want  to  make  any  announcement  at  this  time. 
The  many  Columbia  dealers  throughout  Detroit 
and  Michigan  will  regret  exceedingly  to  hear 
that  he  is  leaving  after  all  these  years,  and  yet 
these  same  dealers  will  do  all  they  can  to  co- 
operate in  every  way  with  Mr.  Gardiner,  the 
new  manager,  who,  according  to  latest  advices, 
will  arrive  some  time  this  month.  He  will  be 
welcome. 


Stewart 

Tallun^  Machine  Q>inpamr 

■  nnurnnniitiiiiHiiiiii mnitii uiniiiiniiiitnuiitiiniiiiiiiiiiinuitniitiiiiiiHitiuiKiiiiiiiniiiii ml >  M 


JOBBERS 


VACATIONIZE  AT  LONG  BEACH 


Peter  J.  Gordon,  district  manager  of  the 
Brunswick-Balke-Collender  Co.,  with  headquar- 
ters in  Detroit,  is  enjoying  his  Summer  vacation 
at  Long  Beach,  L.  I.,  in  preparation  for  the  big 
business  which  he  expects  this  Fall. 


INCORPORATED 


The  Music  Shop,  Middletown,  N.  Y.,  under 
the  direction  of  the  firm  of  Gunther-Kennedy, 
Inc.,  has  begun  improvements  on  its  store  at  59 
North  street.  The  entire  store  will  be  re- 
modeled and  new  demonstration  booths  installed. 


The  ad  that  gets  under  the  skin  of  the  reader 
talks  about  his  business  in  terms  that  he  can 
understand. 


Coin-Operated  Electric  Phonograph 


The  Electric  Phonograph  Company  of 
Kalamazoo,  Michigan,  manufacturers  of 
Coin-Operated  Automatic  Electric  Pho- 
nographs, are  now  offering  to  operators 
the  opportunity  to  handle  their  machines. 
These  machines  are  electrically  operated 
—hold  24  records,  anyone  of  which  may 
be  selected,  and  are  highly  finished  so  as 
to  make  an  attractive  and  pleasing  appear- 
ance in  any  location. 

Production  in  the  factory  is  being  in- 
creased as  rapidly  as  is  consistent  with 
high-grade  work.  The  Electric  Phono- 
graph Company  is  now  able  to  furnish 
instruments  to  progressive  dealers  and 
operators  in  the  United  States. 

They  earn  the  nickels — This  Coin-Oper- 
ated Phonograph  holds  24  cylinder  records. 
Entirely  automatic.    Big  money  makers. 


Attractive  Proposition  to  Dealers  and  Operators 

Electric  Phonograph  Co.,  Kalamazoo,  Mich. 


174 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


/^^HE  PERFECT  TONE  ^ 

^  FOR  EVERY  HOmT^ 

Reg.  Trade  Mark  for  Operollo  Phonographs 


MODEL  115 


Phonographs  for  Quicker  Turnovers 

A  selling  campaign  with  Operollos  will  guarantee 
dealers  complete  success. 

Distinctive  features,  solid  construction,  high-grade 
equipment  and  superb  finish  —  QU A  LITY 
throughout — have  caused  the  pubhc  to  choose 

OPEROLLOS. 

Our  Leader  Model  115  will  outsell  any  other 

machine  on  your  floor 

We  consider  this  machine  the  most  remarkable  value  ever 
offered  by  any  manufacturer.  Model  115  gives  100  per  cent 
satisfaction,  still  our  price  is  very  attractive  and  assures 
dealers  of  substantial  profits. 

Eight  exclusively  designed  Cabinet  Machines, 
retail  prices,  $110  to  $275 

A  permanently  profitable  business  is  assured  to  every  dealer  who  secures  the 
Operollo  Agency  in  his  community. 

Not  only  does  he  benefit  by  the  sales  to  customers  who  would  ordinarily  buy  a 
machine,  but  he  also  partakes  of  the  consumer  prestige  that  Operollo  performance 
has  elsewhere  commanded  through  its  unusually  high  quality  and  tonal  value. 

Operollos  are  made  of  only  highest  grade 
materials,  and  the  silent  Krasco  Motor 
supplies  a  source  of  power  that  is  always 
dependable. 

Operollo 's  popular  price  has  created  a 
demand  that  90  per  cent  of  the  trade 
are  now  supplying — are  you  one  of  the 
dealers  ? 

Write  for  1920  Catalogue 
and  attractive  Dealers'  Discount 

Operollo  Phonograph 
Company 

54  West  Lafayette  Blvd. 
Detroit,  Mich. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


175 


When  Frank  Crumit  sings,  "Don^t  Take 
Away  Those  Blues"  and  "Good-bye,  Dixie, 
Good-bye'%  everyone  says  good-bye  to  the 
blues.  Order  big.  A-2965. 


Columbia  Graphophone  Co 

NEW  YORK 


ACTIVITY  FOLLOWS  SLIGHT  LULL  IN  MILWAUKEE  TRADE 

Optimism  Prevails  Regarding  Fall  and  Winter  Outlook — Prices  Still  Firm — Dealers  Stocking  Up 
 Many  Cash  Sales  Made — Talking  Machine  Trade  Complimented — Changes  in  Jobbing  Trade 


Milwaukee,  Wis.,  September  11.— The  spirit 
of  the  retail  talking  machine  trade  in  Milwaukee 
and  generally  throughout  Wisconsin  evidences 
the  most  substantial  optimism  concerning  Fall 
and  holiday  business.  Although  there  has  been 
a  sort  of  lull  in  demand  for  the  last  thirty  days 
to  six  weeks,  this  has  been  regarded  as  a  natural 
consequence  of  the  season  as  well, as  a  reflec- 
tion of  a  general  tightening  of  finances.  With 
the  arrival  of  Fall  and  the  return  to  the  cities 
of  thousands  who  this  year  went  to  the  lakes 
and  other  country  places  for  the  hot  months, 
business  is  again  picking  up  and  in  such  measure 
that  the  retail  trade  looks  forward  to  virtually 
as  good  a  holiday  trade  as  last  year,  when  all 
records  were  shattered. 

Expressions  of  opinion  on  future  business 
made  at  the  second  annual  Fall  trade  conference 
held  by  the  Wisconsin  Association  of  Music  In- 
dustries in  Milwaukee  on  September  1,  during 
State  Fair  Week,  were  without  exception  of  an 
encouraging  nature.  It  was  stated  that,  while 
the  supply  of  instruments  has  been  increasing, 
the  shortage  of  records  still  exists  and  remains 
a  serious  problem  in  contemplating  Fall  and 
holiday  business.  The  attitude  of  retail  dealers 
is  that  all  of  the  merchandise  they  can  obtain 
should  be  ordered'  now.  The  transportation 
question  looms  up  as  the  most  serious  problem 
confronting  the  industry.  There  seems  to  be  no 
possible  chance  for  prices  to  come  down,  and  it 
is  believed  that  the  trade  will  be  fortunate  if 
it  is  not  going  to  see  higher  prices.  Under 
these  conditions  it  is  the  opinion  of  leaders  in 
the  trade  that  dealers  may  well  look  after  stocks 
and  get  them  on  their  floors  without  delay. 

The  price  situation  from  the  manufacturers' 
standpoint  is  toward  firmness,  if  not  an  advance. 
Lumber  has  eased  ofif  only  slightly,  and  prob- 
ably temporarily.  Metal  is  no  lower.  Labor 
remains  high  and  still  presses  for  further  wage 
advantages.  One  Milwaukee  manufacturer  told 
The  World  representative  the  other  day  that  he 
spent  $150  in  trying  to  get  two  cabinetmakers 
without  success.  The  advance  in  freight  rates 
is  adding  somewhat  to  the  cost  of  each  article, 
especially  the  larger  instruments. 

The  energetic  efforts  which  Milwaukee  music 
men  have  exerted  every  Fall  to  influence  good 
holiday  trade  will  be  repeated  this  year  along 
even  broader  and  stronger  lines  than  in  the  past. 
This  is  deemed  necessary  because  sales,  resist- 
ance unquestionably  is  greater  than  at  any  time 
since  1917,  when  the  enthusiasm  of  the  war 
brought  music  to  its  highest  estate,  especially 
from  a  commercial  viewpoint.  The  Milwaukee 
Association  of  Music  Industries,  the  member- 
ship of  which  consists  largely  of  dealers,  but 
also  of  manufacturers  and  jobbers,  plans  to 
undertake  promotional  efifort  through  co-opera- 
tive advertising  and  the  like,  about  October  1 
and  carry  it  forward  until  Christmas. 

Barring  an  almost  negligible  effect  of  curtail- 
ment of  automobile  production  upon  labor  in 


Milwaukee,  a  great  center  of  the  automotive 
parts  industry,  unemployment  is  practically  un- 
known here.  This  city  excels  perhaps  any  other 
in  the  country  'in  diversified  industries,  conse- 
quently a  decline  in  any  particular  line  does  not 
have  any  general  effect.  The  few  men  who  are 
idle  in  the  automotive  parts  industry  have  been 
absorbed  into  other  shops.  -Local  manufactur- 
ers cannot  discern  any  reason  why  their  patron- 
age should  not  continue  and  the  feeling  is  gen- 
eral that  industrial  conditions  will  not  undergo 
appreciable  change  by  the  end  of  the  year.  So 
far  as  the  agricultural  condition  of  Wisconsin 
is  concerned,  crops  were  never  of  better  quality 
or  larger  yield  and  plenty  of  money  is  stream- 
ing back  to  the  farm. 

A  sign  that  is  especially  encouraging  to  the 
music  industry  is  that  the  farmer  in  Wisconsin 
is  "perking  up,"  which  means  that  not  only  the 
outward  appearance  of  the  farm  is  being  made 
attractive  and  up-to-date,  but  the  interior  of  the 
farmhouse  is  being  given  modern  comforts  and 
convenience.  Dealers  look  to  the  farm  for  a 
considerable  amount  of  business  in  musical  in- 
struments this  Fall,  for  the  farmer  is  spending 
real  money  for  the  first  time. 

At  this  time  of  the  year,  retail  stocks  generally 
are  fairly  heavy,  because  of  buying  in  anticipa- 
tion of  holiday  business.  This  year  stocks  are 
somewhat  larger  than  a  year  ago,  but  there  is 


no  dealer  on  record  with  more  than  he  desires. 
Local  jobbers  report  that  good  buying  is  being 
done  and  they  look  for  a  wholesome  purchas- 
ing movement  during  September  and  October. 
While  more  conservation  has  been  shown  so 
far  this  year  than  in  1919,  the  chances  are  that 
before  Christmas  there  will  be  a  virtual  rush 
for  goods. 

More  cash  sales  of  talking  machines  and 
phonographs  have  been  made  in  Milwaukee  this 
year  than  ever  before  in  history.  There  are  sev- 
eral reasons.  The  main  one  is  that  dealers  have 
tried  the  plan  of  asking  cash  and  found  it  easy 
to  get  it.  Another  is  that  purchasers  are  pre- 
pared to  pay  cash  and  would  be  surprised  if  they 
did  not  have  to  pay  cash.  The  fact  that  bank- 
ers have  been  demanding  abnormally  high  rates 
of  interest  has  been  the  chief  factor  in  inducing 
dealers  to  get  sufficient  backbone  to  ask  cash. 
By  the  same  token,  they  have  held  out  for 
larger  initial  payments  on  deferred  contract 
sales,  and  for  shorter  terms  on  balances.  The 
public  has  been  willing  to  accede  to  the  demand. 

A  high  compliment  to  the  talking  machine 
business  was  paid  by  many  speakers  at  the  re- 
cent State  trade  conference  when  Frank  E.  Mor- 
ton, of  Chicago,  brought  up  the  subject  of  "prize 
package"  merchandising  by  piano  dealers.  He 
pointed  to  the  fact  that  the  talking  machine 
dealer  does  not  find  it  necessary  to  throw  in  a 
couple  of  dozen  records,  several  packages  of 
needles,  brushes,  cabinets,  etc.,  etc.,  in  order  to 
complete  a  sale.  And  yet  no  purchaser  of  a 
phonograph  can  make  the  least  possible  use  of 
(Cniili)iued  on  page  \77) 


CABINETS 


%  If  you  are  in  the  market 
for  cabinets  that  will  de- 
velop sales  for  your  dealers 
write  us  today. 

^  We  use  only  five  ply 
selected  woods  —  Genuine 
Mahogany — Quartered  Oak 
—  American  Walnut.  The 
line  is  complete,  compris- 
ing eight  models. 

^  We  are  not  experimenting 

with  cabinet  production,  for 

our  factory  stafif  has  manu- 
factured fine  cabinet  work 

for  25  years, 

The  Celina  Specialty  Company 

Celina,  Ohio 


46  in.  high 
Wyi  in.  wide 
21>2  in.  deep 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


It  embodies  all  of  the  latest  and 
best  achievements  in  tone  re- 
production and  will  play  all 
makes  of  disc  records  perfectly 
without  any  attachments. 


A  PRODUCT  OF  THE  HIGHEST  QUALITY 

NEW   MODELS  OF  ADVANCED  DESIGN 
FINEST  WORKMANSHIP  SUPERB  TONE 

HIGHEST  GRADE  EQUIPMENT  EXCLUSIVE  FEATURES 

GUARANTEED  DEUVERIES 


We  want  you  to  knovy  their  quality  so  here  is  our  offer 

We  will  send  one  or  more  models  on  approval.  When  they  come  put 
them  to  a  test  as  severe,  as  critical  as  you  desire.  If  perfectly  satisfactory 
you  are  to  honor  invoice  at  maturity.  If  not,  just  return  the  machine 
at  our  expense.  Could  any  offer  be  more  fair  or  prove  more  fully  the 
faith  we  have  in  our  product? 

Write  us  today  and  arrange  for  the  agency  of  the  fast  selling  Excel  line. 


To  Excel  dealers  we  offer  an  ample  supply  of  records  of 
well-known  standard  makes  at  remarkably  reduced  prices 


QDODDDDODDDaOO  0 


CABINET  COMPANY 


O'.U-O'  0  U  Q  Q  O  0  O  □  □  □  IJ  I '  '-'  1"'  t '  '  '  ' '  1-  C  L-  ■  .1  D  n  n"fr  ^ 


EXECUTIVE  OFFICES:   136  West  23d  Street,  New  York 

FACTORIES:   Chicago,  III.;  Holland,  Mich.;  Jamestown,  N.  Y. 

An  Exceptional  Opportunity  is  Offered  to  Good  Wholesale  Salesmen  to  Represent  Us 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


ACTIVITY  IN  MILWAUKEE  TRADE 

(Continued  frotn  page  175) 

the  instrument  unless  records  and  needles  are 
available.  On  the  other  hand,  while  a  player- 
piano  can  be  played  by  hand  without  further 
supplies,  many  dealers  insist  on  throwing  in  a 
dozen  music  rolls,  scarf,  bench  and  numerous 
other  articles  for  which  they  had  to  pay  a  hand- 
some price.  Mr.  Morton  said  it  is  a  sign  of 
weakness  when  a  dealer  feels  it  necessary  to  do 
this  gift-giving,  and  no  dealer  can  prove  that  he 
deems  music  an  essential  when  he  persists  in 
the  practice. 

Several  important  changes  in  the  jobbing 
trade  in  Milwaukee  have  taken  place  recently. 
The  most  important  is  that  of  the  resignation 
of  Harry  M.  Hahn  as  sales  manager  of  the 
Sonera  department  of  the  Yahr  &  Lange  Drug 
Co.,  to  take  the  management  of  the  Paramount 
department  of  E.  R.  Godfrey  &  Sons  Co.,  dis- 
tributors of  the  Paramount  line  in  five  Great 
Lakes  States,  namely,  Wisconsin,  Illinois,  In- 
diana, Michigan  and  Iowa.  Mr.  Hahn  joined 
the  Yahr-Lange  Co.  three  years  ago,  having 
previously  spent  seven  years  in  the  retail  busi- 
ness with  C.  Niss  &  Sons  Co.,  Milwaukee.  He 
assumed  his  new  duties  August  1.  His  head- 
quarters now  are  at  293  Milwaukee  street. 

According  to  Harry  A.  Goldsmith,  secretary 
of  the  Badger  Talking  Machine  Co.,  135  Second 
street,  Winconsin  and  Upper  Michigan  jobber 
in  the  Victor  line,  prospects  for  Fall  and  the 
holiday  season,  are  excellent,  and  he  feels  that 
it  is  going  to  be  merely  a  question  of  getting 
merchandise  to  fill  the  demand.  The  dealer 
trade  is  ordering  liberally. 

Mr.  Woodard,  representing  the  Emerson,  re- 
cently spent  a  week  in  Milwaukee  and  gained 
a  wide  acquaintance  with  the  line  among  deal- 
ers in  Eastern  VVisconsin.  Mr.  Woodard  made 
an  exhibit  at  152  Hotel  Wisconsin,  which  was 
liberally  patronized  during  his  stay. 

Thomas  I.  Kidd,  manager  of  the  local  branch 
of  the  Brunswick,  is  pleased  with  the  manner  in 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us  ? 


EXCLUSIVELY  WHOLESALE 


BADGER  TALKING-MACHINE  CO.  ''«•?: 


VICTOR  DISTRIBUTORS 


which  Fall  business  has  opened  up  after  the 
usual  Summer  quiet  period  and  he  is  of  the  opin- 
ion that,  despite  gradual  production  better- 
ment, it  is  going  to  be  difficult  to  satisfy  the 
wants  of  his  large  and  active  dealer  organiza- 
tion, especially  when  the  eleventh-hour  rush 
sets  in  shortly  before  Christmas. 

One  of  the  busiest  men  in  the  local  trade  dur- 
ing the  first  ten  days  of  September  was  Richard 
H.  Zinke,  head  of  the  R.  H.  Zinke  Music  Co., 
a  leading  East  Side  Victor  dealer.  Mr.  Zinke 
is  president  of  the  Wisconsin  Association  of 
Music  Industries  and  as  such  did  some  very 
hard  work  for  the  annual  Fall  trade  conference 
held  September  1.  On  September  2  the  Mil- 
waukee Elks'  Band  functioned  as  the  chief  mu- 
sical organization  on  Milwaukee  Day  at  the 
State  Fair.  Mr.  Zinke  organized  this  band  and 
is  its  director.  Before  the  fair  closed  Satur- 
day, September  4,  the  big  Elks'  Round-Up  and 
Carnival  Supreme  began  in  Milwaukee.  Mr. 
Zinke  served  as  chairman  of  the  music  commit- 
tee and  also  directed  his  band. 

The  Dalin  Jewelry  &  Music  Co.,  of  West 
Allis,  a  suburb  of  Milwaukee,  opened  its  new 
store  at  6217-6219  Greenfield  avenue  on  Septem- 
ber 1.  It  originally  was  the  Dalin  Jewelry  Co., 
but  several  years  ago  installed  a  Victor  depart- 
ment, which  has  been  supplemented  with  a  com- 
plete line  of  pianos  and  musical  merchandise. 

Fred  D.  D.  Holmes,  secretary  and  manager 


of  the  Smith  Piano  Co.,  Columbia  dealer,  has 
returned  to  his  desk  after  an  absence  of  nearly 
two  months  because  of  illness.  Mr.  Holmes 
was  subject  to  dual  congratulations,  a  baby  boy 
having  arrived  at  his  home  on  August  12. 

The  George  H.  Eichholz  Co.,  this  city,  Victor 
and  Edison  dealer,  now  has  one  of  the  finest 
and  most  attractive  talking  machine  shops  in 


Interior  View  of  Eichholz  Store 

the  city  as  the  result  of  extensive  remodeling 
work.  At  the  same  time  the  store  was  enlarged 
and  a  new  battery  of  demonstrating  booths  in- 
stalled. The  accompanying  illustration  gives  a 
good  idea  of  the  first  impressions  upon  the  cus- 
tomer entering  the  front  door.  The  Eichholz 
Co.  is  one  of  the  most  consistent  users  of  street 
car  advertising  in  the  local  trade. 

Herman  C.  Mueller,  422  Eleventh  avenue,  has 
recently  brought  out  the  Mueller  tone  arm,  the 
distinct  feature  of  which  is  the  multiple 
diaphragm,  which  amplifies  the  sound. 


We  feel  as  deeply  concerned  in  your  growth  and  pros- 
perity as  do  you. 

We  therefore  consider  it  our  duty  to  extend  to  you 
whatever  co-operation  we  may  in  furthering  the  advance- 
ment of  your  institution;  whatever  it  may  be,  through 
helping  you  in  your  merchandising  methods,  helping  you 
with  your  store  arrangement,  giving  you  our  experienced 
advice  in  accounting  systems,  or  in  any  other  way  where 
we  may  be  of  service  to  you 


When  merchandising  a 
VICTOR  product,  re- 
member you  are  merchan- 
dising the  highest  grade 
musical  instrument  in  the 
world. 


178 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


i 


New  Comfort  Talking  Machine 

"Supreme  in  durability,  beauty  and  tone" 


TRADE  WAS 


Designs  that  are  the  products  of  genius,  a  dehghtful  sweetness  of 
tone,  and  an  unexcelled  service  have  combined  to  boost  New  Comfort 
sales  over  1000%  since  December,  1919. 

The  New  Comfort  possesses  lines  that  are  extraordinary  for  their 
simplicity,  yet  perfect  gracefulness.  Nineteen  models — to  fit  every  taste, 
and  pocket  book,  give  New  Comfort  dealers  opportunities  for  unlimited 
expansion  through  our  direct-from-the-factory  selling  plan. 


MODEL  80 


Known  for  Tone" 


MODEL  E 


MODEL  D17 


Two  of  our  most  popular  models  sent  to  you  upon  request,  without 
any  cash  outlay  on  your  part. 

A  beautiful  Illustrated  Catalogue  with  our  proposition  to  Dealers 
sent  upon  request. 

New  Comfort  Phonograph  Records  will  be  announced  shortly. 


The  New  Comfort  Talking  Machine  Company 


General  Offices:    Cedar  Rapids,  Iowa 

EASTERN  OFFICES:    106  Bakewell  BIdg.,  Pittsburgh.'Penna. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


179 


CLEVER  LIFTER  PUBLICITY 


How  the  Vacuum  Record  Lifter,  Ltd.,  Is  Bring- 
ing Its  Product  to  the  Attention  of  the  Trade 
— Some  Novel  Ideas  Brought  to  Attention 


Again  credit  goes  to  an  accessory  firm  which 
seems  to  inject  novelty  into  everything  it  does 
ill  the  campaign  to  the  dealer.  The  Vacuum 
Record  Lifter,  Ltd.,  New  York,  maker  of  the 
only  article  on  the  market  for  lifting  a  record 
off  the  turntable,  announces  a  Fall  sellifig  propa- 
ganda which  introduces  its  device  to  the  trade. 

Herewith  is  reproduced  one  of  the  fac-simile 
postcards  in  a  teaser  campaign  which  brings 


five  such  cards  to  the  dealer's  desk,  on  succes- 
sive days.    They  read  as  follows: 

(1)  Hooray  for  American  Industry  I  We'll  be  shipping 
V.  R.  L.  in  ten  days  morel    They'll  flood  the  country  I 

—V.  R.  L.  (Patience!) 

(2)  Oh,  Boy!  What  a  nifty  article  is  that  V.  R.  L. 
You  sure  will  be  glad  you  waited! 

—V.  R.  L.  (Patience!) 

(3)  The  V.  R.  L.  is  heading  your  way  and  every  dealer 
will  agree  with  you  when  you  say  "Great!" 

—V.  R.  L.  (Patience!) 

(4)  By  mail  to-morrow  you'll  know  all  about  that 
V.  R.  L.  they've  all  been  waiting  fori  Sell  'em?  Why, 
man — -they  just  give  themselves  away! 

—V.  R.  L.  (Patience!) 

(5)  Right  in  this  mail  is  the  message  of  the  Vacuum 
Record  Lifter,  the  phenomenon  of  the  year.  And  for 
your  patience — much  thanks! 

The  last  day  brings  a  large  envelope  with 
literature,  rate  card,  etc.  It  is  all  designed  to 
give  the  dealer  an  idea  of  the  campaign  which  is 
being  put  behind  the  Vacuum  Record  Lifter. 
Besides  colored  reprints  of  display  cards,  there 
is  a  folder  for  distribution  to  the  consumer 
worthy  of  note.  It  is  a  little  family  circle  story 
of  records  that  have  been  reduced  to  scrap 
through  collision  with  the  tone  arm  or  by  drop- 
ping on  the  floor;  aptly  enough,  the  folder  is 
entitled  "Broken  Melodies." 

Joseph  Menchen,  president  of  the  concern,  re- 
ports brisk  selling,  now  that  all  difficulties  of 
mass  production  have  been  overcome. 


MUSIC  SUPERVISOR  FOR  NEW  YORK 


Russell    Carter   Assumes    Important    Post  in 
State  Educational  Department  at  Albany 


With  the  creation  of  the  office  of  specialist  in 
music  in  its  Educational  Department  at  Albany, 
New  York  State  has  just  taken  an  important 
step  toward  the  standardization  of  the  courses 
in  music  in  its  public  schools  and  toward  grant- 
ing this  study  a  more  prominent  place  in  the 
curriculum.  The  new  appointee  is  Russell  Car- 
ter, for  eight  years  supervisor  of  music  in  the 
public  schools  of  Amsterdam,  N.  Y.,  and  more 
recently  professor  in  the  University  of  Michigan 
at  Ann  Arbor. 

Mr.  Carter's  chief  duties  will  be  to  set  stand- 
ards which  are  to  be  maintained  in  the  schools, 
and  to  pass  on  the  claims  of  schools  for  credits 
in  music  by  actual  inspection  of  the  work  done. 
The  work  will  be  virtually  that  of  a  general 
supervisor  and  will  involve  the  preparation  of 
regents'  examination  questions,  the  reviewing  of 
all  examination  papers,  lecturing  on  methods 
of  teaching,  and  helping  individual  schools  to 
plan  work. 

Whereas  each  school  heretofore  has  been  fol- 
lowing the  music  course  prescribed  by  its  in- 
dividual school  board,  it  will  now  have  to  con- 
form to  the  standards  set  up  by  the  new  de- 
partment if  it  hopes  to  offer  its  pupils  a  course 
for  which  full  credit  may  be  secured.  The  New 
York  City  schools  are  not  affected,  however,  as 
thej'  are  separately  administered  with  their 
music  work  under  the  direction  of  George  H. 
Gartlan. 


Iptortroisl 


PERFECT 
PORTABLE 
PHONOGRAPH 


For 
Dome  Use 


For 
Outings 


Size  13  X  13  X  10  inches.    Weight  16  pounds. 

Plays  All  Records  With  Clear  Full  Tone 

Every  Machine  Guaranteed 

Built  like  an  elegant  traveling  case  with  LEATHER  CORNERS, 
ROUND  LEATHER  HANDLE,  SILK  GRILLE,  enclosed  cast  METAL 
HORN,  UNIVERSAL  TONE  ARM,  and  NEEDLE  REST;  CLIP  for 
holding  Tone  Arm  when  carried;  RECORD  COMPARTMENT  and 
NEEDLE-BARREL  for  carrying  needles. 

YOUR  CUSTOMER  WILL  BE  PROUD  TO  OWN  THIS 
BEAUTIFUL  INSTRUMENT 


DISTRIBUTORS : 

Boston,  Mass  Phonograph  Sales  Co.,  27-28  Court  Sq. 

Chicago,   111  Wade  Talking  Machine  Co.,  14-20  N.  Michigan  Ave. 

Dallas,   Tex  Sonora  Distributing  Co.,  of  Dallas. 

Kansas  City,  Mo  Tri-State  Sales  Co.,  218  East  10th  St. 

Richards  &  Conover  Hardware  Co.,  5th  and  Wyandotte  St. 

Milwaukee,  Wis  A.  G.  Kunde,  516  Grand  Ave. 

New  York  City  Cabinet  &  Accessories  Co.,  145  E.  34th  St. 

Oklahoma  City,  Okla  Collier  Bros.,  817  Herskowitz  Bldg. 

Portland,   Ore  The  M.  J,  Wax  Co.,  203-206  Fenton  Bldg. 

St.  Louis,  Mo  Associated  Furniture  Manufacturers,  1209  Washington  Ave. 

Every  Enterprising  Dealer  Will  Fill  In  Blank  Below  and  Mail 
to  Nearest  Distributor  At  Once 


"(TEAR  OFF  HERE) 


.1920 


(Write  name  of  nearest  distributor.) 


{Address^ ) 


Gentlemen : 

Please  ship  at  once  by  express  f.  o.  b.  factory  Portrola  I  (double  spring  motor) 

list  price,  $45.00;   Portrola  II  (single  spring  motor)  list  price,  $35.00.    It  being 

understood  that  I  am  to  receive  the  usual  dealer's  discount. 


180 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


DEALERS  LOOK  FORiAN  ACTIVE  FALL  TRADE  IN  BUFFALO 

Buying  Power  of  Public  Still  High — New  Columbia  Dealers — J.  N.  Adam  &  Co.'s  New  Record 
Rooms — C.  N.  Andrews  Returns— L.  M.  Cole  Reports  Progress — Short  Time  Methods  Prevail 


Buffalo,  N.  Y.,  September  L— -Activity  marks 
industrial  conditions  in  Buffalo  and  the  pros- 
pects for  Fall  and  holiday  trade  are  bright.  Ask 
local  laborers,  who  are  receiving  $38.50  a  week, 
if  there  is  a  slump  headed  toward  Buffalo  and 
they  will  reply  in  the  negative.  Many  me- 
chanics, who  are  working  steadily,  hold  the  same 
view.  The  number  of  unemployed  in  this  city 
is  negligible. 

The  scarcity  of  farm  labor  is  handicapping 
western  New  York  farmers,  who  with  all  their 
setbacks  are  enjoying  prosperity.  There  is  an 
abundance  of  grain  and  fruit  and  prices  are 
maintaining  a  high  level.  Talking  machine  sales- 
m.en  report  that  the  farmers  are  so  busy  making 
money  at  present  that  they  will  hardly  give  up 
the  time  for  an  interview  on  the  subject  of 
talking  machines.  It  is  said  that  when  the  rush 
is  over  they  will  buy  liberally. 

August  sales  were  as  good  as  those  of  the 
same  period  a  year  ago  and  the  merchants  have 
been  stocking  up  to  avoid  future  embargoes,  in- 
creased freights,  etc.  There  has  been  the  usual 
amount  of  quality  advertising  in  regard  to  talk- 
ing machines  and  special  announcements  about 
new  records. 

The  general  run  of  terms  demanded,  accord- 
ing to  a  member  of  the  trade,  is  10  per  cent 
down  and  a  twenty  months'  liihit. 

W.  H.  Lawton,  manager  of  the  Buft'alo  branch 
of  the  Columbia  Graphophone  Co.,  reports  that 
the  following  have  recently  opened  Grafonola 
Shops  in  Buffalo  or  surrounding  territory:  F. 
Schunke,  1877  Clinton  street,  Buffalo;  Carl 
Meyer,  509  Broadway,  Buffalo;  John  A.  Lenz, 
410  Genesee  street,  Buffalo;  John  A.  Lenz,  1425 
Fillmore  avenue,  Buffalo;  Frank  Vallone,  334 
Connecticut  street,  Buffalo;  J.  N.  Adam  &  Co., 
389  Main  street,  Buffalo;  L.  Giambrone,  529 
Niagara  street,  Buffalo;  New  England  Furniture 
&  Carpet  Co.,  Rochester;  Pritchard  &  Ropfelt, 
Kochester;  Herman  Rice,  Angelica,  N.  Y.;  John 


Mackowiak,  Dunkirk,  N.  Y.;  Vrony  Kite,  Ge- 
neva, N.  Y.,  and  Ackley  &  Hall,  Newark  Val- 
ley, N.  Y. 

"Business  during  the  months  of  July  and  Au- 
gust at  the  Buffalo  branch  has  passed  all  previous 
records,"  said  Mr.  Lawton.  "There  is  a  general 
feeling  among  the  trade  that  there  will  be  a 
tremendous  demand  both  for  Columbia  Grafo- 
nolas  and  records  starting  with  the  Fall  season, 
which  will  open  up,  from  all  indications,  very 
big  in  the  early  part  of  September." 

Mr.  Lawton  will  hold  a  series  of  dealers'  meet- 
ings in  Buffalo,  Rochester,  Syracuse  and  other 
points,  starting  the  latter  part  of  September. 

Many  Columbia  dealers  are  reporting  tre- 
mendous sales  and  increases  in  the  smaller  rural 
towns  due  to  the  fact  that  they  are  using  trucks 
and  going  out  and  soliciting  business,  selling 
direct  from  the  truck  to  the  homes. 

Mr.  Lawton  reports  big  sales  on  new  Co- 
lumbia period  models.  A  representative  display 
of  these  is  now  to  be  seen  at  the  following  con- 
cerns in  Buffalo:  J.  N.  Adam  &  Co.,  King  Fur- 
niture Co.,  Laurens  Enos  Co.,  Household  Out- 
fitting Co.,  Kuhn  Bros.,  and  John  A.  Lenz. 

Mr.  Lawton  recently  visited  New  York  to 
confer  with  the  executive  officers  of  the  Columbia 
upon  the  matter  of  the  new  and  expansive  quar- 
ters of  the  Buffalo  branch  of  the  Columbia  Co., 
which  increased  business  has  made  necessary. 

"Our  August  business  showed  a  50  per  cent 
increase,"  said  F.  E.  Russell,  manager  of  J.  N. 
Adam  &  Co.'s  Victrola  department.  "Just  now 
there  is  a  scarcity  of  Victor  records." 

A  large  open  record  room,  with  a  service 
counter  in  front,  has  been  opened  at  this  store. 
The  salesmen  there  are  provided  with  automo- 
biles, which  are  used  to  advantage  in  bringing 
customers  to  the  establishment.  A  recent  case 
in  point:  A  woman  living  in  South  Park,  a  sec- 
tion of  this  city,  telephoned  the  Victrola  de- 
partment to  inquire  briefly  about  a  machine. 


When  the  information  was  given,  she  said  she 
"would  be  down  in  a  day  or  two."  The  live 
salesman  conversing  with  her  over  the  'phone 
suggested  that  he  would  call  in  his  auto  the 
same  afternoon  and  bring  the  prospect  to  the 
store.  She  agreed  to  the  offer  and,  in  face  of  the 
alleged  slowness  of  the  female  of  the  species  in 
getting  herself  ready,  was  in  the  department 
within  an  hour.  The  interview  ended  happily 
for  all  concerned  because  she  bought  a  $235 
machine  after  little  investigation. 

M.  Lipchick  has  joined  the  sales  staff  of  J.  N. 
Adam  &  Co.'s  Victrola  section.  His  talent  as  a 
musician  has  helped  him  in  selling  many  records. 
Floyd  Barber  and  Miss  Gress,  of  the  same  de- 
partment, have  returned  from  their  vacations. 
D.  J.  Cameron,  salesman,  has  bought  a  new 
car,  which  he  uses  in  the  business. 

While  10  per  cent  down  and  a  twenty  months' 
limit  are  the  customary  terms  in  buying  talking 
machines  in  Buffalo  at  present,  according  to  a 
local  dealer,  some  customers  in  the  past  two 
months  have  been  making  heavy  down  payments 
and  are  showing  a  willingness  to  clean  up  the 
balance  in  a  few  months. 

Mr.  and  Mrs.  C.  N.  Andrews  recently  returned 
from  a  twelve-days'  motor  trip  to  the  Adiron- 
dacks.  Mr.  Andrews,  accompanied  by  his 
brother,  W.  D.  Andrews  of  Syracuse,  later  cov- 
ered Cleveland,  Toledo,  Detroit  and  other  points 
by  motor.  Mr.  Besser,  of  W.  D.  &  C.  N.  An- 
drews' sales  force  spent  his  vacation  in  Hornell. 

"We  are  receiving  larger  shipments  of  ma- 
chines but  record  shipments  are  slow,"  said 
L,  K.  Scott,  manager  of  the  William  Hengerer 
Co.'s  Victrola  department.  "We  are  making 
plans  for  a  big  Fall  and  holiday  trade." 

Miss  Irene  Hitzel,  saleswoman  in  Hengerer's 
Victrola  department,  was  recently  married  to 
Stanley  Cabana  of  this  city. 

"Business  is  good  and  our  dealers  are  starting 
to  order  for  Fall,"  said  L.  M.  Cole,  general  sales 
manager  of  the  Iroquois  Sales  Corp.  "Mr. 
Briggs,  our  Eastern  representative,  has  opened 
several  new  accounts."  Mr.  Cole  recently  visited 
the  Okeh  headquarters  •  in  Toronto,  Ont.  He 
found  the  Okeh  records  going  strong  there. 


EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


In  designing  the  phonograph  that  you  manufacture  do 
you  realize  that  the  use  of  high  grade  sound  reproducing- 
mechanism  is  a  very  important  item? 

Have  you  ever  given  the  importance  of  the  throw  back 
feature  your  consideration? 

The  Empire  Tone  Arm  and  Reproducer  excels  in  every 
important  feature — 


1st,  on  appearance  alone  it  will  appeal  to  your  dealer 
customer  and  will  enable  him  to  interest  the  best  kind  of 
trade. 

2nd,  on  performance  it  will  reproduce  all  makes  of 
disc  records  at  their  best  and  will  bring  out  all  the  over- 
tones that  are  usually  lost. 

3rd,  mechanically  the  Empire  Tone  Arm  is  more  nearly 
perfect  than  any  other  tone  arm. 


WRITE  FOR  OUR  PRICES  AND  GIVE  US  AN   OUTLINE  OF    YOUR  REQUIREMENTS   FOR  1920 


THE  EMPIRE  PHONO  PARTS  COMPANY 

ADDRESS  ALL  INQUIRIES  TO  CHICAGO  OFFICE 
Sales  Office:  423  S.  Wabash  Avenue,  CHICAGO,  ILL. 
Factory:  1100  W.  9th  Street,  Cleveland,  Ohio 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


181 


FOR 
Steamships, 
Theatres  and 

Dancing, 
Entertainment 

or  Novelty 
and  Numerous 
Other  Purposes 


Patented  in  U.S.A. and  Foreign  Countries 


FOR 
Schools, 
Clubs  and 
Colleges,  or 
Parks,  Camps, 
Summer  Resorts, 
Public  Speaking 
and  Announcing 


Music  and  Voice  Telemegafone 


Increases  the  volume  of  any 
Phonograph  many  times 


Plays 
all  records 


Music   transmitted  elec- 
trically from  tone-arm 


Telemegafffne  tliat  repro- 
duces   music    and  voice 
faithfully 


Two  wires  connect 
to  6-volt  storage 
battery 


r  sound  regulated  from  very  weak 
to  very  strong 


Territory  Rights  Available  in  all  parts  of  (United  States 


President 
Wilson 

used  the 
Magnavox 
Telemegafone  to 
talk  to  50,000 
people  at 
San  Diego 

Vice-President 

MarshalV  s 

voice  was  carried  to 
the  tower  of  the 
Trinity  Church  in 
Washington,  D.  C, 
and  reproduced 
with  sufficient 
volume  to  be  heard 
over  the  greater 
part  of  the  city. 


The  Home  of  Magnavox   Telemegafones,   and  the  famous   anti-noise  Marine,    Commercial  and 

Airplane  Telephones 

WRITE  FOR  BULLETIN  No.  22520 

THE  MAGNAVOX  COMPANY 


The 

President's 

Victory  Loan 

message  was  trans- 
mitted by  wireless 
telephone  from  an 
airplane  and  repro- 
duced to  21,000 

people  at  the 
Treasury  Bldg., 
Washington,  D.  C. 

This 

Instrument 

has  also  been  used 
with  great  success 

by  Secretary 
Daniels,  Admiral 
Sims  and  many 
other  prominent 
public  speakers. 


2701-2765  East  14th  Street 


Oakland,  California 


PACIFIC  COAST  DISTRIBUTORS   OF  SONORA  PHONOGRAPHS 


182  THE     TALKING     MACHINE     WORLD  September  15.  1920 


(pate^ed) 


aSeoie£ 


REG.  U.  OFF. 


"Where  are  you  going,  my  pretty  kid  ?" 

'I'm  going  to  buy  a  Waddell  phonograph" — and  she  did. 

"And  why,  my  pretty  miss,  did  you  buy  a  Waddell?" 
"Because,  sir,  it  has  a  secret  that  makes  it  sell." 

"And  what  b  the  secret  that  sells  the  Waddell?" 
"It  would  be  no  secret,  sir,  were  they  to  tell; 
"But  I  can  say  this,  sir,  if  you  do  not  mind : 
"It's  Tone  was  the  best,  sir,  that  I  could  find." 

"Then  its  tone  has  a  secret,  my  pretty  maid?" 
"You  cannot  find  one  just  like  it,  sir,"  she  said. 


WADDELL  No.  1 


The  Waddell  way  of  filing  records  is  to 
place  two  records  in  the  space  usually  re- 
quired for  one.  Records  should  have  about 
one-half  inch  space  between  them  to  insert 
the  thumb  and  finger  which,  if  carried  on  a 
straight  line,  would  give  two  records  to  each 
inch,  but  by  STAGGERING  the  records  up 
and  down,  alternately,  we  get  FOUR  to  the 
inch,  or  double  capacity,  and  maintain  the 
half  inch  space.  Simple,  isn't  it?  Yes,  it's 
patented  and  used  only  in  Waddell  phono- 
graphs. Each  space  is  numbered.  Gummed 
perforated  numerals  in  duplicate  and  an  in- 
dex card  are  furnished  with  each  machine. 
Result:  a  perfect  filing  system  through 
which  a  record  may  be  selected,  placed  on 
the  turntable  and  be  in  motion  before  an 
album  could  be  taken  from  a  cabinet,  laid 
on  the  floor  and  opened. 

This  is  only  one  of  six  other  new  features 
that  sells  Waddell  phonographs. 


Write  for  catalog  showing  Music  Table,  Music 
Stand  and  two  Cabinet  Models.  They  have  indi- 
viduality without  being  freakish. 


The  Music  Table  Company 

GREENFIELD,  OHIO,  U.  S.  A. 


lllliH 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


183 


PORTLAND,  ORE.,  IS  A  LIVE  NEWS  CENTER  THIS  MONTH 

Big  Orders  for  Brunswicks — Important  New  Agencies — New  Edison  Home — Salesmen  in  Contest 
at  Wiley  B.  Allen's — Aeolian-Vocalion  Demonstration  Arouses  Interest — Moore  Features  Victrola 


Portland,  Ore.,  September  4.— A  marked  im- 
provement in  business  is  very  evident  in  all  the 
talking  machine  houses,  and  without  exception 
dealers  report  good  sales  for  August.  M.  J. 
Davis,  manager  of  the  phonographic  division  of 
the  Brunswick-Balke-Collender  Co.,  has  just  re- 
turned from  a  successful  trip  in  Southern  Ore- 
gon, where  he  sold  $50,000  worth  of  machines 
m  two  weeks.  He  placed  an  order  for  a  carload 
of  Brunswicks  for  L.  L.  Thomas,  of  Marshfield, 
and  another  carload  of  phonographs  for  Seth 
Laraway,  of  Eugene,  Oregon.  H.  L.  Stiff,  of 
Salem,  Oregon,  placed  an  order  for  eighty-five 
of  the  large  model  Brunswicks.  Mr.  Davis  re- 
ports that  the  phonograph  situation  was  never 
so  good  in  Oregon  as  it  is  at  the'  present  time. 

Weeks  &  Orr,  of  Medford,  who  are  the  largest 
furniture  dealers  in  Southern  Oregon,  have 
taken  the  agency  for  the  Brunswick  phonograph 
and  are  now  putting  up  a  large  store  exclusively 
for  the  display  of  the  machine.  The  advertising 
department  of  the  firm  is  painting  a  display 
Brunswick  sign  seventy  by  eighty  feet,  which 
will  be  the  largest  of  the  kind  in  Southern 
Oregon.  Other  houses  featuring  the  Brunswick 
are  Lilburn  &  Son,  of  Roseburg  Ore.,  -and  the 
Wilson  Mercantile  Co.,  of  Glendale,  Ore.  The 
latter  company  was  only  recently  given  the 
agency  for  the  Brunswick.  Lilburn  &  Son  have 
I>laced  a  large  order  for  their  holiday  wants  and 
are  featuring  Brunswick  phonographs  and 
records  exclusively.  A.  J.  Kendrick,  general 
sales  manager  of  the  phonograph  division  of 
the  Brunswick-Balke-Collender  Co.,  will  be  in 
Portland  September  21  and  22. 

The  Edison  Phonograph,  Ltd.,  is  moving 
from  the  Blake-McFall  Building  on  Fourth 
street  to  its  handsome  new  concrete  build- 
ing at  484  Everett  street.  The  new  build- 
ing is  specially  adapted  for  the  Edison  business 
and  the  change  of  location  is  a  most  desirable 
and  satisfactory  one.  The  quarters  will  be 
much  larger  than  the  ones  in  the  Blake-McFall 
building.  On  the  first  floor  will  be  the  shipping 
and  repair  department  and  offices.  The  balcony 
will  be  for  record  storage  and  the  rest  of 
the  building'  for  storage.  After  the  company 
is  settled  in  the  new  building  a  more  complete 
and  definite  account  of  their  new  surroundings 
will  be  possible. 

The  Wiley  B.  Allen  Co.'s  talking  machine  de- 
partment is  having  a  lively  contest  among  the 
salesmen  this  month.  The  volume  of  business 
each  man  brings  into  the  house,  which  means 
the  salesman  selling  the  largest  number  of 
machines,  will  receive  a  bonus.  So  far  Milton 
Marshall  is  ahead  and  his  chances  are  very 
good  as  at  present  writing  he  is  $1,000  in  ad- 
vance of  the  others.  Herbert  Bach  was  in 
charge  of  the  department  during  the  absence 
of  Paul  B.  Norris,  who  was  on  a  vacation. 

E.  B.  Hunt,  manager  of  the  Sherman,  Clay 
&  Co.'s  wholesale  Victor  department  in  Port- 
land, says  that  while  there  has  been  some  dif- 
ficulty in  getting  machines  owing  to  transpor- 
tation troubles,  which  have  caused  consider- 
able delay,  shipments  are  coming  in  better  than 
they  have  been  coming  for  some  time.  Dealers 
are  expecting  a  big  Fall  trade  and  Victor  goods, 
both  machines  and  records,  were  never  in  so 
great  demand.  Louis  Levinger,  of  Baker,  Ore., 
and  Mr.  Bendix,  of  the  Bendix  Talking  Ma^ 
chine  Shop,  of  Walla  Walla,  Wash.,  visited 
Portland  and  called  on  Mr.  Hunt  recently. 

A.  C.  Ireton,  general  manager  of  the  Edison 
Co.  on  the  Pacific  Coast,  with  offices  in  San 
Francisco,  was  in  Portland  the  last  week  in 
August  looking  after  the  Edison  interests. 

The  Aeolian-Vocalion  was  demonstrated  in 
the  salons  of  Meier  &  Frank  Co.  this  week  to 
the  buyers  of  the  various  departments  of  the 
store  by  Donald  C.  Peyton,  manager  of  the 
department,  and  was  a  great  success.  Several 
orders  were  taken  immediately  after  the  demon- 
stration. The  house  will  have  big  lines  of  con- 
ventional and  period  models,  several  carloads 


having  already  been  received.  The  firm  will 
be  able  to  assure  prompt  delivery  of  any  model 
during  the  holidays  through  the  splendid  co- 
operation of  the  Aeolian  Co.  T.wo  carloads  of 
the  Vocalion  are  now  en  route. 

E.  B.  Hyatt,  of  the  Hyatt  Talking  Machine 
Co.,  reports  a  considerable  increase  in  their 
business  over  that  of  August,  1919.  The  Edison 
business  especially  is  showing  a  very  marked 
improvement  this  month.  The  firm  is  contem- 
plating the  addition  of  a  new  mezzanine  floor 
twenty-five  by  forty  feet.  This  will  give  five 
additional  rooms,  making  a  total  of  twenty 
demonstrating  rooms. 

The  busy  little  record  shop  known  as  the 
Williams  Record  Shop,  and  presided  over  by 
C.  H.  Williams  is  sharing  the  good  fortune  of 
the  other  dealers  this  month  and  is  enjoying 
much  better  trade  than  during  July.  A  fine 
display  of  Columbia  records,   efficient  service 


and  polite  attention  to  wants  of  customers 
are  distinguishing  features  of  this  shop,  whose 
custom  is  largely  increasing. 

L.  A.  Willard,  manager  of  the  talking  machine 
department  of  Lipman,  Wolfe  &  Co.,  is  de- 
lighted with  the  success  of  the  Sonora,  which 
has  only  recently  been  added  to  their  stock.  It 
has  made  a  splendid  impression  and  sales  are 
numerous. 

The  Moore  Furniture  Store,  of  Salem,  Ore., 
has  a  Victrola  department  and  sells  Victrolas 
exclusively.  The  house  advertises  extensively. 
Mr.  Moore,  who  has  just  returned  from  Buyers' 
Week  in  Portland,  "firmly  believes  that  the 
world-wide  fame  of  the  Victrola  never'  could 
have  been  attained  were  it  not  supreme  in  fidelity 
and  beauty  of  tone."  Mr.  Moore  showed  excel- 
lent judgment  in  ordering  his  Victrolas  months 
ago  and  now  has  a  plentiful  stock  on  hand 
ready  for  the  big  Fall  trade,  which  he  anticipates 
will  begin  early  in  September. 

J.  J.  Collins,  of  the  Reed-French  Co.,  is  dis- 
tinguishing himself  as  a  golf  player,  having 
met  and  vanquished  some  of  the  best  golfers  in 
the  Northwest  in  a  recent  tournament  here. 


I 


I 


I 
I 


I 


NEW  FRANKLIN 

Has  Many  Distinguishing  Improvements 


LOUIS  XVI 


The  Franklin 


FRANKLIN  PR 


lOtli  and  Columbia  Ave. 


A  DDED  to  the  superlative 
construction  and  finish  of 
the  Franklin  Phonograph  is  the 

NEW  HORN 

acoustically  correct  and  giving 
remarkably  increased  volume 
and  richness  of  tone. 

Also — every  model  vv^ill  have 
the  nev^  patented  hingeless 
doors.  When  one  door  is 
opened,  both  open. 

The  Franklin  line  contains 
many  strong  talking  points  that 
make  it  easily  salable  and  a 
profitable  line  to  build  your 
future  upon. 


Is  Different 


H  COMPANY 


INCORPORATED 


PHILADELPHIA.  PA 
NEW  YORK  OFFICE— 253  West  42nd  St..  New  York  City 

WM.  RASHALL,  Manager 


i 


I 


I 
I 

I 


I 


I 


I 


I 


184 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Pierre 


The  Phonograph  with  the  "TONGUE" 


Stratford 


$100.00 


Dealers ! 

Send  for 
sample  machine. 

You  will 
then   order  the 
full  line. 


THINK!!! 

of  what  the  tongue  means  to  a 
human  being  ! !  ! 

THEN— play  a 

"CARDINAL" 

and  hear  what  "Tone  Expansion 

Tongues"  mean 
to  a  phonograph. 


Sherwood 


$125.00 


'CARDINAL" 
Phonographs 
are 

Real  Sellers 


*  *  * 


Try  It ! 
NOW! 


Manor 


$175.00 


Line  Up  With  a  "Profit  Maker" 


FILL  IN— TEAR  OFF— MAIL  TO-DAY 

CARDINAL  PHONOGRAPH  CO., 

NEWARK,  OHIO. 


Date. 


Kindly  send  me,  without  obligation,  full  ' 

details  of  your  DEALERS'  proposition  and  ' 

descriptive  matter  of  the  CARDINAL  PHO-  • 

NOGRAPH.  I 

Name   I 


Address 
City  .  .  . 
State    . . 


Write  at  once  for  our  libera^ 
dealers'  proposition 

CARDINAL 
PHONOGRAPH 
COMPANY 

Factories  at  ,     „ ,  . 

Zanesviiie,  Ohio  Newark,  Ohio 


$225.00 


■y.  M.  \v.  o-i.-  'jo 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


185 


TO  DISTRIBUTE  MELODEE  ROLLS      SEEK  TO  HAVE  COMPANY  DISSOLVED       LYRIC  SALES  CORP.  ORGANIZED 


Philadelphia  Show  Case  Co.  Plans  Strong  Cam- 
paign in  Pennsylvania  and  in  Sections  of  New 
Jersey,  West  Virginia  and  Delaware 


Directors  of  Grand  Rapids  School  Equipment 
Co.  File  Petition  With  Circuit  Court 


Leroy  M.  Goldberg  Heads  Company  to  Dis- 
tribute Lyric  Records  in  Eastern  Territory 


Philadelphia,  Pa.,  September  7. — The  Philadel- 
phia Show  Case  Co.,  this  city,  who  has  long 
been  prominent  as  distributor  in  the  talking 
machine  field,  announces  that  it  has  just  re- 
ceived the  distributing  agency  for  the  Melodee 
music  rolls  for  Pennsylvania,  southern  New  Jer- 
sey and  part  of  West  Virginia  and  Delaware. 
The  company  has  planned  to  carry  on  a  strong 
campaign  with  the  Melodee  rolls,  particularly 
among  talking  machine  dealers,  who,  it  is  be- 
lieved, should  meet  with  success  in  the  handling 
of  rolls,  due  to  its  experience  in  the  selling  of 
records.  The  company  will  carry  a  complete 
line  of  rolls  in  stock  in  order  to  fill  dealers' 
orders  fully  and  promptly. 


Grand  Rapids,  Mich.,  September  7. — Peter  B. 
Schravesande,  B.  M.  Fox,  George  W.  Fortier 
and  W.  B.  S.  Matheson,  directors  of  the  Grand 
Rapids  School  Equipmpnt  Co.,  which  concern 
has  been  engaged  more  or  less  directly  in  the 
manufacture  of  talking  machines,  have  filed  a 
petition  in  the  Circuit  Court  for  Kent  County, 
seeking  to  have  the  corporation  dissolved.  A 
hearing  on  the  petition  will  be  held  in  Grand 
Rapids  on  October  12. 


PUT  NEW  DELIVERY  CAR  IN  SERVICE 


Hanford  &  Horton  Co.,  Middletown,  N.  Y.,  Gets 
Good  Publicity  Through  New  Vehicle 


GIVE  THE  CAT  A  CHANCE 


Woman  in  Washington,  D.  C,  Suggests  "Her 
Mistress'  Voice"  with  Kitten  As  Symbol  for 
Talking  Machine  Trade-mark 


Weser  Bros.  Inc.,  524  West  Forty-third  street, 
New  York  City,  recently  received  a  most  unique 
letter  from  a  lady  in  Washington,  D.  C,  who 
suggests  that-  a  trade-mark  called  "Her  Mis- 
tress' Voice"  be  adopted,  using  the  figure  of 
a  cat  and  in  this  way,  as  she  states,  "giving 
the  cat  equal  rights  with  the  dog." 

"I  noticed,"  she  says,  "your  machine  at  the 
Jordan  Music  Co.  here.  They  had  a  picturesque 
display  of  the  Victor  dog  and  I  wondered  if 
you  would  be  interested  in  a  cat  entitled  'Her 
Mistress'  Voice'  to  call  or  rather  attract  the 
attention  to  your  machine,  as  yours  plays  all 
records.  It  would  only  be  giving  the  cat  equal 
popularity  with  the  dog  and  create  interest.  Will 
send  models,  etc.,  at  your  request.  I  do  not 
think  it  is  copying  after  the  Victor  dog.  It  is 
only  giving  the  kitten  equal  rights." 


The  Hanford  &  Horton  Co.,  talking  machine 
dealers  and  stationers  in  Middletown,  N.  Y., 
have  just  put  into  service  a  handsome  new 
Ford  delivery  car  with  specially  designed  body 
to  take  care  of  the  company's  fast-growing  trade 
in  Victrolas  and  records  in  Middletown  and 
neighboring  sections  of  Orange  County.  The 
body  of  the  car  is  finished  in  dark  green,  while 
the  words  "Victrolas"  and  "Victor  Records"  ap- 
pear in  gold  letters  shaded  with  red  and  blue. 
The  wording  with  the  Victor  trade-mark  on 
each  side  of  the  car  attracts  immediate  atten- 
tion and,  coupled  with  the  extensive  advertis- 
ing being  done  by  the  Hanford  &  Horton  Co., 
excellent  results  in  the  matter  of  publicity  are 
materializing. 


The  Lyric  Sales  Corp.  was  recently  organ- 
ized for  the  purpose  of  distributing  in  Eastern 
territory  the  Lyric  records,  manufactured  by  the 
Lyraphone  Co.  of  America,  Newark,  N.  J.  The 
firm  will  handle  these  goods  exclusively  and 
has  opened  offices  at  46  East  Fourteenth  street, 
New  York  City,  and  formed  an  organization 
which  will  immediately  inaugurate  a  sales  cam- 
paign covering  the  entire  State  of  New  York. 

A  very  extensive  campaign  has  been  planned 
for  New  York  City  proper,  and  this  will  include 
Lyric  announcements  in  the  New  York  news- 
papers over  a  period  of  months. 

The  Lyric  Sales  Corp.  has  as  its  personnel 
officers  of  the  Independent  Talking  Machine  Co., 
of  Richmond,  Va.,  well-known  Southern  talking 
machine  distributors,  of  which  Leroy  M.  Gold- 
berg is  president. 

Deliveries  of  Lyric  records  will  commence 
immediately,  and  much  material  especially 'pre- 
pared as  dealer  helps  is  now  ready  for  the  trade. 


ISSUE  ATTRACTIVE  CATALOG 

The  H.  G.  Saal  Co.,  1800  Montrose  avenue, 
Chicago,  III.,  manufacturer  of  spring  and  elec- 
tric talking  machine  motors,  repair  parts  and 
die  castings,  has  just  issued  an  attractive  catalog 
featuring  its  complete  line.  This  catalog  is  now 
being  mailed  to  manufacturers  throughout  the 
country,  who  are  evincing  keen  interest  in  the 
products  featured  in  the  pages  of  this  handsome 
new  book. 


OPENS  STORE  IN  DES  MOINES,  lA. 

The  most  recent  talking  machine  shop  to  open 
its  doors  in  Des  Moines,  la.,  is  The  Phono- 
graph Shop,  at  810  Walnut  street.  This  shop 
will  handle  the  Brunswick  exclusively  and  will 
be  under  the  competent  management  of  Harry 
Woodward. 


DEATH  OF  MRS.  CECILIA  C.  BROPHY 


The  many  friends  of  William  A.  Brophy,  gen- 
eral manager  of  the  Brunswick  Recording  Lab- 
oratories, New  York,  will  regret  to  learn  of  the 
death  of  his  wife,  Mrs.  Cecilia  C.  Brophy,  who 
died  at  Seagirt,  N.  J.,  on  August  29. 


Wheeler  Wadsworth 


of  the  "All  Star  Trio 


says 


66 


99 


THAT  CAT  STEP 

is  a  wonderful  piece  of  music,  and  one  of 
the  most  original  numbers  I  have  ever  played. 
The  bass  is  a  musical  delight.  It  looks  like 
a  sure-fire  HIT. 

Newspapers,  Magazines,  Motion  Picture  Films  and  the  Public  have 
claimed  this  number  the  greatest  novelty  of  a  decade  and  the  above 
statement  is  only  another  link  in  our  chain  of  enthusiastic  **Cat  Steppers." 


PUBLISHERS 

BELWIN,  Inc.,  701  Seventh  Ave.,  New  York  City 


186 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Style  87,  shown  with  top 
moulding  which  covers  open  base 
of  Victrola  IX.  Note  the  fine 
"floor  type"  effect  produced. 


Style  87,  shown  with  doors 
open.  Note  the  attractive  shelf 
arrangement. 


Is  Your  Cabinet 
Stock  Complete? 

There  will  undoubtedly  be  a 
tremendous  demand  for  Record 
Cabinets  this  Fall  and  Winter, 

Are  you  ready  for  this  trade? 

LONG  CABINETS 

are  recognized  leaders  in  the 
cabinet  field.    LONG  CABINETS 

represent  highest  quality  in 
cabinet  production  and  manu- 
facturing perfection. 


The  LONG  Cabinet  Line 
is  complete.  Write  for 
a  copy  of  our  catalogue. 


Style  87,  shown  with  "flat  top" 
and  without  top  moulding,  with 
"old  style"  Columbia  machine. 
Note  the  "floor  type"  effect 
produced. 


The  Geo.  A.  Long 
CabinetCompany 


illllllUlllll 


HANOVER,  PA 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


187 


Soss  Invisible  Hinges 

preserve  beauty.  The  fine  cabinet  work  which  is  re- 
quired in  many  instances  to  preserve  the  disguise  of 
talking  machine  cabinets  requires  that  hinges  be  as  in- 
conspicuous as  possible.  Soss  Hinges  are 
invisible. 

^mi^l  Write  for  Catalogue  T. 

SOSS  MANUFACTURING  COMPANY 

Grand  Avenue  and  Bergen  Street,      Brooklyn,  N.  Y. 


ACTUELLE  NEEDLE  CUT  RECORDS 

Pathe  Co.  Makes  This  Important  Announce- 
ment— Will  Not  Supersede  Present  Pathe 
Records — To  Release  Eight  Actuell'e  Records 
Monthly — Matzenauer  with  Pathe 


The  series  of  Pathe  dealer  conferences  held 
in  a  number  of  the  larger  cities  of  this  country 
and  under  the  auspices  of  the  local  Pathe  dis- 
tributor have  had  most  stimulating  effects 
through  the  exceptionally  large  orders  being  re- 
ceived by  the  Pathe  Co.  from  all  sections  for 
this  Fall. 

List  Number  One  of  the  new  Actuelle  needle 
cut  records  has  been  issued  by  the  Pathe  Freres 
Phonograph  Co.  This  new  record  has  been 
under  development  by  the  Pathe  Co.  for  a  long 
time  and  having  passed  most  exacting  tests  is 
now  ready  to  be  placed  on  the  market.  This 
new  record  does  not  supersede  nor  does  it  affect 
in  any  way  the  production  or  distribution  of  the 
well-known  Pathe  record  which  is  played  by 
means  of  the  famous  Pathe  Sapphire  ball.  In 
fact,  headquarters  in  Brooklyn  report  that  the 
production  of  Pathe  records  is  larger  than  ever 
before  and  that  the  Actuelle  record  was  pro- 
duced to  enable  Pathe  dealers  to  satisfy  the 
insistent  demand  by  owners  of  needle-played 
machines  for  Pathe  records.  The  initial  an- 
nouncement of  the  Actuelle  record  states  that  it 
"affords  owners  of  all  makes  of  talking  ma- 
chines the  opportunity  of  enjoying  the  vocal  and 
instrumental  music  of  Pathe  artists." 

The  production  of  this  new  record,  by  one 
of  the  leading  manufacturers  in  the  field,  who 
has  already  established  a  high  reputation 
through  the  quality  of  the  Pathe  records  which 
it  has  produced  for  many  years,  will  help 
materially  in  the  present  era  of  record  shortage 
and  will  contribute  to  the  general  advancement 
of  the  industry  as  a  whole  through  the  addition 
of  another  quality  record  on  the  market.  The 
Pathe  Freres  Phonograph  Co.  has  long  had  an 
admirable  assemblage  of  exclusive  artists  whose 
recordings  are  now  made  available  to  a  vastly 
increased  number  of  music  lovers. 

Through  the  completion  of  the  new  additions 
to  its  plant  in  Brooklyn,  the  Pathe  Freres 
Phonograph  Co.  will  be  able  to  devote  consid- 
erable manufacturing  facilities  to  the  production 
of  the  Actuelle  record. 

The  premier  release  lists  four  popular  vocal 
records,  one  Hawaiian  disc  and  seven  new 
dance  records.  Each  disc  is  double-faced.  This 
first  release  will  be  followed  by  regular  monthly 
releases  of  about  eight  records  each  month. 
Beginning  with  November,  the  Pathe  monthly 
record  supplement  will  conform  to  the  stand- 
ard size  of  all  record  supplements  and  will  be 
illustrated.  The  supplement  will  contain  the 
monthly  releases  of  both  Pathe  and  Actuelle 
records  as  will  the  hangers  as  well.  During  the 
period  of  the  war  and  the  attendant  scarcity  of 
paper  and  labor,  Pathe  supplements  were  pro- 
duced unillustrated,  but  they  will  now  return 
to  their  former  custom. 

Pathe  records  will  carry  the  messages  of  the 
presidential  candidates  of  both  the  large  par- 
ties. Representatives  of  the  Pathe  recording 
department  traveled  to  Marion,  where  Senator 
Harding  temporarily  became  a  Pathe  artist,  and 
also  to  Columbus,  to  have  Governor  Cox  talk 
into  the  little  horn.  It  is  expected  that  Calvin 
Coolidge,  Governor  of  Massachusetts  and  vice- 
presidential  nominee  on  the  Republican  ticket, 
will  speak  to  his  fellow  countrymen  through 
the  medium  of  the  Pathe  record. 

Negotiations  have  been  concluded  whereby 
Mme.  Matzenauer  has  become  an  exclusive 
Pathe  artist.  Her  first  selections  will  be  in- 
cluded in  the  December  list. 

Coincident  with  the  official  launching  of  the 
Actuelle  campaign  is  the  issuance  of  an  ex- 
ceedingly attractive  twelve-page  booklet  illus- 
trating and  describing  this  new  phonograph, 
which  has  well-merited  claims  for  different  and 
entirely  original  means  of  sound  production.  It 
is  entitled,  "The  Actuelle,  Greater  Than  the 
Phonograph."  An  entertaining  description  fol- 
lows interspersed  with  half-tone  reproductions 


of  the  line  in  both  regular  and  period  designs. 
The  campaign  has  already  produced  very  favor- 
able results.  Dealers  report  that  this  new  ma- 
cMne  has  attracted  considerable  attention  and 
has  resulted  in  very  satisfactory  sales. 


INDUSTRIAL  BOARD  IN  NEW  YORK 

Organization    Studying  "  Industrial  Problems 
Moves  Offices  from  Boston 

The  National  Industrial  Conference  Board, 
composed  of  twenty-nine  national  organizations 
of  manufacturers  and  representing  industries  em- 
ploying a  total  of  7,000,000  or  8,000,000  workers, 
has  moved  its  headquarters  from  Boston  to 
New  York  in  order  to  be  nearer  the  heart  of 
the  manufacturing  center.  General  offices  have 
been  opened  at  10  East  Thirty-ninth  street  and 
the  board  has  brought  the  greater  part  of  its 
research  staff,  said  to  be  one  of  the  largest  for 
this  work  in  the  country. 

Mangus  W.  Alexander,  managing  director  of 
the   board,   said  that  the   work  of  the  board- 
consists  of  the  study  of  industrial  problems,  par- 
ticularly those  affecting  industrial  relations,  and 
the  issuing  of  research  reports  concerning  them. 

BERRY  WITH  ARNOLD  MUSIC  CO. 

J.  Warren  Berry,  who  has  been  associated 
with  the  musical  activities  of  Louisville,  Ky., 
for  many  years,  has  joined  the  staff  of  the  Ar- 
nold Music  Co.  of  that  city. 


MAKES  IMPRESSIVE  DISPLAY 

Abelowitz  Phonograph  Co.  Brings  Victor  Line 
to  Public  Attention  by  Large  Illuminated  Sign 

The  Abelowitz  Phonograph  Co.,  1353  St, 
Nicholas  avenue,  New  York,  well-known  Victor 
dealer,  recently  installed  at  the  corner  of  181st 
street  and  Broadway  a  large  painted  display 
which  is  illuminated  during  the  night  and  which 


Partial  View  of  Victor  Sign 


constitutes  eft'ective  publicity  for  this  progres- 
sive dealer. 

The  location  of  the  display  is  ideal,  as  it  faces 
the  new  Moss  Theatre  at  181st  street,  and  is 
one  of  the  most  popular  locations  on  Washing- 
ton Heights.  This  successful  Victor  dealer  has 
derived  profitable  results  from  the  use  of  timely 
and  up-to-date  publicity,  and  this  new  sign  is 
an  example  of  the  aggressive  methods  used  by 
the  Abelowitz  Phonograph  Co.  to  develop  Vic- 
tor business  in  its  territory. 


CLIFFORD  A.  WOLF 

51  East  42nd  Street,  New  York 

MANUFACTURER  OF 

Jeweled  Phonograph  Needles 

GUARANTEED  NOT  TO  SCRATCH 


THERE'S  A  REASON  FOR  EVERY  SUCCESS 


We  don't  know  whether  the  success  of  our  dealers  has  been  due  entirely  to  the  high  grade  of 
The  Serenado,  we  do  know  people  are  demanding  quality  and  tone,  that  they  are  buying  satisfaction. 

It  may  be  that  our  dealers'  success  has  been  the  result  of  our  effective  advertising  co-operation 
— many  of  them  tell  us  so. 

Our  idea  is  that  our  different  Method  of  marketing  combined  with  the  above  has  attracted 
the  better  class  of  live  dealers  who  could  sell  anything  and  that  their  success  has  been  augmented 
by  all  of  the  conditions  of  their  association  with  us. 

SERENADO  MFG.  CO.,  CEDAR  RAPIDS,  IOWA 

•All  the  World's  Artists  play  and  sin^  their  hest 
Jor  the  Audience  HeSerenado 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


189 


INTEREST  CHARGE  ON  TIME  SALES  IN  TWIN  CITIES 

Dealers  of  Minneapolis  and  St.  Paxil  Oprimistic  Over  Fall  and  Winter  Trade  Owing  to  Splendid 
Crop  Prospects — Big  Orders  Being  Placed  to  Meet  Demands — Okeh  Line  With  Andrews 


Minneapolis  and  St.  Paul,  September  8. — 
Talking  machine  distributors  in  the  territory 
tributary  to  the  twin  cities  of  MinneapoHs  and 
St.  Paul  are  confident  that  they  and  their 
patrons  will  have  the  best  Fall  trade  of  their 
respective  careers.  Generally  speaking  the 
harvests  have  been  bountiful.  Wheat  yields  will 
not  be  as  heavy  in  some  places  4s  had  been  ex- 
pected, but  on  the  other  hand  oats  often  show 
better  yields  than  had  been  promised.  No  large 
section  has  suffered  a  failure  and  the  agricul- 
tural prosperity  is  more  evenly  distributed  than 
has  been  the  case  for  numerous  years.  Assur- 
ances are  given  by  market  experts  that  grain 
prices  will  maintain  a  fairly  high  level  and  if 
they  are  right  the  entire  Northwest  will  have 
ample  cash  for  most  anything  that  the  inhabi- 
tants may  crave,  whether  it  be  another  Ford  or  a 
cabinet  talking  machine. 

The  big  week  for  September  was  Minnesota 
State  Fair  Week,  which  brought  thousands  of 
visitors  to  the  Twin  Cities.  Nearly  all  the  makes 
of  talking  machines  distributed  from  Minne- 
apoHs or  St.  Paul  were  seen  at  the  fair  in  one 
way  or  another. 

On  September  1,  all  phonograph  dealers  in 
the  two  towns  began  to  charge  interest  at  the 
rate  of  6  per  cent,  on  deferred  payments  on  in- 
stalment. Why  they  did  not  begin  to  do  so 
years  ago  is  beyond  understanding,  but  all  now 
see  the  wisdom  of  the  innovation.  One  large 
dealer  declared  that  the  interest  on  such  pay- 
ments will  cover  the  rent  of  the  store  and  it 
is  one  of  the  biggest  musical  establishments  in 
the  country. 

Presidential  candidate  James  M.  Cox  used  the 
Magnavox  Telemegafone  in  addressing  the  State 
Fair  crowds.  The  instrument  was  supplied  by 
Sewell  D.  Andrews  in  behalf  of  the  Sonora 
department  of  the  Minneapolis  Drug  Co.,  and 
it  surely  obtained  a  startling  introduction  to 
the  people  of  the  Northwest. 

Mr.  Sewell  states  that  his  company  recently 
has  taken  on  the  Okeh  line  of  records.  Sonora 
instruments  are  breaking  through  the  freight 
congestion  fairly  well,  but  there  is  a  complaint 
of  a  scarcity  of  the  bulge  models.  Many  period 
designs  have  arrived  and  are  attracting  much 
attention.  They  should  take  well  during  the 
holiday  trade. 

Travelers  repeatedly  declare  that  Beckwith- 
O'Neill  have  the  finest  talking  machine  jobbing 
headquarters  in  the  country  and  they  should 
know.  As  a  matter  of  fact  there  are  very  few 
retail  establishments  that  have  more  ornate  and 
artistic  quarters.    There  still  is  a  little  work  to 


Are  You  Ready,  Mr.  Jobber 

For  FALL  and  HOLIDAY  TRADE? 

Here  is  your  opportunity  for 
profit  and  preparedness — a 
large  assortment  of  beautiful 
Cabinets  to  select  from.  Manu- 
factured from  Genuine  Figured 
and  Quartered  Oak. 

prices:  LOW 

Our  prices  are  low'considering 
quality  of  finish  and  construc- 
tion. 

We  have  some  open  territory 
for  first  class  dealers. 

Wire,  Write  or  Phone 

F.  G,  HUGHES       Kokomo,  Ind. 


be  done  before  pictures  are  taken,  but  even 
though  incomplete  the  place  commands  admi- 
ration. The  granite  entrance  is  flanked  by  two 
bronze  plaques  bearing  the  name  of  the  house 
and  the  Victor  dog  in  most  artistic  design.  The 
house  has  been  unable  to  accumulate  a  stock  of 
any  kind,  even  records,  and  has  nothing  to  show 
in  its  palatial  rooms  except  furnishings.  De- 
liveries, however,  are  almost  keeping  pace  with 
orders  and  that  is  something  that  dealers  are 
very  glad  of. 

August  showed  a  100  -per  cent,  increase  in 
business  at  the  Columbia  Northwestern  head- 
quarters as  compared  with  August,  1919.  W. 
L.  Sprague,  manager,  is  pleased  and  that  thor- 
oughly.^ "Only  to-day,  two  of  our  travelers  came 
in  from  the  West.  Harles  L.  Gates  had  a  nice 
bunch  of  orders  and  contracts  with  eight  new 
dealers  he  had  obtained  in  six  days.  The  other, 
Edward  Hedman,  also  had  a  fine  bunch  of  orders, 
and  among  them  was  one  for  $5,000  for  imme- 
diate delivery.  We  are  in  excellent  condition 
for  a  good  Fall  trade  both  as  to  instruments 
and  records." 

Ordinarily  August  is  one  of  the  very  poorest 
months  of  the  year,  but  Laurence  H.  Lucker, 
Edison  distributor  in  the  Northwest,  states  that 
the  late  August  was  the  third  largest  month  in 
amount  of  business  done,  since  his  connection 
with  the  Edison  Co.  With  such  a  start  one 
marvels  what  the  December  record  will  show. 
Mr.  Lowy,  who  runs  the  Minnesota  Phonograph 
Co.,  the  retail  end,  has  engaged  three  addi- 
tional clerks  for  the  store  and  two  men  for 
outside  work.  "I  want  nothing  softer  for  the 
rest  of  my  life  than  to  sell  Edison  phonographs 
in  Minneapolis  at  the  present  rate,"  said  Mr. 
Lowy.  "Why,  the  small  cabinet  machines  are 
in  the  way  almost,  for  our  customers  won't  look 
at  anything  except  the  biggest  and  costliest 
models." 

Since  the  fine  convention  of  Fathe  dealers  in 
St.  Paul  the  latter  have  gone  out  to  corner  the 
talking  machine  trade  and  they  are  doing  well, 
according  to  Jay  H.  Wheeler,  manager  for  G. 
Sommers  &  Co.  The  reserve  stock  of  instru- 
ments and  records  is  more  extensive  than  it 
ever  has  been  and  the  house  is  in  position  to 
make  immediate  shipment  of  anything  in  the 
catalog.  The  Actuelle  is  becoming  a  general 
favorite  and  while  the  deliveries ,  have  been 
large  the  instruments  are  going  out  very 
rapidly. 

Archie  Matheis  and  party  reached  Spokane 
late  in  August  after  having  motored  more  or  less 
for  two  months  from  Minneapolis.  They  will 
get  to  Los  .A.ngeles  sometime  within  the  next 
two  months  as  they  will  see  everything  on  the 
way.  They  have  explored  Yellowstone  and 
Glacier  Parks  and  will  also  view  Rainier,  Crater 
Lake,  Yosemite  and  Sequoia  national  parks.  Mr. 
Matheis  is  accompanied  by  Mrs.  Matheis  and 
Misses  Martin  and  Kruse,  who  so  ably  assisted 
him  in  building  up  the  excellent  Victrola  busi- 
ness which  he  sold  out  last  June  at  a  profit  that 
will  enable  him  to  retire. 

Frank  Gunyo,  of  the  New  England  Furniture 
Co.'s  phonograph  department  is  on  a  honey- 
moon trip  with  the  recently  acquired  Mrs. 
-  Gunyo. 

The  Twin  Cities  have  entertained  a  large 
number  of  prominent  dealers  during  the  past 
summer.  Many  are  motoring  and  others  have 
skipped  to  the  Twin  Cities  after  a  cruise  on 
the  Great  Lakes.  Recent  guests  were  Harry 
Koerber,  president  of  Koerber  &  Brenner,  Vic- 
tor dealers,  St.  Louis;  Harry  Krisnitz,  of  Mil- 
waukee, who  motored  with  a  party  across  Wis- 
consin; W.  A.  Kulp,  of  Braddock,  Pa. 

And  the  vacationists  are  coming  back.  John 
J.  Rodin,  of  the  Dayton  Co.,  has  been  fishing 
in  northern  Minnesota  and  is  working  again. 
F.  H.  Gulp,  manager  with  the  Powers  Mercan- 
tile Co.,  has  been  up  through  Canada  via  the 
Great  Lakes. 


TnodeT'G" 


The  Day  The 


Enters  Your  Home 
Jl  New  Era  of  Happiness  Starts 

5  The  charm  of  this  beautiful 
instrument  is  felt  by  all.  As 
pleasing  to  look  at  as  it  is  delight- 
ful to  hear,  the  Playerphone 
makes  your  home  a  more  cher- 
ished, attractive  spot. 

5  And  with  the  PLAYERPHONE 
your  choice  of  musical  selections 
is  unlimited — it  plays  every  make 
of  disc  record  without  change  of 
equipment,  giving  the  fullest  tone 
value  to  each  record.  This  is 
possible  because  of  the  distinctive 
features  of  our  own  tone  arm, 
reproducer  and  weight  adjuster, 
exclusive  to  the  PLAYERPHONE, 
which  makes  the  operation  so 
simple  and  accounts  for  the 
unusual  sweetness  of  its  rich  tone. 

5  The  beautiful  PLAYERPHONE  is 
our  very  own  product,  from  the 
delicate  tracery  of  the  fine  hand 
carving  of  the  beautiful  cabinets 
to  the  accurately  constructed 
reproducer,  done  in  our  own 
great  factory  by  master  artisans 
of  long  experience. 

5  Before  buying,  see  and  hear  the 
PLAYERPHONE— the  talking  machine 
with  the  human  tone.  Nine  styles  and 
sizes,  ranging  from  $110  to  $500.  Each 
PLAYERPHONE  is  guaranteed  to  give 
entire  satisfaction. 

5  RETAILEIi.S— NOTE  THIS:  Write 
or  wire  for  terms  today  to  the  nearest 
one  of  these  well  known  jobbers.  They 
carry  our  full  line  and  back  the  PLAYER- 
PHONE with  their  own  name. 

Van  Tleet  Mansfield  Drug  Co..  Memphis.  Tcnn. 
Hoiistuii  Dnig  Co..  Houston.  Te.xas. 
Chapman  Drug  Company,  Knoxville.  Tenn. 
Clawsnn  4i  Wilson,  Buffalo,  N.  Y, 
The  Day  Drug  Co..  Akron,  Ollio 
Tlie  Des  Moines  Drug  Company,  Dea  Moines,  la. 
L.  S.  DuBoia  Son  &  Company,  Paducah.  Ky. 
\f.  J.  Gilmore  Drue  Company,  Pittsburg,  Pa. 
Healy  Brothers.  13th  &  HoytSts..  Portland.  Ore. 
Hornick,  More  &  Poi-terfield,  Sioux  City,  Iowa. 
Kauffman-Lattimer  Co.    Columbus,  Ollio. 
Reid-Lawson.  Inc.,  Birmingham,  Ala. 
Chas.  Leich&Co,,  Eyansvilie.  Ind. 
The  Murray  Drug  Company.  Columbia.  S.  C. 
Oklahoma  Book  Company,  Oklahoma  City,  Okla. 
Orchard  &  Wilhelm  Company.  Omaha.  Ncbr. 
Twin  City  Talking  Machine  Co. .  Uhrichsville,  O. 
F-  M.  Umphredii  Son.  Oakland.  California. 
Western  Jobbing  &  Trading  Co..  724  S.  Broad- 
way. Los  Angeles,  Calif. 
H,  W.  Williams  &  Co..  Fort  Worth.  Texas. 
Don's  Music  Store.  Hastings.  New  Zealand. 
Ogden  Wliolesale  Drug  Co..  Ogden,  Utah. 
5  A  few  splendid  jobbing  territories 
still  open.   Add  your  name  to  this  Use 
in  next  month's  advertisement.  Write 
today  to 

PLAYERPHONE  TALKING 
MACHINE  COMPANY 
4223-41  W.  Lake  St.,  Chicago 

D.  W.  McKENZlE,   W.  D.  CALDWELL. 
President  Treasurer 


190 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Jeanne  Gordon's  first  Columbia  Record  is  ttie  "Mad- 
rigal of  May"  from  John  Barrymore's  "The  Jest/' 
Here's  the  operatic  find  of  the  year,  singing  the 
ballad  from  its  most  famous  play.  Columbia  78977. 


Columbia  Grapliophone  Co 

NEW  YORK 


FRANK  CRUMIT  SCORES  BIG 

Exclusive  Columbia  Artist  Playing  Leading  Role 
in  "Greenwich  Village  Follies" 


Columbia  representatives  everywhere  will 
undoubtedly  be  interested  to  learn  that  Frank 
Crumit.  excl^'-'  •       '--'iibia  artist,  is  now  play- 


Frank  Crumit 


ing  one  of  the  leading  roles  in  the  "Greenwich 
Village  Follies."  which  opened  a  few  weeks  ago 
at  the  Greenwich  Village  Theatre.  This 
"revue"  promises  to  be  one  of  the  most  suc- 
cessful productions  of  the  present  theatrical  sea- 
son, and  Mr.  Crumit  received  enthusiastic  press 
comments  in  all  of  the  leading  newspapers. 

Frank  Crumit  is  well  known  to  music  lovers 
and  theatre  goers  throughout  the  country,  as  he 
has  attained  signal  success  on  the  vaudeville 


stage  and  in  the  musical  production,  the  "Lit- 
tle Whopper."  His  Columbia  records  have  at- 
tained instant  favor  and  the  distinctiveness  of 
his  recordings  has  placed  him  in  the  front  ranks 
oi  popular  artists. 


DEATH  OF  JAS.  S.  HOLMES,  SR. 

Father  of  Vice-President  of  Remington  Phono- 
graph Corp.  Passes  Away  in  88th  Year 


The  death  is  announced  of  James  S.  Holmes, 
Sr.,  father  of  James  S.  Holmes,  Jr.,  vice-presi- 
dent and  general  manager  of  the  Remington 
Phonograph  Corp.,  and  grandfather  of  Everett 
H.  Holmes,  sales  manager  of  that  concern. 

Mr.  Holmes  was  in  his  eighty-eighth  year  and 
was  widelj'  known  as  a  manufacturer  of  jew- 
elry. He  was  descended  from  Thomas  Holmes, 
who  surveyed  Philadelphia  for  William  Penn, 
also  from  William  Morris,  a  signer  of  the  Dec- 
laration of  Independence. 


LEONARD  ANNOUNCES  NEW  ARRIVAL 

Congratulations  are  being  received  by  Mr. 
and  Mrs.  Thomas  J.  Leonard,  of  Orange,  X.  J., 
who  have  announced  the  arrival  of  a  fine  baby 
girl  on  August  29. 

Mr.  Leonard,  who  is  general  sales  manager 
at  the  Edison  Laboratories,  has  for  many  years 
enjoyed  widespread  popularity  throughout  the 
trade  and  his  many  friends  have  been  keeping 
him  exceedingh-  bus\"  acknowledging  their 
felicitations. 


LYRIC  RECORD  PRODUCTION  GROWS 

The  Lj'raphone  Co.  of  America,  Newark,  N.  J., 
manufacturers  of  Lj-ric  records,  recently  in- 
aug^urated  advertising  campaigns  in  many  of  the 
larger  centers  in  the  East.  This  includes  pub- 
licity in  the  papers  of  Boston,  Philadelphia, 
Trenton  and  Richmond,  Va.  The  production 
of  Lyric  records  has  been  greatly  increased  of 
late,  and  the  present  campaign  is  planned  to 
increase  the  sales  of  the  firm's  products 


NEW  BRUNSWICK  PUBLICITY  MATTER 

New  Series  of  Street  Car  Cards,  a  Brunswick 
Girl  Transparency,  a  New  Bronze  Window 
Sign  and  Electric  Window  Display  Ready 

Chicago,  III.,  September  4. — The  advertising 
department  of  the  Brunswick-Balke-Collen- 
der  Co.  has  just  made, available  to  Brunswick 
dealers  some  unusually  eflfective  advertising  ma- 
terial, including  a  new  series  of  street  car  cards 
that  are  worthy  examples  of  the  advertising 
man's  art,  a  transparency  of  the  Brunswick  Girl 
which  can  be  used  as  a  hanging  sign,  and  a 
bronze  window  sign,  rich  in  appearance,  that 
can  be  used  either  on  the  window,  floor  oi 
counter.  The  street  car  cards  are  furnished  the 
dealers  in  liberal  quantities  for  general  use,  and 
the  other  advertising  material  is  also  furnished 
free  upon  request. 

Another  clever  piece  of  Brunswick  publicity 
tor  dealers'  use  is  an  electric  mirror  display, 
showng  the  Brunswick  Girl  in  characteristic 
pose  leaning  enraptured  over  the  Brunswick 
phonograph.  The  Brunswick  name  appears 
upon  the  sign,  as  does  a  reproduction  of  the 
Brunswick  record.  The  mirror  display  is  pro- 
duced in  four  harmonizing  colors,  and  flashes 
every  five  seconds.  It  has  the  quality  of  action 
that  alwaj'^s  proves  so  successful  in  attracting 
public  attention. 


CLIFFORD  PLEASED  WITH  OUTLOOK 

Robert  Clififord,  sales  manager  with  the  Car- 
dinal Phonograph  Co.,  Newark,  O.,  writes  that 
the  increased  facilities  of  the  factor}-  have  en- 
abled him  to  place  several  more  men  on  the 
road  and  that  the  sales  campaign  is  being  ex- 
tended to  a  number  of  States  never  before 
touched  by  this  companj'.  The  improvements 
that  were  made  in  the  Cardinal  phonograph 
during  the  past  six  months  make  it  one  of  the 
most  popular  sellers  in  the  Middle  West,  Mr. 
Clifford  recently  made  a  trip  to  a  large  number 
of  Cardinal  dealers,  and  found  them  ver\-  en- 
thusiastic over  the  prospects  for  a  Jarge  business 
in  the  Fall. 


ATTRACTIVE  OKEH  PUBLICITY 

The  advertising  department  of  the  General 
Phonograph  Corp.,  manufacturer  of  Okeh  rec- 
ords, recently  mailed  to  dealers  an  attractive 
four-page  folder  featuring  new  standard  Okeh 
records.  The  folder  has  been  printed  in  large 
quantities  so  that  the  dealers  may  utilize  it  to 
advantage  in  connection  with  their  publicity 
work. 

The  Okeh  records  listed  in  the  folder  com- 
prise some  of  the  best-selling  standard  selec- 
tions, including  records  by  Conway's  Band. 
Harry  McClaskey,  Reed  Miller,  Carroll  Shan-, 
uon,  Peerless  Quartet  and  others.  It  is  planned 
to  issue  similar  folders  at  frequent  intervals  in 
order  that  Okeh  dealers  may  have  plenty  of 
literature  available  for  developing  sales  in  their 
territory. 


AMERICAN 

The  American  line  will 
bring  you  success.  Nine 
models  made  in  the  pop- 
ular finishes. 

Also  Cabinets  in  quantities. 

Write  for  Catalog. 

American  Phonograph  Co. 

17  No.  Ionia  Ave.,  Grand  Rapids,  Mich. 


September  IS,  1920 


THE   TALKING    MACHINE  WORLD 


191 


QonsiSer  the 
phonograph 

record 
compartment!^ 


TT7HEN  one  considers  that  without  records  a  PHO- 
'  ^    NOGRAPH  is  practically  valueless — too  much  can- 
not be  said  and  done  in  this  connection. 

Proper  housing  and  protection  for  records  in  the  instru- 
ment has  been  our  study  for  the  past  four  years — the 
"KAMO-FILE"  felt-hned  filing  devices  are  the  result. 

KAMO-FILE  interiors  are  the  most  efficient  and,  at 
present  high  prices,  the  most  economical,  no  shelving 
required. 


BEING  -A 
BRI  EP  ON 
PROPER 
PILING-  &> 
INDEXING 
OF  RECORDS 


-KAMO-FILE  Affords 
Absolute  Record  Protection 


Patented  Flexible  Constructiojv 

LINER  STRIP^      FRAME  ROO 


MANUFACTURERS 

KAMO-FILE  interiors  add  so  much  in  appearance 
and  utility  to  your  instruments  that  a  producer  who 
elects  to  render  service  can  ill  afford  to  overlook 
it. 

We  are  in  position  to  co-operate  with  your  designer 
on  new  patterns  to  supply  maximum  capacity  and 
protection  for  records. 

DEALERS 

You  who  come  in  constant  touch  with  the  buying 
public  should  know  more  about  the  ''KAMO-FILE." 
We  have  a  special  booklet  for  you.  Ask  about 
KAMO-FILE  auxiliary  fiHng  units. 


LEATHER  ^  ^/ 

y  / 
'/  ? 

THIN  RECORD 


THICK  RECORD 


BACK  R£ST 


-RECORD 


LEATHER  WASHeRS 


FRAME  ROD 


STEEL  ROD 


LINER.  STRIP 


KAMO-FILE^ 
Console  Interiors 

With  the  increasing  populari- 
ty of  the  console  type,  we 
point  to  the  Kamo-File  Con- 
sole interior  as  the  most  logical 
and  economical  interior  yet 
devised 


|V>OOI_Dlr4  C- 


'_» 


A  "KAMO-FILE" 
Interior  is  a  Hallmark  of 
sincere  quality. 


The  Pierson  Company 

Sole  Producers  of  "Kamo-File"  Products 

Rockford  Illinois 


y^jlf-y^Lt:^^  


Standard  Interior 
Conventional  Model 

Made  to  Order 


192 


THE   TALKING   MACHINE  WORLD 


September  IS,  1920 


Are  You  Letting 
Y  0 uf    P  at  he 

Opportunities 
Pass  Away  Like 
the  Sands  o f 
Ti me  f 


^  The  slower  the  Freight  Train  with  your  Pathe  goods  the  faster 
the  HoHday  season  approaches.  Dealers  who  sit  watching  the 
hourglass  without  bearing  this  in  mind  will  find  the  greatest, 
bang-up  Holiday  season  on  top  of  them  without  goods  to 
supply  to  the  great  army  of  HoHday  Buyers. 

Don't  Disappoint  Your  Customers, 

Order  now.      Delay  may  spell  disappointment. 


Pathe  Freres  Phonograph  Co. 


EUGENE  A.  WIDMANN,  President 


10-56  GRAND  AVENUE 


BROOKLYN,  NEW  YORK 


September  IS,  1920 


THE   TALKING    MACHINE  WORLD 


193 


Exclusively 


It  is  always  the  Pathe  dealer  that  gets  the 
Best  First.  That  is  why  Pathe  dealers 
never  feel  dull  times.  If  you  are  not  a 
Pathe  dealer — get  in  line  now  and  enjoy 
the  benefits  of  the  big  Pathe  season  just 
starting. 

Babe  Ruth,  greatest  hero  ever  known  in 
the  baseball  world,  is  going  to  be  before 
the  public  all  winter — in  vaudeville — in  the 
movies — on  the  records — with  the  Pathe 
tone. 

PATHE  {Sapphire)  RECORDS 
ACTUELLE  (Needle  Cut)  RECORDS 

It  will  be  the  biggest  seller  of  the  year. 
With  every  record  is 

GIVEN  FREE 
Autographed  Photo  of 

BABE  RUTH 

On  the  reverse  side  is  an  enchanting 

Fox-trot— ABADELE 

played  by 

DUANE  SAWYER  and  his  novelty  orchestra 


FREE  WINDOW  DISPLAYS 

FREE  CUTS  AND  MATS 

For  Local  Newspapers 

and  a 

FULL  PAGE— OCTOBER  7th 

IN  THE 

SATURDAY 
EVENING  POST 


of  Course ! 


BABE 

RUTH 


—HIMSELF 

Here's  how  he  does  it. 
Hear  him  say  it, 

HAS  HE  MADE 
A  RECORD  ? 


We'll  say  he  has- 


A  Pathe  and 

A  Pathe  Actuelle  Record. 

ITS  SOME  HIT. 

Clear  Over  the  Grandstand 


WIRE  YOUR  ORDER  TO  YOUR  DISTRIBUTOR  NOW 
Pathe  Sapphire  No.  22443.    Code  Word  RETT  A  WS 

Pathe  Actuelle  (Needle  Cut)  No.  022443.    Code  Word  SWATTER 

Pathe  Freres  Phonograph  Co. 

EUGENE  A.  WIDMANN.  President 


10-56  GRAND  AVENUE 


BROOKLYN,  NEW  YORK 


V 


1 


194 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


BUILDING  FUTURE  PATRONAGE  THROUGH  THE  CHILDREN 

The  Principle  Back  of  the  Educational  Department  of  the  Sherman,  Clay  &  Co.  Branch  in  Spo- 
kane, Wash.,  and  How  It  Operates — The  Sort  of  Service  That  Is  Getting  Results  Now 


Spokane,  W.vsh.,  September  9. — Stores  which 
realize  the  necessity  of  reaching  the  children  of 
to-day  from  the  standpoint  of  education  for  the 
child's  good,  building  up  the  desire  for  good 
merchandise,  instructing  in  the  proper  use  of 
merchandise  bought,  and  establishing  an  army 
of  future  patrons,  for  the  particular  store,  will 
be  interested  in  what  Sherman,  Clay  &  Co. 
here  are  doing  in  their  successful  "Educa- 
tional Department." 

It  is  almost  impossible  to  convey  the  extent 
of  this  department — the  cleverly  worked-out  de- 
tails and  the  hundred  ways  in  which  it  reaches 
out  into  the  community — to  homes,  schools, 
churches,  rural  districts,  social-service  bureaus, 
libraries,  foreign  districts,  and  even  to  adults 
who  have  missed  in  their  education  the  oppor- 
tunities which  the  department  offers.  And 
althoueh  Sherman,  Clav  &  Co.  are  a  music  house 


HOHNER 

HARMONICAS 


AND 


ACCORDIONS 


This  Beautiful  Display  Stand 
with  I  doz.  assorted  genuine 
Hohner  Harmonicas,  $8.40.  Pre- 
paid ail  over  U.  S.  A. 

Mail  remittance  with  order. 
Ask  for  Catalog 

AUTHORIZED  JOBBERS 

Favorite  Mfg.  Co. 

1506  DE  KALB  AVE. 
BROOKLYN,  N.  Y, 


the  good  ideas  apply  just  as  much  to  depart- 
ment stores,  book  stores,  school  supply  houses, 
shoe  stores,  and  any  line  offered  for  children's 
use. 

In  the  first  place,  the  department  is  not  a 
wild  idea  developed  over  night;  but  has  been 
carefully  worked  out  during  two  years  of  hard 
work  by  Mrs.  Ethel  Brasel,  head  of  the  talk- 
ing machine  department,  who  has  the  charm  of 
personality,  organizing  ability,  and  theoretical 
and  musical  training  to  conduct  such  a  depart- 
ment in  a  masterful  way.  After  attending 
the  Pacific  Coast  conference  of  the  Educational 
Department  of  the  Victor  Talking  Machine  Co. 
at  San  Francisco,  this  Summer,  Mrs.  Brasel  re- 
turned more  confident  than  ever  that  she  was 
conducting  this  work  along  the  right  lines.  "At 
the  conference  in  San  Francisco,  it  was  decided 
that  if  America  is  to  become  the  leader  in 
music,  as  it  is  in  other  things,  the  citizens  would 
have  to  be  educated  to  a  higher  class  of  music. 
This  education  must  begin  in  the  homes  and 
schools  as  the  country's  success  depends  on  the 
coming  generations,"  said  Mrs.  Brasel;  and  it 
is  assured  that  the  work  of  this  sincere,  thor- 
■  ughly  capable  woman  will  be  appreciated 
throughout  the  entire  Spokane  country,  this 
Winter,  as  it  has  been  during  the  last  two  years. 

The  sales  room  of  the  Educational  Depart- 
ment is  especially  fitted  out  and  records  for 
penmanship,  history,  typewriting,  languages, 
etc.,  folk-dancing,  recreation,  physical  culture, 
drills,  marching  and  Americanization  are  classi- 
fied and  placed  in  the  files  with  full  details  of  the 
record  written  on  the  outside  of  each  envelope 
£0  that  the  purchaser,  who  understands  his  own 
needs  can  browse  about.  But  on  the  second 
fioor,  in  the  beautifully  fitted-up  assembly  hall, 
is  where  interest  warms  up.  Every  modern  aid 
for  teaching  is  provided  even  to  nursery  furni- 
tore  and  costumes  for  dramatization.  Every 
child  in  the  city  receives  an  invitation  to  at- 
tend the  Saturday  afternoon  Music  Hours, 
which  are  held  in  this  hall,  and  each  Saturday 
receives  a  card  telling  just  what  the  program 
V.  ill  be  for  that  daj'.  Children  who  attend  are 
registered  and  asked  whether  or  not  they  have 
a  piano  in  the  home — a  Victrola,  etc.,  and  these 
records  are  used  in  the  sales  department. 

The  programs  are  divided'  into  entertain- 
ment which  is  put  on  by  the  teachers  in  the  city 
with  their  child  pupils  and  includes  fancy 
dancing,  singing,  reading,  dramatization,  games, 
etc.;  and  the  instruction  program  under  Mrs. 
Brasel's  direction,  in  which  every  child  partici- 
pates. Rhythm,  measure,  and  time  are  taught 
with  the  aid  of  Victrola  and  skipping  games;  a 
familiarity  with  the  best  coinpositions  and 
operas  is  obtained  by  explanation,  dramatization 
pictures,  and  the  records;  games  which  should 
accompany  the  records  are  taught  so  that  these 
r.icords  can  be  taken  into  the  home  and  the 
children  know  how  to  use  them;  accompani- 
nient  records  can  be  taken  into  the  home  and 
the  children  have  been  taught  the  songs  which 
go  with  them;  every  orchestral  instrument  is 
taken  up  and  the  child  is  taught  how  it  works, 
how  to  distinguish  it  in  concert,  where  it  is 
placed  in  symphony  and  even  mock  orchestra 


MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 

1     in.  X  10  ft.  for  Columbia  Bach  50.50 

1     in.  X  13  ft.  for    Victor  Each  0.50 

1%  in.  X  18  ft.  for    Victor  Bach  0.75 

1     in.  X  12  ft.  for    Heineman  Bach  0.60 

%    in.  X  10  ft.  for  Col.  Path6-Heineman 

Each  0.50 

lis  in.  X  16  ft.  for  Heineman   Each  1.20 

1     X  16  ft.  for   Saal   or   Sllvertone  Each  0.90 

1  in.  X  10  ft.  for  Saal  or  Sllvertone.  .Each  0.60 
1  -   in.  X  16  ft.  for  Sonora  or  Brunswick 

Each  0.90 

%  in.  X  10  ft.  for  all  small  type  machines 

Each  0.45 

IV2  in.  full  size  for  Edison  Disc  Bach  2a0 

SAPPHIRES— Genuine 

Path^  very   best  loud  tone  genuine,  each  15c; 

100  lots,  $11.60. 
Edison  very  best  loud  tone,  15c  each  or  $13.00  in 

100  lots. 

MOTORS 

Special   price   on   Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 

The  VaFs  Accessory  House 

1000-1002  Pine  St.  St.  Louis,  Mo. 


games  are  taught  and  these  the  children  are 
very  eager  to  play  especially  with  the  record 
playing  the  music  and  they  going  through  the 
motions. 

The  department  works  with  the  public  school 
orchestras  and  expects  in  the  near  future  to 
organize  its  own  children's  orchestra.  One  inter- 
esting discovery  has  been  made  in  the  depart- 
ment and  that  is  that  mothers  are  not  singing 
lullabys  and  telling  the  old  nursery  rhymes, 
as  they  did  a  generation  ago,  and  the  children 
love  to  learn  these  lullabys  with  the  aid  of 
the  Victrola  and  hear  the  folk  lore  records. 

Mrs.  Brasel  urges  the  mothers  of  Spokane  to 
revive  these  old  songs  and  abandon  the  jazz 
and  snatches  of  rag,  which  they  sing  to  their 
children.  Classes  in  which  the  children  partici- 
pate are  often  the  means  of  discovery  of  real 
talent  and  after  their  attention  has  been  called 
to  it,  parents  are  not  slow  in  providing  in- 
struction for  their  children.  Mrs.  Brasel  tells 
of  one  little  girl  who  came  to  her  after  a 
demonstration  of  toe  dancing  hy  several  little 
tots,  and  told  her  that  she  could  do  that.  It 
developed  that  she  was  a  natural  toe  dancer  of 
great  strength  and.  grace  and  she  is  now  one 
of  the  best  performers  in  the  city.  The  way 
in  which  children  who  come  from  inusicless 
homes  respond  and  eagerly  accept  the  chance 
to  express  the  real  music  that  is  in  them  is 
quite  pitiful. 


VICTROLA  X  FOR  SOLDIER'S  BRIDE 

Officers  of  the  Eighty-first  Field  Artillery,  sta- 
tioned at  Camp  Knox,  near  Louisville,  Ky.,  re- 
cently presented  a  Victrola  X  to  Master  Ser- 
geant Seidler  and  his  bride  as  a  wedding  pres- 
ent. The  sale  of  the  machine  was  made  by  John 
S.  Calveard,  of  L'Harmonie  Compagnie,  Louis- 
ville. The  Victrola  carried  a  silver  plate,  suit- 
ably engraved. 


If  foremanship  were  a  bed  of  ease  it  would 
not  be  a  desirable  goal  to  attain,  neither  would 
industry  be  always  seeking  for  good  foremen. 


MAGNET  DECALCOMANIE  NAMEPLATE 


COR  TALKING  MACHINE 
CABINETS  Ek 


SOLD  BY 

HURTEAU.WILLIAMS&CO.i" 

MOMTRCAL    OTTAWA 


Pamphlets  with   fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 

149  Church  Street  New  York  City 


I 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


195 


liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

THE  VISION  I 


M      Devoted  to  the  Interest  of  the  Educational 

:  Work  Being  Conducted  by  the  Talking  g 
g  Machine  Dealers  and  Jobbers  = 

llllllllllllllllllllllllUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII^ 

The  Educational  Department  of  the  Victor 
Talking  Machine  Co.  was  literally  deluged  this 
Summer  with  requests  for  their  expert  field  lec- 
turers to  present  courses  on  the  subject  of 
school  music  with  the  Victrola.  The  company's 
corps  of  educational  workers  covered  this  Sum- 
mer the  county  institutes  of  Indiana,  West  Vir- 
ginia and  Kentucky  under  the  auspices  of  the 
State  superintendent  of  public  instruction  in 
each  case.  Miscellaneous  institutes  were  cov- 
ered also  in  Illinois,  Maryland,  Vermont,  South 
Dakota,  Colorado,  Kansas,  Nebraska  and  Ohio. 

Perhaps  the  greatest  testimony  to  the  value 
of  Victor  educational  work  is  to  be  seen  in  its 
acceptance  by  large  university  Summer  sessions. 
The  State  College  of  Pennsylvania,  the  Uni- 
versity of  Indiana,  Northwestern  University, 
"Vale,  the  University  of  Southern  California,  the 
University  of  Washington,  the  University  of 
Pennsylvania,  the  University  of  Utah,  and  Pea- 
body  College,  Tennessee,  included  courses  on 
Victor  educational  methods  in  their  regular  cur- 
ricula, with  full  credit  toward  degree  require- 
ments in  music.  In  addition  to  the  universities 
presenting  work  by  Victor  lecturers,  many  gave 
courses  in  Victrola  methods  with  their  own  in- 
dependent instructors. 


The  large  normals  of  the  country  were  like- 
wise offered  courses  of  a  similar  nature.  Victor 
representatives  had  been  teaching  this  Summer 
in  the  largest  normals  of  Illinois,  Wisconsin, 
Minnesota,  Maryland,  Colorado,  Michigan, 
Pennsylvania,  Oklahoma,  South  Dakota,  Massa- 
chusetts, Tennessee,  Kansas,  Idaho,  Maine  and 
New  Mexico. 

Mrs.  Frances  E.  Clark,  director  of  the  Victor 
Educational  Department,  as  has  been  previously 
mentioned  in  The  World,  with  a  corps  of  as- 
sistants attended  the  National  Educational  As- 
sociation meeting  at  Salt  Lake  City  the  week 
of  July  4,  maintaining  a  large  exhibit  and  meet- 
■ing  the  representative  educators  of  the  country. 


Miscellaneous  Summer  educational  activities 
recently  took  Victor  representatives  to  a  large 
extension  school  at  Carroll,  Iowa;  a  huge  con- 
ference on  rural  education  and  country  life,  held 
at  Monteagle,  Tenn.,  under  the  auspices  of  the 
Bureau  of  Education  of  the  United  States  Gov- 
ernment, at  which  about  three  thousand  persons 
attended,  representing  fifteen  to  twenty  South- 
ern States;  a  Summer  session  at  the  Oswego, 
N.  Y.,  Normal  School,  where  the  work  was  on 
the  use  of  music  in  the  training  of  mentally  de- 
fective children;  three  weeks'  attendance  at  the 
"Teachers'  Plattsburg,"  at  Castine,  Me.,  and 
parochial  school  courses. 


ARE  YOU  A  "YOU  MAN" 


How  much  has  personal  popularity  to  do  with 
your  business  success?  How  much  has  memory 
to  do  with  your  popularity?  Ever  watch  an 
absent-minded,  forgetful  man?  Compare  such 
in  your  mind's  eye  with  some  smiling,  alert, 
thoughtful  fellows  who  remember  you — your 
name — your  business — the  things  you  like — past 
conversations  with  you — where  you  live — the 
name  of  your  little  boy — or  any  one  of  a  half 
dozen  things  that  particularly  concern  you. 

The  difference  between  the  absent-minded, 
forgetful  man,  and  the  one  who  remembers  and 
reminds'  is  that  one  is  thinking  mainly  of  I  and 
forgets  You. 

The  I  man  is  never  interesting.  The  You  man 
always  delights  our  soul,  flatters  our  ego  and 
wins  our  heart. 

Moral — be  a  You  Man. 


Announcement 

We  wish  to  announce  to  the  trade  that 

Cole  &  Dunas  Music  Co. 

Chicago,  Illinois 

are  no  longer  distributors  of  the  WALL  KANE  needles. 

Dealers  are  advised  that  WALL  KANE  needles  are  handled 
in  Chicago  by  the  following  distributors: 

A.  C.  McClurg  &  Co.  Magnola  Talking  Machine  Co. 

Carson  Pirie  Scott  &  Co.  Tonk  Bros. 

Manufacturers'  Sales  Co.  Steger  &  Sons  Piano  Mfg.  Co. 

EmpireTalking  Machine  Co.  Wade  Talking  Machine  Co. 

Great  Eastern  Mfg.  Co.  Consolidated  Talking  Machine  Co. 


Progressive  Phonographic  Supply  Co. 

145  West  45th  Street,  New  York  City 


PROSPECTS  EXCELLENT  IN  GEORGIA 

E.  N.  Upshaw  Makes  Interesting  Summary  of 
General  Business  Conditions  There 


Atlanta,  Ga.,  September  7. — E.  N.  Upshaw, 
president  of  the  Southern  Sonora  Co.,  this  city, 
has  a  most  optimistic  report  to  make  regarding 
general  prospects  for  the  talking  machine  trade 
in  this  vicinity  during  the  Fall  and  Winter.  He 
likewise  has  a  good  report  to  make  regarding 
current  business. 

During  July,  declares  Mr.  Upshaw,  his  com- 
pany did  a  larger  volume  of  business  than  for 
any  month  since  its  organization  on  January  1, 
and  a  larger  business  than  Mr.  Upshaw  has  ex- 
perienced during  a  number  of  years  in  the  talk- 
ing machine  business  generally.  The  result  is 
that  it  was  impossible  to  accumulate  any  great 
reserve  stock,  but  a  reserve  stock  is  nevertheless 
being  built  up  slowly  but  surely,  in  both  machines 
and  records,  in  an  efifort  to  take  care  of  the  de- 


mands that  are  expected  shortly  from  dealers. 

In  commenting  upon  prospects  Mr.  Upshaw 
said:  "Speaking  strictly  from  a  talking  ma- 
chine standpoint,  we  believe  that  the  Fall  of 
1920  is  going  to  be  the  best  so  far  in  the  his- 
tory of  the  talking  machine  industry.  Just  why 
people  will  continue  to  buy  phonographs  and 
records  when  they  are  extremely  cautious  about 
purchasing  other  articles,  I  would  not  attempt 
to  say,  but  it  seems  a  fact  nevertheless  in  our 
territory  that  the  talking  machine  business  or 
phonograph  business,  whichever  you  may  care 
to  term  it,  goes  on  forever  and  grows  bigger 
and  bigger  each  day,  and  we  believe  that  No- 
vember and  December  are  going  to  find  the  deal- 
ers in  the  standard,  recognized  lines  of  talking 
machines  calling  for  merchandise  just  the  same 
as  they  have  been  for  the  past  several  years." 


Easy  money;  get  rich  quick,  1,000  per  cent 
profit,  success  without  work — all  these  are  sign 
posts  on  the  road  to — Failure. 


To  be  thrown  upon  one's  own  resources  is 
to  be  cast  into  the  very  lap  of  fortune — -Ben. 
Franklin. 


A  WINDOW  display  may  be  a  chance  happy  thought,  or  a  logic- 
ally  conceived  idea  growing  out  of  the  merchandise  itself . 

The  former  may  sometimes  be  striking  and  clever,  the  latter  always 
SELLS  goods. 

With  a  completely  equipped  lithograph  plant,  a  carefully  selected 
studio  of  artists  and  a  capable  merchandising  and  advertising  staff, 
Einson  Litho.  Inc.  has  for  years  specialized  in  creating  window 
displays  and  other  lithographic  material  that  SELL  goods. 

Our  success  and  our  capacity  may  both  be  measured  by  the  scores 
of  manufacturers  who  are  to-day  using  "Einson"  window  displays 
and  other  hthographed  dealer-helps  with  profit. 

]Ve  shall  be  glad  to  discuss  with  ^ou,  in  person  or  ^ 
mail,  our  experiences  in  securing  dealer  co-operation. 

EIK/ON  LITHO 

INCORPORATED 


Executive  Offices 

and  Art  Studios 

71  W.  23rd  St.,  N.  Y. 


Factory  &  Plant 
327  East  29th  St. 
New  York,  N.  Y. 


Chicago  Offices 
1306  Auditorium  Tower  BIdg. 
Chicago,  III. 


196 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Edison  Amherola  Message  No.  9 


5200  merchants  in  the  United  States 
and  Canada  are  members  of  the 
Amberola  dealership  organization. 

The  majority  of  these  merchants 
have  been  retailing  the  line  for  five, 
ten,  fifteen  or  twenty  years. 

Their  long  service  in  the  Edison 
ranks  proves  indisputably  that  the 
Diamond  Amberola  is  permanent  in 
public  esteem  and  highly  profitable  to 
the  dealer. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


197 


THE  PERIOD  TONE  ARM  CO. 

M.  L.  Boris  Forms  New  Company  to  Market  a 
Number  of  Patented  Products 


M.  h-  Boris,  a  well-known  inventor,  who  has 
been  connected  with  the  talking  machine  indus- 
try  for   over   sixteen   years,    some   time  ago 


M.  L.  Boris 


organized  a  new  company  known  as  the  Period 
Tone  Arm  Corp.,  for  the  purpose  of  manufactur- 
ing a  number  of  his  own  products  for  which 
he  holds  exclusive  patents. 

Among  these  are  the  period  tone  arm,  the 
styles  of  which  are  made  to  conform  with 
various  period  models.  In  addition  to  the  stock 
models  as  mentioned  above,  the  company  also 


manufactures,  on  order,  designs  made  exclusive- 
ly for  the  individual  manufacturer. 

Mr.  Boris  recently  said  that  following  the 
announcement  several  months  ago  of  these  new 
designed  tone  arms  he  found  the  trade  in  a 
most  receptive  mood  for  his  firm's  products. 

McMACKIN  POPULAR  IN  DULUTH 

DuLUTH,  Minn.,  September  8. — The  Duluth 
News-Tribune  recently  carried  an  interesting 
article  regarding  the  visit  to  this  city  of  Rob- 
ert McMackin,  of  the  Emerson  Phonograph  Co., 
New  York,  who  spent  some  time  with  the  Mar- 
shall-Wells Co.,  of  Duluth,  Emerson  jobbers  in 
this  territory. 

While  in  Duluth  Mr.  McMackin  was  the 
guest  of  honor  at  the  State  convention  of  the 
American  Legion  held  in  this  city.  Mr.  Mc- 
Mackin was  known  overseas  as  the  "Million- 
aire Mule  Skinner,"  as  he  drove  a  pair  of  mules 
throughout  the  war  and  attained  considerable 
renown  and  skill  in  this  interesting  work.  Mr. 
McMackin  was  given  an  enthusiastic  ovation  at 
the  convention,  but  he  admitted  frankly  to  his 
many  friends  that  the  sobriquet  of  "million- 
aire" was  hardly  justified  by  existing  condi- 
tions. 


CLOSED  GREAT  SUMMER  BUSINESS 

The  Eastern  Talking  Machine  Co.,  of  Boston, 
has  shown  a  surprising  growth  during  the  Sum- 
mer and  August  was  an  especially  good  month. 
Both  George  Dodge  and  his  energetic  son, 
Hovey  Dodge,  are  again  on  the  job  follow- 
ing vacations  and  are  giving  their  undivided 
attention  to  business. 


The  Lee  Music  Co.  is  the  newest  music  store 
in  Gadsden,  Ala.,  and  handles  the  Starr  phono- 
graph. 


SELLING  RECORDS  IN  THEATRES 

New  Scheme  Being  Worked  by  Traveling  The- 
atrical Managers  That  Is  Worth  the  Atten- 
tion of  Local  Talking  Machine  Retailers 

Reports  come  from  the  Middle  West  to  the 
effect  that  the  management  of  one  of  the  musi- 
cal comedy  companies  at  present  on  tour  has 
enlarged  upon  the  plan  of  selling  copies  of  the 
score  and  of  the  individual  musical  selections 
in  sheet  music  f.orm  in  the  lobbies  of  the  thea- 
tres and  is  offering  to  the  members  of  the  au- 
diences the  separate  hits  in  music  roll  and  rec- 
ord form. 

At  first  glance  it  seems  as  though  this  plan 
would  increase  the  distribution  of,  and  therefore 
the  demand  for,  rolls  and  records,  but  as  a  mat- 
ter of  fact,  with  the  rolls  and  records  being  sold 
by  those  in  the  employ  of  the  company  manage- 
ment the  trade  of  the  local  dealers  is  likely  to, 
be  cut  into  to  a  considerable  extent.  In  several 
cases 'it  is  reported  that  dealers  have  entered 
protests  against  the  practice. 

It  would  seem  as  though  theatre  managers,  if 
they  plan  to  engage  in  the  selling  of  rolls  and 
records  to  any  considerable  extent,  might  ar- 
range to  place  the  concession  in  the  hands  of 
local  dealers,  or  their  representatives,  on  a 
percentage  basis,  the  percentage  to  be  figured  by 
the  dealer  as  rent  for  selling  space.  It  is  a 
known  fact  that  hundreds  of  people  v.'i'I  buy 
one  or  several  copies  of  the  song  hits  of  a  show 
as  they  are  leaving  the  theatre  and  while  the 
melodies  are  fresh  in  their  minds  who  woijld  not 
go  to  a  music  store  to  make  the  same  purchase 
on  the  following  day.  Perhaps  the  same  rule 
holds  good  to  some  extent  in  the  case  of  music 
rolls  and  records,  but  it  seems  that  the  sales 
should  go  to  the  dealers  who  handle  those  lines 
in  the  regular  way.  The  subject  is  worthy  the 
consideration  of  the  trade. 


aiti»iniiHiiiiiiiiii»Mi»iiiniiiiuiiiiiiiiiiniiiuiiiiiuiiiiriiiiiiiiiiiiHnuiiiniiiiiiiiiiiMiH 


A  Twindow  with  a 
strong  sales  appeal. 
Motrola  display,  the 
Goodhart  -  Tompkins 
Co.,  Atlanta,  Ga. 


WE'LL  say  he  is.     He  has  the  right  idea — 
talks  Motrola  to  every  customer  entering 
his  store.  " 

Shows  em  how  take-the-joy-out-of-life  hand  wind- 
ing becomes  a  back  number  with  a  Motrola  at- 
tached to  the  family  phonograph. 
The  Motrola  is  the  biggest  idea  that  ever  hit  the 
phonograph  world.  Folks  are  getting  wise — boost- 
ing the  demand  sky-high.  ; 

Every  live  phonograph  store  should  stock  the  Motrola.  Just 
try  a  window  display  and  see  what  happens  to  the  old  cash 
register!  In  various  current  types,  including  32  volt  for  farms. 
See  your  jobber,  or  write  us. 

JONES-MOTROLA,  Inc. 

29  West  35th  Street,  New  York 
57  East  Jackson  Blvd.  315  South  Broadway 

Chicago  Los  Angeles 

Winecoff  Hotel,  Atlanta,  Georgia 


^nniiimnnniuiiiHiiiiiiiiiimiiiiiiiniiiiiiiiiiiinw 


198 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


The  Cathedral  Reproducer 

A  SLIGHT  turn  automatically  adjusts  the  Cathedral 
-/i  Reproducer  so  that  it  plays  all  records  perfectly. 
This  is  one  of  the  features  that  give  the  Cathedral 
leadership  in  sales.  Illustration  shows  position  for 
diamond  point  record. 


"POPULARITY  measures  phonograph  sales.  Im- 
mediate  pubhc  acclaim  has  greeted  the  wonder- 
ful Cathedral. 

The  reasons  are  many.  There  are  the  exclusive 
mechanical  specifications. 

The  full,  natural  tone.  The  exquisite  wood  work 
designs  reminiscent  of  famous  cathedrals.  Unlim- 
ited choice  of  records,  all  played  scientifically 
correct. 


"pESIDES  the  Cathedral  Reproducer  other  me- 

chanical  features  are: 
Counterbalance    Valve.    Causes  needle  point  to 
ride  at  perfect  equilibrium  and  with  exact  contact. 
Adds  to  record  life. 

Cathedral  Amplifier.  Eliminates  sympathetic  vi- 
brations. Reflects  natural  tone  waves  with  perfect 
distinctness. 

Automatic  Stop  and  the  Cathedral  Motor,  de- 
pendable, precise  and  well  balanced. 


€athebral 

Alert  Dealers  appreciate  what 
the  Cathedral  offers  in  in- 
creased sales. 

Write  for  further  details. 


Cathedral  Reproducer  playing  lateral  cut  (Victor 
type  record. 


Cathedral  Reproducer  playing  sapphire  ball  record 
(Pathe  type). 


Cattebral  Ptonograpf)  Co. 

GENERAL  OFFICES:  OMAHA,  NEB. 


MARION,  0. 


F^uctories: 
CHICAGO,  ILL. 


GRAND  RAPIDS,  MICH. 


MILAN  MODEL 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


199 


GREAT  EDUCATIONAL  WORK 


Conducted  by  Miss  Donaldson  of  the  Victrola 
Department  of  W.  J.  Dyer  &  Bro. — Coxirse  of 
"Listening  Lessons"  Exceedingly  Popular 


St.  Paul,  Minn.,  September  9. — "Listening  les- 
sons" is  the  neatly  descriptive  title  given  to  a 
series  of  music  talks  to  the  school  children  of 
St.  Paul  during  the  past  Summer  by  Miss 
Laura  M.  Donaldson,  educational  supervisor  in 
the  Victrola  department  of  W.  J.  Dyer  &  Bro. 
The  course  was  arranged  and  conducted  by  Miss 
Donaldson  and  had  official  recognition  through 
indorsement  by  Miss  Elsie  M.  Shawe,  super- 
visor of  music  in  the  St.  Paul  public  schools. 

The  work  was  begun  in  the  Dyer  concert  hall, 
but  was  continued  elsewhere  when  convenient, 
one  feature  being  al  fresco  diversions  in  Conio 
park,  one  of  the  most  delightful  recreational 
parks  in  the  Northwest. 

Each  meeting  was  divided  among  three  classes, 
the  very  little  tots,  the  intermediate  ages  and  the 


best  music,  a  sense  of  discrimination  and  to 
teach  them  to  become  able  to  judge  and  criti- 
cize music. 

"My  work  during  the  past  summer  has  been 
highly  satisfactory,  as  I  feel  that  every  one  in 
the  various  classes  has  been  started  on  the  right 
road.  In  many  cases  the  children  were  accom- 
panied by  their  parents  and  the  latter  absorbed 
fully  as  much  as  the  youngsters.  We  note  this 
in  the  discrimination  they  exercise  in  purchasing 
records.  People  with  little  or  no  musical  taste 
a  few  weeks  ago,  and  much  devoted  to  the  flashy 
class  of  music,  now  are  asking  for  compositions 
such  as  the  Minuet  in  G,  and  the  like.  It  truly 
has  been  a  pleasurable  Summer  for  us  all  and 
I  trust  a  profitable  one  to  the  children." 


CO=OPERATE  WITH  MANUFACTURER 


One  of  Miss  Donaldson  s  Classes  ■ 

elder  ones.  The  tots  were  taught  folk  dances 
in  order  to  develop  a  sense  of  rhythm  and 
thereby  obtain  a  love  for  music.  The  dancing 
also  was  continued  with  the  older  children  for 
the  relation  quite  necessary  after  somewhat  in- 
tense listening.  Each  class  had  two  picnics  in 
Como  and  the  Victrola  went  along  as  part  of 
the  company.  By  the  way,  the  park  and  Victrola 
combination  was  suggested  to  Miss  Donaldson 
by  an  article  in  the  Talking  Machine  World. 

"The  main  purpose  behind  this  series  of 
'Listening  Lessons',"  explained  Miss  Donaldson, 
"was  to  teach  the  rising  generation  that  music 
is  an  essential  part  of  modern  life  to  inculcate  in 
them  a  love  and  a  taste  for  the  right  kind  of 
music.  One  of  the  first  steps  with  the  youngest 
children  is  to  develop  within  them  a  sense  of 
rhythm  from  which  first  step  they  are  guided 
along  the  path  of  good  music,  special  attention 
being  given  to  developing  appreciation  for  the 


Memphis,  Tenn.,  September  7. — The  Memphis 
Plywood  Corp.,  of  this  city,  manufacturer  of 
water-proof  plywood,  has  completed  plans 
whereby  it  can  offer  intensive  co-operation  to 
talking  machine  manufacturers.  The  company 
is  now  producing  high-grade  gum  plywood, 
catering  chiefly  to  the  talking  machine  indus- 
try. The  Mem_phis  Plywood  Corp.  has  one  of 
the  most  modern  and  up-to-date  plants  in  this 
particular  field.  It  has  just  finished  a  steel 
and  concrete  plant,  and  the  machinery  that  has 
been  installed  is  the  most  efficient  available  for 
the  accurate  production  of  plywood.  The  loca- 
tion of  the  factory  is  ideal,  for  it  is  situated  in 
the  center  of  the  lumber  region,  and  the  rail- 
road facilities  of  Memphis  insure  prompt  trans- 
portation to  all  parts  of  the  country. 


C.  E.  GOODWIN  RETURNS  TO  DESK 

Chicago,  III.,  September  3. — C.  E.  Goodwin, 
manager  of  The  Phonograph  Co.,  and  promi- 
nent Edison  jobber,  returned  to  this  city  last 
week  following  an  extended  trip,  including  a 
visit  to  the  Edison  Laboratories  at  Orange, 
N.  J.,  on  August  24.  He  returned  by  way  of 
Saratoga  and  Windsor.  Mr.  Goodwin  expressed 
some  dissatisfaction  concerning  the  discounting 
of  Canadian  money,  but  is  hopeful  that  the  mat- 
ter eventually  will  be  corrected. 


Now  let's  work  for  a  great  Fall  trade. 


Safety  First, 

Last  and  All  the  Time! 


Insure  Perfect 
Delivery 

Khaki  Moving 
Cover, 
Padded, 
Fleeced  Lined 

Price 

$8.50 

Mention  Style  of 
Machine  when 
ordering 


Founded  1864 

Heavily 
Padded  and 
Quilted 

Jobbers :  Write 
for  Special 
Offer 


LYON  &  HEALY,  CHICAGO 


Disc  Record 
Manufacturers 

ATTENTION 


If  you  are  not  satisfied  with 
your  product —  « 

If  some  part  of  the  manu- 
facture needs  perfection — 

Let  me  help  you. 

I  was  the  pioneer  to  intro- 
duce the  present  disc  rec- 
ord into  Europe  in  1  90  L 
Successful  factories  were 
erected  in  England,  France, 
Spain,  Germany,  Austria, 
and  Brazil  under  my  man- 
agement. I  know  the  record 
business  from  A  to  Z,  and 
can  straighten  out  your 
difficulties. 

The  present  system  of  per- 
manent masters  was  per- 
fected in  my  laboratories  in 
1904  and  has  never  been 
improved  upon. 

The  double  -  sided  record 
was  my  patent  and  brought 
out  in  1903. 

If  you  want  the  best  to  be 
had  in  recording  machines; 
if  you  want  the  latest  devel- 
opment in  pressing  records 
from  shells;  if  you  want  in- 
creased record  production 
in  power- driven  presses 
— I  can  help  you. 


Complete  installations 
taken  charge  of 


F.  M.  PRESCOn 

RIVERDALE,  N.  J. 


Pbone 
No.  2  Pompton  Lakes 
N.  J. 


Telegramt 
Prescott,  Pompton  Lake* 
N.J.  • 


200 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


i!E(«falM}dhlHtetetetatalglHlHl«lBtamteigi«MglatelHlHlHl«tal>a«l«l«talH^^ 


Is  It  Any  of  Your  Business? 

To  know  that  there  is  a  phonograph  manufactured  by  a  company  whose  behef  it 

is  that  there  are  dealers  who  desire  to 
handle  the  best  money  can  buy  in  a 
portable  instrument. 

In  every  sense  of  the  word  you  get 
quality  in  the 


(trade  mark  j 

Blood  Universal  Tone  Arm  and  Sound 
Box,  Heineman  No.  36  double  spring 
motor,  plywood  case,  mahogany  grain 
finish,  12"  twelve  record  album,  special 
device  needle  cups,  guaranteed  in  every 
respect  the  "real  stuff"  the  kind  that  "stays  sold." 

Is  That  Any  of  Your  Business  ?- 

PIKNIK  PORTABLE  PHONOGRAPH,  Inc. 


Size  9x13x15 


Patented  in  U.  S. 


■Write 

Lakewood,  New  Jersey 


tete!«ig|iK|giHlHtel«tHlatetolaMgteligwi»wwtHiig|glPimtgrgWiailHI!»l«WWmii«wi^ 


NEW  EMERSON  CATALOG  APPEARS 

Latest  Publication  Devoted  Exclusively  to  the 
•  Emerson  Phonograph — Most  Artistically  Con- 
ceived and  Admirably  Written 


The  advertising  department  of  the  Emerson 
Phonograph  Co.  has  advised  its  representatives 
of  the  publication  of  a  new  catalog  devoted  ex- 
clusively to  the  Emerson  phonograph.  This 
volume  is  unique  in  many  respects  and  J.  I. 
Eernat,  advertising  manager  of  the  company, 
has  received  congratulations  from  dealers  upon 
the  compilation  of  a  book  which  they  can  use 
to  excellent  advantage  in  the  development  of 
Emerson  phonograph  business. 

The  first  edition  of  this  catalog  is  in  loose-leaf 
form,  so  that  the  sheets  illustrating  and  de- 
scribing any  new  models  that  are  added  to  the 
line  can  be  readily  included  with. the  sheets  fur- 
nished with  this  first  edition.  Among  the  de- 
signs presented  in  this  first  catalog  are  models 
seven,  eleven,  fourteen,  seventeen,  twenty,  period 
model  thirty-five,  period  model  thirty  and  period 


What  More  Can  You  Ask 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


WatcKiiNj  iKc  Wusic  Conrve  Out 

Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we  ?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  Pruldent 
Qutnil  OdtM 
711   MILWAUKEE  AVENUE 
CHIOAQO 


Southern  Wholetale  Branch 
1930  CANDLER  BLDG. 
ATLANTA.  SA. 


model  forty.  The  three  period  models  are  de- 
signed in  Heppelwhite,  Sheraton  and  Queen 
Anne  respectively. 

There  are  brief  descriptions  of  the  distinctive 
features  of  the  Emerson  phonograph,  special 
attention  being  paid  to  the  Emerson  "precision" 
motor,  the  improved  flush  motor  board,  the  "true 
tone"  reproducer,  the  b"evel-edge  turntable,  the 
"thrush  throat"  tone  arm,  the  twenty-first  cen- 
tury filing  system  and  the  famous  "Music  Mas- 
ter" horn.  All  of  these  features  represent  valu- 
able sales  arguments  for  use  by  dealers  in  pre- 
senting the  Emerson  phonograph,  and  the  Music 
Master  horn  in  particular  is  given  adequate  at- 
tention. Referring  to  this  horn,  this  catalog  pre- 
sents under  the  heading  of  "Spruce,"  the  mas- 
ter's wood,  the  following  interesting  data: 

The  old  master  violin  makers  of  Cremona  used  spruce 
for  tlie  sounding  boards  of  their  instruments,  and  even  lo 
this  day  spruce  is  the  wood  most  favored  in  fine  violin  con- 
struction. 

The  explanation  is  simple.  Spruce  is  the  most  resonant 
of  all  woods  because  its  fine-grained  fibres  run  evenly — 
parallel  to  each  other.  In  other  woods  the  fibres  twist  and 
turn,  gnarling  and  frequently  knotting. 

Sound,  science  tells  us,  is  only  a  series  of  vibration?. 
The  superiority  of  spruce,  with  its  fine,  even-running  fibres, 
as  conductors  and  amplifiers  of  sound,  over  other  woods, 
with  their  twisted  and  gnarled  fibres,  will  be  readily  seen. 

That  is  why  only  the  finest  selected  spruce,  thoroughly 
seasoned  and  kiln-dried,  is  used  in  the  Construction  of  the 
Emerson  Music  Master  horn. 

"The  next  time  you  go  to  church  or  into  a  picture 
show-of  the  modern  pattern  and  listen  to  the  soft  tones 
of  the  organ  coming  from  you  know  not  where,  ponder 
what  makes  these  tones,"  says  the  American  Forestry 
.Association  of  Washington,  "for  these  tones  in  most  cases 
come  from  wood." 

"In  quantity"  •  •  •  (used  for  this  purpose)  ♦  ♦  ♦ 
"spruce  exceeds  the  other  soft  woods.  Wood  consists  of 
fibres  which  may  be  compared  to  strings  either  parallel 
or  interlaced.  Most  of  those  of  spruce  are  parallel,  hence 
their  fine  musical  qualities.  Most  other  woods  have  shorter 
fibres  and  they  may  not  be  arranged  so  that  they  can 
vibrate  freely,  one  interfering  with  another." 

Imagine  a  sound  wave  issuing  through  a  phonograph 
sound  chamber.  Obeying  the  laws  of  nature,  this  sound 
wave  follows  the  line  of  least  resistance.  It  travels  in 
"spiral  springs." 

You  cannot  get  round  tone  from  a  square  horn! 

If  the  horn  is  square  or  rectangular,  the  sound  encoun- 
ters right  angles,  corners,  deflecting  edges.  As  water 
waves,  on  meeting  with  obstructions,  are  forced  from  their 
true  course,  so  sound  waves  are  turned  aside  from  their 
true  course,  on  cncounU'rinp  these  iibst.Tclcs.  Instead  of 
flawing  harmoniously  from  the  souTvd  chamber  or  horn, 
liny  strike  against  the  angles.    They  echo  in  the  corners. 

Tlic  result  is  a  tone  which  comes  out  muffled,  blurred, 
"mechanical." 

What  a  difference  when  music  flows  from  the  Emerson 
Mtisic  Master  horn!  What  full,  round  tone — what  perfect 
jiroportion  of  tone — what  vivid  reproduction  of  every  tiny 
<lclail  in  the  record! 

The  reason  for  this  marvelous  clarity  of  tone  is  easily 
explained.  Examine  the  Emerson  Music  Master  horn. 
Note  that  it  is  perfectly  round — like  a  trumpet.  This 
trumpet  construction  permits  the  music  to  flow  out — with- 
out interruption  or  impediment.  There  are  no  corners,  m 
angles,   no  edges,   to   interfere   with,   or  in  the  slightest 


degree  impede,  the  smooth,  even  flow  of  sound. 

The  tone  is  perfectly  proportioned,  because  it  flaws  from 
a  perfectly  proportioned  horn — the  Emerson  Music  Master 
horn. 

Tone  clarity  secured  at  no  expense  of  tone  volume. 

Clarity  of  tone  is  sometimes  achieved  by  sacrifici.ig 
volume.  This  is  not  the  case  with  the  Emerson  Music 
Master  horn,  due  to  the  principle  on  which  it  is  designed. 

This  principle  is  roughly  illustrated  by  the  megaphone. 
Have  you  ever  seen  a  square  megaphone  ?  Of  course  not. 
All  megaphones  are  round — perfectly  round. 

Every  Emerson  Phonograph,  regardless  of  size  or  price, 
is  equipped  with  the  Emerson  Music  Master  horn — shaped 
round,  like  the  megaphone. 

The  Emerson  phonograph  line  has  met  with 
an  enthusiastic  reception  from  dealers  from 
Coast  to  Coast.  Jobbers  everywhere  have  al- 
ready placed  orders  far  beyond  their  allotment 
for  the  first  3'ear,  and  there  is  every  reason  to 
believe  that  the  demand  for  this  instrument  dur- 
ing the  coming  year  will  be  far  beyond  expec- 
tations. The  company  is  devoting  careful  at- 
tention to  every  phase  of  manufacture,  and  the 
sales  department  is  co-operating  with  the  deal- 
ers in  bringing  this  talking  machine  to  the  at- 
tention of  music  lovers  in  all  sections  of  the 
countrj'.  This  new  catalog  forms  an  important 
link  in  the  plans  of  the  advertising  department 
to  further  the  interests  of  Emerson  representa- 
tives in  the  introduction  of  this  line. 


FULTON    (Model  35) 

Mahogany,  16x16x10  in.,  double  spring  motor, 
universal  tone  arm.  Back  casting  and  metal  horn. 
Discount  according  to  quantities. 

True-tone,  Cleartone,  BriUiantone  and  Purctone 

Needles  in  metal  boxes  or  packages  at  50  cents 

per  M.  Discount  in  large  quantities.  Truetone 
Needles  come  200  to  a  metal  box. 

Double  and  triple  spring  Motors,  Tone-arm. 
Auto  Stops,  Repeater  Stops,  etc.  Pliono  parts  and 
accessories,  as  Motors,  Tone-arms,  Sound  Boxes, 
Cabinets  and  Cabinet  hardware.  Repair  parts 
for   all  makes. 

Records — Standard  make,  lateral  cut,  at  $50.60 
per  100. 

Cash  with  order 

FULTON  TALKING  MACHINE  CO. 

253-255  Third  Ave..  New  York  City 

Between  20th  and  21st  Streets 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


201 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiii!!  iiiiiiiiiiiii  mill  iiiiiiiiiiii  iiiiiiiiiiiiiiiii  iiiiiiiiiii  nil  iiiiiiiii  iiiiiii  iiiiiiii  iiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


PUSH 


em 


QUALITY 


No.  35,  $175.00 
LOUIS  XVI.  DESIGN 


PHONOGRAPHS 


Fully  Guaranteed  for  Five  Years 

— and  prices  are  as  low  as  you'd  pay  for  the  ordinary 
kind  of  phonograph ! 

OUR  GUARANTEE: 

1.  Saves  STEINBURN  agents  worry. 

2.  Inspires  confidence  of  customers. 

3.  Simplifies  collection  problem. 

4.  Gives  vigorous  aid  to  sales. 

Lists  25  to  35%  Lower 
than  other  standard  lines 

Naturally  a  big  helj)  in  selling  is  that  STEINBURN  lists  are  25  to  35%  under  those 
of  other  standard  lines'  on  basis  of  size,  equipment  and  value. 

No  chance  for  any  slump  in  STEINBURNS  because  there  has  never  been  any 
inflation.  During  the  past  year,  when  many  leading  phonograph  manufacturers  advanced 
their  list  prices  from  25  to  35  per  cent  all  Stein-Burn  products  were  left  at  the  original 
low  price  levels.  Dealers  can  rest  assured  that  Stein-Burn  products  represent  maximum 
value  at  minimum  cost. 

And  every  STEINBURN  you  sell  is  a  standing  advertisement  of  cabinet  excellence 
and  superlative  musical  quality. 


You  Can  Choose  From 
Eleven  Beautiful  Models 

STEINBURN  offers  the  dealer  the  added  advantage 
of  a  range  of  instruments  comprising  eleven  models. 

The  cabinets  you  want  for  your  particular  trade  are 
among  them.  The  price  range — from  $95  to  $300,  cabi- 
net and  console  models — also  gives  you  the  pocketbook 
range,  a  big  item  in  selling  phonographs.  Uprights  and 
consoles — "beauty  boxes,"  every  one  of  them. 


No.   10,  $95.00 
POPULAR  DESIGN 


If  you  want  maximum  profits  in  the  phonograph  busi- 
ness with  minimum  capital  WRITE  TODAY  for  catalog, 
our  generous  discount  and  very  liberal  terms  of  settle- 
ment, so  you  may  get  your  order  in  promptly. 

Stein-Burn  Corporation 

221-225  West  Randolph  Street, 
CHICAGO,  ILL. 


No.  20,  $125.00- 
VOGUE  DESIGN 


illlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllillllli   iiiilllliilllllllllllllllllllilllllllllllllllllllllUlllllllllllllllllllllllllliy^ 


202 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


Miiiiimi 


lltlllllllllE] 


Your  Sales  in  the  Future 

WILL  BE  BASED  UPON  MORE  THAN  MERE  DEMAND 


Look  at  the 
Slttblicity  \of  th? 
Brooks  Automatic 


Good  Salesmanship? 
Yes. 


f 


Good  Buying?  YES! 

Sales  will  be  made  by  good 
presentation  of  GOOD  MA- 
CHINES. NOW  is  the  time 
to  LAY  YOUR  PLANS. 


Automatic  Repeating 
Phonograph 

is  the  only  machine  that  will 
play  any  record  any  number  of 
times  and  then  stop  automatic- 
ally with  the  tone-arm  suspended 
in  the  air. 

How  is  this  done? 

Place  the  needle  on  the  record  at 
its  finishing  edge.  Set  the  pointer 
for  one  or  two  or  five  or  eight  play- 
ings,  whatever  you — or  the  dancers 
— want. 

The  motor  starts,  the  record  plays,  and  replays  and  stops  automatically  with  tone-arm 
and  needle  suspended  in  the  air! 

No  records  are  scratched!  No  one  has  to  get  up  and  rush  to  shut  the  ma- 
chine off!  .The  convenience  is  wonderful  and  appealing  to  every  buyer — 
especially  a  woman.    Its  mechanical  perfection  grips  the  interest  of  men. 

Can  You  Sell  Such  a  Machine? 

Its  tone  and  its  finish  are  both  as  superior.  This  machine  is  available  to  high- 
grade  dealers  who  propose  to  stay  in  business  handling  high-grade  goods. 

INQUIRE  ABOUT  YOUR  TERRITORY  FROM 


THE  BROOKS  M  F  G.  CO. 

SAGINAW  MICHIGAN*. 


mimiiiiiiii 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


203 


PLANS  TO  DOUBLE  OUTPUT 

Cardinal  Phonograph  Co.  Enlarges  Facilities  to 
Ensure  Increased  Output — Increasing  Orders 
for  Fall  Delivery  Made  This  Step  Necessary 


PAYS  TRIBUTE  TO  TRADE  PAPER 


E.  C.  Howard,  Sales  Director  of  Granby  Phono- 
graph, Is  One  of  Best  Informed  Men — He 
Gives  Some  Reasons  Why 


Newark,  O.,  September  7. — The  Cardinal  Phono- 
graph Co.  has  completed  extensive  alterations 
in  the  Cardinal  plant  at  Zanesville,  O.,  and  suf- 
ficient machinery  has  been  installed  to  more 
than  double  last  season's  output.  The  Cardinal 
Phonograph  Co.  has  been  very  fortunate  in 
securing  a  large  quantity  of  raw  materials  and 
it  is  expected  from  now  on  to  fill  the  many 
orders  from  Cardinal  dealers  without  delay. 
This  expectation  also  includes  the  rush  season 
before  Christmas.  All  members  of  the  sales 
stafif  of  the  organization  report  that  the  new 
Cardinal  dealers  appointed  this  Summer  are 
very  enthusiastic  over  the  merits  of  the  Cardinal 
phonograph  and  are  pushing  the  line  strongly  in 
every  instance.  A  large  number  of  orders  are 
reported  booked  for  October  and  November  de- 
liveries and  the  outlook  for  the  season  is  pro- 
nounced to  be  very  promising. 


COMPOSE  SPECIAL  SONORA  SONG 

"Sonora,  the  Melody  Beautiful,"  a  popular 
musical  composition  composed  recently  by 
Sewell  D.  Andrews,  of  the  Minneapolis  Drug 
Co.,  and  Walter  J.  Hamlin,  of  C.  J.  Van  Houten 


Music  of  Sonora  Song 

&  Zoon,  Sonora  jobbers,  is  meeting  with  coun- 
try-wide favor  and  is  being  featured  effectively 
by  music  dealers  from  coast  to  coast. 

Musical  critics  have  priised  the  song  in  the 
highest  terms  and  it  is  being  recorded  by  sev- 
eral large  companies.  The  melody  is  excellent 
and  Sonora  dealers  are  ordering  large  quanti- 
ties of  the  song  for  use  in  their  publicity  cam- 
paigns this  Fall. 


The  sales  of  the  Granby  phonograph,  made 
by  the  Granby  Phonograph  Corp.,  Norfolk,  Va., 
and  announced  to  the  trade  last  month,  is  under 
the  excellent  supervision  and  direction  of  E.  C. 
Howard. 

E.  C.  Howard,  or  Howard  E.  C,  as  he  signs 
his  communications,  needs  no  introduction  to 
the  talking  machine  trade  or  industry.  He  has 
a  record  of  accomplishments  possessed  by  few. 
It  will  be  remembered  that  the  Widdicomb 
phonograph  and  E'Artiste  plionograph,  both  of 
which  are  well-known  and  established,  were 
originated  uiiaer  the  guidance  of  Mr.  Howard. 

He  has  the  reputation  of  being  one  of  the  best 
informea  men  iii  the  trade  and  generously  gives 
the  source  of  the  great  majority  of  his  knowl- 
edge of  current  conditions  in  the  trade  to  a  care- 
fui  perusal  of  each  month  s  issue  of  the  trade 
paper.  In  speak. ng  to  The  World,  Mr.  iioward 
said,  relative  to  this  subject;  "Although  the 
trade  journal  is  written  largely  for  and  rea^i 
carefully  by  the  dealers  of  the  trade,  the  manu- 
facturer must  just  as  thoroughly  keep  abreast 
of  the  times  by  carefully  reading  each  issue. 
The  cumulative  advantages  to  be  gained  through 
the  knowledge  acquired  cannot  be  overstated. 

Just  as  soon  as  The 
Talking  Machine 
World  arrives,  I  read 
it  over  page  for  page, 
and  when  I  a  m^ 
through  I  do  not  im- 
agine that  anything 
escapes  me." 

Mr.  Hovvard  has 
been  in  the  trade  for 
many  years  and  has 
grown  w.th  the  indus- 
try from  its  humble 
beginnings  to  its  pres- 
ent large  state.  He  is 
a  great  enthusiast  and 
an  indefatigable  worker.  The  goal  of  his 
ambition  may  be  best  summed  up  as  a 
''realization  of  ideals."  Mr.  Howard  has 
always  been  connected  with  big  enterprises. 
Previous  to  his  connection  with  the  Granby 
organization  he  rejected  a  number  of  op- 
portunities and  selected  his  present  work  be- 


cause of  his  enthusiasm  over  the  future  of  the 
line.  Mr.  Howard  in  his  new  work  is  receiving 
the  unqualified  support  and  backing  of  H.  H. 
Schumaker,  secretary  of  the  Granby  Phono- 
graph Corp.,  and  Harry  Levy,  president.  The 
spirit  of  the  organization  plus  the  resources  in 
back  of  it,  appealed  greatly  to  him  and  he  has 
already  taken  up  his  new  duties  and  the  effects 
of  his  work  may  be  seen  in  the  new  Granby  line 
.that  has  just  been  announced.  Although  di- 
rector of  sales,  Mr.  Howard  is  often  at  tlie  fac- 
tory of  the  company  at  Newport  News,  Va., 
seeing  to  it  that  the  factory  keeps  up  with  the 
demands  he  creates.  The  sales  organization  of 
the  company  is  now  being  formed  and  Mr. 
Howard  is  giving  much  of  his  personal  attention 
to  the  appointment  of  high-class  distributing 
representatives  throughout  the  entire  country. 

The  picture  of  Mr.  Howard  does  not  appear 
herewith.  When  asked  for  his  photograph  by  a 
representative  of  The  World,  Mr.  Howard  told 
of  his  one  and  only  experience  in  a  similar 
matter.  Some  years  ago  in  Chicago  the  same 
request  was  made  of  Mr.  Howard  and  he 
obligingly  went  to  a  local  photographer.  The 
picture  was  good,  but  the  photographer  care- 
lessly lost  the  plates  and  since  then  Mr.  How- 
ard's faith  in  mankind  in  general  and  photog- 
raphers in  particular  has  been  somewhat  les- 
sened and  no  further  pictures  have  been  avail- 
able. 


VICTOR  DEALER  IN  OLDTOWN,  ME. 


Chas.  J.  Newman,  manager  of  The  Victrola 
Shop,  Oldtown,  Me.,  has  recently  been  appointed 
a  Victor  representative  for  the  city  of  Oldtown 
and  surrounding  territory.  He  is  opening  an 
extensive  music  store  in  the  Victrola  Building 
and  will  handle  the  Victor  products  exclusively. 
In  addition  to  carrying  a  full  line  of  musical 
merchandise  he  will  also  maintain  music  studios 
for  teachers  and  students — in  fact,  his  establish- 
ment will  be  a  musical  center. 


A  VICTIM  OF  HOTEL  FIRE 


Portland,  Ore.,  September  3. — John  Jenny,  in 
charge  of  the  phonograph  repair  department  of 
the  Wiley  B.  Allen  Co.,  this  city,  was  caught  in 
the  fire  which  gutted  the  Elton  Court  Hotel 
here  this  week,  and  was  so  badly  burned  that 
he  died  from  the  effects  the  next  day.  His  two 
brothers  escaped  from  the  blaze  with  slight 
injury. 


RETURNS  FROM  AN  EXTENSIVE  TRIP 


Secretary  of  Van  Veen  &  Co.  Pleased  With  Con- 
ditions in  Middle  West  and  South 


L.  Tobias,  secretary  of  Van  Veen  &  Co.,  Inc., 
manufacturers  of  Van  Veen  bed  set  hearing 
rooms  and  equipment,  has  just  returned  from  an 
extensive  trip  throughout  the  trade.  He  reports 
considerable  activity  throughout  the  West  and 
Middle  West  and  the  South  and  looks  for 
greatly  increased  business  in  the  East  in  the 
very  near  future.  Van  Veen  &  Co.  are  receiving 
heavy  demands  for  their  equipment  and  are  mak- 
ing installations  in  all  sections  of  the  country. 
In  order  to  take  care  of  the  steady  big  business 
which  they  are  doing,  it  has  been  necessary  to 
considerably  increase  their  manufacturing  fa- 
cilities. Mr.  Tobias  reports  that  a  general  spirit 
of  progressiveness  is  being  manifested  every- 
where. Dealers  are  taking  personal  pride  in 
having  their  warerooms  the  best  in  their  locality. 
The  increase  in  competition  among  talking  ma- 
chines has  accentuated  the  advisability  of  attrac- 
tive warerooms.  Every  indication  points  to  a 
steady  continuance  of  this  progressive  spirit  and 
Van  Veen  &  Co.,  Inc.,  are  planning  for  a  big  Fall 
business. 


The  White  Sewing  Machine  Co.,  of  Cleve- 
land, O.,  expects  to  make  the  first  distribution  of 
talking  machines  to  the  trade  some  time  this 
month. 


In  Concert  and  Entertainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Bookings  now  for  season  1920-1921 
Sample  program  and  particulars  upon  request 

P.  W.  SIMON,  Manager 

1604  Broadway  New  York  City 


Famous  Ensembles  including 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


204 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Not  One  of  the 
First  Thousand 
AVas  Returned! 

When,  After  Years  of  Experiments,  the 


Tru-Time  Motor  was  pronounced 
perfect.  One  of  the  "Big  Four"  pho- 
nograph companies  purchased  ^  one 
thousand  of  them  for  use  in  the  higher 
priced  models. 


Not  One  of  the  First  Thousand  Has 
Been  Returned,  and,  now  this  same 
company  has  placed  a  second  order 
for  TEN  THOUSAND  additional. 


This  means  but  one  thing— the  problem  of  electric 
phonograph  control  at  last  has  been  solved  by  the 


 G 

1  —  € 

1  i 

A  Few  Tru-Time  Points 


Reasonable  in  price. 
Now  in  production. 
Never  needs  oiling. 
Never  changes  speed. 
Free  repairs  during 


the  life  of  the  ma- 
chine. 

Free  replacement  of 

worn  parts. 

Silent  and  invisible. 


Our  Guarantee 

To  maintain  constant  turntable  speed  at  any  voltage  from  40  to  140 
volts,  alternating  or  direct  current,  through  every  variation  in  cur- 
rent on  commercial  lighting  circuits. 
To  run  without  heating  up. 

To  maintain  the  exact  speed  intended  for  the  record. 
To  need  no  adjustment,  oiling  or  attention  for  at  least  two  years 
and  to  function  satisfactorily  under  any  condition  of  proper  usage 
if  the  seals  of  the  motor  remain  unbroken. 

To  be  invisible — no  unsightly  mechanism  outside  the  instrument. 
When  you  are  offered  a  motor — an}-  make,  any  type — ask  the  man- 
ufacturer to  give  vou  the  same  guarantee  and  have  him — PUT  IT 
IN  WRITING. 

This  is  a  strong  statement  made  in  a  conservative  way.  It  means 
that  not  a  single  motor  has  been  returned  to  us,  the  phonograph 
manufacturer  or  the  dealer  for  any  cause.  It  means  that  THE 
TRU-TIME  MOTOR  has  given  absolute  satisfaction. 


The  Tru-Time  Motor  is  to  the  Phonograth  what  the  Conductor  is 

to  the  Opera 

EFFICIENCY  ELECTRIC  CORPORATION 

124  White  Street,  New  York                 Factory:  Lowell,  Mass. 
Manufacturers,  Write  for  Complete  Description 

September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


205 


LE\HIN^S'^WORLiyMUSI 


k'liiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiniiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiiiiiiin 

I  Men  Who  Make  Popular  Songs  | 

I  No.  16 — George  Gershwin  | 

!Tiiiiiiiiiiiiniiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

Among  the  composers  who  have  contributed 
numbers  of  merit  to  present  Broadway  musical 
successes  is  George  Gershwin,  who  has  prom- 
inent numbers  in  both  George  White's  "Scandals 


rolls,  particularly  of  the  dance  variety,  have  won 
him  a  permanent  position  in  player  roll  record- 
ing circles. 


MUSIC  PROSPECTS  FOR  FALL 

Publishers    Making   Preparations   for   a  Most 
Active  Season — Novelty  Numbers  Score 


i  i 


OOITL 


George  Gershwin 

of  1920"  and  "The  Sweetheart  Shop."  Last 
season  George  Gershwin  came  into  the  lime- 
light with  the  song  "Swanee,"  which  was  sung 
in  several  productions  and'  in  addition  was  pop- 


During  the  past  two  moaths,  owing  to  the 
distinct  slump  in  the  sales  of  sheet  music,  the 
music  publishers  withheld  their  new  issues 
awaiting  the  Fall  season.  The  latter  weeks  in 
August  showed  such  increased  activity  in  sales, 
however,  that  the  publishers,  almost  without  ex- 
ception, have  grown  very  optimistic  regarding 
the  coming  months.  The  Fall  advertising  ap- 
propriations of  the  leading  publishing  houses 
are  larger  than  those  of  any  previous  season  and 
most  of  the  houses  have  already  inaugurated 
their  Fall  advertising  campaigns. 

Particular  attention  has  been  given  of  late  to 
novelty  numbers  and  these,  despite  conditions 
of  the  past  few  months,  have  shown  activity. 
The  list  of  Fall  releases  shows  a  tendency  on 
the  part  of  the  publishers  to  concentrate  their 
efforts  on  numbers  of  the  ballad  type,  and  no 
small  part  of  the  Fall  appropriations  will  be 
spent  on  numbers  of  that  variety.  The  usual 
quota  of  fox-trots,  however,  is  still  being 
turned  out  and  from  all  indications  there  is  to 
be  no  dearth  of  that  sort  of  composition. 

One  of  the  things  that  have  added  to  the 
optimism  of  the  publishers  has  been  the  in- 
creased interest  in  American  popular  works  in 
European  centers.  The  demand  there  has 
shown  a  constant  increase  and  the  American 
publishers  are  at  the  present  time  receiving  very 


Latest 
Waltz  Song 
Sensation 


On  All  Records 

By  GEORGE 
HAMILTON  GREEN 


therefore  American  popular  composers  are  bet- 
ter rewarded  than  the  popular  composers  of 
France. 

"For  a  period  of  over  a  year  tourists,  publish- 
ers and  others  have  all  reported  that  American 
music,  particularly  jazz,  was  very  popular  in 
England.  This  has  often  been  impressed  upon 
American  song  writers  and  publishers  by  the 
influx  of  representatives  of  the  leading  English 
music  publishing  houses  arriving  in  this  country 
for  the  purpose  of  acquiring  copyrights  for  their 
country." 

All  of  which  goes  to  show  that  in  a  period  of 
a  little  over  two  years  American  popular  music 
has  acquired  world-wide  recognition. 


Waltz  Lullaby  Success!      On  All  Records  and  Rolls 

PICKANINNY  BLUES 

Chicago       McKINLEY  MUSIC  GO.       New  York 


ular  with  a  large  number  of  vaudeville  singers. 
As  a  fox-trot,  too,  its  success  was  not  small  and 
at  this  late  date  it  is  still  aiwork  that  finds  favor 
with  the  orchestras. 

In  "The  Scandals  of  1920"  he  is  responsible 
for  the  "Scandal  Walk"  and  "Idle  Dreams,"  and 
in  "The  Sweetheart  Shop"  he  has  contributed 
the  popular  song  "Waiting  for  the  Sun  to  Come 
Out."  This  latter  number  is  considered  one  of 
the  leading  songs  of  the  show. 

George  Gershwin  is  an  accomplished  pianist 
and  has  done  some  excellent  work  for  one  of 
the  leading  player  roll  companies.    His  popular 


substantial  royalties  from  all  of  those  sources. 

Some  idea  of  the  popularity  of  American 
works  may  be  gained  from  a  statement  of  Irving 
Berlin,  the  well-known  song  writer,  who  has 
just  returned  from  an  extended  trip  visiting  the 
capitals  of  Europe. 

"Frenchmen  have  not  written  much  popular 
m.usic,"  he  says,  "because  the  demand  there  is 
not  great  enough  to  attract  music  writers.  It 
is  easier  and  cheaper  for  French  orchestra  lead- 
ers to  secure  American  productions.  The  de- 
mand for  popular  music  in  the  United  States  is 
comparatively  much  greater  than  in  France  and 


NELL  BRINKLEY  FEATURES  SONG 


Popular    Illustrator    Bases    Evening  Journal 
Drawing  on  New  Feist  Song  Number 


The  new  Feist  song  success,  "Just  Like  the 
Rose,"  which  has  been  experiencing  great  popu- 
larity throughout  the  country,  was  made  the 
subject  of  one  of  Nell  Brinkley's  typical  girlie 
sketches  in  a  recent  issue  of  the  New  York  Eve- 
ning Journal.  In  the  story  accompanying  the 
sketch  were  reproduced  the  words  of  the 
chorus. 


The  Quartette  MESSINESE  makes  its  first  four  Italian  Records  on 


This  organization  is  consid- 
ered the  finest  Instrumental 
Quartette  ever  recorded. 

Real  Folk  Dances,  in  per- 
fect dance  time. 

If  you  have  Italian  trade 
don't  fail  to  stock  these 
records. 

Big  SALES  will  follow. 


10-inch 


$1.00 


Voci  D'Angeli         .  VALZER 

-  Quartetto  Messinese 
Tra  Veglia  E  Sonna  MAZURKA 

Quartetto  Messinese 

Di  Stella  in  Stella  MAZURKA 

Quartetto  Messinese 
La  Bella  Nicosia  QUADRIGLIA 

Quartetto  Messinese 

Allegri  !  Allegri  !  POLKA 

Quartetto  Messinese 

Pioggio  di  Fiori  MAZURKA 

Quartetto  Messinese 

Sei  Bella       .        .       .  POLKA 

Quartetto  Messinese 
Lotta  D'Amore        .  VALZER 

Quartetto  Messinese 


Phone  Barclay  2493 


ZIEGLER,  BAKER  &  JOHNSON,  i 

100  Chambers  Street,  New  York  City 


nC.     Service  In  or  Out  of  Town 


AN  OPPORTUNITY  FOR  DEALERS— The  PURITAN 
Phonograph  literally  "speaks  for  itself."  There  is  a  rich- 
ness and  purity  in  the  reproduction,  quite  different  from 
other  instruments,  that  invariably  pleases  the  listener. 
The  most  critical  music-lovers  declare  that  such  smooth- 
ness, clearness  and  volume  of  tone  have  never  been  pro- 
duced by  ordinary  phonographs. 

THE  REPRODUCER — A  new  type  of  sound-box  and 
tone  arm  give  absolutely  free  horizontal  and  vertical 
movement,  enabling  the  needle  to  receive  ALL  THE 
IMPULSES  from  the  corrugations  of  the  record.  The 
faintest  recorded  sounds  are  faithfully  transmitted  to 
the  ear.  The  mechanism  is  very  sensitive  to  record  vi- 
brations, and  is  the  result  of  long  experiment. 

The  great  clearness  of  tone  in  the  PURITAN  is  pro- 
duced by  the 


LONG  WOOD  HORN — This  is  an  exclusive,  patented 
feature,  and  CANNOT  BE  USED  BY  ANY  OTHER 
MANUFACTURER. 

The  PURITAN  HORN  is  a  rectangular  channel  repre- 
senting an  organ-pipe,  extending  from  the  tone  arm  to 
the  bottom  of  cabinet.  It  has  only  one  bend  (see  il- 
lustration). 

THIS  IS  THE  MOST  EFFECTIVE 
AMPLIFIER   EVER  PRODUCED 

The  PURITAN  HORN  magnifies  and  mellovk's  the 
vibrations  from  the  diaphragm.  At  the  same  time  it  ab- 
sorbs all  hissing  and  g:rinding  sounds,  delivering  the 
MUSIC  ONLY  in  a  Vk'onderfully  realistic  "way. 

The  entire  instrument,  including  motor,  sound-box  and 
cabinet,  is  made  in  our  own  factory,  and  we  guarantee 
every  part. 


Eight  beautiful  models  now  ready  for  im- 
mediate shipment. 

The  Puritan  Phonograph  plays  all  makes 
of  Disc  Records,  with  all  the  distinctness  and 
volume  of  which  the  record  is  capable. 


Puritan  Lateral-cut  Records  are  brilliant 
and  contain  the  latest  popular  numbers. 

Write  for  Catalog  and  dealership 
proposition. 


United  Phonographs  Corporation 

Factory  and  General  Offices:   Sheboygan,  Wisconsin 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


207 


HELPING  FREIGHT  SITUATION 

Railroad  Committee  of  U.  S.  Chamber  of  Com- 
merce Advises  Shippers  How  They  May  Aid 
in  Expediting  Movement  of  Freight 


Washington,  D.  C,  September  8. — An  urgent 
appeal  to  manufacturers  and  business  men  of 
the  country  to  join  in  making  better  use  of 
existing  railroad  equipment  as  a  means  of  pro- 
viding an  immediate  improved  transportation 
service  was  made  in  an  open  letter  to  industrial 
and  commercial  organizations  to-day  by  the  Rail- 
road Committee  of  the  Chamber  of  Commerce 
of  the  United  States. 

The  National  Chamber's  Committee  points  out 
that  the  equivalent  of  more  than  half  a  million 
cars  can  be  added  to  the  supply  by  closer  co- 
operation on  the  part  of  all  interests  concerned 
with  transportation. 

"You,  as  shippers  and  receivers  of  freight,  can 
take  a  very  important  part  in  this  movement. 
You  can  add  535,000  freight  cars  to  the  available 
car  supply  by  loading  your  cars  more  heavily  and 
loading  and  unloading  them  promptly.  If  the 
railroads  were  obliged  to  buy  535,000  new  cars  at 
the  present  price  of  about  $3,000  per  car,  it  would 
cost  them  $1,605,000,000  and  would  cost  the  pub- 
lic at  least  6  per  cent  of  that  amount  in  the  form 
of  increased  freight  rates. 

"The  average  freight  car  spends  its  time  as 
follows:  37  per  cent  of  the  time  in  the  hands  of 
the  shipper  or  the  receiver;  43  per  cent  moving 
from  the  point  of  loading  or  unloading  to  the 
terminal  where  it  is  put  into  a  train  or  onto  a 
transfer  track;  11  per  cent  in  a  train  moving 
from  one  terminal  to  another;  and  9  per 
cent  laid  up  for  repairs.  You,  as  shippers  and 
receivers  of  freight,  can  effect  a  substantial  re- 
duction in  the  37  per  cent;  and  the  railroads  can 
effect  an  equally  substantial  reduction  in  the  43 
per  cent. 

"You  can  load  and  unload  your  cars  promptly 
if  you  will.  As  a  rule  the  railroads  allow  you  48 
hours  free  time  to  load  your  cars  and  48  hours 
to  unload  them  before  making  any  charge  for 
demurrage.  If  you  will  use  only  one-half  of 
this  time,  thus  releasing  your  cars  in  one  day 
instead  of  two,  and  in  addition  will  order  accord- 
ing to  your  loading  capacity,  restrict  your  car 
order  to  to-day's  program,  avoid  the  duplica- 
tion of  car  orders,  and  avoid  the  use  of  cars  for 
storage  purposes,  you  should  be  able  to  reduce 
the  time  that  the  average  freight  car  spends  in 
your  hands  from  37  per  cent  to  22  per  cent  of 
its  total  time,  and  thus  add  360,000  cars  to  the 
available  car  supply. 

"The  average  freight  car  makes  20  round 
trips  each  year.  By  reducing  the  time  needed 
for  each  trip  15  per  cent,  you  will  enable  the 
car  to  make  23  round  trips  each  year.  This  is 
equivalent  to  adding  15  per  cent  of  2,400,000, 
or  360,000  cars  to  the  available  car  supply." 

H.  D.  GEISSLER  VISITS  CHICAGO 

Chicago,  III.,  September  8. — H.  D.  Geissler, 
president  of  the  Chicago  and  New  York  Talk- 
ing Machine  Companies,  was  a  visitor  to  Chi- 
cago during  the  week  of  August  22  to  28  to  at- 
tend a  directors'  meeting  here.  .B.  B.  Webster, 
credit  manager  for  the  Chicago  Talking  Ma- 
chine Co.,  is  at  present  on  his  vacation  in 
northern  Michigan  by  automobile.  H.  H. 
Michael,  representative  of  the  Chicago  Tallcing 
Machine  Co.,  is  spending  his  vacation  at  At- 
lantic City,  and  in  a  visit  to  the  Victor  Talking 
Machine  Co.'s  plant  at  Camden,  N.  J.  V.  K. 
Treinblett,  representative  of  the  Chicago  Talk- 
ing Machine  Co.  in  Illinois  and  Wisconsin,  is 
vacationing  in  Des  Moines,  la. 

SELF=ANALYSIS  NECESSARY 

What  so  many  people  complain  of  as  bad 
luck  is  merely  the  result  of  carelessness,  mis- 
management and  often  incompetence. 


AMBITION  AS  A  BUSINESS  ASSET 

Furnishes  Driving  Power  to  Enable  Young  Man 
to  Overcome  Obstacles  in  Business  Path 


Ambition  is  the  young  man's  greatest  busi- 
ness asset.  What  is  ambition?  It's  that  within 
him  which  makes  him  accomplish  things.  It 
makes  him  alert,  active,  ever  striving  for  high 
and  higher  things,  striving  and  striving  to  be  a 
bigger  and  a  better  man. 

We  wonder  if  young  men,  looking  up  to  suc- 
cessful business  men,  realize  what  has  made 
them  successful — that  back  of  it  all — all  their 
hard  work,  their  struggle  to  grow  is  just  one 
mighty  force  pushing  them  on  to  inevitable  suc- 
cess— that  force  is  ambition. 

Ambition  is  not,  "I  think  I  can,"  "I'll  try," 
"I'm  afraid  the  job  is  too  big  for  me."  It's 
"I  can,"  "I  will,"  "I'll  tackle  any  job,  for  I  know 
that  I  can  do  it."  No  job  is  too  big  for  an  am- 
bitious man. 

A  loaded  dray  went  down  the  street  the  other 
day  pulled  by  a  little  horse  half  the  size  of  his 


load.  But,  pull  well?  I  should  say  that  little 
horse  just  could,  and  he  dug  into  the  ground 
for  alLhe  was  worth  and  the  wagon  load  just 
had  to  move. 

It's  too  bad  more  men  are  not  like  the  little 
horse — he  seemed  too  little  for  his  load,  but  he 
wasn't.  He  had  what  so  many  men  lack — the 
"dig-in"  idea.  It's  a  good  idea,  too,  and  it's  bred 
of  ambition — get  the  ambition  and  you'll  get  the 
"dig-in"  idea.  Ambition  will  put  you  where  you 
want  to  go.    Get  ambition. 


NEW  YORK  OFFICES  FOR  VICTOR  CO. 

Twenty-second  Floor  of  National  Association 
Building  on  Forty-third  Street  Leased 


The  Victor  Talking  Machine  Co.  will  open 
new  offices  in  New  York  in  the  National  Asso- 
ciation Building,  25  West  Forty-third  street,  ac- 
cording to  an  announcement  recently  made.  The 
entire  twenty-second  floor  of  the  building  has 
been  leased  and  alterations  will  be  begun  at  once 
and  when  completed  offices  will  be  opened. 


The  Player-Tone  propo- 
sition is  one  of  the  great- 
est opportunities  that  any 
dealer  ever  faced. 

Here  is  a  super-phono- 
graph that  is  the  most 
wonderful  value  before  the 
American  public. 

Considering  its  superb 
cabinet  work,  finish,  motor, 
tone  arm  and  appearance, 
as  well  as  design,  its  low 
price  will  be  a  revelation 
to  you. 

h  is  an  instrument  you 
will  be  proud  to  show  and— 

"When  Sold.  They  Stay 
Sold!" 

6  models  in  all  finishesto 
select  from.  Write  or  wire 
today  for  our  booklet  prop- 
osition and  open  territory. 


Player-Tone  Talking  Machine  Co. 

Executive  Offices: 

967  Liberty  Avenue 
Pittsburgh  Penna. 


Safety  first  is  more  than  philanthropy.  It 
has  now  become  a  fundamental  factor  in  the 
economics  of  business. 


208 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


An  Announcement 

Concerning  the  Stephenson  Tone  Arm 
and  Sound  Box  and  the  larger  motor. 

CHE  kindly  reception  given  the  Stephenson  Pre- 
cision-Made Motor  and  the  good  will  that  it 
has  earned  for  this  organization  places  upon 
the  manufacturers  of  it  the  responsibility  to  keep 
always  this  faith  with  the  industry. 

And  it  is  with  an  appreciation  of  this  responsibility 
that  the  Stephenson  organization  today  announces 
another  Precision-Made  product,  the  Stephenson  Tone 
Arm  and  Sound  Box.  It  is  offered  to  the  industry 
with  a  guarantee  that  it  infringes  no  patents  .... 
for  long  since  have  manufacturers  proceeded  on  the 
assumption  that  what  was  general  practice  in  the 
trade  was  an  open  art.  It  would,  indeed,  be  against 
Stephenson  policy  to  infringe  the  least  upon  the  rights 
of  others  regardless  of  whether  their  attitude  be  one 
of  passiveness  or  aggression  in  defending  their  rights 
the  Stephenson  Precision-Made  Tone 
Arm  and  Sound  Box  infringes  no  patents  and  is  so 
guaranteed. 

Coincident  with  the  Tone  Arm  and  Sound  Box, 
Stephenson,  Inc.,  announces  a  larger  motor,  which  is 
offered  to  those  who  wish  a  motor  that  'wiH  S^"^^  ^ 
maximum  of  running  time  with  one  winding.  This 
larger  motor  follows  the  same  construction  as  the 
smaller.  It  has  the  solid  frame  casting,  the  inter- 
changeable spring  drums,  the  tapered  bearing  turntable 
shaft,  the  triple  tread  worm — all  the  splendid  mechan- 
ical features  that  have  made  possible  the  success  of 
the  smaller  motor. 

Temporary  bulletins  will  be  mailed  to  those  who  are 
interested. 

STEPHENSON 


I  N  C  O  R  P  O  RAT  E  D 


One  West  Thirty-fourth  Street 
JS[evu  Yorl{^  City 


MANUFACTURERS  OF  THE  STEPHENSON  PRECISION-MADE  MOTORS  AND  TONE  ARM  AND  SOUND  BOX 


September  15,  1920 


THE   TALKING    MACHINE  WORLD 


209 


MUSIC  AT  MINNESOTA  STATE  FAIR 

Wholesalers  and  Retailers  Make  Some  Elaborate 
Displays  of  Talking  Machines  and  Records — 
Demonstrations  Win  Attention 


TAKES  ON  BRUNSWICK  LINE 


GOOD  WILL  IS  A  VALUABLE  ASSET 


Minneapolis,  Minn.,  September  8. — Music  was 
featured  and  emphasized  as  never  before  at  the 
Sixty-first  Annual  Fair  of  the  Minnesota  State 
Agricultural  Society,  September  4-11.  Melodies 
and  harmonies  were  heard  in  every  corner  of  the 
vast  space  devoted  to  the  greatest  annual  fair 
in  the  world  and  it  pervaded  the  night  as  well 
as  the  day. 

Because  of  lack  of  what  is  deemed  a  proper 
setting  for  their  goods  the  music  merchants 
of  Minneapolis  and  St.  Paul  long  have  ignored 
the  big  show,  but  there  were  four  high  grade 
exhibits  that  rather  made  up  in  quality  what 
may  have  been  lacking  in  quantity. 

W.  J.  Dyer  &  Bro.,  with  two  large  booths, 
featured  the  well-known  Victrolas  and  the  Duo- 
Art  piano,  demonstrated  by  the  cleverest  people 
of  the  local  sales  staff  and  attracting  good  at- 
tention. The  musical  possibilities  of  the  Duo- 
Art  won  unbounded  admiration. 

Laurence  H.  Lucker  and  the  Minnesota  Pho- 
nograph Co.  exploited  the  Edison  Phonographs. 
Colcnel  Lowy  was  in  charge  of  the  exhibit.  Some 
fine  specimens  in  Chippendale,  William  and 
Mary  and  Jacobean  period  designs  were  shown 
as  well  as  beautiful  specimens  in  hand-carved 
cabinets. 

Then  there  was  the  extensive  display  by  G. 
Sommers  &  Co.,  showing  the  Pathe  line  of  in- 
struments. The  new  Actuelles  attracted  general 
admiration  by  their  novel  appearance. 

But  the  big  noise  in  the  music  line  was  sup- 
plied by  a  score  of  bands  and  orchestras.  Among 
those  contributing  to  the  general  gaiety  in  this 
line  were  the  following:  Minnesota  State  band, 
First  Minnesota  Infantry  band,  Sweet's  Hus- 
sar band,  Chicago;  Eveleth  Municipal  band, 
Fairmont  City  band,  Marshall  Municipal  band, 
Madison  City  band,  Minnesota  State  orchestra, 
Mrs.  Lindquist's  orchestra,  Longfellow  orches- 
tra, Chalmers'  orchestra  and  Saxophone  Sextet, 
Morgan  Post  G.  A.  R.  drum  corps  and  the  Apollo 
quartet. 


LITIGATION  ON  STOP  DEVICE 


Chicago,  III.,  September  9. — The  Repeater- 
Stop  Co.  recently  sued  the  Rudolph  Wurlitzer 
Co.  for  patent  infringement  in  marketing  the 
Repeatograph,  an  automatic  repeating  and  stop- 
ping device  for  talking  machines.  The  Repeato- 
graph Co.  announces  that  the  Rudolph  Wur- 
litzer Co.,  after  looking  into  the  patents  in- 
volved, has  decided  to  continue  marketing  the 
Repeatograph. 

The  Repeatograph  Co.  also  reports  that  it 
has  entered  suit  against  the  Reppater-Stop  Co. 
in  the  United  States  District  Court,  alleging 
infringements  of  patents.  The  controversy  be- 
tween the  two  companies  has  been  of  long 
standing,  both  sides  having  their  supporters  in 
the  trade. 


SIZING  IT  UP 


What's  the  matter  with  America  these  days? 
Too  many  diamonds,  not  enough  alarm  clocks. 
Too  many  silk  shirts,  not  enough  blue  flannel 
ones. 

Too  many  pointed  shoes  and  not  enough 
square-toed  ones. 

Too  many  serge  suits  and  not  enough  over- 
alls. 

Too  much  decollette  and  not  enough  kitchen 
aprons. 

Too  many  consumers  and  not  enough  pro- 
ducers. 

Too  much  envy  of  the  results  of  hard  work 
and  too  little  desire  to  emulate  it. 

Too  many  desiring  short  cuts  to  wealth  and 
too  few  willing  to  pay  the  price. 

— Roy  K.  Moulton. 


The  Jacobs  Music  &  Machine  Co.  of  Carters- 
ville,  Ga.,  has  recently  completed  negotiations 
with  the  Brunswick-Balke-Collender  Co.  to  han- 
dle its  products  in  Cartersville.  Realizing  the 
splendid  merchandising  features  of  the  Bruns- 
wick products,  the  Jacobs  brothers  are  looking 
forward  to  an  increased  business  and  are 
planning  on  installing  several  additional  booths 
in  anticipation  of  the  increased  volume. 


National    Association    of    Credit    Men  Points 
Out  Value  of  This  Business  Factor 


KURMAN  OPENS  NEW  YORK  OFFICE 


N.  A.  Kurman,  one  of  the  recognized  tonal 
experts  of  the  industry,  has  opened  headquar- 
ters at  145  Lafayette  street,  New  York,  and  ac- 
cording to  his  present  plans,  will  co-operate 
with  talking  machine  manufacturers  in  the  co- 
ordination of  tone  arm  and  sound  box  equip- 
ment. Mr.  Kurman  has  studied  the  subject  of 
tone  for  many  years,  and  has  rendered  invalu- 
able assistance  to  manufacturers  in  the  produc- 
tion of  tone  arms  and  sound  boxes  that  would 
produce  the  most  desirable  tonal  effects. 


The  most  valuable  of  your  intangible  assets 
is  good  will.  You  cannot  put  your  finger  on  it, 
but  it  is  there  and  plays  a  prominent  part  on 
the  profit  side  of  your  ledgers.  Good  will 
can  only  be  obtained,  whether  as  buyer  or  seller, 
by  a  carefully  built-up  reputation  for  fair  deal- 
ing. 

To  cancel  orders  arbitrarily  or  to  return 
goods  without  cause — simply  because  by  so  do- 
ing one  can  escape  an  unforeseen  loss — is  to  en- 
danger one's  reputation  for  fair  dealing  with  the 
consequent  loss  of  good  will.  And  good  will 
lost  is  difficult  to  regain. 

If  you  desire  to  cancel  an  order  or  to  re- 
turn merchandise,  let  it  be  brought  about  by 
negotiation — Remember  that  the  other  man 
has  rights  and  losses  to  consider.  Permanent 
good  will  is  worth  more  than  immediate  dol- 
lars. This  is  good  advice  for  any  talking  ma- 
chine dealer  to  follow. 


The  Van  Vleet  Mansfield  Drug  Co.,  Memphis, 
Tenn.,  is  now  a  Playerphone  distributor. 


A  Few  of  the  Current  Titles 


=ALL  BIG  SELLERS 


"The  Love  Nest"  (from  the  Musical  Comedy  "Mary"). 
Intro.  "Mary."    Music  by  Hirsch  (Medley  Fox-trot). 

Waldorf  Astoria  Dance  Orchestra 
"Korinthia"   (One-step).     Music  by  J.  C.  Knight. 

Waldorf  Astoria  Dance  Orchestra 
"Hold  Me"  (Fox-trot).   Music  by  Hickman  and  Black. 

Waldorf  Astoria  Dance  Orchestra 
"A  Young  Man's  Fancy"  (Music  Box  Number  from 
"What's  in  a  Name").    Music  by  Ager  (Fox-trot). 

George  Green's  Novelty  Orchestra 


"I'd  Love  to  Fall  Asleep  and  Wake  Up  in  My 
Mammy's  Arms."  Music  by  Fred  E.  Ahlert  (Tenor 
Solo  with  orch.)  Charles  Hart 

"Down  the  Trail  to  Home.  Sweet  Home."  Music  by 
E.  R.  Ball  (Tenor  and  Baritone  Duet  with  orch. 
accomp.)  Charles  Hart  and  Elliott  Shaw 

"I  Cannot  Sleep  Without  Dreaming  of  You"  (From 
"The  Girl  in  the  Spotlight").    Music  by  Victor  Her- 
bert (Soprano  Solo  with  orch.)  Gladys  Rice 

"Chile  Bean"  (Eenie-Meenie-Minie-Mo).  Music  by 
Albert  Von  Tilzer  (Tenor  Solo  with  orch.) 

Fred  Whitehouse 


Write  for  Dealers'  Terms  and  Prices.     Immediate  Deliveries 


Lyraphone  Co.  of  America 

Newark,  N.  J. 


117  Mechanic  Street 


210 


THE   TALKING   MACHINE  WORLD 


September  15,  1920 


lllilillililil 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 


19  CITY  ROAD 


LONDON,  E.  C.  ENGLAND 


Manufacturers  of  the  world  known  GOMPAGTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors 


Manufactured 
By 


Mermod  Freres 


St.  Groix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 

A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 

Meanwhile  trade  inquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 


19  CITY  ROAD 


LONDON,  E.  C.,  ENGLAND 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


211 


CABLE  ADDRBJSS  REG'D 
"FILASSE— PHILA." 


THE   MARK  OF 


any!  «i»^n' 
(.Quail 


antity 
ty 


SERVICE  AND 

Phonographically  Speaking 


LONG   DISTANCE  'PHONE 
BARIJ>G  535 


SATISFACTION 

They  Talk  For  Themselves 


Quotation 
Delivery 
Product 


RIGHT 


IMICO  MICA  DIAPHRAGMS 


WE  WILL  BE  MOST  HAPPY  TO  HAVE  ONE  OF  OUR 
RErRESENTATIVBS,  WHO  ARE  ALL  PRACTICAL  RBPEO- 
DXJCTION  EXPERTS,  CALL  ON  YOU  WHEN  NEXT  IN  YOUR 


[mica  PRODUCTS 
I  I  Tl  I  WW 


CITY  TO  DISCUSS  YOUR  SOUND  BOX  PROBLEMS  WITH 
YOU,  UPON  RECEIPT  OP  YOUR  REQUEST  SO  TO  DO.  WE 
ARE  "MORE  THAN  MERELY  SELLERS." 


INTERNATIONAL  MICA  COMPANY 


FACTORY  AND   SALES  DEPT., 
37TH  AND  BRANDYWINE  STS., 
WEST    PHILA.,  PA. 


REPRESENTATIVE 
MONTREAL, 
CANADA. 


PHILADELPHIA,  PA.,  U.S.A. 

WALTER  S.  GRAY, 
SAN   FRANCISCO,  CAL. 


REPRESENTATIVE 
CHICAGO, 
ILLINOIS. 


EXECUTIVE  DEPT., 

1228  FILBERT  ST., 
PHILADELPHIA,  PA. 


OUR  VERY  ADEQUATE  AND  EXTENSIVE  MINING  AND  MANUFACTURING  FACILITIES  ARE  EQUALLY  AT  YOUR  DISPOSAL.  KINDLY  FAVOR 
US  WITH  THE  OPPORTUNITY  TO  FURTHER  ILLUSTRATE  THE  NECESSARY  SUPERIORITY  OF  IMICO  PRODUCTS  AND  QUOTATIONS,  WHICH 
HAS  <MADE  IT  POSSIBLE  TO  SUPPLY  IMICO  PRODUCTS  TO  PRACTICALLY  ALL  OF  THE  LARGER  TALKING  MACHINE  AND  ELECTRICAL 
MANUFACTURERS.  REMEMBER  THE  "RUSH"— BE  PREPARED  THIS  TIME.  RITE— RITE  NOW  AND  ELIMINATE  YOUR  DIAPHRAGM  DIFFICUL- 
TIES. JAMES  A.  CRABTREE,  PRESIDENT  OF  OUR  COMPANY,  WILL  SHORTLY  RETURN  FROM  EUROPE  WITH  A  WEALTH  OF  INFORM.\TION 
CONCERNING  THE  TALKING  MACHINE  INDUSTRY  ABROAD,  WHICH  INFORMATION  WE  SHALL  BE  PLEASED  TO  PLACE  AT  THE  DIS- 
POSAL OF   THE  INDUSTRY,  HERE. 

"IMICO"  and  "SERVICE"  are  SYNONYMOUS 


POSSIBILITIES  OF  THE  MUSIC  ROLL 

Increasing  Number  of  Talking  Machine  Whole- 
salers and  Dealers  Giving  Attention  to  the 
Handling  of  High-Class  Music  Rolls 


A  recent  development  of  interest  and  impor- 
tance in  the  talking  machine  field  is  the  atten- 
tion that  is  being  given  by  both  retailers  and 
wholesalers  to  the  handling  of  music  rolls  in  a 
systematic  way.  At  the  solicitation  of  the  music 
roll  men  some  few  dealers,  when  records  were 
scarce,  installed  limited  stocks  of  rolls,  to  add 
somewhat  to  their  income  and  keep  the  sales 
force  busy.  It  was  found  by  these  dealers  that 
music  rolls  fit  in  well  -with  records,  and,  while 
not  competing  in  any  sense,  offered  selling  argu- 
ments that  were  quite  familiar  to  record  sales- 
men. 

The  result  has  been  that  an  increasing  num- 
ber of  dealers  has  gone  into  the  handling  of 
music  rolls  on  a  permanent  basis,  carrying  sub- 
stantial stocks  of  the  latest  rolls  and  turning 
one  or  more  of  their  sound-proof  booths  over  to 
the  roll  department  for  demonstration  work.  In 
sorne  cases  special  liberal  space  has  been  as- 
signed to  the  roll  department  in  its  own  sec- 
tion of  the  store. 

From  the  wholesaler's  viewpoint  the  handling 
of  rolls  offers  a  substantial  medium  for  increas- 
ing income.  .  The  wholesale  salesman  has  found 
it  possible  to  increase  his  commission  by  carry- 
ing rolls  in  addition  to  his  machine,  record  and 
accessory  lines,  and  for  the  roll  manufacturer 
there  is  offered  through  that  medium  a  field  of 
distribution  that  has  already  been  cultivated. 


As  a  result  of  natural  training  the  talking  ma- 
chine man  is  well  equipped  to  handle  rolls  profit- 
ably and  intelligently.  There  have  been  piano 
dealers  who  neglected  their  roll  department  be- 
cause they  pretended  to  see  little  or  no  oppor- 
tunity in  profiting  on  sales  that  average  $1  or 
less  per  item.  The  talking  machine  man,  on  the 
other  hand,  has  learned  from  experience  that  the 
constant  and  frequent  turnover  of  record  stock 
is  what  represents  big  business  volume  and 
profits  and  that  a  great  number  of  sales  at  $1  or 
less  each  day  is  more  to  be  desired  than  a 
several-hundred-dollar  sale  once  a  week  or  so. 
With  this  experience  back  of  him,  the  talking 
machine  dealer  is  not  prejudiced  by  the  small 
amount  involved  in  the  individual  sale,  but  fig- 
ures on  the  basis  of  sales  quantity. 

Since  the  first  of  the  year  a  score  or  more 
prominent  talking  machine  distributing  houses 


have  taken  up  the  wholesaling  of  well-known 
and  well-advertised  lines  of  music  rolls,  and 
have  been  pushing  those  lines  with  profit  both 
to  themselves  and  to  their  dealers. 

A  surprising  number  of  people  own  player- 
pianos  as  well  as  talking  machines  and  dealers 
have  found  that  many  of  these  people  when 
they  come  into  the  store  to  buy  records  pre- 
sent real  opportunities  for  the  sale  of  one  or 
several  music  rolls,  with  practically  no  extra 
selling  expense.  These  people  are  particularly 
impressed  with  the  service  that  the  talking  ma- 
chine dealer,  through  special  training,  is  able  to 
give  them. 

This  new  development  in  the  field  is  worth 
watching,  for  while  not  detracting  in  any  sense 
from  the  volume  of  talking"  machine  and  record 
trade,  it  offers  an  additional  avenue  for  activity 
that  is  not  being  overlooked. 


LUCKY  13  CO.  BUYS  FOUR  BUILDINGS 

Corner  Property  at  Nineteenth  Street  and  Ave- 
nue A  Will  Be  Occupied  About  October  1 


The  Lucky  13  Phonograph  Co.  recently  closed 
negotiations  for  the  four  buildings  fronting  310- 
312-314  Avenue  A  and  503  East  Nineteenth 
street,  New  York  City.  It  is  a  corner  property 
and  the  structures  are  now  being  remodeled  in 
preparation  for  the  occupancy  by  the  executive 
offices  and  warerooms  of  the  company,  which 
expects  to  enter  the  premises  on  or  about  Oc- 
tober 1. 

David  B.  Bartelstone,  head  of  the  Lucky  13 
Phonograph  Co.,  in  speaking  of  the  acquisition 


of  the  above  property,  said  that  his  company 
has  been  in  need  of  larger  quarters  for  some 
time.  The  property  in  question  was  selected 
from  many  available  structures  because  of  its 
accessible  location.  There  is  a  car  line  past  the 
door,  two  elevated  lines  are  nearby  and  the 
Twenty-third  street  crosstown  car  is  adjacent. 
The  company,  for  a  number  of  years,  occupied 
quarters  at  46  East  Twelfth  street. 


The  first  meeting  of  the  creditors  of  Charles 
H.  Elting  &  Co.,  who  was  adjudicated  a  bank- 
rupt on  August  2,  will  be  held  in  Chicago  on 
September  20,  at  which  time  claims  will  be  pre- 
sented and  considered  by  Referee  in  Bankruptcy 
Wean. 


,llllllllllllllllliy{||iy|l|||||{|{|{|||||||||||||||||||||!l||||||||||||||||||||||lllliy   Illlllllllllllllllillllllllililllllll!iillllllllllllllllil!ll  


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SHOULD  BE  ON  EVERY  TALKING  MACHINE 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiio 

Mr.  Dealer  are  you  selling  the  Record  Flasher.?  It  is 
very  much  in  demand  and  invariably  sold  when  properly 
presented  to  your  customers. 

The  Record  Flasher  is  easily  attached  to  any  phonograph;  it 
gives  an  abundance  of  illumination,  it  makes  cumbersome 
operations  easy  and  simple  in  darkest  corners  where  phono- 
graphs are  usually  placed. 

Beautifully  finished  in  Nickel  and  Gold. 

Packed  (12  I  to  a  unit  package  may  be  assorted. 

(  Nickel  finish  without  battery  -  $2.25 
RETAIL  PRICES  <^  Gold       "  "  *'       -  $3.00 

(  Batteries  each     ------$  .75 

Regular  Trade  Discounts  to  Dealers. 

When  writing  always  mention  your  distributor. 
Manufactured  by 

STANDARD  ACCESSORY  CORPORATION 

355-357  East  Water  St.  Milwaukee   Wis.,  U.  S.  A. 

FOR  SALE  BY  ALL  LEADING  DISTRIBUTORS 

CHARMEL  TRADING  CO.,  Exporter.       I.  W.  BECKER.  Southern  Representative  \TS    NECESSARY  VFRY  NFCESSARY 

1170  Broadway,  New  York  Winecoff  Hotel.  Atlanta  *  »         l-»  i:-V,,E.OO/\I\.  I  V  £.1^  I     1>I  I 

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212 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


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Domes  of  Silence 

Nationally  Advertised 


TALKING  MACHINE  CABINETS  equipped  with  Domes  are 
better  and  more  satisfying  to  the  eye  because  the  cabinet  sets 
close  to  the  floor.  These  efficient  slides,  simple  in  construction, 
made  of  case  hardened  steel,  save  cabinet  legs  from  strain,  save 
rugs,  save  floors,  and  permit  any  cabinet  to  be  moved  with  ease. 

HENRY  W.  PEABODY  &  CO. 

Domes  of  Silt  nre  Division 
17  STATE  STREET  NEW  YORK 


Specify  Domes  of  Silence  in  Your  Talking  Machine  Orders 


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September  15,  1920 


THE    TALKING    MACHINE  WORLD 


213 


ILLINOIS  DEALERS  VISIT  VICTOR  PLANT  IN  CAMDENI 

Twenty-five  Victor  Retailers  From  Central  Illinois,  Under  the  Auspices  of  the  Putnam-Page  Co., 
Peoria,  Visit  the  Plant  of  the  Victor  Co. — Entertained  With  Motor  Rides  and  Banquet 


Philadelphia,  Pa.,  September  8. — By  special 
car  a  body  of  Illinois  dealers,  in  company  with 
the  representatives  of  the  Putnam-Page  Co.,  left 
this  city  tonight  to  return  to  their  homes  after 
a  two-day  stay  in  Philadelphia,  during  which 
time  the  Victor  plant  was  visited. 

These  dealers  left  Peoria,  111.,  in  a  special  car 
on  Sunday,  September  5,  in  company  with  F.  H. 
Putnam,  P.  A.  Ware  and  A.  E.  Severe,  of  the 
Putnam-Page  Co.,  Victor  wholesalers  located 
in  Peoria,  111.  While  on  the  train  they  enjoyed 
a  buffet  luncheon  as  the  guests  of  the  Putnam- 
Page  Co.  On  Labor  Day  evening  the  dealers 
were  again  the  guests  of  the  Putnam-Page  Co. 
to  a  shore  dinner  served  in  the  private  dining- 
room  of  Boothby's  restaurant  in  Philadelphia, 
famous  for  its  exceptionally  pleasing  cuisine.  A 
delightful  surprise  to  the  dealers  was  the  pres- 
ence of  three  of  the  Victor  staff,  namely,  E.  J. 
Dingley,  assistant  sales  manager;  W.  G.  Garland, 
assistant  manager  traveling  department;  and  H. 
E.  Greene,  advertising  department. 

Edward  Lyman  Bill,  of  The  Talking  Machine 
World,  and  other  representatives  of  the  trade 
press  were  also  present  and  spoke  informally 
after  dinner.  Mr.  Bill  spoke  on  the  great  service 
which  the  dealers  were  rendering  in  placing 
talking  machines  in  the  homes  of  the  American 
families,  in  that  it  educated  the  people  to  high 
class  music,  and  to  musical  appreciation  of  all 
sorts. 

On  Tuesday  the  body  of  dealers  became 
the  guests  of  the  Victor  Talking  Machine  Co. 
In  the  morning  an  inspection  trip  was  made 
through  the  factory,  during  which  time  the  deal- 
ers became  acquainted  with  the  methods  of  man- 
ufacture used  in  producing  Victrolas  and  Victor 
records.  By  the  time  the  trip  was  finished  the 
noon-day  whistle  had  blown,  and  the  boys 
"knocked  off"  and  went  to  the  Victor  Club 
for  luncheon. 


In  the  afternoon  the  Victor  Co.  gave  the 
dealers  an  extended  trip  by  motor  through  the 
environs  of  Camden  and  Philadelphia.  They 
then  returned  to  the  Hotel  Bellevue-Stratford, 
their  headquarters.  In  the  evening  they  were 
tendered  an  enjoyable  banquet  by  the  Victor 
Co.  in  the  North  Garden  of  the  Bellevue-Strat- 
ford. After  the  dinner  the  dealers  were  escorted 
to  a  nearby  theatre  where  "Mary,"  a  new  and 
pleasing  comedy,  is  appearing.  This  most  en- 
tertaining performance  concluded  the  "Victor 
day." 

As  this  visit  of  dealers  in  a  body  to  the  Victor 
plant  is  the  first  of  its  kind  certainly  both  the 
dealers  and  the  Putnam-Page  Co.  deserve  credit 


for  conceiving  this  novel  yet  extremely  prac- 
tical and  beneficial  affair. 

Those  who  attended  were  C.  N.  Lenhart,  Mat- 
toon,  111.;  F.  M.  Leslie,  Urbana,  111.;  G.  E. 
Lester,  Hoopeston,  111.;  Harry  A.  Duncan,  Keo- 
kuk, la.;  O.  D.  Ehrlicher,  Pekin,  111.;  E.  E. 
Hanger,  Lincoln,  111.;  J.  E.  King,  Virginia,  111.; 
A.  R.  Meyer,  Havana,  111.;  T.  J.  Griggs,  Ke- 
vv'anee.  111.;  F.  H.  Putnam,  Peoria,  111.;  P.  A. 
Ware,  Peoria,  111.;  George  Cheatle,  Springfield, 
111.;  A.  H.  Bergner,  Peoria,  111.;  Lyle  Straight, 
Bloomington,  111.;  W.  E.  Rouch,  Decatur,  111.; 
E.  T.  Froyd,  Paxton,  111.;  Franklin  Meyer, 
Carlinville,  III.;  T.  J.  O'Conner,  Pontiac,  111.; 
P.  H.  Von  Qualen,  Dwight,  111.;  Edward  O'Con- 
ner, Pontiac,  111.;  R.  N.  Smith,  Carthage,  111.; 
P.  F.  Cutner,  Lincoln,  111.;  A.  E.  Severe,  Peoria, 
for  conceiving  this  novel  yet  e.Ktremely  practical 
and  beneficial  affair. 


"HOUCK'S  VICTROLA  PEP"  APPEARS 

An  Interesting  and  Helpful  House  Organ  Issued 
by  the  O.  K.  Houck  Piano  Co.  for  Benefit 
of  Its  Victrola  Sales  Staff 


The  second  issue  of  "Houck's  Victrola  Pep" 
appeared  on  August  1,  the  first  having  appeared 
in  May.  This  volume  is  in  truth  just  what  the 
name  implies,  a  book  full  of  peppy,  punchy  and 
potent  articles  full  of  great  value  for  the  branch 
managers  and  salesmen  of  the  O.  K.  Houck  in- 
stitution. These  articles  are  written  by  different 
members  of  the  staff.  J.  F.  Houck,  president 
of  the  O.  K.  Houck  Co.;  U.  S.  Christian,  vice- 
president  and  treasurer;  L.  U.  Pitts,  sales  man- 
ager of  the  wholesale  department,  and  W.  T. 
Sutherland,  of  the  Memphis  house,  are  among 
the  contributors  to  this  new-volume. 

Anyone  within  the  organization  who  believes 
that  he  or  she  has  something  of  profitable 
value  for  the  other  members  of  the  O.  K. 
Houck  institution  is  invited  to  contribute  to 
this  publication. 

The  articles  do  not  deal  alone  with  the  mere 


merchandising  of  the  talking  machine,  but  also 
dwell  on  the  real  fundamental  qualities  which 
build  successful  business.  "Enthusiasm,"  "Cour- 
tesy," and  "Team  Work"  are  the  titles  of  articles 
which  appear  in  this  publication. 

Anyone  who  is  acquainted  with  the  O.  K. 
Houck  institution,  which  has  its  main  store  in 
Memphis,  with  branches  in  Nashville  and  Little 
Rock,  can  appreciate  that  this  book  only  typifies 
the  splendid  ideals  by  which  the  company  is 
guided.  It  might  be  recalled  at  this  point  that 
the  honest,  straightforward  policies  upon  which 
the  success  of  the  O.  K.  Houck  Co.  have  been 
built  where  those  instituted  and  pushed  to  the 
utmost  by  the  late  O.  K.  Houck. 


WHEN  ACCIDENTS  HAPPEN 


No  dealer  can  be  sure  of  selling  products  that 
are  absolutely  infallible.  Once  in  a  while  there 
is  bound  to  be  something  which  will  cause  the 
customer  to  complain — and  justly.  If  the  dealer 
is  a  wise  dealer  he  will  see  that  when  this  hap- 
pens he  will  at  once  make  good  the  defect,  both 
for  his  own  sake  and  the  sake  of  his  customer. 


MASTERPIECE  Style  XIV 

Five-ply  Veneer 
Height  51"  Width  24" 
Depth  26" 
Finished 
Mahogany,  Walnut,  Oak 


All  That  Its  Name  Implies 

Every  MASTERPIECE  Phonograph  is 
the  Acme  of  Cabinet  Craftsmanship 
and  Mechanical  Perfection 


The  MASTERPIECE  attracts  quality  trade  and  builds  a  solid  founda- 
tion of  satisfaction  by  its  high-grade  cabinet  construction,  its  wonderful 
tone  qualities,  and  its  powerful  and  noiseless  running  Roemer  Red 
Seal  Guaranteed  Motor. 

The  Cabinet  is  the  first  impression  your  customer  receives  and  is 
the  outward  indication  of  inherent  quality.  The  lines  of  the  MASTER- 
PIECE are  neither  severe  nor  unduly  ornate,  but  embody  a  happy  medium 
of  graceful  and  appealing  shape  proven  to  be  most  popular  with  the 
buying  public. 

Construction  is  of  five-ply  veneer  of  the  highest  quality,  beauti- 
fully finished  with  four  coats  of  varnish  and  hand-rubbed  to  a  piano 
finish. 

The  high  standard  of  construction  and  finish  in  MASTERPIECE 
cabinets  is  maintained  by  exacting  inspections.  ,  A  prominent  buyer 
recently  said:  "There  is  one  thing  I  like  about  your  cabinets;  they  are 
absolutely  uniform  in  finish." 

Some  territory  is  still  open  for  live  dealers.  Write  today  for  de- 
scriptive literature  and  dealers'  discounts.  The  MASTERPIECE  agency 
is  an  exceptional  opportunity  for  increasing  your  trade  and  profits. 

The  Masterpiece  Phonograph  Co. 


2318-20  Western  Avenue 


CHICAGO,  ILLINOIS 


214 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


''The  Regina  will  play  any  record 
better  than  you  have  ever  heard 
it  played  before 


The  Regina  phonograph  is  a  quality  product  with  ex- 
clusive patented  sales  features,  manufactured  by  a  company 
which  for  over  a  quarter  of  a  century  has  produced  musical 
instruments  of  the  highest  standard. 

Our  trade  arrangement,  in  addition  to  extremely  liberal 
profits,  territory  arrangements,  includes  dealer  helps  in  the 
form  of  original  advertising  material.  \ 

A  dealer  becoming  a  Regina  agent  is  making  a  per- 
manent connection  with  an  organization  equipped  to  serve 
him  with  a  complete  line  of  eight  models — prompt  deliveries 
— distinctive  features — and  a  phonograph  that  will  play  any 
record  better  than  he  has  ever  heard  it  played  before.  It  will 
pay  you  to  investigate  this  product  and  our  dealer  arrange- 
ment. 


TO  RESPONSIBLE  DEALERS 

We  will  ship  a  sample  machine  on 
10  days'  trial  for  demonstration  and 
approval.  Freight  charges  to  be 
paid  by  consignee. 


Eight  Models— ^40.00  to  $375.00 

Perfect  Tone  Expression 


PUWS  AU  EECOED3  ffl 
i  CENTEAL  POSITION 


STOPS 
yajTOiVfflCAL'.y 


The  Regina  is  equipped  with  a  new  unique  type  of 
reproducer  of  velvety  superfine  tone.  So  clear — so  rich,  in 
fact  it  is  Nature's  Tone  in  phonographs.  The  central  posi- 
tion of  the  reproducer  prevents  wear  and  friction  on  all 
records.  Plays  all  disc  records  without  any  special  attach- 
ments whatsoever. 

The  Ball-bearing  Tone  Arm  moves  readily  across  the 
record  with  almost  no  friction,  thus  increasing  the  Hfe  of 
the  record  and  reducing  surface  noises. 


THE 


CO 


47  W.  34th  STREET,  NEW  YORK 
209  S.  STATE  STREET,  CHICAGO 


September  IS,  1920 


THE   TALKING   MACHINE  WORLD 


215 


OTTO  HEINEMAN  BACK  FROM  EUROPE 

President  of  General  Phonograph  Corp.  Returns 
From  Two  Months'  Trip  Abroad — Closed  Im- 
portant Deals  to  Be  Announced  Shortly 


Otto  Heineman,  president  of  the  General 
Phonograph  Corp.,  New  York,  accompanied  by 
Mrs.  Heineman,  arrived  in  New  York  on  Thurs- 
day on  the  "Auguste  Victoria,"  after  spending 
several  months  abroad.  While  in  Europe  Mr. 
Heineman  visited  the  leading  trade  centers  of 
England  and  France,  and  managed  to  utilize 
three  or  four  days  of  his  entire  trip  as  a  vaca- 
tion period. 

Mr.  Heineman  returned  in  the  best  of  health 
and  spirits,  and  intimated  that  important  an- 
nouncements relative  to  business  transactions 
consummated  abroad  will  be  ready  for  publica- 
tion within  a  week  or  two.  He  states  that  the 
general  business  outlook  in  Europe  is  very  sat- 
isfactory, and  he  was  glad  to  find  reports  on  his 
desk  which  reflected  a  steadily  increasing  wave 
of  optimism  and  confidence  in  the  talking  ma- 
chine field  in  this  country. 


opportunity  to  secure  choice  seats,  arrange- 
ments have  been  made  to  make  the  week  of  Sep- 
tember 13  to  18,  "Caruso  Concert  Subscription 
Week." 

During  this  time  all  the  Victor  dealers  of  the 
Omaha  region  will  combine  to  offer  their  pa- 
trons the  advance  sale  on  the  choicest  seats  in 
the  house. 

In  spite  of  the  concert  being  a  long  way 
hence,  man}'  orders  for  reservations  have  al- 
ready been  received. 


FILE  PETITION  IN  BANKRUPTCY 


Creditors  of  World  Phonograph  Co.,  Chicago, 
Take  Action  Against  Company 


COLLVER  CONSTANTLY  ON  THE  JOB 


CARUSO  TO  APPEAR  IN  OMAHA 


Noted  Victor  Artist  to  Be  Featured  Under  Aus- 
pices of  Mickel  Bros.  Co. 


Hugo  G.  Heyn,  of  Mickel  Bros.  Co.,  Omaha, 
Neb.,  announces  that  arrangements  have  been 
completed  whereby  Enrico  Caruso,  the  great 
American  tenor,  will  appear  in  Omaha  on  Octo- 
ber 12.  This  will  probably  be  the  largest  musi- 
cal event  ever  staged  in  that  part  of  the  coun- 
try, and  as  the  Caruso  concerts  are  very  limited 
in  number,  Omaha  is  to  be  congratulated  on  se- 
curing one  of  them. 

The  Omaha  auditorium  has^  been  secured  for 
the  occasion,  this  being  the  largest  concert  hall 
available.  In  spite  of  its  capacity  of  five  thou- 
sand, it  is  expected  that  the  house  will  be  sold 
out  long  previous  to  the  event  itself.  In  order 
to  give  Victor  patrons  and  music  lovers  the  first 


Burton  CoUver,  of  the  Cheney  Talking  Ma- 
chine Co.,  Inc.,  New  York,  N.  Y.,  has  been  con- 
tinuously on  the  job  all  Summer,  too  busy  to 
take  a  vacation,  excepting  on  Saturdays  and 
Sundays,  which  days  he  spends  on  his  fine 
estate  at  Mountain  Lakes,  N.  J.,  located  in  the 
Kittatinny  Range,  on  a  1,000-foot  elevation. 
Mr.  Collver  believes  it  a  waste  of  time  to  go  to 
the  Adirondacks  when  the  same  picturesque  ad- 
vantages are  available  thirty  miles  from  Man- 
hattan. 

Business  at  the  local  Cheney  office,  1107 
Broadway,  is  very  satisfactory  and  orders  for 
immediate  deliveries  are  constantly  on  the  in- 
crease from  all  sections  of  the  East.  A  great 
many  new  accounts  have  been  opened  and  sev- 
eral additions  made  to  the  Eastern  sales  force. 

Professor  Forest  Cheney  spent  a  portion  of 
July  and  August  in  New  York  and  Charles  S. 
McCoy,  president,  and  C.  E.  Swanson,  general 
manager,  from  the  Chicago  headquarters,  were 
recent  visitors  to  the  New  York  office. 

These  gentlemen  were  in  a  highly  optimistic 
mood  regarding  Fall  trade  prospects. 


Chicago,  III.,  September  9. — A  petition  in 
bankruptcy  against  the  World  Phonograph  Co. 
was  filed  on  September  7  in  the  U.  S.  District 
Court  here  by  John  B.  Graham,  Paul  Henyon 
and  A.  R.  Surpless,  all  of  Chicago.  A  motion 
for  the  appointment  of  a  receiver  was  contin- 
ued until  September  13.  The  claim  against  the 
company  totals  $3,100  on  an  unpaid  insurance 
policy,  a  promissory  note  by  G.  Baackes  and  a 
note  on  demand. 


TO  APPOINT  JOBBERS  AND  DEALERS 


Product  of  American  Home  Recorder,  Inc., 
Meets  With  Good  Reception  in  Trade  Circles 


The  American  Home  Recorder,  Inc.,  whose 
executive  offices  are  at  49  West  Forty-fifth 
street.  New  York,  and  who  recently  announced 
to  the  trade  a  home  recorder  adaptable  to  all 
n;akes  of  talking  machines,  now  states  that  the 
favorable  reception  which  the  device  has  met  in 
the  trade  has  been  far  beyond  its  most  optimistic 
expectations.  The  firm  is  now  appointing  ex- 
clusive jobbers  in  centrally  located  territories 
and  it  is  also  the  intention  to  appoint,  through 
its  jobbers,  exclusive  dealers. 


CROSLEY  CO.  IN  NEW  PLANT 


SOME  TIMELY  REFLECTIONS 

It  has  been  said  that  the  men  who  make  mis- 
takes lead  the  world  and  the  men  who  never 
make  mistakes  never  make  anything.  The  per- 
fect people  work  for  those  who  make  mistakes 
— and  profit  by  them; 


Cincinnati,  O.,  September  7. — The  Crosley 
Phonograph  Co.,  of  this  city,  is  now  established 
in  its  new  and  large  plant  where  it  has  ample 
facilities  to  handle  the  requirements  of  its  deal- 
ers. The  company  has  just  announced  that  it 
is  producing  three  new  models  retailing  at  $125, 
$90  and  $45.  With  the  addition  of  these  three 
models,  the  Crosley  line  will  be  complete.  The 
company's  original  model  retailing  at  $75  will 
be  retained  in  the  line,  as  it  has  met  with  a  pop- 
ular reception  everywhere. 


MEL-O-DEE 

THE  WORLD'S  FINEST  MUSIC  ROLL 

PRODUCES  MUSICAL  EFFECTS  POSSIBLE  WITH  NO  OTHER  ROLL 


JVlustc 


ARE  OUT  FIRST  WITH  THE  HITS 

WE  CAN  GIVE  IMMEDIATE  SERVICE 


STONE  PIANO  COMPANY 

WHOLESALE  DEPARTMENT 
826-828  NICOLLET  AVENUE  MINNEAPOLIS,  MINN. 

Send  for  new  complete  catalogue  containing  3000  numbers 


216 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


NORTHWESTERN  VQCALION  DEALERS  HOLD  CONVENTION 

First  Gathering  of  Vocalion  Eetailers  in  That  Section  Under  Auspices  of  Stone  Piano  Co.  Proves 
an  Unqualified  Success — A  Program  of  Much  Practical  Value  and  Interest 


^Minneapolis,  !Mixn.,  September  11. — Over  one- 
hundred  dealers  handling  the  Vocalion  in  this 
section  of  the  Northwest  attended  their  first  big 
convention  held  in  this  city  on  Thursday  and  Fri- 
day of  this  week  under  the  auspices  of  the  Stone 
Piano  Co..  Vocalion  distributors,  and  with  the 
co-operation  of  the  Aeolian  Co.  The  convention 
sessions  were  held  in  the  commodious  audi- 
torium in  the  Stone  Piano  Co.'s  building  at 
Nicollet  and  Ninth  street,  which  proved  ideal 
for  the  purpose.  The  social  headquarters  of  the 
convention  were  at  the  Curtis  Hotel. 

The  entire  program  was  carefully  prepared 
and  most  interesting,  and  ofTered  to  the  visiting 
dealers  information  that  should  prove  of  great 
value  to  them  in  conducting  future  campaigns 
for  the  exploitation  of  Vocalion  phonographs 
and  records.  Particular  interest  was  displayed 
in  the  demonstrations  of  the  Phonodeik,  an  ap- 
paratus for  photographing  sound,  for  which 
Prof.  Miller,  of  the  Case  School  of  Applied 
Sciences,  Cleveland,  O.,  is  mainly  responsible. 
The  demonstration  of  the  Phonodeik  was  in 
charge  of  T.  P.  Ratcliff,  of  the  Vocalion  Labora- 
tories in  New  York. 

Special  interest  was  centered  in  the  Pho- 
nodeik demonstration,  owing  to  the  fact  that  the 
apparatus  has  been  and  is  being  put  to  prac- 
tical use  for  the  purpose  of  testing  and  main- 
taining the  tone  quality  of  Vocalion  records.  It 
is  the  belief  of  the  Vocalion  officials  that  no  mat- 
ter how  well  trained  the  human  ear  may  be  in 
the  judging  of  musical  sound  it  cannot  be  de- 
pended upon  to  give  an  absolutely  accurate  test 
of  record  quality.  The  adoption  of  the 
Phonodeik  for  the  testing  of  Vocalion  records,, 
therefore,  does  away  with  the  human  equation  in 
a  large  measure,  and  makes  the  judging  of 'Vo- 


calion record  quality  a  matter  of  scientific  ac- 
curacy. 

The  convention  was  opened  with  an  address 
of  welcome  b}"  C.  R.  Stone,  of  the  Stone  Piano 
Co.,  who  told  of  the  purpose  of  the  convention, 
outlined  the  program  briefly,  had  something  to 
say  in  reference  to  general  conditions  and  ex- 
pressed his  regret  that  owing  to  unforeseen 
circumstances  W.  H.  Alfring,  manager  of  the 
wholesale  department  of  the  Aeolian  Co.,  New 
York,  was  unable  to  be  present  as  planned, 
though  there  were  several  Aeolian  Co.  repre- 
sentatives from  New  York  in  attendance. 

During  the  course  of  the  meeting  W.  H. 
Bowen,  of  Grand  Rapids,  Mich.,  delivered  an 
interesting  and  practical  talk  on  "Cabinet  De- 
sign and  Construction";  T.  W.  Hindley,  man- 
ager of  the  Vocalion  department  of  Mandel 
Bros.,  Chicago,  offered  an  inspiring  retail  sales 
talk  and  Graduola  demonstration;  F.  L.  Gunyo, 
of  the  New  England  Furniture  Co.,  Minneapo- 
lis, talked  on  "Studj'  Your  Customer's  Taste 
in  Music,  and  Know  Your  Record  Stock"; 
George  H.  (Jack)  Bliss,  general  manager  of  the 
Melodee  Music  Co.,  New  York,  gave  a  really 
snappy  talk  on  "Melodee  Music  Rolls  and  Mer- 
chandising"; T.  P.  Ratchfi,  of  New  York,  fol- 
lowing his  demonstration  of  the  Phonodeik,  gave 
a  descriptive  talk  on  "The  Vocalion  Record 
F'rom  Recording  to  the  Dealer,"  which  was  in 
the  nature  of  a  record  analysis,  and  H.  G. 
Stoehr,  of  Boston,  Mass.,  delivered  an  address 
on  "Motor  and  Mechanical  Features." 

Following  the  various  set  addresses  the  deal- 
ers indulged  in  lengthy  discussions  of  the  vari- 
ous features  brought  to  their  attention,  which 
proved  of  practical  value  in  bringing  forth  a 
consensus  of  opinion  on  matters  of  interest. 


Throughout  the  convention  there  was  plenty 
of  music,  mostly  of  the  popular  order,  and  the 
luncheon  held  each  day  at  the  Curtis  Hotel 
quickly  developed  into  a  pleasing  social  affair. 
The  convention  ended  with  an  informal  ban- 
quet at  Curtis  Court  on  Friday  evening,  at  which 
W.  L.  Harris  was  the  principal  speaker  and 
several  of  the  out-of-town  visitors  had  some- 
tliing  to  say.  The  entertainment  was  provided 
by  a  group  of  cabaret  artists. 

The  success  of  this  first  convention  of  North- 
v."estern  dealers  proved  so  satisfying  that  it  is 
likely  that  other  get-together  parties  for  busi- 
ness purposes  will  be  arranged  for  at  regular 
intervals. 


COL.  BINGHAM  AIDS  RESEARCH  WORK 


Col.  W.  V.  Bingham,  director  of  the  division 
of  applied  psychology  at  the  Carnegie  Institute 
of  Technolog}^  of  Pittsburgh,  was  a  visitor  at 
the  Edison  Laboratories  this  week.  Col.  Bing- 
ham is  assisting  the  Edison  Laboratories  in  de- 
termining the  effect  that  phonographic  music 
has  in  promoting  the  efficiency  of  workers  in 
factories  and  offices  and  its  capacity  to  bring 
about  desired  mental  states.  He  expressed 
great  satisfaction  with  the  results  so  far  at- 
tained and  feels  confident  that  continued  re- 
search will  bring  to  light  a  number  of  addi- 
tional and  thoroughly  practicable  discoveries. 


POLITENESS  A  BUSINESS  ASSET 


Politeness  is  a  very  necessarj-  attribute  that 
eliminates  even  the  semblance  of  friction  with 
your  customer.  Punctuality  in  keeping  engage- 
ments and  accuracy  in  making  statements  are 
twin  brothers  to  politeness. 

Be  as  polite  at  a  turn-down  as  j-ou  are  thank- 
ful at  a  write-up.  Be  firm  in  your  own  opinions, 
diplomatic  in  your  expression  of  them,  but  duly 
considerate  of  the  ideas  of  others. 


Your  Player  Roll  Shipments  Should  Garry 

These  TWO  Labels 


INDICATES  that  the  box  contains  Music  Rolls  that  do  justice  to  fine 
player-pianos — music  rolls  produced  under  a  superior  system  of  recording 

and  that  represent  a  new  standard 


of  excellence. 


INSURES  that  the  package  con- 
tains just  what  you  ordered  from 
the  Northwest's  largest  Music  Job- 
bers— logically   located  to  serve 
Minnesota,    Io\\a,    North    and  South 
Dakota,   Wisconsin,  Montana  and  all 
Western    Music    Dealers.      It  means 
prompt,  accurate  service — lower  freight 
cost  and  business-like  treatment. 

W.  J.  DYER  &  BRO. 

Jobbers  of  Victrulas  and  other  Musical  Merchiindise 
SAINT  PAUL.  MINNESOTA 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


217 


Put  Your  Efforts 
Behind  this  Line 


Merit  always  wins.  Merit  alone  has  given  the  MANDEL 
line  a  dominating  place  in  the  phonograph  field. 

The  MANDEL  Phonograph  is  not  made  just  to  sell.  It  is 
built  to  satisfy  the  ultimate  owner — built  to  perform 
efficiently,  and  to  give  the  pleasure  and  satisfaction  that  the 
owner  has  a  right  to  expect. 

The  MANDEL  Phonograph  is  not  merely  assembled.  Each 
component  part  is  made  in  the  MANDEL  factory  for  the 
MANDEL  Phonograph.  Each  operation  is  supervised  by 
an  expert  in  his  line.  And  the  result  is  a  phonograph  that 
embodies  the  best  principles  known  in  modern  talking  ma- 
chine construction. 

Dealers  and  Jobbers  who  are  seeking  larger  fields  will  find 
it  to  their  interest  to  investigate  the  MANDEL  Line  of  high 
grade  instruments. 

Put  your  efforts  behind  this  line.  It  will  earn  big  money 
for  you  because  it  will  earn  the  good  will  of  your  customers. 


Write  to-day! 


Mandel  Manufacturing  Company 


501-511  South  Laflin  Street 


218 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


ililllllHllllllllllllllllllllIllllllllllillUIIIIIIIIUIIIIillllllllllllllllllll^ 

I  Why  the  Talking  Machine  Dealer  Should  | 

I   T/'  *       HP  1     11  7' '^1      TT*      T3         1  Being  Timely  Suggestions  I 

I  Keep  in  1  ouch  With  rlis  banker  by  Editors  of  The  worw  | 


During-  the  last  ninety  days  there  has  been 
considerable  reduction  in  banking  credits  in  cer- 
tain lines  of  business.  So  far  this  movement 
has  not  affected  the  talking  machine  industrj-  to 
any  appreciable  extent.  The  answer  is  not  hard 
to  find. 

When  the  war  ended  banks  were  most  free 
in  their  loans  to  concerns  handhng  such  ma- 
terials as  sugar,  silks,  furs,  the  prices  of  which 
were  rapidly  rising,  because  anj'  capital  loaned 
on  inventor}'  of  this  sort  was  a  ver}^  safe  bank- 
ing investment.  When  prices  began  to  break  in 
commodities  of  this  kind,  as  the  market  de- 
clined, it  was  only  natural  the  banks  should  re- 
gard advancing  money  on  inventories  of  this 
class  of  stock  as  a  rather  risky  business.  They 
are  for  the  most  part  the  class  whose  banking 
credit  has  been  curtailed  during  the  last  ninety 
days,  and  will  be  curtailed  to  an  even  greater 
extent  from  now  until  the  end  of  the  j^ear. 

The  bankers  are  waiting  for  normal  price 
levels  in  these  lines  of  business. 

The  talking  machine  industry  presents  an  en- 
tirely different  aspect.  The  prices  now  current 
for  talking  machines,  records  and  accessories 
have  not  advanced  to  anything  like  the 
extent  prices  have  advanced  in  every  other  line. 
Advertised  retail  prices,  and  the  practice  of 
standardized  prices,  which  have  been  an  out- 
standing feature  of  the  talking  machine  industry 
for  years,  have  proved  a  powerful  factor  in  mak- 
ing advances  on  commodities  in  this  industry 
of  a  very  nominal  sort.  No  one  expects  prices 
of  any  commodity  to  drop  down  as  far  as  dur- 
ing pre-war  days  for  many  years  to  come,  and 
the  prices  now  existing  upon  commodities  in  the 
talking  machine  industry  represent  a  very  stable 


nil 

post-war  level.  There  is  no  inflation  in  this 
field  as  can  be  readily  demonstrated  to  an}' 
banker. 

The  second  point  which  makes  the  talking 
machine  dealer  particularly  well  placed  with  re- 
spect to  his  bank  lies  in  the  fact  that  the  prices 
of  the  commodities  he  sells  are  standardized. 
To  the  keen  thinking  banker  this  means  much, 
because  with  manufacturers,  wholesalers  and 
dealers  (acting  collectively)  bringing  everj' 
possible  influence  to  bear  to  maintain  the 
standard  price  principle  which  the  public  has 
long  since  learned  to  associate  with  the  talking 
machine  products,  a  stability  of  retail  prices  is 
assured  which  hardly  any  other  industry  in  the 
country  can  equal. 

The  histor}'  of  the  talking  machine  industry 
and  the  merchandising  methods  it  has  pursued 
for  the  past  two  decades  is  the  surest  kind  of 
guarantee  that  the  inventory  of  a  retail  talking 
machine  dealer  and  his  prospects  for  future 
business  constitute  the  very  finest  collateral  for 
bank  loans. 

A  recent  survey  of  credit  conditions  in  the 
retail  end  of  the  industry  conducted  by  The 
Talking  Machine  World,  and  supplemented  by 
reports  received  from  many  of  the  largest  manu- 
facturers, shows  that  there  is  not  a  single  section 
of  the  countrj'  where  talking  machine  dealers 
have  been  discriminated  against  in  the  matter 
of  banking  credits,  even  though  the  Federal  Re- 
serve Board  has  issued  statements  that  banking 
credits  would  be  ver}'  hard  to  get  in  certain  sec- 
tions. 

^^^ithout  exception  where  credits  have  been 
cut  down  or  refused,  the  answer  lies  in  either 
(1)  the  moral  integrity  of  the  individual  dealer 


i||l!lllllllllilllllllllllllllllil;lllllllllllllinilllllllllllllllllllllin^ 

and  his  individual  business  practice;  or  (2)  the 
individual  practice  of  a  particular  bank.  (Cer- 
tain-banks of  late  have  been  buying  commercial 
paper  in  the  large  cities  in  preference  to  loan- 
ing to  local  business  men;  certain  banks  have 
decided  to  limit  their  loans  to  certain  definite 
classes  of  investment,  and  as  the  latitude  is  wide 
in  this  respect  it  is  perfectlj^  natural  in  some 
cases  retail  merchants  might  not  be  in  the 
chosen  class.  This  does  not  in  itself  have  a 
direct  significance  on  account  of  the  fact  that 
instances  of  this  kind  are  very  rare  and  are 
spotted  throughout  the  country.) 

It  is  highly  advisable  for  every  retail  merchant 
in  the  talking  machine  industry  to  keep  in  close 
touch  with  his  banker.  It  is  impossible  to  tell 
when  you  may  want  this  help  to  help  you  finance 
expansion  or  improvement  of  one  kind  or  an- 
other. Take  j'our  banker  into  your  confidence, 
and  let  him  know  how  you  are  conducting  your 
business  and  advise  him  from  time  to  time  what 
your  plans  are  regarding  the  future.  Seek  his 
friendly  advice,  even  when  you  don't  need 
money,  because  all  of  this  contact  will  con- 
tribute to  getting  the  proper  kind  of  help  when- 
ever you  do  need  it. 

There  is  nothing  about  the  retail  talking  ma- 
chine business  that  does  not  invite  the  closest 
scrutiny  from  bankers.  The  next  time  j'ou  see 
your  banker,  it  will  be  a  good  plan  to  take  up 
with  him  the  various  points  made  in  this  article. 
]Make  it  clear  that  the  talking  machine  business, 
particularlj'  as  regards  price,  is  exceptionally 
stable.  Call  his  attention  to  the  fact  that  it  is 
not  a  seasonable  business;  that  it  is  not  an 
amusement  business;  that  millions  of  dollars 
have  been  spent  in  national  and  local  publicity 


EASIEST  AND  QUICKEST  TO  INSTALL! 

ONE  OF  THE 

ROEMER   RED   SEAL  MOTOR 


Ten  Big  Points  of  Superiority 


Illustrations  show  how  easily  the  ROE- 
AIER  i'S  installed.  A  hole  is  cut  to  fit  and 
motor  is  placed  therein,  being  held  by 
nickeled  steel  plate,  which  is  fastened  to 
wood  motor  board  by  three  screws.  Not 
necessary  to  remove  motor  to  oil ;  oil  holes 
in  plate  permit  oiling  all  bearings.  No 
tubes  to  get  clogged. 

Only  FIVE  MINUTES  to  install!  That's 
one  of  the  ROEMER'S  big  points  of 
superiority  that  saves  you  money  and  speeds 
up  production. 

The  steel  motor  plate  has  so  simplified 
installation  that  it  is  only  necessary  to  drop 
the  motor  in  hole  cut  to  fit,  insert  handle 
through  escutcheon  hole  and  screw  in  three 
wood  screws.  That  is  all.  No  fitting  of 
motor  to  wood  motor  board,  screwing  on 
of  brackets  or  other  time-consuming  opera- 
tions.    YOU   SAVE   .\r   Till-:   \'ERY  LEAST  THIRTY  CENTS  INSTALLATION  COST  ON  EACH  MOTOR. 

The  ROEMER  has  many  otlicr  improvements  and  advantages  that  everv  user  of  phonograiih  motors  should  know  about. 
Those  are  explained  fully  in  our  folder  "Ten  Big  Points  of  ROEMER  Superiority." 

Write  for  it  tpday. 

ROEMER  MFG.  COMPANY 


2318-20  SO.  WESTERN  AVENUE 


CHICAGO,  ILLINOIS 


The  ROEMER  is  the  most  silent,  durable  and  powerful  motor  on  the  market.  We 
will    gladly  prove    this    to   any    manufacturer  by  sending  a  sample  for  inspection. 


i>^ifa?it^fig?iiaiii>taa^ 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


218-a 


to  educate  the  public  to  standard  values  in  the 
talking  machine  field;  that  whereas  price  slicing 
has  at  times  been  rampant  among  many  other 
lines  of  business,  including  food  and  clothing, 
price  slashing  has  never  once  been  rampant  in 
the  talking  machine  business. 

Take  any  issue  of  this  publication  and  show 
him  that  the  demand  for  talking  machines  has 
at  all  times  exceeded  the  available  supply.  Make 
him  try  to  prove  to  you  that  any  other  retail 
industry  has  anything  like  the  number  of  factors 
in  its  favor,  in  so  far  as  deserving  banking 
credit  is  concerned — he  can't  do  it.  There  are 
many  other  points  which  no  doubt  suggest 
themselves,  but  if  The  Talking  Machine  World 
can  be  of  additional  assistance  in  any  way,  we 
stand  ready  to  help  you  place  the  proper  facts 
before  your  bankers. 

It  is  true  some  members  of  the  talking  ma- 
chine industry  are  not  extensively  rated  by  com- 
mercial agencies  and  banking  institutions.  Of¥- 
hand  this  might  seem  a  reflection,  but  on  inves- 
tigation it  proves  to  be  one  of  the  strongest  ar- 
guments in  favor  of  why  the  talking  machine 
business  is  worthy  of  receiving  bank  loans. 
This  class  of  rating  is  most  easily  obtainable 
in  those  businesses  which  are  in  need  of  bank 
credits.  The  talking  machine  business,  on  the 
other  hand,  has  never  needed  to  borrow  much, 
and  in  all  probability  never  will.  The  manufac- 
turers, wholesalers  and  dealers  in  this  industry, 
considered  individually,  buy  from  a  very  limited 
number  of  sources,  and  all  in  all  have  had  but 
little  reason  for  wanting  or  needing  commercial 
ratings,  such  as  are  often  sought  after  in  cer- 
tain other  lines  of  business. 


RECORD  ARTISTS  TO  START  TOUR 


Plan  to  Give  Nearly  a  Score  of  Concerts  in 
Middle  West  States 


The  Eight  Famous  Victor  Artists — Henry 
Burr,  Billy  Murray,  Albert  Campbell,  John 
Meyers,  Frank  Croxton,  Monroe  Silver  and  Fred 
Van  Eps — will  commence  their  tour  by  a  con- 
cert on  the  evening  of  September  27  in  South 
Bend,  Ind.,  according  to  a  statement  issued  by 
P.  W.  Simon,  manager  of  the  entertainment. 
Mr.  Simon  stated  that,  due  to  the  urgent  de- 
mand for  the  appearance  of  the  artists,  both 
he  and  L.  C.  Mountcastle,  his  assistant,  have 
had  to  use  the  utmost  care  in  planning  the  tour 
in  order  to  visit  as  many  cities  as  possible  where 
the  concert  has  been  requested. 

So  far  the  itinerary  laid  out  is  as  follows: 
September  27,  South  Bend,  Ind.;  September  28, 
Michigan  City,  Ind.;  September  29,  Rockford, 
111.;  September  30,  Milwaukee,  Wis.;  October  1, 
Joliet,  111.;  October  2,  Peoria,  111.;  October  4, 
Galesburg,  111.;  October  5,  Burlington,  la.;  Oc- 
tober 6,  Springfield,  111.;  October  7,  Decatur, 
111.;  October  8,  Urbana,  111.;  October  9,  St. 
■Louis,  Mo.;  October  10,  Indianapolis,  Ind.;  Oc- 
tober 11,  Richmond,  Ind.;  October  12,  Dayton, 
Ohio;  October  13,  Columbus,  Ohio. 


A  WALL=KANE  DISTRIBUTOR 


Inadvertently  the  name  of  Butler  Bros,  was 
omitted  from  the  list  of  the  Chicago  distribu- 
tors of  Wall-Kane  needles  in  this  issue.  Butler 
Bros,  have  distributed  this  needle  for  many 
years  with  signal  success.  In  fact,  they  have 
built  up  a  very  large  business  with  this  spe- 
cialty. 


USE  OF  AIR  BRUSH  WITH  SHELLAC 

Before  using  the  air  brush  for  shellac  and  sub- 
stitute shellac  it  is  well  to  consider  whether  or 
not  this  practice  for  these  particular  materials 
results  in  real  economy. 

One  gallon  of  shellac  when  brushed  is  equal 
to  ten  gallons  of  shellac  when  sprayed.  One 
gallon  of  substitute  shellac  when  brushed  is 
equal  to  five  gallons  when  sprayed. 

This  loss  is  due  to  the  highly  volatile  solvent. 
The  dii¥erence  is  not  so  great  in  the  case  of 
varnish  owing  to  the  denser  and  heavier 
vehicles  used. — Finishing  Facts. 


21182 
$1.00 


21 183 
$1.00 


31159 
$1.00 


31160 
85c 


31  161 
$1.00 


31162 
$1.00 


71109 
$1.00 


51139 
$1.00 


51140 
$1.00 


4III3 
$1.00 


OCTOBER,  1920 

POPULAR  VOCAL 

I"  Down  the  Trail  to  Home  Sweet  Home  (Ball).  Tenor.  Orch  accomp  Sam  Ash 
J  Sweet  Little   Mary  Ann   ( Kilgour-Howard-King).     Tenor  and    Baritone  Duet. 

Orch.    accomp  Henry    Burr-John  Meyer 

Don't    Take    Away    Those    Blues    (McKiernan-Spencer).      Baritone.  Orch. 

accomp  Ernest  •  Har» 

Stop.  Look.  Listen  to  the  Music  of  the  Band  (Brown-Von  Tilzer).  Comedians, 
Orch.    accomp  Collins- Harlan 

(■You're  the   Only   Girl   That    Made   Me   Cry    (Fisher).     Tenor   and  Baritone 

■i        Duet.    Orch.    accomp  Charles    Hart-Elliott  Shaw 

(My  Dixie  Rosary  (Tracey-Goodwin-Hanley).  Orch.  accomp  Sterling  Trio 

f  Mammy's    Good-Night    Lullaby    (Jerome-Von    Tilzer).    Tenor    and  Baritone 

J        Duet,  Orch.  accomp  Lewis  James-Elliott  Shaw 

(At    the    Choc'late    Bon    Bon    Ball    (Pease-Nelson-Edelheit).      Tenor,  Ac- 
cordion   accomp  Billy  Jones 

DANCE 

(  I    Love   the    Land   of   Old    Black   Joe    (Grant- Donaldson).  One-step, 
■I  stellar    Novelty  Band 

(^Romance    (David) — Waltz  Operaphonc    Dance  Orchestra 

(Grieving  For  You  (Gibson-Gold-Ribaud)— Fox-trot  .  Al  Hofman's  Dance  Orch. 
J  My  Little   Bimbo  on  the   Bamboo   Isle   (Intro.:  "I   Love  the   Land  of  Old 

Black  Joe")   (Donaldson) — Medley  One-step  Grant  Novelty  Orchestra 

(Blacksmith    Rag    ( Rednip)— Fox-trot  Alabama   Jazz  Band 

J  Some  Pretty   Day  (Intro.:  "I'd   Love  to   Fall  Asleep  and  Wake   Up  in  My 

Mammy's  Arms")    (Ahlert) — Medley  Fox-trot  Operaphone  Dance  Orchestra 

Will  You  Remember  (Ambrose- Hewitt) — Fox-trot   Sam   Rosner's  Dance  Orchestra 

In    Old    Manila    ( Earl)— Fox-trot  Regal  Dance  Orchestra 

SACRED 

I"  The   Palms   (Elson-Faure).     Baritone,   Organ   accomp  John  Adams 

J  Nearer,    My    God,   to   Thee    (Adams-Carey).     Baritone,    Organ  accomp., 

[  Victor  Churchill 

INSTRUMENTAL 

^The   Flower  of  Italy   (Stefano).    Concert  Waltz,  Accordion   Duet. . Delenti  Bros. 

( Irish   Reels   Medley.     Irish   Bagpipe,   Piano  accomp.  

(March  of  the   Nova  Scotia  Highlanders — March  Operaphone  Band 

(The    Rainbow    March    (Maurice) — March  Operaphone  Band 

STANDARD  VOCAL 

.The   Arrow   and   the   Song    (Longfellow-Pinsuti).  Contralto.    Orck.  accomp.. 

J  Maude  Gordon 

1  I'll   Sing    Thee   Songs   of   Araby    (Wills-Clay).  Baritone,    Orch.  accomp.. 

^  George  Craig 


o 


OPERAPHONE  CO.  mc,  LONG  ISLAND  CITY,  N. 


24  NEW  TITLES  EVERY  MONTH 

Operaphone  Records  Play  on  All  Talking 
Machines  Without  Attachments 


New  York  City 
Philadelphia,  Pa. 
Pittsburgh,  Pa. 
Chicago,  111. 
Selma,  Alabama 
Knoxville,  Tenn. 


OPERAPHONE  DISTRIBUTORS: 

PhAZA  MUSIC  CO. 
SUPPLEE-BIDDLE  HARDWARE  CO. 
REED  CO.,  Inc. 
OPERAPHONE  SALES  CO. 
SOUTHERN  SUPERTONE  CO. 
C.  M.  McCLUNG 


18  West  20th  St. 

237  5th  Ave. 
190  No.  State  St. 


Write  for  Your  Nearest  Distributor 
OPERAPHONE  CO.,  Inc.,  Long  Island  City,  N.  Y. 


218.6 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


Notice  to  Victor  Dealers ! 

A  Statement  o  f  Facts  Pertaining  to  the 
Repeatograph  and  Infringing  Devices 


Because  of  the  unusual  success  of 
the  Repeatograph  there  has  been 
offered  to  the  trade  a  device  simi- 
lar in  appearance  and  name  which 
we  maintain  is  an  infringement 
and  imitation  of  the  original  Re- 
peatograph. And  as  unfair  and 
unbusinesslike  tactics  have  been 
resorted  to  in  an  effort  to  dis- 
credit the  Repeatograph,  we  have 
entered  suit  in  the  U.  S.  District 


Court  of  Illinois  against  all  prin- 
cipals that  we  can  locate.  We  have 
not,  however,  resorted  to  any 
action  against  dealers  and  jobbers 
but  have  taken  action  against  the 
manufacturers  only  at  their  places 
of  business. 

The  Repeatograph  is  the  original 
and  only  practical  repeating  de- 
vice and  is  amply  protected  by 
letters  patent. 


MUSICAL'INSTRUMENTS.  PIANOS.^ 


i^^-mna^:^^^   1920  ^  


i^Mn^iT7a>^A^«D  37CTS 


The  Rudolph  Wurlitzer  Co.  of  Cleveland,  a  client  of  the  Repeatograph  Co.,  having 
been  served  with  notice  of  suit  by  a  competing  manufacturer,  after  conferring  with 
eminent  counsel  agree  with  us  that  the  Repeatograph  is  a  properly  protected  invention 
and  have  paid  us  for  the  Repeatographs  delivered,  as  shown  by  the  check  illustrated 
herewith  And  in  addition,  the  Wurlitzer  Co.  have  placed  a  large  repeat  order. 

Remember  the  Repeatograph  is  the  original  repeating  device  and  as  we  offer  the  fullest  pro- 
tection to  purchasers,  we  ask  the  support  of  all  dealers  and  jobbers  who  believe  in  fair  play 

Orders  can  now  be  filled  promptly  from  stock.    Send  for  prices  and  discounts. 


THE  REPEATOGRAPH  CO. 


NEW  YORK 
311  Hudson  Street 


MONTREAL 


CHICAGO 
664  W.  Randolph  Street 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


218c 


BABE  RUTH  A  PATHE  STAR 

Will  Record  Exclusively  for  Pathe  Co.  Some 
Interesting  Talks — Move  of  Interest  to  Trade 


The  important  announcement  has  emanated 
from  the  headquarters  of  the  Pathe  Freres 
Phonograph  Co.  in  Brooklyn  that  the  great 
Babe  Ruth  is  now  an  exclusive  Pathe  star.  This 
great  hero  of  the  diamond  always  draws  record- 
breaking  crowds  whenever  he  plays  and  the 
Pathe  Co.  believe  that  his  record  will  have  the 
same  pulling  effect  for  the  Pathe  dealer.  Babe 
Ruth  will  tell  in  this  record  his  thrilling  and 
exciting  story,  which  will  be  available  on  both 
the  Pathe  Sapphire  record  and  the  Actuelle 
needle  cut  record.  It  is  planned  to  give  an 
autographed    photograph   of    Babe    Ruth  with 


The  Famous  Babe  Ruth, 

every  record.  The  fact  that  his  talk  will  be  re- 
produced on  both  Pathe  and  Actuelle  records 
means  that  his  message  will  be  available  to  own- 
ers of  every  kind  of  a  phonograph  that  can  play. 
Interesting  display  and  advertising  matter  is 
being  prepared  and  the  announcement  to  the 
general  public  of  this  important  news  is- being 
made  through  a  full-page  advertisement  in  the 
columns  of  the  Saturday  Evening  Post  and 
stereotypes  will  be  furnished  to  the  dealer  for 
newspaper  follow  ups. 

The  telegraphic  code  word  for  this.  Babe 
Ruth  Actuelle  record  is  particularly  fitting, 
Swatter,  while  that  for  the  Pathe  record  is 
Rettaws,  or  Swatter  backwards. 

The  acquisition  of  the  exclusive  recording  of 
Babe  Ruth  on  Pathe  and  Actuelle  records  is  an 
additional  tribute  to  the  enterprise  of  the  record- 
ing department  of  the  Pathe  Freres  Phonograph 
Co. 


20TH  CENTURY  ADVERTISING 

Some  enthusiastic  reader  of  music  advertise- 
ments has  discovered  that  the  A.  B.  Clinton  Co., 
of  New  Haven,  Conn.,  has  a  way  of  its  own 
when  advertising  records,  and  uses  the  follow- 
ing form:  "Come  Where  My  Love  Lies  Dream- 
ing With  Male  Chorus— $1.25." 


Is  your  product  on  a  par  with  the  best? 

Are  you  blindly  tinkering,  wasting  time  and 
money,  hoping  for  a  lucky  accident? 

Do  you  want  volume,  tone  and  quality? 

Let  me  show  you  how  to  get  them.  I  know  how. 

N.  A.  KURM AN,  Consulting  Engineer 

145  LAFAYETTE  STREET  NEW  YORK  CITY 


BALTIMORE  PREPARES  FOR  THE  FALL  AND  WINTER  TRADE 

Dealers  Optimistic  and  Planning  for  a  Live  Business  Campaign — Interesting  Gathering  of  Colum- 
bia Dealers — Victor  Dealers  Arrange  for  Victrola  Week — What  Leading  Dealers  Report 


Baltimore,  Md.,  September  9. — General  trade 
conditions  in  the  talking  machine  field  here  show 
satisfactory  results  to  dealers  and  jobbers  alike. 
With  the  former  there  is  need  for  stock  with 
some  of  the  lines,  particularly  the  Victor,  while 
the  Columbia  dealers  in  the  territory  are  begin- 
ning to  get  in  stock  in  preparatibn  for  the  com- 
ing Fall  and  Winter  business. 

Dealers  here  are  optimistic  to  the  final  degree. 
All  believe  that  there  is  going  to  be  real  busi- 
ness during  the  coming  months  and  the  only 
thing  that  will  prevent  trading  will  be  failure 
to  have  goods  to  supply  the  customers. 

A  summary  of  conditions  in  the  buying  mar- 
ket from  the  dealers'  standpoint  shows  a  good 
and  fertile  field  for  business.  Rural  communi- 
ties, despite  the  spasmodic  ef¥ort  of  some  deal- 
ers, have  only  been  scratched,  so  to  speak.  In 
various  parts  of  the  territory  new  efforts  are 
being  made  to  get  business  from  these  sections. 
Reports  from  the  farm  territory  show  that  the 
farmers  are  prosperous  and  this  has  been  a  good 
season.  Dealers  hold  that  this  will  mean  real 
business  and  some  of  the  distributors  and  job- 
bers are  instilling  life  into  their  rural  territories 
with  the  hope  that  business  will  result. 

Many  individual  dealers  are  planning  sales 
campaigns  just  as  soon  as  goods  in  hand  will 
warrant  campaigns,  while  the  Victor  talking  ma- 
chine dealers'  advertising  campaign  continues 
running  in   the  newspapers. 

Columbia  dealers  recently  met  at  the  South- 
ern Hotel  and  listened  to  a  very  instructive 
talk  on  the  use  of  the  stereopticon  window 
display,  by  William  F.  Schwartz,  former  serv- 
ice manager  of  the  Baltimore  branch  and  now 
in  charge  of  the  Washington  territory.  A  num- 
ber of  dealers  gave  orders  for  the  small  stereop- 
ticon. An  interesting  discussion  of  the  "Sell 
by  Truck"  campaign  was  given  by  Daniel  Des- 
foldes,  manager  of  the  Grafonola  Shop,  Nor- 
folk, Va.,  and  Emmitt  Thompson,  Warsaw,  Va. 
The  men  gave  details  of  how  the  work  had  been 
carried  forward  and  the  big  sales  that  resulted 
from  the  plan.  F[.  Allen  Dalley,  of  Van  Veen 
&  Co.,  Inc.,  delivered  a  talk  on  the  value  of  a 
well-equipped  store.  He  drew  an  impressive 
word  picture  of  how  the  customer  is  affected 
by  the  interior  arrangement  of  a  store. 

H.  A.  Hering,  who  proved  to  be  a  very  suc- 
cessful city  salesman  for  the  Columbia  Co.  in 
Baltimore,  has  been  rewarded  by  being  ap- 
pointed branch  manager  of  the  New  Haven  Co- 
lumbia headquarters.  He  is  the  second  man  at- 
tached to  the  local  headquarters  to  be  gradu- 
ated, for  A.  B.  Creel,  the  New  Orleans  manager 
for  the  Columbia  Co.,  was  formerly  attached  to 
the  local  sales  staff. 

A  special  meeting  of  the  Victor  talking  ma- 
chine dealers  was  held  last  week  and  plans  were 
talked  over  for  Victrola  week.  The  date  is  still 
held  off,  pending  the  arrival  of  sufficient  goods 
to  conduct  a  big  selling  campaign.  The  enter- 
tainment committee  was  instructed  to  arrange 
for  a  monster  meeting  at  the  Emerson  Hotel  for 
Wednesday,  September  IS,  at  which  Thomas  J. 
Lyons,  promoting  manager  of  the  Baltimore 


Sun,  will  be  the  principal  speaker.  There  will 
be  an  entertainment,  which  will  be  followed  by 
a  dance.  Besides  the  proprietors  and  man- 
agers, it  is  the  aim  of  the  committee  to  have 
as  many  of  the  salesforce  of  the  various  firms 
a?  possible  present.  The  committee  was  also 
instructed  to  arrange  for  a  Victor  public  con- 
cert. 

Lloyd  Reynolds,  sales  manager  for  the  Clarke 
Musical  Sales  Co.,  Emerson  distributors,  re- 
ports good  business  all  along  the  line  and  many 
applications  from  firms  to  handle  the  full  line. 
Mr.  Reynolds  says  the  demand  for  the  Emer- 
son is  exceeding  expectations  and  that  the  ma- 
chines have  taken  a  firm  grip  on  all  dealers  who 
have  heard  them. 

Elmer  J.  Walz,  sales  manager  for  Cohen  & 
Hughes,  Victor  distributors,  says  that  business 
is  moving  along  well  and  that  there  is  a  con- 
tinued greater  demand  than  there  is  supply.  He, 
like  the  other  Victor  jobbers,  is  hoping  for  in- 
creased shipments  of  both  machines  and  records 
for  this  territory. 


(n)@(fO@l 


HAVE  YOU  RECEIVED  OUR 

NEW  CATALOGUE? 
OUR  NEW  F.  &  L.  AUTOMATIC 
STOP  READY  FOR  DISTRIBUTION 


Lakeside  "Electro- 
phones"'now  supplied 
in  Three  Models 

Retailing  al 

$135,$185&$225. 

FULL  LINE  OF 
MOTORS,  TONE 
ARMS.  HARDWARE 
AND  ACCESSORIES 
IN  STOCK 

For  the  convenience  of 
our  Pacific  Coast  Cus- 
tomers we  have  estab- 
lished a  Western  Divi- 
sion, with  Headquarters 
at  Williams  Bldg.,  San 
Francisco,  Cal. 


416  S.  Dearborn  Street        Chicago,  III. 


218.£/ 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


ConcertoRecori 


CONCERT 

Ten  Inch  Lateral  Cut  Disc 


CONCERT  record  is  quality. 

Employing  the  most  up-to-date  and  latest  scientific 
methods  of  manufacture,  CONCERT  records  repre- 
sent an  accomplishment  as  perfect  as  human  efforts 
can  possibly  make  it. 

CONCERT  records  will  bring  right  into  your  own 
home  the  living  voices  of  the  best  known  vocal  artists, 
the  hfe-like  reproduction  of  all  the  music  performed 
by  the  most  famous  instrumental  soloists  of  the  most  eminent  bands  and  orchestras,  and 
by  all  those  who  daily  delight  the  most  critical  audiences  on  Broadway. 

The  latest  musical  hits  will  be  records  on  CONCERT  records  as  soon  as  they  are  hits. 

We  are  ready  to  forward  to  you  a  number  of  sample  records  which  you  may  pick  out  of 
the  first  catalogue  opposite.  You  will  find  the  best  known  artists  amongst  those  singing 
or  performing  for  the  CONCERT  records,  such  as  Henry  Burr,  Billy  Murray,  Grace 
Kerns,  etc.  We  recommend  as  a  convincing  test,  that  you  compare  any  CONCERT 
record  sung  by  any  of  these  artists  with  any  other  standard  record  of  theirs.  You  will  be 
the  judge. 

Advance  List  of  October  Concert  Records 


1062A 
1062B 
1063A 
1063B 
1064A 
10fi4B 

1058A 
1058B 
103i)A 

losaB 

1060A 
10«0B 


{ 


POPULAR  SONG  HITS 

Down  the  Trail  to  Home,  Sweet  Home.    Music  by  E.  It. 
Ball.    Teuor  and  Baritone  Duet,  witli  Orcb. 

Charles  Hart  and  Elliot  Shaw 
'  Mamm.v's  Good  Night  Lullaby.  Music  by  Harry  Von  Tilzer. 
Vocal  Trio,  with  Urch. 

Crescent  Trio 

[  The  Moon  Shines  on  the  Moonshine.     Music  by  Herbert 

Hood  Bowers.  Baritone  Solo,  with  Orch. 
^  Ernest  Hare 

I'd  l/ove  to  Fall  Asleep  and  Wake  Up  in  My  Mammy's  Arms. 

Music   by   Fred.   E.   Ahlert.     Tenor   Solo,   with  Orch. 
Acconip.  Charles  Hart 

Chile  Bean    (Eenie-Meenie-Minie-Mo).     Music   by   A.  Von 
Tilzer.    Teuor  Solo,  with  Orch. 

Fred  Whitehouse 
1  Cannot  Sleep  Without  Dreaming  of  You.    Fi'om  the  "Girl 
in  the  Spotlight."    Music  by  Victor  Herbert. 

Gladys  Rice 

DANCE  RECORDS 

The  L,ove  Nest  (From  the  .Musical  Comedy  ".Mary")  (Intro. 

Mary).    Music  by  Hirsh.    Medley  Fox-trot. 

CONCERT  Dance  Orch. 
The  Love  Boat — Waltz.    Music  by  Victor  Herbert.  (From 

•■Zicgfeld's  Follies  1020.") 

Rudy  Wiedoeffs  I'alace  Trio 
Ivorindiia — Onc-stei).    Music  by  J.  C.  Knight. 

CONCERT  Dance  Orch. 

Hold  Me — Fox-trot.    Music  by  Hiclsmau  and  Black. 
[  CONCERT  Dance  Orch. 

[That  Naughty  Waltz.    Music  by  Sol  P.  Levy. 

I  CONCERT  Dance  Orch. 

Irene — Medley    Fox-trot.      (From    the    Musical  Comedy 
"Irene").   Music  by  Tierney. 

Rudy  Wiedoeffs  Palace  Trio 


1061A 
1061B 


{ 


I066A 


1066B 


1067A 


1067B 


I068A' 


1068B 


1056A 
1056B 


lOGOA 


1069B 


..■V  Young  Man's  Fancy — Fox-trot.    Music  by  Agar. 

Geo.  Green's  Novelty  Orch. 

Kismet — Oriental  Fox-trot.  Music  by  Herschel  and  Henlere. 

Geo.  Green's  Novelty  Orch. 

STANDARD  SONGS 

rhilomel  (From  the  Musical  Comedy  "Mousieur  Beaucaire"). 
Soprano  Solo,  with  Orch.  Accomp. 

Inez  Barbour 

\  Sing  Me  Love's  Lullaby.    Tenor  Solo,  with  Orch.  AcComp. 

James  Price 

GRAND  OPERA  SELECTIONS 

Caro  Nome  (Dearest  Name)    (From  "Rigoletto"  Act  1)  (lu 
Italian).    Soprano  Solo,  with  Orch. 

Regina  Vicarino 

{La  Donima  e  Mobile  (Woman  Is  Fickle)  (From  "Rigoletto" 
Act  II). 
Theodore  Kittay 
f  Charmant  Oiseau  (Bird  Song  from  "I'earls  of  Brazil")  (lu 
;        French).     .S(ii)rauo,    with    (_>rch.    .\ccomp.    and  Flute 
Obbligato. 

Regina  Vicarino 
Al'.^ppiiri  (Like  a  Dream)  (From  ".Martlia"  Act  IV).  Teuor 
Solo,   with  Orch.  Accomp. 

Theodore  Kittay 

STANDARD  INSTRUMENTAL 

Serenade.    Schubert.  Cornet  Solo 

O  Sole  Mio.    Di  Capua.  Cornet  Solo 

Nocturne  in  K  Flat.    Violin  Solo,  I'iauo  Acconip.  by  Maurice 
C.  Kuniscy. 

Vera  Barstow 

Berceuse  (From  .locelyn)  Goddard.  Violin  Solo,  with  Piano 
.Vcconiii.  by  Maurice  C.  Rumsey. 

Vera  Barstow 


{ 


Jobbing  Terr 

If  Your  Jobber  Does  Not  Already  Car 

CONCERT  RECORD  MFG.  CO., 


•1 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


218-e 


RECORDS 

Records — Retail  Price  $1.00 

FIRST  CATALOGUE 


LATEST  ixITS— NEWEST  RECORDINGS 
POPULAR  SONG  HITS 

^Hiawatha's    3IeIody    of  l-iove 
1026  •     Duet,  sung  by  Hart  &  Sbaw,  Orch.  Accomp. 
i  Who'll  Take  the  Place  of  Mary 

LTenor  Solo,  sung  by  Chas.  Hart,  Oreh.  Accomp. 

rDaddy,  You've  Been  a  Mother  to  Me 
IO34J  'J's'^"'^  Solo,  sung  by  Chas.  Hart,  Orch.  Accomp. 
j  Profiteering:  Blues 

LXeuor  Solo,  sung  by  Billy  Murray,  Orch.  Ac. 
rOh!   By  Jingro! 

J  Tenor  Solo,  sung  by  Billy  Murray,  Orch.  Ac. 
1  Marion 

L 


1051 


Sung  by  Crescent  Trio,  Orch.  Accomp. 


1050.^ 


DANCE  RECORDS 

rLa  Veedar— Fox -trot 

'  H.  Raderman's    Jazz  Orch. 

Bo  La  Bo — Fox-trot 
1^  J.  Samuel's  Dance  Orch. 

rWhose  Baby  Are  You? — One-step 
'  B.  Murray's  Melody  Men 

ke  to  Do  It — Fox-trot 
1^  B.  Murray's  Melody  Men 


1052J 

1  I  L,i 


VOCAL 
Popular  Song  Hits 

rah!  WJiat  a  Fal  Was  Mary 
IOI9J  I^^"''y  Burr,  Tenor  solo,  with  Oirch.  Accomp. 
I  My  Isle  of  Golden  Dreams 

L  sterling  Trio,  Orch.  Accomp. 

r\  Love  Y'ou  Just  the  Same,  Sweet  Adeline 

Peerless  Quartet,  Orch.  Accomp. 

1  When  I'm  Gone  You'll  Soon  Forgret  Me 

1^  Peerless  Quartet,  Orch.  Accomp. 

'Rose  of  Romany 

Duet,  sung  by  Henry  Burr  and  John  Meyers, 

Orch.  Aceomp. 
Was  There  Ever  a  Pal  Like  You 

Tenor  Solo,  sung  by  Henry  Burr, 
Orch.  Accomp. 

rMy  Sugrar  Coated  Chocolate  Boy 

1  Duet,  sung  by  Campbell  &  Burr,  Orch.  Accomp. 
I022<(  Not  in  a  Thousand  Years 

i  Tenor  Solo,   sung  by  Heniry  Burr, 

L  Orch.  Accomp. 

^Listen  to  the  Mocking  Bird — Whistling  Solo 
1013^'       with  Oreh.  Sybil  Sanderson  Pagan 


1031<^ 


1  The  Little  Whistler— Whistling  Solo  with 
L      Orch.  Sybil  Sanderson  Pagan 


('Saxophobia — A  Saxophone  Riot 
lOUJ 

j^Dorothea,— Bell  Solo 


Kudy  Wiedoeft 
George  Green 

HAWAIIAN  RECORDS 


1016.^ 


Alalia  Oe 


1017. 


L 

^Hawaiian  Smiles 

,   !  trfi..T.Tr  T 

I- 


Hilo  March 


Moonlig:ht 

Clark's  Royal 

Waikiki 

Orch. 

Clark's 

Royal 

Waikiki 

Orch. 

Clark's 

Royal 

Waikiki 

Orch. 

Clark's 

Royal 

Waikiki 

Orch. 

Clark's 

Royal 

Waikiki 

Orch. 

Clark's 

Royal 

Waikiki 

Orch. 

rKilima  Waltz 

loisj        Hai'^'y  -i 

1  Wialana  Waltz 

L  Harry  J 

STANDARD  INSTRUMENTAL  RECORDS 

('Intermezzo — Cavalleria  Rusticana 
IO49J        Violin  Solo — Vera  Barstow,  Piano  Accomp. 
]  Garden  Scene — Faust 

L.      Violin  Solo — Vera  Barstow,  Piano  Accomp. 
rSouvenir — Violin  Solo 
jQgj J  Vera  Barstow,  Piano  Accomp. 

]  Chanson  Indoue — Violin  Solo 
L  Vera  Barstow,  Piano  Accomp. 


rThe  Old  Refrain — Violin  Solo 
1054 J  Vera  Barstow,  Piano  Accomp. 

]  Sweet  Genevieve 

[.         The  Concert  Trio  (Piano,  Violin,  'Cello) 

TMinuet  (Beethoven) — Violin  Solo 
jQggJ  Vera  Barstow,  Piano  Accomp. 

j  When  Y'ou  and  I  Were  Young: 

L         The  Concert  Trio  (Piano,  AHolin,  'Cello) 


STANDARD  SONGS 

rGood-Bye 

-  Ida  Wells,  Soprano,  Orch.  Accomp. 

\  Home,  Sweet  Home 
[_  Grace  Kerns,  Soprano,  Orch.  Accomp. 


1043<; 


1044J 

>.  w 


/"The  Sunshine  of  Your  Smile 

]  John  Hoose,  Tenor,  Orch.  Accomp. 

\  Where  My  Caravan  Has  Rested 

John  Hoose,  Tenor,  Orch.  Accomp. 

C  Whispering  Hope 

!  Duet,  sung  by  Grace  Kerns  and  Nevada  Van- 
1047<I  d'erveer,  Oreh.  Accomp. 

Sing  Me  to  Sleep 
L  Ida  Wells,  Soprano,  Orch.  Accomp. 

rMacushla 

J  Judson  House,  Tenor,  Orch.  Accomp. 

1  Dear  Heart 

1^  James  Miller,  Tenor,  Orch.  Accomp. 

INSTRUMENTAL 
Dance  Records 

^C  ai  r« — One-  step 


1W8 


1001.^ 


CONCERT  Jazz  Orch. 


1002<j 


CONCERT  Jazz  Oreh. 


1003^ 


-  Caravan — Fox-trot 

L  CONCERT  Jazz  Orch. 

I'Buddha^Fox-trot 

fMissouri  Blues — Fox-trot 

■  CONCERT  Novelty  Five 

St.  Louis  Blues — Pox-trot 
L  The  All  Star  Trio 

rOh!— Fox-trot 


Dardanella — Fox-trot 
L  Geo.  Green's  Novelty  Orch. 


100* 


The  All  Star  Trio 


j  High  Browu  Baby's  Ball — Medley  Fox-trot 
L  CONCERT  Novelty  Five 

rBow  Wow — One-Step 
lOOBJ  The  All  Star  Trio 

;  Vamp — Fox-trot 

L  CONCERT  Taberin  Jazz  Oreh. 

TYou'd  Be  Surprised — Fox-trot 
lOOe;  CONCERT  Taberin  Jazz  Orch. 

1  Beale  Street  Blues— Fox-trot 
L  The  All  Star  Trio 

fBlues  My  Naughty  Sweetie  Gives  to  Me — Fox- 
1007<;        trot  CONCERT  Taberin  Jazz  Orch. 

I  Yellow  Dog  Blues — Pox-trot 

CONCERT  Taberin  Jazz  Orch. 

f All  the   Quakers  They're   Shoulder   Shalters — 
1008.;        Medley  Fox-trot        CONCERT  Jazz  Orch. 
Dardanella — Fox -trot 

Rudy  Wiedoeft's  Palace  Trio 

I'When  My  Baby  Smiles  on  Me — Fox-trot 
1015;  Geo.  Green's  Novelty  Orch. 

j  Please  (Intro.  Patches) — Fox-trot 
L  Rudy  Wiedoeft's  Palace  Trio 

rVenetian  Moon — Fox-trot 
IO39J  CONCERT  Dance  Orch. 

)  Left  All  Alone  Again  Blues — Fox-trot 
L  CONCERT  Dance  Orch. 

r  S  wanee — O  n  e  -  s  tep 
104o<;  CONCERT  Dance  Orch. 

j  Miami — Waltz 

L  CONCERT  Dance  Orch. 


1009<j 


1010^ 


BAND  RECORDS 

rMarch  El  Captain — Sousa 

!  CONCERT  Military  Band 

Semper  Fidelis — March 
L  CONCERT  Military  Band 

j'Washington  Post  March — Sc>usa 


CONCERT  Military  Band 


Stars  and  Stripes  Forever — March 
L  CONCERT  Military  Band 


WHISTLING    SOLOS    AND  INSTRU- 
MENTAL NOVELTY  RECORDS 

rBird  Voices — Whistling  Solo  with  Orch. 
joiij  Sybil  Sanderson  Fagan 

j^Valse  Erica — Saxophone  Solo 


Rudy  Wiedoeft 

rA  Spring  Morning — Whistling  Solo  with  Orch. 
j^OiaJ  Sybil  Sanderson  Pagan 

1  Dvorak's  "Humoresque" — Xylophone  Solo 

George  Green 


1024<j 


I'Harvest  Moon 

\ 
I 

fNesting  Place  of  the  Bluebird 

Sterlins  Trio 


Sterling  Trio,  Orch.  Accomp. 

j  Bless  My  Swanee  River  Home 
L  Peerless  Quartet,  Orch.  Accomp. 


Sterling  Trio,  Orch.  Accomp. 

.  Pickaninny  Blues 

L  Crescent  Trio,  Orch.  Accomp. 

rYou're  a  Million  Miles  from  Nowhere 
lOasj  Tenor  Solo,  sung  by  Chas.  Hart,  Orch.  Accomp. 
\  Lullaby  Land  „ 
L   Duet,  sung  by  Hart  &  Shaw,  Orch.  Accomp. 


1027.^ 


('Bye-lo 


Sterling  Trio,  Orch.  Accomp. 

I  In  Your  Arms 

iTenor  Solo,  sung  by  Sam  Ash,  Orch.  Accomp. 

r-Floating  Down  to  Cotton  Town 

The  Shannon  Four,  Orch.  Accomp. 

1028J 

1  Mandy 


The  Shannon  Four,  Orch.  Accomp. 


rvm  Always  Falling  in  Love  With  the  Other 
Fellow's  Girl  ^  , 

1029-J  Tenoir  Solo,  sung  by  Sam  Ash,  Orch.  Accomp. 
I'm  in  Love  With  a  Beautiful  Baby 

Duet,  sung  by  Hall  &  Kaufman,  Orch.  Accomp. 

TNow  I  Know  ^ 
j  Tenor  Solo,  sung  by  Arthur  HiUl,  Orch.  Accomp. 


1030^ 


103  IS 


1032<^ 


Wonderful  Pal  '     „    ,  . 

iDuet,  sung  by  Hall  &  Kaufman,  Orch.  Accomp. 

rl  Left  My  Door  Open 

Tenor  Solo,  sung  by  Jack  Kaufman, 
Orch.  Accomp. 

My  Gal 

Tenor  Solo,  sung  by  A.  Hall,  Orch.  Accomp. 

'you  Didn't  Want  Me  When  You  Had  Me 

Tenon-  Solo,  sung  by  Chas.  Hart,  Orch.  Accomp. 
That   Wonderful   Kid   From  Madrid 

Tenor  Solo,  sung  by  Billy  Murray, 
Orch.  Accomp. 


{Weeping  Willow  Lane 
Duet,  sung  by  Hart  &  Shaw,  Orch.  Accomp. 
I'll  See  You  in  C  U  B  A 
Tenor  Solo,  sung  by  Billy  Murray, 
Orcb.  Accomp. 

FAMOUS  HUMOROUS  MONOLOGUES 

rCobcn  on  His  Honeymoon 

!  .Monroe  Silver 

Cohen  on  Prohibition 

Monroe  Silver 


1035<; 


itories  Open 

ry  Concert  Records  Send  Direct  to  Us 

145  West  45th  St.,  New  York 


ORDER  COUPON 
CONCERT  RECORD  MFG.  CO., 
145  W.  45th  St., 
N.  Y.  C. 

Please  send  us  record  numbers.  .  .  . 


Name  .  , 
Address 


City 


218-/ 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


You  Ought  to  Know 


In  case  you  are  contemplating 
expanding  the  sphere  of  your 
business  to  include  departments 
devoted  to  Pianos,  Player-Pianos, 
Musical  Merchandise  or  Sheet 
Music,  that  you'll  find  news  and 
comments  about  them  all  in 


The  oldest  and  leading  music  trade  weekly,  which 
covers  every  branch  of  the  industry. 


instructive  and  educational  articles.    Hints  on  salesmanship 
and  advertising.  Editorials  that  are  timely  and  authoritative. 
Facts  about  the  new  things  in  the  trade.     Trade  happenings 
in  all  parts  of  the  United  States. 


''Review  the  Music  Trade  With  Us'' 


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THE  MUSIC  TRADE  REVIEW 


mm 


ESTABLISHED  1876 


It  Contains 


373  FOURTH  AVENUE 


NEW  YORK 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


218-g 


EDISON'S  WORK  DURING  THE  WAR       THE  CO=OPERATIVE  AD  CAMPAIGN 


Noted  Inventor  Responsible  for  Submarine  De- 
tector and  Other  Valiiable  Devices 


Both  Music  Dealers  and  Newrspapers  Show  Un- 
usual Interest  in  the  Latest  Series 


A  bit  of  this  history  of  the  world  war  that  is 
distinctly  interesting  at  this  late  date  has  just 
been  made  public  in  the  report  of  the  activities 
of  the  Naval  Consulting  Board  of  the  United 
States,  of  which  Thomas  A.  Edison  was  presi- 
dent. 

Although  it  was  well  known  that  the  Naval 
Consulting  Board  had  done  much  to  aid  in  the 
successful  prosecution  of  the  war,  much  of  its 
work  was  of  necessity  kept  secret,  but  it  now 
appears  that  Mr.  Edison  himself  is  credited 
with  having  contributed  largely  to  the  numer- 
ous achievements.  When  he  was  called  for 
service  on  the  Board  he  forsook  his  labora- 
tories and  spent  most  of  his  time  in  Washing- 
ton or  on  deep-sea  cruises  for  the  purpose  of 
study,  at  times  maintaining  his  record  of  work- 
ing twenty-four  hours  a  day. 

Foremost  among  the  inventions  attributed  to 
Mr.  Edison's  genius  was  a  listening  device  used 
on  ships  to  warn  them  of  approaching  danger 
in  the  form  of  submarines.  This  contrivance 
was  in  the  form  of  an  outrigger  suspended  from 
the  bowsprit  of  a  vessel  and  containing  an  im- 
mense phonograph  diaphragm  which  recorded 
the  movements  of  other  vessels  as  far  as  a 
mile  away.  Mr.  Edison  followed  this  invention 
with  a  device  to  permit  of  the  quick  turning  of 
a  vessel  when  the  detector  indicated  the  ap- 
proach of  a  torpedo,  and  was  also  responsible 
for  a  new  set  of  strategic  harbor  maps  to  en- 
able vessels  to  traverse  danger  zones  at  night 
and  thus  minimize  the  submarine  danger. 

To  the  music  trade  it  is  most  interesting  that 
the  principle  upon  which  is  based  the  phono- 
graph was  the  same  principle  that  made  for  the 
safety  of  American  vessels  during  the  war 
period. 


Orders  thus  far  received  by  the  National  Bur 
reau  for  the  Advancement  of  Music,  of  the 
Music  Industries  Chamber  of  Commerce,  from 
the  newspapers  of  the  country  for  its  fourth 
co-operative  advertising  campaign  are  more 
numerous  than  for  any  of  the  preceding  cam- 
paigns at  the  same  period  of  the  selling  drive. 

The  campaign,  consisting  of  twelve  advertise- 
ments in  three  sizes,  five,  six  and  seven  columns 
wide,  will  be  run  weekly  through  October,  No- 
vember and  December.  As  the  time  before  the 
date  for  the  publication  of  the  first  advertise- 
ment is  short,  music  dealers  who  have  not  al- 
ready done  so  should  at  once  "get  together" 
with  the  newspaper  which  is  to  run  the  cam- 
paign in  their  city.  If  none  of  their  local  news- 
papers has  yet  sent  to  the  Bureau  for  the  proofs 
the  dealers  should  arrange  with  one  of  them  to 
do  so  without  delay,  so  they  will  be  in  a  posi- 
tion to  judge  for  themselves  of  the  merits  of 
the  campaign. 

Among  the  papers  from  whose  advertising 
managers  orders  for  the  campaign  were  re- 
ceived this  week  were  the  Wilkes-Barre  (Pa.) 
Record,  the  Wisconsin  State  Journal,  Madison, 
and  the  Southwest  American,  Fort  Smith,  Ark. 


OPENS  STORE^IN  DALLAS 

The  Lester  Gunst  Co.  has  opened  a  retail 
talking  machine  business  at  1018  Elm  street, 
Dallas,  Tex.  The  establishment  is  artistically 
fitted  up. 


Geo.  G.  Fowler,  who  established  the  Phono- 
Cycle  &  Supply  Co.,  of  Franklin,  N.  H.,  this 
Summer,  has  now  taken  on  a  full  line  of  talk- 
ing machines  and  Okeh  records.  He  reports 
btisiness  excellent. 


ENGLISH  RENAISSANCE  CABINET 

Reproduction    of    Eighteenth    Century  Period 
Created  by  Sonora  Phonograph  Co. 


The  accompanying  illustration  will  give  some 
idea    of    the    beauty    of    the    Sonora  English 


Renaissance  cabinet  which  is  one  of  the  new 
period  models  introduced  by  the  Sonora  Phono- 
graph Co.  The  cabinet  of  this  phonograph  is 
a  handsome  reproduction  of  the  type  of  furni- 
ture used  in  England  in  the  early  eighteenth 
century.  This  instrument  has  won  a  large 
measure  of  admiration. 


Renaissance  Design  Produced  by  the   Sonora   Phonograph  Co. 


Now  Ready 
tor  Delivery 

'^Modern 
Piano  Tuning 

and 

Allied  Arts" 

By  William  Braid  White 
Price  $2.00 

A  Practical  Volume 
for  Practical 
Piano  Men 


TABLE  OF  CONTENTS 

Mechanics  of  the  Musical  Scale 

On  The  Vibration  of  a  Piano  String 

Temperament 

Practical  Tuning  In  Equal 

Temperament 

Mechanical  Technique  of  Tuning 
The  Modern  Piano 
Sound-Board  and  Strings 
The  Action  and  Its  Regulation 
The  Hammer  and  Its  Relation 
to  Tone 

Repair  of  the  Piano 
Elementary  Pneumatics 
General  Construction  of  Player 
Mechanism 

Repair  of  Player  Mechanism 
Index 


"Modern  Piano  Tuning  and  Allied  Arts" 
is  the  latest  addition  to  the  famous  series 
known  throughout  the  music  trade  of  this 
and  other  countries  as  "The  Review's  Tech- 
nical Library."  This  new  volume  is  prac- 
tical to  the  last  syllable;  yet  scientifically 
accurate  in  theory.  It  is  a  work  which 
the  beginner  will  understand ;  the  master 
tuner  will  appreciate.  It  comprises  the 
best,  most  accurate,  simplest  and  most  prac- 
tical system  of  setting  temperament.  It  is 
a  literary  work  destined  to  take  its  place 
as  a  standard  text  book  of  its  subject. 
Tuners,  students  and  teachers  of  the  art 
will  find  it  positively  indispensable.  "Mod- 
ern Piano  Tuning  and  Allied  Arts"  in- 
cludes 340  pages,  is  illustrated,  has  accurate 
diagrams  with  abundant  notes  and  a  copious 
index. 


Any  and  every  copy  of  MODERN 
PIANO  TUNING  is  sent  out  on  ap- 
proval. If^  for  any  reason,  the  re- 
cipient is  displeased  with  the  book, 
he  may  return  it  within  ten  days,  and 
the  purchase  price  will  be  refunded 
without  question.  Descriptive  circular 
sent  free  on  request  to 


EDWARD  LYMAN  BILL,  Inc. 

Publishers  of 

MUSIC  TRADE  REVIEW 

TALKING  MACHINE  WORLD 

373  Fourth  Avenue,  N.  Y.  City 


218-A 


THE 


TALKING    MACHINE  WORLD 


September  15,  1920 


RETAIL  PRICES  MAY  BE  ADVANCED 


Wm.  Maxwell  Chats  on  Conditions  in  Record 
Production  Field  as  Far  as  They  Specifically 
Affect  Edison  Disc  Re-creation 


Rumor  has  been  abroad  to  the  effect  that  the 
retail  price  on  Edison  Re-creations  is  hkely  to 
be  advanced  in  the  near  future. 

When  interviewed  by  The  World,  Wm.  Max- 
well, vice-president  of  Thos.  A.  Edison,  Inc., 
said:  "I  have  just  returned  to  my  office  from 
a  board  meeting,  where  we  spent  several  hours 
figuring-  and  refiguring  production  costs  on 
phonographs,  records  and  Re-creations.  As 
everyone  knows,  there  have  been  price  reces- 
sions in  respect  of  a  number  of  commodities 
during  recent  months,  but  the  materials  which 
we  use,  for  the  most  part,  have  not  decreased 
in  price,  and  in  some  instances  prices  have  gone 
up.  This  is  particularly  true  of  the  disc  Re- 
creation. 

"The  Re-creation  is  an  article  on  which  we 
cannot  afford  to  spare  expense.  The  materials 
used  must  be  positively  the  best  obtainable  and 
infinite  pains  must  be  taken  in  each  manufac- 
turing process.  We  apparently  are  on  a  per- 
manently higher  level  of  manufacturing  costs 
in  the  disc  Re-creation  manufacturing  labora- 
tories, but  we  feel  that  this  higher  cost  is  fully 
justified  by  the  great  improvement  in  the  prod- 
uct and  by  the  seeming  certainty  that,  begin- 
ning with  the  November  supplement  and  the 
November  special,  we  shall  be  able  to  ship 
everything  on  schedule. 

"However,  it  may  be  necessary  to  make  a 
slight  increase  in  the  selling  price  of  disc  Re- 
creations. We  had  hoped  to  avoid  this  neces- 
sity and  we  have  not  yet  fully  decided  the  mat- 
ter, but  I  can  say  that  the  evidence  at  hand 
leaves  very  little  room  to  doubt  that  a  slight  ad- 
vance in  the  selling  price  of  Edison  Re-crea- 
tions will  have  to  be  made  effective  about  the 
15th  of  November.  We  are  going  to  withhold 
final  decision  until  October,  and  accordingly  it 
may  not  be  possible  to  give  the  trade  very 
much  notice. 

"We  are  still  hopeful  of  being  able  to  avoid 
any  advance  in  the  price  of  Edison  phonographs 
or  Blue  Amberol  records." 


NOW  A  PATHE  DISTRIBUTOR 


George  Sieft'ert,  who  has  been  in  the  talk- 
ing machine  industry  for  many  years,  has  been 
appointed  a  distributor  of  the  products  of  the 
Pathe  Freres  Phonograph  Co.  of  Brooklyn, 
N.  Y.  Mr.  Sieffert  will  also  continue  to  dis- 
tribute the  Modernola  talking  machine  made  by 
the  Modernola  Co.  of  Johnstown,  Pa.  Mr. 
Sieffert  has  leased  warerooms  at  Twenty-first 
street  and  Sixth  avenue,  where  he  proposes  to 
have  a  complete  stock  at  all  times. 


DON'T  FORGET  CHEERFULNESS 

Cheerfulness  is  a  magic  little  ointment  that 
never  fails  to  cure  the  scars  and  bruises  of  life. 
And  like  all  other  worth  while  things  a  man 
isn't  born  with  it  but  must  work  to  obtain  it. 

Cheerfulness  is  the  happy  knack  of  being  able 
to  see  a  rose  where  most  folks  would  see  a  cab- 
bage. It  is  made  up  of  equal  parts  of  hard  work, 
scjuare  dealing  and  a  good  digestion. 

Cheerfulness  is  really  a  frame  of  mind  that 
you  or  I  or  any  man  can  develop  if  he'll  only 
determine  to  develop  it.  There's  no  doubt  that 
sometimes  it's  easier  to  sit  back  and  growl  than 
it  is  to  grin  and  bear  it,  when  things  go  wrong. 

But  if  a  man's  a  man  he'll  at  least  make  an 
effort  to  smile  his  troubles  down — and  that's 
one  kind  of  effort  that  generally  meets  witli 
success. 

There's  a  wealth  of  propaganda  going  tiie 
rounds  to-day  urging  us  to  "Smile-Smile !" 

This  may  seem  a  bit  tiresome  at  first  glance 
but  the  more  you  think  about  it  the  truer  it 
becomes. 

For,  after  all,  trouble's  a  thing  to  grin  at,  not 
to  lay  down  before — if  you  have  the  nerve  to 
make  up  your  mind  to  be  cheerful  about  it. 


FERRO  TALKING  MACHINE  PRODUCTS 


are  built  for  the  manufacturer  and  assembler 
who  demand  the  BEST  motors,  tone  arms,  re- 
producers and  automatic  stops. 

Eliminate  mechanical  troubles  that  result  from 
the  use  of  inferior  equipments. 

FERRO  PRODUCTS  will  enhance  the  value 
of  your  talking  machines. 

Phonographs  equipped  with  FERRO  PROD- 
UCTS stay  sold. 

Now  is  the  time  to  send  for  samples  of  the 
FERRO  motor,  tone  arm,  reproducer  and  auto- 
matic stop — the  QUALITY  products. 

FERRO  STOP  100%  EFFICIENT 


FERRO  MOTOR  -  POWER  -  SILENCE  -  DURABILITY 


FERRO  TONE  ARM  and  REPRODUCER  TRUE-TO-LIFE 


FERRO  PHONOGRAPH  PARTS  CO.   cHua.r  F-?.pe  co 

1455  W.  CONGRESS  STREET,  CHICAGO,  ILL. 


September  IS,  1920 


THE   TALKING    MACHINE  WORLD 


219 


^  Nursery  RhymcsTheTwenticth  OBntoy Way 
^  Pictam-Stories-Real  Plionifgmpb  Records 


BABBLE  Books 


thai- 


HAVE  you  enough  Bubble  Books  to  supply  the  enormous  demands  the  nation-wide 
advertising  campaign  planned  for  Bubble  Books  will  create? 

Right  now  Bubble  Books  are  the  fastest  selling  mercliandise  for  child  amusement  on  the 
American  market.  The  demand  actually  is  greater  than  the  supply.  At  least  three 
million  Bubble  Books  will  go  into  American  homes  between  now  and  January  1st. 

You  should  have  your  share  of  the  profits  to  be  made  by  distributing  Bubble  Books 
in  the  homes  in  your  city. 

When  you  sell  one  Bubble  Book  you  start  a  customer  who  is  a  prospect  for  all  a\ 
them.     This  means  a  unit  sale  to  you  of  at  least  $12.00. 

If  you  have  not  already  done  so  place  your  order  today  for  Bubble  Books  "that  sing." 
Each  Bubble  Book  is  complete  in  itself,  a  story  beautifully  illustrated,  verses,  rhymes, 
and  three  real  phonograph  records  come  in  each  one. 

Consolidated  Talking  Machine  Company,  Inc. 

227-229  W.  Washington  Street        Chicago,  Illinois 


Special  Offer— 30  Days  Only 

Bubble  Book  Display  Stands 

MERCHANDISE  correctly  and  attractively 
displayed  is  two-thirds  sold.  To  help 
you  display  your  Bubble  Books  to  the  best 
advantage  we  are  offering  two  specially  de 
signed  display  stands  at  actual  cost. 

Each  stand  is  finished  in  black  enamel  and 
is  equipped  with  a  lithographed  card.  The 
larger  one,  in  addition  to  most  effectively  dis- 
playing Bubble  Books,  holds  a  stock  of  75 
books  and  the  small  display  stand  holds  12 
books.  Place  upon  your  counter  either  one 
of  these  stands  and  they  are  bound  to  make 
many  sales.  Send  in  your  order  today  for 
the   display  stand   you  can  use. 


1 


Consolidated  Talking   Machine  Co.,   Inc.,  Chicago.  III. 

WHOLESALE  ORDER  BLANK 

Enter  our  Order  and  ship  via  (Freight)   (Express)    (Parcel  Post): 
 Bubble  Books  (Less    than    a    Gross)    each   $1.00 


.Bubble  Books  (One  Gross  or  more)  eanh,  including  one  No.  1  Display  Stand  Free 


.95 


.Bubble  Books  (Five  Gross  or  more)  eaeh,  including  one  No.   2  Display  Stand  Free  .92 
Quantity  as  follows ; 


No.   I — The  Bubble  Book  (Tom,  Tom,  the 

Piper's  Son,  Jack  and  Jill,  Mary  and 

Her  Little  Lamb.) 
.No.  2 — The  Second    Bubble   Book  (Simple 

Simon,  Little  Bo-Peep,  Old  King  Cole.) 
.No.  3 — The  Third  Bubble  Book  (Miss  Jen- 

nia   Jones.    The   Farmer   in   the  Dell, 

Lazy  Mary. ) 

No.  4 — The  Animal  Bubble  Book  (The  Three 
Little  Kittens,  The  Three  Little  Piggies, 
The  Three  Blind  Mice.) 

No.  5 — The  Pie-Party  Bubble  Book  (Little 
Jack  Horner,  The  Queen  of  Hearts, 
Good   King   Arthur. ) 


.  No.  6 — The  Pet  Bubble  Book  (Little  Pussy, 

Little   Doggy,    Cock-a-Doodle-Doo.)  I 

-No.  7 — The    Funny    Froggy    Bubble    Book  ■ 

(The  Frog  Who  Would  A-Wooiiig  Go,  I 
The  Frog  and  the  Crow,  The  Carrion 

Crow. )  I 

No.  8 — The   Happy-Go-Lucky   Bubble  Book 

(The  Milk  Maid.  The  Ploughboy,   The  I 

Jolly  Miller.)  ' 

No.  9 — The    Merry    Midgets    Bubble    Book  | 

(Daddy    Long-Legs    and    Floppy  Fly. 

The    Fly    and    the    Bumble-Bee.    The  . 

Spider  and  the  Fly. )  .    -  I 


Signed 


I 


Street    and    No . 


City   State 


I  Bubble  Book  Display  Stand  No.  I.  CompIet«  for 
counttT  or  wall  display  with  attrartlve  lithngraphed 
card     at  t*iij — packed     in    corrugated    paper  case. 

I    30-day  Free  Offer — with  orders  for  one  gross  or  more. 


Bubble  Book  Display  Stand  No.  2.  This 
stand  revolves  and  has  a  capacity  of  75 
Bubble  Books,  three  books  to  a  compartment, 
with  lithographed  card  in  frame  at  top — 
packed  in  special  wooden  (;ase  complete. 
30-day  free  offer — with  orders  for  five  gross 
or  more. 


220 


THE    TALKING    MACHINE  WORLD 


September  IS,  1920 


Complete  new  Departments  or  additions  can  be 
easily  furnished  by  us  in  time  for  the  Fall  Business. 


Plans  and  Estimates  promptly  submitted. 


VanVeen 


6^C 


OMPANY 


INC. 


12  YEARS  OF  STUDY  AND  EXPERIENCE  IN 
BUILDING  AND  PLANNING  MUSIC  STORES 


•  Hearing  ^(5)MS  -I^coi^^cks-  0)unters 


EXECUTIVE  OFFICE 
4749  WEST  34th  STREET 
NEW  YORK  CITY 


SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 


ROOM  706 
7  WEST  MADISON  STREET 
CHICAGO 


1 


nan 


FELDER  VISITS  NEW  YORK 


Brings  Favorable  Reports  of  Conditions  in 
South — Believes  in  Personal  Appearance  of 
Record  Artists  as  Business  Aid 


Victor  artists  appearing  in  concert  in  order  to 
produce  greater  sales.  He  quoted  as  an  example 
the  great  stimulus  which  the  Red  Seal  catalog 
got  from  the  recent  visit  of  the  great  Signor 
Caruso  who  appeared  in  concert  in  New  Orleans. 


Paul  F.  Felder,  secretary  and  treasurer  of 
Philip  Werlein,  Ltd.,  New  Orleans,  Victor  job- 
bers, visited  New  York  for  a  few  days  the  early 
seemed  comparatively  stable. 

In  a  conversation  with  The  World,  Mr.  Felder 
expressed  the  opinion  that  business  throughout 
the  South  in  general  was  going  to  be  excep- 
tionally good  during  the  Fall  months.  He  based 
his  belief  on  the  fact  that  crops  were  unusually 
full  in  his  vicinity,  and  that  prices  for  these 
crops  were  at  an  unusually  high  figure  and 
seemed  comparatively  staple. 

An  interesting  viewpoint  which  Mr.  Felder 
expressed  was  his  enthusiasm  in  the  value  of 


THE  "CONCERT"  MAKES  ITS  DEBUT 


numbers  in  addition  to  standard  song  and  in- 
strumental records.  Many  quality  claims  are 
m.ade  for  the  Concert  record  and  much  care  has 
been  exercised  in  the  selection  of  the  recording 
artists.  It  is  planned  to  record  the  latest  mu- 
sical hits  just  as  soon  as  they  are  "hits." 


September  has  marked  the  entrance  of  another 
new  record  in  the  talking  machine  field.  The 
Concert  Record  Manufacturing  Co.  has  issued 
from  its  executive  offices  at  145  West  Forty- 
fifth  street,  New  York  City,  its  first  catalog, 
which  contains  a  wide  selection  of  vocal,  instru- 
mental, standard  and  dance  numbers.  The  new 
record  is  named  the  Concert  and  is  a  ten-inch 
lateral  cut  disc  recorded  on  both  sides.  The 
advanced  list  for  October  contains  a  goodly 
selection  of  the  latest  popular  hits  in  both  song 
and  dance  records  and  a  selection  of  grand  opera 


INTERESTING  THE  PROSPECT 

Series  of  Cards  Issued  by  the  Brunswick  House 
Most  Effective  Along  This  Line 


STAFFORD  CABINETS 

Attractively  designed,  are  well  made  and  fin- 
ished, and  produced  by  an  organization  of  over 
thirty  years'  standing.  We  w^ill  be  glad  to  tell 
you  of  our  low  prices  either  on  the  cabinet 
unequipped  or  the  complete  phonograph. 

Write  or  call  upon  us  for  prices  covering  your 

needs  this  fall 

E.  H.  STAFFORD  MFG.  CO. 

218  SO.  WABASH  AVE.  CHICAGO 


Chicago,  III.,  September  10. — The  advertising 
department  of  the  Brunswick-Balke-Collender 
Co.  has  evolved  an  idea  for  arousing  the  inter- 
est of  prospective  customers  by  sending  out  a 
series  of  seven  postcards,  one  after  another,  each 
with  an  illustration  of  a  Brunswick  model  and 
bearing  the  following  legends  in  the  following 
order: 

"Printers  thought  the  typesetting  machine 
was  not  practical — but  the  world  moved  on. 

''The  horse  breeder  said  the  automobile  would 
never  be  in  general  use — but  the  world  moved 
on. 

"The  wire  manufacturer  said  'wireless'  was  a 
dream — but  the  world  moved  on. 

"Even  congressmen  said  Mieavier-lhan-air'  fly- 
ing machines  were  impossible — but  the  world 
moved  on. 

"The  last  to  be  disturbed  by  the  wheels  of 
piogress  is  the  single  record  phonograph  manu- 
facturer, who  says  the  playing  of  all  records 
on  one  machine  'cannot  be  done' — but  the  world 
moves  on. 

"  'Cannot  be  done'  is  now  in  th-e  scrap  heap, 
for — the  world  moves  on. 

"The  Brunswick  docs  it.  It  attracts  the  eye. 
it  pleases  the  ear.  It  plays  all  records  at  their 
best — it  is  all  phonographs  in  one." 


QUALITIES  THAT  WIN 

The  wise  salesman  is  the  one  who  knows  what 
not  to  say  and  when  not  to  say  it. 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


221 


illlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllli^   Illlllllllllllllllllillllllllllll  

THE    TALKING    MACHINE    WORLD  SERVICE 

A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 

iiiiiiiiiii  iiiiiiiiiiiiii  iiiiii  iiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  liiyii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii   iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiu^   iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiil 

Business  Cards  That  Get  the  Business 


The  thrifty  maxim  of  the  wary  Dutch 
Is  to  save  all  the  money  they  can  touch. 

SO  wrote  our  good  friend  Benjamin  Franklin.   But  to  save  money 
you  must  first  get  money  to  save.    And  to  get  money  you  must 
invest  it — wisely. 

Money  spent  for  good  advertising  is  .not  spent.    It  is  put  out 


KRANIOH  &  SACH 
4.  4.  C.  FISCHER  PACKABC 
STUttZ  i  BftUEH  STAGER  4  SONS 

HOBART  M.  CABLE  .  CHRISTM.<>fJ 
OABtE-NELSON     B.-S.  HOWARO 
THOMPSON 
PIANOS  A«0  PLArtR  Pi.ilNOS 


STEOER  ANO  STARR 
PHONOGRAPHS 


The  E.  M.  Bonnell  Piano  Co.,  of  Wheeling,  West  Va.,  favors  the  two  wing  card. 
The  original  is  printed  on  canary  colored  stock,  with  brown  ink,  the  salesman's  name 
being   in    black.     The   illustration    shows    the    Bonnell    card,  unfolded. 

at  interest.  And  it  pays  more  than  savings  banks — more  than  any 
stock  in  the  Stock  Exchange.  But  there  are  more  ways  of  investing 
money  wisely  in  advertising  than  are  dreamed  of  in  the  routine 
thinker's  philosophy.  And  one  of  these  out-of-the-rut  methods  is 
to  print  advertising  on  your  business  cards. 

No  salesmen  Use  cards  more  frequently  than  the  men  who  sell 
musical  instruments.  A  card  gets  closer  attention  than  a  circular  or 
newspaper  ad,  first,  because  it  is  handed  to  the  prospect  personally 
by  the  salesman ;  second,  because  it  bears  information  which  the 
recipient  wishes  to  learn. 

Not  a  few  talking  machine  and  piano  concerns  are  making 

clever  use  of  the  "advertising" 


PIANOS 

Everelt.  Sohmer.  Hardman.  Behning,  Esley,  Lauter.  Poole. 
Shonlnger.  Janssen.  Kingsbury,  Winter,  Marrlngton,  Hensel. 
Milton.  Rudolf.  Schubert. 


PLAYERPIANOS 
Sohmer-Welte.    Behning,   Arlapollo.    Hardman.  Esley. 
Carola,  Lauter-Humana,  Shonlnger.  Euphona,  Wendland, 
Playotone.  Milton.  Wilfred. 

Victor  Vlctrolas  " 

PBOViDENCE.  PAWTUCKET 


WOONSOCKET. 


Style  of  business,  card,  but  many 
more  who  should  are  not.  There 
are  several  varieties  in  circula- 
tion. Some  are  simply  imprinted 
on  the  back,  with  an  advertising 
message,  or  with  a  list  of  the  in- 
struments comprising  the  mer- 
chant's stock.  Others  have  an 
extra  fold,  affording  space  for  a 
more  extensive  sales  talk.  A  step  further  still  is  taken  by  a  few  firms 
whose  business  cards  have  two  folds,  opening  into  a  circular  as  large 
as  a  No.  6  envelope. 

When  an  opportunity  to  advertise,  such  as  this,  is  offered,  it  is 
indeed  a  short-sighted  man  who  will  be  stopped  by  the  extra  "ex- 
pense" of  a  few  dollars  in  the  price  of  his  cards.  It  is  a  far  greater 
loss  in  money  to  miss  the  sales  which  these  card  advertisements 
create. 


Reverse  side  of  the  business  card  used 
by  The  Meiklejohn  Co.,  of  Providence, 
Pawtucket  and  Woonsocket,  R.  I. 


THE  place  to  begin  in  building  a  successful  store  is  inside  the 
store.  Instead  of  accepting  the  conditions,  the  store  layout  and 
the  organization  which  you  have  become  used  to,  stop  and  pick 
it  to  pieces  in  your  mind  as  if  you  were  an  impartial  judge,  without 
prejudice.  Be  candid  and  frank  with  yourself.  Ask  yourself  if 
your  sales  force  is  of  the  right  type  to  make  friends  for  your  store. 


Is  your  store  comfortable,  well  ventilated,  light,  pleasant  to  visit? 
Are  your  goods  right?  Do  you  keep  as  complete  a  stock  as  you 
should  have  to  satisfy  every  legitimate  demand?  Is  your  corre- 
spondence of  the  type  that  builds  up  good  will,  or  is  it  cold,  im- 
personal and  patronizing?  Is  it  the  policy  of  your  store  to  treat 
every  customer  a  little  more  than  fairly,  or  do  you  exact  a  "full 
pound  of  flesh?"  Is  your  store 
laid  out  from  the  standpoint  of 
the  customers'  convenience? 
Are  your  goods  attractively  dis- 
played and  featured?  , 

If  these  elements  in  your 
store  are  as  they  should  be,  then 
you  are  ready  to  advertise.  You 
need  have  no  fear  that  your  ad- 
vertising (if  it  is  good)  will  not  f™"^' 
pay  for  itself  and  return  you  a  great  dividend  in  business.  For 
every  customer  who  is  brought  in  by  your  advertising  will  come 
back  a  second  time  and  perhaps  bring  a  friend,  or  spread  a  favor- 
able report  by  word  of  mouth.  Then  you  are  building  on  a  granite 
foundation,  which  cannot  be  shaken. 


IF  YOU  HAVE  THE  I^Or^EV- 
THE  BUTiNG  POWER  OF  CASH  IN  THE  PIANO  BUSINESS  WAS 
NEVER  GREATER  THAN  AT  PRESENT.  FOR  VEAR5  WE  HAVE 
SOLD  A  GREAT  r,lANY  PIANOS  ON  ACASHVBASIS.  AND  WE  KNOW 
THAT  JUST  NOW  YOUR  MONEY  will  BUT  MORE  PIANO  AND 
PLAYER. PIANO  VALUE  THAN  EVER 

If  YOU  EXPECT  TO  BUY  THIS  YEAR  SAVE  THIS  CARD: 
WHEN  READY  TO  BUY,  SEE  US. 

E.   G.  BROWN, 

T23  Bno*ow.T. 
PHO..t  SIB.  BAYONNE. 


K.  G.  i>rovvn,  pianu  and  Victor  aeaier 
of  Bayonne,  N.  J.,  uses  the  back  of  his 
card  to  argue  for  cash  business.  Note  that 
his  name  is  repeated  on  the  back,  as  well 


Wm.  H.  Bronson 


LANDAU'S  MUSIC  STORE 
HA2E1.TON,  PA 


eVERY  DAY  YOU   ARE  WITHOUT 
A  VICTROLA  IS  SO  MUCH 
ft-EASURE  LOST 


WE  HAVE  EVERY  VICTROt_A  AND  EVERY 
VICTOR   RECORD  Al_WAYS 
IN  STOCK 


itlroU  IX  A-J70 


Victrpla  VtUA-yaO 
CoLftn  OA 


It  does  make  a  difference 
where  you  parchaae' your 

Victrola 

The  malter  of  leims.  of  attention, 
of  courteoua  intelligent  treatment  i 
above  all,  the  matter  of  dealing  with 
a  reputable,  houie.  All  thia  must 
ha*o  a  bearing  on  whether  you  aecure 
all  you  are  entitled  to  in  the  purchase 
of  a  Victrota  and  Victor  Record*. 

You  will  be  pleauntly  aurpriaed  at 
the  demonatration  given  in  our  apa- 
cioua  Victrola  rooms.  And  of  courae 
a  viail  involve*  oo  obligations. 


Victrola  X  A-SllO 


Victrola  XVI-U50 


Landau's  Music  Store,  of  Hazleton,  Pa.,  prefers  the  double-fold  card.  A  linen 
bond  stock  is  used,  which  folds  easily.  The  card  forces  you  to  remember  that  Landau 
sells  Victrolas.  Dark  blue  ink  is  used.  The  front  of  the  card  bears  the  Victor  trade 
mark,  the  salesman's  name,  and  the  name  of  the  store.  Open  the  first  fold,  and  two 
Victor  slogans  greet  your  eyes.  The  second  fold  discloses  a  Victor  circular,  4x7^  inches 
in  size,  showing  eight  models,  and  bearing  a  sales  argument  for  Landau's  Music  Store. 


EDITOR'S  NOTE— Mr.  Gordon,  who  writes  this  monthly  page,  is  also  director  of  "The  Talking  Machine  World  Service." 
Mr.  Gordon  will  publish  on  this  page  any  good  ideas  submitted  by  you  for  the  benefit  of  the  trade,  and  also  answer  any  ques- 
tions you  ask  him  concerning  merchandising  problems.   Use  this  department  as  much  as  you  like.    It  is  intended  to  serve  you. 


222 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


Music  Business 
For  Sale 


Will  sell  mj-  established  music  store  cheap 
to  quick  buyer,  with  or  without  stock.  Have 
exclusive  agency  for  Columbia  Grafonolas 
and  records  and  Gordon  &  Son  pianos.  This 
is  a  healthy  growing  business,  located  in  a 
small  Virginia  town  with  30,000  people  to 
draw  from  and  in  a  prosperous  farming  and 
fishing  section,  with  little  or  no  competition. 
This  business  netted  over  $6,000  above  all 
expenses  for  the  year  ending  August  1st, 
1920.  The  town  being  located  on  one  of  the 
most  beautiful  rivers  in  the  tidewater  section 
of  Virginia,  with  fish,  oysters,  crabs  and  all 
kind  of  water  delicacies  at  your  command, 
with  living  conditions  very  cheap,  make  this 
an  ideal  place  to  live.  This  business  invites 
thorough  investigation.  Other  business  tak- 
ing my  attention  reason  for  selling,  but 
would  consider  a  partner  if  you  are  a  live 
wire  and  able  financially  to  hold  up  your 
end.  For  particulars  address  "Box  851,"  care 
The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York  City. 


SITUATION  WANTED  —  Manager's  or 
salesmanager's  position.  American  29  years. 
Thoroughly  experienced  in  all  leading  makes  of 
phonographs,  highest  sales  record.  At  present 
employed  as  manager.  Have  some  good  ideas 
for  sales  promotion.  Will  consider  only  high- 
class  offer.  Highest  references.  "A.  U.  30," 
care  The  Talking  Machine  World,  209  South 
State  St.,  Chicago,  lU. 

A  FIRST-CLASS  MAN,  expert  in  motors, 
cabinet  work,  finishing  and  all  kinds  of  repair- 
in  gs,  washes  part  time  work  with  firms  in  New 
York  and  vicinity.  Factory  and  store  experi- 
ence. Best  references.  Address  "B.  B.  B.,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

WE  WANT  representatives  who  are  sales- 
men in  every  State  excepting  those  that  are  now 
covered  by  our  competent  men.  What  we  have 
to  offer  is  a  quality  line  of  talking  machines 
which  are  extensively  advertised  and  have 
many  improvements  over  others  and  are  suc- 
cessfully sold  on  their  merits  and  guarantee.  We 
v.rant  good  men  only  and  for  such  have  an  in- 
teresting proposition.  State  territory  desired, 
experience,  reference  and  if  you  can  employ  sub- 
salesmen.  AU  applications  held  strictly  confi- 
dential. See  our  page  ad  in  this  issue.  Address 
Excel  Cabinet  Co.,  140  West  23rd  St.,  New 
York  City. 

OPPORTUNITY  FOR  EXTRA  COMMIS- 
SION. Men  now  selling  phonographs  or 
benches  wall  find  it  entirely  profitable  to  sell  our 
popular  line  of  pianos  and  players.  Fine  as  side 
line.  Address  Opportunity,  "Box  848,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City. 

WANTED — Experienced  salesman  for  phono- 
graph accessories.  Must  have  good  recom- 
mendation and  a  thorough  knowledge  of  field. 
Man  with  personal  contact  with  dealers  prefer- 
able. "Box  847,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

SUPERINTENDENT  vdshes  to  get  in  with 
a  reliable  concern  in  the  phonograph  line.  Have 
fifteen  years'  experience  in  this  line,  especially 
on  motors.  Can  give  best  of  references.  "Box 
846,"  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

WANTED — Energetic  young  man  with  busi- 
ness ability  to  work  our  phonograph  business 
on  a  percentage  basis.  Three  well  known  lines. 
Good  county  seat  town  of  6,000.  Centrally  lo- 
cated. Ford  to  responsible  man.  Address,  giv- 
ing age,  experience,  nationality  and  references. 
"Box  844,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


ACCESSORIES  or  machine  salesman  desires 
connection  with  manufacturer  or  jobber  on 
talking  machine  goods  of  merit,  none  other  con- 
sidered; has  established  trade  following  in  Ohio; 
thoroughly  reliable;  references;  either  salary  or 
commission  proposition  considered.  Write 
"Box  843,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 


FACTORY  SUPERINTENDENT  familiar 
with  all  processes  in  the  manufacture  of  disc 
records  wanted.  Good  opportunity  for  experi- 
enced man.  "Box  842,"  care  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York  City. 


A  DANDY  SIDE  LINE  for  talking  machine 
salesmen.  Entirely  new.  Popular  price.  Lib- 
eral commission.  Vest  pocket  sample.  Cor- 
respondence confidential.  J.  A.  Coates  &  Sons, 
Ltd.,  589  Main  St.,  East  Orange,  N.  J. 


WANTED— Salesmen  in  every  State,  to 
handle  one  of  the  best  phonograph  accessories 
as  a  side  line  on  a  liberal  commission  basis. 
See  our  advertisement  on  page  143  of  this  issue. 
Address  Alto  Mfg.  Co.,  3801  Rokeby  St., 
Chicago,  111. 

SALESMEN  WANTED— To  sell  coin  oper- 
ated electric  phonographs,  for  use  in  public 
places.  Commission  basis.  Only  part  time  re- 
quired. Electric  Phonograph  Co.,  Kalamazoo, 
Mich. 

SITUATION  WANTED— As  salesman  and 
m.anager  of  phonograph  store.  My  record  as  a 
phonograph  salesman  has  been  seldom  equalled. 
Am  holding  a  position  of  above  nature,  but 
possibilities  for  advancement  are  limited.  My 
references  will  convince  you  that  I  am  the  man 
to  manage  your  phonograph  store  and  sell  the 
most  goods.  Responsible  firms  only  need  reply. 
"Box  209,"  care  The  Talking  Machine  World, 
373  Fourth  Ave.,  New  York  City. 

DO  YOU  NEED  A  THOROUGH  PHONO- 
GRAPH MAN?  Does  eleven  years  of  seUing 
and  buying  experience  combined  with  executive 
and  merchandising  ability  mean  anything  to 
your  phonograph  department?  If  it  does,  you 
can  reach  me  at  "Box  621,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 

MUSICAL  DIRECTOR  wanted  by  record 
manufacturer.  Write  fully,  stating  qualifica- 
tions. "Box  841,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

WANTED — Well-experienced  salesman  to 
travel,  representing  an  article  in  great  demand 
and  thoroughly  established  in  the  phonograph 
industry.  Only  high-class  man  need  apply. 
Steady  position.  Good  future.  "Box  845,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

SALESMEN  WANTED  by  manufacturer  of 
high-grade  phonographs.  Wholesale.  Good 
proposition.  Live-wires  write.  The  Olympic 
Co.,  Columbia  Building,  St.  Louis,  Mo. 

REPAIRMAN  on  all  makes  of  motors  would 
like  to  hear  from  phonograph  manufacturers  and 
dealers  who  are  looking  for  a  repairman  to  keep 
their  machines  repaired  in  their  New  York  and 
New  Jersey  trade.  "Box  833,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 

WANTED — A  good  high-notcher  talking  ma- 
chine salesman  who  can  get  out  and  "rustle"  the 
business  for  a  general  line  of  phonographs.  Ad- 
dress Turner  Music  Co.,  117  W.  Douglas  Ave., 
Wichita,  Kan. 

SALESMAN  to  cover  the  wholesale  trade 
with  a  high-grade  line  of  phonographs.  Excel- 
lent opportunity.  All  communications  will  be 
treated  confidentially.  The  Regina  Co.,  47  West 
34th  St.,  New  York  City. 

SALESMEN  WANTED,  to  handle  popular- 
priced  talking  machines  on  commission  basis  as 
a  side  line.  See  our  advertisement  in  this  issue. 
The  Charmaphone  Co.,  39  West  32nd  St.,  New 
York  City. 

I'O.SITION  WANTED— Executive:  Young  woman  (30) 
with  a  number  of  years*  experience  in  the  talking  ntacliinc 
field  as  industrial  engineer  having  successfully  installed  cost, 
office  and  production  system  in  manufacturing  concerns  of 
national  reputation,  is  open  for  a  permanent  position  with 
a  progressive  manufacturing  concern  which  will  offer  a 
future.  Salary,  $2,500.  "Box  840,"  care  of  The  Talking 
M.-ichine  World,  373  Fourth  Ave.,  New  York  City. 


YOUNG  MAN  of  excellent  ability,  with  best  reference, 
wishes  to  connect  with  some  phonograph  concern.  Now 
manager  of  music  department,  wishes  place  cither  manager 
or  assistant.  A<ldress  Manager,  care  of  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York  City. 


FOR 
RENT 

One-stor}^  brick  building.  About 
35,000  square  feet  completely  equipped 
with  wood  working  machinery  and 
motors.  Now  in  operation. 

North  Side  Sash  &  Door  Co; 

111  S.  Washtenaw  Ave. 
Chicago,  111. 


WILL  BUY  FOR  CASH 

.\ny  make,  any  quantity,  disc  or  Amberol 
records,  or  player  rolls.  Quote  lowes't  prices. 
Standard  Phonograph  House,  1414  Frank- 
lin .\ve.,  St.  Louis,  Mo. 


WANTED 

Victor  and  Columbia  records.  Job 
lots  any  quantity.  Spot  cash  paid  for 
them.  Address 

DENINGER  CYCLE  CO., 
Rochester,  N.  Y. 


NEEDLES,  45c  per  thousand. 
Special  offer  on  light — half — full — e.xtra  loud 

BRILLIANTONE  STEEL  NEEDLES 
in  ten  thousand  lots — GET  OUR  quantity 
price. 

KRASBERG  MOTORS 
Sample  price — one  of  each  size: 
No.  2.\— double,  $8.65  ;  No.  3  Double,  $10.25 ; 
No.  4  triple,  $12.00. 

In  lots  of  10  motors,  each  size : 
No.  2A  double,  $7.65;  No.  3  double,  $9.25; 
No.  4  triple,  $11.00. 

AU  shipments  F.  O.  B.,  St.  Louis.  Terms  net 
cash. 

:\1URM.\NN  PHONOGRAPH  CO. 
L'^IS  Olive  St.  St.  Louis,  Mo. 


September  15,  1920 


THE   TALKING   MACHINE  WORLD 


223 


STATE  AGENCIES  FOR 
REPEATERSTOP 

A  change  in  our  sales  policy  makes 
available  an  opportunity  for  a  live, 
financially  responsible  sales  man  or  or- 
ganization to  procure  exclusive  state 
selling  rights  for  the  Repeaterstop. 
Thousands  already  sold  all  over  the 
world.  Inquiries  are  solicited  only 
from  well  rated  and  reliable  business 
men.    Write  at  once. 

THE  REPEATERSTOP  CO. 
115  S.  Dearborn  St.        Chicago,  III. 


FOR  SALE 


Recording  and  Shaving  macliines  of  latest  design 
and  equipment.  Expert  recording  of  lateral  cut  con- 
tracted for.  "Box  849,"  care  of  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York. 


FOR  SALE 

Atwood — Piano  loader ;  never  used ;  cost  $65. 
Will  trade  for  phonograph.  J.  F.  Butler, 
Potsdam,  N.  Y. 


RECORD  DELIVERY 
ENVELOPES 

lO-in.  only,  $4.75  per  1000,  net  cash,  F.O.B.  Take 
advantage  of  these  low  prices  and  order  your  supply 
to-day.  Samples  mailed  on  request.  Tower  Talking 
Machine  Shop,  1919  East  Grand  Ave.,  St.  Louis,  Mo. 


FOUNDRY  FOR  SALE 

PONTIAC,  MICH. 

within  twenty-five  miles  of  Detroit  on  good 
concrete  road — good  rail  facilities.  Fully 
equipped  for  aluminum,  brass  and  bronze 
casting  work  and  could  readily  be  converted 
to  grey  iron.  Fifteen  thousand  square  feet 
of  floor  space.  One-story  concrete  block 
construction  built  about  two  years  ago. 
Four  acres  of  land.  Plant  is  centrally 
located  and  labor  conditions  are  good.  Will 
sell  with  or  without  equipment.  For  par- 
ticulars and  price,  write : 

DRAWER  47,  SYRACUSE,  N.  Y. 


WANTED 

Columbia  and  Victor  records  in  all  languages 
in  large  lots.  Spot  cash  paid.  Bank  refer- 
ences. Victoria  Record  Exchange,  ISO  East 
59th  St.,  New  York  City.    Phone  280  Plaza. 


FOR  SALE 

35,000  green  turntable  felts  12  in.  diameter,  40,000 
pieces  j4-in.  felt  discs,  50,000  pieces  ^-in.  felt  discs, 
70,000  pieces  felt  pads  for  motor  boards,  1,100  rec- 
ord albums  14-in.  size.  "Box  825,"  care  The  Talk- 
ing Machine  World,  373  Fourth  Ave.,  New  York 
City. 


Will  Buy  and  Sell  for  Cash 

Any  make  of  disc  or  cylinder  records  and  talking 
machines,  new  or  shopworn.  Dealers  tell  us  what 
you  have  to  sell  or  want  to  buy.  Benjamin 
Weil  Co.,  20  South  Second  St.,  Philadelphia,  Pa. 


Phonograph  Cabinets 

Write  for  prices  and  specifications.  You  will  find 
our  designs  very  attractive  and  the  cabinets  well 
made  and  finished.  Orders  now  being  taken  for  fall 
shipment.  Let  us  quote  you  on  your  requirements. 
E.  H.  Stafford  Mfg.  Co.,  Chicago,  111. 


CABINETS 

At  Prices  That  Are  Right 


STYLE  200 
49x21x23 

Our  best  seller.  Fin- 
ished in  mahogany, 
walnut  or  oak,  ready 
for  installation  of  mo- 
tor and  tone  arm. 

Prompt  deliveries. 
Send  $42.50  for 
sample. 


BADGER  STATE  CABINET  €0. 

387  10th  STREET 
MILWAUKEE,  WIS. 


CABINETS 

Prices  are  right  and  deliveries  will  be 
prompt.  We  have  a  large  stock  for  fall 
trade  in  mahogany,  walnut  and  oak. 
Send  for  circular.  Everett  Hunter 
Mfg.  Co.,  McHenry,  111. 


WANTED 


An  experienced  talking  maciiine  salesman;  witii  execu- 
tive ability;  good  opportunity  to  the  right  party.  Address 
Saul   Birns,   III  Second  Ave..   New  York  City. 


WANTED 


Reliable  dealer  with  store  would  like  to  get  in  touch 
with  a  manufat^turer  or  jobber  who  will  carry  his  own 
installment  contract  from  the  customer  or  his  own  ma- 
chine until  the  cost  of  the  machine  is  paid  for,  balance 
to  go  to  the  dealer  or  a  concern  that  will  buy  install- 
ment contract  at  a  discount.  Address  Box  852,  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New  York  City. 


Available  Phonograph  and  Records 
Sales  and  Advertising  Man 

With  record  that  will  compare  most  favorably  with 
the  best  in  the  country;  broad  experience  both  in  field 
and  inside  promotion  work,  wishes  to  open  nego- 
tiations for  1921  with  large  retailer,  ^  wholesaler  or 
manufacturer  requiring  a  high  calibre  man  of  excep- 
tional ability  and  thorough  experience  in  the  above, 
and  is  willing  to  remunerate  accordingly.  Only 
standard,  nationally  known  lines  considered.  "Box 
850,"  care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York  City. 


MAIL  SERVICE  TO  AUSTRALIA  BAD 


Failure  of  Shipping  Papers  to  Arrive  With 
Goods  Hampers  Business  —  Commissioner 
Sheldon  Hands  Down  Ruling  on  Subject 


The  infrequent  and  uncertain  mail  service 
between  the  United  States  and  Australia,  par- 
ticularly as  regards  Pacific  Coast  ports,  has  been 
brought  to  the  attention  of  the  Merchants'  As- 
sociation of  New  York  and  this  body  in  turn 
is  making  every  effort  to  have  the  postal  au- 
thorities look  after  the  matter.  Business  houses 
have  been  seriously  handicapped  by  the  fact  that 
there  is  often  an  interval  of  three  weeks  or  a 
month  between  sailing  of  vessels  carrying  mail 
to  Australia  from  Pacific  ports.  Consequently 
shipping  papers  fail  to  arrive  with  shipments 
of  goods,  causing  considerable  confusion  and  de- 
lay in  delivery. 

In  view  of  the  failure  of  shipping  papers  to 
reach  Australia  with  goods  shipped  to  that  Com- 
monwealth from  the  United  States,  the  Hon. 
Mark  Sheldon,  Commissioner  of  Australia  in 
New  York  City,  has  advised  the  Merchants'  As- 
sociation that  the  Department  of  Trade  and 
Customs  in  Australia  has  intimated  that  no 
goods  shall  be  delivered  after  January  1  until 
the  documents  have  come  to  hand. 

No  exceptions  will  be  made  to  this  rule  unless 


FOR  SALE 

Beautiful  $270  phonograph  cabinets  at  $60.  Extra 
loud  tone  arms  at  $3.50.  Anything  required  in  the 
phonograph  line  at  reduced  prices.  Will  also  buy 
anything  you  have  to  sell  in  the  phonograph  line. 
Address  Mandel  &  Co.,  88  Rivington  St.,  New  York 
City. 


An  Unusual  Bargain 

Columbia  phonograph  store  for  sale.  Particulars 
on  request.  If  you  wish  to  sell  or  buy  a  phonograph 
store  consult  us.  Address  Mandel  &  Co.,  Business 
Brokers,  88  Rivington  St.,  New  York  City. 


WANTED 

Victor  and  Columbia  records  for 
spot  cash.  Any  quantity.  Seminole 
Co.,  Westchester,  N.  Y. 


WANTED 

Phonograph  salesman  to  cover  Ohio, 
Indiana,  and  part  of  Pennsylvania.  An 
A-1  proposition  for  a  first-class,  expe- 
rienced phonograph  salesman.  Player 
Tone  Talking  Machine  Co.,  967  Lib- 
erty Ave.,  Pittsburgh,  Pa. 


A  BARGAIN 

In  large  phonographs,  50  inches  high,  20j^ 
inches  wide,  23  inches  deep. 

Golden  Oak  and  Mahogany 
Record  compartment  for  50  records,  also 
shelf.  Krasberg  No.  3  Motor  and  Scotford 
tone  arm  in  these  machines. 
Send  only  $75.00  for  sample  or  send  $10.00, 
balance  C.  O.  D.  We  pay  war  tax.  Imme- 
diate shipment.  For  reference  see  Dun's  or 
Bradstreet's. 

SPECIAL  QUALITY  PRICES. 
JOS.  BARNETT  &  CO. 

Cedar  Rapids,  Iowa. 


PHONOGRAPH  CABINETS 

46  in.  high,  18^  in.  wide,  20  in.  deep.  Mahogany 
and  Oak.  In  100  lots,  $26.50.  Sample  cabinet, 
$30.00.  Will  equip  cabinets  if  desired.  Jos.  Bar- 
nett  &  Co,  Cedar  Rapids,  Iowa. 


in  unusual  cases  when  an  extra  duty  amounting 
to  at  least  one-half  the  ordinary  duty  will  be 
required  pending  the  production  of  the  docu- 
ments. 


A  HOUSE  DIVIDED  AGAINST  ITSELF 

Harmony  Within  the  Organization  Necessary  If 
,  Business  Is  to  Succeed 

The  following  incident  illustrates  the  manner 
in  which  a  salesman  made  good  use  of  his  eyes: 
He  visited  regularly  a  large  wholesale  house  in 
Kentucky,  and  began  to  notice  that  shortly  after 
the  advent  of  a  new  partner,  the  relations  be- 
tween the  principal  members  of  the  business 
family  were  less  cordial,  and  gradually  buyers 
of  capacity  and  experience  resigned  and  were 
succeeded  by  those  less  competent;  that  the 
stock  gradually  became  inferior  and  less  attrac- 
tive while  the  general  air  of  discord  became 
more  and  more  apparent.  By  discreet  inquiry, 
he  found  that  the  local  banks  were  beginning  to 
frown.  Acting  on  the  principle  that  a  house 
divided  against  itself  cannot  stand,  all  this  was 
reported  to  his  house,  and  when,  a  few  months 
later,  the  jobbing  house  failed,  the  New  York 
concern  mentioned  was  not  among  the  losers. 


Presidential  campaign  records  shoiild  have  a 
big  sale  now  if  properly  pushed. 


224 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


EUl^OPtAN  HEADQUARTER 

^Ul^^^^^   I      mm       %l  1      2 GR.ESHAM  BLDG.,6ASINGHALLST..E.C. LONDON  ^ 


W.  LIONEL  STURDY,  MANAGER 


Manufacturers  and  Jobbers  Look  for  an  Early 
Resumption  of  Trade — Conditions,  However, 
Very  Much  Disturbed  in  Domain  of  Labor 
— Optimism  Should  Be  Cultivated — Orders 
for  Early  Delivery  Being  Placed — Important 
Zonophone  Announcement — Germans  Trading 
on  Reputation  of  "His  Master's  Voice"  Prod- 
ucts— Winner  Record  Popularity — Federation 
Activities — Next  British  Industries  Fair  at 
Shepherds  Bush — Otto  Heineman  a  Visitor — 
New  Companies  Registered — News  of  Month 


London,  England,  September  1. — I  write  at  a 
time  when  the  whole  trade  is  looking  forward 
to  an  early  resumption  of  such  volume  of  trade 
as  may  reasonably  be  expected  after  an  un- 
usualh'  prolonged  period  of  business  depression. 
It  cannot  be  gainsaid  that  sales  have  been  re- 
markably slack  for  the  last  three  months.  Fol- 
lowing upon  the  prosperous  war  years,  the  pres- 
ent lean  time  is  one  to  which  traders  have  not 
found  it  easj^  to  adapt  themselves.  But  it  is 
generally  believed  that  business  is  bound  to  re- 
vive steadih'-  after  the  August  vacation  period. 
Color  is  lent  to  this  by  the  fact  that  August  is 
a  great  holidaj--  month,  when  the  absence  of  im- 
portant business  men  holds  up  definite  action  in 
every  department  of  commerce.  So,  therefore, 
do  we  live  in  hopes  that  with  the  coming  of 
September  the  gramophone  season  will  open 
up  in  real  earnest.  Manufacturers  and  whole- 
salers are  making  plans  accordingly,  taking  into 
consideration  the  production  of  new  designs, 
catalogs,  publicity  campaigns  and  other  methods 
of  sales  propulsion  best  calculated  to  secure 
the  enthusiastic  support  of  gramophone  re- 
tailers. 


I  should  not  be  reflecting  conditions  altogether 
impartially  were  I  to  overlook  mention  of  the 
ver}-  strong  feeling  of  uneasiness  expressed  in 
some  quarters  regarding  the  future.  The  con- 
tinued state  of  unrest  in  Near  Eastern  countries, 
productive  of  war  threats  and  labor  manifesta- 
tions of  upheaval,  does  affect  very  seriously  the 
stability  of  the  business  world.  Continual 
strikes,  incessant  demands  for  more  money,  are 
considerations  which  raise  the  cost  of  living, 
tighten  up  the  money  market  and  cause  restric- 
tion of  commercial  activity.  There  are  good 
thinking  men  who  view  the  outlook  with 
anxiety  and  tell  us  that  anything  might 
happen. 

In  such  circumstances  what  should  be  the 
attitude  of  gramophone  men  called  upon  to  take 
important  decisions  affecting  the  development 
of  their  business?  There  are  some  who  think  it 
criminal  to  disregard  the  signs  of  the  times, 
while  others  avow  that,  come  weal  or  woe,  com- 
merce must  float  with  the  tide.  Though,  meta- 
phorically speaking,  the  ship  of  commerce  needs 
to  be  steered  by  strong  hands  and  keen  eyes, 
it  is  certainly  good  advice  to  keep  the  engines 
going.  That  motto  about  not  going  out  to  meel 
trouble  half  way  should  certainly  be  studied  by 
those  inclined  to  overcautiousness.  Get  the 
bright-outlook  habit;  it's  wonderful  how  easily 
it  smooths  away  difficulties! 

A  New  Tango  to  Replace  Jazz? 

The  type  of  music  known  as  jazz  has  cer- 
tainly enjoyed  a  wonderfulh'  successful  run  in 
this  country.  Varieties  of  it  have  been  im- 
pressed on  records  and  thousands  of  discs  sold 
tc  all  classes  of  the  great  gramophone  public. 
The  demand  for  jazz  records,  period  considered. 


is  still  good,  and  it  is  unlikely  that  sales  will 
be  very  seriously  restricted  this  season  at  an}- 
rate.  "Any  falling  off  in  the  demand  will  pos- 
sibly be  ascribed  to  a  new  vogue  in  dance  music. 
According  to  the  president  of  the  Imperial  So- 
ciety of  Dance  Teachers,  "Jazz  dancing  to 
rowdy  music  is  dead."  It  appears  that  a  new 
tango  (not  the  1913-1914  one)  is  under  intro- 
duction, and  teachers  from  all  parts  of  Eng- 
land, Europe  and  America  have  been  practicing 
the  new  movements  at  a  recent  congress  held  in 
London.  Next  season's  vogue,  we  are  told,  will 
be  this  reconstructed  tango,  the  fox-trot,  the 
one-step,  L'ltalienne,  and  the  Spanish  schot- 
tische.  Record  manufacturers  are  on  the  qui 
vive,  and  we  may  rely  upon  prompt  issues  the 
moment  the  new  standard  is  definitely  certain 
of  general  acceptance. 
Jobbers  Placing  Orders  for  Early  Delivery 
The  gramophone  business  is  fundamentally 
dependent  upon  active  retail  interest,  though 
irom  the  manufacturing  side  is  best  reflected  the 
real  prospects  of  trade  development.  In  these 
quarters  I  learn  of  evident  good  signs  of  an 
awakening  volume  of  trade.  So  far,  record 
manufacturers  have  not  booked  amazingly  large 
orders,  but  inquiries  and  placement  of  tentative 
instructions  for 'September  and  October  deliver- 
ies of  the  popular  musical  numbers  recorded  are 
coming  along  satisfactorily  from  the  wholesale 
houses. 

New  Home  for  British  Industries  Fair 
It  is  announced  that  the  Department  of  Over- 
seas Trade  has  contracted  to  use  the  White 
City,  Shepherds  Bush,  London,  W.,  for  next 
year's  British  Industries  Fair.  Computed  the 
largest  of  its  kind  in  the  world,  the  fair  will 


*His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world  as  the 

HALL-MARK  OF  QUALITY 


'His  Master's  Voice" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-meurk,  and  it  brings  to  you, 
no  matter  where  you  eire,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,   violinists,  o  r  - 
chestras  and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  SkandloaTlsk  Qrammopbon-Aktl- 
eielakab,  Frlbarnea,  CopeabaKen. 

FRANCK:  Ci«.  Francalse  do  Qramopbone,  116 
Bonlerard  Richard  Lenoir.  Place  4e  la  B^pab- 
llqac,  Paris. 

SPAIN:  CompaCia  del  Oramefono,  S6-5S  Balmes, 
Barcelona. 

SWEDEN:  Bkandlnarlaka  arammopbOD-Aktle- 
bolacet,  DrottDlDg  Qatan  No.  47,  Stockbolm. 

BCSSIA:  The  Oramophone  Co.,  Ltd.,  40,  Nersky 
Prospect,  Petrograd  (Petersbarg) ;  No.  1 
Solyanka,  SolyaDol  Dror,  Moacow;  9,  OoloTloaky 
Prospect,  Tlfflta;  Nowy-Swlat  30.  Warsaw;  11 
MIcballoTskaya  Ulltsa,  Baku. 

INDIA  I  The  QramophoDe  Co.,  Ltd.,  138,  Bal- 
llashatta  Road,  CalcntU;  T.  Bell  Lane.  Fort, 
Bombay. 


Great  Britain  : 


AUSTRALIA:  8.  HoffnDng  &  Co.,  Ltd.,  Sole 
CoDcesalocarles  of  The  Oramophone  Company, 
Limited,  163.  Pitt  Street,  Sydney. 

NEW  ZEALAND:  Qramophonlnm,  Ltd.,  118- ISO 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174. 
Capetown;  Mackay  Bros.,  Post  Box  2S1,  Johannes- 
bnrg;  Mackay  Bros.  A  McMahon,  Post  Box  419, 
Durban;  Iran  H.  HaarbDrger,  Post  Box  lOB, 
Bloemfonteln;  Franx  Moeller,  Post  Box  106,  Bast 
London;  B.  J.  Bwlns  ft  Co.,  Post  Box  M,  Quesns- 
town;  Handel  Hoase,  Klmberley;  Lanrence  ft 
Cope.  Post  Box  132,  Bulnwayo;  The  Argna  Co., 
Salisbury. 

EAST  AFRICA)  Bay  ley  ft  Co.,  Lonrenao 
Marques. 

HOLLAND:    American  Import  Co.,  22a,  Amsterd 

Veerkade,  The  Hague. 

ITALY:    A.  BossI  ft  Co.,  Tla  Oreflel  2,  Milan. 

EGTFT  (Alio  for  the  Bondan,  Ore««e  and  tb> 
Ottonuui  Empire) :  K.  Fr.  Vogel,  Post  Box  414. 
Alexandria. 


The  Gramophone  Company,  Ltd, 


HAYES 


MIDDLESEX 


ENGLAND 


September  15,  1920 


THE   TALKING    MACHINE  WORLD 


225 


EDISON  BELL 


HONE  RreORDS 


CABLE 
■PHONOKINO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH 

Proprietors  and  Manufactorers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


run  from  February  21  to  March  4.  This  year 
similar  fairs  will  simultaneously  be  held  at 
Birmingham  and  Glasgow.  London  exhibits 
will  include  musical  instruments,  this  section 
being  planned  on  a  much  larger  scale  than  at 
last  fair,  Crystal  Palace. 

Within  a  few  hours  of  the  signing  of  the' 
contract  an  enterprising  firm  applied  for  space 
and  got  it.  That  enterprising  firm  happens  to 
be  a  gramophone  merchant. 

Special  accommodation  is  being  arranged  for 
the  thousands  of  buyers  expected  from  all  parts 
ot  the  world.  British  consuls  everywhere  are 
instructed  to  supply  information  about  the  fair 
to  any  inquirer.  It  is  estimated  that  more  than 
10,000  representatives  of  American  houses  have 
visited  the  W.  K.  and  completed  contracts  with 
British  houses  since  the  last  fair  held  at  the 
Crystal  Palace. 

German  Infringement  of  "His  Master's  Voice" 

The  subjoined  warning  has  been  published 
by  the  Gramophone  Co.:  "We  feel  it  our  duty 
to  warn  the  public  that  certain  German  manu- 
facturers are  making  gramophones  and  records 
and  affixing  to  them  a  trade-mark  identical 
(save  as  to  the  word)  with  our  famous  trade- 
mark, 'His  Master's  Voice.'  Visitors  to  Ger- 
many have  purchased  some  of  these  machines 
and  records,  under  the  impression,  we  believe, 
that  they  were  our  manufacture,  and  have  at- 
tempted to  bring  them  into  this  country. 

"Sound  boxes  bearing  our  well-known  trade- 
mark 'Exhibitor'  have  also  been  made  by  Ger- 
man manufacturers,  who  have  attempted  to  ex- 
port them  to  this  country. 

"We  desire  to  warn  the  public  that  gramo- 
phones, records  and  sound  boxes  entering  Great 
Britain  infringing  our  trade-marks  have  been, 
and  are  being,  confiscated  by  the  _  customs  of- 
ficials under  section  16  of  the  Merchandise 
Marks  Act  of  1887. 

"The  public  is  strongly  advised,  therefore, 
to   place  its-  orders   for   'His   Master's  Voice' 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  224) 


products  with  our  accredited  dealers  only." 

In  connection  with  the  foregoing,  the  Gramo- 
phone Co.,  Ltd.,  has  secured  in  two  cases  an 
injunction  and  published  apology  by  dealers  who 
had  (perhaps  unthinkingly)  attempted  to  trade 
in  sound  boxes,  as  above  described. 

From  what  we  have  seen  of  some  of  these 
German  importations,  they  are  wretched  copies 
of  the  exhibition  box.  We  are  surprised  that 
any  reputable  dealer  should  want  to  sell  them 
(they  are  not  overcheap)  even  if  they  were  not 
infringing  a  registered  trade-mark. 

An  Important  Zonophone  Announcement 

Accompanying  the  issue  to  dealers  of  the 
July-August  list  of  records,  the  British  Zono- 
phone Co.,  Ltd.,  advises  the  trade  as  follows: 

"For  quite  a  long  time  it  has  been  known  to 
our  factors  and  dealers  that  Zonophone  records 
and  machines  are  made  in  'His  Master's  Voice' 
factories.  It  has  not,  however,  been  generally 
known  to  the  public.  It  is  now  our  intention 
to  establish  firmly  this  fact  and  to  this  end 
we  are  issuing  a  new  label,  which  will  incor- 
porate the  famous  'His  Master's  Voice'  trade- 
mark. This  label  will  be  used  for  the  first  time 
on  the  records  listed  in  the  No.  S  (July-August) 
supplement." 

The  knowledge  that  Zonophone  records  are 
made  by  the  "His  Master's  Voice,"  bearing  the 
seal  of  their  high  standard  of  quality,  is  ex- 
pected to  cause  a  fillip  in  sales  beyond  the 
normal. 

Supplemental  thereto  the  company  has  issued 
some  new  advertising  "cuts"  for  Zono  dealers, 
and  topical  window  bills  printed  in  colors  will 
all  help  to  arouse  an  added  enthusiasm  among 
factors  and  dealers  for  new  trade. 

Increased  Workmen's  Compensation 

The  Governmental  Committee  appointed  to 
consider  whether  the  legal  payments  of  work- 
men's compensation  should  not  be  revised, 
recommends  considerable  increases  in  the  rate 


of  benefits.  It  is  also  proposed  to  bring  under 
the  act  new  classes  of  workers,  including  brain 
workers  not  receiving  more  than  £350  a  year. 
New  Companies  Registered 
Ajello  Gramophone  Co.,  Ltd.,  manufacturers 
of  gramophones;  nominal  capital,  £5,000,  in 
5,000  ordinary  shares  of  £1  each.  Registered 
office,  104  Park  street,  Camden  Town,  N.  W., 
London. 

Melodia,  Ltd.,  manufacturers  of  talking  ma- 
chines; nominal  capital,  £1,000  in  1,000  shares 
of  £1  each.  Registered  office,  99  Highbury 
Quadrant,  N.,  London. 

Englaphone  Co.,  Ltd.,  manufacturers  of  talk- 
ing machines;  nominal  capital,  £2,500,  in  2,500 
ordinary  shares  of  £1  each. 

Gramophone  &  Cycle  Co.,  Ltd.,  manufactur- 
ers of  gramophones;  nominal  capital,  £15,000, 
in  7,500  preferred  shares  of  £1  and  15,000  ordi- 
nary shares  of  10/  each. 

Big  Sale  Records  on  Winner  List 

By  the  increasing  popularity  of  Winner  rec- 
ords it  is  certain  that  a  wise  provision  in,  the 
selection  of  titles  represents  but  one  attribute 
thereto.  The  most  popular  hit  is  no  good  oti 
a  record  if  it  be  indifferently  recorded.  There 
is  also  the  standing  of  the  artist  to  be  consid- 
ered. These  three  points — title,  recording,  ar- 
tist— should  be  on  an  equality  as  regards  stand- 
ard. Winners  are,  in  this  sense,  invariably  a 
trinity  of  merit.  They  appeal  to  the  man-in-the- 
street.  That  is  the  acid  test — the  backbone  of 
big  sales. 

Of  the  latest  theatrical  successes.  Winners 
carry  selections  from  "Irene,"  by  Royal  Court 
Orchestra;  "A  Southern  Maid,"  by  Royal  Court 
Orchestra;  "Merrie  England,"  by  band  of  H.  M. 
Scots  Guards;  "Whirligig,"  vocal  items  exclu- 
sively recorded  for  Winners  by  Billy  Merson. 
The  company  has  also  issued  some  wonderful 
piano  records  by  Miss  Marie  Novello,  whose 
{Continued  on  page  226) 


PEROPHONE— PERFECTION— PRODUCTS 


PEROPHONES 
SELL  -  -  - 
and  carry  with 
them  a  reputa- 
tion of  sound 
business  for  the 
Agent.    -    -  - 


THE  whole  output  of  Perophone  Machines  is  practically  booked 
up  month  by  month. 

Watch  the  New  Models  we  are  introducing  to  the  gramophone 
public  during  the  present  season.  They  will  be  found  to  be  incom- 
parable for  quality,  value,  beautiful  design  and  finish. 


PEROPHONE  LTD.  (L.ckw..d  s  Branch)  76  &  78  City  Road, 

Cable  Address — Perowood,  London.      Immediate  Shipments.     LONDON,  E.  C,  ENGLAND. 
A.  B.  C.  Codes. 


226 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  225) 


skilful  interpretation  of  "The  Rustle  of  the 
Spring,"  and  "Norwegian  Bridal  Procession"  are 
fine  examples  of  her  technique.  The  Two  Bobs 
contribute  "Riley's  Ideal  Home"  and  "I  Know 
Where  the  Flies  Go"  (from  "Just  Fancy"),  both 
calculated  to  cause  the  most  miserable  person  to 
laugh.  There  are  other  equally  interesting  rec- 
ords on  what  is  a  real  Winner  list. 

Advertising  by  Means  of  the  Shop  Window 
'  W^indow  dressing  is  by  no  means  a  lost  art, 
judging  hy  the  excellent  displays  recently  made 
bj'  London  and  provincial  dealers.  The  occa- 
sion was  a  "Decca"  competition  promoted  by 
Barnett  Samuel  &  Sons,  the  manufacturers  of 
the  Decca  portable  gramophone.  There  were 
three  chief  money  prizes,  but  so  successful 
was  the  scheme  that  to  no  less  than  thirty-six 
other  dealers,  who  were  among  a  large  number 
of  competitors,  consolation  prizes  were  awarded 
for  efforts  which  displayed  great  ingenuity  and 
general  merit.  The  Decca  window"  dressing 
competition  is  becoming  an  annual  aflair,  and 
the  dealers  like  it. 

"Painting"  a  Record 

The  "Voice"  gives  publication  of  a  letter  re- 
centb'  received  bj'  the  Gramophone  Co.  from 
a  native  of  Yorubaland,  west  coast  of  Africa. 
In  part,  the  letter  reads  as  follows:  "With  most 
honesty  this  my  humble  note.  I  beg  if  3'ou 
could  do  this  work  for  me,  as  I  learn  from  one 
of  my  friends  that  you  can  easil}'  paint  a  record 
which  can  speak  vanicullar.  .  .1  hope  you 
should  be  so  kind  enough  to  paint  just  what  I 
want.  Please  if  you  would  take  this  matter 
into  good  consideration.     .     .  W^ith  this 

letter  were  a  number  of  manuscripts. 

Cheap  Air  Post  to  Paris 

In  addition  to  the  ordinary  foreign  postage, 
the  special  fee  charged  on  correspondence  sent 
from  the  U.  K.  to  Paris  hy  air  mail  is  now  re- 
duced   from    2'    to   2    pence    per    ounce.  The 


fee  of  6  pence  per  packet  will  continue  to  be 
charged  on  correspondence  intended  for  ex- 
press delivery. 

"His  Master's  Voice"  Harpsichord  Records 

The  scale  of  the  modern  pianoforte  with  all 
its  volume  and  tone  beautj'  is  not  to  be  allowed 
entireh-  to  remove  from  memor}'  the  wonder- 
ful earh"  model,  known  as  the  harpsichord,  for 
which  man3'  of  the  world's  master  musicians 
v-rote  their  works.  For  the  first  time,  I  believe, 
the  harpsichord  has  been  recorded  for  the  "His 
Master's  Voice"  by  Mrs.  Gordon  W^oodhouse, 
who  is  described  as  the  greatest  authority  and 
interpreter  of  this  instrument.  Appropriately 
enough,  much  of  the  time  was  devoted  to  re- 
cording the  works  of  Bach,  whose  famous 
fugues  are  perhaps  best  heard  on  the  harpsi- 
chord, the  "piano"  of  his  day.  It  is  to  be  an- 
ticipaled  that  these  records  will  surely  make  a 
special  appeal  to  music  lovers. 

Otto  Heineman  Visits  London 

At  the  time  of  mailing  this  report  I  learn 
from  A.  Balcombe,  London  director  of  the  Gen- 
eral Phonograph  Corporation,  that  President 
Otto  Heineman  is  expected  to  arrive  in  a  day 
or  so.  Mr.  Heineman  has  been  on  a  visit  to 
the  Continent  during  the  last  few  weeks  and 
intends  breaking  his  return  journey  at  this  city 
in  order  to  study  United  Kingdom  trade  pros- 
pects on  the  spot.  The  "Motor  of  Quality"  sales 
have  been  steadih^  progressive  since  inaugura- 
tion of  the  compan}'  and  the  last  six  months' 
trade  shows  a  substantial  increase  over  even 
time  last  j'ear. 

A  Comprehensive  Columbia  List 

A  feature  of  everj'  Columbia  list  is  that  all 
classes  are  catered  for.  not  only  the  highest 
class  music  hy  the  master  musicians  for  the 
attisticalljr  musical,  but  the  song  and  dance  suc- 
cesses of  the  day  by  the  best  performers  are 
supplied  in   generous  though   distinctive  meas- 


ure. Something  exceptional  is  looked  for  in 
each  succeeding  Columbia  issue,  and  we  cer- 
tainly get  it  in  the  new  supplement,  No.  49. 
This  list  is  confined  practically  to  double-sided 
celebrity  and  Standard  records,  and  no  better 
selection  could  possibly  have  been  made  for 
their  special  selling  qualities.  In  the  twelve- 
inch  light  blue  label  double-sided  series,  No. 
L-1367  immediately  catches  the  ei^e.  On  this 
record  Sir  Henry  J.  Wood  and  his  orchestra 
give  two  inspiring  performances.  The  piano- 
forte solos  by  the  virtuoso  Percy  Grainger  on 
L-1368  are  very  welcome,  his  playing  of  Liszt's 
Hungarian  Fantasy  is  brilliant  in  the  extreme. 
The  London  String  Quartet  and  Alfred  Hobday 
(second  viola)  continue  the  exquisite  six-part 
Mozart  Quintet  on  L-1363.  Australia's  greatest 
violinist.  Miss  Daisy  Kennedy,  with  Hamilton 
Harty,  provide  delightful  sonatas,  including  the 
third  and  final  part  of  the  Schumann  Sonata. 
To  complete  this  section  that  glorious  tenor, 
Hubert  Eisdell,  sings  two  standard  ballads  on 
1,-1369.  The  dark  blue  label  twelve-inch  series 
offer  six  of  the  newest  dance  successes  played 
in  irreproachable  manner  by  the  London  Dance 
Orchestra,  under  the  direction  of  Corelli 
Windeatt,  and  the  ubiquitous  Original  Dixieland 
Jazz  Band. 

A  New  Ingenious  Portable  Gramophone 
In  most  portable  machines  the  sound  delivery 
chamber  is  restricted  to  fixed  small  dimensions. 
That  is  understandable  in  machines  of  this  kind. 
Yes,  but  there  is  one  different.  It  is  a  new 
introduction  by  the  Lewer  Manufacturing  Co., 
this  city.  When  closed,  its  over  all  measure- 
ments are  12x13x7  inches,  but  when  open  ready 
for  playing  the  size  of  the  sound  chamber  is 
actually  twelve  inches  long  by  eight  inches  high! 
This  is  explained  by  the  fact  that  upon  raising 
the  lid  the  whole  body  of  the  machine  (contain- 
ing motor,  etc.,  all  enclosed)  automatically  lifts 
up,  so  increasing  the  sound  chamber  to  a  size 
commensurate  with  that  of  an  ordinary  horn- 


GRAMOPHONES 

Complete — Fittings — Sundries — Repair 

Parts — Needles 

Special  Lines  and  Quotations  for  Export  Trade 


THE  BRITISH  POLYPHON  CO. 

Glasgow,  Scotland  1,  2  and  3  NEWMAN  STREET 

27  Jamaica  St.  LONDON,  W.  1,  ENGLAND 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


227 


"POPULAR"  RECORDS 


Double-Sided 
Superb  Needle  Cut 
"Lateral" 


LONDON'S  LEADING  VALUE!!! 


''OTTR  POTlVTSi") 

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SET  OUT  BELOW    )        — ""^  >mv.x.>.  v  w^mx.ui^  ..^u^'^ 


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AND  THE  PRINCIPAL 
EAST  and  WEST  MARKETS  of  the  WORLD 


I  ]V1  P  O  R  T  A.  T  ^stomers  their 
own   design   Labels    for    LARGE  Parcels, 


REMEMBER  IT^  You  Can  Have  CLOSE  QUOTATIONS 

For  5,000  Lots  and  up  "Your  Selection"  or  a  Sample  1,000, 
made  up  with  "One  Example"  of  Every  Catalogued  Pairing. 


Address:  SOUND  RECORDING  CO.,  Ltd.  cables  "Grammavox" 
EXPORT  DEPT.,  18-19  Swallow  Street  London 

Piccadilly,  London,  England     "QUOTATIONS  CABLED  FREE" 


POINTS 

»— »-  Repertoire  Approx  2,000  Titles — Covering 
m-*-  Superb  Selection,  Bands  and  Orcbestrals 
■»-►  Lightning  Shipments 
«»->■  Packing  by  Experts 

Rock  Quotations  "Always" 
«»->-  F.  O.  B.  London 

We  attend  to  all  Insurances  "if  Requested' 
to  Bwyers  A/c 

Our  Shipping  Services,  this  Side  FREE 


less  model.  The  walls  of  the  sound  chamber 
are  symmetrically  shaped.  The  Lewer  has  com- 
partments for  ten  twelve-inch  records.  Its 
weight  is  about  fourteen  pounds.  A  really  in- 
genious instrument  that  will  certainly  catch  on. 
Dealers  are  already  placing  large  orders  and  a 
big  trade  is  expected. 

Harry  Bryan  a  Benedict 
I'Many  leading  lights  of  the  trade  rallied  round 
Harry  Bryan  upon  the  occasion  of  his  marriage 
to  Miss  A.  F.  Purdy.  -The  happy  ceremony 
was  solemnized  at  St.  Stephen's  Church,  Clap- 
ham.  A  brilliant  reception  was  afterwards  held 
at  the  residence  of  the  bride's  parents,  Tudor 
T,odge,  Clapham  Park,  where  was  to  be  seen 
a  beautiful  array  of  wedding  gifts. 

Harry  Bryan,  a  popular  member  of  the  trade, 
is  the  third  son  of  G.  A.  Bryan,  the  well-known 
gramophone  factor  of  Southwark  street,  this 
city.  Hearty  congratulations  to  Mr.  and  Mrs. 
Harry  Bryan! 
The  "Apex"  Needle  Agency  Changes  Hands 
Formerly  in  the  hands  of  the  Johnson  Talk- 
iiig  Machine  Co.,  this  city,  the  agency  for  the 
well-known  ten-record  "Apex"  needle  has  now 
been  secured  by  another  London  house.  Landau 
&  Wigmore,  of  Harrow  road.  This  firm  has 
not  been  established  over  long,  but  it  is  to  be 
noted  that  by  enterprising  and  courteous 
methods  of  trading,  Messrs.  Landau  &  Wig- 
more  are  making  rapid  headway.  They  bring 
to  bear  new  thoughts  and  ideas  which  tend  to 
freshen  up  the  gramophone  trade,  and  as  whole- 
salers of  pretty  well  everything  connected  with 
talking  machines,  dealers  accord  them  increas- 
ing support. 

The  Stemo  Productions 

Overseas  gramophone  traders,  especially  in 
the  Colonies,  are  offered  a  special  complete  ma- 
chine service  this  season  by  the  Sterno  Manu- 
facturing Co.,  this  city.  In  order  to  cope  with 
a  branch  of  its  business  which  has  shown 
considerable  expansion  the  last  few  years,  the 


FROM  OUR  LONDON  HEADQUARTERS — (Continued  from  page  226) 


company  has  acquired  additional  factory  and 
warehouse  accommodations  in  the  South 
Westire  suburb,  Battersea.  New  up-to-date  ma- 
chinery equipment  provides  for  an  enormous 
output  of  complete  gramophones  of  all  types. 
These  range  from  the  ordinary  exterior-horn 
machine  to  the  high-class  cabinet  type.  Horn- 
less, table  grands,  portable,  and  other  models 
galore.  In  all,  the  company  features  a  range  of 
about  a  dozen  different  gramophones,  varying 
as  to  class  and  design.  Sufficient  to  appeal  to 
all  tastes  and  pockets.  Values  are  good  be- 
cause of  satisfactory  workmanship,  solid  fit- 
ments, reliable  mechanism,  and  withal  competi- 
tive prices.  The  Sterno  people  are  past  masters 
in  cabinet  work.  I  am  satisfied  that  price  con- 
sidered the  Sterno  machines  represent  as  good 
if  not  better  value  than  most.  To  all  traders 
is  available  a  very  attractive  folder  catalog  in 
which  are  described  and  illustrated  the  produc- 
tions of  the  Sterno  Manufacturing  Co.,  19  City 
Road,  London,  E.  C. 

"Popular"  Records  in  Popular  Demand 

Big  preparations  are  under  way  by  the  Sound 
Recording  Co.,  London,  for  the  handling  of  an 
extra  large  trade  this  season.  As  a  result  of  a 
rearrangement  and  new  equipment  installation 
of  presses,  the  factory  is  in  a  position  to  look 
after  double  the   output   of  previous  seasons. 

The  recording  side  is  well  up  on  impress- 
ments of  London's  latest  music  hits,  and  during 
this  year  alone  I  am  told  that  the  "Popular" 
repertoire  has  been  increased  by  fully  150  titles 
covering  the  leading  publishers'  star  successes. 
W.  Chapman,  the  company's  general  manager, 
tells  me  that  "the  recording  department  will 
hold  weekly  sessions  ready  for  the  Autumn  and 
Winter  trade,  which  we  anticipate  will  greatly 
exceed  that  of  1919."  "Wholesale  orders  placed 
by  factors  for  September  delivery,"  continued 
Mr.  Chapman,  "are  such  as  to  denote  that  we 


have  again  to  face  night  shifts  at  an  early  date, 
for  which  we  are  fully  equipped."  This  makes 
good  reading  for  oversea  dealers,  because  the 
Sound  Recording  Co.  specializes  on  export  or- 
ders in  bulk  and  if  necessary  is  prepared  to 
pair  titles  according  to  customers'  requirements 
on  sufficiently  large  orders.  A  really  live 
British  firm! 

Announcement  of  Federation  Activities 

R.  H.  Tatton,  organizing  director  of  the  Fed- 
eration of  British  Music  Industries,  has  just 
issued  for  publication  a  lengthy  and  interesting 
statement  regarding  that  central  trade  organiza- 
tion, its  aims  and  its  objects.  The  statement 
sets  forth  the  fact  that  60  per  cent  of  the  total 
revenue  of  the  financial  year  beginning  Sep- 
tember next  will  be  devoted  to  propaganda 
work,  the  remaining  40  per  cent  to  be  allotted 
to  administrative  expenses  and  trade  organiza- 
tion work.  He  declares  that  the  financial  sup- 
port so  far  accorded  the  Federation  has  been 
very  satisfactory. 

"The  slogan  of  the  Trade  Committee,"  says 
the  report,  "is  'One  for  All  and  All  for  One.'  " 
Therein  lies  the  dominant  economic  principle  of 
commercialism  of  our  time.  Within  that  prin- 
ciple the  possible  activities  of  the  Trade  Com- 
mittee are  many.  For  immediate  prosecution, 
three  such  are  selected.  First,  the  compilation 
and  circulation  of  trade  statistics.  Thfre  is  no 
manufacturer  or  trader  but  who  finds  such  in- 
formation necessary  to  his  business.  The  collec- 
tion, tabulation  and  digestion  of  that  informa- 
tion makes  serious  inroads  on  his  time  and  his 
money.  Proportionately,  the  same  amount  of 
time  and  money  is  spent  by  each  individual. 
That  is  waste.  For  the  same  expenditure  that 
is  incurred  by  each  one,  each  for  his  own  busi- 
ness, this  can  be  done  by  one  for  all.  The  Fed- 
eration undertakes  to  do  that.  Consequently, 
(Continued  on  page  228) 


The  Sound  Box   That  Has  Beaten  the  Band 


An  All  British  Production  of  the  Highest  Grade;  Marketed  at  Popular  Prices 

4  — Models  Only— 4 

Vernon  Lockwood 
Manufacturing  Co.,  Ltd. 


Export  Quotations  for  Quantifies  at 
Extraordinarily  Low  Prices. 


LARGEST  OUTPUT  IN  UNITED  KINGDOM 


76-78  CITY  ROAD 
LONDON,  E.  C.  I. 


HOME  TRADE  OUTPUT  BOOKED  UP  FOR  SEASON  1919-1920.  WILL  MAIL  SAMPLE  SET  4 
MODELS  B.C.E.F.(one  only)TO  ANY  RECOGNIZED  JOBBER  ON  RECEIPT  DRAFT,  $5  (DOLLARS) 


230 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


ADVANCE  RECORD  BULLETINS  FOR  OCTOBER— (Continued  from  page  229) 


54051  Marechiare  (Di  Giacomo-Tosti)  Neapolitan  Song 

Tenor  (in  Italian)   Tito  Schipa 

STANDARD  SONGS— OLD  AND  NEW 
27030  Voci   di   Primavera    (Spring   Voices)  (Strauss) 

Soprano    (in   Italian)    .  Helen  Yorke 

That  Night  (Penn-Vanderpool).  Soprano, 

Helen  Yorke 
52050  Gypsy  John   (Melville-Clay).  Baritone, 

Percy  Hemus 

The  Garden  of  Sleep  (Scott-de  Lara).  Baritone, 

Percy  Hemus 

22413  Ma  Curly-Headed  Babby   (Clutsam).  Contralto, 

Marion  Evelyn  Cox 
The  Arrow  and  the  Song  (Longfellow-Pinsuti). 

Contralto   Marion  Evelyn  Cox 

REAL  OLD-TIME  NEGRO  SPIRITUALS 
22400  Ezekiel  Saw  de  Wheel.  Unaccorap., 

Biddle  University  Quintet,  Charlotte,  N.  C. 
I've  Got  a  Home  in  That  Rock.  Unaccomp., 

Biddle  University  Quintet,  Charlotte,  N.  C. 
NEW   INSTRUMENTAL  RECORDS 
22402  The    Herd    Girl's    Dream    (Labitzky).  Violin, 

Flute    and  Piano  

Longo  Trio  (F.  Longo-N.  Laucella-S.  Guidi) 
Angel's   Serenade    (Braga).    Violin,   Flute  and 
Piano, 

Longo  Trio  (F.  Longo-N.  Laucella-S.  Guidi) 
25041  Die  Meistersinger  (Wagner-Wilhelm)  ("Walther's 
Prize    Song").     Cello   Solo.     Piano  Accomp., 
Cornelius  Van  Vliet 
Gavotte,   No.   2    (Popper).    Cello   Solo.  Piano 

Accomp  Cornelius  Van  Vleit 

NEW  BAND  AND  ORCHESTRA  RECORDS 
40204  Siamese  Twins  (Rousseau).  Cornet  Solo, 

With  Garde  Republicaine  Band  of  France 
Le  Chalet  (Adam)  ("Grand  Air").  Baryton  Solo, 
With  Garde  Republicaine  Band  of  France 
40206  Prelude  in  C  Sharp  Alinor  (Rachmaninoff), 

Waldorf-Astoria   Concert  Orch. 

(Joseph  Knecht,  Cond.) 
Hejre   Kati    (Hubay).    Hungarian  Airs, 

Waldorf-Astoria  Concert  Orch. 

(Joseph  Knecht,  Cond.) 


12 


10 
10 


12 
12 


10 
10 


10 

10 


10 
10 


10 


10 
10 


12 
12 


12 


12 


iata")   Conway's  Band 

4138  Kailima  Waltz.     Hawaiian  guitar  duet, 

Ferera-Francbini 

Hilo  March.     Hawaiian  guitar 


GENNETT  LATERAL  RECORDS 


9061  Hold  Me  (Hickman-Black)  .  Fox-trot, 

Cordes  Orch. 

Manyana  (Fier).    Fox-trot.  .Paradise  Novelty  Orch. 

9062  Marion  (You'll  Soon  Be  Marryin'  Me)  (Ingham, 

McConnell,  Krengle  and  Smith).  Tenor-Con- 
tralto Duet.    Orch.   Accomp  Ballard-Terell 

Wond'ring  (Lee  David).  Tenor  Solo.  Orch. 
Accomp  Harry  Mann 

9065  Chili   Bean    (Von   Tilzer-Brown).    Tenor  Solo. 

Orch.   Accomp  Billy  Murray 

The  Argentines,  the  Portuguese  and  the  Greeks 
(Morgan-Swanstrom).  Baritone.  Orch.  Ac- 
comp Arthur  Cx)llins 

9066  Cohen  Talks  on  Prohibition.    Omic  Monologue, 

Monroe  Silver  (Comedian) 
Cohen  Talks  About  the  Ladies.  Omic  Monologue, 

Monroe  Silver  (Comedian) 

9063  Tell  Me,  Little  Gypsy  (From  Ziegfeld  "Follies 

of    1920")     (Irving    Berlin).    Baritone  Solo. 

Orch  Accomp  Elliott  Shaw 

You're  the  Only  Girl  That  Made  Me  Cry  (Fred 
Fisher).    Vocal  Trio.    Orch.  Accomp., 

^  Crescent  Trio 

9064  Hiawatha's  Melody  of  Love  (Meyer-Byran-Mel- 

linger.    Tenor-Bariton  Duet.    Orch.  Accomp., 

Chas.  Hart-Elliott  Shaw 
Apple    Blossom    Time     (Von  Tilzer-Fleeson). 
Tenor-Baritone  Duet.   Orch.  Accomp., 

Chas.  Hart-Elliott  Shaw 
9059  Anytime,    Anyday,    Anywhere    Medley  (Intro. 
Gra-Na-Da)  (Kortlander-Weslyn).  Medley  Fox- 
trot  Harry  Raderman's  Orch. 

Kismet  (Henlere).  Fox-trot, 

Green  Bros.  Novelty  Band 


9060  Jean    Medley  (Intro. 
(Brooks).  Fox-trot. 

Sahara  Rose  Medley 


So    Long,    Oo  Long) 
Xylophone  Duet  Chorus, 

Green  Bros.  Novelty  Band 
(Intro.   C-u-b-a)  (Clarke- 
Donaldson).    Fox-trot   ....Paradise  Novelty  Orch. 
(Hirsch-Harbach).    Tenor-Cxmtralto    Duet.  Orch. 

Accomp  Ballard-Terall 

9057  The  Love  Nest  (From  Musical  Comedy  "Mary") 

(Hirsch-Harbach).      Tenor  -  Contralto  Duet. 

(i)Tch   Accomp  Ballard-Terall 

Tired   of   Me    (Donaldson   and    Clark).  Tenor 
Solo.     Orch.   Accomp  Geo.   Wilton  Ballard 

9058  The  Love  Nest  (From  Musical  C^omedy  "Mary") 

(Hirsch).    Fox-trot  Harry  Raderman's  Orch. 

In  Sweet  September  (James  V.  Monaco).  Fox- 
trot  Green  Bros.  Novelty  Band 

9067  How  We  Laugh.    Laughing  Song.    Orch.  Ac- 
comp darles  Penrose,  Laughing  Comedian 

The  Cigar  Girl.   Laughing  Song.   Orch.  Accomp., 

Charles  Penrose,  Laughing  Comedian 
El  Capitan  March  (Sousa), 

His  Majesty's  Scots  Guards  Band 
Preciosa  March  (M.  Devery), 

Gennett  Military  Band,  Karl  Freizicht  Conducting 
La  Paloma  (Yradier) ..  Carlo's  Mexican  String  Orch. 
Hearts   and   Flowers  (Tobani), 

(Carlo's  Mexican  String  Orch. 

9069  Way    Down    Barcelona    Way  (Jentes-Fisher). 

Baritone-Tenor  Duet.    Orch.  Accomp., 

Collins-Harlan 
Tiddle  Dee  Winks  (Handman  &  Kilgour).  Con- 
tralto.   Orch.  Accomp  Flo  Bert 

9070  That  Beautiful  Land.    Tenor.    Violin  obbligato 

by  Franz  Gcrkin.     Piano  by  Hugo  Manself, 

Harold  Elliott 
My  Mother's  Prayer.    Tenor.     Violin  obbligato 
by  Franz  Gerkin.     Piano  by  Hugo  Manself, 

Harold  Elliott 
9072  Down  the  Trail  to  Home,  Sweet  Home  (Ernest 
R.  Ball).  Tenor-Baritone  Duet.  Orch.  Accomp., 

Bell-Sharpe 

When  Honey  Sings  an  Old-time  Song  (Orey). 
Tenor-Soprano  Duet.    Orch.  Accomp., 

Ballard-Lennox 


9068 


9071 


OKEH  RECORDS 


4133  American  Legion  March  Conway's  Band 

Heads  Up   Conway's  Band 

4134  Hoston   Commandcry    March. ..  .Conway's  Band 
The  Blue  and  Grey  Patrol  Conway's  Band 

4135  Auto    Riders  Frolic  (Conway's  Band 

Near  Beer   Conway's  Band 

4136  The  Boy  and  the  Birds  (Characteristic), 

Conway's  Band 

Aubadc  Printaniere  (Spring  Morning  Serenade), 

Conway's  Band 

4137  Traviata  (Part  1)   (From  Opera,  "La  Trav- 
iata")   Conway's  Band 

La  Traviata  (Part  2)  (From  Opera,  "La  Trav- 


10 
10 
10 
10 
10 
10 

10 

10 

10 


4139  The  Gossip  (Polka  Intermezzo). 
4141 


duet, 

Ferera-Franchini 
Accordion  duet, 
Perry-Peppino 

solo  Perry 

Shannon  Four 


4142 
4143 

4144 

4145 
4147 
4148 
4149 
4150 
4151 

4152 
4153 

4162 
4154 

4155 

4156 

4157 

4158 
4159 
4160 

4161 


Mazurka  Zingano.  Accordion 
Kentucky  Babe.  Male  quartet. 
Can't  Yo'  Heah  Me  Callin'  Caroline?  Baritone 

with   orch  Ijreek  Evans 

Because.  Tenor  with  orch.  ..  .Harry  McClaskey 
Dear  Heart.  Tenor  with  orch.  .Carroll  bhannon 
When   I'm   Gone    Vou'U    Soon   Forget.  Vocal 

with  orch  Peerless  Quartet 

(jolden  C^rown.  Baritone  with  orch. Ernest  Hare 
Nearer  My  God  to  Thee.     Vocal  quartet. 

Shannon  Four 

Softly  and  Tenderly.  Tenor-Baritone  duet  with 
orch  Reed    Miller-Royal  Dadmun 

Cohen  Talks  About  the  Ladies.  Descriptive 
monologue   Monroe  biiver 

Cohen   at   the   Movies.     Descriptive  monologue, 

Monroe  biiver 

You  and  Your  Smile  (Make  Life  Worth  While). 

Tenor  with  orch  Harvey  Hindermyer 

Shaoows  of  -Love.     Tenor  with  orch.. 

Reed  Miller 

I'm  Waiting  for   Ships  That  Never   (Jome  In. 

Baritone  with  orch  Elliott  Shaw 

I'm  On  My  Way.     Male  quartet  with  orch.. 

Shannon  Four 
Brazilian  Chimes.     Male  Trio  with  orch.. 

Crescent  Trio 
Samoa.     Tenor-Baritone  duet  with  orch., 

Carroll   Shannon-Joseph  Phillips 
My  Dixie  Rosary.     Male  Trio   with  orch.. 

Sterling  Trio 

Mammy's  (aood-Night  Lullaby.  Tenor-Baritone 
duet  with  orch  Hart-Shaw 

Close  to  Your  Heart  (From  Musical  Piay, 
"Honey  Girl").  Contralto-Baritone  duet  with 
orch  Helen    Clark-Joseph  Phillips 

Down  the  Trail  to  Home  Sweet  Home.  Tenor 
with  orch  Henry  Burr 

I'll  Be  With  You  in  Apple  Blossom  Time. 
Tenor-Soprano  duet  with  orch..  .Hart-Nealson 

Wishing  Aloon.    Tenor-Baritone  duet  with  orch., 
Carroll  Shannon-Joseph  Phillips 

Tia-Da-Tia-Da-Dee  (That's  the  Melody).  (From 
Musical  Play,  "Look  Who's  Here").  Con- 
tralto duet  with  orch  McCarthy  Sisters 

You'll  See  the  Day,  (From  the  "Shubert  Gaie- 
ties,  1919").     Contralto   duet  with  orch., 

McCarthy  Sisters 

The  Rosary.     Tenor  with  orch.  .William  Robyn 

The  Clang  of  the  Forge.    Baritone  with  orch., 

Greek  Evans 

Left  All  Alone  Again  Blues.  (From  Musical 
-Play  "The  Night  Boat").  Fox-trot, 

Rega  Dance  Orchestra 
Underneath  the  Palms.  Fox-trot, 

Hotel  Commodore  Orchestra 
Anytime,   Anyday,   Anywhere.  Fox-trot, 

Rega   Dance  Orchestra 

Wigwam.  Fox-trot, 

Green  Brothers'  Novelty  Band 
So  This  Is  Paris.    One-step.    Saxophone  Sextet, 
Joe  Thomas  Sax-O^Tette 
Ringtail  Blues.     Fox-trot.     Saxophone  Sextet, 

Joe   Thomas  Sax-C)'-Tette 
Ole   South    (A   Plantation  Patrol), 

(ijnway's  Band 
The  Wedding  of  the  Rose  (Intermezzo), 

Cx^nway's  Band 

Serenade  D'Amour  Conway's  Band 

Serenade  Hongroise   (French  style), 

Conway's  Band 

Trumpeter's  Carnival — March ..  Conway's  Band 
Windy  Willie  (Characteristic  March), 

Conway's  Band 

Honolulu    Bay    Waltz.     Hawaiian    guitar  duet, 

Ferera-Franchini 
Honolulu  March.     Hawaiian  instrumental  duet, 

Ferera-Franchini 
"Suite,"  a  Day  in  a  Florida  Woodland  (Part  1). 
Morning   Scene.     Whistling   solo    with  orch., 
Sibyl  Sanderson  Fagan 
"Suite,"  a  Day  in  a  Florida  Woodland  (Part  2). 
"At    the    Mill."     Whistling   solo    with  orch., 
Sibyl  Sanderson  Fagan 


10 

10 

10 

10 
10 
10 

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10 
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10 
10 

10 

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10 

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EMERSON  PHONOGRAPH  CO. 


10223 


10224 
10225 


10226 


10234 


10233 


10235 


10236 


10237 


10227 


NEW  SONG  HITS 
Chili   Bean,   Eenie-Menie-Minie-Mo  (Brown-Von 

Tilzer).     Comedy   Song,   Orch.  accomp., 

Irving  Kaufman 
In   the   Blue    Grass    State.    (Dorothy  Holmes) 

Baritone    Solo,    Orch.    accomp  Arthur  Fields 

The    Love    Nest    (From    Musical  Production, 

"Mary")      (Harbach— Hirsch).     Tenor  Solo. 

Orch.  accomp  Walter  Scanlan 

When  I  Looked  in  Your  Wonderful  Eyes  (Os- 

borne-Dunkerley).    Tenor  Solo,  Orch.  accomp., 

Walter  Scanlan 
Down  the  Trail  to  Home  Sweet  Home  (Ernest 

R.  Ball).     Tenor  Solo,  Orch.  accomp., 

Walter  Scanlan 
Sweetie  o'Mine  (Gillespie- Van  Alstyne).  Tenor 

and  Baritone  Dijet,  Orch.  accomp., 

Irving  and  Jack  Kaufman 
Stop!  Lookl  Listen!  To  the  Music  of  the  Band 

(Brown-Von    Tilzer).      Novelty    Song,  Orch. 

accomp  Bert  Harvey 

My   Little   Bimbo   Down   on   the   Bamboo  Isle 

(Clarke- Donaldson).      Baritone     Solo,  Orch. 

accomp  Arthur  Fields 

Way    Down    Barcelona    Way  (Jentes-Fisher). 

Comedy  Song,  Orch.  accomp. ...  Fred  Hillcbrand 
After   You   Get   What   You    Want   You  Don't 

Want   It    (Irving   Berlin).     Character  Song, 

Orch.  accomp  Eddie  Nelson 

What  Cha   Gonna   Do  When  There  Ain't  No 

Jazz?      (Leslie-Wendling).      Jazz  CTharacter 

Song,   Orch.  accomp   Eddie  Nelson 

Sally  tJreen.    (Jerome-White).    Character  Song, 

Orch.  accomp  Irving  and  Jack  Kaufman 

Down  Around  the  River  at  the  Dixie  Jubilee. 

(Yelkn-Morris).       Character      Song,  Orch. 

Accomp  Elizabeth  Murray 

Mammy's    Goodnight    Lullabye.     (Von  Tilzer- 

Jeromc).  Bass  Solo,  Orch.  Accomp. .  .Ernest  Hare 
Maybe.     (Benny   Davis).  Baritone  Solo,  Orch. 

Accomp  Eddie  Nelson 

See    Old    Man    Moon    Smile.      (Al  Bernard). 

Negro  Dialect  Duet,  Orch.  accomp., 

Ernest  Hare-Al  Bernard 
You're  My  Gal.    (Al  Bernard).  Negro  Dialect 

Duet,  Orch.  accomp   Ernest  Hare-Al  Bernard 

LATEST  DANCE  HITS 
Lotus  Flower  (Gerald  Arthur).  Waltz, 

Sanford's  Famous  Dance  Orch. 
Kamcl-Uind.       (Gold-Ribaud-Messinger).  Fox- 
trot  Green  Brothers'  Novelty  Band 


10228  The  Moan..    (James  L.  Shearer).  Fox-trot, 

Green  Brothers'  Novelty  Band 
Daddy,   You've   Been  a   Mother  to   Me.  (Fred 
Fisher).    Waltz   ...Sanford's  Famous  Dance  Orch. 

10229  Sunshine  Girl.     (Lada-Nunez-Cawley).  Fox-trot, 

Louisiana  Five 
B-Hap-E.    (Lada-Nunez-Burger).  One-step, 

Louisiana  Five 

10238  Gra-Na-Da.   (Norman  Spencer).  Fox-trot, 

Plantation  Jazz  Orch. 
Just  Like  the  House  That  Jack  Built.  Intro- 
ducing "Cindy,"   from  "Cinderella  on  Broad- 
way" (Bert  Grant).   Fox-trot  ..Merry  Melody  Men 

10239  In   Old  Manila.     (Mary   Earl).  Fox-trot, 

»  Plantation  Jazz  Orch. 

Laughing  Vamp.    (Associated  Music  Writers  of 
America).   Fox-trot,  with  Laughing  Chorus, 

Plantation  Jazz  Orch. 

10240  Murder.    (Byron  Gay).    One-step  With  Words, 

Plantation  Jazz  Orch. 
I  Love  You  Sunday.    (Byrne-Straight).  Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 

10241  Town  Topic  Rag.    (Lada-Spencer).  One-step, 

Louisiana  Five 
I'll  Get  Him  Yet.    (Lada-Williams).  Fox-trot, 

Louisiana  Five 

10242  Whispering.     (John   Schonberger) .  Fox-trot, 

Van  Eps  Specialty  Four 
(Van  Eps-Banta-Green-Glantz) 
Yo  San.    (Jean  Hazard).  One-step, 

Van  Eps  Specialty  Four 
(Van  Eps-Banta-Green-Glantz) 
NOVELTY  SELECTION 
10232  Cohen  on  Prohibition.    Monologue ....  Monroe  Silver 
Cohen  Talks  About  the  Ladies.  Monologue, 

Monroe  Silver 


BRUNSWICK  RECORDS 


SIXTH  RELEASE 
CONCERT  SONGS 
10018  Your  Eyes  Have  Told  Me  So  (O'Hara).  Tenor, 

with  Orch  Mario  Chamlee 

35000  On    the    Road    to    Mandalay  (Kipling-Speaks). 

Baritone,  with  Orch  Richard  Bonelli 

Tim  Rooney's  at  the  Fightin'  (Flynn).  Bari- 
tone, with  Orch  Richard  Bonelli 

5020  Kiss  Me  Again  (from  "Mile.  Modiste")  (Victor 

Herbert.    Soprano,  with  Orch  Irene  Williams 

Oh  Promise  Me  (from  "Robin  Hood")  (Reginald 
de  Koven).    Contralto,  with  Orch.  Elizabeth  Lennox 
POPULAR  VOCAL 

2044  The  Love  Nest  (from  Musical  Comedy  "Mary")., 

(Barback-Hirsch).     Soprano  and  Tenor,  with 

Orch  Irene  Audrey-James  Sheridan 

The  Love  Boat  (from  "Ziegfeld  Follies")  (Gene 
Buck- Victor    Herbert).     Tenor,    with  Orch., 

James  Sheridan 

2045  My  Little  Bimbo  on  Bamboo  Isle  (Clark-Don- 

aldson).    Baritone,   with   Orch  Ernest  Hare 

Why  Don't  You  Drive  My  Blues  Away?  (Davis- 
Papa).     Tenor,  with  Orch  Al  Bernard 

DANCE  MUSIC 
2043  Sweet   September    (Monaco) — Fox-trot, 

Green  Bros.  Novelty  Band 
Ev'rybody    Calls    Me    Honey  (Lyonsi-Straight- 
Wenrich) — One-step ....  Green  I3ros.  Novelty  Band 

5021  Kismet    (Herschel   Ilenlere) — Fox-trot, 

Isham  Jones  Rainbo  Orchestra 
Happy  (Hugo  Frey) — One-step, 

Isham   Jones    Rainbo  Orchestra 
2049  Whispering  (Intro.:  "Behind  Your  Silken  Veil") 

(Schonberger)   Vernon  Trio 

My  Midnight  Frolic  Girl  (Intro.:  "Why  Didn't 
You  Leave  Me  Years  Ago?")  (from  "Ziegfeld 
Follies    of    1920")     (Black-(Jottler) ..  Vernon  Trio 


PARAMOUNT  RECORDS 


33065 
33066 
20019 
20020 

20021 
20022 

20023 
50023 


Hilo  March.  Hawaiian  Guitars. ..  .Fei  ara-Franchini 
Honolulu  Bay.    Hawaiian   Guitars.  .Ferera-Franchini 

StradelH  Overture.    Accordion   Solo  Frasini 

Light  Cavalry  (Overture.    Accordion  Solo.  ...  Frasini 

Hold  Me.    Fo.x-trot   Selvins  Novelty  Orch. 

Cuban  Moon.    For  Dancing  ..Newport  Society  Orch. 

Love  Nest.    Fo.x-trot   Newport  Society  Orch. 

Let  the  Rest  of  the  World  Go  By  (Intro.  "Who'll 
Take  the  Place  of  Mary?").  Waltz, 

Newport  Society  Orch, 

Manyana.    Fox-trot  All  Star  Trio 

Somebody.     One-step  All  Star  Trio 

Sweetheart,  Do  You  Remember?    Vocal  Solo, 

Billy  Jones 

Tell  Me,  Little  Gypsy.    Vocal  Solo.  ....  .Billy  Jones 

Don't    Take    Away    Those    Blues.  Comedian, 

With  Orch  Flo  Bert 

Whistle  and  I'll  (^me  to  Meet  You.  Comedian, 

With  Orch  Flo  Bert 

My  Wild  Irish  Rose.  Tenor  Solo. ..  .Ernest  Davis 
Mother  Machree.     "Tenor   Solo   Ernest  Davis 


JUST  A  REMINDER! 


Members  of  the  trade  who  have  learned  to 
roll  out  of  their  blankets  in  the  morning  in 
answer  to  a  top  sergeant's  raucous  shout  will 
appreciate  the  following  story  of  army  life: 

He  was  a  very  young  officer,  who  looked  as  if 
he  should  still  be  wearing  knee  breeches. 

One  day,  when  his  company  was  up  for  in- 
spection at  the  training-camp,  one  of  the  men 
remarked  in  a  tone  of  deep  sarcasm,  "And  a 
little  child  shall  lead  them.' 

■'The  man  who  said  that,  step  forward,"  was 
the  immediate  command.  The  entire  company 
stepped  out  and  repeated  the  quotation. 

The  lieutenant  looked  up  and  down  the  line. 

"Dismissed,"  he  announced  shortly. 

The  men  thought  they  had  gotten  the  better 
of  him,  but  not  for  long,  for  that  night  at  re- 
treat when  the  orders  for  the  following  day 
were  read,  they  heard :  "There  will  be  a 
twenty-five  mile  hike  to-morrow  with  full  equip- 
ment, and  a  little  child  shall  lead  tlicm — on  a 
damned  good  horse." 


September  IS,  1920 


THE    TALKING    MACHINE  WORLD 


231 


LATEST  PATENTS 
RELATING 


Washington,  D.  C,  September  7. — Phono- 
graph Cabinet.  Frank  C.  White,  Meriden,  Conn. 
Patent  No.  1,347,067. 

This  invention  relates  to  improvements  in 
cabinets  for  talking  machines  or  phonographs 
and  the  object  is  to  provide  means  for  auto- 
matically closing  the  cabinet  when,  or  just  be- 
fore, the  machine  begins  to  play.  Heretofore, 
it  has  been  necessary  for  the  operator,  after 
placing  a  new  record  on  the  turntable  and 
starting  the  machine,  to  close  down  the  cover 
by  hand.  Because  this  is  a  bothersome  detail, 
it  is  often  neglected.  By  this  invention,  this 
closing  is  automatically  effected  at  the  beginning 
of  the  playing  of  each  record. 

In  the  accompanying  drawings: 

Figure  1  conventionally  shows  the  upper  part 
of  a  talking  machine  cabinet,  the  same  being 
shown  partly  in  section  and  partly  in  elevation 


tips. 


Phonograph  Attachment.  Ralph  W.  Morri- 
son, Omaha,  Neb.,  assignor  to  the  Cathedral 
Fhonograph  Co.,  same  place.  Patent  No.  1,344,- 
186. 

This  invention  relates  to  a  phonograph  at- 
tachment, and  has  for  its  object  to  provide 
means  to  normally  maintain  the  stylus  within 
the  spiral  groove  of  the  disc  during  operation 
or  rotation  of  the  disc,  this  being  of  great  utility 
in  instances  where  the  disc  is  disposed  in- 
clinedly. 

Figure  1  is  a  view  in  side  elevation  of  certain 
operating  parts  of  a  phonograph  with  the  at- 
tachment applied.    Fig.  2  is  a  view  similar  to 


and  representing  therein  only  such  parts  as  are 
essential  to  a  clear  understanding  of  the  inven- 
tion. Fig.  2  is  a  plan  view  of  a  detail,  namely 
the  brake  illustrating  a  small  portion  of  the 
turntable  and  one  corner  of  the  cabinet. 

Talking  Machine  Needle.  Frank  W.  Williams, 
Chicago,  111.    Patent  No.  1,344,839. 

This  invention  relates  to  an  improved  form  of 
a  talking  machine  needle  or  stylus  member 
formed  to  permit  either  end  of  the  needle  there- 
of to  be  used  as  the  playing  point  by  simply 
reversing  the  needle  tubing  through  which  the 
needle  member  longitudinally  projects. 

It  is  an  object  of  this  invention  to  construct 
a  phonograph  playing  needle  both  ends  of 
which  are  adapted  to  be  used  as  playing  points. 

It  is  furthermore  an  object  of  this  invention 
to  provide  a  needle  tubing  through  which  pro- 
jects a  needle  having  one  of  its  extending  ends 
longer  than  the  other  and  further  adapted  to 
utilize  either  projecting  end  as  the  playing  point. 

It  is  an  important  object  of  this  invention  to 
provide  a  talking  machine  needle  member  of 
simple  construction  wherein  a  grooved,  longi- 
tudinally passaged  supporting  member  has  a 
needle  projecting  through  said  passage  to  per- 
mit either  end  of  the  needle  to  be  used  as  the 
playing  point. 

Other  and  further  important  objects  of  this 
invention  will  be  apparent  from  the  disclosures 
in  the  drawings: 

Figure  1  is  a  fragmentary  side  elevational  view 
of  the  reproducing  mechanisms  of  a  phonograph 
the  stylus  bar  of  which  supports  a  stylus  or 
needle  member  embodying  the  principles  of  this 


invention.  Fig.  2  is  a  plan  view  of  the  phono- 
graph needle  member.  Fig.  3  is  a  section  taken 
on  line  3 — 3  of  Fig.  2,  with  the  needle  proper 
shown  in  elevation.  Fig.  4  is  a  section  taken 
on  line  4 — 4  of  Fig.  3.  Fig.  5  is  a  section  similar 
to  that  shown  in  Fig.  3,  of  a  modified  form  of 
the  device.  Fig.  6  is  a  longitudinal  section  of 
another  modified  form  of  the  needle  member. 


that  shown  in  Fig.  1,  being  a  modified  form  of 
the  invention.  Figs.  3  and  4  are  broken  away, 
sectional  views  on  an  enlarged  scale  illustrating 
forms  in  cross-section  of  spiral  grooves  of  discs. 

Talking  Machine.  Victor  H.  Emerson,  New 
York,  assignor  to  Emerson  Phonograph  Co., 
Inc.    Patent  No  1,345,756. 

This  invention  relates  to  talking  machines  and 
has  for  an  object  to  provide  improved  means 
for  reproducing  sounds  from  record  grooves. 

Another  object  of  the  invention  is  to  pro- 
vide means  for  supporting  the  reproducing 
needle  of  a  sound  box  in  such  manner  relative 
to  a  record  groove  that  a  side  wall  of  the  groove 
may  be  brought  into  play  to  vibrate  the  needle 
or  other  similarly  acting  point  in  reproducing 
sounds. 

A  further  object  of  the  invention  is  to  pro- 
vide means  for  so  holding  a  needle  in  repro- 
ducing from  sound  record  grooves  that  it  may 
if  desired  be  applied  interchangeably  to  either 
wall  of  a  record  groove  with  which  it  operates, 
so  as  to  prolong  the  period  of  usefulness  of  a 
record. 

A  further  object  of  the  invention  is  to  pro- 
vide a  talking  machine  in  which  the  reproducing 
point  may  be  made  to  vibrate  laterally  in  con- 
nection with  sound  records  having  the  so-called 
vertically  undulatory  groove,  the  same  as  when 
employed  with  a  laterally  undulating  groove. 

Figure  1  is  a  partial  plan  of  a  talking  machine 
showing  a  disc  record  and  a  sound  box  held  in 


Another  object  of  the  invention  is  to  provide 
an  improved  stylus  bar  with  respect  to  the  man- 
ner of  supporting  it  in  or  upon  the  sound  box, 
the  means  for  securing  a  needle  therein  or 
thereto,  and  means  co-operating  with  the  stylus 
bar  for  varying  the  volume  or  timbre  of  the 
tone  produced  by  the  machine. 

Figure  1  is  a  partial  front  elevation  of  an 
improved  sound  box,  parts  being  broken  away 


■  - —  ^  J* 


position  to  operate  therewith.  Fig.  2  is  an  en- 
larged partial  view  of  a  record  having  a  stylus 
point  entering  the  groove  thereof  as  shown 
in  Fig.  1.  Fig.  3  is  a  sectional  view  on  line  3 — 3 
of  Fig.  2;  and  Figs.  4  and  5  are  similar  views 
of  the  record  shown  in  Figs.  3  and  2,  respective- 
ly, with  explanatory  lines,  and  with  the  repro- 
ducing needle  replaced  by  a  recording  stylus 
in  Fig.  4. 

Sound-Box  for  Phonographs.  Agostino  Bo- 
gati  and  Louis  Aronne,  New  York.  Patent  No. 
1,346,685. 

This  invention  relates  to  talking  or  sound 
reproducing  machines  and  has  particular  refer- 
ence to  sound  boxes  therefor. 

Among  the  objects  of  the  invention  is  to  im- 
prove the  general  construction  of  sound  boxes 
with  respect  to  the  front  and  rear  walls  there- 
of, and  the  means  for  connecting  the  periphery 
of  one  wall  to  that  of  the  other. 


to  disclose  details  of  construction.  Fig.  2  is 
a  vertical  transverse  section  on  the  line  2 — 2  of 
Fig.  1.  Fig.  3  is  a  horizontal  section  on  the 
line  3 — 3  of  Fig.  1;  and  Fig.  4  is  a  detail  per- 
spective view  of  the  sound  regulator. 

Sound  Amplif3dng  Device.  Thomas  H.  Grigg, 
Philadelphia,  Pa.    Patent  No.  1,346,491. 

■This  invention  relates  to  improvements  in 
sound  amplifying  devices  and  aims  to  provide 
a  novel,  simple  and  highly  efficient  device  for 
amplifying  sound  waves  and  for  enriching  the 
tone    thereof.     The    invention    is  particularly 

adapted  for  use  in  the 
Lj^/  sound  passages  leading 

from  the  reproducers 
of  phonographs  where 
it  has  a  marked  effect 
ij^i  in  amplifying  and  en- 
Sis;j  riching  the  sound 
waves. 

In  the  accompany- 
ing drawings  illustrat- 
ing this  invention  Fig- 
ure 1  is  a  longitudinal 
section  through  a  wall  forming  a  sound  passage 
showing  a  face  view  of  a  sound  amplifying  de- 
vice embodying  the  invention  associated  there- 
with. Fig.  2  is  a  longitudinal  section  through 
the  parts  shown  in  Fig.  1,  on  line  2 — 2  thereof. 
-  Turntable  for  Phonographs.  Joseph  G.  Mer- 
riam,  Meriden,  Conn.,  assignor  to  J.  G.  Merriam 
Co.,  same  place.    Patent  No.  1,347,113. 

This  invention  is  a  turntable  for  phonographs 
and  relates  to  improvements  in  such  devices, 
with  a  view  to  overcoming  defects  well  known 
to  those  skilled  in  the  art. 

With  the  foregoing  considerations  in  mind, 
the  object  of  the  present  invention  is  to  provide 
a  turntable  embodying  the  usual  cast  plate 
with  the  circumferential  flange,  but  having  as- 
sociated therewith  an  additional  flange  posi- 
tioned interior  of  the  circumferential  flange, 
which  additional  flange  is  adapted  to  receive 
the  blows  trq,nsmitted  during  the  peening  op- 
eration, and  provides  a  sufficient  mass  of  metal 
to  maintain  the  casting  in  the  position  into 
which  it  is  forced  during  this  operation.  Said 
additional  flange  may  also  serve  as  a  braking 
flange  when  employed  with  machines  adapted  to 
brake  the  turntable  from  the  under  side  thereof. 

A  further  object  of  the  invention  is  to  form 
the  body  of  the  turntable  from  a  plurality  of 
bands  or  ribs  with  intervening  interstices,  which 
bands  or  ribs  are  so  placed  that,  when  the  turn- 
table is  cast  from  its  center,  the  flow  of  molten 
metal  to  all  parts  of  the  mold  may  be  speedily 
accomplished  because  of  the  particular  place- 
ment of  the  ribs  and  their  intersections  where- 
by blow-holes  or  other  defects  in  the  casting 
will  be  obviated.  In  this  manner,  a  very  light, 
(Continued  on  page  232) 


232 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  231) 


j'et  strong  and  rigid,  turntable  is  produced,  with 
a  great  saving  of  metal  and  the  obviating  of  the 
necessitj'  of  using  relatively  high  power  motors 
for  the  operation  of  the  phonograph  with  which 
the  turntable  is  associated. 

In  the  accompanj'ing  drawings  are  illustrated 
dififerent  practical  embodiments  of  the  inven- 
tion, but  tlie  constructions  therein  shown  are 
to  be  understood  as  illustrative  only,  and  not 
as  defining  the  limits  of  the  invention. 

Figure  1  is  an  underneath  plan  of  the  pre- 
ferred form  of  turntable  constructed  in  accord- 
ance with  the  present  invention.     Fig.  2  is  a 


section  on  the  line  2 — 2  thereof.  Fig.  3  is  a 
view  similar  to  that  of  Fig.  1,  but  showing  a 
slightly  modified  form  of  the  invention,  and 
Fig.  4  is  a  section  on  line  4 — 4  of  Fig.  3. 

Tone  Arm  for  Talking  Machines.  Erie  H. 
Hand,  Baltimore,  Md.    Patent  No.  1,345,4S7. 

This  invention  relates  to  talking  machine  tone 
arms,  and  its  object  is  to  provide  the  same  with 
an  au.xiliary  sound  passageway  in  communica- 
tion with  the  main  sound  passageway,  and  a 
means  for  closing  said  auxiliary  passageway  to 
prevent  the  escape  thereinto  of  the  sound  waves 


'.J. 


passing  through  the  main  passageway,  whereby 
it  is  made  possible  to  vary  the  tones  issuing 
from  the  machine. 

In  the  drawing.  Figure  1  is  an  elevation  of 
the  invention,  partly  in  section,  and  Fig.  2  is  a 
cross-section  on  the  line  2 — 2  of  Fig.  1. 

Phonograph  Sound  Box.  Charles  H.  Shaw, 
Babylon,  .\.  Y.    Patent  No.  1,347,059. 

As  is  well  known,  phonographic  records  are 
of  two  general  classes, — one  known  as  "hill- 
and-dale,"  in  which  the  undulations  of  the  sound 
record  are  perpendicular  to  the  surface,  and  the 
other  known  as  "lateral  cut,"  in  which  the 
undulations  are  parallel  to  the  surface,  or  trans- 
verse to  the  groove.  As  a  result,  reproducers 
(or  "sound  boxes,"  as  they  are  frequently  called) 
designed  for  one  type  of  record  are  not  in- 
herently adapted  for  use  with  the  other  type, 
and  accordingly  numerous  attempts  have  been 
made  to  provide  a  sound  box  which  by  suitable 
adjustment  can  be  used  with  both  types.  So 
far  as  is  understood,  the  prior  devices  for  the 
purpose  have  all  involved  shifting  or  turning 
the  sound  box  itself,  or  shifting  the  needle  to 
a  different  holder,  or  using  a  special  type  of 
needle.    Such  expedients  are  inconvenient,  how- 

REPAIRS 


Ail  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


ANDREW  H.  DODIN 

28  Sixth  Avenu*  New  York 

TEI.EPHONF..  SPRING  1194 


ever,  and  in  consequence  none  of  them  has  come 
into  very  extensive  use.  Consequently,  the 
object  of  the  present  invention  is  to  provide  a 
sound  box  or  reproducer  which  will  play  either 
t\pe  of  record  without  change  or  adjustment 
of  any  kind  whatsoever. 

In  carrying  out  this  invention  in  the  preferred 
manner  a  diaphragm  and  diaphragm  chamber 
have  been  provided  as  usual,  and  on  the  edge  of 
the  latter  two  spring  sound  arms  are  mounted, 
preferably  at  right  angles  to  each  other,  ex- 
tending into  engagement  with  the  diaphragm 
at  the  center  of  the  latter,  and  diametrically  op- 
posite to  these  are  provided  two  shorter  spring 
arms  which  do  not  engage-  the  diaphragm.  Be- 
low these  four  arms  is  mounted  on  the  chamber 
a  rigid  member  or  carrier,  in  which  the  needle- 
holder  is  spring-supported.  The  needle-holder 
is  suitably  connected  to  the  four  spring  arms, 
so  that  it  is  supported  partly  by  the  latter  and 
partly  by  the  rigid  carrier.  In  use  the  device 
is  arranged  with  the  diaphragm  downward  and 
slightly  inclined,  and  with  one  sound  arm  radial 
to  the  disc-record  or  parallel  to  the  axis  of  a 
cylindrical  record.  The  other  sound  arm  is 
therefore  in  a  vertical  plane  which  is  practically 
tangent  to  the  record  groove.  Then  with  a 
lateral  record  the  first  sound  arm  actuates  the 
diaphragm,  whereas  with  a  hill-and-dale  record 
the  second  or  tangent  arm  actuates  the  dia- 
phragm. 

The  embodiment  above  outlined  is  illustrated 
in  the  accompanying  drawing,  in  which — 

Figure  1  is  a  side  view  of  the  sound  box, 
attached  to  the  tone  arm  of  a  phonograph  or 
talking  machine,  and 
arranged  in  position  for 
playing.  In  dotted 
lines  the  sound  box  is 
shown  turned  up  to  a 
convenient  position  for 
changing  the  needle. 
Fig.  2  is  a  cross  sec- 
tion of  the  sound  box 
on  a  larger  scale,  taken 
on  a  plane  indicated 
substantially  by  the  line 
2  of  Fig.  3.  Fig.  3  is 
a  bottom  plan  view  of 
the  sound  box.  Fig.  4 
zontal  section  on  line  4- 


is  a  fragmentary  hori- 
-4  of  Fig.  2.    Fig.  5  is 


a  fragmentary  bottom  plan  view  of  the  central 
portion  of  the  diaphragm,  illustrating  the  but- 
ton with  which  the  sound  arms  engage.  Fig.  6 
is  a  detail  sectional  view.  ^ 

Tone  Arm  for  Talking  Machines.  Thomas  H. 
Reed,  Newark,  N.  J.    Patent  No.  1,346,254. 

This  invention  relates  to  tone  arms  for  talk- 
ing machines,  and  the  object  of  this  invention 
is  to  provide  in  a  talking  machine  an  improved 
support  of  mounting  for  a  swinging  sound-bo.x 
or  tone  arm. 

While  the  preferred  form  of  the  invention  is 
illustrated  in  the  accompanying  drawings,  yet 


it  is  to  be  understood  that  minor  changes  may 
be  made  without  departing  from  the  scope  there- 
of. 

Jn  the  drawings: 

Figure  1  represents  a  fragmentary  side  ele- 
vation, partly  in  section,  of  a  talking  machine, 
constructed  in  accordance  with  the  invention, 
and  Fig.  2  represents  a  fragmentary  plan  view 
of  the  same. 

Reproducer  for  Talking  Machines.  Jolui  \V. 
Kaufniann,  Baltimore,  IMci.  l';iti'nt  No.  1.347,- 
813. 

This  invention  is  an  improvement  in  repro- 
ducers for  talking  machines,  and  its  object 
is  to  provide  a  new  and  improved  connection 
between  the  needle  and  the  diaphragm  con- 
tiolliiig  lever,  which  will  eliminate   the  usual 


rigidity    between    these    parts,    substituting  a 
resilient  connection. 
In  the  drawings: 

Figure  1  is  a  perspective  view  of  the  improved 
reproducer;  Fig.  2  is  a  front  view;  Fig.  3  is  a 


vertical  section;  Fig.  4  is  a  perspective  view  of 
the  reproducer  case;  Fig.  5  is  a  partial  perspec- 
tive view  of  a  section  of  the  inner  gasket;  Figs. 
6  and  7  are  perspective  views  showing  modified 
methods  of  clamping  the  springs  to  the  case  of 
the  talking  machine. 

Repeating  Device  for  Talking  Machines. 
George  F.  Voith,  Philadelphia,  Pa.  Patent  No. 
L349,240, 

This  invention  relates  to  repeating  devices  of 
the  general  tj^pe  covered  in  United  States  Patent 
No.  1,248,041,  dated  November  27,  1917. 

One  object  of  the  present  invention  is  to  pro- 
vide an  improved  repeating  device  of  the  above 
type  which  can  be  quickly  and  cheaply  manu- 
factured and  which  will  be  of  a  simplified  con- 
struction. 

Another  object  is  to  so  construct  the  present 
invention  that  reproducing  needles  of  anj'  of 
the  well-know-n  types  can  be  used  in  connection 
therewith. 

Figure  1  is  a  top  plan  view  of  a  repeating  de- 
vice constructed  in  accordance  with  the  inven- 
tion. Fig.  2  is  a  front  elevation  of  Fig.  1.  Fig. 
3  is  a  section  taken  on  the  line  3 — 3  of  Fig.  1. 
Fig.  4  is  a  section  taken  on  the  line  4 — 4  of 
Fig.  1.  Fig.  5  is  a  section  taken  on  the  line  5 — 5 
of  Fig.  1.  Fig.  6  is  a  section  of  similar  nature 
to  that  shown  in  Fig.  5  showing  the  coupling 
member  having  been  moved  into  a  position  to 
permit  adjustment  of  the  device  to  suit  records 
of  various  sizes.     Fig.  7  is  a  perspective  view 


of  the  improved  coupling  member.  Fig.  8  is 
an  enlarged  section  through  the  coupling  mem- 
ber and  taken  on  the  line  8 — 8  of  Fig.  7.  Fig. 
9  is  a  fragmentary  sectional  elevation  showing 
a  portion  of  the  invention.  Fig.  10  is  a  trans- 
verse section  taken  on  the  line  10 — 10  of  Fig.  9. 
Fig.  11  is  a  perspective  view  showing  needle 
holding  and  guiding  portions  of  the  invention. 
Fig.  12  is  a  section  taken  on  the  line  12 — 12  of 
Fig.  11.  Fig.  13  is  a  developed  view  of  the 
needle  holding  and  guiding  means  showing  how 
the  same  is  cut  or  stamped  from  a  piece  of  sheet 
spring  steel,  and  Fig.  14  is  a  perspective  view 
showing  a  modified  form  of  needle  holding  or 
checking  means  which  forms  a  part  of  the  in- 
V  I.  ntion. 

LESLEY'S 
PATCHING  VARNISH 

Dries  in  10  seconds,  flows  without  showing  the  lap.  With 
it  damaged  varnish  can  be  repaired  invisibly.  Price  now 
1  pint  $1;  1  quart  $1.90.  Complete  repair  outfit,  $3.50. 
F.  O.  B.  Indianapolis,  Ind. 

LESLEY  S  CHEMICAL  COMPANY 

Indianapoits,  Indiana 


September  15,  1920 


THE    TALKING    MACHINE  WORLD 


233 


Some  Leading  Jobbers  of  Talking  MacMnes  in  America 


STARR  Phonographs 
and  GENNETT  Records 

Complete  Stock  and  REAL  Service 


PHONOGRAPH  CO. 

Factory  Distributors 
2.4-6  SOUTH_EIGHTH  ST..  RICHMOND.  VA. 
Write  (or  Dealers'  Proposition* 


J.  M.  WALE  ON  MELODEE  ROLL  STAFF 

Well-known  Music  Roll  Traveler  to  Cover  Newr 
Jersey  and  Pennsylvania  Territory  in  the 
Interests  of  the  Melodee  Music  Rolls 


The  latest  important  addition  to  the  organiza- 
tion of  the  Melodee  Music  Co.  is  J.  M.  Wale, 
who  has  long  been  one  of  the  popular  members 


J.  M.  Wale 

of  the  music  roll  industry,  particularly  in  the 
East,  where  he  is  known  to  the  majority  of  the 
dealers  as  "Mace." 

Mr.  Wale  for  the  past  several  years  has  trav- 
eled through  New  Jersey  and  Pennsylvania  for 
the  Q  R  S  Co.  and  will  continue  to  cover  that 
territory  for  the  Melodee  Music  Co.  He 
possesses  a  wide  knowledge  of  the  problems 
connected  with  the  retailing  of  music  rolls,  as 
well  as  the  solution  of  those  problems,  and  has 
the  reputation  of  taking  a  greater  interest  in  the 
dealer's  roll  department  than  does  the  average 
roll  traveler.  Mr.  Wale  makes  a  careful  study 
of  merchandising  problems  and  of  ways  and 
means  for  helping  dealers  put  and  keep  their 
roll  departments  on  a  paying  basis. 


NEW  TELEPHONE  RATES  IN  EFFECT 

Schedule  Filed  With  Public  Service  Commission 
Calls  for  Incr'ease  of  20  and  25  Per  Cent 


The  new  schedule  of  exchange  rates  filed  by 
the  New  York  Telephone  Company  with  the 
Public  Service  Commission  for  the  Second  Dis- 
trict on  July  30  became  effective  September  1, 
and  the  exchange  rates  all  over  the  State  outside 
of  New  York  City  went  up  accordingly.  This 
will  mean  an  increase  of  between  $3,500,000  and 
$4,000,000  annual  revenue  to  the  telephone  com- 
pany, and  according  to  the  Public  Service  Com- 
mission, an  increase  to  out-of-the-city  subscrib- 
ers of  between  20  and  25  per  cent  over  the 
rates  that  maintained  until  September  1. 

The  new  rates  have  already  been  protested  by 
several  up-State  cities  and  the  entire  question 
will  be  investigated  by  the  Commission. 


When  you  find  a  man  people  call  lucky  you 
have  found  a  man  who  is  plucky. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET.  WASHINGTON.  D.  C. 
231  N.  HOWARD  STREET.  BALTIMORE.  MD 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Ua.,  Columbia  Gruphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Graphophone  Co.,  16 
Soutli  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  1000  Wash- 
ington St. 

Buffalo,  N.  Y.,  Columbia  Graphophone  Co.,  737 
Main  St. 

Cbicagu,  lU.,  Columbia  Graphophone  Co.,  325  W. 
Jackson  Blvd. 

Cincinnati,  O.,  Columbia  Graphophone  Co.,  317- 
321  Kast  8th  Street. 

Cleveland,  O.,  Columbia  Graphophone  Co.,  1812 
Kast  30th  St. 

Dallas,  Tex.,  Columbia  Graphophone  Co.,  316 
North  Preston  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Graphophone  Co., 

2ua  VV.  Washiugton  St. 
Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

1017  McUee  St. 
L,os  Angeles,  Cal.,  Columbia  Graphophone  Co., 

8UU  S.  Los  Angeles  St. 
Minneapolis,  Minn.,  Columbia  Graphophone  Co., 

18  N.  3rd  St. 
New  Haven,  Conn.,  Columbia  Graphophone  Co., 

206  Meadow  St. 
New  Orleans,  La.,  Columbia  Graphophone  Co., 

517-525  Canal  St. 
New  York  City,  Columbia  Graphophone  Co.,  55 

Warren  St. 
Omaha,  Neb.,  Eighth  and  Jackson  Sts. 
I'hiladelphia,  Pa.,  Columbia   Graphophone  Co., 

40  N.  6th  St. 
Pittsburgh,  Columbia  Graphophone  Co.,  032-640 

Uuquesne  Way. 
Portland,  Me.,   Columbia  Graphophone  Co.,  43 

Exchange  St. 
Salt   Lake    City,    Utah,    Columbia    Stores  Co., 

221  South   West  Temply. 
San  Francisco,  Cal.,  Columbia  Graphophone  Co., 

130-150  Sutter  St. 
Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 

VVestern  Ave. 
Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 

Post  St. 

St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 
Pine  St. 

Tampa,  Fla.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 

Columbia    Graphophone    Co.,   64~S6  Walllncton 
St.,  West,  Toronto  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


Standard  Talking  Hachinc  Co 


[TXSBUFtGJFi 


W.  J.  DYER  &  BRO. 

DYER  B'LD'G,  ST.  PAUL.  MINN. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  alt 
Points  in  the  Northwest 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


Sherman.^ay&  Co* 

San  Francisco,  Los  Angeles,  Portland.  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 

Distributors  of 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


WUliam  Volkcr  &  Co.,  fc^' D.^t  ir"""''"'' 


DISTRIBUTOR  S 
Complete  Pathephone  and  Pathe  Record  Stocks. 
The  best  proposition  for  the  progressive  dealer. 


Wholesale  Exclusively 

EASTERN  TALKING  MACHINE  CO. 

S5  Essex  Street,  Boston 

VICTOR  DISTRIBUTORS 


234 


THE    TALKING    MACHINE  WORLD 


September  15,  1920 


INDEX -lO  ADVERTISERS 


.9-9 
M  6^ 


A 

Acme  Die  Casting  Corp   42 

Acme  Engineering  &  Mfg.  Co   149 

Aeolian  Co  164,  165 

Aeolian  Co.,   Chicago   145 

Aeolian  Co.,    Cincinnati   20 

Aeolian  Co.,  San  Francisco   47 

Alto   Mfg.   Co   143 

Altschul,   Frederick   P   132 

American  Home  Recorder    49 

-American  Mica  Works    77 

American  Phono.   Co   190 

-American  Talking  Machine  Co   92 

American  Walnut  Mfrs.  Assn   26 

.Andrews,  W.  D.  &  C.  N   77 

-Armstrong  Furn.   Co   18 

Astoria  Mahogany  Co   42 

B 

B  &  H  Fibre  Co   157 

Badgex  State  Cab.  Co   223 

Badger  Talking  Machine  Co   177 

Bagshaw  Co.,  W.  H   84 

Bain   News   Service   74 

Barnhardt  Bros.  &  Spindler   28 

Beacon  Phono.  Co  Insert  following  page  50 

Beecroft,  Clement    108 

Bell  Hood  Needle  Co   58 

Bel  win,    Inc   185 

Blackman  Talking  Machine  Co   117 

Blue  Bird  T.  M.  Co  '   167 

Bolway  &   Son,  Frank   115 

Bond's  Graphophone  Shop   43 

Bon-Ton   Mfg.   Co   171 

Booth  Felt   Co.,   Inc   82 

Brilliantone  Steel  Needle  Co   33 

British  Polyphon  Co   226 

Brooks  Mfg.   Co   202 

Bruno  &  Son,  Inc.,  C   161 

Brunswick-Balke-Collender  Co... Insert  following  page  18 

Bubble  Book  Sales  Corp   14 

Buehn  Co.,  Louis   98 

Buffalo  T.  M.  Co   104 

c 

Cabinet  &  Accessories  Sales  Co   159 

Cardinal  Phono.  Co   184 

Carpenter   Paper   Co   62 

Cathedral  Phono.  Corp   198 

Celina  Spec.  Co   175 

Char^fephone   Co   169 

Cheney  Talking  Machine  Co   31 

Cherington  Mfg.  Co   149 

Chicago  Talking  Machine  Co   138 

Cirola  Phono.  Co   56 

Clark  Co.,  John  Elliott   66 

Classified  Want  Ads  222,  223 

Columbia  Graphophone  Co.  12,  13,  18,  27,  30,  32,  43,  55, 

62,  67,   115,   124,   175,  190 

Commercial  Art  Shop   67 

Commonwealth  Phono  Co   87 

Concert    Record    Mfg.    Co  218d,  218e 

Consolidated  Music  Co   51 

Consolidated  Talking  Machine  Co   219 

Cox,  Geo.  Gay   160 

Crafts-Starr  Phono.   Co   233 

Cressey  &  Allen  ,   90 

Curry,  Frank  B   85 

Curtis-Leger  Fixture  Co   147 

D 

Dalion  Talking  Machine  '   120 

Delpheon  Co   130 

DeMoU  &  Co.,  O.  J   158 

Ditson  Co.,  Oliver   112 

Doctorow,  D.  R   42 

Dodin,  Andrew  H   230 

Doehler  EKe  Casting  Co   81 

Droop  &  Sons  Co..  E.  F   233 

Drying  Systems,  Inc   144 

Duo-Tone  Co   134 

Dyer  &  Bro.,  W.  J  216,  233 

E 

Eastern  Sales  &  Export  Office   156 

Eastern  Talking  Machine  Co  83,  233 

Eclipse  Musical  Co   40 

Edison,  Inc.,  Thos  Back  Cover,  22,  122,  196 

Efficiency  Electric  Co   204 

Eight  Famous  Victor  Artists   203 

Einson    Litho.,   Inc   195 

Eicct-OFilc    Co   113 

Electric  Phono.   Co   173 

Elyea  T.  M.  Co   23 

Emerson  Philadelphia  Co   95 

Emerson  Phonograph  Co   72 

Emerson  Record  Sales  Co   25 

Empire  Phono.  Parts  Co   180 

Empire  Talking  Machine  Co   135 

Endless-Graph  Mfg.  Co  '.   105 

Esco  Music  &  Accessories  C.o   133 

Everybody's  Talking  Machine   Co   98 

Excel  Cabinet  Co   176 

F 

Favorite  Mfg.  Co  168,  194 

Federal  Electric  Co   50 

Fcrro  Phono  Paris  Co   2I8h 

Flctcher-Wickes  Co   30 

Fox  Pub.  Co.,  Sam   205 

Franklin    PIvono.    Co   183 

Fuehr  &  Sicmmcr  Piano  Co   150 

Fulton  Talking  Machine  Co   200 

G 

Gatcly-Hairc  Co.,  Inc   II 

General  Phonograph  Corp., 

In.serts  following  pages  26,  42,  66,  82 

nencral  Phonograph  Mfg.  Co  34,  73 

General  Sales  Corp   80 

(»ib»on-Snow   Co  '   37 

ril<>l>e   Drralcomanle  Co   32 

rilynn,  W.  R.,  Distributing  Co   37 

(pramophone    Co.,    Ltd   224 

Granby    Phono.   Corp  100,  101 

Grande  Phono  Co   155 

Grand  Rapidg  BraM  Co   75 


Gray  Co.,  Walter  S   81 

CIra.'  &  Dudley  Co   55 

Gretsch  Mfg.  Co.,  Fred   29 

Grev  Gull  Records.   118 

Griffith  Piano  Co   37 

Grinnell    Bros   123 

H 

Hallet  &  Davis  Piano  Co   85 

Handy  Mfg.  Co   153 

Harper  &  Bro   14 

Harponola    Co   59 

Herbert  &  Huesgen  Co   82 

Hessig-Ellis  Drug  Co   37 

Heywood  Bros.  &  Wakefield  Co   125 

Hiawatha  Phono.  Co  -.   152 


Hillman  &  Son  Phonograph  Co. 

Horton-Gallo-Creamer  Co  

Hough,  J.  E.,  Ltd  

Hough,   L.  W  ■•.  

Howe  &  Co.,  C.  W  

Hughes,  F.  G. 


37 
87 


65 


Hunt,  r.  D.,  Mfg.  Co  -   163 


Ilsley,  Doubleday  &  Co   69 

Independent  T.  M.  Co   64 

International  Mica  Co   211 


Jewel  Phonoparts  Co . .   Ill 

Jones-MotrDla,   Inc   197 

K 

Kennedy-Green  Co   19 

Kent  Co.,  F.  C   16 

Keystone  Die  Casting  Co   74 

•     "    58 

  37 

  19 

  39 


Keystone   Minerals  Co. 

Kiefer-Stewart  Co  

Kirkman  -Engineering  Corp. 
Knickerbocker  T.  M.  Co... 
Kraft,  Bates  &  Spencer,  Inc. 
Kurman,   N.  A  


218c 


Lakeside   Supply  Co.,  Inc   218c 

Lampagraph  Co  Insert  following  page  74 

Lansing  Co   89 

L' Artiste  Distributing  Co   172 

Lee-Coit-Andreesen  Hdwe.  Co   37 

Lesley's   230 

Lockwood,   Vernon   227 

Long  Cabinet  Co.,   Geo   186 

Lorentzen,  H.  K   50 

Lucky  13  Phonograph  Co   76 

Lundstrom  Mfg.   Co.,   C.  J   45 

Lyon  &  Healy  140,  153,  199 

Lyons,  J.  1   149 

Lyraphone  Co.  of  America   209 

M 

McKinley  Music  Co   205 

Magnavox  Co  37,  181 

-\Iagnola  Talking  Machine  Co  34,   81,   141,   160,  200 

Mandel  Mfg.  Co   217 

Manhattan   Phono.   Parts  Co   38 

Marshall  Co.,  Inc.,  C.  L   37 

Masterpiece    Phono.    Co   213 

Mellor's    61 

Mellowtone  Needle  Co   166 

Mel-O-Dee  Music  Co   102 

Memphis  Plywood  Corp   45 

Mercantile  Finance  Co   HI 

Mermod  &  Co   59 

Mevercord  Co   143 

Mid<el   Bros.   Co  177,  233 

Milwaukee  T.  M.  Mfg.  Co   120 

Minneapolis  Drug  Co   37 

Modernola    Co   91 

Mod-I-Tone  Sales  Mfg.  Co   156 

Montagnes.  I.,  &  Co   37 

M.  S.  &  E   37 

Music  Table  Co   182 

Mutual  T.  M.  Co   38 

N 

National   Co   119 

National   Decalcomania   Co   98 

National    Publishing   Co   6 

Neu  &  Co.,  H.  G   114 

New  Comfort  T.  M.  Co   178 

New  England  Piano  &  Phono.  Co   85 

New  Eneland  Talking  Machine  Co   90 

New  York  .Album  &  Card  Co   4 

New  York  Talking  Machine  Co   138 

New  York  Tent  &  Tarpaulin  Co   71 

Northwest  Phonograph  Jobbers,  Inc   27 

Nvc,  William  F   61 


Ogdcn  Sectional  Cabinet  Co.,  Inc   10 

Ohio    Sales   Co   37 

Opera  phone    Co   218a 

Operollo  Co   '74 

Ormes,  Inc   21 

Oro-Tonc    Co   147 


Paranwunl  Talking  Machine  Co  Inside  Back  Cover 

Parks  &   Parks   124 

Paihe  Frires  Phonograph  Co  192.  193 

Prabodv,  llenrv  W.,  &  Co   212 

IVarsall  Co.,  Silas  E   9 

Pcckham  Mfg.   Co   82 

Pecrlf.is  Album  Co   6 

Pcnn   Phonograph   Co  *  97 

Pirfrct  .Automatic  Rr.ake  Co   153 

Period  Tone  Arm  Co   131 

Perophone  Co..  Ltd   225 

Philadelphia  Show  Case  Co  94.  96 

Phillips  Service.  William   38 

Philwcy  Mfg.   Co   46 

Phonograph  Appliance  Co   92 

Phonograph  Supply  Co.  of  New  England   89 


Phonomotor  Co  *. .  . .  35 

Pierson   Co   191 

Piknik  Portable  Phonograph,  Inc   200 

Playerphone   T.   M.    Co   189 

Player  Tone  T.  M.  Co   207 

Pleasing  Sound  Phono.  Co   115 

Plywood  Corp   79 

Portable  Phono.  Co   179 

Prescott,  F.  M   199 

Progressive  Phonographic  Supply  Co  79,  195 

R 

Racine  Phono.  Co                                                         .  79 

Reed    Co   69 

Reflexo  Products  Co   54 

Regina  Co   214 

Remington  Phono.  Corp   68 

Rene   Manufacturing   Co  58,  127 

Repeater  Stop  Co  ,   150 

Rei>eatograph    Co.    218b 

Rex  Gramophone  Co                                     - . -.   228 

Reynalds,  Wm.  H   35 

Robinson  Pettit  Co.,  Inc   37 

Roemer   Mfg.    Co  ,..  218 

Roemer  Sales  Co.,  M.  M  ;   52 

Rosenberg  Phono.  Co   149 

Rountree  Corp   170 

s 

Saal  Co.,  H.  G   148 

Schmelzer    Co   44 

Seaburg  Mfg.   Co   43 

Serenade  Mfg.  Co  -  .  .  188 

Sharmat  &  Son,  S.  W  ,   89 

Sherman,  Clay  &  Co   233 

Smith  Drug  Co.,  C.  D   37 

Smith,   Kline  &  French   Co   37 

Smith  Laboratories,  H.  J   108 

Smith-Schifflin  Co  '.   194 

Solotone   Mfg.    Co   129 

Sonora  Distr.  Co.  of  Texas   37 

Sonora  Phonograph  Co.,  Inc., 

Inside  Front  Cover,  36,  37,  48,  128 

Soss  Mfg.  Co   187 

Sound  Recording  Co.,  Ltd   227 

Southern  Cal.  Music  Co   99 

Southern   Drug   Co   37 

Southern  Sonora   37 

Southwestern  Drug  Co   37 

Sphinx  Gramaphone  Motors. ..  .Insert  following  page  34 

Stafford  Mfg.  Co.,  E.  H   220 

Standard  Accessory  Corp   211 

Standard  Phonograph  Motors,  Inc  66,  110 

Standard  Talking  Machine  Co   233 

Starr  Piano  Co  . .  .  60 

Stead  &  Co.,  J  226,  228 

Steel,  W.  R   228 

Steger   &   Sons   Piano  Mfg.'  Co   151 

.Stein-Burn   Corp   201 

Steinert  &  Sons  Co.,  M  83,  88 

Stephenson,  Inc  .'   208 

Sterno  Manufacturing  Co   210 

Stewart    Phonograph    Corp   70 

Stewart  T.  M.  Co  119,  173 

Stodart  Phonograph  Co   116 

Stoffer   &    Stackhouse   106 

Stone  Piano  Co  24,  215 

Stratford  Phono.  Co   63 

Strevell-Paterson  Hardware  Co   37 

Superior  Motors  Co   144 

Supplee-Biddle   Hdwe.   Co   98 

Supreme  Phono  Parts  Co   38 

T 

Talking  Book   Corp   126 

Talking  Machine  Co.,  B'ham,  -Ala   71 

Talking  Machine  World  Dealer  Service   109 

Talking  Photo.  Corp   121 

Thomas  &  Proetz  Lumber  Co   168 

Toledo  Talknng  Machine  Co   73 

Tri-Sales    Co   74 

u 

Udell  Works   48 

Unit  Construction  Co   93 

United  Mfrs.  &  Dist.  Co   146 

United  Phonograph  Corp   206 

Universal  Fixture  Corp   154 

Universal  Stamping  &  Mfg.  Co   142 

Usoskin    Litho   50 

V 

Vacuum  Record  Lifter,  Ltd   41 

Val    .Accessory    House   194 

Van  Houten,  C.  T.,  &  Zoon   37 

Van  Veen  &  Co   220 

Vicsonia  Mfg.  Co.,  Inc   15 

\'icti>r  Talking  Machine  Co  Front  cover,  5,  7 

X'itanola  Distributors  Co   97 

\  itanola  Talking  Machine  Co   53 

Wicalion  Co.  of  Boston   86 

Volker  &  Co   233 

w 

Wade  Co.,  R.  C   57 

Wade  &   Wade   139 

Wade  Talking  Machine  Co   107 

Wade,  W.  H....:   163  ' 

W  alters   &   Barry   78 

Walthall   Music   Co   37 

Ward  Co.,  C.  E   32 

W.itson  Bros.  &•  Co   89 

Weber  Knapp  Co   133 

Werlein,    Ltd..    Philip   IH 

Wi  vmann  &  Son,  H.  A   96 

WlMl-iit  Co.,  Perry  B   233 

Widilio.imb  Furniture  Co   lo2 

Winipflicimor  &  Bro.,  .A   103 

Wiiid.wr  Furniture  Co   17 

Wolf.  Clifford  A   187 

Y 

Vain  &  l^iiigi*  Drug  Co   37 

z 

Zi.  Kler.  Baker  &  .Johnson   205 


THE   TALKING    MACHINE  WORLD 


Watch  for  Paramount  in  the 
Saturday  Evening  Post  

October  2nd  the  big,  new  drive  for  building  up  Paramount 
sales  will  get  under  way  in  the  Saturday  Evening  Post, 

Every  four  weeks  a  Paramount  advertisement  will  run  in 
the  Post — something  different,  advertisements  that  sparkle 
with  originality;  the  kind  that  will  get  attention  and  gain 
distinction  for  the  Paramount  line  and  for  those  merchants 
who  handle  Paramount  products. 

Watch  for  Paramount  Post  ads  and  ask  about  the  complete 
co-operative  plan  we  have  put  into  operation  to  help  Para- 
mount dealers  cash  in  on  this  national  advertising.  ^^^^^^^Hl^^^  ■ 

^p^^  REG.  U.S.  PAT.  OFF.  ^  g  I  ■ 

STYtE  M^^J    M"  ^  J    M  ■  ■  m  ^  'M  B     L  Mahogany. 

Mahogany,  Golden  Oak,  Fimi*d  Oak  •  ^  •  •  ^  •  ^   W  Golden  Oak.  Fumed  Oak 

Talking  Machines  &  Records 

October  Releases  of  Paramount  Records  Ujj^^^^ 

I  Hilo  March.    Hawaiian  Guitars  Ferera  and  Franchine 

^jUOj  I  Honolulu  Bay.    Hawaiian  Guitars  Ferera  and  Franchine  l^ip 

,  ,  I  Stradelle  Overture.     Accordion  Solo   Frosini 

•'  I  Light  Cavalry  Overture.   Accordion  Solo   Frosini 

Q  f  Hold  Me.    Fox  Trot  Selvin's  Novelty  Orchestra 

■^^^      I  Cuban  Moon.    For  Dancing  Newport  Society  Orchestra 

onmn  f  Love  Nest.     Fox  Trot  Newport  Society  Orchestra 

I        tj^g  Rggt  of  the  World  Go  By.  (Intro.:  "Who'll  Take  the  Place  of  Mary?")  Waltz 

Newport  Society  Orchestra 

in  mi  I  Manyana.     Fox  Trot  All  Star  Trio 

I  Somebody.    One  Step  All  Star  Trio 

onm-j  I  Sweetheart,  Do  You  Remember?    Vocal  Solo   Billy  Jones 

20022  I  jgii  ]y[g  Litjig  Gypsy.    Vocal  Solo  Billy  Jones 

I  Don't  Take  Away  Those  Blues.    Comedian  with  Orchestra  Flo  Bert 

20023  I  ^j^jgtjg  ^jjj  Y\\  Come  to  Meet  You.     Comedian    with  Orchestra  Flo  Bert 

-  f  My  Wild  Irish  Rose.    Tenor  Solo  Ernest  Davis 

30023  I  jyjQtj^gj,  Machree.     Tenor  Solo  Ernest  Davis 

STYLE  X 

r\*  *1  Mahogany,  Golden  Oak, 

raramount  Distributors  Fumed  oak 

SHIPLEY-MASSINGHAM  CO.,  RICHMOND  HARDWARE  CO.,  OKLAHOMA  PHONOGRAPH  CO., 

Pittsburgh,  Pa.  Richmond,  Va.  Oklahoma  City,  Okla. 

For  Western  Penn.  and  West  Virginia.  For  Virginia.  For  Oklahoma. 

JOERNS  BROS.  MFG.  CO.,  WITTE  HARDWARE  CO  A.  J.  HARWI  HARDWARE  CO., 

St.  Paul,  Mmn.  t  oui<?  Mo            '  Atchison,  Kans. 

For  Minn..  So.  Dak.,  No.  Dak.   and  Eastern  For  Eouri."  For  Kansas. 
Montana. 

E.  R.  GODFREY  &  SONS  CO.,  P.  C.  DOERR  CO.,  BRANDON  &  TURNER, 

MUwaukee,  Wis.  New  Orleans,  La.  i<ock,  Ark. 

For  Iowa,  Illinois,  Michigan,  Indiana  and  For  Mississippi  and  Louisiana.  .  Arkansas. 

Wisconsin.  j-j  TAYLOR  CO 

WILSON  FURNITURE  CO..  p'afam^o^^Co'',' Santa,  Ga.  '  ^oX^t'Z^^Yol 

TC.nH,.W    T^rni=..  ^nH   AI.K.n,.           ^ov  Georgia,  No.  Carolina  and  So.  Carolina.  W"^*  New  York. 

For  Kentucky,  Tennessee  and  Alabama.  ^  O'MEARA-GREEN  MOTOR  CO., 

THE  OHIO  PARAMOUNT  CO.,  PEDEN  IRON  &  STEEL  CO.,  Denver,  Colo. 

6101  Euclid  Ave.,  Cleveland,  O.  Houston,  Texas.  For  Colorado,  Wyoming,  New  Mexico,  Utah, 

For  Ohio.  For  Texas.  Arizona,  Eastern  Nevada,  Southern  Idaho. 


The  Paramount  Co.     :     Port  Washington,  Wis. 


THE    TALKING   MACHINE  WORLD 


Edison  Message  No.  80 


Six  months  ago  we  made  the  statement 
that,  the  prices  of  Edison  phonographs, 
in  spite  of  the  enormous  increases  in  the 
cost  of  raw  materials  used  in  their  manu- 
facture, had  increased  only  1  5%,  including 
war  tax,  since  1914. 

Raw  material  costs  have  advanced  still 
further,  yet  the  prices  of  Edison  phono- 
graphs, to-day,  remain  unchanged. 

We  are  absorbing  the  increases  in  order  to 
stabilize  the  Edison  phonograph  business. 


"Edison  Stood  and  is  Standing  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

Orange,  New  Jersey 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON 

AND  BLUE  AMBEROL  RECORDS 

NEW  YORK 
Albany — American  Phonograph 
Co. 

New  York — The  Phanograffa 

Corp.  of  Manhattan. 
Syracuse — ^Frank  £.  B^lway  k  Sen, 
Inc.  W.  D.  Andrew*  Co. 
(Amberola  only). 


DIAMOND  AMBEROLA 


CAUFORNIA 
Lof  Angelei — ^Ediaon  Phonographs, 
Ltd. 

San  Francisco — Ediaon  Phonographs, 
Ltd. 

COLORADO 
Denrer — Denver  Dry  Goods  C<J. 

CONNECTICUT 
New    HaTen  —  Pardee-Ellenberger 
Co.,  Inc. 

GEORGIA 
Atlanta— Phonographs,  Inc. 

ILUNOIS 
Chicago  —  The     Phonograph  Co. 
Janvea  I.  Lyons  (Amberola  only). 

INDIANA 
Indiaitapolis — Kipp  Phonograph  Co. 

IOWA 

Dr«  Moines — Harger    h  Blish. 
Sioux  City— Harger  &  Blish. 


LOUISIAiNA 
New  Orleans — Diamond  Music  Co., 
Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 
iTcr    Johnson     Sporting  G«ods 
Co.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 
Minneapolis — Laurence  H. 
Lacker 

MISSOURI 
Kansas  City— The  Phonograph  Co. 

of  Kansas  Dty. 
St.  Louis — SilTcrstone  Mwsic 

C*. 

MONTANA 
Helena — Montana  Phonograph 
Co. 

NEBRASKA 
Omaha — Shultz  Bros. 


OHIO 

Cincinnati — The  Phoivograph  Co. 
(HcTeland — The  Phonograpk  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PHtfNSYLVANIA 
Philadelphia — Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Ph.nograph 
Co. 

Williamsport— W.  A.  Myers. 
RHODE  ISLAND 

Providence — J.   A.   Foster  C^. 

(Amberola  only). 


TEXAS 

Dallas — ^Texas-Oklahoma  Phono- 
graph C». 

UTAH 

Ogden — Proodfit   Sporting  Goods 

Co. 

VIRGINIA 
Richmond- The   C.  B.  Haynes 
Co.,  Inc. 

WISCONSIN 
Milwaukee — The  Phonograph  Oo. 
of  Milwaukee. 

CANADA 
Montreal— R.    S.    Williams  & 

Sons  Co.,  Ltd. 
St.   John— W.   H.   Thome  ft  Co., 

Lti 

Toronto— R.    S.    Williams   ft  Sans 

Co..  Ud. 
Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R.  S.  Williams  ft  Sons 

Co..  Ltd. 
Babson  Bros.  (Amberola  only). 
Calgary— R.    S.    Williams   ft  Sons 

Co.,  Ltd. 


VOL.  XVI.  NO.  10 


SWNGLE  COPIES.  25  CENTS 
PER  YEAK.  TWO  DOLLARS 


makers  jv 
selleTs  of 
talking^ 
maclmies 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Fourth  Ave.,  New  York,  October  15,  1920 

gll!IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHIIIIIIIIIII!lll!lll^ 

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II  The  best-known  trade-mark  in  the  world 

11  designating  the  products  of  the  Victor  Talking  Machine  Go. 

1  iiiiiiiiiniiNiiiiiniiiniiiiiiiiiiiiiniiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiii  iii  iiiiiiiiiiiiiiiniiii  i  iiiiiiiiiiii  niiiiiiniiiimiinniiiiniiiimiiiiHimiiniiiiiiiiiiiiiiiiiiniiiDiiiiiiiiniiiiiiiiiniiiiiniiiiiiiiiiiiiiiiiiiiiii^ 

RlillllllMllllllllllllllllllllllllllllllllllllllllllllll  IllllllllllllllllllllillllllllllllllllllllllllllllllllllllilllllllllW^   lllllllllllllilillHIilllilH 

Entered  as  secon(J-class  matter  May  2,  1905,  at  the  post  ofSce  at  New  YorJc,  N.  Y.,  under  the  act  of  Congress  of  March  3,  1879. 
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THE    TALKING    MACHINE  WORLD 


All  Brass  Tone 
Arm 

rPHE  Sonora  Tone 
^  Arm  is  All  Brass 
drawn  to  shape  by 
hydraulic  pressure.  All  Brass  is 
costly  but  is  used  because  it  gives  a 
superb  unequalled  tone.  Most  other 
makers  use  porous,  brittle,  inferior- 
toned,  zinc-lead-tin  castings  for 
tone  arms  because  they  are  cheap!" 


Compare 

Catiinet  I! 


!     \  W 


About  Vs^ 


3/" 


SONORA  cabinets  are  solid  and  sub- 
stantial, made  of  wood  H  inch  thick, 
not  H  inch  like  most  other  makes.  Don't 
be  deceived  by  pieces  added  to  cabinet 
bottoms  to  hide  flimsy  construction. 


onor 


The  Highest  Class  Talking 
Machine  in  the  World 


'  is  matchless  in  tone,  design, 
and  important  features  of  con- 
struction. In  the  Sonora  no  ex- 
pense is  spared  to  secure  the 
very  finest  quality.  Write  to 
us  today  if  you  are  interested 
in  selling  the  famous  Sonora. 


Sonora  is  in  wonderful 
demand,  never  advertises 
"easy  payments"  as  a  leading 
attraction,  sells  easily,  makes 
substantial  profits  for  the 
dealer  and  builds  a  high-grade 
enduring  business. 


Sonora  3Pf)onosrapf)  Company,  3nc. 

George  E.  Brightson,  President 
NEW  YORK  :     279  BROADWAY 
Canadian  Distributors:  I.  Montagnes  &  Co.,  Toronto 


Sonora  is  licensed  and  operates  under  BASIC  PATENTS 

of  the  phonograph  industry 


The  Talking;  Machine  World 


Vol.  16.   No.  10 


TALKING  MACHINE  AS  A  BAROMETER 

Poughkeepsie,  for  Instance,  Has  One  to  Every 
Five  People,  Averaging  One  to  a  Family — 
Barometer  Can  Be  Read  at  Any  Time  and 
Will  Show  the  Musical  Tastes  of  the  People 


A  recent  estimate  based  upon  a  general  can- 
vass, says  the  Poughkeepsie  Courier,  reveals  the 
fact  that  there  are  nearly  five  thousand  Vic- 
trolas  in  the  city  of  Poughkeepsie,  N.  Y.,  which 
precludes  the  question:  What  is  the  talking 
machine's  place  in  music,  its  relation  in  the  gen- 
eral scale  of  cause  and  effect? 

It  was  thought  by  many  in  Poughkeepsie — as 
has  been  the  case  elsewhere — that  the  talking 
machine  might  supplant  "viva  voce"  music,  the 
original  work  of  musicians,  just  as  the  idea  was 
at  one  time  prevalent  that  moving  pictures 
would  eclipse  the  glamour  of  the  legitimate 
stage.  But,  in  Poughkeepsie  at  least,  neither 
condition  has  come  to  pass. 

Strange  though  it  may  appear,  the  talking 
machine  has  become  but  the  barometer  of  mu- 
sical taste  and  appreciation.  To  hear  a  jazz 
piece  played  on  a  Victrola  may  inspire  no  mighty 
desire  to  see  and  hear  the  orchestra  that  made 
the  record,  but  to  listen,  for  instance,  to  the 
strains  of  Rachmaninoff's  "Fifth  Prelude"  is  but 
the  whetting  of  a  yearning  to  see  and  hear  the 
composition  played  by  its  creator.  Such  are  the 
reflections  upon  lovers  of  music  in  the  abstract. 

To  one  who  studies  music,  who  plays  an  in- 
strument, the  rendition  of  the  same  jazz  melange 
by  the  talking  machine  may  occasion  no  rend- 
ing of  heart  strings — or  violin  strings — but  to 
hear  the  classical  composition  played  by  a  mas- 
ter plunges  him  into  the  desire  to  imitate,  the 
while  forcing  upon  him  the  realization  of  the 
hopelessness  of  duplication  by  a  neophyte,  at 
least  in  the  case  of  Rachmaninoff. 

Thus,  considering  that  there  is  on  the  aver- 
age at  least  one  talking  machine  to  every  family 
in  Poughkeepsie,  it  would  be  strange  if  the  read- 
ings of  the  barometer  did  not  vary. 

The  readings  may  be  taken  any  evening  by 
slowly  strolling  through  any  residential  section 
of  the  city — provided  the  weather  be  clear,  the 
walker's  patience  unlimited,  his  sense  of  humor 
impregnable  and  the  Muse  propitious!  As  to 
classification  of  readings,  it  might  be  better  per- 
haps not  to  attempt  it,  considering  the  patience 
of  Job,  the  omniscience  of  Haroun  Al-Raschid 
and  the  philosophy  of  Socrates  might  be  only 
small  factors  entering  into  the  project  of  index- 
ing all  the  melodies  that  might  have  descended 
from  the  time  of  Pan,  from  "Ragging  the  Scales" 
to  "Peer  Gynt"  or  "Cujus  Animan!" 

SLOGAN  FOR  TUNQS=TONE  STYLUS 

Abram  Davega  Suggests  Slogan  to  Attract  At- 
tention to  That  Victor  Product 


Abram  Davega,  vice-president  of  the  Knicker- 
bocker Talking  Machine  Co.,  metropolitan  Victor 
wholesalers  who  recently  offered  a  number  of 
constructive  suggestions  regarding  the  proper  re- 
tailing of  Victor  Tungs-Tone  stylus,  has  suggested 
a  slogan  which  he  hopes  to  make  nationally  pop- 
ular throughout  the  Victor  trade.  The  slogan 
is  "For  Perfect  Sound  Reproduction — Play  Your 
Victor  Records  on  the  Victrola  With  a  Victor  Tungs- 
Tone  Stylus."  Mr.  Davega  is  using  this  slogan  at 
the  bottom  of  his  letterheads  and  is  doing  every- 
thing within  his  power  to  further  the  cause. 

EDISON  ARTISTS  HOME  FROM  EUROPE 

Anna  Case,  the  prominent  soprano,  and  Albert 
Spalding,  noted  violinist,  both  well  known  as 
Edison  artists,  returned  to  the  United  States 
from  Europe  late  last  month  to  prepare  for  con- 
cert and  recital  tours  covering  this  country  dur- 
ing the  coming  season. 


New  York,  October  J  5,  1920 


A.  H.  LEVY  NOW  THE  SALES  MANAGER 

Victor  Traveler  in  the  Southwest  Assumes  Im- 
portant Position  With  Talking  Machine  Co. 
of  Texas — His  Wide  and  Varied  Experience 

Houston,  Tex.,  October  2. — A.  H.  Levy,  who  for- 
merly traveled  throughout  the  Southwest  ter- 
ritory for  the  Victor  Talking  Machine  Co.,  has 
become  associated  with  the  Talking  Machine 
Co.  of  Texas,  Victor  wholesalers  of  this  city, 
in  the  capacity  of  sales  manager. 

In  addition  to  being  thoroughly  versed  in  the 
merchandising  of  Victor  products,  Mr.  Levy  has 
also  had  wide  experience  as  a  musician,  having 
at  one  time  been  associated  with  Sousa's  Band 
and  for  fifteen  years  being  clarinet  soloist  with 
the  Victor  orchestra. 

The  Talking  Machine  Co.  of  Texas,  of  which 
T.  E.  Swann  is  president,  is  now  located  in  its 
new  building  at  the  corner  of  Wood  and  Wil- 
low streets,  where  every  facility  exists  for  the 
handling  of  a  large  volume  of  talking  machine 
business. 


NEW  QUARTERS  FOR  BRYANT 

Well-known  Music  House  Now  Established  at 
861  Eighth  Avenue — Formal  Opening  of  Build- 
ing on  September  18  Largely  Attended 

Bryant's  Music  House,  Inc.,  for  the  last  four 
years  established  at  915-17  Eighth  avenue,  has 
leased  the  entire  building  at  861  Eighth  avenue, 
between  Fifty-first  and  Fifty-second  streets,  in 
order  to  provide  for  its  rapidly  increasing  busi- 
ness. Joseph  M.  Bryant,  president  of  the  firm, 
is  one  of  the  city's  enterprising  business  men 
and  in  the  commodious  new  quarters  this  estab- 
lishment will  be  in  a  better  position  than  ever  to 
handle  its  increasing  patronage. 

Bryant's  music  house,  which  specializes 
in  Victor  and  Columbia  machines,  as  well  as 
records,  pianos,  music  rolls,  sheet  music  and 
small  musical  instruments,  was  formally  opened 
to  the  public  on  the  evening  of  September  18 
with  a  gala  concert  by  eminent  artists  from  4:30 
to  10  p.  m.,  at  which  refreshments  were  served. 

Hangen's  Music  House,  of  Reading,  Pa.,  has  re- 
cently opened  a  talking  machine  department  in  which 
it  is  handling  the  Aeolian-Vocalion,  as  well  as 
records  made  by  the  Aeolian  Co.  A  very  at- 
tractive department  has  been  arranged  which 
will  interest  visitors. 


Does  your  store  contain  the  records  the  people 
want — and  do  you  have  these  called-for  goods 
when  the  people  want  them?  It's  a  mighty  bad 
thing  to  let  your  stock  of  machines,  records  or 
supplies  run  out.  It  is  your  duty,  if  you  intend 
to  be  a  factor  in  the  trade  this  Fall  and  Winter, 
to  place  your  orders  with  manufacturers  now — 
to  keep  your  stock  100  per  cent  complete. 

Sure  as  you're  living,  the  very  day  you  run 
out  of  some  particular  article — especially  an 
everyday  seller — someone  calls  at  your  store 
and  asks  for  it.  Haven't  you  often  had  it  hap- 
pen that  way?  If  you  haven't  you're  an  ex- 
ception to  the  rule.  When  a  person  makes  up 
his  mind  that  he's  going  to  buy  something  he 
usually  buys  at  that  time.  If  he  comes  into 
your  store,  asks  for  some  particular  article  and 
finds  you  are  out  of  it  he  goes  away  disgusted, 
visits  your  competitor's  store  around  the  cor- 
ner, finds  the  desired  article,  makes  his  pur- 
chase, and  you  are  shy  what  otherwise  would 
have  been  a  satisfied  customer.  It  pays  and 
pays  big  to  keep  your  stock  all  the  time  and 
have  it  on  time  to  meet  early  demands. 
People  soon  learn  to  knovv;  the  store  that  has 


Price  Twenty-five  Cents 


WHY  GIVE  THE  MACHINES  AWAY? 

Offer  of  Western  Music  House  to  Send  Out  Ex- 
pensive Victrolas  on  Time  and  Without  a  First 
Payment  Sets  a  Very  Poor  Example  for  Rest 
of  Talking  Machine  Trade  of  the  Country 

The  fact  that  a  music  house  is  large  and  suc- 
cessful is  generally  accepted  as  an  invitation  that 
that  particular  house  has  adopted  and  followed 
methods  of  a  high  character — methods  that  tend 
to  build  up  permanent  trade  and  win  and  hold 
public  confidence.  The  successful  houses  of  the 
talking  machine  industry  are  held  up  as  a  guide 
to  the  smaller  dealers  who  are  advised  to  study  the 
systems  of  the  successful  ones  in  order  that  they 
may  in  turn  realize  similar  success. 

In  the  face  of  all  this  there  are  concerns  who 
evidently  believe  in  methods  that  are  sensational, 
and  while  creating  trade  for  the  moment  are 
calculated  to  cause  a  reaction  in  the  future — a 
reaction  that  will  have  its  effect  on  all  the  trade 
in  the  locality.  One  of  the  largest  music  houses 
in  the  Middle  West,  for  instance,  has  been  ad- 
vertising Victrolas  to  be  sold  on  terms  without 
any  first  payment.  "No  Money  Down"  is  the 
slogan  featured  in  the  large  advertisements,  and 
that  there  may  be  no  mistake  about  it  there  are 
illustrations  showing  one  of  the  high-priced  cabi- 
net model  Victrolas. 

Certain  it  is  that  no  surplus  of  Victrolas  exists 
to  warrant  desperate  efforts  to  bring  about  their 
sale.  To  send  them  out  of  the  store,  therefore, 
without  any  down  payment  not  only  gives  the 
public  a  false  idea  of  their  value,  but  is  calculated 
to  lead  to  the  belief  that  the  market  is  flooded 
and  that  unusual  methods  must  be  resorted  to 
to  move  stock.  Under  the  circumstances,  can  the 
prospective  talking  machine  buyer  be  blamed  for 
holding  off  a  while  in  anticipation  of  a  drop  in 
price? 

For  one  of  the  leading  houses  of  the  trade  to 
set  an  example  of  this  sort  is  a  matter  of  regret. 

TO  MAKE  TALKING  MACHINE  PICTURES 

The  William  H.  Bristol  Audio  Picture  Corp., 
of  Waterbury,  Conn.,  has  filed  an  incorporation 
certificate  in  the  office  of  the  Secretary  of  State. 
It  will  manufacture  sound  records  with  moving 
pictures  and  musical  instruments.  The  stock 
authorized  is  $1,500,000.  William  H.  Bristol, 
Harns  Whittemore  and  T.  F.  Carmody  are  the 
incorporators. 


the  goods  and  that  store  is  the  one  which  they 
are  going  to  patronize  regularly. 

Do  you  have  a  "Want"  book  in  each  depart- 
ment of  your  store?  If  you  don't  you  will  find 
one  a  mighty  convenient  aid  to  good  stock  keep- 
ing. Have  this  book  hung  up  in  a  convenient 
place  where  all  the  salespeople  can  have  ready 
access  to  it.  Whenever  the  salespeople  have 
call  for  any  article  that  your  stock  does  not  con- 
tain, or  when  they  find  stock  on  anything  run- 
ning low,  have  it  written  in  this  book.  Make  it 
a  point  to  inspect  this  book  every  day.  Appear- 
ing on  its  pages  will  be  found  many  articles 
that  you  do  not  handle,  as  well  as  those  you  are 
out  of,  but  it  will  keep  you  well  posted  on  the 
condition  of  your  stock  and  the  public's  de- 
mand. The  continued  demand  for  some  article 
thus  recorded  may  be  so  frequent  you  may  be 
induced  to  place  it  among  your  stock  with  good 
demand  following  its  installation.  Try  this 
"Want"  book  scheme.  You  will  find  it  a  great 
aid  and  through  its  aid  you  will  derive  much 
real  benefit.  Keep  in  close  touch  with  it.  It 
insures  your  having  the  goods  the  neonle  want 
and  when  they  want  them. 


WHY  DEALERS  SHOULD  CARRY  A  FULL  STOCK  THIS  FALL 

Systematic  Effort  Should  Be  Made  to  Supply  All  Demands  of  Customers  in  Both  Machines  and 
Records — "Want"  Book  in  Every  Department  Would  Be  a  Great  Help  for  Checking  Purposes 


4 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


illlllUIIIIIIIIIIIIIIIII|i|||l!!llll 


Prominent  Dealer  Tells  How  He  Scored 
Success  in  the^ Talking  Machine  Business 


sniiiiiDiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiu 

I  did  not  choose  to  open  a  talking  machine  store 
in  the  first  place  as  I  was  studying  for  the  law 
and  in  that  profession  saw  my  future.  However, 
upon  the  death  of  my  father,  a  prosperous  dis- 
tributor, the  job  was  wished  on  me. 

My  struggles  to  learn  the  business,  memorize  the 
various  record  titles,  get  models  and  styles  down 
pat  would  offer  no  particular  aid  to  anyone  as 
most  dealers  have  gone  through  the  same  process 
of  education,  which  consists  of  about  10  per  cent 
brains  and  90  per  cent  work.  However,  at  the 
end  of  my  first  year  I  took  a  long  breath  and 
saw  things  in  their  true  light,  but  it  was  one  year 
gone  and  nothing  tangible  to  show  for  my  work, 
for  I  was  just  where  I  started,  plus  an  added 
}-ear's  experience.  I  noted,  however,  if  I  was  to 
show  a  profit  something  radical  must  be  done. 

In  our  city  of  78,000  inhabitants  were  located 
about  twelve  other  concerns  selling  machines  and 
records  with  business  divided  about  equally.  I 
noticed  that  in  mj-  first  year  I  had  wasted  a  lot 
of  good  time  trying  to  attract  the  so-called  "best 
people,"  such  as  the  music  lover  (so  called),  the 
opera-goer  and  others  whom  I  thought  by  reason 
of  their  standing  were  logical  customers. 

In  this  connection  I  made  the  same  error  as  the 
makers  of  early  tj-pewriters  who  dwelled  upon  the 
fact  that  the  person  who  played  a  piano  had  an  ad- 
vantage when  it  came  to  operating  a  machine.  In 
fact,  early  advertisements  for  typists  specified  '"must 
be  an  expert  pianist." 

My  error  was  thinking  a  person,  to  buj-  high- 
grade  records,  must  be  a  "high  brow"  and  the  so- 
called  common  people  wanted  "rag  time"  and  bal- 
lads. It  did  not  take  me  long  to  find  out  that  oxer 
95  per  cent  of  the  population  have  musical  in- 
clinations and  by  catering  to  the  masses  instead  of 
to  the  classes  I  made  my  first  start. 

Now  I  commenced  to  advertise.  Not  as  I  noted 
other  dealers  doing,  but  in  a  way  which  at  the 
time  I  thought  was  a  waste  of  time  but  later 
proved  to  be  the  real  start  of  my  success. 

Here  was  my  first  ad : 

£iiiiijijiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiliiii!iMiiiiiiiiin!iiiiiiiiiiiiimi:ii^ 

I         HOW  MANY  TALKING  MACHINES    IN  | 

I  TOWN?  I 

p    The  person   who   can   furnish   me   with   the  names 
s    and   addresses  of  every   talking   machine  owner   in  g 
=    town   will   receive  a   new   talking  machine   for   his  1 
^    trouble.     Call  for  particulars.  = 
iiliiiiiiniiiiiiii!iii!iiiiiijinnii:iiiiii!ii<iiiiiiiiniiiii!iii:!iiiiiiii[iiiiiiiiiiliiii:iiiiiiiiiiiiiiliiliiiiiniin^ 

Soon  as  the  advertisement  appeared  people  called 


llllllll 

[Editor's  Note — This  story  is  founded  on  truth.  The 
man  and  the  city  must  remain  incog,  but  perhaps  both  will 
be  recognized  by  some  of  our  readers  familiar  with  the 
case.] 

at  my  store  and  asked,  "How  do  you  go  about  find- 
ing out?"  or,  "Say,  that's  a  big  contract."  Others 
wanted  to  know  if  they  could  canvass  our  homes, 
about  3,000  in  number.  With  each  one  who  called  1 
spent  time  along  the  following  lines :  First 
I  inquired  if  they  really  wanted  to  take  upon 
themselves  the  task.  Next,  I  inquired  if  they  had 
machines,  listing  some  as  machine  owners,  the  others, 
as '  prospects.  As  to  the  prize  I  simply  gave  it 
away  at  the  expiration  of  two  months  to  the  per- 
son who  sent  me  the  most  complete  list  and  let 
it  go  at  that. 

My  next  ad  also  "brought  home  the  bacon," 
so  to  speak,  and  produced  business.  It  ran  as 
follows : 

I  "THANK  YOU"  I 

1  Last  year  I  served  over  3000  Talking  Machine  7 
H  Owners. 

^  I  had  just  45  complaints.  d. 
1  Repairs  to  the  machines  I  sold  were  only  56.  g 
g  Just  two  customers  quarreled  with  my  policy.  g 
M  I  exchanged  only  two  machines.  = 
g  I  sold  Records  to  over  80  per  cent  of  my  callers,  g 
g    Is  this  not  a  good  record?  ,  = 

g  This  year  I  want  to  serve  3000  more  customers.  g 
g  Won't  YOU  be  one  of  them?  g 
^iiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

It  seemed  as  if  the  balance  of  the  population  of 
my  town  was  anxious  to  be  my  customers,  for  no 
sooner  did  this  advertisement  appear  than  people 
commenced  to  come  and  say,  "Sure,  I'll  be  a  cus- 
tomer, might  as  well  buy  here  as  elsewhere." 

I  also  made  it  a  practice  to  have  a  system  of 
inquiry  cards  asking  people  to  write  what  records 
they  desired  that  I  did  not  have  in  stock.  These 
I  procured  and  wrote  to  the  person  who  suggested. 
Then  I  placed  a  notice  on  my  window  reading, 
"Just  in  Stock — 'William  Tell,'  Jim  Jones'  favorite 
record ;  come  in  and  hear  it."  This  flattered  Jones 
and  resulted  in  my  selling  quite  a  few  records  to 
friends  of  Jones. 

I  also  took  great  pains  to  subscribe  for  and 
read  from  cover  to  cover  every  publication  de- 
voted to  my  calling.  I  too  clipped  every  interest- 
ing item,  advertisements  and  other  data.  These  I 
pasted  in  a  scrap  book  and  used  many  times  as  in- 
spirations. 

Why  go  on?     I  did  nothing  no  one  else  could 


iiiiiiiiii:iiijiii:iiiiiiiiiiiiiiiiiiiiiiiiiiiiPiiiiiiiiiiiiiiiiiiiiiiiiiiiiu^ 

not  have  done,  also  nothing  which  was  patented, 
but  I  did  have  a  working  creed  which  I  give  below 
for  the  benefit  of  others  in  my  line  of  business. 

I  spend  every  minute  of  my  waking  hours  at  my 
business. 

I  discount  ni}-  bills  and  contract  none  I  have 
not  the  money  to  meet. 

I  alwa3's  treat  the  customer  right  even  if  it  causes 
me  a  loss,  as  customers  are  too  hard  to  secure  to 
be  easily  quarreled  with. 

Make  store  cleanliness  a  religion. 

Endeavor  to  keep  store  by  the  golden  rule. 

Read,  study  and  try  to  learn  every  detail  of 
my  business. 


WHERE  ACTRESS  LEARNED  FRENCH 


Florence  Moore  Gained  Her  Fine  Pronunciation 
Through  Medium  of  Talking  Machine 


People  who  have  seen  Florence  Moore  in  her 
play,  "Breakfast  in  Bed,"  have  been  surprised 
at  the  fluency  of  her  French.  They  think  she 
must  have  lived  in  France.  As  a  matter  of 
fact,  she  has  been  to  Paris  only  once,  and  only 
for  a  week  then,  and  at  that  time  her  knowledge 
of  the  language  consisted  in  her  ability  to  say 
"demi  tasse."  The  fact  is  she  learned  what  she 
knows  of  French  through  correspondence  and 
a  talking  machine. 

"And  it  was  some  talking  machine,"  she  saj^s. 
"The  man  on  the  other  end  who  gave  me  my 
lessons  from  a  distance  of  several  hundred  miles 
must  have  been  the  original  author  of  the  French 
tongue.  At  first  he  fascinated  me.  I  used  to  turn 
him  on  every  morning  while  I  was  taking  my 
bath,  and  he  would  talk  aw-ay  from  the  time 
I  got  into  the  tub  until  I  got  out.  Then  I  would 
move  him  into  my  boudoir  and  permit  him  to 
rattle  on  while  I  had  breakfast  in  bed.  I  never 
got  tired  hearing  that  man  talk;  in  fact,  I  be- 
lieve I  fell  in  love  with  him.  And  here's  a  secret 
never  before  made  public — perhaps  these  lessons 
had  something  to  do  with  jny  ultimate  marriage 
to  a  man  of  French  descent.  My  husband's 
voice  was  so  much  like  the  one  in  the  talking  ma- 
chine that  I  was  lost  the  moment  he  spoke." 


Everything  worth  while  in  this  or  any  industry 

begins  with  a  bis  idea. 


Reasons  Why  NYACGO  Albums 

Are  the  BEST 

[In  Six  Chapters] 

CHAPTER  IV 

The  FOURTH  consideration  IN  THE  MAKING  OF 
THE  NYACCO  album  shows  the  position  where  the 
pockets  are  already  inserted  into  the  back  of  album 
and  the  staples  ready  to  be  pressed  into  the  solid 
wooden  back  through  the  two-in-one  pocket  by 
means  of  the  pressure  of  thumb,  giving  the  envel- 
opes a  stronger  hold  to  the  back  of  album. 

Watch  next  issue  for  the  fifth  Chapter  . 

New  York  Album  &  Card  Co. 


Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Boston,  Mass.:    Boston  Talking  Ma- 
chine &  Accessories  Co. 

Chicago,  111.:  T.  J.  Cullen 

Cole  &  Dunas  Music  Co. 

Cleveland,  O.:  Cleveland  Talking  Ma- 
chine Co. 


DISTRIBUTORS: 

Milwaukee,  Wis.:  Yahr  &  Lange  Drug 
Co. 

New  York,  N.  Y.:  Plaza  Music  Co. 
Philadelphia,  Pa. :  Penn  Phonograph  Co. 
Inc. 


Pittsburgh,  Pa.:  C.  C.  Mellor  Co. 

Standard  T.  M.  Co. 

Spokane,  Wash. :  The  Northwest  Phono- 
graph Jobbers,  Inc. 

Washington,  D.C.:  E.  F.  Droop  &  Sons 
Co. 


•4 


r 


1 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


5 


Victor 
Supremacy 


The  supreme  qualities  that  make  the 
V  ictrola  the  certain  choice  of  a  discrim- 
inating pubHc  are  equally  important 
factors  in  the  success  of  Victor  retailers. 


*  Victrola     is  the  Registered  Trademark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
Warning  :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talking 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Albany,  N.  Y.  Gately-Haire  Co.,  Inc. 

Atlanta.  Oa.  .El};ea '  Talking   Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,  Hd  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Ins. 
Birmingham,  Ala.  ..Talking  Machine  Co. 
Boston,  Hati  Oliver  Dition  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  T  American  Talking  Mach.  Co. 

G.  T.  Williams  Co.,  Inc. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

BurllnKton,  Tt.    ...American  Phonograph  Co. 
Butte,  Uont   .Orton  Bros. 

Chicago,  ni  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 
Cincinnati,  O  The  Rudolph  Wurlitzer  Co. 

Ohio  Talking  Machine  Co. 
Clevelaad,  O  The  Cleveland  Talking  Ma- 
chine Co. 

The  Eclipse  Musical  Co. 

Columbus,  O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The   Knight- Campbell  Music 

a>. 

Des  Moines,  la  Mickel  Bros.  Co. 

Detroit,  Mich  Grinnell  Bros. 

BImira,  N.  T  Elmira  Arms  Co. 

El  Paso,  Tex  W.  G.  Wall  Co. 

Honolalu;  T.  H.  ...Bergstrom  Music  Co.,  Ltd. 

Houston,  Tex  The  Talking  Machine  Co.  of 

Texas. 

Indianapolis.  Ind.  . .  Stewart  Talking  Machine  Co. 
Jacksonville,  Fla.  ..Florida  Talking  Machine  Co. 
Kansas  City,  Mo.  ..J.   W.   Jenkins   Sons  Music 
Co. 

The  Schmelzer  Co. 
Los  Angeles,  Cat.  ..Sherman,  Qay  &  Co. 
Memphis,  Tenn  O.    K.    Houck    Piano  Co. 


Milwaukee,  Wis.  ...Badger  Talking  Machine  Co. 
Minneapolis,  Mlnn..Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.   H.  Reynalds. 

Newark,  M.  J  Collings  &  Co. 

New  Haven,  Conn.. The  Horton-Gallo-Creamer 
Co. 

New  Orleans,  La, ..  .Philip  Werlein,  Ltd. 

New  York,  N.  IT. ... .Blackman  Talking  Mach.  Co 
Emanuel  Blout. 
C.  Bruno  &  Son,  Inc. 
Charles  H.  Ditson  &  Co. 
Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 
Musical  Instrument  Sales  Co. 
New  York  Talking  Mach.  Co. 
Ormes,  Inc. 
Silas  £.  Pearsall  Co. 

Omaha,  Nebr  Ross  P.   Curtice  Co. 

Mickel   Bros.  Co. 

Peoria,  III  Putnam-Page  Co.,  Inc. 

rhiladelpbia.  Fa. .  ..Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe  &  Son. 
The  George  D.  Ornstein  Co. 
Penn  Phonograph  Co.,  Inc. 
The  Talking  Machine  Co. 
H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh,  Fa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 
Standard  Talking  Mach.  Co. 

Portland,  He  Cressey  &  Allen,  Inc. 

Portland,  Ore  Sherman,  Clay  &  Co. 

Richmond,  V«  The  Corley  Co.,  Inc. 

Rochester,  N.  T...,E.  J.  Chapman. 

Salt  lAke  City,  U..The  John  Elliott  Qark  Co. 

San  Francisco,  Cal.. Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Spokane,  Wash  Sherman,  Qay  &  Co. 

St.  Liouis,  Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syraouse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Toledo  Talking  Machine 

Co. 

Washington,  D.  C  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Rogers  &  Fischer 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


Victrola  IV,  $25 

Oak 


Victrola  VllI,  $50 

Oalc 


Victrola  X,  $125 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI,  electric,  $337.50 

Mahogany  or  oak 


6 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


AN  IMPORTANT  ACCESSORY-ALBUMS  FOR  FILING  DISC  RECORDS 

The  enormous  demand  for  "National"  Record  Albums  keeps  apace  with  the  ever  increasing  demand  for  machines  and  records,  and 
our  output  capacity  has  been  enlarged  to  meet  the  greater  needed  supply.  Record  Albums  have  proved  themselves  to  be  the  best  and  most  con- 
venient, as  well  as  economic,  method  of  filing  and  keeping  disc  records. 


THE  ALBUM 

soon  pays  for  itself  in  tiine- 
saving  and  preserving  records. 
The  initial  cost  is  really  an  in- 
vestment which  comes  hack  four- 
fold. 


MAKING  THEIR  SELECTION 

Illustrating  the  daily  actual  usage  of  the  Album, 
the  most  convenietit  and  satisfactory  record  filing 
system  extant. 


THE  PERFECT  PLAN 

The  pockets  holding  the  records  are  substantially 
made  from  strong  fibre  stock,  firmly  joined  together 
and  bound  in  attractive  covers. 


A  PLACE  FOR  EVERY  RECORD  AND  EVERY  RECORD  IN  ITS  PLACE 

Albums  are  an  Indispensable  Requisite  in  the  talking  machine  busiiiess  and  wherever  records  are  sold.  An  accessory  that  is  neces- 
sary and  worth  while.  Practical  and  handy.  Save  time  and  records.  A  profitable  adjunct  to  the  business.  All  owners  of  machines  and  records 
want  Albums  to  file  and  preserve  their  records. 

We  manufacture  disc  Record  Album  containing  12  pockets  to  fit  cabinets  of  all  sizes  and  styles.  We  also  make  Albums  containing 
17  pockets.    With  the  indexes  they  are  a  complete  system  for  filing  all  disc  records. 

For  durability,  finish  and  artistic  design,  our  Albums  are  unsurpassed.  We  have  unexcelled  manufacturing  facilities,  and  considering 
quality  our  prices  are  the  lowest.  Write  us,  giving  quantity  you  may  desire,  and  we  will  quote  prices. 

WE  MAKE  ALBUMS  TO  CONTAIN  VICTOR,  COLUMBIA.  EDISON,  PATHE,  VOCALION  AND  ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.     -     239  S.  American  Street  - 

CHICAGO  OFFICE:  508  S.  Dearborn  Street 


PHILADELPHIA.  PA. 


WELCOME  FOR  CARUSO  IN  DALLAS      RECORD  ARTISTS  ON  LONG  TOUR 


HENRY  STADLMAIR,  JR.,  MARRIED 


D.\i.LAS,  Tex.,  October  7. — The  local  talking  ma- 
chine trade  is  keenly  interested  in  the  forth- 
coming visit  of  Enrico  Caruso,  the  famous 
tenor,  to  this  city  on  October  19.  The  con- 
cert, for  which  a  splendid  program  has  been 
prepared,  will  take  place  at  the  Coliseum,  under 
the  auspices  of  the  Harmony  Club.  All  the  Vic- 
tor .dealers  in  this  city  and  locality  are  plan- 
ning to  make  very  attractive  window  displays 
of  the  entire  series  of  Caruso  records  dur- 
ing his  visit  in  the  city,  and  it  is  not  at  all 
unlikely  that  some  very  artistic  windows  will 
result. 


Reed  Miller,  tenor,  and  Nevada  Van  der  Veer, 
mezzo-soprano,  both  of  whom  have  made  a  num- 
ber of  Vocalion  records,  have  just  announced  an 
elaborate  concert  and  recital  tour  for  the  new 
season.  The  tour  opened  on  October  4,  and 
forty-six  engagements  in  cities  in  the  South 
and  Southwest  have  already  been  included  in 
the  itinerary. 


The  Boston  Phonograph  Corp.  has  been  char- 
tered under  the  laws  of  Delaware  with  capital 
stock  of  $1,250,000  to  manufacture  phonographs 
and  records. 


Henry  Stadlmair,  Jr.,  of  C.  Bruno  &  Son,  Inc., 
New  York  City,  musical  merchandise  wholesalers 
and  Victor  distributors,  and  son  of  the  president 
of  that  company,  was  married  on  Tuesday,  Septem- 
ber 14,  to  Miss  Ottilie  Ransweiler,  of  Brooklyn. 
Immediately  after  the  ceremony  the  happy  couple 
left  with  the  congratulations  and  well  wishes  of 
their  many  friends  for  an  extended  honej'moon  on 
the  Pacific  Coast,  with  a  stop  at  Colorado  Springs. 
It  is  expected  that  Mr.  and  Mrs.  Stadlmair,  Jr., 
will  make  their  permanent  home  on  the  Pacific 
Coast  where  Mr.  Stadlmair  will  represent  the 
interests  of  .C.  Bruno  &  Son.  Inc. 


Three  elements  of  PEERLESS  success 


PEERLESS 
Metal  Back  Album 


DoeM  it  Bland  the  atrain  ? 
I'LL  SAY  IT  DOES! 


Factory  capacity — Quality  production— Sound  policy 

Phonograph  manufacturers  and  dealers  who  depend  on  Peerless 
for  their  albums  do  so  with  the  fullest  conviction  that  they  will : 

1 .  Receive  their  albums  when  promised. 

2.  Get  the  best  album  at  the  price. 

3.  Be  protected  in  their  selling  right. 

They  also  know  that  the  empty  album  is  a  constant  invitation  to 
the  owner  to  fill  it  with  records — that  PEERLESS  albums  do 
sell  records.  ^ 

Our  standard  grade  is  the  Lowest-Priced  Quality  Album  on  the  Market.    Write  for  description  and  prices. 

PEERLESS  ALBUM  COMPANY 

PHIL  RAVIS,  President 

43-49  Bleecker  Street  NEW  YORK  CITY 

Representativo :  BOSTON.  L.  W.  HouKh,  20  Sudbury  Street: 
CHICAGO.W.  A.  Carter.  57  E.  Jackion  Blvd.;  SAN  FRANCISCO.  Walter  S.  Gray  Co..  942  Market  St 

Southern  Representative :  I.  W.  BECKER  &  Co.,  Atlanta,  Ga. 


From  the  above 
the  high  class 
jobbers  receive 
record  albums. 


building  90%  of 
talking  machine 
their    supply  of 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


7 


Victrola  IV,  $25 

Oak 


r- 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  VIII,  $50 

Oak 


V 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  X,  W  $-25 
Mahogany,  oak  oi  walnut 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


"HIS  MASTERS  VOICE" 


Victor 
Supremacy 

is  overwhelming 


Musically,  artistically,  commer- 
cially, Victor  supremacy  is  always, 
everywhere,  in  evidence. 

Its  universal  recognition  makes 
success  easy  for  every  Victor  re- 
tailer. 


"Victrola"  i»  the  Registered  Trade  mark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
Warning :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talkmg 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Talking  Machine  Co. 


Camden,  N.  J.,  U.  S.  A. 


Victrola  XIV,  $225 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 

Victrola  XVI.  electric,  $337.50 
Mahogany  or  oak 


Victrola  XVII,  $350 

Victrola  XVII,  electric,  $415 
Mahogany  or  oak 


1 


i 


1 


i 


1 


8 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C  L.  Bill,  373  Fourth  Ave.,  New  York;  Vice-President, 
J.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
Fourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 


J.  B.  SPILLANE,  Editor 
RAYMOND  BILL,  B.  B.  WILSON,  Associate  Editors 
L.  M.  ROBINSON,  Advertising  Manager 

Trade  Representatives :  Wilson  D.  Bush,  C.  Chace,  Edward  Lyman  Bill,  V.  D.  Walsh, 
E.  B.  Munch,  Chas.  A.  Leona«d,  Scott  Kingwill,  L.  E.  Bowers,  A.  J.  Nicklin 

Western  Division:  Republic  Building,  209  So.  State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 

Boston:        John  H.  Wilson,  324  Washington  Street 
London,  Enp.,  Office:     2  Gresham  Buildings,  Basingball  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the 
principal   cities  throughout  America. 


Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCRIPTION  (including  postage):  United  States,  Mexico,  $2.00  per  Year; 
Canada,  $3.00;  all  other  countries,  $4.00.    Single  copies,  25  cents. 

ADVERTISEMENTS:  $5.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  OfEce  Money  Order. 

ty  NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address :  "Elbill,"  New  York. 


NEW  YORK,  OCTOBER  15,  1920 


I      WHY  BUSINESS  MUST  BE  SOUGHT  THIS  FALL 

THERE  will  be  plenty  of  business  this  Fall  and  Winter  for  the 
talking  machine  dealer  who  has  equipped  himself  to  go  after 
trade  in  an  energetic  way — for  the  man  who  has  laid  out  a  definite 
plan  of  campaign.  We  have  no  patience  with  the  man  who  com- 
placently rests  on  his  oars  and  never  works  ahead — the  man  who 
is  never  anticipating  or  developing  new  prospects.  This  type  of 
dealer  never  gets  anywhere  as  far  as  meeting  emergencies  is  con- 
cerned. 

The  business  man  who  stands  still  is  bound  to  go  backward. 
This  truism  has  a  special  application  these  days.  There  must  be  a 
constantly  progressive  advance  in  business  to  insure  health,  and  this 
can  only  be  secured  by  unflagging  interest  on  the  part  of  the  execu- 
tives as  well  as  the  entire  force  in  the  development  of  an  enterprise. 
This  means  concentration — it  means  work — it  means  thought  and 
action.  Where  this  intensive  policy  is  pursued  results  are  as  certain 
as  that  night  follows  day. 

For  the  last  couple  of  months  there  have  been  some  "croakers" 
abroad  who  have  been  preaching  the  gospel  of  "gloom."  They  have 
been  telling  us  that  the  talking  machine  business  is  slowing  up — 
that  it  is  time  to  draw  in.  Evidently  a  great  many  dealers  have 
been  absorbing  this  kind  of  talk  as  well  as  some  other  silly  rumors, 
for  we  find  quite  a  few  dealers  who  are  using  this  same  kind  of 
argument  as  an  excuse  for  their  inactivity.  This  condition  of  mind 
is  quite  apparent  in  the  appearance  of  their  stores,  in  the  limited 
way  they  are  ordering  goods  and  in  their  lack  of  plans  for  the  future. 

Now  this  is  not  the  time  for  pessimism;  it  is  not  the  time  to 
view  the  future  through  indigo-hued  glasses.  There  is  plenty  of 
business  to  be  had  this  Fall — perhaps  a  greater  volume  than  ever  in 
history,  but  selling  conditions  have  changed,  and  it  behooves  the 
dealer  and  his  selling  force  to  indulge  in  real  salesmanship — to  go 
after  trade  and  to  capture  it.  To  this  end  there  are  various  es- 
sentials necessary,  such  as  the  handling  of  the  proper  kind  of 
talking  machines  and  records — store  and  window  arrangements  that 
will  invite  ])iil)lic  approval  and  admiration — in\x'stmcnt  in  local  adver- 
tising— propaganda  in  the  form  of  letters  to  customers,  and.  where 
possible,  occasional  concerts  to  bring  the  public  to  the  store. 

This  month  witnesses  the  return  of  millions  of  vacationists  to 
their  homes.  Families  have  been  reunited  and  are  now  settling  down 
to  the  enjoyment  of  their  abodes  for  Fall  and  Winter.    It  is  a  time 


when  music  plays  a  most  beneficent  and  uplifting  part  in  the  enjoy- 
ment of  life,  and  in  this  connection  the  talking  machine  dealer  who 
believes  in  expanding  business  should  get  in  touch  with  these  millions 
of  homes  and  interest  them  afresh  in  the  wonderful  possibilities  that 
talking  machines  and  records  afford  as  a  means  of  making  the 
home  a  pleasanter  place  to  spend  the  Winter  evenings.  It  is  not 
improbable  that  many  of  these  people  may  not  come  to  the  talking 
machine  stores  this  season.  They  must  be  sought  in  person  or  by 
invitation — they  must  be  reached  by  the  dealer  who  understands  and 
has  studied  local  trade  and  social  conditions.  He^  must  not  be  con- 
tent with  the  wonderful  publicity  work  which  is  being  done  by  the 
large  talking  machine  companies;  he  must  bring  in  some  effective 
form,  his  own  house,  his  own  product,  to  the  attention  of  his  cus- 
tomers. 

Hence  it  behooves  the  entire  retail  trade  to  devise  the  best  ways 
and  means  of  getting  into  the  closest  possible  touch  with  the  people 
of  their  community  irrespective  of  present  status  or  past  affiliations. 
The  desire  to  purchase  must  be  cultivated  and  nurtured  by  wide- 
awake talking  machine  merchants  as  never  before.  How  best  it 
may  be  accomplished  will  be  a  test  of  their  mental  equipment  and 
ingenuity. 

ROOM  FOR  MORE  GOOD  TRADE  ASSOCIATIONS 

OOMEHOW  or  other,  the  talking  machine  dealers  do  not  appear 
to  run  very  strongly  to  associations,  despite  the  fact  that  there 
are  in  existence  several  very  excellent  local  bodies  in  which  dealers 
in  all  makes  of  machines  and  records  are  eligible  for  membership. 
Merchants  in  other  lines  of  trade  manage  to  forget  competition  suf- 
ficiently long  to  gather  together  and  discuss  trade  matters  of  direct 
interest  to  all  concerned  regardless  of  the  particular  make  of  the 
products  handled.  There  are  few  lines  of  activity  that  offer  stronger 
competition  than  that  of  selling  pianos,  and  yet  piano  men  through 
local  associations  manage  to  accomplish  much  for  the  benefit  of  the 
trade  as  a  whole  and  for  the  individual  dealer. 

It  is  true  that  dealers  in  one  or  another  make  of  machine  get 
together  occasionally  under  the  auspices  of  certain  wholesalers  for 
the  purpose  of  business  discussions,  but  these  meetings  benefit  only 
the  retailers  of  certain  lines  and  do  not  in  any  sense  sen-e  to  bring 
about  a  better  understanding  between  competitors.  It  often  happens 
that  a  retailer  will  engage  in  practices  that  are  harmful  not  only  to 
himself  but  to  all  other  dealers  in  his  territory,  and  yet  be  innocent  of 
any  intention  of  wrongdoing.  When  he  knows  his  competitors  and 
they  know  him  a  little  better  it  is  not  a  hard  matter  to  get  together 
and  discuss  these  harmful  practices  and  bring  about  their  elimination. 

Just  to  bring  retailers  together  to  know  their  competitors,  and 
to  learn  that  the  other  fellow  is  not  possessed  of  horns  and  a  tail, 
even  though  he  is  selling  a  competing  line  of  goods,  makes  an  asso- 
ciation worth  while.  It  serves  to  promote  better  and  cleaner  business 
methods. 

BREAKING  EVEN  ON  THE  INTEREST  QUESTION 

WITH  a  buyer's  market  making  itself  more  or  less  apparent  in 
the  talking  machine  field,  with  retailers  compelled  to  go  out 
and  actually  sell  against  competition,  there  arises  the  question  of 
terms  as  a  matter  to  be  considered  with  all  seriousness.  Retailers 
have  been  advised,  time  and  time  again,  to  insist  upon  short  terms 
for  their  own  protection,  but  in  the  heat  of  competition  warnings  are 
sometimes  lost  sight  of  and  frequently  there  is  an  effort  to  close  the 
sale  on  the  basis  of  generous  terms  offered. 

Where  long  terms  are  offered  the  retailer  should  see  to  it  that 
he,  at  least,  gets  enough  interest  on  the  outstanding  account  to  bal- 
ance the  amount  he  must  pay  to  the  bank,  or  some  other  agency, 
for  credit  accommodation.  When  banks  loan  money  nowadays  they 
demand  high  interest  rates  and  get  them.  If  the  talking  machine 
dealer  is  to  carry  several  thousand  dollars'  worth  of  instalment  ac- 
counts over  a  period  of  a  couple  of  years  at  five  or  even  six  per  cent 
interest,  while  he  is  paying  seven  per  cent  or  more  to  the  banker  on 
money  borrowed,  he  is  proving  a  ])oor  financier — he  is  working  for 
the  customer  and  the  bank  rather  than  for  himself. 

It  might  be  well  to  consider  the  action  of  the  piano  merchants 
in  an  Ohio  city  recently  when  they  agreed  to  charge  seven  per  cent 
interest  on  instalment  accounts  to  meet  the  increased  interest  rate 
asked  by  the  local  bank.  The  retailer  is  not  expected  to  make  a  jirofit 
on  the  money  he  practically  loans  to  his  customers  on  instalment  ac- 
counts— that  is,  beyond  the  profit  justly  due  him  for  merchandising 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


9 


the  product — but  he  should  at  least  get  an  even  break  in  the  matter  of 
interest. 

It  is  assumed,  of  course,  that  every  retailer  charges  interest  on 
instalment  accounts.  If  he  doesn't  he  is  so  far  behind  the  times  that 
any  advice  on  financing  is  simply  advice  wasted. 


NOT  ALLOWING  POLITICS  TO  HALT  BUSINESS 


ALTHOUGH  there  has  been  considerable  said  and  written  about 
the  probable  effect  of  the  Presidential  campaign  on  business 
during  the  Fall,  these  prophecies  havfe  not  apparently  served  to  dis- 
turb manufacturers  or  retailers  to  any  perceptible  degree.  As  a 
matter  of  fact,  business  men  generally  look  upon  the  political  situa- 
tion as  more  or  less  of  a  side  issue  and  are  attending  to  their  own 
affairs  first  and  giving  attention  to  politics  next.  There  is,  of  course, 
interest  shown  in  the  possible  results  of  the  election.  There  are 
those  who  are  strong  for  the  continuance  of  the  present  administra- 
tion, and  there  are  others,  apparently  in  the  majority,  who  maintain 
that  a  change  in  administration  and  policy  is  necessary  for  the  wel- 
fare of  the  country. 

The  average  business  man,  however,  realizes  that  regardless  of 
what  party  is  put  into  power  this  Fall  the  country  will  manage  to  go 
right  along,  maybe  not  so  well  under  one  administration  as  another, 
but  well  enough  to  keep  business  moving.  There  are  many  things 
that  the  average  business  man  would  like  to  see  changed — the  War 
Revenue  Act,  for  instance — but  he  is  not  letting  his  business  go  by 
the  board  for  three  or  four  months  to  see  what  does  happen  in 
November.  And  the  public  likewise  is  not  letting  politics  interfere 
with  business. 


PROSPECTS  FOR  SCIENTIFIC  DEVELOPMENT 


ONE  member  of  the  trade,  who  has  seen  the  talking  machine 
business  develop  and  grow  almost  from  the  beginning,  voices 
the  opinion  that  the  gradual  switching  from  a  seller's  to  a  buyer's 
market,  believed  to  be  now  in  process  of  consummation,  will  result 
directly  in  new  mechanical  and  scientific  developments  in  the  in- 
dustry that  will  perhaps  prove  revolutionary.  He  bases  his  opinion 
on  the  fact  that,  with  the  demand  far  in  excess  of  output,  manu- 
facturers have  been  too  busy  producing  standard  styles  to  bother 
with  experiments,  particularly  those  of  a  radical  nature.  With 
the  question  of  developing  sales  again  to  the  fore,  however,  there 
is  a  strong  possibility  that,  with  a  view  to  overcoming  competition, 
manufacturers  will  again  give  thought  to  the  unusual,  and  endeavor 
to  gain  public  patronage  by  offering  something  distinctly  new  in 
the  matter  of  recording  and  reproducing  apparatus. 

Whatever  the  future  may  bring  forth,  it  is  certain  that  the 
inventors  have  been  most  active,  as  is  evidenced  by  the  Patent 
Office  reports,  and,  although  some  of  the  inventors  are  without 
question  classed  as  visionaries  and  far  ahead  of  their  time,  there 
are  certain  of  them  who  have  unquestionably  developed  ideas  of 
practical  value  that  will  find  their  way  into  talking  machines  before 
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 


very  long.  When  a  product  is  considered  absolutely  perfect,  and 
no  attempt  is  made  or  inclination  shown  to  improve  it,  then  it  can 
be  looked  upon  as  in  a  condition  to  backslide.  Manufactured  prod- 
ucts, like  humans,  must  either  go  forward  or  slide  back.  They 
can't  stand  still  indefinitely  and  still  prove  successful. 


THE  IMPORTANCE  OF  KNOWING  YOUR  COSTS 


THE  necessity  of  having  a  proper  appreciation  and  a  thorough 
understanding  of  the  actual  cost  of  doing  business  is  constantly 
being  more  strongly  emphasized  as  market  conditions  shift  and  new 
situations  develop.  Despite  all  that  has  been  said  and  written  on 
the  subject  of  cost  accounting,  there  are  still  apparently  many  mem- 
bers of  the  trade,  particularly  retailers,  who  are  content  with  general 
rather  than  specific  figures. 

More  than  one  merchant  who  has  considered  himself  an  up-to- 
date  business  man  has  received  the  shock  of  his  life  when  he  has 
secured  accurate  information  regarding  what  it  has  been  costing  him 
to  carry  on  his  business.  Resting  secure  in  the  thought  that  his  gross 
profit  was  of  generous  size,  he  has  neglected  to  learn  exactly  just 
what  part  of  that  gross  profit  has  gone  back  into  the  business  each 
year  under  the  guise  of  operating  expenses.  Moreover,  he  has  been 
surprised  to  learn  that  certain  departments  fondly  believed  to  be 
money  makers  were  being  conducted  at  a  loss,  and  that  a  readjust- 
ment was  necessary. 

The  time  to  learn  about  business  costs  is  when  business  is  good. 
When  the  figures  show  that  readjustment  is  necessary,  to  cut  down 
the  overhead  or  to  properly  distribute  the  load,  it'  is  much  easier  to 
make  the  change  while  business  is  going  along  smoothly.  When  the 
reaction  comes,  if  it  does,  there  will  be  no  time  for  such  adjustments. 


WORLD'S  BUSINESS  SURVEY  PROVES  RIGHT 


THE  WORLD  has  received  many  compliments  anent  the  com- 
prehensive survey  of  the  business  situation  and  business  prospects 
presented  in  our  last  issue,  particularly  from  those  who  have  recently 
studied  conditions  in  the  various  sections  of  the  country  and  found 
that  they  have  checked  up  most  accurately  with  The  World's  reports. 
It  is  well  enough  to  talk  about  conditions  in  the  talking  machine 
trade  in  this  or  that  city,  but  the  talking  machine  trade  in  a  general 
sense  is  not  a  thing  apart  and  the  prosperity  of  our  industry  depends 
upon  the  prosperity  of  the  country  as  a  whole. 

Interviews  with  retailers  in  many  sections  of  the  country  indi- 
cate that  the  pessimist  is  a  rare  bird.  The  majority  of  the  dealers 
are  of  the  opinion  that  they  will  have  to  carry  on  real  selling  cam- 
paigns during  the  next  few  months  to  keep  business  up  to  last  year's 
level,  but  they  are  firmly  of  the  opinion  that  such  campaigns,  properly 
conducted,  will  bring  results  and  that  there  is  absolutely  no  cause 
for  worry.  As  a  matter  of  fact,  the  necessity  for  going  out  and 
selling  goods  is  to  be  accepted  as  a  good  thing  for  the  industry  as  a 
whole,  for  it  means  preparation  to  combat  successfully  any  unfavor- 
able business  condition  that  may  arise  in  the  future. 


JAZZ 


ASHES  TO  ASHES 

DUST  TO  DUST 

IF  YOUR  LINE  ISN'T  VICTOR 

YOU  DON'T  INTEREST  US. 

PEARSALL  BLUES. 


/^CTOBER  is  here — the  end  of  the  hot  spell,  the  begin- 
ning  of  the  Victrola  season.  Jazz  her  up  Mr.  Dealer. 
Don't  be  caught  with  a  fork  when  it  rains  soup.  Tune 
up  now. 


SILAS  E.  PEARSALL  COMPANY 


WHOLESALE  ONLY  | 
Victrolas  and  Victor  Records  10  East  39th  Street,  New  York  | 

IllllillllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllUllllliy^^ 


10 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


llllillllOPOIIIIIIIIIIIIllllllilllBIIIIIIlllllliniiliiUllIDilllllH 

59  I 


The  Importance  and  Value  of  "Suggestion 
I  In  Selling  Talking  Machines     -     By  d.  g.  Baird  I 


SnDiiiiniiiiiiiiiiiiMiH 

In  probably  no  other  line  does  suggestion  play 
sc  important  a  part  as  in  selling  talking  ma- 
chines. This  for  several  reasons.  For  one  thing, 
almost  ever}'  other  dealer  must  sell  his  goods 
across  the  counter  or  show  case  in  an  open 
store  where  numbers  of  others  are  trading  and 
where  there  is  more  or  less  noise  of  conversa- 
tion and  manj'  other  things  to  disturb  the  cus- 
tomer. The  talking  maclfme  salesman,  however, 
conducts  his  prospect  into  a  comfortably  fur- 
nished room  or  booth  where  there  is  nothing  to 
distract  attention,  while  the  customer  is  put  in 
a  subjective  state  by  the  surroundings  and  the 
music  of  the  instrument. 

Again,  almost  every  other  dealer  must  sell 
his  goods  on  construction  and  workmanship. 
The  wise  talking  machine  salesman  no  longer 
sells  a  machine  of  certain  materials  and  work- 
manship; he  sells  tone — music — and  reputation. 

This  fact  has  led  many  to  believe  that  a 
knowledge  of  salesmanship  is  not  a  prerequisite 
to  successful  trade  in  the  talking  machine  field, 
but  the  opposite  is  true. 

Of  all  those  who  should  have  a  thorough 
knowledge  of  practical  psychology — especially 
the  psychology  of  suggestion — the  talking 
machine  salesman  stands  in  the  greatest  need. 
Success  in  this  field  depends  almost  wholly  on 
suggestion  from  the  first  word  in  greeting  a 
prospect  till  the  latter  signs  on  the  dotted  line. 

The  manufacturers  realized  this  when  thej' 
chose  their  advertising  slogans.  What  is  the 
significance  of  the  Victor  dog  and  the  three 
words,  "His  Master's  Voice,"  for  instance?  Or 
of  Edison's,  "The  Phonograph  With  a  Soul"? 
Or  of  Brtmswick's  "Your  Next  Phonograph  Will 
Be  a  Brunswick"? 


The  power  of  suggestion,  of  course.  The  one 
who  looks  at  the  Victor  trade-mark  feels  that 
the  Victor  must  be  a  wonderfully  accurate  re- 
producer of  tone.  And  what  suggestions  of 
beauty,  harmon}',  angelic  sweetness  are  offered 
in  the  phrase,  "The  Phonograph  With  a  Soul"! 
Just  a  few  words,  but  their  selling  power  can- 
not be  estimated. 

In  the  same  wav,  the  retail  salesman  will  do 


''Suggestion"  of  Value 
to  the  Salesman  From 
His  Initial  Greeting 
of  the  Prospect  Until 
Contract  is  Signed 


well  to  talk  little,  but  make  every  word  convey 
suggestion  in  every  S3-Ilable.  For  example,  one 
highljf  successful  dealer  proceeds  along  this  line 
in  making  a  demonstration: 

The  prospect  is  greeted  with  a  smile  as  he 
enters  the  shop.  "You  came  in  to  hear  the 
Blank,"  the  salesman  says  confidently  and  en- 
thusiasticallj'.  The  customer  probably  nods  as- 
sent or  mumbles  something  and  is  led  into  one 
of  the  comfortable  booths. 

"What  kind  of  talking  machine  are  you  using 


IlilllllllllllilUlllllllllUlllillllllllilllllllllllllllllllllllllllUlllllllllliil 

now?"  the  salesman  asks.  He  knows  very  well 
that  not  one  person  in  ten  who  come  in  to 
hear  his  particular  machine  already  has  one  or 
another  make,  but  this  bit  of  suggestion  is  flat- 
tering and  brings  out  the  prospect's  real  position. 

"Well — er — we  haven't  been  using  one  since 
we've  been  here,"  he  says,  "but  we  were  just 
looking  around  thinking  of  getting  one."  In 
case  the  prospect  does  happen  to  own  an  instru- 
ment already,  he  of  course  gives  its  name. 

This  preliminary  bit  of  skirmishing  gives  the 
salesman  his  cue.  The  customer  has  not  owned 
a  talking  machine  at  all  or  he  has  favored 
some  other  make. 

If  he  has  owned  another  machine,  the  sales- 
man will  usually  select  a  record  made  by  one 
of  this  company's  stars  and  play  it  on  the  Blank 
and*  say:  "That's  fine!  Here  is  a  record  made 
by  Henry  Lancaster  whom  you  have  so  often 
heard  on  your  own  machine.  Xow  I  am  going 
to  play  Lancaster's  record  on  the  Blank  and 
I  want  you  to  just  listen  how  it  brings  out  the 
beauty  of  his  voice.  Listen  to  the  volume  this 
machine  gives  to  his  songs.  You  can  hear  every 
note  as  if  he  were  standing  right  here  before 
you.  I  think  you  will  find  this  record  more  like 
Henry  Lancaster  than  you  ever  heard  before." 

What  happens?  The  prospect  is  all  attention 
and  he  listens  as  he  never  listened  before.  He 
hears  every  word,  every  note.  He  doesn't  stop 
to  consider,  of  course,  that  he  has  never  before 
listened  so  intently  to  a  talking  machine  and 
his  interest  is  aroused  by  the  experience. 

"Doesn't  that  record  sound  fine  on  the 
Blank?"  the  salesman  suggests,  and  the  prospect 
agrees  that  it  does. 

(Continued  on  page  11") 


To  the  Retail  Trade: 

Xl[rE  are  making  our  first  shipments  of  completed  phonographs 
from  our  Brooklyn  factories,  numbers  2  and  3,  and  we  take 


this  method  of  acquaint 
trade  mark  and  type  style 
both  of  which  will  appear 
manufactured  by  us. 
of  the^tonal  quality  and 
have  achieved,  and  in 
tect  our^ dealers  and  our- 
public,  we  have  adopted 


ing  the  trade  with  our 
of  the  name  ^^^^^^/^ 
upon  all  phonographs 
We  are  extremely  proud 
case  design  which  we 
order  to  thoroughly  pro- 
selves  as  well  as  the 


this  trade  mark  and  type  style  of  the 
.^^w?  which  appear  in  this  advertisement. 


PHILO  E.  REMINGTON 
President 


1662-64-66  Broadway,  New  York 

EVERETT  n.  HOLMES 
Sales  Manager 


JAMES  S.  HOLMES 
Vice-President 


filLiuuilll'iMiluJiij 


IJKIIlIlltlllllllUIUIILijIII 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


11 


The  salesman  next  selects  an  instrumental 
piece.  "On  this  record  we  have  Jimmy  Jones 
playing  the  xylophone,"  he  says.  "Just  listen 
now  how  distinctly  this  difficult  music  is  re- 
produced on  this  machine.  Note  particularly 
such  and  such  notes  and  see  how  free  from  the 
least  metallic  sound  or  harshness  they  are." 

The  record  is  played  for  a  few  moments,  the 
prospect  again  listening  intently  for  certain 
notes,  then  the  salesman  lifts  the  needle.  He 
never  plays  a  record  all  the  way  through.  He 
wants  to  keep  the  prospect's  interest  keyed  to 
the  highest  pitch  and  demonstrate  a  number  of 
superior  qualities  of  his  machine  before  his  in- 
terest lags. 

He  next  selects  a  record  that  features  the 
clarionet  or  saxophone,  or  perhaps  he  selects  one 
of  grand  opera.  The  idea  is  to  find  out  just 
what  the  prospect  cares  for  in  music.  If  he 
doesn't  show  interest  in  the  classical  music,  a 
jazz  record  is  put  on  and  the  salesman  goes  on: 

"Here  is  one  of  the  late  song  hits.  Notice 
how  clear  every  word  is.  With  the  Blank  you 
can  know  all  the  late  songs  because  you  can 
readily  learn  the  words  just  from  hearing  them 
played  through  a  time  or  two.  You  know,  of 
course,  that  it  isn't  every  talking  machine  that 
brings  out  the  words  clearly  enough  to  be  read- 
ily memorized.  On  the  Blank,  though,  you  get 
©very  word  just  as  clearly  as  the  singer  him- 
self speaks  them.  Notice  particularly  the  sound 
of  the  letter  "s,"  which  isn't  reproduced  at  all 
on  some  machines.  You  wouldn't  have  any 
trouble  in  learning  a  song  from  this  talking 
machine,  would  you?" 

And  the  prospect  listens  intently,  hears  every 
word,  even  "the  letter  's,'  which  isn't  reproduced 
at  all  on  some  machines,"  and  he  thinks  how 
nice  it  would  be  to  know  the  words  of  all  the 
late  songs  he  hears  at  the  show.  He  is  im- 
pressed by  the  fine  volume  of  the  Blank.  He 
believes  that  it  would  play  better  dance  music 
in  his  home  than  another  machine  would. 

The  prospect,  if  he  has  shown  an  interest  in 
the  demonstration,  has  not  done  any  of  the  talk- 
ing.   The  salesman  has  done  all  that.    He  didn't 


want  the  other  to  talk.  To  do  so  would  break 
the  stream  of  attention.  Neither  has  he  been 
asked  what  records  he  would  like  to  hear.  The 
salesman  knows  what  records  he  wants  to  hear 
and  he  proceeds  to  play  them. 

When  the  salesman  sees  that  the  demonstra- 
tion has  been  carried  about  far  enough,  he  cas- 
ually inquires  what  kind  of  furniture  the  pros- 
pect has  in  his  home.  The  latter's  reply  gives 
him  the  clue  to  the  kind  of  cabinet  to  sell  him 
and  if  he  sees  that  the  customer  is  in  the  right 
frame  of  mind  he  proceeds  to  fix  up  the  con- 
tract. 

On  the  other  hand,  if  the  prospect  proves  to 
be  talkative  and  doesn't  show  a  great  deal  of 
interest  in  the  demonstration,  the  salesman 
turns  the  conversation  to  personal  matters — the 
other's  personal  matters. 

"What  line  of  business  are  you  in?"  he  will 
probably  ask.  Or,  "Do  you  have  children  in 
your  home?"  Or  some  other  stock  question 
that  is  sure  to  start  the  other  off  onto  his  own 
affairs.  Talk  to  a  man  about  his  business  for  a 
while  and  he  will  soon  be  in  a  mood  to  talk  to 
you  about  your  business.  Again,  many  a  proud 
father  has  been  sold  because  the  salesman,  too, 
was  a  proud  father. 

A  little  flattery  will  usually  go  a  long  way 
toward  thawing  out  a  disinterested  prospect. 
This,  of  course,  must  not  be  too  open.  "By 
the  way,  that's  a  beautiful  piece  of  cloth  in  your 
suit,"  the  salesman  may  remark.  "Would  you 
mind  telling  me  where  you  bought  that?"  Or, 
"1  admire  your  stickpin  very  much.  Would  you 
mind  telling  me  where  you  bought  it?" 

Where  there  is  a  child,  the  salesman  will  al- 
ways pay  attention  to  it.  This  is  as  old  as  the 
race  and  the  parents  know  it,  but  they  like  it. 

Suggestion  all  the  way  through.  The  sales- 
man suggests  that  his  machine  has  a  superior 
tone,  that  it  brings  out  the  high  notes  more 
clearly,  that  the  prospect  will  hear  certain 
things;  and  the  prospect  listens  intently  and  is 
persuaded  that  the  salesman  is  really  very  con- 
servative in  his  claims  for  his  machine.  The 
salesman   suggests  that  the  prospect   has  su- 


perior taste.  He  knows  he  has  and  feels  that 
the  other  is  a  sensible  fellow. 

With  some  exceptions  it  is  very  poor  policy 
to  talk  construction  to  a  prospect.  What  he 
wants  is  not  a  machine,  but  music.  Where  the 
prospect  shows  himself  to  be  of  a  mechanical 
turn  of  mind,  of  course,  the  salesman  will  read- 
ily fall  into  line  and  demonstrate  the  superior 
mechanical  features  of  his  machine,  but  this  will 
not  happen  often. 

Where  the  prospect  proves  to  be  undecided 
or  wants  to  talk  it  over  with  the  other  members 
of  the  family,  suggestion  is  again  utilized. 

"Now,  you  and  your  wife  both  want  a  talking 
machine,"  the  salesman  will  say,  "and  you  are 
persuaded  that  the  Blank  is  the  machine  for  you. 
Why  not  send  it  up  to  the  house  and  surprise 
the  wife?  In  that  way  you  will  make  her  happy 
and  at  the  same  time  save  her  going  around  to 
the  different  shops  and  listening  to  all  the  others, 
when  you  are  sure  she'll  back  up  your  judgment 
and  select  the  Blank  after  all." 

Suggestion,  it  might  be  said  in  conclusion, 
should  always  be  positive.  "You  do,  don't  you?" 
is  worth  a  dozen  "You  don't,  do  you?"  One 
should  never  say  "You  don't  hear  any  metallic 
sound,  do  you?"  Say,  rather,  "Note  the  absence 
of  any  metallic  sound  whatever." 

So  in  calling  the  attention  of  a  prospect  to 
any  particular  feature  of  the  music  or  the  ma- 
chine itself  the  suggestions  should  always  be 
made  positive.  The  more  positive  the  better. 
"You  can  readily  distinguish  such  and  such  a 
note  or  tone"  is  correct;  not  "Don't  you  hear 
such  and  such  a  note  or  tone?" 

In  comparing  instruments  of  different  make, 
the  superiority  of  one's  own  machine  rather 
than  the  inferiority  of  the  rival  is  emphasized. 
The  other  is  good,  no  doubt,  but  every  tone 
and  gesture  of  the  salesman  indicates  that  his 
is  so  far  superior  to  every  other  as  to  need 
little  emphasis  or  demonstration. 

Suggestion  properly  used  throughout  is  the 
most  powerful  method  of  selling  yet  discovered, 
and  the  talking  machine  salesman  has  the  great- 
est of  all  opportunities  to  use  it. 


I 

Emerson  Records  at  their  best! 


TF  you  want  to  hear  Emerson 
Records  played  "right  up  to  the 
handle,"  get  the  new  Emerson 
Phonograph  to  play  them  for  you. 

On  the  Emerson  Phonograph 
the  human  voice  or  your  favorite 
instrument  is  reproduced  with  a 
naturalness,  fidelity  and  volume 
little  short  of  amazing.  Annoy- 
ing echoes,  metallic  sounds,  muf- 
fled tones — all  are  eliminated. 

The  full,  round  music  of  the 


Emerson  Record  Sales  Company,  Inc. 


Emerson  Phonograph  is  due  to  the 
full,  round  Emerson  Music  Mas- 
ter Horn,  with  which  every  Em- 
erson Phonograph  is  equipped. 

The  various  Emerson  models 
are  shown  and  described  in  a  loose- 
leaf  catalog,  which  may  be  had 
for  the  asking.  In  this  catalog 
the  scientific  principle  of  the 
Emerson  Music  Master  Horn  is 
explained  in  some  detail.  Write 
for  representation. 


NEW  YORK 
206  Fifth  Avenue 


CHICAGO 
315  South  Wabash  Avenue 


II 


Makers  of 
STANDARD  EMERSON  10-Inch 
COLD  SEAL  RECORDS 


^mersojL 

Records  qnd 
Phonographs 


I 


12  THE    TALKING    MACHINE    WORLD  October  is,  1920 

The  Columbia  Grafonola 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


13 


Is  the  Phonograph  PLUS 
+1+2+3+4+5 

Turn  your  prospects  into  sales  by  pointing  out  to  every  one 
of  them  these  five  exclusive  features  which  make  the  Columbia 
Grafonola  the  phonograph  PLUS: 

1.  Exclusive  Tone  Leaves.    Complete  and  accurate  control 
over  tone  volume. 

2.  Straight   Tone   Arm.    Allows   the  sound  waves  to 
develop  fully  and  naturally. 

3.  Scientifically  Correct  Acoustic  Design.    Gives  exquisite 
clearness  and  purity  of  tone. 

4.  Streamline  Cabinets.     In  perfect  accord  with  modern 
artistic  furniture  design. 

PLUS 

5.  The  only  Non  Set  Automatic  Stop.    Never  stops 

before  it  should.  Always  stops  at  the  very  end.  Nothing  to 
move  or  set  or  measure.  Just  start  the  Columbia  Grafonola, 
and  it  plays  and  stops  itself. 

Demonstrate  to  every  prospect  the  stop  that  needs  no  setting 

Grafonola 

COLUMBIA  GRAPHOPHONE  COMPANY,  New  York  '  . 


14 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


0»  Sakl^a^  ^ Mne^xm 


36IBBLE  Books 


that  Sing" 


By  Ralph  Mayhew  and  Burges  Johnson- 
Pictures  by  Rhoda  Chase 

EACH  one  contains  a  story,  pictures,  verses,  and  three 
real  records.  Children  love  to  look  at  the  pictures, 
read  the  story,  and  then  listen  to  the  songs  played  cn 
the  phonograph.  The  characters  in  the  story  come  from 
the  Bubbles  the  little  boy  blows  with  his  Magic  Bubble 
Pipe.  And  so  they  are  called  Bubble  Books.  The  following 
titles  are  now  ready: 

No.  1— The  Bubble  Book 
No.  2 — The  Second  Bubble  Book 
No.  3— The  Third  Bubble  Book 
No.  4 — The  Animal  Bubble  Book 
Pie  Party  Bubble 


No.  5— The 
Book 

No.  6— The  Pet  Bubble  Book 


No.  7 — The  Funny  Froggy 

Bubble  Book 
No.  8 — The  Happy- Go - 

Lucky  Bubble  Book 
No.  9 — The  Merry  Midgets 

Bubble  Book 
No.  10— The  Little  Mischief 
Bubble  Book 


"T^HIS  letter  from  a  little  girl 
thanking  her  Aunt  for  the  gift 
of  a  Bubble  Book  is  one  of  thou- 
sands of  instances  where  one  sale 
leads  to  another.  Children  and 
grown-ups  are  never  satisfied  with 
one  Bubble  Book,  they  almost  in- 
variably come  back  for  all  of 
them.  And  that  is  why  Bubble 
Books  are  "the  fastest  selling  mer- 
chandise for  child  amusement  on  the 
American  market  today." 

National  Publicity — 1920 

Look  in  this  month's  i  October)  issue  of  the 
Ladies'  Home  Journal.  There  you  will  find 
one  of  the  full-page  advertisements  that  goes 
to  make  up  the  $75,000  National  Publicity 
Campaign  behind  Bubble  Books.  On  De- 
cember 4th  a  double-page  ad  will  appear  in 
the  Saturday  Evening  Post.  Other  magazines 
which  are  carrying  full-page  ads  are  St.  Nich- 
olas, John  Martin's  Book,  Harper's  Magazine, 
Century,  Review  of  Reviews.  Atlantic  Month- 
ly, World's  Work,  Scribner's,  Woman's  Home 
Companion.  This  advertising  will  send  people 
to  your  store  who  will  become  customers.  Be 
prepared  to  supply  them  with  Bubble  Books. 


*'y(l  J^ove  thm. 


Order  your  supply  now.     Use  our  free  selling  helps. 
Order  direct  from  us  or  from  your  jobber. 

Bubble  Books  Sales  Service  (Harper  and  Brothers) 

1.^0  West  42nd  Street      -       -       -       -       .       NEW  YORK 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


15 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

I  Talking  Machines  Big  Factor  for  Enter- 1 
I  tainment  in  United  States  Navy  - 


By  L.  J.  Dooley  | 


Hlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllli 
Perhaps  no  organization  in  this  wide  world 
has  a  greater  regard  for  music  and  its  ability 
to  keep  men  happy  and  contented  than  the 
United  States  Navy.  And  I  don't  believe  that 
there  is  a  group  of  men  anywhere  that  are  so 
appreciative  of  music  as  the  sailors  of  our  navy. 
Music  is  regarded  so  highly  by  the  Navy  De- 
partment that  it  has  authorized  bands  for  every 
major  ship  in  the  fleet,  composed  entirely  of 
enlisted  men.  Practically  every  ship  in  the  fleet 
has  at  least  one  piano  and  there  isn't  a  single 
ship  in  the  navy  that  hasn't  a  talking  machine 
aboard.  It's  a  tribute  to  the  music-loving  nature 
of  the  men  of  the  fleet  that  these  instruments 
are  purchased  through  individual  contributions. 

The  talking  machine  is  a  part  of  the  ship  from 
the  day  she  slides  down  the  ways  and  receives 
her  commissioning,  until  the  time  comes  for 
her  to  be  junked  at  the  Navy  Yard. 

The  members  of  the  crews  of  the  various  war- 
ships are  divided  into  groups  to  secure  better 
team  work  and  closer  supervision.  Usually  one 
of  these  groups  or  divisions  consists  of  eighty  or 
ninety  men,  depending  a  great  deal  on  the  com- 
plement of  the  ship's  company.  There  are  as 
many  as  fifteen  divisions  on  some  of  our  dread- 
naughts,  each  division  owning  its  own  talking 
machine  and  cabinet  of  records.  It  is  the  aim 
of  each  division  to  excel  the  other  in  games 
of  sport,  in  efficiency  and  general  excellence. 
It  is  only  natural,  then,  that  a  division  tries 
to  secure  the  best  instrument  and  the  newest 
records.  It  gives  the  members  of  a  division 
much  satisfaction  to  secure  a  large  audience 
while  their  "talker"  is  playing.  It  is  the  enter- 
prise of  the  division  leaders  that  is  largely  re- 
sponsible for  the  up-to-the-minute  musical 
repertoire. 

The  number  and  quality  of  talking  machines 
aboard  our  battleships  have  often  amazed  the 
first  warship  visitor.  It  is  certain  that  the 
majority  of  visitors  never  expected  to  find  a 
single  talking  machine,  much  less  a  dozen  or  so. 
Their  surprise  is  very  evident  by  the  numerous 
questions  they  ask.  Many  people  have  the  im- 
pression that  a  battleship  rolls  to  such  a  de- 
gree that  a  ship  turns  on  its  side  during  ex- 
tremely rough  weather  and  that  a  Victrola  or 
other  similar  instrument  would  be  either 
wrecked  or  soaked  with  salt  water.  While  a 
battleship  does  roll  to  a  considerable  degree  at 
times,  the  talking  machine  is  rarely  if  ever  dam- 
aged, as  the  men  have  it  securely  lashed  to  a 
stanchion.  It  rarely  happens  that  the  weather 
is  too  severe  to  use  the  talking  machine,  and 
fair  weather  or  foul,  music  is  being  played  for 
the  amusement  of  the  sailors.  It  is  surprising 
the  amount  of  rough  usage  and  salt  water  a 


lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll» 

"talker"  can  assimilate.  Many  of  the  daintiest 
appearing  talking  machines  are  "bears"  for 
punishment,  and  one  or  two  douses  of  salt  water 
causes  no  interruption  to  an  enjoyable  concert. 
Of  course  a  talking  machine  aboard  a  warship 
is  subject  to  much  rougher  treatment  than  the 
instrument  in  the  drawing  room,  but  I  don't 
believe  that  any  drawing  room  audience  ever 
enjoys  a  concert  so  much  as  the  sailors  do 


Listening  to  Latest  Records  on  U.S.S. 'Wyoming' 

some  thousand  miles  out  at  sea.  At  night,  when 
ships  of  the  battle  fleet  are  steaming  at  sea, 
faint  notes  of  some  beautiful  melody  are  wafted 
over  the  waters  from  ships  astern  or  ahead.  Oc- 
casionally a  popular  march  is  played  and  the 
men  sitting  about  the  decks  can  hear  the  music 
more  distinctly.  At  times  the  march  is  made 
more  realistic  by  the  sharp  notes  of  the  bugle, 
calling  the  men  to  their  battle  stations,  where 


llllllllllllllllllllllllllllllllillllllllllllllllllllllllllllllllllllllllllllllllllllllllll^^ 
the  obstacle  of  not  having  young  lady  partners 
by  taking  turns  at  being  the  lady.  The  talking 
machine  is  brought  to  the  main  deck,  a  record 
put  on  and  the  dance  begins.  Some  of  these 
dances  last  for  hours  and  are  much  enjoyed  by 
the  men  of  the  fleet.  When  ships  of  the  fleet 
are  in  port  a  dance  is  usually  given  by  the  men 
to  their  friends  and  relatives  ashore.  The  ship 
takes  on  a  gala  appearance  on  these  days,  multi- 
colored flags  are  draped  about  the  decks  and 
refreshments  are  served.  These  are  real  red- 
letter  days  and  it  is  doubtful  whether  the  visitors 
or  the  sailors  enjoy  themselves  the  most. 

It  is  a  wise  authority  that  encourages  music 
among  the  men  of  the  fleet.  It  is  a  refining  in- 
fluence and  one  of  the  greatest  aids  to  the  chap- 
lain. At  least  he  says  that  it  is.  It  helps  the 
sailormen  to  keep  happy  and  is  one  of  their 
greatest  joys.  During  the  recent  visit  of  the 
fleet  to  New  York  I  enjoyed  one  of  the  enter- 
tainments and  dances  aboard  a  dreadnaught.  It 
was  the  opinion  of  visitors  that  they  never  en-- 
joyed  themselves  so  much  before.  Somehow 
in  the  future  whenever  I  think  of  a  battleship  my 
mind  will  turn  back  to  the  night  of  the  dance. 
When  the  visitors  were  leaving  the  ship  three 
merry  young  bluejackets  reconstructed  a  scene 
from  a  famous  opera  with  the  aid  of  the  Vic- 
trola. The  moonlight  sifting  through  the  wire 
netting  of  the  masts  distinctly  outlined  their 
silhouetted  figures  and  their  execution  and  tech- 
nique held  the  dory  full  of  passengers  spell- 
bound. 


MUSIC  AS  POWER  IN  THE  FACTORY 

The  Phoenix  Knitting  Works,  of  Milwaukee, 
Wis.,  has  installed  at  its  own  expense  two  Vic- 
trolas  and  four  pianos  in  the  different  depart- 
ments of  the  plant  for  noonday  music  as  a 
means  of  entertainment  and  also  of  inspiring 
energy  and  high  ideals.  A  band  of  fourteen 
pieces  and  a  mixed  chorus  are  also  being  or- 
ganized in  this  factory. 


Dancing  to  Talker  Music  on  Battleship 
the   talking  machine  is   forgotten   for  a  time 
while  the  men  play  at  battle.    Nothing  is  more 
wonderful  than  to  hear  the  music  of  a  talking 
machine  in  a  setting  such  as  this. 

The  decks  of  our  great  warships  make  ex- 
cellent dancing  floors  and  the  men  overcome 


NOW  WHOLESALE  EXCLUSIVELY 

The  Florida  Talking  Machine  Co.,  which  has 
recently  moved  into  its  new  building  at  2263 
Forsythe  street,  Jacksonville,  distributor  of  the 
\  ictor  Co.  for  Florida  and  Southern  Georgia, 
is  now  doing  a  wholesale  business  exclusively 


The  title  "Dame,"  which  King  George  revived 
during  the  war,  by  conferring  it  upon  Madame 
Melba,  Victor  artist,  and  Clara  Butt,  Columbia 
artist,  is  supposed  to  be  equal  in  rank  to  that 
of  knighthood  for  men. 


II 

Mr.  Dealer  are  you  selling  the  Record  Flasher.?  It  is 
very  much  in  demand  and  invariably  sold  when  properly 
presented  to  your  customers. 

The  Record  Flasher  is  easily  attached  to  any  phonograph;  it 
gives  an  abundance  of  illumination,  it  makes  cumbersome 
operations  easy  and  simple  in  darkest  corners  where  phono- 
graphs are  usually  placed. 

Beautifully  finished  in  Nickel  and  Gold. 

Packed  (12)  to  a  unit  package  may  be  assorted. 

(  Nickel  finish  without  battery  -  $2.25 
RETAIL  PRICES  <  Gold       "          "           "      -  $3.00 
(  Batteries  each  $  .75 

Regular  Trade  Discounts  to  Dealers. 
When  writing  always  mention  your  distributor. 

Manufactured  by 

STANDARD  ACCESSORY  CORPORATION 

355-357  East  Water  St  Milwaukee,  Wis.,  U.  S.  A. 

FOR  SALE  BY  ALL  LEADING  DISTRIBUTORS 


SHOULD  BE  ONJEVERY  TALKING  MACHINE 


CHARMEL  TRADING  CO.,  Exporters 
1170  Broadway,  New  York 

■hi 


I.  W.  BECKER  CO.,  Southern  Representative 
97  Walton  Street,  Atlanta 


IT'S  NECESSARY— VERY  NECESSARY 

IllllllilllilllillllllllllllllllllllilUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII^ 


16 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


iiiuiiuiiiiiiiiiiiiiuiiiiiiiiiinui 


lillilllilllllllllll!lllllllllllllllllllllllllllllllllillil!IIIIIIHM^^ 


illllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 


The  Value  of  the  Talking  Machine  as  an 
Aid  to  Vocal  Study  Widely  Recognized 


ailillllllllllUIIIIOII1Illlllllllll!llllllllUlllllllll!U!llllllll 

The  value  of  the  talking  machine  as  an  aid 
to  vocal  study  is  being  recognized  b}-  prom- 
inent teachers  and  singers  throughout  the  coun- 
try. Noted  opera  singers  who  have  made  many 
records  are  warm  in  their  praise  of  the  assistance 
rendered  by  the  permanent  recording  of  vocal 
sounds.  Miss  Sophie  Braslau,  one  of  the  most 
popular  Metropolitan  artists,  who  is  heard  daily 
in  thousands  of  homes  through  her  records,  is 
firmly  convinced  that  the  talking  machine  is  re- 
sponsible in  a  large  measure  for  the  growth  of 
musical  appreciation  in  the  United  States. 

It  was  once  true  that  great  artists  found  it 
very  difficult  to  sing  in  smaller  towns  where  the 
people  were  somewhat  out  of  touch  with  the  new 
things  in  the  world  of  music  and  did  not  appre- 
ciate really  good  music.  To-daj',  however, 
through  the  medium  of  the  records,  the  best 
music  of  the  most  famous  composers  and  sing- 
ers of  the  world  is  known  to  a  large  part  of 
the  people.  Artists  are  able  to  render  serious 
numbers,  sure  of  their  reception  and  apprecia- 
tion. Speaking  recentlj'  upon  the  subject  of 
the  value  of  talking  machine  records.  Miss 
Braslau  said: 

"All  can  be  students  from  good  records,  for 
they  present  perfect  studies  in  singing  by  the 
greatest  artists.  These  records  may  not  be  able 
to  tell  us  in  words  how  to  do  things,  but  they 
will  show  us  practically  how  to  get  over  bar- 
riers. In  records,  too,  one  will  find  the  most 
finished  examples  of  the  individual  singer's  art, 
and  for  this  reason:  It  is  far  more  difficult  to 
make  a  record  than  to  sing  in  concert. 

"To  get  proper  value  out  of  records,  the  first 
necessities  are  a  good  musical  ear  and  strict 


■llllllllllllilillllllllillillllliii'iiiii 
attention  in  listening.  A  method  must  be  fol- 
lowed in  studying  from  records,  just  as  in  study- 
ing anything  else. 

"I  do  not  believe  in  making  a  study  of  any 
one  especial  singer,  but  of  several,  in  order  to 
compare  their  waj-  of  doing  things.  Take,  for 
instance,  a  Melba.  a  Galli-Curci  and  a  Tetraz- 
zini  record  of  the  same  piece  and  compare  the 


m 


■  Sophie  Braslau  Says:  | 
J  All  Good  Records  B 

■  Present  Per  fed  Stud-  ■ 
J  ies  in  Singing  by  the  M 

■  Greatest   Artists  ■ 


liiii 

different  methods  these  singers  have  of  doing 
the  identical  song  or  aria. 

"Records  will  show  us.  among  many  other 
things,  what  a  full,  beautiful  quality  of  tone  is; 
evenness  of  tone  in  runs  and  scales;  how  the 
voice  should  be  managed  in  singing  difficult 
intervals;  the  variety  that  may  be  obtained  in 
coloring  the  tone — that  is,  in  making  it  dark 
and  covered,  or  light  and  brilliant — and  as  well 
they  will  show  how  many  varieties  there  are  in 
shading  these  two  extremes.    In  addition  there 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 

is  the  invaluable  advantage  of  hearing  the  in- 
terpretations of  great  selections  by  great  artists. 

"For '  beg^inners,  records  of  simple  things  are 
the  best  to  start  with,  though  simple  songs  are 
the  hardest  of  all  to  sing  flawlessly.  Of  the 
simpler  things,  good  selections  to  make  are  the 
old  English,  Irish  and  Scottish  songs,  and  the 
old  .\merican  songs  of  Stephen  C.  Foster. 

"There  are  no  better  records  for  the  singer  as 
a  study  than  those  made  by  celebrated  violinists. 
The  management  of  the  voice  in  sustaining  mel- 
odies and  in  runs,  scales  and  embellishments  is 
exactly  that  employed  by  the  master  violinist  on 
his  instrument.  In  his  playing  you  can  hear  the 
great  variety  of  tone  color  that  gives  life  and 
beauty  to  the  simplest  melody.  You  can  also 
learn  from  it  a  vast  deal  about  another  important 
matter — phrasing;  that  is,  the  management  of 
a  sung  phrase  or  musical  division. 

"While  in  studying  songs  and  arias  we  may 
specialize  in  our  own  class  of  voice — soprano, 
mezzo  or  contralto,  as  the  case  may  be — we  may 
learn  from  all  good  records,  vocal  or  instru- 
mental. Whether  the  record  be  of  a  great  tenor, 
bass  or  baritone,  whether  it  be  of  a  noted  so- 
prano, mezzo  or  contralto,  it  will  help  us  if  we 
study  it  with  concentration. 

"The  fine  violin  record  aids  us  in  vocal  study, 
and  so  does  the  cello;  orchestral  records  con- 
tribute to  our  musical  development.  Indeed,  the 
resources  presented  in  records  are  almost  limit- 
less, and,  best  of  all,  they  are  within  the  reach  of 
rearl}'  everj'  one  of  us." 


Stand-patters  in  business,  as  in  politics,  add 
little  to  human  progress. 


The  New 
Portable 
CIROLA 


ALL  YEAR  ROUND 

Dealers  who  carry  the  Cirola  find  that 
the  demand  continues  through  Fall  and 
Winter.  There  is  always  a  demand  for  a 
portable  machine. 

Ideal  for  the  Holiday  Trade 

The  Cirola  measures  123/^"  x  113^"  x 
63/2%  is  attractive  in  appearance.  It  is 
without  sound  chamber,  has  remarkable 
tonal  volume  and  many  exclusive  fea- 
tures.   Covers  may  be  had  if  desired. 

Territory  is  open  for  distributors. 
Write  today. 

Cirola  Phonograph  Corporation 

Executive  Offices: 
1  West  34th  Street      :      New  York  City 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


17 


The  Cheney  Resonator 


Qlnequalled  S  E  LLI N  G  i^dvantagei 

Not  only  does  The  Cheney  build  every  part  of  its  cabinet,  tonal  system 
and  motor,  but  it  builds  them  with  such  particular  fineness  that  it 
stands  distinctly  apart  in  the  estimation  of  the  buying  public. 

In  exterior  appearance  it  is  true  to  the  old  English  period  styles;  in  musical 
performance  it  is  true  to  the  voice  or  tone  of  the  artist  or  instrument. 
Truly,  The  Cheney  offers  dealers  an  unequalled  selling  advantage. 


THE     CHENEY  TALKING 


MACHINE  COMPANY  .  CHICAGO 
DEALERS  EVERYWHERE 


NEW  YORK 


IS 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Jeanne  Gordon,  singing  ftie  ''Habanera" 
from  Carmen,  has  all  the  backing  of  Colum- 
bia National  Advertising.    Great  Song 


Great  Artist — Great  Sale.  So  order  now. 
Columbia  49858. 


Columbia  Graphophone  Co. 

NEW  YORK 


DEFENDS  THE  TALKING  MACHINE 


Brockton,    Mass.,    Enterprise  Champions 
Talking  Machine  in  an  Editorial 


the 


Instead  of  condemning  the  talking  machine  or 
waxing  sarcastic  regarding  it,  the  newspapers  of 
the  country  have  changed  front  completely  and 
not  only  treat  the  talking  machine  with  respect 
in  their  news  columns,  but  on  occasion  see  fit 
to  champion  its  cause.  Proof  of  this  champion- 
ship came  to  light  recently  in  the  following  edi- 
torial in  the  Brockton  (Mass.)  Enterprise: 

"It  is  hard  to  realize  that  there  can  be  people 
who  entertain  a  seriously  grounded  objection 
against  any  such  modern  inventions  as  phono- 
graphs or  automobiles,  but  it  develops  that  there 
are  such  objectors  and  they  are  not  untutored 
savages  on  the  outskirts  of  civilization  but 
members  of  a  religious  sect  in  this  country.  The 
Old  Order  Branch  of  the  Brethren  church  has 
just  held  its  annual  conference  in  Logansport, 
Ind.,  and  the  delegates  by  a  narrow  majority 
voted  against  the  use  of  any  talking  machines 
or  phonographs  in  the  homes  of  members.  To 
the  minds  of  the  objectors  there  is  something 
uncanny  about  these  machines  that  reproduce 
human  speech  and  music  with  such  fidelity — 
something  savoring  of  the  'black  art'  associated 
with  Satan.  There  assuredly  is  wizardry  in  the 
wonderful  device,  but  no  more  than  in  the  tele- 
phone, the  electric  light  or  the  wireless  tele- 
graph, all  productions  that  in  their  operation 
have  a  flavor  of  sorcery.  We  know  they  do 
amazing  things  and  the  majority  of  us  are  con- 
lent  to  accept  them  as  they  are  without  quite 
understanding  why  they  are. 

"Some  among  these  same  Brethren  church 
members  sought  to  obtain  action  forbidding 
the  use  of  the  automobile,  calling  it  a  'devil  ma- 
chine,' but  were  much  in  the  minority  when  it 
came  to  a  vote.  Evidently  the"  good  people  of 
that  creed  have  learned  that  the  motor  vehicle 
is  a  blessing  to  mankind  when  rightly  used,  even 
though  it  can  develop  sinful  qualities  when  it 


liappens  to  be  so  minded.  Having  taken  the 
car  to  their  bosom  the  Brethren  before  long 
will  awaken  to  the  fact  that  the  phonograph  is 
not  wholly  depraved,  and  may  be  made  to  pro- 
vide rational  entertainment  when  fed  on  the 
right  sort  of  records  and  not  worked  overtime 
when  the  neighbors  would  fain  woo  the  god- 
dess of  sleep." 


NEW  WHOLESALE  COLUMBIA  BRANCH 

Five-story  Building  on  West  Twentieth  Street, 
New  York  City,  Now  Occupied  by  Local 
Wholesale  Branch — Kenneth  Mills  in  Charge 


EXPANDING  THE  BUYING  LIST 

Estimated  that  Issuance  of  New  Actuelle  Records 
Will  Furnish  2,000,000  Additional  Available 
Customers  to  Pathe  Dealers 


It  is  estimated  that  the  arrival  of  the  Actuelle 
steel  needle  cut  record  furnished  Pathe  dealers 
with  two  million  additional  immediately  available 
customers.  At  the  headquarters  of  the  Pathe 
Freres  Phonograph  Co.  in  Brooklyn  it  was  stated 
that  the  number  of  telegraphic  repeat  and  en- 
larged orders  from  every  part  of  the  country 
demonstrated  that  the  new  record  had  met  with 
instantaneous  approval.  It  is  announced  that 
Actuelle  records  are  to  bear  the  same  numbers 
as  Pathe  sapphire  records,  except  that  they  will 
have  a  prefix  O.  As  for  example,  Pathe  record 
No.  22374  is  Actuelle  record  022374.  This  makes 
it  possible  for  Pathe  dealers  to  use  the  same 
shelves  and  racks  for  both  records.  The 
Actuelle  records  are  in  a  distinctive  blue  envelope 
with  white  and  gold  label  of  artistic  design. 
Actuelle  list  No.  2  will  consist  of  sixteen  selec- 
tions, eight  ten-inch  records,  which  include  the 
latest  country-wide  successes. 

The  old  Pathe  Red  Rooster  has  greatly  en- 
larged his  familj'  through  the  addition  of  two 
smaller  sized  replicas,  six-inch  and  three-inch 
sizes.  They  are  royal  red  like  their  dad  and 
are  expected  to  prove  very  popular  with  the 
Pathe  dealer  for  window  and  interior  decorations. 


The  local  wholesale  branch  of  the  Columbia 
Graphophone  Co.  is  now  established  in  its  new 
home  at  121  West  Twentieth  street,  New  York, 
where  it  occupies  a  five-story  building.  The  lo- 
cation of  the  new  Columbia  wholesale  headquar- 
ters is  ideal,  as  the  building  is.  a  few  doors  west 
of  Sixth  avenue  and  adjacent  to  all  transit  lines. 

In  its  new  home  the  Columbia  Graphophone 
Co.'s  New  York  branch  will  have  three  times  the 
floor  space  it  formerly  occupied  at  55  Warren 
street,  and  ample  facilities  will  be  available  to 
handle  the  fast  growing  demand  for  Columbia 
products  in  this  territory. 

Kenneth  Mills,  formerly  manager  of  the  Chi- 
cago branch,  and  who  was  recently  appointed 
manager  of  the  New  York  branch,  arrived  in 
this  city  recently  and  assumed  charge  of  the 
local  headquarters.  Mr.  Mills  is  enthusiastic  re- 
garding the  outlook  of  Columbia  business  in 
metropolitan  territory,  and  has  important  plans 
under  way  which  will  enhance  the  service  and 
co-operation  extended  to  Columbia  dealers. 


One  of  the  paragraphers  on  a  daily  paper  de- 
clares that  talking  into  a  phonograph  is  the  onl\ 
wav  some  men  can  make  records  for  themselvp<; 


TELLS  OF  CONDITIONS  IN  PITTSTON 

Among  recent  visitors  at  the  headquarters  of 
C.  Bruno  &  Son,  Inc.,  Victor  distributors,  New 
York  City,  was  J.  Freed,  who  conducts  an  ex- 
clusive Victor  shop  in  Pittston,  Pa.  Mr.  Freed 
reports  that  business  in  his  city  has  been  rather 
good  but  is  temporarily  very  quiet,  due  to  the 
unsettled  conditions  in  the  anthracite  mining 
field.  He  is  expectant,  however,  of  a  big  Fill 
season  and  has  recently  installed  six  Uni?o 
demonstration  booths  in  his  warerooms.  These 
warerooms  are  located  on  the  main  street  of 
Pittston  and  are  equipped  with  every  modern 
appointment  for  the  successful  retailing  of  talk- 
ing machines.  •- 


Northwest  Phonograph  Jobbers,  Inc. 


PORTLAND 


122     SOUTH      MONROE  STREET 
SPOKANE.  WASHINGTON 


SEATTLE 


Thoroughly  Covering  Washington,  Northern  Oregon,  Northern  Idaho  and 
Western  Montana  as  Factory  Distributors  for 

Emerson,  Brooks  and  Paramount   Phonographs  and  Records 

and  a  complete  line  of  Phonograph  Accessories,  including 

BRILLIANTONE  AND  WALL-KANE  NEEDLES.  RECORD  ALBU.MS.  RECORD  BRUSHES.  ETC. 


As  a  $100,000  corporation  officered  by  men  thoroughly  familiar  with  the  musical  instrument 
business  as  a  result  of  many  years'  experience,  we  can  assure  dealers  in  our  territory  at  all  times 

ESPECIALLY  DEPENDABLE  SERVICE  and  EXCEPTIONALLY  COMPLETE  STOCKS 


INQUIRIES  SOLICITED  FROM  DEALERS  ONLY 


The  Talking  Machine  World,  Nezv  York,  October  15,  1920 


PHONOGRAPHS      AND  RECOR 


Every  time  you  sell  a  Brunswick 
you  win  more  friends 


It  13  satisfying  to  note  how  enthusiastic 
every  Brunswick  family  becomes  over 
Brunswick  tones.  How  they  take  delight 
in  explaining  Brunswick  features,  especially 
the  Ultona,  to  all  their  friends.  It  is,  per- 
haps, a  very  human  pride  in  having  some- 
thing new,  exclusive,  and  different  to  show 
people. 

Brunswick  excellence  has  created  an  army 
of  recommenders.  They  help  you,  they  work 
hand  in  hand  with  us  in  our  advertising  and 
selling.  We  speak  here  not  of  things  to 
come,  but  of  things  already  accomplished. 

The  constantly  growing  market  for  The 
Brunswick  assures  a  permanent  business  for 
the  dealer.  And  every  buyer  of  a  Brunswick 
phonograph  becomes  a  regular  customer  for 
Brunswick  records. 


Reaching  the  dominant  buyers 

In  each  community  there  is  a  class  of  peo- 
ple who  have  a  real  appreciation  of  fine 
music  and  who  easily  influence  the  less  ap- 
preciative. A  like  situation  exists  in  many 
lines,  but  it  is  particularly  true  of  musical 
merchandise. 

We  have  always  made  a  strong  appeal  to 
this  dominating  type  of  buyer,  through 
musical  reviews  and  high-class  periodicals, 
as  a  glance  at  our  advertising  schedules 
from  year  to  year  will  show. 

One  of  the  great  things  about  The  Bruns- 
wick is  the  way  it  wins  not  only  the  major- 
ity who  merely  "know  what  they  like"  in 
music,  but  also  the  minority  who  can  lay 
claim  to  be  musical  critics. 

Brunswick  Phonographs  and  Records  are 
sold  on  this  straight-from-the-shoulder  basis : 
"Hear;  then  decide  for  yourself." 


The  Talking  Machine  World,  New  York,  October  15.  1920 


The  Ultona  Playing  a  Brunswick  Record 


1)1 


The  only  real  all-record 
reproducer 


No  other  phonograph  in  the  world  can 
give  3^ou  the  Ultona. 

A  simple  turn  of  the  wrist  enables  you 
to  play  any  record  made.  There  are  no 
make-shift  attachments,  no  bothersome 
adjustments  to  be  made. 

All  the  different  types  of  needles  re- 
quired are  already  mounted  on  the  Ul- 
tona— the  straight  steel  needle,  the  dia- 
mond point,  sapphire  ball. 

The  Ultona  is  delicately  counter-bal- 
anced so  that  it  plays  each  make  of 
record  with  just  the  proper  weight  and 


with  the  needle  at  just  the  proper  angle 
required. 

Contact  between  playing  point  and 
record  is  so  perfectly  balanced  that  all 
those  old-time  scratching  noises  are  en- 
tirely eliminated. 

The  Ultona  is  the  greatest  single  ad- 
vancement in  phonograph  history.  It 
makes  old  methods  out  of  date.  It  pro- 
duces finer,  truer,  sweeter  tones. 

The  Ultona  is  not  an  accessory,  but 
an  inbuilt  part  of  the  instrument. 

It  plays  not  three  or  four  makes  of 
records,  but  all  of  them,  including,  of 
course,  Brunswick  Records. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 
General  Offices:  623-633  S.  Wabash  Ave.,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Canada 
Canadian  Distributors:  Musical  Merchandise  Salcg  Cc  , 
79  Wcllincton  St.,  West,  Toronto 


PHONOGRAPHS      AND  REG 


The  Talking  Machine  World,  New  York,  October  15 


i 


The  Tone  Amplifier  Built  Entirely  of  Wood 


I)' 


The  importance  of  the 
Tone  Amplifier 


No  matter  how  perfect  a  reproducing 
apparatus  mig-ht  be,  much  of  the  beauty 
of  the  tone  reproduced  would  be  lost 
unless  the  tone  chamber  amplified  the 
tone  properly. 

Sound  waves  expand  according  to  def- 
inite laws  of  acoustics.  If  these  laws  are 
violated  a  blurring  tone  results. 

The  Brunswick  Tone  Amplifier  is 
built  entirely  of  wood,  moulded  in  a 
peculiar  shape,  the  process  being  exclu- 
sive with  The  Brunswick. 

It  has  no  cast  metal  throat,  being 
made  of  wood  clear  up  to  the  "deck" 
where  it  joins  the  tone  arm. 


Brunswick  tones  are  softer,  smoother, 
steadier,  than  those  reproduced  by  any 
other  method — a  fact  which  is  remarked 
by  the  majority  of  people  at  the  first 
hearing. 

Brunswick  Records 

Fitting  companions  of  the  Brunswick 
Phonograph.  Can  be  played  on  any  in- 
strument using  steel  or  fibre  needles. 
Made  in  our  own  record  factories. 

All  we  ever  ask  any  buyer,  all  we  ask 
any  dealer,  is  to  hear  Brunswick  Phono- 
graphs and  Brunswick  Records. 


I 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 
General  Offices:  623-633  S.  Wabash  Ave.,  Chicago 

SiaD  h  Houses  in  Principal  Cities  of  United  States,  Mexico  and  Cana:ia 
Canadian  Distributors:  Musical  Merchandise  Salea  Co,- 
79  Wellington  St.,  West,  Toronto 


PHONOGRAPHS      AND  REC 


The  Talking  Machine  World,  New  York,  October  15.  1920 


-'4 


1 


P5 


i 


Brunswick  Phonograph  Factory  at  Dubuque,  Iowa 


Six  factories  and  thirty-eight 
branch  houses 

Dealing  direct  with  the  dealer 


Brunswick  men  and  Brunswick  stock 
are  always  close  to  the  Brunswick  dealer. 
And  not  onh-  geographically  speaking, 
but  in  actual  contact,  unaffected  by  the 
interests  of  any  third  party. 

It  takes  a  big  organization  like  Bruns- 
wick's to  go  into  a  new  field,  as  it  did 
four  years  ago  with  the  Brunswick  Pho- 
nograph, and  market  such  a  specialty 
without  jobbers. 

But  Brunswick,  as  a  manufacturing 
house,  had  been  in  business  over  seventy 
years  then.  And  the  completeness  of 
Brunswick  distribution  today  is  a  marvel 
of  the  business  world. 

With  the  Brunswick  direct-to-dealer 
system  there  is  no  possible  chance  for  any 
conflict  of  interest  to  arise  between  job- 


ber and  dealer,  or  between  competing  job- 
bers, or  between  maker  and  jobber,  to  the 
detriment  of  the  third  party. 

Brunswick  selling  is  simplified  selling. 

100  per  cent  Brunswick 

Brunswick  builds  the  Brunswick  Pho- 
nograph complete.  It  controls  the  qual- 
ity and  workmanship  of  every  separate 
part.  There  is  no  dependence  upon  out- 
siders, from  first  to  last.  And  the  same  is 
true  of  Brunswick  Records. 

As  our  sales  eft'orts  become  more  inten- 
sive in  various  localities,  there  will  be 
from  time  to  time  openings  for  new 
Brunswick  dealers.  If  you  are  interested 
in  a  Brunswick  franchise,  write  for  full 
particulars. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 
General  Offices:  623-633  S.  Wabash  Ave.,  Chicago 

Braiicb  Houses  in  Principa.1  Cities  of  United  States.  Mexico  and  Canada 
Canadian  Distributors:  Musical  Merchandise  Sales  Co.,  79  Wellington  St.,  West,  Toronto 


PHONOGRAPHS  AND 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


19 


MAULING  THE  LANGUAGE  VIA  THE  SHORTHAND  METHOD 


Frank  M.  Williams  Discourses  Upon  the  Degrees  of  Assault  and  Battery  That  a  Modern  Stenog- 
rapher Can  Inflict  Upon  Words  Not  Found  in  the  First  Reader  or  "Snappy  Stories" 


It  was  12  o'clock,  alias  noon,  daylight  saving 
time.  The  hands  of  the  big  clock  in  the  executive 
offices  of  a  prominent  record  producing  corpora- 
tion had  assumed  a  northerly  position,  i.  e., 
pointed  heavenward.  This  latter  information  is 
given  merely  to  impress  upon  the  reader's  mind 
the  fact  that  all  hands  in  a  big  manufacturing 
establishment  are  upright  when  the  lunch  hour 
arrives. 

Miss  Steno  removed  a  four-ounce  wad  of 
Spearmint  from  between  her  pearly  molars  and 
consigned  the  cud  to  its  accustomed  habitat  in 
her  desk.  Then  she  spiked  her  saucy  little  turban 
firmly  upon  her  peroxide  tresses,  wiped  her  white 
kid  pumps  with  a  4x6  (inches,  not  feet)  hand- 
kerchief, cast  a  lingering  glance  at  her  reflected 
image  in  the  mirror  of  her  vanity  bag,  and  headed 
for  the  door.  As  she  passed  the  office  of  the 
manager  she  was  brought  face  to  face  with  that 
important  personage. 

"What  in  the  world  is  the  matter  with  you 
this  morning,  Miss  Steno?"  he  thundered.  "Here 
are  half  a  dozen  mistakes  you  have  made  in  simple 
business  correspondence  to-day,"  he  added,  as 
he  held  up  the  offending  letters  for  her  in- 
spection. "In  this  letter  to  one  of  our  most 
valued  artists,  whom  1  was  complimenting  upon 
the  success  of  a  recent  record,  I  said:  'Your 
tympani  is  delightful'  and  you  have  it  'your  tin- 
pan  is  deafening!'  To  another  artist,  who  com- 
plained that  the  minister  of  his  church  had  re- 
quested the  elimination  from  our  list  of  a  cer- 
tain record,  I  made  use  of  the  expression:  'Haydn 
aria  already  banned'  and  you  make  me  say:  'Hy'n 
Dri  already  canned.'  And  in  this  letter  u 
one  of  our  Western  representatives,  who  seeks 
information  concerning  sales  of  certain  records, 
I  remarked:  'Loola  Rook  breaking  record'  and 
you  make  me  say:  'Look  at  Ruth's  batting 
record!'  Do  you  imagine  that  you  are  playing  on 
a  baseball  team  instead  of  a  typewriter?"  con- 
tinued the  boss.  "Do  you  think  you  are  a  bleach- 
erite  and — " 

"Sir!  I  would  have  you  understand  that  this 
is  my  natural  hair — "  began  Miss  Steno,  but 
the  boss  headed  her  off  with: 

"I  was  not  alluding  to  your  hair.  Miss  Steno; 
I  was  merely  referring  to  a  certain  section  of 
the  ball  park.  But  to  return  to  business:  In 
this  same,  letter  I  added  the  information,  'Merry 
Andante  still  taking  great'  and  you  have  it, 
'Mary  and  Doug  still  talking  gush!'  Where 
in  Sam  Hill  do  you  get  all  this  movie  stuff?" 
continued  the  irate  manager.  "But  look  at  this!" 
he  fairly  roared.  "Of  course  you  had  to  make 
the  greatest  blunder  of  all  in  the  most  important 
letter  of  the  lot.  In  this  letter  to  one  of  my 
most  valued  business  associates,  whose  beautiful 
daughter  had  her  coming-out  party  last  night,  1 
tried  to  get  poetfc  when  I  described  my  dance 
with  her  by  saying:  'The  slippers  worn  on 
her  dainty  feet  reminded  me  of  fairy  boots.'  What 
did  you  make  me  say  in  that  letter?    You  made 


me  say:  'The  sloops  worn  on  her  dirty  feet  re- 
minded me  of  ferryboats!'" 

A  pearly  teardrop  began  a  zigzag  course 
athwart  the  peach  and  cream  complexion  of  the 
fair  manipulator  of  the  keys,-  but  was  deftly 
flagged  by  a  well-directed  swipe  with  her  ever- 
ready  powder  rag. 

"I  know  it,  sir,"  she  faltered,  as  she  turned 
her  head  to  hide  the  quivering  lips.  "But  I 
am  not  myself  to-day.  I  heard  something  this 
morning  that  made  me  feel  very,  very  sad,  in- 
deed!" 

"And  what  was  that?"  asked  the  boss,  touched 
by  her  display  of  emotion. 

"The  alarm  clock!"  sweetly  replied  Miss  Steno, 
as  she  beat  it  for  the  elevator. 

Moral:  If  you  imagine  that  all  the  corre- 
spondence school  graduates  are  ukulele  players, 
you  have  another  guess  coming. 


ORGANIZES  SALES  COMPANY 

I.  W.  Becker  Co.  Opens  Offices  and  Sales  Rooms 
in  Atlanta  for  the  Purpose  of  Handling  a  Long 
Line  of  Talking  Machine  Specialties 


Atlanta,  Ga.,  October  4— 1.  W.  Becker,  for  a 
number  of  years  Southern  representative  for 
Jones-Motrola,  Inc.,  has  organized  a  sales  com- 
pany to  be  known  as  the  I.  W.  Becker  Co.  with 
offices  and  warerooms  at  226j^  Peachtree  street, 
this  city.  Besides  the  Jones-Motrola  the  follow- 
ing well-known  accessories  will  be  carried:  Long 
cabinets,  Peerless  albums,  Repeater-Stops,  All- 
In-One  reproducers,  Reflexo  products,  Brillian- 
tone  needles,  Dulciphone  needles,  Tonar  brushes, 
New  York  brushes,  Gilbert  brushes,  record 
flashers,  Dancing  Rastus,  Lansing  covers.  Uni- 
versal Display  Fixtures,  General  Phonograph 
toy  machines,  Geo.  F.  Usbeck  music  roll  hold- 
ers. Perfection  tone  arms  and  PuritOne  repro- 
ducer. The  sales  staff  calling  on  the  retail  trade 
now  consists  of  four  men  and  the  jobbing  trade 
will  be  handled  by  Mr.  Becker  and  Mr.  Sollish. 
I.  W.  Becker  &  Co.  stated  that  they  have  estab- 
lished a  policy  of  entire  co-operation  with  the 
dealer  in  turning  over  all  jobber  business  to  the 
dealer.  They  will  cover  the  following  territory : 
Virginia,  North  Carolina,  South  Carohna, 
Georgia,  Florida,  Texas,  Oklahoma,  Alabama, 
Louisiana,  Arkansas,  Mississippi,  Tennessee,  all 
important  business  States. 


CREMONA  CO.  TO  MOVE  TO  ALBANY 

Portland,  Ore.,  October  2.— The  Cremona  Phono- 
graph Co.,  of  this  city,  manufacturer  of  the 
Cremona  phonograph,  has  purchased  the  plant  of 
the  Albany  Furniture  &  Mfg.  Co.,  Albany,  Ore., 
and  will  move  its  present  equipment  to  that  city. 
It  is  planned  to  spend  about  $25,000  in  recon- 
structing the  Albany  plant  to  provide  for  the  re- 
quirements of  the  company's  business  so  as  to 
supply  the  needs  of  the  dealers  and  purchasing 
public. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  50  cents  for  Sample  Stop 


KirkmanEngineeringCorporation 

484-490  Broome  St.,  New  York 


TOYS 


for 


CHRISTMAS 


Something  for  the  Children 
at  Christmas  That  Brings  in 
the  Parents  and  Makes  You 
New  Customers 


It  will  pay  you  to  show  these  novel- 
ties dancing  in  your  windows  from 
Thanksgiving  to  Christmas. 


RAGTIME  RASTUS 

PATENTED  MARCH  16.  1915. 

An  Automatic  Dancing  Darky  Doll  for 
Talking  Machines 

Rastus  does  one  hundred  different  steps 
while  the  music  is  playing.  Delights  Chil- 
dren and  amuses  the  older  people,  too. 
The  funniest  dancing  toy  ever  made. 

Attractively  painted  in  four  colors. 

Ragtime  Rastus,  Item  lOOA  $1.65 


THE  BOXERS 
Patented  March  16,  1915 

Amusing  Novelty  for  Talking  Machines 

These  little  Boxers  are  very  realistic  and 
create  lots  of  fun.  They  do  all  the  different 
blows  and  steps  known.  Put  on  a  good 
lively  record  and  these  little  figures  box 
away  in  lively  fashion. 

Boxing  Darkies,  Item  lOOB  $1.75 
Combination  Rastus  and  Boxer 

Two   Toys  in  One — Our  Biggest  Seller 

Dancing  Rastus  and  Boxing  Darkies,  the 
two  sets  of  figures  combined  with  one 
dancing  mechanism.  All  in  one  box.  Very 
popular. 

Combination  Rastus  and  Boxers 
Item  lOOAB  $2.00 


NOTE  :  These  toys  fit  standard  machines  and  can 
be  put  on  or  taken  off  in  five  seconds  and  do  not 
injure  record  or  mar  machine.  Fit  all  Columbia 
and  Victor  models.  Edison  machine  requires  special 
di.sc.  25c.  extra. 


Wholesale  and  Export  discount  in 
dozen  lots  of  one  kind  or  assorted 
33  \/3%.  In  3  doz.  lots  of  one  kind 
or  assorted  40%. 

NATIONAL  COMPANY 

Mechanical  Specialty  Manufacturers 
Cambridge  39        BOSTON,  MASS. 


20 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


VOCALION  DEALERS 


F  you  are  looking  for  service  in 
all  that  the  word  implies^  send 
your  orders  to 

CINCINNATI 


The  shipping  center  of  the  Middle  West 
The  gateway  to  the  South 

With  a  complete  stock  of  Vocalions 
and  Vocalion  Records,  and  Cincin- 
nati's unexcelled  railroad  facilities,  we 
are  in  a  position  to  serve  you  promptly. 


THE  AEOLIAN  COMPANY 


2  5  WEST  FOURTH  STREET 


CINCINNATI '  OHIO 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


21 


GREAT  GATHERING  OF  VICTOR  DEALERS  IN  BALTIMORE 

Thos.  J.  Lyons,  of  the  Baltimore  Sun,  Makes  Stirring  Address  on  Correct  Advertising  Methods — 
Dealers  Start  Their  Fall  Campaign  for  Big  Business  With  Real  Inspiration — Those  Present 


Baltimore,  Md.,  September  27. — The  Victor  Talk- 
ing Machine  Dealers  of  Baltimore  have  started 
out  on  their  Fall  campaign  for  big  business 
with  real  inspiration,  for  last  week  a  monster 
meeting  of  the  members  of  the  Association  und 
members  of  their  sales  forces  was  held  in  the 
Emerson  Hotel.  The  gathering  was  preceded 
by  a  dinner  and  was  followed  by  a  dance,  at 
which  a  "jazz"  orchestra  played  Victor  hits. 

Thomas  J.  I^yons,  promotion  service  manager 
of  the  Baltimore  Sun,  was  the  principal  speaker 
and  at  the  conclusion  of  his  address,  which  was 
enthusiastically  received,  he  was  given  a  rising 
vote  of  thanks  and  three  ringing  cheers.  Mr. 
Lyons  reviewed  the  changing  business  condi- 
tions and  methods  and  dealers  agreed  that  many 
of  them  will  have  to  put  their  houses  in  order 
in  many  ways  to  keep  abreast  of  the  times  by 
following  out  some  of  the  many  suggestions  of 
the  speaker. 

Having  got  his  audience  in  good  frame  of 
mind  with  some  clever  stories,  Mr.  Lyons  then 
became  serious  and  said:  "You  expect  me  to 
talk  to  you  about  advertising.  Advertising,  my 
friends,  is  something  that  few  people  under- 
stand anything  about.  Advertising  has  a  wide 
range;  from  the  newspapers  to  the  street  cars, 
the  blank  walls  and  anything  that  attracts  busi- 
ness to  your  stores.  Anything  that  don't  at- 
tract business  to  your  stores  during  your  wak- 
ing hours  is  misadvertising.  Now,  as  I  under- 
stand it,  this  is  an  association  of  Victrola  deal- 
ers, and  if  I  were  called  to  your  store  to  discuss 
advertising  with  you  I  would  not,  as  many  of 
you  expect,  tell  you  in  glowing  terms  all  about 
the  newspaper  advertising,  or  any  medium  im- 
mediately, but  I  would  make  an  investigation 
of  your  business.  Perhaps  $5  spent  on  the  out- 
side of  the,  building  may  be  the  most  essential 
thing  necessary  in  the  beginning  of  the  cam- 
paign. Then  I  would  take  up  the  question  of 
your  show  windows  with  you,  for  every  adver- 
tising man  wants  to  intensify  the  business  of 
his  client  and  realizes  the  value  of  the  show 
window.  Have  you  ever  kept  a  record  of  the 
returns  from  your  windows,  whether  a  heavy 
window  or  a  light  window,  or  a  window  with 
prices,  or  without  prices,  or  a  specialty  window 
brings  in  the  largest  returns?  Check  up  on 
all  your  avenues  of  advertising  from  January 
through  to  December.  The  department  store 
checks  up  on  feature  items  and  marks  them  up 
every  day  and  keeps  these  references  ready  for 
study  and  comparison. 

"Your  store  at  least  is  an  advertisement  in 


itself.  The  interior  should  be  clean  and  the 
stock  neatly  arranged.  This  is  very  vital  to 
your  advertising  campaign.  I  remember  visit- 
ing a  large  jewelry  store  on  one  occasion  and 
at 'both  ends  of  a  long  showcase  filled  with 
exquisite  jewelry  I  noticed  large  brass  cuspidors. 
I  spoke  to  the  proprietor,  saying:  'Do  you  think 
a  woman,  handsomely  gowned  and  seeking  dia- 
monds, would  be  interested  in  those  brass  cus- 
pidors?' He  took  the  hint  quickly  and  they 
were  removed. 

"Misadvertising  costs  lots  of  money.  You 
may  use  a  $20  ad  and  only  bring  in  four  cus- 
tomers. That  would  be  expensive  if  the  four 
customers  went  away  with  a  bad  impression  of 
your  establishment  and  it  might  cost  you  thou- 
sands of  dollars'  worth  of  business  in  the  fu- 
ture. Yet,  if  those  four  customers  are  well 
pleased  with  their  purchases  and  tell  their 
friends,  and  the  friends  tell  other  friends  the 
cost  of  that  ad  will  be  paid  for  many  times. 

"Many  times  an  executive  comes  downtown 
in  the  morning  with  a  grouch  and  passes  that 
along  to  his  sales  people  and  these  sales  peo- 
ple pass  it  along  to  the  customer,  and  that  is 
misadvertising.  I  know  the  trouble  of  doing 
business  before  the  war,  during  the  war  and 
now,  but  we  are  now  facing  about.  Pretty  much 
any  of  us  in  business  can  get  a  store  and  fix 
it  up  and  start  in  to  do  the  battle  for  busi- 
ness, but  this  is  no  longer  the  method.  To-day 
there  must  be  selling  plans,  which  mean  suc- 
cess or  failure,  and  to  properly  sell  Victrolas 
certain  co-operation  is  necessary  to  bring  about 
the  best  results.  It  is  co-operation  that  we 
want  to  hear  about.  We  are  able  to  ride  for 
7  cents  on  a  street  car  because  so  many  other 
people  co-operate  by  riding,  and  we  can  travel 
to  New  York  and  other  points  for  small  sums, 
considering  the  distance,  because  other  people 
travel." 

Mr.  Lyons  then  told  of  how  the  druggists  got 
together  and  eliminated  the  price-cutting  of 
the  downtown  druggists  and  of  the  work  of  the 
Maryland  Optical  Association  a  few  years  ago, 
when  it  cleaned  up  the  business  and  had  a  law 
passed  that  put  out  the  quack.  He  told  how 
co-operation  had  worked  out  in  other  fields. 
"Make  yourself  a  good  advertiser,"  continued 
Mr.  Lyons.  "I  remember  not  so  long  ago  writ- 
ing an  ad  for  a  shoe  firm  and  happening  in  the 
composing  room  of  a  newspaper,  a  compositor 
came  up  to  me  and  ripped  out  a  number  of  oaths 
about  the  shoe  man.  He  told  me  that  some 
years  before  he  purchased  a  pair  of  shoes  at  the 


store  and  went  back  because  they  were  un- 
satisfactory. The  treatment  he  received  was  so 
bad  and  unsatisfactory  that  he  had  been  telling 
about  this  condition  to  every  friend  and  person 
he  had  met,  especially  when  the  subject  of  shoes 
was  discussed.  This  misadvertising  cost  that 
shoe  man  thousands  of  dollars  and  he  did  not 
know  it. 

"Business  is  your  life.  On  your  seventy-fifth 
birthday  is  not  the  time  to  visualize,  for  you 
are  standing  at  the  stairway  of  another  life. 
Thirty  years  from  now  another  man  will  likely 
be  talking  in  this  room  about  the  problems  of 
business  and  other  people  besides  you  will  be 
listening  to  him.    Consider  your  business  now." 

During  the  evening  Fred  Kenlo,  of  Leo  Feist, 
Inc.,  sang  several  numbers,  including:  "The 
Rose  I  Call  Sweetheart,"  "I'm  in  Heaven," 
"Honolulu  Days"  and  a  duet  with  Tom  Kelly, 
"Give  Me  All  of  You."    Mr.  Kelly  also  sang. 

William  Mueller,  president  of  the  Association, 
presided.  The  entertainment  committee  ar- 
ranged details  of  the  affair  and  included  Elmer 
J.  Walz,  chairman;  M.  J.  Rogers  and  W.  C. 
Roberts. 

Among  those  present  were:  W.  T.  Davis,  rep- 
resentative of  the  Victor  Co.,  Camden;  Robert 
Ansell,  Miss  Lottie  Probert,  Joseph  L.  Roberts 
and  Arthur  N.  Ansell,  of  Robert  Ansell,  Inc.; 
Joseph  A.  Kunkle  and  Joseph  A.  Becker,  of  the 
Kunkle  Piano  Co.;  Joseph  Fink,  Samuel  Fink, 
H.  L.  Powell  and  Miss  Louise  Lawless,  of  the 
Kranz-Fink  Talking  Machine  Co.;  William  F. 
Vordemberg,  Joseph  A.  Grottendick  and  Charles 
VV.  Glaser,  of  the  G.  Fred  Kranz  Music  Co.; 
William  M.  Mueller,  William  E.  Fisher,  F.  C. 
Moss,  J.  G.  Lueffer  and  N.  E.  Fumpster,  of 
William  M.  Mueller;  William  C.  Roberts  and 
John  H.  Bowen,  of  the  E.  F.  Droop  &  Sons 
Co.;  William  A.  Eisenbrandt  and  A.  S.  Eisen- 
brandt,  of  H.  R.  Eisenbrandt  Sons  Co.;  Meyer 
Mazor,  Dora  Mazor,  Louis  Mazor,  of  Mazor 
Piano  Co>;  Isaac  Potts  and  William  Potts,  of 
Little  Potts;  M.  J.  Rogers,  J.  Frederick  Schel- 
ler  and  E.  M.  White,  of  The  Hub;  G.  W.  West, 
Miss  Evelyn  Burkart,  Miss  Marie  Flaherty,  R. 
Goldman  and  H.  S.  Seager,  of  Hecht  Bros.  & 
Co.;  E.  Reiner  and  M.  J.  Lehman,  of  Reiner- 
Lehman  Co.;  Harry  S.  Emrich  and  Miss  Mary 
T.  Dobbin,  of  Gomprecht  &  Benesch;  Joe  Mann 
and  Mrs.  P.  Hartman,  Mann  Piano  Co.;  I.  Pol- 
lack, of  A.  Burdwise;  M.  Greenwald,  Mrs.  I. 
Fivel  and  Miss  R.  Budwinick,  of  Ideal  Music 
Shop;  Reuben  T.  Ember,  of  R.  Ember  &  Co.; 
Mrs.  Alma  Hentschel,  of  Hentschel  Music 
House;  E.  J.  Walz,  T.  Brosee  and  Miss  E.  M. 
Groell,  of  Cohen  &  Hughes;  C.  D.  Messenger, 
Mrs.  T.  Brosee,  Mrs.  W.  A.  Wood,  Jr.,  Elwood 
M.  Southwaite  and  C.  B.  Weiss,  The  Talking 
Machine  World. 


■"UIC  M  A      YET  uia-  %r  —  ..—-r:":.-/::-^. 


"H\S  MASTEK'S  VOICE-'^ 


i»ee.  w.s.PAxoFr 


"Buying  Trend  Towards 

Well  Advertised  Products" 

So  reads  the  market  report.  This  should  particularly  interest  the 
dealer  handling  Victor  product  Exclusively. 

ORMES,  Inc. 

26  East  125th  Street  NEW  YORK 

Victor  Wholesale  Exclusively 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Edison  Message  No,  80 


Six  months  ago  we  made  the  state- 
ment that  the  prices  of  Edison  Phono- 
graphs, in  spite  of  the  enormous  in- 
creases in  the  cost  of  raw  materials 
used  in  their  manufacture,  had  in- 
creased only  1  5%,  including  War  Tax, 
since  1914. 

Raw  material  costs  have  advanced 
still  further,  yet  the  prices  of  Edison 
phonographs,  to-day,  remain  un- 
changed. 

We  are  absorbing  the  increases  in 
order  to  stabilize  the  Edison  Phono- 
graph business. 

"Edison  Stood  and  Is  Standing  the  Gaff" 


THOMAS  A.  EDISON,  Inc. 

ORANGE,  N.  J. 


October  IS,  1920  THE    TALKING    MACHINE    WORLD  23 

pllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllil^^ 

I  How  Co-ordination  of  Sales  Activities  as  in  | 
I  Baseball  Team  Work  Wins  Out      By  Edward  Katt  | 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 


At  tiiis  time  of  the  year,  when  the  big  leagues 
are  winding  up  or  have  just  completed  the  sea- 
son's activities,  baseball  occupies  a  prominent 
place  in  our  daily  conversation.  There  are  few 
of  us  who  do  not  retain  clearly  in  our  minds 
the  brilliant  plays  and  new  records  established 
on  the  diamond  during  the  past  several  months. 
It  will  therefore  be  interesting  to  draw  a  lesson 
in  talking  machine  merchandising  from  our  na- 
tional game. 

'T^here  are  few  forms  of  sport  that  have  re- 
ceived the  thought  and  study  of  capable  thinkers 
to  the  extent  of  the  battle  on  the  diamond.  As 
played  by  the  big  teams,  the  game  has  devel- 
oped into  a  science.  When  the  umpire  shouts 
"Play  Ball,"  therefore,  every  player  snaps  into 
position,  each  one  prepared  to  do  his  bit  toward 
winning  the  game  for  his  team. 
Baseball's  Lesson  to  Talking  Machine  Dealers 
Right  here  at  the  beginning  of  the  game,  base- 
ball and  a  well-conducted  talking  machine  busi- 
ness assume  common  characteristics.  The 
co-operation  and  service  extended  by  most 
talking  machine  manufacturers,  in  the  form 
of  sales  helps,  have  accustomed  the  talk- 
ing machine  dealer  to  consider  and  use  many 
different  factors  in  developing  sales.  These 
helps  have  taken  various  forms,  but  readily  can 
be  classified,  in  the  main,  as  newspaper  ads, 
movie  slides,  car  cards,  billboard  and  other  out- 
door signs,  circulars  and  booklets  for  direct 
mail  and  for  individual  distribution,  window  dis- 
plays and  store  announcements.  Each  of  these 
is  capable  of  wielding  a  certain  and  positive 
sales  influence  and  there  are  few  live  dealers 
who  do  not  employ  one  or  more  of  these  me- 
diums for  stimulating  public  interest.  The  skill 
and  good  judgment  with  which  the  dealer  as- 
signs these  dififerent  sales  stimulators  to  their 
jobs,  to  a  great  extent,  determine  their  suc- 
cess. 

The  Team  Is  as  Good  as  Its  Management 

The  dealer,  therefore,  is  very  much  like  the 
manager  of  a  baseball  team.  He  has  at  his 
command  these  various  sales  promoters.  Each 
one  is  a  player  on  his  team  to  be  used  for  the 
purpose  of  winning  the  game — a  sale,  of  course. 
Now,  when  the  dealer  is  a  good  manager,  he 
will  have  studied  the  opposing  teams — his  com- 
petitors. He  also  knows  the  field — the  buying 
public.  He  studies  their  characteristics,  their 
habits;  he  knows  where  and  how  his  prospects 
spend  most  of  their  time,  and  the  points  of  ap- 
peal capable  of  winning  them  over.  Accordingly, 
he  assigns  his  team  of  sales  developers  to  their 
positions,  taking  care  to  put  the  right  one  in 
the  right  place. 

Team  Work  for  Hits,  Runs  and  Sales 

Now  for  some  team  work.  Let  us  see  how  it 
works  out  with  a  well-selected  sales  organiza- 
tion. One  of  the  advertisements  out  in  the 
field,  in  the  form  of  signs,  car  cards,  movie 
slides,  etc.,  chosen  for  its  ability  to  deliver 
the  sales  message,  is  perhaps  the  first  element 
in  drawing  attention  to  the  store. 

The  Fielders,  Your  Ads 

^The  product  has  undoubtedly  already  been 
extensively  advertised  by  the  manufacturer;  the 
ad  tells  the  public  that  dealer  so  and  so  carries 
it,  assures  good  service  and  wins  a  certain 
amount  of  good  will  for  the  store.  One  ad 
alone  coming  to  the  attention  of  the  prospect 
might  not  result  in  a  sale,  but  each  tirne  the 
prospective  buyer  sees  it  he  is  drawn  a  little 
closer. 

Window  an  Effective  "Shortstop"? 

The  next  member  on  the  team,  the  window 
display,  now  plays  its  part.  The  individual 
whose  attention  has  been  drawn  by  the  field 
advertising  passes  the  store.  If  the  display  is 
a  good  one  it  will  have  some  characteristic  to 


connect  it  with  the  ad  (some  dealers  display 
the  ad  itself);  here  is  a  connecting  link.  The 
display  will  extend  a  further  sales  appeal  and 
induce  the  prospect  to  step  inside  and  see  and 
hear  for  himself. 

Salesman,  the  Babe  Ruth  of  Selling  Team 
The  salesman  now  holds  the  game  in  his 
hands.  He  is  the  pinch  hitter,  star  batter;  in 
fact,  he  is  the  one  big  champ  player.  He  has 
not,  however,  overlooked  the  valuable  support 
that  the  other  sales  mediums  have  rendered. 
This  customer  has  been  taken  up  along  certain 
lines  and  led  to  him.  There  is  a  thread  of  in- 
terest that  he  must  pick  up  and  carry  through 
to  a  sale.  It  is  in  his  power  to  put  it  across 
or  to  fumble  the  ball.    The  wise  dealer,  there- 


INTENSIVE  CAMPAIGN  SUCCEEDS 

C.  E.  Goodenough,  of  Bethlehem,  Pa.,  Tells  of  a 
Business  Campaign  Which  Netted  Him  $3,500 


In  a  recent  letter  to  the  Interstate  Phonograph 
Co.,  Pathe  distributor  of  Philadelphia,  Pa.,  C.  E. 
Goodenough,  of  the  Goodenough  Piano  Co., 
Bethlehem,  Pa.,  told  of  an  intensive  campaign  he 
conducted  between  June  28  and  July  24  of  this 
year  which  resulted  in  his  putting  across  more 
t'han  $3,500  worth  of  actual  business  in  that 
period  and  a  compilation  of  a  list  of  first-class 
prospects  that  have  since  resulted  in  desirable 
sales.  During  the  progress  of  the  campaign  heavy 
advertising  of  the  Goodenough  Piano  Co.  ap- 
peared in  the  local  papers.  The  surrounding 
rural  districts  were  thoroughly  canvassed.  In 
that  period  one  salesman  and  a  driver  in  a'  Ford 


fore,  uses  the  utmost  discrimination  in  the 
choice  of  the  man  for  this  position. 

The  Buyer  Shares  Your  Victory 

It  is  not  our  intention  that  you  should  view 
these  sales  activities  as  a  process  of  inveigling 
the  prospect  into  a  sale.  The  customer  does 
not  lose  when  the  dealer  wins.  The  customer 
is  being  rendered  a  service:  a  new  want  has 
been  satisfied;  a  new  pleasure,  and  increased 
happiness  brought  into  his  life. 

The  principles  of  good  management  and 
team  work,  however,  are  as  vital  to  retail  talking 
machine  selling  as  they  are  to  modern  baseball. 

Choose  the  members  of  your  team  discrimi- 
natively,  and  then  organize  and  drill  them  for 
team  work. 


touring  car  brought  in  $2,400  worth  of  Pathe 
business,  cash  and  down  payments  of  $725. 

An  amusing  experience  of  a  salesman  in  can- 
vassing a  rural  district  during  this  campaign  is 
given.  The  salesman  in  question  left  on  a  Mon- 
day morning  to  cover  a  district  where  consid- 
erable business  had  already  been  done.  He  left 
with  the  "do  or  die"  spirit  and  not  to  return 
until  everything  was  sold  on  the  terms  speci- 
fied. He  came  home  with  cash,  a  pig  and 
480  quarts  of  huckleberries.  The  huckleberries 
were  worth  nineteen  cents  a  quart  and  were  later 
disposed  of  at  $6.50  a  crate,  making  a  profit  of 
$7.50  on  the  fifteen  crates.  Mr.  Goodenough  re- 
ports that  he  did  not  lose  any  money  on  the 
pig,  either,  for  he  was  turned  into  cash  at  a 
profit.  The  figures  mentioned  in  Mr.  Good- 
enough's  letter  do  not  include  local  or  floor 
Pathe  business. 


In  each  community  are  great 
possibilities  with  Victor. 

Behind  the  dealer  working  to 
realize  those  possibilities,  is  our 
whole  strength. 

Elyea  Talking  Machine  Co. 

Atlanta,  Georgia 
Exclusively  Victor  Strictly  Wholesale 


24 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THERE  S  A  REASON  FOR  EVERY  SUCCESS 

We  don  t  know  whether  the  success  of  our  dealers  has  been  due  entirely  to  the  high  grade  of 
The  Serenade,  we  do  know  people  are  demanding  quality  and  tone,  that  they  are  buying  satisfaction. 

It  may  be  that  our  dealers'  success  has  been  the  result  of  our  effective  advertising  co-operation 
— many  of  them  tell  us  so. 

Our  idea  is  that  our  different  Method  of  marketing  combined  with  the  above  has  attracted 
the  better  class  of  live  dealers  who  could  sell  anything  and  that  their  success  has  been  augmented 
by  all  of  the  conditions  of  their  association  with  us. 

SERENADO  MFG.  CO..  CEDAR  RAPIDS.  IOWA 

JUl  the  World's  Artists  play  and  sin^  their  best 
jbr  the  Audience  TieSerenado 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


25 


COMPARATIVE  PRICES  CONDEMNED 

Better  Business  Bureau  of  Indianapolis  Points 
Out  the  Disturbing  Effect  of  Advertising  in 
Which  Comparative  Prices  Are  Featured 


making  it  necessary  for  such  merchant  to  spend 
ever-increasing  sums  for  advertising.  In  the 
meantime  his  department  heads  are  tempted  to 
make  ever-increasing  claims  of  reductions  to 
stimulate  th^  jaded  public  appetite  for  bargains." 


TALKING  MACHINE  EXPORTS  GROW 

Exports,  Including  Records,  for  Seven  Months 
Ending  July  31,  1920,  Total  $4,663,204 


The  danger  arising  from  the  indiscriminate 
use  of  comparative  prices  in  retail  advertising 
is  stressed  in  an  interesting  and  effective  man- 
ner by  a  report  recently  issued  by  the  Better 
Business  Bureau  of  Indianapolis,  which  is  af- 
filiated with  the  National  Vigilance  Committee 
of  the  Associated  Advertising  Clubs  of  the 
World,  says  a  bulletin  from  the  offices  of  the 
latter  organization  in  New  York. 

"Comparative  price  advertising,"  suggested 
the  Indianapolis  Bureau  in  a  report  to  its  mem- 
bers, "is  again  running  riot  in  Indianapolis. 
Merchants  who  seldom  use  comparatives  have 
been  using  them  recently.  Others  who  habit- 
ually use  them  have  been  even  more  extrava- 
gant in  their  statements. 

"We  do  not  hold  that  the  mere  use  of  com- 
parative prices  is  unethical  or  wrong.  We  do 
maintain,  however,  that  the  use  of  compara- 
tive prices  and  comparative  values  is  subject  to 
great  abuse  and  tends  to  undermine  confidence 
in  advertising,  as  it  tends  to  educate  the  public 
to  the  belief  that  a  regular  price  on  merchan- 
dise carries  an  exceptionally  large  profit  for  the 
merchant,  and  that  it  is  not  prudent  to  buy  until 
goods  are  advertised  at  a  reduction.  It  tends 
to  educate  the  public  to  become  bargain- 
htmters. 

"The  efTect  upon  the  department  buyer  is  to 
do  exactly  what  the  public  suspects,  place  a 
high  mark-up  on  his  goods  that  he  may  adver- 
tise them  at  a  reduced  price  and  still  make  a 
reasonable  profit.  The  shopper  learns  to  look 
and  wait  for  a  reduced  price  before  purchasing 
and  even  then  questions  whether  or  not  she  is 
getting  a  real  bargain. 

"The  whole  tendency  of  the  extreme  use  of 
comparatives  is,  we  believe,  to  destroy  confi- 
dence in  advertising  and  in  the  merchant's  mak- 
ing extravagant  use  of  comparatives,  thereby 


NEW  COMPANY  TO  MAKE  PANELS 


Veneer  Mfg.  Co.,  Brooklyn,  N.  Y.,  to  Specialize 
on  Dimension  Stock  for  Phonograph  Cabinets 


A  new  company  organized  for  the  purpose 
of  manufacturing  panels  for  talking  machine 
manufacturers  recently  opened  a  plant  in 
Brooklyn,  N.  Y.,  under  the  name  of  the  Veneer 
Mfg.  Co.  The  concern  is  headed  by  F.  E. 
Beveridge,  Jr.,  a  well-known  cabinet  production 
expert,  who  has  been  connected  with  the  indus- 
try for  over  eight  years.  The  company's  plant 
is  at  150-158  Twenty-fifth  street,  Brooklyn,  N. 
Y.,  and  in  addition  to  cutting  panels  for  talk- 
ing machine  cabinets  it  will  also  specialize  in 
piano  benches  and  similar  .woodwork  requiring 
quality  finish  and  durability. 

The  panels  for  talking  machine  cabinets  will 
be  cut  to  the  dimensions  of  the  individual  manu- 
facturer. This  is  a  departure  from  the  usual 
method  of  delivering  stock  veneers,  which  gen- 
crall}'  are  trimmed  by  the  manufacturers  them- 
selves. The  firm  has  already  acquired  a  large 
quantit)'  of  mahogany,  oak  and  walnut  stock 
to  meet  its  needs. 

Mr.  Beveridge  was  formerly  with  the  Crescent 
Talking  Machine  Co.,  New  York,  having  con- 
nections with  both  its  New  York  and  Grand 
Rapids  plants.  His  father,  F.  E.  Beveridge,  Sr., 
is  still  connected  with  that  company. 


Washington,  D.  C,  October  4.— In  the  sum- 
mary of  exports  and  imports  of  the  United 
Slates  for  the  month  of  July,  1920  (the  latest 
period  for  which  it  has  been  compiled),  which 
has  just  been  issued,  the  following  figures  on 
talking  machines  and  records  are  presented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  July,  1920,  amounted  in  value  to 
$95,757,  as  compared  with  $54,028  worth  which 
were  imported  during  the  same  month  of  1919. 
The  seven  months'  total  ending  July,  1920, 
showed  importations  valued  at  $547,322,  as  com- 
pared with  $255,254  worth  of  talking  machines 
and  parts  during  the  same  period  of  1919. 

Talking  machines  to  the  number  of  5,514. 
valued  at  $255,169,  were  exported  in  July,  1920, 
as  compared  with  4,081  talking  machines,  valued 
at  $177,623,  sent  abroad  in  the  same  period  of 
1919.  The  seven  months'  total  showed  that  we 
exported  45,992  talking  machines,  valued  at  $2,- 
297,640,  as  against  31,311  talking  machines, 
valued  at  $1,057,218,  in  1919,.  and  45,229  talking 
machines,  valued  at  $1,359,798,  in  1918. 

The  total  exports  of  records  and  supplies  for 
July,  1920,  were  valued  at  $316,168,  as  compared 
with  $191,329  in  July,  1919.  For  the  seven 
months  ending  July,  1920,  records  and  acces- 
sories were  exported  valued  at  $2,365,564;  in 
1919,  $1,979,838,  and  in  1918,  $1,334,070. 


KAUFMANN  BROS.  IN  VAUDEVILLE 


Jack  and  Irving  Kaufmann,  well-known  Emer- 
son phonograph  record  stars,  are  now  making  a 
vaudeville  tour  over  the  Keith  circuit,  being  fea- 
tured as  "The  phonograph  stars  you  have  so 
often  heard  and  may  now  see."  The  Kaufmann 
Brothers  sing  a  number  of  the  popular  airs. 


HANDLING  L' ARTISTE  PHONOGRAPH 

The  Philadelphia  Show  Case  Co.,  Bush  Ter- 
minal Sales  Building,  New  York,  distributor 
for  L'Artiste  phonographs,  reports  that  the  old 
Sonotone  Distributing  Co.,  which  is  now  trans- 
acting business  as  the  Imperial  Musical  Instru- 
ment Co.,  at  322  Livingston  street,  Brooklyn,  is 
devoting  its  attention  in  phonographs  to 
L'.A.rtiste  line  and  has  on  display  a  full  line  of 
machines. 


t  r  a  t  f  0  r  & 

THE    SHAKESPEARE    OF  PHONOGRAPHS 


Natural  Reproduction 

is  one  of  the  outstanding  features  of  The  STRAT- 
FORD Phonograph.  The  STRATFORD  patented 
Nomika  Diaphragm,  Tone  Arm  and  Amphphone 
bring  out  the  finest  details  of  tone  or  voice — 

EXACTLY  as  originally  recorded  by  the  instru- 
ment or  singer. 

And  the  music  is  projected  naturally,  distinctly 
and  correctly  into  the  room. 

STRATFORD  Phonographs  are  of  the  high  est 
quality  throughout  and  wiW  satisfy  the  most  critical 
buyer. 

DEALERS 

Do  you  want  to  build  up  a  big,  profitable  busi- 
ness ?       Get  the  details  of  our  proposition. 


THE   STRATFORD   PHONOGRAPH  COMPANY 

MANUFACT  U.R.E  R  S 

ASHLAND  OHIO 


26 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


SURVEYING  THE  BUSINESS  FIELD 


Careful  Investigation  of  His  Territory  a  Matter 
of  Utmost  Importance  to  the  Wholesaler  Who 
Is  Seeking  Maximum  Results 


In  the  sale  of  merchandise  at  wholesale,  the 
suggestion  comes  from  a  business  promoter  that 
too  much  stress  is  often  laid  on  concrete  results, 
to  the  exclusion  of  the  preliminary  survey  that 
often  uncovers  opportunities  by  which  sales  are 
increased.  In  other  words,  a  wholesale  concern 
frequently  has  use  only  for  the  actual  business 
getter,  and  neglects  to  provide  for  adequate  in- 
vestigation of  the  territories  in  which  sales  are 
made  or  contemplated.  The  reason  for  this 
neglect,  he  said,  lies  in  the  fact  that  there  is  dif- 
ficulty in  computing  the  actual  results  of  field 
work  and  research,  whereas  the  salesman  can 
turn  in  his  order  and  collect  his  commission. 

"There  have  been  cases  without  number,"  he 
explained,  "where  an  investigation  of  a  sales  ter- 
ritory has  disclosed  many  opportunities  that  were 
previously  overlooked  or  neglected.  A  review  of 
the  possibilities  in  a  certain  territory  made  by  a 
competent  sales  expert  might  show  where  double 
the  business  obtained  might  be  gotten.  Now 
when  a  report  is  made  to  that  effect  the  salesman 
is  instructed  to  get  busy  and  find  the  additional 
orders.  If  he  makes  good  then  the  credit  often 
goes  to  him  in  spite  of  the  suggestions  that 
actually  led  to  the  sales.  On  the  other  hand,  if 
the  salesman  feels  he  has  a  grievance  because 
some  one  has  gone  through  his  territory  with  a 
fine-tooth  comb  and  found  customers  where  he 
missed  them,  then  he  is  not  going  to  co-operate  in 
a  Avay  that  wUl  mean  the  successful  execution  of 
the  instructions  given  him.  At  the  same  time, 
his  failure  to  respond  may  reflect  blame. not  on 
himself,  but  on  the  investigator  who  found  where 
more  business  could  be  obtained  and  wasted  his 
time  on  a  'fool  notion.' 

"Because  the  direct  results  of  the  investigation 
I  have  described  are  frequently  credited  to  the 
salesman  rather  than  to  their  proper  source,  many 


sales  managers  who  ought  to  devote  all  their 
time  to  work  of  the  sort  are  obliged  to  go  out 
and  do  some  actual  selling  themselves.  They 
have  to  be  business  getters  as  well  as  business 
producers.  This;  to  my  mind,  is  Apt  to  weaken 
their  most  valuable  function,  which  is  to  open 
up  new  sales  channels. 

"The  tendency  I  criticise  is  that  which  places 
the  actual  getting  of  orders  ahead  of  the  study 
of  markets.  Wholesale  executives  are  well  ac- 
quainted with  the  phenomenon,  for  instance,  of  a 
new  salesman  bringing  in  orders  from  new  con- 
cerns and  developing  different  outlets.  The  rea- 
son for  this  is  that  the  newcomer  has  no  fixed 
prejudices.  Later  on  a  visit  or  two  to  a  dealer 
who  cannot  see  his  line  or  happens  to  say  some- 
thing that  hurts  the  salesman's  feelings  will  prac- 
tically blacklist  a  man  who  might  become  a  cus- 
tomer.    In  short,  like  other  men,  the  salesman 


has  his  prejudices  and  frequently  falls  into  a  'rut.' 

"Now,  if  the  sales  manager  is  going  to  take  the 
statement  of  men  under  him  as  gospel  truth  with- 
out doing  a  little  investigating  on  his  own  hook 
then  the  chances  are  he  will  be  argued  into  think- 
ing that  the  house  is  getting  all  the  business 
it  can  squeeze  out  of  the  territory  it  covers.  Fur- 
thermore, if  he  has  his  own  little  district  to  look 
after,  then  he  is  not  going  to  devote  much  time 
to  general  field  work. 

"Before  the  man  with  a  sales  idea  is  going  to 
get  proper  credit  some  arrangement  will  have  to 
be  found  for  showing  just  what  the  money  re- 
turn of  his  idea  was.  If  a  dollar  and  cents  value 
was  placed  to  the  credit  of  all  such  ideas,  the 
man  who  had  a  suggestion  to  submit  might  get 
a  better  hearing  and  be  able  to  show  some  actual 
results,  even  if  he  did  not  really  go  out  and  get 
one  order  himself." 


PLEASED  WITH  BUSINESS  OUTLOOK 


W.  R.  Ctmningham  Favorably  Impressed  After 
Extended  Visit  in  Interest  of  Buxkin  Padded 
Covers  for  Talking  Machines 


W.  R.  Cunningham,  of  the  New  York  Tent  & 
Tarpaulin  Co.,  Brooklyn,  N.  Y.,  has  recently 
returned  from  a  trip  extending  as  far  as  Chi- 
cago in  which  he  called  upon  a  number  of  the 
members  of  the  trade  in  the  interests  of  the 
Buxkin  padded  covers  for  talking  machines 
v/hich  this  company  produces.  Mr.  Cunning- 
ham reports  that  a  spirit  of  optimism  is  preva- 
lent throughout  the  trade  regarding  the  Fall 
season  and  as  regards  his  own  company  states 
that  the\-  are  counting  on  a  big  business  for 
this  Fall. 

The  New  York  Tent  &  Tarpaulin  Co.  special- 
izes on  quality  covers  and  is  producing  them 
in  a  superior  grade  .of  material.  It  is  not 
confining  its  activities  alone  to  the  upright 
models  but  is  also  producing  a  number  of 
styles  of  covers  for  console  models.  These 
styles  have  been  designed  in  accordance  with 
the  demands  and  specifications  that  dealers  have 


requested  and  are  reported  to  be  giving  much 
satisfaction  throughout  the  trade.  A  new  three- 
strap  harness  has  also  recently  been  placed  on 
the  market  by  this  company  for  the  upright 
models.  Production  at  the  factory  in  Brook- 
lyn is  reported  to  have  been  continuously  large 
since  the  first  of  the  year  and  there  is  every  in- 
dication that  this  heavy  production  will  con- 
tinue for  a  long  time  into  the  future. 


HEILBRONN  ADDS  MUSIC  SALON 

A.  Heilbronn,  a  prominent  retailer  of  South 
Brooklyn,  recently  decided  to  add  talking  machines 
to  his  business  and  has  arranged  a  very  attractive 
musical  salon  where  talking  machines  and  records 
are  being  displayed  and  where  visitors  are  en- 
abled to  make  their  purchases  in  a  very  artistic 
environment.  This  establishment,  which  is  located 
at  Fifth  avenue  and  Fifty-third  street.  South 
Brooklyn,  was  formally  opened  to  the  public  on 
September  15. 


Ackley  &  Hall,  of  Tioga,  N.  Y..  had  a  display 
of  Columbia  Grafonolas  and  records  at  the 
Oswego  Fair  held  recentlv. 


EMPIRE  UNIVERSAL  TONE  ARM  and  REPRODUCER 


In  designing  the  phonograph  that  you  manufacture  do 
you  realize  that  the  use  of  high  grade  sound  reproducing- 
mechanism  is  a  very  important  item? 

Have  you  ever  given  the  importance  of  the  thrown  back 
feature  your  consideration? 

The  Empire  Tone  Arm  and  Reproducer  excels  in  every 
important  feature — 


1st,  on  appearance  alone  it  will  appeal  to  your  dealer 
customer  and  will  enable  him  to  interest  the  best  kind  of 
trade. 

2nd,  on  performance  it  will  reproduce  all  makes  of 
disc  records  at  their  best  and  will  bring  out  all  the  over- 
tones that  are  usually  lost.  \ 

3rd,  mechanically  the  Empire  Tone  Arm  is  more  nearly 
perfect  than  any  other  tone  arm. 


WRITE   FOk  OUR  PRICES  AND  GIVE  US  AN  OUTLINE  OF    YOUR  REQUIREMENTS  FOR  1920 

THE  EMPIRE  PHONO  PARTS  COMPANY 

1362  EAST  3rd  STREET.  CLEVELAND,  OHIO 

Chicai^o  Office   425  S.  Wabnih  Avenue 


The  Talking  Machine  World,  New  York,  October  15,  1920 


4169 
10  in. ^ 
$1.00 


CRAZY  BLUES— Popular  "Blues"  Song, 

Mamie  Smith  and  her  Jazz  Hounds 

IT'S  RIGHT  HERE  FOR  YOU  (IF  YOU 
DON'T  GET  IT— 'TAINT  NO  FAULT  O' 
MIi\E)— Popular  "Blues"  Song, 

Mamie  Smith  and  her  Jazz  Hounds 


f  MY  LITTLE  BIMBO  DOWN  ON  THE  BAM- 


10  in.<^ 


BOO  ISLE— Tenor,  with  Orchestra.  .  Billy  Jones 


$1.00     CHILI  BEAN  (EENIE-MEENIE-MINIE-MO) 

1^        — Tenor,  with  Orchestra  Billy  Jones 


4173 
10  in.<i 
$1.00 


4174 
10  in.^ 
$1.00 


WHEN  I  LOOKED  IN  YOUR  WONDERFUL 

EYES— Male  Trio,  witii  Orc'nestra.  Crescent  Trio 
I'D  BE  GOOD,  YES  FOR  GOOD,  FOR  A 
GOOD  GIRL— Male  Quartet,  with  Orchestra, 

Shannon  Four 

THAT  OLD  IRISH  MOTHER  OF  MINE— 

Male  Trio,  with  Orchestra  Sterling  Trio 

EV'RYTHING  ABOUT  YOU  TELLS  ME 
THAT  YOU'RE  IRISH— Contralto,  with 
Orch  Ada  Jones 

r  JUST  LIKE  A  GYPSY  (From  the  Musical  Play, 
•       i         "Ladies  First") — Male  Trio,  with  Orchestra, 
,Q-\                                                              Sterling  Trio 
$l.Oo1  GOOD-BYE,    SUNSHINE,    HELLO  MOON 
(From  Musical  Show,  "Ed  W5mn's  Carni- 
L        val") — Tenor,  with  Orchestra  Sam  Ash 

f  NORAH   ACUSHLA— Tenor,   with  Orchestra, 
I  Will  Oakland 

$1,061  LITTLE  TOWN  IN  THE  OULD  COUNTY 

L        DOWN — Tenor,  with  Orchestra  Henry  Burr 

MAUNA  KEA  O  HAWAII  (The  High  Peaks 
of    Hawaii) — Hawaiian    Yodeling.  Tenor, 

accomp.  by  Ukulele  Prince  Lei  Lani 

M  A  H  I  N  A     MALAMALAMALA— Hawaiian 

Guitar  Duet  Ferera-Franchini 


4177 
10  in.i 
$1.00 


4163 
10  in. 
$1.00 


f  THE  LOVE  NEST  (Intro.  Chorus  of  "Mary," 
from  Musical  Play,  "Mary") — Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
BELLS  (From  "Ziegfeld  Follies  of  1920")— Fox- 
trot Rega  Dance  Orch. 


4164 
10  in. 
$1.00 


A  YOUNG  MAN'S  FANCY— Fox-trot, 

Rega  Dance  Orch. 

SCANDAL  WALK  (Intro.:  Chorus  of  "Idle 
Dreams,"  from  "George  White's  Scandals  of 
1920")— Fox-trot.  .  .Rudy  Wiedoeft's  Palace  Trio 


4165  r  CUBAN  MOON— Fox-trot, 

10  in.<^  Ray  Miller's  Black  &  White  Melody  Boys 

$1.00  I  GRANADA— Fox-trot. .  .Green  Bros.'  Novelty  Band 

4166  r  JUNE  (Intro.    "Can  You  Tell")— Fox-trot, 

10  in.i  Ray  Miller's  Black  &  White  Melody  Boys 

$1.00  ^  HOLD  ME— Fox -trot. .  .Joseph  Samuels'  Jazz  Band 

WHISPERING— Fox-trot, 

Ray  Miller's  Black  &  White  Melody  Boys 

DREAMING  BLUES  (From  "Ziegfeld's  Mid- 
night Frolic") — Fox-trot, 

Joseph  Samuels'  Jazz  Band 

THE  JAPANESE  SANDMAN— Fox-trot, 
Nathan  Glantz,  Saxophone,  with 

Rega  Dance  Orch. 
IN  THE  LAND  OF  RICE  AND  TEA— Fox- 
trot .  .  (Arden-Green-Wadsworth)  All  Star  Trio 

DON'T  YOU   REMEMBER  THE  TIME?— 
Waltz   Rega  Dance  Orch. 

TAKE  ME— Fox-trot, 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

WILL  YOU  REMEMBER  OR  WILL  YOU 
FORGET?— Fox-trot, 
Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 
ROMANCE— Waltz, 

Joseph  Knecht's  Waldorf  Astoria  Dance  Orch. 

'  THAT  CAT  STEP  (A  Modern  Polonaise— The 

4178  Cat  Step)  Rega  Dance  Orch. 

10  in.<^  I'M  A  JAZZ  VAMPIRE— Fox-trot, 


4167 
10  in.<i 
$1.00 


4168 
10  in.i 
$1.00 


4171 
10  in. 
$1.00 


4172 
10  in. 
$1.00 


$1.00 


Rega  Dance  Orch. 
With  Incidental  Saxophone  by. .  .Bennie  Krueger 


GENERAL   PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street         -  New  York 

FACTORIES: 

NEWARK,  N.  J.       ELYRIA,  O.       PUTNAM,  CONN.      SPRINGFIELD,  MASS.      KITCHENER,  ONT. 
BRANCHES:  CHICAGO  TORONTO  LONDON,  ENG. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


27 


Never  an  idle  moment  in  "Idol  Eyes''  fox- 
trot by  tlie  Paul  Biese  Trio.  "In  the  Land 
of  Rice  and  Tea"  by  the  same  trio  will  keep 
everybody  hopping  and  trotting.  Dances 
start  this  Fall.  A-2975. 


Columbia  Graphophone  Co 

NEW  YORK 


INSURING  LARGER  PRODUCTION 


STATUS  OF  MUSIC  IN  INDUSTRY       HEADS  MELODEE  ROLL  DISTRIBUTION 


Factory  of  New  York  Album  &  Card  Co.  Being 
Rearranged  to  Meet  Increased  Demands  for 
the  Company's  Product — Business  Active 


National   Bureau  for  Advancement  of  Music 
Seeks  Information  From  the  Trade 


The  factory  of  the  New  York  Album  &  Card 
Co.  is  being  rearranged  so  that  the  new  patented 
Nyacco  album  may  be  manufactured  in  New  York 
City  as  well  as  Chicago.  This  will  permit  the 
manufacturers  and  dealers  in  the  New  York 
territory  to  obtain  these  albums  more  quickly 
and  will  effect  a  considerable  saving  in  freight 
charges.  Thq  demand  for  the  new  album  has 
been  so  great  that  it  has  been  decided  to  devote 
practically  the  entire  manufacturing  facilities  of 
the  company  to  the  production  of  this  new  al- 
bum rather  than  the  old  style  album.  Max  Will- 
inger,  president  of  the  company,  reports  that 
the  volume  of  business  transacted  is  very  sat- 
isfactory and  that  the  paper  situation  has  shown 
signs  of  improvement.  The  improvement  noted 
pertains  to  a  more  readily  obtainable  supply  of 
paper,  but  the  price  of  paper  stock  continues 
just  as  high,  with  possibilities  of  even  higher 
price€  ahead.  N.  J.  Potomack,  vice-president  of 
the  company,  recently  spent  several  weeks  at 
the  New  York  factory  and  has  returned  to  Chi- 
cago, where  he  has  made  his  headquarters. 


The  National  Bureau  for  the  Advancement  of 
Music  of  the  Music  Industries  Chamber  of  Com- 
merce is  now  seeking  information  from  the  trade 
and  through  the  trade  relative  to  the  progress 
of  the  movement  for  music  in  industry  in  order 
that  the  Bureau  can  carry  on  its  campaign  along 
this  line  more  effectively. 

Information  is  sought  regarding  those  who 
have  introduced,  music  into  industry  and  found 
it  successful;  those  who  have  introduced  it  with- 
out success,  and  those  who  it  is  believed  should 
be  expected  to  try  music  in  industry.  With 
such  information  at  hand  the  Bureau  feels  that 
it  can  arrange  its  work  to  better  advantage  and 
members  of  the  trade  are  requested  to  send 
such  facts  as  are  available  to  the  Bureau,  105 
West  Fortieth  street.  New  York. 


W.  J.  Stevens  Carrying  on  Campaign  in  Metro- 
politan District  for  the  Emerson  Record  Sales 
Co. — Has  Had  Valuable  Experience 


W.  J.  Stevens,  formerly  with  the  Pathe  Freres 
Phonograph  Co.,  and  now  associated  with  the 
Emerson  Record  Sales  Co.,  is  to  have  charge  of 
the  distribution  of  Melodee  music  rolls  for  that 
company  throughout  New  York  and  the  metro- 


BIG  DEMAND  FOR  SUPERB  STYLII 


SOME  REMARKABLE  VENEER  EFFECTS 


The  Philadelphia  Show  Case  Co.,  Bush  Ter- 
minal Sales  Building,  New  York,  distributor  for 
I/Artiste  phonograph,  reports  that  it  has  re- 
cently received  a  very  remarkable  console 
L' Artiste  m6del  in  walnut,  in  which  the  veneer 
panels  of  the  doors  form  almost  perfect  owls' 
faces.  The  effect  is  most  unusual  and  a  mem- 
ber of  the  company  stated  that  if  it  could  only 
guarantee  to  furnish  this  same  remarkable  effect 
on  orders  for  this  model,  enough  could  be  sold 
to  take  the  entire  factory  output  in  this  one 
design. 


Ansonia,  Conn.,  October  1. — The  Mellowtone 
Needle  Co.,  manufacturers  of  the  Superb  semi- 
permanent st3'lus,  report  that  the  introduction  of 
this  new  stylus  to  the  trade  has  resulted  in  very 
satisfactory  results,  even  e.xceeding  expectations. 
In  order  to  take  care  of  this  volume  of  business 
an  increase  of  50  per  cent  has  been  made  in 
the  output  of  the  factory  in  this  city. 


PURCHASE  CHORALEON  PLANT 


Elkhart,  Ind.,  October  2. — G.  T.  MacBride,  of 
this  city,  and  his  brother,  E.  A.  MacBride,  of 
Kansas  City,  Mo.,  have  purchased  the  Choraleon 
Phonograph  Co.  from  Rex  Buell,  the  plant  of 
which  is  located  on  Socoro  street,  this  city 
The  new  purchasers  of  the  business  will  be  ac- 
tively identified  with  it,  both  being  business  men 
of  experience. 


W.  J.  Stevens 

politan  district.  A  strong  campaign  in  the  in- 
terests of  Melodee  rolls  will  be  carried  on  by 
Mr.  Stevens,  who  already  has  a  staff  of  seven 
live  wire  salesmen  covering  the  territory.  Re- 
sults have  been  immediate,  and  the  sales  staff 
is  optimistic  regarding  this  roll  proposition. 

Mr.  Stevens  has  in  the  past  made  a  specialty 
of  studying  retail  trade  conditions  and  the  re- 
quirements of  dealers,  and  his  new  work  will 
make  a  particular  feature  of  dealers'  service. 


Quality Jj 


Dealers' 
Interest 


LARGE  STOCK 
ALL  FINISHES 

LIBERAL  DISCOUNTS 

IMMEDIATE  SHIPMENTS 


VITANOLA   DISTRIBUTORS  CO. 

Eastern  Penna.,  Delaware,  New  Jersey,  Maryland 

1025  Arch  Street  PHILADELPHIA 


28 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


PhonogYaph 
Instrumentized 


Millions  of 
Magazine  Readers  Will 
Study  The  Dalion's 
Christmas  Message 

TN  a  great  battery  of  the  country's 
finest  quality  magazines,  Dalion 
publicity  starts  this  month  to  arouse 
the  music  hunger  and  command  the 
heavy  purses  of  prosperous  America. 

Christmas  is  coming — the  greatest 
phonograph-buying  Christmas  the 
country  has  ever  known.  And  from 
now  until  the  candles  are  lighted,  all 
home-folks  who  can  best  afford  it 
are  going  to  read  about  Dalion's  ex- 
clusive features  and  superb  refine- 
ments every  time  they  page  a  copy 
of  Cosmopolitan — or  Photoplay — or 
Century — or  Scribners — or  Atlantic — 
or  Harpers,  World's  Work  and 
others. 

There's  still  time  to  "get  all  set" — 
but  not  much  time.  If  you  want  to 
cash  in  on  Dalion  prestige  and 
Dalion  popularity  during  the  biggest 
buying  season,  write  at  once  to 
Milwaukee  Talking  Machine 
Manufacturing  Company 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


29 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I  The  Talking  Machine  a  Steadily  Growing  | 
I  Factor  in  International  Trade  :: 


By  Roy  Alden  i 


Talking  machines  manufactured  in  the  United 
States  are  to-day  found  in  steamer  holds  among 
cargoes  consigned  to  virtually  every  civilized 
country  in  the  world.  From  an  aggregate  value 
of  $2,500,000  in  1914  the  total  annual  value  of 
shipments  of  talking  machines,  records  and  ac- 
cessories now  exported  by  the  United  States 
reaches  over  $7,000,000,  and  the  future  embraces 
possibilities  for  tremendous  expansion,  espe- 
cially in  the  countries  in  the  Far  East,  where 
untold  millions  are  just  coming  to  adopt  what 
the  West  has  to  offer  in  the  way  of  modern 
production  and  twentieth-century  mode  of 
•living. 

Back  of  the  blunt  statistics  showing  the  total 
exports  of  talking  machines  in  international 
trade  there  are  many  interesting  stories  in  which 
the  talking  machine  plays  the  central  role.  Fore- 
most among  the  goods  being  carried  by  traders 
penetrating  into  the  interior  of  Siberia  these 
days  to  negotiate  for  the  valuable  furs  held  by 
the  villagers  are  talking  machines  and  records. 
Meyer  Krupp,  manager  of  the  Alaska  Fur  Co., 
with  headquarters  at  Seattle,  who  just  recently 
returned  from  a  very  successful  "bartering"  ex- 
pedition, declares  that  a  small  hornless  phono- 
graph can  be  exchanged  in  Siberia  for  a  dark 
sable. 

"The  talking  machine  is  an  unusually  valu- 
able piece  of  merchandise  to  take  to  Siberia  to 
use  in  bartering,"  said  Mr.  Krupp.  "The  rec- 
ords the  Siberian  natives  like  best  are  of  the 
'breezy'  variety.  For  a  country  that  has  ex- 
tremely cold  weather,  at  times  reaching  sixty 
degrees  below  zero,  and  where  the  nights  are 
very  long,  about  eighteen  hours  out  of  twenty- 
four  being  pitch  dark  in  the  Winter  time  there 

■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■I 


is  nothing  that  is  more  welcome  to  the  natives 
than  a  talking  machine  and  a  fairly  good  assort- 
ment of  records." 

Talking  machines  are  used  to  good  advantage 
by  the  operators  of  trading  vessels  that  cruise 
about  the  South  Sea  Islands,  carrying  mer- 
chandise of  a  wide  assortment  to  the  islanders. 
These  trading  vessels  are  veritable  floating  de- 
partment stores.  The  scene  on  a  trading  ves- 
sel when  the  store  opens  is  full  of  interest  and 
animation.  Hundreds  of  natives  come  aboard  in 
small  craft.  The  trader  has  found  that  the 
most  effective  manner  to  stimulate  sales  on 
board  these  trading  vessels  is  to  keep  a  num- 
ber of  talking  machines  playing  in  various 
parts  of  the  ship.  Cake  walks  and  comic 
records  are  the  most  popular.  Once  buy- 
ing begins  there  are  endless  good-natured  dis- 
cussions as  to  the  articles  each  person  or  fam- 
ily wants.  The  food  and  household  requirements 
are  purchased  by  the  men,  the  women  giving 
their  time  solely  to  dress  materials  and  articles 
of  feminine  adornment. 

Thomas  J.  McMahon,  a  veteran  trader  of 
the  South  Seas,  describes  a  "royal"  visit  to  one 
of  these  trading  ships  as  follows: 

"Native  kings,  accompanied  by  their  secre- 
taries, or  'business  men,'  as  they  prefer  to  be 
called,  are  always  received  by  the  trader  him- 
self and  are  at  once  conducted  to  the  saloon 
of  the  ship.  Here  will  be  displayed  all  classes 
of  goods  suitable  to  royal  taste  and  means. 
While  a  talking  machine  is  playing  with  a  mini- 
mum of  interruption — as  the  trader  relies  al- 
most exclusively  on  the  machine  to  keep  his 
customers,  royal  and  otherwise,  in  good  humor — 
a  tailor  will  mea^nre  the  aiiCTiist  oprsnnaee';  for 

■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■I 


II 

suits,  a  salesman  will  try  boots  on  the  royal 
feet  and  hats  on  the  royal  heads;  fashionable 
collars  and  ties  will  be  spread  out  for  royal 
choice;  umbrellas,  walking  sticks  and  raincoats 
will  be  offered  for  inspection.  The  trader  ex- 
tends hospitality  to  his  royal  guests.  They 
drink  tea  or  coffee;  seldom  is  beer  or  spirits  of 
any  kind  produced,  because  the  island  mon- 
archs,  like  their  people,  are  a  sober  lot.  The 
secretaries  pay  all  the  accounts,  which  often 
run  into  hundreds  of  pounds  sterling." 

How  music,  chiefly  from  the  talking  machine, 
has  resulted  in  a  lessening  in  the  cost  of  trans- 
planting lowland  rice  in  the  Philippine  Islands 
was  revealed  in  a  recent  investigation  con- 
ducted by  the  Central  L,uzon  Agricultural  school. 
The  cost  of  transplanting  lowland  rice  in  the 
Philippines  in  1919  was  9  to  12  pesos  (peso 
equals  about  50  cents,  U.  S.  money)  a  hectare, 
transplanters  being  paid  40  centavos  a  day,  with 
two  meals,  cigarettes  and  betel  nut.  The  lower 
cost  pertains  to  those  plantations  where  trans- 
planting is  done  to  the  accompaniment  of  music, 
according  to  the  investigation.  It  is  said  that 
where  music  is  employed  about  30  per  cent 
more  work  is  accomplished,  even  with  shorter 
hours,  and  the  small  cost  added  is  more  than 
ofliset  by  results  obtained. 


FIRE  DESTROYS  RECORDS 

Talking  machine  records  to  the  value  of  $2,500 
were  destroyed  by  fire  recently  in  the  Monti- 
cello  Music  Store,  conducted  by  Nat.  Bernstein, 
in  Monticello,  N.  Y.  Sixteen  talking  machines 
and  a  piano  were  moved  to  safety  before  the 
flames    reached   them.     Insurance   was  carried. 

■■■■■■■■■■■■■■■■■iBBBBBiHHBBBHS 
llBilBBBllllli.BBBBBBBBBflBBBBBBBBBB 


Superior 
Die  Castings  for  the 
Music  Trades 

Castings  from  finely  made  Dies — Castings 
of  precision  and  smoothness.  Metals  to 
meet  any  requirement — from  the  Stand- 
ard White  Metal  of  15,000  pounds  tensile 
strength  per  square  inch  to  an  Alloy  of 
45,000  pounds  plus. 


THE  IDEAL  IVIETAL 


CA  Die  Casting  Alloy  that  is  Double  the  Tensile  Strength  of  Cast  Iron  — 

200%  Stronger,  15%  Harder,  30%  Lighter  in  Weight  than  Ordinary  White  Metal  Die  Castings 
A  Tonearm  of  this  metal  is  acoustically  better  even  than  brass,  because  a  brass  Tonearm  would  necessarily  be 
thin  and  would  have  the  tendency  of  blasting  and  imparting  to  the  tones  a  thin  and  "brassy"  eflect.  If  your 
Tonearm  and  Soundbox  of  ordinary  die  castings  or  brass  are  too  thin  or  too  weak,  or  too  heavy  on  the  record, 
let  us  make  the  parts  ri^ht  with  our  special  metal.  Improve  the  tone  by  correcting  the  weight  and  balance  of 
your  equipment.  Make  the  parts  stronJ,er  and  more  durable.  Ornamental  details  and  shapes  of  beauty  not 
possible  by  other  processes  and  with  other  metals  because  of  manufacturing  or  weight  limitations  are  made 
practicable  by  our  method  of  manufacture.  Superior  Die  Castings  plate  perfectly  in  Nickel,  Copper,  Brass, 
Silver,  Gold,  etc.,  and  will  take  a  durable  Japan  finish,  the  metal  withstanding  the  necessary  hi^h  baking  heat. 

BARNIiAi^T  BROTHERS  €c  SPIHDLER 

Die  Casting  Division  •  Monroe  and  Tliroop  Streets  -  CHICAGO 


mm 


a: 


i;bb 


for  Soundbox  and  Tonearm  Castings  :s 


» 

BB 
BB 


BB 


30 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


r 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


31 


Don't  run  by  this  one— "Road  Signs."  Little 
competition  and  lots  of  travel  along  your 
country  roads.  It's  time  you  were  noticed 
along  the  highways.  Now's  the  time.  How 
many,  please? 


Columbia  Graphophone  Co. 

NEW  YORK 


NEW  POWER  PLANT  FOR  VICTOR  CO.       TALKING  MACHINE  IS  IN  FAVOR       GRAFONOLA  SHOPS,  INC.,  IN  NEWARK 


Contract  Let  for  the  Erection  of  a  New  $400,000 
Power  House  in  Camden,  N.  J. 


Italians  in  America  Are  Getting  Away  From 
the  Mandolin 


Camden,  N.  J.,  October  4. — The  Victor  Talk- 
ing Machine  Co.  has  awarded  a  contract  to 
the  White  Construction  Co.,  Inc.,  for  the  erec- 
tion .of  a  power  house  at  a  total  estimated  cost 
of  $'400,000.  The  building  will  be  of  brick,  steel 
and  concrete,  200x40  feet  and  70  feet  in  height. 
It  will  be  one  of  the  largest  plants  of  its  kind 
in  this  section. 

The  Victor  Co.,  incidentally,  has  declared  a 
dividend  of  $15  on  common  stock,  payable  Oc- 
tober 15,  on  stock  of  record  September  30. 


F.  H.  REEVES  JOINS  ELYEA  CO. 


A  recent  addition  to  the  traveling  department 
of  the  Elyea  Talking  Machine  Co.,  Victor  dis- 
tributors, Atlanta,  Ga.,  is  Fred  H.  Reeves.  This 
gentleman  is  very  well  known  in  the  Southern 
trade,  having  traveled  there  for  a  number  of 
years.  There  probably  are  few  who  have  a 
more  thorough  knowledge  of  the  Victor  business 
than  Mr.  Reeves.  He  has  had  an  all-around 
experience  in  the  Victor  business  for  more 
than  fourteen  years  and  there  is  no  doubt  that 
he  will  be  of  decided  help  to  the  trade  in  the 
region  which  he  will  travel,  namely,  Georgia  and 
South  Carolina. 


Many  an  odd  note  creeps  into  the  American 
process  of  the  melting  pot;  often  there  is  a  queer 
mixture  of  the  modern  with  the  old-established 
national  customs.  Probably  nowhere  in  Brook- 
lyn is  there  a  better  illustration  of  this  than  in 
tlie  big  Italian  colony  living  in  the  region  be- 
tween Brownsville  and  East  New  York,  says 
a  writer  in  a  Brooklyn  paper. 

There  nightly  you  hear  the  Italian's  love  for 
music  loudly  expressed,  not  through  the  tinkling 
mandolin  or  guitar  of  Naples,  but  through  the 
ultramodern  talking  machine.  The  moon  beams 
down  brightly,  and  perhaps  damsels  as  fair  as 
those  of  sunny  Italy  peep  through  shuttered 
windows,  but  the  serenade  below  is  one  by 
pro-xy.  Caruso  and  McCormack,  Martinelli  and 
Slezak,  Galli-Curci  and  Farrar  vie  with  each 
other  in  vocal  flights  through  horns  of  brass 
and  fiber. 

Naturally  the  beloved  mandolin,  often  brought 
with  the  bundle  of  clothes  from  far-off  Sicily 
or  the  Neapolitan  hmterland,  is  cherished  still, 
but  the  native  tunes  and  airs  are  confined 
largely  to  the  barber  shops  or  the  sadly  altered 
wine  cellars. 


Prominent  Retailers  of  Columbia  Line  Lease 
Four-Story  Building  at  869  Broad  Street,  With 
John  C.  Button  as  General  Manager 


Melvin  &  Tomlinson,  piano  and  talking  machine 
dealers  of  Sterling,  III,  have  opened  a  branch 
store  in  Morrison,  111.,  which  is  under  the  man- 
agement of  R.  C.  Melvin. 


The  Marshall  &  Reasor  Music  Co.,  224  Pearl 
street,  Hartford,  Conn.,  has  been  incorporated 
with  capital  stock  of  $6,000.  The  officers  of  the 
company  are  George  Marshall,  president;  R.  E. 
Reasor,  vice-president,  and  E.  K.  Marshall,  sec- 
retary-treasurer. 


An  important  announcement  was  made  this 
week  to  the  efifect  that  the  Grafonola  Shops, 
Inc.,  of  Boston,  Mass.,  had  leased  the  entire 
four  story  and  basement  building  located  at 
869  Broad  street,  Newark,  N.  J.,  for  a  term  of 
years.  This  company  will  open  a  branch  store 
in  Newark  which  will  be  a  direct  branch  of 
Widener's  Columbia  shop,  located  .at  411  Fifth 
avenue.  New  York.  The  transaction  represents 
a  sub-lease  from  the  Oppenheim-CoUins  Co.,  a 
prominent  merchandising  institution,  which  is 
located  directly  south  of  the  leased  premises. 

The  new  store  will  concentrate  its  activities 
on  Columbia  Grafonolas  and  records,  operating 
a  store  similar  to  the  other  eleven  stores  in 
this  fast  growing  chain.  J.  G.  Widener,  presi- 
dent of  the  Grafonola  Shops,  Inc.,  and  one  of 
the  best  known  members  of  the  retail  talking- 
machine  trade  in  the  country,  who  personally 
conducted  the  negotiations  incidental  to  the 
closing  of  the  lease,  is  enthusiastic  regarding 
the  splendid  location  of  his  Newark  branch  and 
the  unlimited  possibilities  for  developing  Co- 
lumbia business  in  Newark  territory. 

John  C.  Button,  for  many  years  associated 
with  the  Columbia  Graphophone  Co.,  and  well 
known  in  retail  talking  machine  circles,  has  been 
appointed  manager  of  this  new  Columbia  estab- 
lishment, and  under  his  capable  direction  an 
efficient  sales  organization  is  being  rapidly  de- 
veloped. 


HERE  IT  IS 

FLETCHER  UNIVERSAL 
TONE  ARM  and  REPRODUCER 

Gives  Proper  Playing  Weights  for  all  Records.     No  Adjustment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  8M"  or  9H"  arm 

FLETCHER-WICKESCO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE  GEORGE  McLAGAN  FURNITURE  CO..   STRATFORD.    ONTARIO.   EXCLUSIVE  CANADIAN  AGENTS 


32 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Turn  every  dance  enthusiast  into  a  customer  lor 
life.  Just  let  him  hear  Prince's  Dance  Orchestra  play 
this  waltz,  "Let  the  Rest  of  the  World  Go  By."  Also 
"The  Love  Boat"  from  Ziegfeld  Follies  of  1920.  Dance 
Hits— both  of  them.  A-6165. 


Columbia  Graphophone  Co. 

NEW  YORK 


MOTOR  EMBODYINQ  NEW  PRINCIPLES 


Trade  Will  Be  Interested  in  Details  Covering 
New  Super  Motrola  Spring  Motor 


A  new  motor  along  entirely  new  principles 
will  soon  be  placed  on  the  market  by  Jones- 
Motrola,  Inc.,  New  York,  manufacturer  of  the 
Motrola  electrical  winding  device.  For  some 
time  this  companj^  has  been  receiving  numerous 
inquiries  from  talking  machine  manufacturers 
as  to  whether  the  Motrola  could  be  placed  on 
the  inside  of  the  talking  machine  which  the}' 
make.  The  standard  Motrola,  while  originally 
developed  to'  be  attached  on  the  outside,  could 
be  verj'  readily  attached  to  the  inside,  but  the 
fitting  to  each  particular  spring  motor  would 
necessaril}'  have  to  rest  with  the  engineer  of 
the  manufacturer.  This  would  necessitate,  of 
course,  a  large  amount  of  experimentation.  To 
fill  the  demand  for  a  Motrola  which  could  be 
included  within  the  instrument,  Jones-Motrola, 
Inc..  is  producing  a  spring  motor  of  its  own, 
mounted  on  a  motor  board  so  that  the  Motrola 


can  be  readil}'  attached  and  the  result  is  a  com- 
bination Motrola  and  electric  spring  motor 
named  the  Super  Motrola  Spring  Motor. 

The  accompanying  illustration  depicts  the 
Super  Motrola  Spring  Motor  as  it  will  be  made. 
It  will  be  noted  that  the  spring  motor  is  of 
the  enclosed  type,  simple  in  construction  and 
said  to  be  noiseless  in  operation.  The  spring, 
instead  of  being  lubricated  by  graphite,  is  lubri- 
cated with  oil  and  the  governor  operates  in  a 
dust-proof  chamber.  The  Motrola  is  attached 
to  the  spring  motor  on  the  opposite  side  to  the 
winding  handle,  so  that  the  spring  motor  can 
be  wound  by  hand  if  the  electricity  fails  or  if, 
for  any  other  reason,  it  is  desired  to  use  the 
winding  handle  for  the  spring  motor.  By  means 
of  a  simple  arrangement  attached  to  the  top 
of  the  Motrola,  it  can  be  so  adjusted  that  it 
will  either  start  automatically  to  wind  the 
spring  motor  when  the  spring  is  partly  run 
down  or  it  will  only  start  to  wind  the  spring 
motor  when  a  button  is  touched  on  the  upper 
side  of  the  motor  board,  stopping  automatically 
when  the  spring  is  brought  to  the  proper  tension. 


Ward's  Khaki  Moving  Covers 


Distributors 

BRISTOL  &  BARBER,  INC. 
Ill  E.  14th  St.,  New  York  City 


YAHR  &  LANGE  DRUG  CO. 
207-215  E.  Water  St.,  Milwaukee,  Wis. 


COHEN  &  HUGHES.  INC. 

Washington,  D.  C. 


BECKWITH-O'NEILL  CO. 
Minneapolis,  Minn. 


STREVELL-PATERSON  HARDWARE  CO. 
Salt  Lake  City,  Utah 


C.  L.  MARSHALL  CO.,  INC. 
Beckman  BIdg.,  Cleveland,  O. 
Butler  Bldg.,  Detroit,  Mich. 


THE  REED  CO. 
237  Fifth  Avenue,  Pittsburgh,  Pa. 

C.  J.  VAN  HOUTON  &  ZOON 
140  S.  Dearborn  St.,  Chicago,  III. 


SONORA  DISTRIBUTING  CO.  OF  TEXAS 
Dallas,  Texas 


CHAS.  H.  YATES 
311  Laughlin  Bldg.,  Los  Angeles,  Cal. 

W.  D.  &  C.  N.  ANDREWS 
Buffalo,  N.  Y. 

SACHS  &  CO. 
425  So.  Wabash  Ave.,  Chicago 


SHERMAN,  CLAY  &  CO. 
741  Mission  St.,  San  FrAncisco,  Cal. 


Grade  "D"  Cover  with  No.  3  Straps. 

The  C.  E.  Ward  Co. 

(Well-Known  Lodge  Regalia  House) 
101  William  St.,  New  London,  Ohio 

AUo  Manufftcturera  of  Rubberized  Coven 
and  Dust  Covers  for  the  Wareroom 


JOHN  A.  FUTCH  CO. 
35  Auburn  Ave.,  Atlanta,  Georgia 
1500  South  Boulevard,  Charlotte,  N.  C. 
630  Washington  St.,  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 

Butte,  Mont. 


GRAY  &  DUDLEY  CO.,  Nashville,  Tonn. 


ASSOCIATED  FURNITURE  MFRS. 
St.  Louis,  Mo. 


W.  J.  DYER  &  BRO.,  St.  Paul,  Minn. 


Thus  the  winding  of  a  talking  machine 
equipped  with  this  new  motor  may  be  accom- 
plished in  three  ways :  automatically,  by  press- 
ing a  button,  or  bv  hand.    The  Super  Motrola 


Super  Motrola  Sprmg  Motor 

Spring  Motor  is  the  invention  of  Joseph  W. 
Jones,  who  has  been  connected  with  the  talking 
machine  industry  for  over  twenty-five  years. 


EFFECTIVE  DEALER  CO=OPERATION 

Special  Posters  Prepared  Featuring  the  Pathe 
Products  Which  Are  Being  Utilized  By  Dealers 
— New  Actuelle  Sheraton  Features 


A  new  issue  of  twenty-four  sheet  posters  has 
been  prepared  by  the  Pathe  Freres  Phonograph 
Co.  and  is  now  being  shipped  to  dealers.  The 
first  edition  of  these  posters,  covering  five  thou- 
sand, proved  so  popular  that  they  were  exhausted 
in  a  short  time  with  a  continuing  demand.  As  a 
result  a  second  edition  of  five  thousand  was  pre- 
pared. The  posters  are  nine  feet  high  and  twenty- 
one  feet  in  length.  A  new  feature  of  the  Actuelle 
line  is  found  in  the  Sheraton  model,  which  has 
lately  been  produced  and  is  being  furnished  now 
in  .-\dam  brown  mahogany.  It  is  planned  to 
al.'^o  supply  this  same  model  at  a  later  date 
in  regular  mahogany.  Due  to  the  attractive- 
ness of  this  model  and  the  fact  that  the  list 
price  is  $300,  it  is  expected  that  the  Sheraton 
.'\ctuclle  will  enjoy  an  extraordinary  sale  and 
will  !r-  among  the  most  popular  members  01 
both  the  .\ctuelle  and  Pathe  lines. 


In  the  current  issue  of  Printers'  Ink  appears 
an  article  by  Benjamin  Jefferson,  advertising 
manager  of  Lyon  &  Healy,  entitled  "Milline — A 
Xew  Term  for  the  Measure  of  -Advertising." 
It  is  a  very  snappy  article,  and  in  it  Mr.  Jeffer- 
son invents  a  new  standard  for  measuring  pub- 
licity. 


SEND  FOR  ILI.USTRATFD  PRICE  LIST 
H\n  FRFF  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRXPHS.  PIANOS.  ETC. 

GLOBE    DEC  ALCOM  ANIE  CO. 

JERSEY  CITY.  N.  J. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


33 


BRILLIANTONE 
BRAND  ARE  THE 
BEST  STEEL  NEEDLES 


BECAUSE  THEY  HAVE 
BEEN  MADE  BY 
BAGSHAW 


The  Oldest  and  Largest  Manufacturers 

of  Steel  Needles  in  the  World 
50  Years  of  Successful  Needle  Making 


Write  for  samples  and  prices  to  your  nearest  distributor- 
If  he  cannot  supply  you,  write  direct  to  us. 

BRILLIANTONE  STEEL  NEEDLE  CO. 


OF  AMERICA,  INCORPORATED 


m 


At  34th  Street      347  Fifth  Avenue   new  york  city 

Canadian  Distributors:  The  Musical  Mdse.  Sales  Co.,  Toronto 
Foreign  Export:  Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


Suite  1003 


m 


34 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


DEALERS  OF  ELIZABETH  ORGANIZE 

Formal  Organization  of  New  Association  Com- 
pleted by  Election  of  Otto  C.  Altenberg  as 
President — Affiliate  With  National  Body 


At  a  meeting  early  last  month  the  formal  or- 
ganization was  completed  and  name  determined 
on  of  the  Music  Merchants'  Association  of 
Elizabeth,  N.  J.  It  was  decided  to  affiHate  with 
the  National  Association  of  Music  Merchants 
and  to  take  up  as  the  first  association  work  in 
Elizabeth  the  fourth  co-operative  advertising 
campaign  of  the  National  Bureau  for  the  Ad- 
vancement of  Music.  The  following  executive 
board  was  elected:  President,  Otto  C.  Alten- 
berg; vice-president,  Geo.  L.  Hirtzel,  Jr.;  sec- 
retary, B.  AlcCandless;  treasurer,  S.  Semels. 
Directors:  J.  Zion,  F.  W.  Evans  and  Harry  C. 
Hadley. 

The  meeting  was  attended  by  E.  G.,  Brown, 
of  Bayonne,  State  commissioner  for  New  Jer- 
sey, and  C.  L.  Dennis,  secretary  of  the  National 
Association  of  Music  Merchants. 


DORIAN  OPENS  UW  OFFICES 

Former  Chief  Auditor  for  Columbia  Co.  Now 
Established  in  Washington,  D.  C. 


Marion  Dorian,  for  over  twenty  years  con- 
nected with  the  Columbia  Graphophone  Co.  as 
chief  auditor,  has  opened  up  law  offices  in  the 
District  National  Bank  Building,  Washington. 
D.  C,  where  he  will  represent  the  Columbia 
Graphophone  Co.  and  other  prominent  concerns 
who  have  many  interests  at  the  national  capital. 
Marion  Dorian  is  one  of  the  best-known  mem- 
bers of  the  talking  machine  field,  and  his  thor- 
ough knowledge  of  every  phase  of  the  industry, 
together  with  his  legal  ability,  will  undoubtedly 
enable  him  to  attain  signal  success  in  his  new 
connection. 


LARGER  QUARTERS  IN  STOCKTON 

Stockton,  Cal.,  October  2. — Through  the  leasing 
of  the  building  in  the  rear  of  its  present  quar- 
ters at  40  South   California  street,   the  Peffer 


Music  Co.  has  provided  means  for  practically 
doubling  its  present  floor  space.  The  new  build- 
ing will  be  entirely  remodeled  and  will  be  devoted 
to  display  rooms  for  talking  machines  and  pianos. 
A  number  of  new  sound-proof  demonstrating 
Ijooths  will  be  installed. 


CARLOAD  SHIPMENT  OF  QRAFONOLAS 

Haverty-Rustin  Furniture  Co.  Features  Receipt 
of  Carload  Consignment  of  Columbia  Ma- 
chines With  Interesting  Parade 


.Atl.\nta,  G.'V.,  September  21. — The  local  wholesale 
branch  of  the  Columbia  Graphophone  Co.  re- 
cently received  an  interesting  letter  from'R.  L. 
Templeman,  assistant  manager  of  the  Haverty- 
Rustin  Furniture  Co.,  Columbia  dealer  at  Co- 
lumbia, S.  C,  relative  to  a  carload  shipment  of 
Columbia  Grafonolas  received  by  this  success- 


The  Carload  Shipment  of  Grafonolas 


ful  dealer.  This  was  one  of  three  carloads 
which  were  forwarded  to  the  Haverty  Furni- 
ture Co.  at  Charleston,  S.  C,  and  Savannah, 
Ga.,  which  are  owned  by  the  same  interest  as 
the  Haverty-Rustin  Furniture  Co. 

Mr.  Templeman  and  his  staff  utilized  the 
arrival  of  the  carload  shipment  as  the'  basis  for 
timely  publicity,  and  in  his  most  interesting 
letter  to  the  '  Columbia  branch  he  stated  as 
follows : 

"We  received  this  car  on  the  20th  inst.,  loaded 
all  the  Grafonolas  on  trucks,  of  which  ii  took 
seven,  placed  Columbia  banners  on  the  two 
leading  trucks  and  paraded  them  through  the 
business  section  of  our  city.  They  attracted 
quite  a  bit  of  attention  and  we  have  heard  many 
favorable  remarks  regarding  this  display.  We 
lined  these  trucks  up  in  front  of  the  State  capi- 
tol,  and  had  a  photographer  take  a  picture.  We 
are  going  to  have  an  electrotype  made  of  it, 
also  the  freight  carload  with  banners  on,  and 
use  this  picture  in  a  page  advertisement." 


^<lphonographs  j:^ 


9  Months  to  Pay 


'Gosh! 

Whffre  con  I 


You  have  9  months  to  pay  for  this  sign  and  you  get  the  services 
of  an  energetic  business  booster  to  help  i^ou  make  the  final  pay- 
ments. After  that,  it  costs  but  a  few  cents  a  day  for  current — no 
other  expense.  Made  of  porcelain-enameled  steel,  it  cannot  fade, 
rust  or  rot.    An  occasional  washing  keeps  it  sparkling  like  new. 

— Widen  Your  Zone  of 
Attraction 

Suppose  you  could  get  a  much  better  location  for  the  same  rent  you  are 
now  paying — you  would  move. 

You  can  improve  your  location  for  the  same  rent  W'lTHOUT  moving, 
by  placing  a  Federal  Electric  Sign  in  front  of  your  store,  because — 

You  can  reach  people  a  block  or  two  down  the  street  in  each  direction 
and  also  at  the  cross  streets — people  who  ordinarily  never  even  see  your 
store  windows. 

A  Federal  Electric  Sign  acts  as  a  cheerful  salesman,  inviting  the  people 
to  your  store — it  creates  the  impression  that  you  are  up-to-date  and  pros- 
perous.   It  glistens  by  day  and  sparkles  by  night. 

Give  New  Customers  a  Chance  to  Find  You.  Send  in  the  coupon 
T01).\Y  for  full  information.    No  obligation. 


Tear  Off  and  Mail  Coupon  Now 


FEDERAL  ELECTRIC  COMPANY 

Representing  Federal  Sign  System  (Electric)         :         8700  South  State  St.,  Chicago,  III. 

Please  send  me  full  information  on  Porcelain-enameled  Steel  Sign  for  my  business. 
Explain  your  Q-months-to-pay  Plan 


Name  City  

Street  and  No  Business  

Store  Frontage  No.  of  Floors. 


fill  null 


.State 


T.  M.  W.  Ill 


Why  Break  Records? 
Just  File  Them! 

That  is  if  you  have  the  wonderful  Record  filing  sys- 
tem which  is  a  feature  of 

The  Marvelous  MAGNOLA 


WatcMrjj  tKc  Music  Coirve  Out 


rhis  is  only  one  feature  of  many  that  will  comnianil 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  oui 
plans  for  helping  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  Pr«<td«at 
Gtnaral  Offlcei  Southern  Wholeialt  Bnnoh 

711    MILWAUKEE   AVENUE  IS30  CANDLER  BLDG. 

CHICAOO  ATLANTA,  OA. 


>-0-«H»-()-M»'(>-«H»(>-W»()-«»()-«a»(>.«BM-(>-aK»<)H»-()-«B»()-«»<)-«H»'()-4H»()-«a»()-«W'()'M»()-«B»-()-^H»-<)-MH»'()-< 


We  are  now  ready  to  make  deliveries  of  the  Lampagraph — the  most 
artistic  instrument  ever  presented  to  the  trade. 

Jobbing  territory  now  being  allotted. 

WRITE  OR  WIRE  TODAY 


i.ampagrap|)  Companp 


Kialto  2ri)eatre 
■Butltitne 


CHICAGO  OFFICE:  Republic  Building 


^*-<>-^^(>-*^<)-«M»0-«B»()-«HH»(>-«»()'«B»-().^»(>.«H»().^M-()-^»()-«»()-4ail()-«»()-«H»()-«HW-(>.«H^ 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


35 


REYAAI/D 

1(M  ffiTfilMO) 


MOBItB 


ilS.MAS 


VOICE"! 


PROVIDES  AUTOS  FOR  STAFF 

Smith,  Kline  &  French  Co.  Supplies  Its  Sales 
Force  With  Dodge  Automobiles — Graham 
French  Gives  Interesting  Report  on  Business 
Conditions  in  Territory  Which  He  Operates 


The  Smith,  Kline  &  French  Co.,  Philadelphia, 
Pa.,  Sonera  jobber,  has  supplied  its  entire  sales 
force  with  Dodge  automobiles,  so  that  they  can 
cover  not  only  the  big  cities,  but  all  the  small 
towns  and  hamlets.  Referring  to  this  announce- 
ment, Graham  French,  president  of  the  company, 
said: 

"We  believe  in  this  way  that  we  will  be  able 
to  open  numerous  small  but  desirable  accounts, 
which  we  have  never  before  been  able  to  reach. 
Of  course,  we  will  not  be  able  to  offer  them 
anything  but  straight  side  cabinets  like  the  Noc- 
turne and  Minuet,  but  we  think  that  they  will 
be  satisfied  with  these,  as  in  the  small  towns 
they  do  not  have  to  put  up  such  a  'swell  front.'  " 

Mr.  French,  who  is  well  known  in  industrial 
circles  throughout  Pennsylvania,  is  a  keen  stu- 
dent of  general  business  conditions,  and  when 
he  visited  New  York  recently  advised  the  execu- 
tives of  the  Sonora  Phonograph  Co.  that  the 
outlook  for  the  coming  Fall  was  excellent.  The 
following  letter,  which  he  wrote  a  few  days  ago 
to  the  Sonora  executives,  emphasizes  Mr. 
French's  optimism: 

"The  writer  had  an  opportunity  of  discussing 
general  business  conditions  with  one  of  the  ex- 
ecutive officers  of  the  Pennsylvania  Manufac- 
turers' Association.  This  Association  includes 
practically  all  the  textile  and  woolen  manufac- 
turers of  the  State  and  I  expected  that  he  would 
be  very  pessimistic,  in  view  of  the  fact  that 
these  particular  trades  have  been  the  ones  hard- 
est hit  by  the  recent  business  depression.  Much 
to  my  surprise,  I  learned  that  he  not  only  was 
not  pessimistic,  but  very  optimistic  as  to  the 
future  and  stated  that  he  thought  that  within  a 
month  all  the  mills  would  be  going  at  a  capacity 
rate.  He  stated  that  the  stock  on  the  retailers' 
shelves  and  the  jobbers'  shelves  is  practically 
"exhausted,  that  the  mills  are  receiving  numerous 
small  orders  every  day,  indicating  that,  while 
the  jobbing  and  retailing  trade  are  still  buying 
from  'hand  to  mouth,'  the  public  demand  is  good 
and  that  they  will  have  to  keep  constantly  or- 
dering to  keep  up  even  a  minimum  stock.  He 
does  not  expect  any  falling  off  in  prices,  but 
to  the  contrary  believes  that  when  the  Fall 
business  really  opens  up  there  will  be  more  of 
an  inclination  to  offer  premiums  for  quick  de- 
liveries. Prosperity  in  the- retail,  wholesale  and 
manufacturing  ends  of  the  textile  and  woolen 
industries  naturally  carries  with  it  indications 
of  a  prosperous  business  in  phonographs." 


The  Arwall  Shop,  at  12  West  Sixth  street,  St. 
Paul,  Minn.,  has  been  incorporated  to  deal  in 
and  repair  talking  machines  and  records.  The 
officers  of  the  company  are  E.  J.  Courteau,  pres- 
ident; George  Gilbertson,  vice-president,  and  K. 
W.  Taplin,  secretary  and  treasurer. 


75  ARTISTS  GIVING  TONE=TESTS 

Over  2,000  Edison  Tone-tests  to  Be  Given  Be- 
tween Now  and  Christmas  Season 


The  Edison  tone-test  season  opened  on  Sep- 
tember 1  and  seventy-five  artists  are  now  on 
tour  in  the  United  States  and  Canada.  Prior 
to  Christmas  they  will  present  more  than  two 
thousand  times  the  famous  Edison  tone-test,  and 
it  is  anticipated  that  more  than  two  million  peo- 
ple will  witness  the  Edison  tone-test  before 
January  1.  This  will  make  a  total  of  approxi- 
mately six  million  people  who  have  witnessed 
this  interesting  demonstration. 

The  Edison  tone-test  recital  department  is 
said  to  be  the  largest  booking  agency  in  the 
world  and  pays  out  each  week  in  salaries  and 
traveling  expenses  a  sum  that  would  stagger 
most  booking  agents.  The  business  is  run  along 
the  same  lines  as  a  first-class  theatrical  business 
and  every  detail  is  handled  with  the  greatest  ac- 
curacy and  dispatch. 

The  demand  for  tone-test  bookings  is  in  ex- 
cess of  the  supply  and  every  Edison  dealer  who 
has  been  fortunate  enough  to  book  an  artist  this 
Fall  has  reason  for  congratulating  himself. 

The  tone-test  recitals  are  proving  a  big  im- 
petus to  the  sale  of  official  laboratory  models 
and  it  is  already  apparent  that  there  is  likely 
to  be  a  shortage  of  the  Chippendale  and  William 
and  Mary  types. 


NEW  VOCALION  DEALERS  IN  TORONTO 

Aeolian-Vocalion   Line   Now   Strongly  Repre- 
sented in  That  Canadian  City 


Toronto,  Ont.,  October  2 — The  Aeolian-Vocalion, 
together  with  the  Vocalion  records,  is  now  en- 
joying strong  representation  in  this  city,  which 
is  recognized  as  the  musical  center  of  Canada. 
Only  recently  the  Robert  Simpson  Co.,  Ltd.,  one 
of  the  largest  and  leading  department  stores  in 
Canada,  opened  an  elaborate  department  devoted 
to  the  sale  of  the  Vocalion.  Fred  Brown,  well 
known  in  the  Canadian  talking  machine  trade, 
and  with  long  experience  in  the  business,  is 
manager  of  the  department,  which  is  both  com- 
modious and  well  equipped. 

R.  F.  Wilkes  &  Co.  have  also  taken  on  the 
Vocalion  line  and  are  featuring  these  instru- 
ments in  a  big  way  in  their  store  at  George  and 
Brewer  streets,  this  city.  W.  E.  Brown  is  the 
department  manager.  These  two  new  agencies, 
together  with  the  Nordheimer  Piano  &  Music 
Co.,  and  E.  Elliott,  give  to  the  Vocalion  a  quar- 
tet of  live  representatives  here. 


E.  S.  Bristol,  of  Chicago,  who  traveled  for 
the  phonograph  department  of  the  Brunswick- 
Balke-Collender  Co.  for  several  years,  has  leased 
the  store  at  212  South  Main  street,  Rockford, 
111.,  where  he  will  open  a  high-class  Brunswick 
shop. 


1918 —  JONES  BOUGHT  A  LINE  OF  "WARBREAD  SUBSTITUTE"  PHONOGRAPHS 
Smith  stood  by  the  Victor 

1919—  JONES  SOLD  VICTORS  AND  BAR-SINISTER  ORPHANS 
Smith  stood  by  the  Victor 

1920—  JONES  SAID,  "BUSINESS  IS  NOT  AS  GOOD  AS  IN  1919" 
Smith  stood  by  the  Victor — and  smiled 

1921—  JONES  SAID,  "I  WISH  I  HAD  BEEN  BORN  LUCKY— LIKE  SMITH' 
Smith  stood  by  the  Victor — and  laughed  out  loud! 

Pattern  after  Smith — be  the  Victor  man  of  your  town — and  prosper 

Buffalo  Talking  Machine  Company,  Inc. 

Victor  only  BUFFALO,    N.  Y.  Wholesale  only 


36 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


THE  DlMSTl^yiMlllMT  ©IF  QUALDTY 


LEAIR    AS  A 


LL 


wins  most  easily  against  the  fiercest  kind  of  competition 
because  the  more  phonographs  one  compares  with 
Sonora,  the  more  obvious  is  Sonora's  supremacy. 


Sonora  won  high- 
est score  for  tone 
at  the  Panama 
Pacific  Exposition. 
Your  customers  want 
tonal  beauty, 

Sonora  is  famous 
for  its  elegance  of 
design.  Your  cus- 
tomers want  hand- 
some cabinetry, 

Sonora  has  more 
important  exclu- 


Nocturne 


sive  features  than 
any  other  phono- 
graph. Your  cus- 
tomers are  eager  to 
examine  the  Sonora 
carefully, 

^^Gheap"  phono- 
graphs are  too  ex- 
pensive both  for 
you  to  sell  and  for 
your  customers  to 
buy. 


No  other  phonograph  equals  the  Sonora  in  smartness  of 
design,  in  power,  reliability  and  long-running  time  of  the 
motor,  in  providing  all  wooden  tone  arms,  in  offering  a 
motor  meter,  in  possessing  a  filing  system  of  the  utmost 
simplicity  and  convenience,  etc.,  etc. 

Sonora  plays  ALL  MAKES  of  disc  records  without  extra  attachments  and 
was  the  FIRST  phonograph  to  play  the  records  of  all  makers. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


37 


The  Highest  Class  Talking 
Machine  in  the  World 


Gibson-Snow  Co., 

Syracuse,  N.  Y. 

State  of  New  York,  with  the  ex- 
ception of  towns  on  Hudson  River 
below  Poughkeepsie,  and  excepting 
Greater  New  York, 

W.  B.  Glynn  Distrib- 
uting Co., 

Saxtons  River,  Vermont 

States  of  Maine,  New  Hampshire, 
Vermont  and  part  of  Massachusetts. 

Griffith  Piano  Co., 

605  Broad  St.,  Newark,  N.J. 

Northern  New  Jersey, 

Hessig-EIlis  Drug  Co., 

Memphis,  Temi. 

Arkansas,  Louisiana,  Tennessee, 
Mississippi. 

Kiefer-Stewart  Co., 

Indianapolis,  Ind. 

Entire  State  of  Indiana, 

Lee-Coit-Andreesen  Hardware  Co., 

Omaha,  Nebraska 
State  of  Nebraska, 

The  Magnavox  Co., 

616  Mission  St., 

San  Francisco,  Cal. 

Washington,  California,  Oregon, 
Arizona,  Nevada,  Hawaiian  Islands, 
Northern  Idaho. 


C.  L.  Marshall  &  Co., 

82-84  Griswold  St.,  Detroit 
409  Superior  St.,  Cleveland 

Michigan  and  Ohio. 

Minneapolis  Drug  Co., 

Minneapolis,  Minn. 

States  of  Montana,  North  Dakota, 
South  Dakota,  Minnesota. 

I.  Montagnes  &  Co., 

Ryrie  Building, 
Toronto,  Can. 

Canada. 

Moore-Bird  &  Co., 

1751  California  Street, 
Denver,  Colorado. 

States  of  Colorado,  New  Mexico  and 
Wyoming,  east  of  Rock  Springs. 

M  S  &  E, 

221  Columbus  Ave., 
Boston,  Mass. 

Connecticut,  Rhode  Island  and 
Eastern  Massachusetts. 

Robinson,  Pettet  Co.,  Inc. 

Louisville,  Ky. 

State  of  Kentucky. 

American  Hardware  &  Equipment  Co., 

Charlotte,  N.  C. 

North  Carolina  and  South  Carolina. 

C.  D.  Smith  Drug  Co., 

St.  Joseph,  Mo. 

Missouri,  Northern  and  Eastern 
part  of  Kansas  and  five  counties  of 
Northeastern  Oklahoma. 


Smith,  Kline  &  French  Co., 

Philadelphia,  Pa. 

States  of  Pennsylvania,  Maryland, 
Delaware,  District  of  Columbia  and 
New  Jersey,  south  of  and  including 
Trenton. 

Sonora  Phonograph  Co.,  Inc. 

279  Broadway,  New  York 

Distributors  for  Greater  New  York. 

Southern  Drug  Co., 

Houston,  Texas 

Southeastern  part  of  Texas. 

Southern  Sonora  Co., 

Atlanta,  Ga. 

Alabama,  Georgia  and  Florida. 

Southwestern  Drug  Co., 

Wichita,  Kansas 

Southern  part  of  Kansas,  Oklahoma 
(except  five  Northeastern  counties), 
and  Texas  Panhandle, 

Strevell-Paterson  Hardware  Co., 

Salt  Lake  City,  Utah 

Utah,  Western  Wyoming  and 
Southern  Idaho, 

C.  J.  Van  Houten  &  Zoon, 

Marquette  Building, 
Chicago,  111. 

Illinois  and  Iowa. 

Sonora  Distributing  Co.  of  Texas, 

Dallas,  Texas 

Western  part  of  Texas. 

Yahr  &  Lange  Drug  Co., 

Milwaukee,  Wis. 

Wisconsin,  Upper  Michigan. 


Sonora's  wonderful  increasing  sales  can  be  attributed  to  two  causes — first,  quality — 
and  second,  because  Sonora  is  licensed  and  operates  under  BASIC  PATENTS  of 
the  phonograph  industry,  which  insures  you  against  troublesome  patent  litigation. 

To  MAKE,  USE  or  SELL  an  infringing  patent  constitutes  a  violation  of  the 

patent  law. 


38 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Phonograph  Dealers 


Make  your  shop  the  center  for  all  musical 
merchandise  sold  in  your  neighborhood 

The  public  is  well  served  as  to  Phonographs  and 
supplies  because  the  shops  handling  these  are  Specialty 
Music  Shops. 

But  there  is  an  equally  large  public  that  plays 
various  other  instruments  like  the  Violin,  Guitar, 
Ukulele,  Mandolin,  Banjo,  Accordeon,  Band  Instru- 
ment, etc.,  w^ho  are  not  so  well  served.  These  folks 
are  in  continual  need  of  instruments,  parts  and 
accessories.  Frequently  these  cannot  be  obtained  in 
the  neighborhood.  Boys  and  girls  must  go  out  of  the 
neighborhood  for  their  Harmonicas  and  Ukuleles. 

Phonograph  dealers  can  build  up  a  very  profitable 
department  in  their  shops  by  displaying  and  selling 
these  popular  instruments  and  supplies.  The  attrac- 
tive displays  of  Phonographs  can  be  improved  by 
showing  the  more  human  instruments  —  the  ones 
people  actually  play  and  love,  like  Violins,  Har- 
monicas, Ukuleles,  etc. 

We  will  start  a  department  for  you  with  a  comparatively  small  invest- 
ment. The  margin  of  profit  on  this  merchandise  is  liberal — and  with  the 
popular  line  of  guaranteed  standard  merchandise  that  we  suggest  for 
Phonograph  Dealers  the  turn-over  is  rapid. 

We  have  everything  in  the  line  of  Musical  Merchandise,  from  a  Jew's- 
harp  to  a  Band  Instrument,  gathered  from  every  market  in  the  world. 
Our  lines  are  most  complete.    Our  merchandise  is  absolutely  guaranteed. 


Write  to  Dept.  P.  for  our  twenty-page  illustrated  catalog 
of  Musical  Merchandise  and  our  suggested  assortment  for 
Phonograph  Dealers. 

BUEGELEISEN  &  JACOBSON 


5-7-9  Union  Square 


New  York,  N.  Y. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


39 


TELLS  OHIO  MERCHANTS  OF  TALKING  MACHINE  BUSINESS 

Chas.  K.  Bennett,  of  Eclipse  Musical  Co.,  Presents  Some  Interesting  Facts  Regarding  the  Status 
of  the  Talking  Machine  at  the  Convention  in  Youngstown,  O.,  September  14-15 


The  talking  machine  interests  were  represented 
officially  on  the  program  of  the  convention  of 
the  Piano  Merchants'  Association  of  Ohio  at 
Youngstown  Sept.  14-15  by  Charles  K.  Bennett, 
of  the  Eclipse  Musical  Co.,  Cleveland,  who  pre- 
sented to  the  merchants  some  interesting  facts 
relative  to  the  breadth  and  scope  of  the  talk- 
ing machine  business  as  a  whole.  In  his  ad- 
dress Mr.  Bennett  said  in  part: 

"The  talking  machine  and  its  records  have 
become  one  of  the  largest  and  most  important 
factors  in  the  musical  world  today.  They  have 
been  given  an  important  part  to  play  in  the 
Americanization  of  the  foreign-born.  They  are 
quite  active  in  assisting  in  making  America 
musical  and  have  been  adopted  quite  generally 
as  a  permanent  i5nit  in  the  education  of  children, 
courses  having  been  laid  out  which  begin  in  the 
kindergarten  and  graduate  from  there  up  to  the 
colleges,  much  in  the  same  manner  as  a  child 
studies  arithmetic. 

"We  find  our  machines  in  use  in  a  great  many 
manufacturing  and  industrial  plants,  telephone 
exchanges,  and,  in  fact,  wherever  a  large  number 
of  people  are  employed  the  talking  machine  has 
been  found  necessary  from  a  standpoint  of  im- 
proving efficiency,  promoting  sociability  and 
good  will;  and  since  the  Victor  Co.  has  made 
it  possible  to  obtain  records  of  the  world's  most 
famous  artists  and  musical  organizations,  you 
will  find  its  machines  and  records  in  almost  all 
the  homes  in  the  country.  I  mention  this  mere- 
ly to  emphasize  my  point  that  the  talking  ma- 
chine and  its  records  are  not  a  side  line  any  more 
but  a  business  whose  foundation  consists  of 
one  of  God's  greatest  gifts— MUSIC— developed 
and  perfected  to  a  point  where  you  can  have 
ill  your  own  home  an  exact  reproduction  of 
Caruso,  Galli-Curci,  the  Boston  Symphony  Or- 
chestra, and,  in  fact,  all  of  the  world's  greatest 
musicians  and  artists,  not  merely  as  'canned' 
music  but  an  exact  reproduction  of  their  voices 
and  instruments,  reproduced  as  perfectly  as  the 
camera  reproduces  an  object. 

"The  talking  machine  and  its  records  have 
made  remarkable  strides  during  the  last  few 
years  and  their  development  and  perfection 
have  come  to  a  point  where  even  those  of  us 
who  are  handling  this  line  of  merchandise  mar- 
vel at  the  results.  Compare  the  machines  of 
to-day  with  those  of  a  few  years  ago,  when  $60 
would  buy  the  best  on  the  market.  Only  re- 
cently I  was  privileged  to  examine  an  instru- 
ment which  was  to  retail  at  $3,000.  Why,  gen- 
tlemen, I  actually  recall  the  days  when  $3,000 
would  just  about  secure  a  jobbing  agency. 
Think  of  it — the  talking  machine  in  almost  di- 
rect competition  with  the  automobile.  It  doesn't 
seem  possible. 

"Now,  as  regards  the  commercial  side.  Let 
me  ask  what  other  line  of  merchandise  on  the 
market  to-day  has  been  advanced  in  price  as 
little  as  the  talking  machine?  What  other  line 
of  merchandise  received  a  50  per  cent  cut  in  its 
retail  prices  as  did  the  Red  Seal  records,  and  at 
the  same  time  leaving  a  very  reasonable  margin 
of  profit  for  the  merchant?  Gentlemen,  those  of 
us  who  are  in  the  talking  machine  business,  rep- 
resenting at  least  the  standard  lines,  and  per- 
sonally I  can  speak  only  of  the  Victor,  can  be 
very  proud  of  the  fact  that  we  are  furnishing 
the  public  with  an  article  of  absolute  necessity, 
an  article  that  has  been  accepted  and  adopted  as 
an  important  unit  of  education,  on  which  there 
has  been  no  profiteering  and  at  the  same  time 
giving  the  public  the  very  finest  that  money  and 
brains  can  produce.  Speaking  of  profits,  it  is 
as  immoral  to  sell  goods  below  a  reasonable 
profit  as  it  is  to  sell  them  above,  and  only  a 
business  slacker  will  do  so.  In  my  opinion,  the 
business  slacker  and  the  business  profiteer  be- 
long exactly  in  the  same  class.  They  are,  what 
might  be  termed,  careless  business  men,  neither 
wighing  nor  desiring  permanent  business  or  so- 
cial welfare.    We  must  have,  most  of  all,  a  just, 


fair  and  honorable  profit  basis  upon  which  to 
rest  our  business  calculations  and  be  satisfied 
with  a  fair  compensation  in  wages  and  a  just 
profit  for  capital.  Unreasonable  wages  and  un- 
reasonable profits  are  both  unfair  to  the  con- 
sumer. 

"The  Victor  Talking  Machine  Co.,  during  the 
last  few  years,  handled  an  increase  in  the  cost 
of  labor  of  about  166  per  cent  and  an  increase 
in  the  cost  of  materials  at  least  as  great,  with 
only  about  34  per  cent  increase  in  its  catalog 
prices. 

"For  the  benefit  of  those  who  are  not  familiar 
with  the  figures,  I  want  to  say  that  the  Victor 
Co.  owns  and  operates  1,663  552  square  feet  of 
factory  floor  space  in  one  united  plant  at  Cam- 
den, and  have  under  construction  218,023  square 
feet  more,  with  land  available  to  double  this 
entire  plant.  They  have  16j^  acres  of  lumber 
piled  from  twenty  to  fifty  feet  high  on  every 
available  foot;  the  most  valuable  lumber  pile  in 
the  world  and  a  50  per  cent  extension  under 
way.  They  have  10,000  employees  and  could 
use  5,000  more.  They  pay  out  $300,000  in  weekly 
wages  in  addition  to  their  monthly  salary  pay 
roll  and  expect  to  pay  50  per  cent  more  as  soon 
as  people  can  be  found  to  take  the  money.  They 
are  using  36,850,000  feet  of  high-grade  lumber 
per  year  and  will  use  50  per  cent  more  soon. 
They  burn  55,000  tons  of  coal  per  year,  and  are 
making  preparations  to  burn  80,000  tons.  The 
Victor  Co.  is  increasing  its  output  as  rapidly  as 
circumstances  will  permit,  but  Victor  goods  will 
always  be  manufactured  in  Victor  factories. 
Control  of  the  Victor  Co.  is  not  going  to  pass 
into  other  hands  nor  is  it  going  to  be  amalga- 
mated with  or  absorbed  by  a  trust  or  any  other 
combination. 

"Now  with  regard  to  co-operation.  The  suc- 
cess of  this  organization,  or  any  other  for  that 
matter,  depends  largely  upon  understanding  and 


co-operation.  The  World  War  was  decided 
through  understanding  and  co-operation.  The 
success  of  a  government  is  measured  by  under- 
standing and  co-operation,  and  so  it  will  be, 
gentlemen,  in  the  talking  machine  business. 

"We  are  assembled  here  representing  one  of 
the  most  powerful  gifts  of  God,  and  through 
earnest  and  united  effort  on  the  part  of  all  of 
us  America's  ambition  to  have  its  people  musi- 
cal should  certainly,  in  the  course  of  time,  be 
fully  realized.  If  you_are  in  the  musical  busi- 
ness legitimately  and  not  merely  profiteering,  T 
know  this  organization,  and,  in  fact,  all  your 
fellow  merchants  will  grab  you  by  the  hand,  give 
3^ou  a  hearty  welcome,  and  through  co-operation 
put  over  this  musical  proposition  on  a  tre- 
mendous scale.  The  small  merchant  in  the 
small  community  is  just  as  important  a  factor 
in  this  regard  as  the  big  merchant  in  the  large 
city,  and  knowing  this  organization  as  I  do, 
its  membership  bears  out  what  I  say,  and  then 
with  a  complete  understanding  and  proper  co- 
operation the  same  big  success  will  be  had 
whether  it  is  in  a  commercial  business  or 
whether  it  is  a  question  between  labor  and 
capital." 

NEW  MUSIC  PAGE  IN  WALLA  WALLA 

Walla  Walla  Union  Takes  Up  the  Idea  Through 
Efforts  of  the  Clark  Music  Co. 


The  Walla  Walla  (Wash.)  Union  is  the  lat- 
est newspaper  to  adopt  a  weekly  popular  in- 
terest music  page,  reports  the  National  Bureau 
for  the  Advancement  of  Music  of  the  Music  In- 
dustries Chamber  of  Commerce. 

Early  in  the  Summer  the  Clark  Music  Co.,  of 
Walla  Walla,  got  in  touch  with  the  Bureau  in 
regard  to  a  music  page  and  with  its  co-operation 
succeeded  in  selling  the  idea  to  the  Union.  The 
Bureau  is  sending  its  weekly  news  service  to  the 
Union  and  will  co-operate  with  the  editor. 

The  Clark  Co.  also  enlisted  the  National  Bu- 
reau's help  in  promoting  the  idea  of  a  music  com- 
mission for  Walla  Walla,  with  the  result  that 
plans  for  the  commission  are  now  on  foot. 


VICTOR  RETAILERS! 
TELL  YOUR  CUSTOMERS! 

"Play  your  Victor  Records  on  the  Victrola  with  a  Victor 

Tungs-Tone  Stylus" 

—THE  REASONS  WHY  — 

Less  Trouble  Changing  Needles 
Records  Will  Wear  Longer 
Perfect  Tone  Reproduction 
An  Exclusive  Victor  Product 

Drop  us  a  line  and  we  will  tell  you  how  to  sell  more  Victor 

Tungs-Tone  Styluses. 

KNICKERBOCKER  TALKING  MACHINE  COMPANY 

138  West  124th  St.,  N.  Y.  City 
EXCLUSIVELY  VICTOR  EXCLUSIVELY  WHOLESALE 


40 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


A  NEW  MELODEE  ROLL  CATALOG       WELCOMING  TED  LEWIS  IN  ST.  LOUIS 


Comprehensive  Volume  Richly  Illustrated  and 
Carefully  Arranged  Just  Off  the  Press 


Famous  "Jazz"  King  Given  Enthusiastic  Recep- 
tion by  St.  Louis  Columbia  Branch — Band 
Appears  in  Grafonola  Shop  Amid  Crowds 


A  most  interesting  and  valuable  addition  to 
the  literature  of  the  music  roll  division  of  the 
industrj'  is  found  in  the  new  Melodee  music 
roll  catalog  just  off  the  press,  a  volume  upon 
which  have  been  expended  much  thought  and 
effort. 

The  volume,  comprising  ninety-six  pages,  is 
indexed  and  cross-indexed,  which  makes  it  sim- 
ply the  matter  of  a  moment  for  the  dealer  or 
the  plaj-er-piano  owner  to  find  the  desired  roll 
under  any  one  of  several  headings.  First  come 
the  song  rolls,  arranged  alphabeticallj',  and 
listed  complete  with  descriptive  matter,  such  as 
the  ke\-,  the  name  of  the  pianist,  the  type  of 
song,  etc.  Next  in  order  come  instrumental 
selections,  also  arranged  alphabetically  and  in- 
cluding both  hand-plaj'ed  and  arranged  rolls. 

Much  thought  has  been  given  to  the  classi- 
fication of  the  various  types  of  rolls,  the  listing 
including  classics,  light  classics,  operatic,  dance 
music,  under  which  heading  marches  are  found, 
inasmuch  as  they  are  generally  two-step  ar- 
rangements, standard  songs  of  the  "Perfect 
Day"  type,  old  favorite  songs,  such  as  "Annie 
Laurie,"  and  religious  songs,  among  which  are 
found  Christmas  carols  and  a  number  of  patri- 
otic songs  and  hj^mns.  Under  separate  headings 
are  to  be  found  lodge  music  and  foreign  music. 

At  the  end  is  found  a  complete  numerical 
price  list  of  all  the  rolls  in  the  catalog,  cov- 
ering several  thousand,  with  guide  numbers  at 
the  top  of  each  page  to  make  easy  the  search 
for  special  selections. 

From  an  artistic  standpoint  there  is  much 
to  be  said  in  favor  of  the  new  catalog,  which  is 
profusely  illustrated  with  portraits.  In  the 
front  are  to  be  found  full-page  portraits  of  such 
popular  pianists  as  Arndt,  Akst,  Edythe  Baker, 
Banta,  Erlebach,  Gershwin,  Hess  and  a  score 
of  others.  On  other  pages  are  found  groups  of 
portraits  of  noted  pianists  whose  personal  in- 
terpretations of  the  classics  and  semi-classics 
are  to  be  found  in  the  catalog. 

Bound  in  a  heavy  brown  cover,  richly  illumi- 
nated and  well  laid  out  and  printed,  the  new 
Melodee  roll  catalog  is  of  distinct  interest. 


St.  Louis,  !Mo.,  October  6. — The  members  of  the 
local  Columbia  branch,  together  with  Mr.  .\r- 
buckle  of  the  Grafonola  Shop,  gave  Ted  Lewis 
and  his  Jazz  Band  a  remarkable  reception  on 
his  recent  arrival  in  St. 
Louis.  E.  M.  Morgan, 
manager  of  the  St.  Louis 
branch,  and  C.  R.  Salmon, 
of  the  sales  staff,  were  in 
charge  of  the  reception  ac- 
corded this  famous  and 
exclusive  Columbia  star. 

.A  jazz  band  on  a  large 
truck  backed  up  to  the 
main  entrance  of  the 
Union  Station,  featuring 
banners  welcoming  Ted 
Lewis  to  St.  Louis  and 
playing  Ted  Lewis'  favor- 
ite selections.  An  auto- 
mobile parade  with  seven 
cars  in  line  covered  the 
principal  business  and  resi- 
dential streets  of  the  city, 
giving  Ted  Lewis  and  his 
band  exceptional  pub- 
licity. 

In  the  afternoon  Ted 
Lewis  and  his  Jazz  Band 
pla3-ed   in   the  Grafonola 


Shop,  and  the  appearance  of  the  organization 
was  advertised  in  the  Sundaj^  papers.  An  at- 
tractive window  display  was  featured  for  the 
occasion,  and  the  public  responded  so  enthu- 
siastically that  many  hundreds  were  unable  to 
gain  admittance  to  the  store. 

The  Ted  Lewis  records  have  met  with  phe- 
nomenal success  and  Columbia  dealers  have 
profited  from  the  advertising  campaign  inaugu- 
rated in  behalf  of  this  artist. 


Ted  Lewis  and  Band  in  Grafonola  Shop 


VICTOR  STUDIO  IN  BROOKLYN,  N.  Y.      HOW  EFFORT  KILLS  DULL  TIMES 


Bairn  Bros.  &  Friedberg  Phonograph  Co.  Hold 
Formal  Opening  of  Attractive  New  Quarters 


PIONEER  CO.  INCORPORATES 


The  Pioneer  Phonograph  Co.,  of  Manhattan, 
was  incorporated  at  Albanj^  recentlj'  with  a 
capital  stock  of  $20,000,  for  the  purpose  of 
handling  phonographs  and  accessories.  Those 
interested  are  S.  and  B.  Pudlin  and  A.  Singer, 
810  East  178th  street.  New  York. 


Bairn  Bros.  &  Friedberg  Phonograph  Co.,  Inc., 
held  the  formal  opening  of  their  handsome  new 
Victor  Studio  at  1430  St.  John's  Place,  Brook- 
Ij'n,  N.  Y.,  on  Saturday  evening,  September  25, 
the  feature  of  the  opening  being  a  concert  by  a 
number  of  prominent  Victor  artists,  including 
the  All-Star  Trio  and  Monroe  Silver,  the  noted 
comedian.  Announcements  of  and  invitations 
to  the  opening  were  sent  to  a  large  number  of 
prominent  Brookhmites,  and  the  attendance 
taxed  the  capacity  of  the  new  quarters,  com- 
modious as  they  are. 

The  Victor  Studio  has  been  equipped  in  a 
strictly  modern  manner,  with  a  large  batterj'  of 
demonstrating  rooms  and  furnishings  of  qual- 
ity'. Large  deep  show  windows  permit  of  at- 
tractive ^'ictor  displaj's  which  will  doubtless  be 
advantageousK'  utilized. 


S.\CR.\MEXTO,  Cal.,  October  2. — The  time-worn 
idea  that  Summer  months  must  necessarily  be 
dull  months  has  been  thoroughly  upset  bj'  the 
Kimball-Upson  Co.,  Pathe  dealer  of  this  city. 
This  company  took  advantage  of  the  Summer 
sales  campaign  suggested  by  the  headquarters 
of  the  Pathe  Freres  Phonograph  Co.  in  Brook- 
l3'n,  with  pronounced  success.  This  campaign 
was  in  force  during  the  entire  month  of  July 
and  resulted  in  seven  times  as  much  business  be- 
ing accomplished  in  that  month  as  in  the  same 
month  of  the  previous  year  and  was  far  ahead 
of  the  best  holiday  month,  December,  1919.  The 
Kimball-Upson  Co.  was  so  enthusiastic  over  the 
results  that  additional  advertisements  along  the 
same  plan  will  be  continued. 


Fred  G.  Hawkinson,  of  the  W.  F.  Cheshire 
Music  Co..  Rockford,  111.,  has  purchased  the 
store  at  308  West  \\'ater  street,  that  city,  and 
will  open  a  new  talking  machine  shop. 


ECLIPSE 


SAFE! 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


October  15,  1920 


THE-  TALKING   MACHINE  WORLD 


41 


I 

I 

I 
I 

I 

I 

I 
I 


I 

I 


4 

L 

Showing  sound  doors  open  for  playing.      Cabinet  is 
carefully  finished  on  all  sides  and  may  be  used  as 
table  or  stand  even  when  being  played. 


Cover  for  machine  and  door  of  record  compartment 
open.    Victrola  is  set  into  right  hand  compartment 
through  door  in  front;  winding  handle  is  replaced 
through  side. 


I 


I 
I 


I 
I 

I 
I 


PATENTED  DEC. 11,1917 

Talking  Machine  Cabinet 
Immediate  Shipments  on  the  De  Luxe  Model  Converto 

We  are  now  ready  to  make  immediate  shipments  of  the  De  Luxe  Converto,  illustrated  above. 

Converts  a  No.  VI  Victor  Talking  Machine  instantly  into  a  large  cabinet  machine  of  ex- 
quisite Sheraton  design,  with  all  the  advantages  of  the  regular  cabinet  machine.  Includes 
cover  and  record  compartment,  and  receptacles  for  needles. 

Improves  the  sound  reproducing  qualities  of  the  machine  because  of  the  extension  of  the  sound 
amplifying  chamber  formed  by  the  doors  of  the  cabinet  and  doors  of  the  machine. 

Victrola  may  be  removed  at  any  time,  for  use  on  the  porch  or  at  camp,  etc. 

Mahogany  finish,  medium  dark  color.  Record  compartment  has  swinging  door,  and  provides 
spaces  for  six  large  record  albums.  Size  of  cabinet  36  inches  wide,  23  inches  deep, 
34  inches  high. 

Write  for  new  descriptive  folder. 

THE  C.  J.  LUNDSTROM  MFG.  CO.,  LITTLE  FALLS,  N.  Y. 

Lundstrom  "Converto"  Cabinets  are  broadly  covered  by  patents. 
Infringements  ivill  be  promptly  prosecuted. 


CONVERTO  WHOLESALE  DISTRIBUTORS 


i 


Atlanta,    Ga  Elyea  Talking  Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Bartimore,   Md  Cohen  &  Hughes,  Inc. 

E.  F.  Droop  &  Sons  Co. 

Birmingham,    Ala  Talking  Machine  Co. 

Boston,    Mass  Eastern  Talking  Machine  Co. 

BulTalo,  N.  Y  W.  D.  &  C.  N.  Andrews 

Burlington,   Vt  American  Phonograph  Co. 

Chicago,  III  Lyon  &  Healy 

Cincinnati,    Ohio  Rudolph  Wurlitzer  Co. 

Cleveland,   Ohio  Cleveland  Talking  Machine  Co. 

Columbus,  Ohio  The  Perry  B.  Whitslt  Co. 

Dallas,  Texas  Sanger  Bros. 

Denver,  Colo  The  Knight-Campbell  Music  Co. 


DCS  Moines,   la  Mickel  Bros.  Co. 

Elmira,  N.  Y  Elmira  Arms  Co. 

El   Paso,  Tex  W.  G.  Walz  Co. 

Houston,    Texas  The  Talk.  Mach.  Co.  of  Texas 

Indianapolis,    Ind.    ..Stewart  Talking  Machine  Co. 

lacksonville,    Fla  Florida  Talking  Machine  Co. 

Kansas  City,  Mo  J.  W.  Jenkins'  Sons  Music  Co. 

The  Srhmelzer  Co. 

Memphis,    Tenn  O.  K.  Houck  Piano  Co. 

Mobile,    Ala  Wm.  H.  Beynalds 

Newark,  N.  J  Colllngs  &  Co. 

New   Orleans,    La  Philip  Werlein.  Ltd. 

New  York  City  Emanuel  Blout 

Cabinet  &  Accessories  Co. .  Inc. 

Knickerbocker  Talking  Machine 
Co. 


Omaha,    Nebr  Mickel  Bros.  Co. 

Peoria,    III  Putnam-Page  Co. 

Philadelphia,  Pa  C.  J.  Heppe  &  Son 

Penn  Phonograph  Co. 

H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh,    Pa  W.  F.  Frederick  Piano  Co. 

Standard  Talking  Machine  Co. 

Portland,    Me  Cressey  &  Allen,  Inc. 

Richmond,    Va  The  Corley  Co.,  Inc. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Ban  Francisco,  Cal. ..  .Walter  S.  Gray  Co. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,    Ohio  Toledo  Talking  Machine  Co. 

Washington,   D.   C... Cohen  &  Hughes,  Inc. 

E.  F.  Droop  &  Sons  Co. 


42 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


TWO  NEW  COLUMBIA  CATALOGS 


Grafonola  Period  Design  Catalog  and  Standard 
Grafonola  Catalog  Now  Ready — Represent 
Important  Sales  Helps  for  Columbia  Dealers 


The  advertising  department  of  the  Columbia 
Grapho'phone  Co.,  New  York,  has  just  prepared 
two  attractive  publications  which  can  be  used 
by  Columbia  dealers  to  excellent  advantage. 
One  of  these  new  books  is  devoted  exclusively 
to  Columbia  Grafonolas  in  period  designs,  and 
the  other  features  the  standard  line  of  Columbia 
Grafonola  upright  models. 

The  publication  featuring  Columbia  period  de- 
sign Grafonolas  is  noteworthj^  for  its  artistic 
value  and  the  fact  that  it  gives  in  detail  the 
characteristics  of  the  historic  periods  which  in- 
fluenced the  production  of  the  various  art  de- 
signs. A  full  page  is  devoted  to  illustrating 
each  individual  model  in  the  Columbia  period 
Grafonola  line,  and  a  facing  page,  sketches 
brief!}'  the  distinctive  merits  and  artistic  signifi- 
cance of  that  particular  instrument.  These  de- 
scriptions   include   important    sales  arguments 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 


MOTORS 
TONE  ARMS 
REPRODUCERS 


CASTINGS  (  TURNTABLES 
„       ,         J  MOTOR  FRAMES 
(jrey  Iron       TONE  ARMS 

and  Brass  for  (  HORNS  and  THROATS 


Direct  Quantity  Importations  On 


i 


Stylus  Bars 
Screw  Machine  Parts 
Talking  Machine  Hardware 

JEWEL  and  STEEL  (Bulk  or  Packed) 
PHONOGRAPH  NEEDLES 
GENUINE  RUBY  BENGAL  MICA 


EASTERN  REPRESENTATIVE 
CHERINGTON  MFG.  CO. 
IRONCLAD  MOTORS 


D.  R.  DOaOROW 


Vanderbilt  Ave.  Bldg. 
SI  East  42nd  St.,  NetuYork 
Tel.  Vanderbilt  5462 


that  are  invaluable  for  every  successful  Colum- 
bia salesman.  The  illustrations  are  clear  and 
distinct,  giving  some  idea  of  the  perfection  of 
the  cabinet  work. 

Columbia  Grafonolas  in  period  designs  have 
met  with  signal  success  from  one  end  pf  the 
country  to  the  other,  and  Columbia  dealers  have 
sold  these  instruments  to  the  leading  members 
of  their  social  and  business  communities.  The 
cabinet  work  has  won  the  enthusiastic  praise 


FAULTLESS 


PIVOT  BEARING 


CASTERS 


Casters  that  roll  easily  across  the  floor — and 
smoothly.    No  clatter — no  unsteadiness. 

Simple  construction — no  complicated  parts  to 
get  out  of  order,  nothing  to  retard  easy 
movement.  Strong — plenty  of  metal  in 
required  places  to  resist  strains. 

Silent — neat  appearing — a  real  necessity  to 
YOUR  talking  machine,  these  FAULTLESS 
CASTERS. 


Made  with  leather,  fibre,  felt,  steel 
and  Hgnum  vitae  wheels.  A  word 
from  you  puts  all  our  caster 
experience  at  your  service  and 
brings  you  a  copy  of  Faultless 
Catalog  "G". 

FAULTLESS 
CASTER  COMPANY 

EVANSVILLE,  INDIANA 


"Move  the  FAULTLESS  Way" 


Full  Sizo— C-65 


Geo, 


Eastern  Sales  Office: 
Mittleman.  200  Fifth  Avenue,  N.  Y. 


of  the  most  critical  connoisseurs,  while  the  tone 
quality  represents  the  same  high  standard  which 
has  been  such  an  important  factor  in  the  suc- 
cess of  Columbia  product. 

Among  the  instruments  presented  in  this  new 
catalog  of  Columbia  period  design  Grafonolas 
are  the  following:  William  and  Mary,  Early 
English,  Adam,  Italian  Renaissance,  Gothic, 
Charles  II.  Queen  Anne  Decorated,  Chinese 
Chippendale,  Queen  Anne,  Adam  Decorated, 
Small  Gothic,  Simplified  Adam,  William  and 
Hilary  Simplified,  Hepplewhite  Mahogany,  Hep- 
plewhite  Console,  Jacobean  Console,  Italian 
Renaissance  Console,  Louis  XIV  Mahogany, 
Adam  Mahogany,  Louis  XV,  Donatello,  Queen 
Anne  No.  5. 

The  new  catalog  of  Columbia  Grafonolas, 
standard  upright  models,  not  only  illustrates 
and  describes  the  various  models  in  the  line,  but 
also  calls  attention  to  some  of  the  exclusive 
features  of  the  Columbia  Grafonola,  such  as  the 
straight  tone  arm,  tone  leaves,  non-set  auto- 
matic stop,  individual  record  ejector,  etc. 

Among  the  instruments  featured  in  this  book 
are  Columbia  Grafonolas  L-2,  K-2,  H-2,  G-2, 
F-2,  E-2,  D-2,  C-2  and  A-2.  There  is  also  pre- 
sented the  Columbia  Grafonola  tj-pe  D-2  and 
Pushmobile  for  use  in  educational  work. 


COL  BINGHAM  AT  EDISON  WORKS 

Noted  Psychologist  Visits  Edison  Laboratories 
to  Study  Effect  of  Music  on  Workers 


Col.  W.  V.  Bingham,  director  of  the  Division 
of  Applied  Psychology  at  the  Carnegie  Institute 
of  Technology  of  Pittsburgh,  was  a  visitor  at 
the  Edison  Laboratories  this  week. 

Col.  Bingham  is  assisting  the  Edison  Labo- 
ratories in  determining  the  effect  that  phono- 
graph music  has  in  promoting  the  efficiency  of 
workers  in  factories  and  offices  and  its  capacity 
to  bring  about  desired  mental  states.  He  ex- 
pressed great  satisfaction  with  the  results  so 
far  attained  and  feels  confident  that  continued 
research  will  bring  to  light  a  number  of  addi- 
tional and  thoroughly  practicable  discoveries. 


ADD  THE  MOTROLA  TO  LIST 


The  Esco  Music  &  Accessories  Co..  Brooklj'n, 
N.  Y.,  distributors  of  talking  machine  acces- 
sories, have  added  the  Jones-Motrola  to  their 
alread}-  substantial  list.  Both  Joseph  Kerr  and 
Oscar  Zepernick  have  spent  much  time  recently 
in  calling  upon  their  dealers  in  Long  Island, 
New  Jersey  and  other  territory  adjacent  to  New 
York  City  and  report  that  indications  of  a  big 
Fall  and  \\'inter  season  are  already  well  in  evi- 
dence. 


ACME-DIE 


■CASTINGS- 

AITIMINUM-ZINC-TINaLEADi^oiS 

Acme  Die-Casting  Corp. 

BoitoQ  Bocheiin  BrooklynN.Y.  Detroit  Chioega 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


43 


66 


You're  the  Only  Girl  That  Made  Me  Cry 
Is  Henry  Burr's  latest  tender  ballad.  Pathos, 
melody,  plus  sweetness.  A  seller  from  the 
start.  A-2984. 


Coliiiinbia  Graphophone  Co 

NEW  YORK 


HAVE  ATTRACTIVE  EXHIBIT  AT  FAIR 

Excellent  Display  Made  by  W.  J.  Dyer  &  Bro. 
at  Minnesota  State  Fair  With  a  Steinway 
Miniature  Grand  Piano  as  a  Feature 


St.  Paul,  Minn.,  September  30. — A  number  of 
the  piano  and  music  merchants  of  the  Twin 
Cities  had  exhibits  at  the  Minnesota  State  Fair, 
which  was  held  during  the  week  of  September 
4  to  11,  the  most  attractive  of  the  booths  being 
that  of  W.  J.  Dyer  &  Bro.,  located  in  the  Varied 
Industries  Building. 

The  exhibit  in  the  Dyer  booth  consisted  of 
representations  from  all  departments,  the  main 


W.  J.  Dyer  &  Bro.'s  Exhibit  at  State  Fair 

attraction  being  a  Steinway  miniature  grand,  a 
Lyon  &  Healy  harp,  a  Pianola  and  a  complete 
display  of  Victrolas.  The  booth  was  hand- 
somely decorated  and  four  salesmen  were  in  at- 
tendance each  day  demonstrating  the  instru- 
ments for  visitors. 

Over  600,000  people  visited  the  fair,  and  many 
thousands  were  attracted  to  the  Dyer  booth  by 
the  music  of  the  player-piano  and  the  talking 
machines.  The  result  was  the  accumulation  of 
an  excellent  list  of  new  prospects.  Suitable  lit- 
erature was  distributed  at  the  booth  during  the 
week. 


CAPITAL  NOW  $3,000,000 

The  Invic"1:a  Phonograph  &  Record  Co.  has 
changed  its  name  to  the  Standard  Phonograph 
Co.,  New  York,  and  increased  capital  stock  from 
$600,000  to  $3,000,000. 


No  deliberate  hypocrite  has  ever  yet  succeeded 
even  in  the  wayside  booths  of  public  life.  There 
must  be  a  spark  of  sincerity  somewhere. — John 
Oliver  Hobbes. 


REPAIRING 

AND 

REPAIR  P  ARTS 

for  all  makes  of 

Talking  Machines 

BOND'S  GRAPHOPHONE  SHOP 

38  Arcade  tt  Nashville,  Tenn. 


OFFER  FREE  LEGAL  ADVICE 

Sonora  Phonograph  Co.  Will  Provide  Its  Deal- 
ers With  Free  Legal  Services — ^Experienced 
Attorneys  at  Disposal  of  Trade 


The  Sonora  Phonograph  Co.  has  advised  its 
dealers  that  they  may  at  all  times  have  at  their 
disposal  the  best  obtainable  legal  advice  without 
charge.  The  company  states  that  it  is  ready  to 
offer  its  dealers  the  services  of  its  own  legal 
staff,  which  has  had  a  most  valuable  and  ex- 
tensive experience  in  matters  relating  to  the 
talking  machine  industry. 

In  announcing  this  important  offer,  the  com- 
pany said:  "In  conducting  a  talking  machine 
business  there  are  times  when  a  dealer  may  be 
puzzled  about  matters  which  he  cannot  trust 
to  his  own  judgment  to  decide,  because  he  real- 
izes that  he  should  not  guess  but  should  know 
exactly  where  he  stands.  In  other  words,  he 
needs  the  opinion  of  a  lawyer  experienced  in 
dealing   with   problems    which    the   layman  by 

iiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiin^ 


himself  cannot  solve.  Sonora  dealers  can  ask 
for  legal  advice  on  all  matters  pertaining  to  the 
Sonora,  and  can  be  assured  that  they  will  re- 
ceive, without  cost,  the  opinions  of  lawyers  who 
have  made  a  specialty  of  matters  relative  to 
musical  instrument  manufacturing  and  selling." 


AUSTRALIA  LETS  IN  GERMAN  G00?£ 


While  the  general  embargo  on  trade  with  Ger- 
many still  continues  in  full  force,  it  is  learned 
through  Trade  Commissioner  Ferrin  that  the 
Federal  Ministry  of  Australia  has  decided  that 
where  it  is  clearly  shown  that  certain  things  are 
indispensable  to  an  Australian  industry,  and  it  is 
also  proved  that  they  can  not  be  obtained  except 
from  Germany  or  some  other  former  enemy  coun- 
try importation  licenses  should  be  granted. 


R.  C.  Hopkins  has  been  appointed  represent- 
ative for  the  Victor  Talking  Machine  Co.  in 
northern  New  Jersey,  making  his  headquarters 
in  Newark. 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiniiiiiiiiii 


"  L I  B  R  O  L  A 


?9 


A  Library  Table  PHONOGRAPH 


Two  thirds  of  top  is  stationary,  no 
need  to  move  anything  when  playing 
phonograph. 

Fully  equipped  to  play  all  disc-records. 
Your  satisfaction  guaranteed. 
Large  percentage  of  re-orders  indicates 
satisfied  dealers. 

Write  for  prices  and  exclusive  terri- 
tory. 


Immediate 
Delivery  in 
Mahogany 


No.  250T.    Patent  applied  for.    To  retail  at  $250 
Usual  discount  to  dealers. 
48"  long,  28"  Wide,  31"  high.    Finished  all  around 
Ou^.  Mahogany  or  Walnul 


SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 

llllllllllllllllllllllll 


44 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Some  Practical  and  Stimulat- 
ing Business  Suggestions 


SONORA  BUSINESS  IN  CHICAGO 


By 
J.  S.  Fay 


liiiiiiiiiiiiiiiii:iiiiiiiiiiii!iini;:;!!iiiiiiiiiii!iiiiii!iiiiiiiiiiiiiiiiiiiiu^ 

In  certain  lines  where  merchandise  is  sold 
cn  the  instalment  plan  retail  merchants  have  in- 
troduced campaigns  known  as  "The  $5  Day," 
"The  $10  Day,"  or  some  other  such  amount,  and 
on  that  day  products  are  sold  on  a  terms  basis, 
offering  the  entire  stock  of  one  certain  prod- 
uct, we  will  say  the  $50  or  $75  models  of  talk- 
ing machines  at  $10  or  $15  down,  or  whatever 
the  amount  chosen  for  the  particular  day 
may  be. 

Preceding  the  ad  considerable  can  be  done 
by  direct  mail  advertising,  newspaper  adver- 
tising, window  dressing,  etc.,  so  that  consider- 
able interest  is  aroused  in  "The  $10  Day."  The 
factor  of  curiosity  can  be  appealed  to  by  not  dis- 
closing what  is  meant  by  "The  $10  Day"  until 
the  night  before  or  the  morning  of  "The  $10 
Day"  is  announced.  This  idea  might  be  suc- 
cessfully adopted  by  talking  machine  merchants 
who  indulge  in  instalment  sales. 
The  Telegram  as  a  Sales  Factor 

One  way  of  calling  attention  to  anj-  special 
offerings  your  store  may  be  going  to  make  is 
to  get  a  stack  of  blank  telegrams  and  send  out 
a  form  letter-telegram  to  a  selected  list,  calling 
attention  to  the  fact  that  the  newspapers  on 
such  and  such  a  date  will  announce  a  very  im- 
portant feature  which  will  be  of  great  interest  to 
them  as  economical  buyers.  Copy  for  the  tele- 
gram could  run  something  like  this: 

"We  are  going  to  make  an  offer 
the  middle  of  next  week  that  will 
surelj-  interest  you.  We  cannot  give 
further  details  here,  but  w-atch  the 
Tuesdaj'  edition  of  the  News  and 
}-ou  will  see  that  we  are  making  it 
possible  for  you  to  save  your 
money,  and  at  the  same  time  ac- 
quire an  addition  to  i'our  home  of 
incalculable  worth." 
Tying  Up  Advertisement  and  Record 

Whenever  you  are  calling  attention  to  any 
special  records  or  models  of  machines  through 
advertising  it  is  sometimes  a  good  idea  to  have 
a  special  color  sign  lettered  up  which  reads 
"As  advertised,"  which  sign  can  be  placed  next 
to  the  record  or  model  of  machine  which  is 
being  featured;  on  the  same  poster  with  this 
can  be  pasted  a  clipping  of  the  ad  in  question. 
Featuring  Record  Title  and  Artist 

.  A  clever  idea  for  calling  attention  to  spe- 
cial records  is  to  cut  out  red  arrows,  anywhere 


!i:iiiiiiiiiiiiiiiii!iiiiiiii;iiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin 

from  eight  to  ten  inches  long,  and  to  paste 
these  partly  on  the  surface  of  the  record,  with 
the  point  of  the  arrow  aiming  directly  at  the 
title  of  the  record  or  the  name  of  the  artist. 
The  same  idea  can  be  applied  in  the  case  of 
dummy  records,  and  the  records  so  treated  can 
be  used  in  window  displays  or  in  demonstra- 
tion booths. 


AMBEROLA  SALES  MANAGER  WEDS 


Patrick  J.  Burns,  sales  manager  of  the  Am- 
berola  department  at  the  Edison  Laboratories, 
was  married  in  New  York  City  on  September  8 
to  Miss  Edith  Richter,  daughter  of  Mrs.  Sarah 
Richter,  of  that  city.  Following  a  stay  at  Dela- 
ware Valley,  Pa.,  where  they  are  spending  their 
honej^moon,  the  couple  will  reside  in  East 
Orange,  N.  J. 

Mr.  Burns  has  been  associated  with  the  Edi- 
son Laboratories  for  more  than  a  decade  and 
has  held  a  number  of  responsible  positions  dur- 
ing that  time.  His  experiences  as  a  traveling 
supervisor  afforded  him  an  excellent  opportunity 
to  study  the  problems  of  dealers  and  to  add  to 
his  already  large  number  of  friends  throughout 
the  trade,  and  the  Amberola  department,  of 
which  he  has  been  sales  manager  since  last 
Spring,  ha  5  benefited  greatly  under  his  careful 
guidance.  Needless  to  say,  a  host  of  friends 
wish  him  every  happiness. 


TAKES  ON  THE  VOCALION  LINE 


H.  W.  Hangen,  who  for  a  number  of  years 
has  handled  the  Aeolian  Co.  line  of  Pianolas 
and  pianos  very  successfully  in  Reading,  Pa., 
has  recentl}'  taken  on  the  Vocalion  line  of 
phonographs  and  records,  which  will  be  featured 
in  a  big  wa^-. 


H.  B.  TREMAINE  OFF  TO  EUROPE 


H.  B.  Tremaine,  president  of  the  Aeolian  Co., 
sailed  for  England  on  September  21  aboard 
the  S.  S.  "Aquitania."  He  was  accompanied 
by  Mrs.  Tremaine  and  will  remain  abroad  for 
a  number  of  weeks.  It  was  announced  that  Mr. 
Tremaine  would  sail  several  weeks  before,  but 
he  was  forced  to  postpone  his  trip. 


C.  J.  Van  Houten  &  Zoon,  Sonora  Jobbers,  Pre- 
paring for  Active  Fall  Trade — Active  Demand 
for  High-priced  Models  Now  in  Evidence 


The  sales  department  of  the  Sonora  Phono- 
graph Co.  received  recently  an  interesting  letter 
from  Sonora  jobbers  in  Chicago,  C.  J.  Van 
Houten  &  Zoon.  which  gives  an  optimistic 
resume  of  conditions  in  that  territorj'.  This  let- 
ter read  in  part  as  follows: 

"Our  standard  period  models  are  meeting  with 
universal  favor,  particularly  in  the  finer  furni- 
ture stores  which  are  catering  to  the  better  class 
of  trade.  The  Bauer  Piano  Co.  of  Chicago  had  one 
of  our  period  models  in  their  window  and  had  from 
fifteen  to  twent3'-five  people  coming  in  every 
day  inquiring  about  it.  Everyone  is  well  pleased 
with  the  completeness  of  our  line  and  just  as 
soon  as  we  get  a  few  more  distributed  in  the 
territories  so  that  the  dealers  will  become  more 
familiar  with  the  different  models  they  will  cer- 
tainly go  big.  We  are  looking  forward  to  a 
large  demand  this  Fall  and  Winter. 

"In  our  territory  the  models  Baby  Grand  and 
Period  continue  to  have  the  greatest  demand,  and 
we  have  several  dealers  who  have  been  clamor- 
ing for  Supremes  for  some  time  and  cannot  get 
them. 

"The  writer  has  just  returned  from  a  short 
trip  through  Iowa  and  the  best  crops  I  have 
seen  this  year  will  be  found  in  that  State.  The 
corn  is  way  over  your  head  all  through  the 
State  and  the  farmers  are  counting  on  an  abund- 
ant crop  of  everything.  Just  as  soon  as  all 
this  is  harvested,  a  lot  of  that  money  is  going 
into  Sonora  phonographs.  We  are  getting  a  lot 
of  favorable  comment  from  the  dealers  on  the 
recent  straight  case  advertising.  All  the  dealers 
are  of  the  opinion  that  this  is  going  to  help  them 
materially  in  the  sale  of  these  models." 


PATHE  FOR  SENATOR  HARDING 

Marion,  O.,  September  30. — The  home  of  Sena- 
tor Warren  G.  Harding  in  this  city.  Republican 
candidate  for  President,  now  contains  one  of  the 
new  and  attractive  models  of  the  Pathe  Actuelle. 
Many  of  the  intimate  friends  and  visitors  to  the 
Harding  home  are  being  entertained  by  the  ren- 
dition of  the  new  and  varied  list  of  Pathe  records 
on  this  distinctive  phonograph.  It  is  said  that 
the  Senator  and  his  family  are  unstinted  in  their 
praise  of  the  wonderful  musical  charm  of  this 
instrument. 


The  Dual  Tone  Phonograph  &  Mfg.  Co., 
Manor,  Pa.,  has  been  incorporated  with  capital 
stock  of  $30,000. 


Kansas  Cit;^^  Missouri 

£x[|iisn?e^^^^Vli0lesale 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


Build  for  the  future  with  the 


Genuine 


Cabinet 


The  new  Eject  O  File  cabinet,  constructed  in 
our  entirely  new  and  modern  factory,  is  built 
better  and  finished  finer  than  ever.  The  new 
Eject  O  File  cabinet  is  a  work  of  art.  We  spare 
no  expense  to  make  this  cabinet  a  credit  to  the 
dealers  who  handle  it.  When  you  offer  the  new 
Eject  O  File  you  offer  the  very  best  that  can  be 
produced.  The  Eject  O  File  cabinet  is  being 
built  up  to  quality,  not  down  to  price. 


mi 

Obtain  the  new 
Eject  O  File  cab- 
inet from  your 
nearest  jobber 


Don't  strew  your  records 
all  over  the  table,  chairs 
or  floor  —  rest  them  on 
the  strong  combination 
Eject  O  File    table  door 


Manufactured  by 


The  Eject  0  File  Co.,  Inc. 


Finished  in  Rouge 
Red  an-d  Natural 
figured  grain  to 
correspond  with 
the  Edison  instru- 
ments as  shown 
herein. 


For  the  very  best  method 
of  filing  and  finding  your 
records  use  the  Eject  O  File 


Factory  and  General  Offices  : 

High  Point,  North  Carolina 


46 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


COLUMBIA  EDUCATIONAL 
FORCES  IN  CONVENTION 


Annual  Gathering  at  Hotel  Pennsylvania,  New 
York,  Results  in  Important  Discussions  and 
Perfection  of  Plans — Guests  at  Luncheon  and 
Theatre  Party — Visit  Bridgeport  Plant 


The  educational  department  of  the  Columbia 
Graphophone  Co.  held  its  annual  convention  re- 
centb'  at  the  Hotel  Pennsylvania,  and  an  entire 
week  was  devoted  to  the  discussion  of  the 
problems  relative  to  the  installation  of  Grafo- 
nolas  in  the  schools,  and  of  the  correct  peda- 
gogical use  of  record  material.  All  the  repre- 
sentatives of  this  department  from  the  various 
branches  of  the  company  attended  the  conven- 
tion, and  W.  A.  Willson  of  the  department  pre- 
sided at  all  of  the  sessions. 

All  these  representatives  were  formerly  con- 
nected with  public  school  work,  therefore  know 
the  needs  of  the  schools  and  the  teacher's  point 
of  view.  All  are  eminently  capable  of  going 
to  any  school  for  a  demonstration  of  educational 
material,  whether  before  the  whole  school, 
teachers'  meetings  or  classroom. 

Since  it  is  the  policy  of  the  Columbia  Grapho- 
phone Co.  to  issue  only  such  material  for  school 
work  that  has  the  approval  of  noted  teachers, 
and  has  been  tried  out  in  school  work,  the  mem- 
bers of  the  educational  department  are  recog- 
nized by  the  supervisors  and  teachers  ..about  the 
country  as  authorities  on  school  music  and  cor- 
rect methods  of  using  the  same.  Their  services 
and  the  literature  that  the  department  issues 
are  in  great  demand  throughout  the  entire 
countrj'. 

In  addition  to  an  exchange  of  experiences  and 
demonstration  of  methods,  a  great  deal  of  new 
material  was  played  and  discussed.  One  inter- 
esting feature  of  the  sessions  was  the  singing 
of  Indian  songs  by  Oskenonton,  a  Mohawk  In- 
dian, whose  songs  have  been  recently  recorded 
for  school  use.  Another  was  the  series  of  imita- 
tions of  bird  calls  and  songs  by  Edward  Avis, 
one  of  the  best-known  imitators  of  birds  in 
America,  whose  work  is  recorded  exclusively 
for  Columbia.  Theodore  Bauer  of  the  Colum- 
bia laboratory  told  the  convention  of  the  work 
and  personalities  of  the  great,  exclusive  artists 
who  record  for  Columbia,  and  of  the  methods 
emplo3'ed  to  secure  them. 

On  Wednesday  the  members  of  the  educa- 
tional department  were  taken  to  Bridgeport, 
where  the  Columbia  factories  are  located.  The 
entire  day  was  spent  in  inspecting  the  manufac- 
ture of  records  and  instruments  and  acquainting 
themselves  with  all  that  goes  to  make  up  the 
finished  product  of  the  business.    A  portion  of 


Victor  Dealers 


will  find  in  our  new  whole- 
sale store  every  facility  for 
the  marketing  of 

VICTROLAS 

and  RECORDS 

Our  NeTp  Location  at 

Penn  Avenue  and  12th  Street 

brings  our  wholesale  department 
to  within  one  block  of  the 
Pennsylvania  Station. 

Be  Sure  to  visit  the  Model  Victor 

Sales  Room  on  the  first  floor. 


PITTSBURGH,  PA. 


another  daj'  was  given  up  to  listening  to  the 
Columbia  Orchestra  make  recordings  in  the 
laboratory  on  Thirty-Eighth  street  of  some  in- 
strumental selections  for  the  educational  depart- 
ment. 

On  Thursda}'  a  luncheon  was  given  the  mem- 
bers bj'  the  company  in  the  Pennsylvania  Hotel 
parlor.  Besides  the  members  of  the  department, 
H.  L.  Willson,  general  manager,  and  G.  W. 
Hopkins,  general  sales  manager,  were  present 
and  gave  talks.  Both  of  these  gentlemen  com- 
mented on  the  excellent  work  done  by  the  de- 
partment, the  great  growth  during  the  past  few 
years,  and  the  ver}-  extensive  plans  for  the  fu- 
ture. On  Thursda}'  evening  the  department  was 
again  the  guest  of  the  company  at  the  "Hip- 
podrome." All  in  all,  the  week's  work  was  both 
interesting  and  profitable. 

The  most  prominent  feature  of  this  conven- 
tion was  the  live  spirit  of  work  which  predom- 
inated, and  the  frank  and  helpful  spirit  of  crit- 
icism and  co-operation  which  animated  the 
members  of  the  department.  All  these  repre- 
sentatives, having  been  teachers,  were  unani- 
mous in  commenting  upon  the  element  of  real 


work  and  of  practical  results  which  attend  a 
convention  of  this  kind. 

Columbia  dealers  appreciate  the  practical  and 
helpful  work  this  department  is  doing  in  se- 
curing for  them  an  entree  into  the  schools  of 
their  communities.  It  helps  create  prestige  for 
their  store,  widens  the  range  of  their  trade,  en- 
larges the  sale  of  high-class  records,  and  builds 
up  their  business  for  the  future. 


HOWARD  LUTTER  WITH  MELODEE  CO. 


Howard  Luttcr,  well  known  as  an  arranger 
of  music  rolls,  has  joined  the  staff  of  the  Melo- 
dee  Music  Co.,  Inc.,  and  assumed  an  important 
place  in  the  arranging  department  of  that  com- 
pany. Mr.  Lutter  was  most  recently  with  Ben- 
nett &  White,  Inc. 


NEW  YORK  REPRESENTATIVES 


The  Franklin  Phonograph  Co..  Inc.,  of  Phila- 
delphia, is  now  represented  in  New  York  City 
by  the  Rashall  Sales  Corp..  with  offices  at  253 
\\'est  Fortv-second  street.  Xew  York  Citv. 


Announcing  the  Philwey  Phonograph  "Rekord  Phile'' 

THE  PHILWEY  MFG.  CO.,  is  ready  to  book  orders  for  the  most  practical  Phonograph  Record  File  on  the  market,  possessing  new  and 
desirable  features  not  contained  in  any  other  make.    The  EUECTING  BARS  are  of  metal,  and  numbered.    PARTITIONS  are  METAL- 

^  '  --^  BOUND,  WILL  NOT  WARP  and  are  not  affected  by 

climatic  conditions. 

\  :  EDGES  OF  RECORDS  are  in  full  view,  showing 

vacant  spaces,  preventing  filing  two  records  in  single 
space.  The  vacant  spaces  will  increase  your  record 
sales,  acting  as  a  constant  invitation  to  fill  the  file. 

CAPACITY — It  contains   63  records  in  each  12 
inches  of  width.  ' 

Built  to  fit  any  size  machine. 
THE  PHILWEY  EMBODIES  EVERY  FEATURE  NECESSARY 
IN  A  PHONOGRAPH  RECORD  FILE 


If  you  u  ill  u  rite  us  the  inside  dimensions  in  u  idlh  oj  the 
I'lionographs  you  sell,  we  will  advise  you  as  to  capacity  of  the 
Philwey  "  Rekord  Phile  "  to  fit  same. 


Prices  upon  iif>pHrnti<in. 


Mm  n-e  po  into  details  icilh  yoti  ? 


i 


PHILWEY  MFG.  CO.,  Inc. 

75  SOUTH  AVENUE  ROCHESTER,  N.  V.,  U.  S.  A. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


47 


7 


9y 


'A 


I 


The  Truth  That  Embodies  All  Truth 


fulfills  the  greatest  expectations  desired  in  a  phonograph.  It 
has  a  tone,  appealing,  unassailable,  clean,  well-rounded,  musical 
and  scientifically  true.  With  the  GRADUOLA,  a  feature  of 
the  Vocalion,  you  can  put  your  soul  into  every  record  played. 
You  control  the  tone  with  personal  expression. 


The  artistic  individuality  of 

VOCALION  RECORDS 

is  established 

The  superior  quality  of  this  record  with  its  attractive  shade  of  dark  red  has 
pronounced  it  the  most  distinctive  record  on  the  market  today. 

MEL'O'DEE  MUSIC  ROLLS 

Hand  played  by  the  world's  greatest  composers  of  popular  music 

Delay  May  Spell  Disappointment 
Fall — The  Biggest  Selling  Season — Is  Coming 

Here  is  an  opportunity  to  establish  yourself  as  a  Vocalion  Dealer  and  cash  in 
on  the  season's  demand.  A  beautiful  illustrated  catalog  and  our  dealer's 
proposition  sent  upon  request.  We  are  centrally  located  and  have  facilities  to 
render  the  maximum  service  to  you  and  dealers  already  established. 

O.  J.  DEMOLL  &  CO. 

TV  hole  sale  Distributors 


Instant  Service 


WASHINGTON,  D.  C. 


Orders  sent  by  return  express, 
freight  or  mail  day  received 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


THESE  needles  have  par- 
allel sides  (not  tapered), 
always  fit  the  record  grooves 
perfectly,  play  many  times,  do 
away  with  the  inconvenience 
of  frequent  needle  changing, 
and  increase  the  records'  life. 


S  0  If  r 


Semi-Permanent 

NEEDLES 

are  well  advertised,  are  used 
on  ALL  MAKES  of  steel 
needle  lateral  cut  records,  are 
popular,  sell  quickly  and  easily 
and  bring  you  a  good  profit. 

Send  in  \)our  order 
noTe. 

Load,  Medioin,  Soft 
25c  per  package  of  5     40c  in  Canada 

CUompang.  3lnr. 

GEORGE  E.  BRIGHTSON.  Preside  n( 
279  Broadway,  New  York  City 

Canadian  Distributors: 
I.  Montagnes  &  Co. 
Toronto 


f 


Write  today  for  infor- 
mation as  to  how  to 
obtain  this  handsome 
plate  glass  display  case 
free. 


GIVES  FIRST  RECITAL  OF  SEASON 

Howard  J.  Dudley,  Camden,  N.  J.,  Features  the 
Neapolitan  Trio  in  Elaborate  Recital  Given  in 
His  Victrola  Parlors  in  That  City 


JOINS  EDISON  EDITORIAL  STAFF 


John  H.  Daly  Appointed  Associate  Editor  of  the 
Several  Edison  Publications 


Howard  J.  Dudley  opened  the  Fall  musical 
season  at  his  X'ictrola  Parlors,  1125  Broadway, 
Camden,  N.  J.,  very  successfully  on  September 
17,  with  a  special  Victrola  recital  and  with  the 
Neapolitan  Trio  in  person  as  the  featured  artists. 
Popular  records  from  the  latest  ^^ictor  supple- 
ment, together  with  the  leading  standard  selec- 
tions to  the  number  of  a  dozen  or  more,  were  pro- 
grammed, and  between  the  record  numbers  the 
Neapolitan  Trio,  consisting  of  Clemente  Barone, 
flute;  Pasquale  Biancullp,  violin,  and  Francis 
Lapitino,  harp,  rendered  "The  Herd  Girl's 
Dream,"  "Kiss  Me  Again,"  "The  Love  Nest," 
and  other  selections.  The  entire  program  was 
under  the  direction  of  Mrs.  Dudlej",  manager  of 
the  Victrola  Parlors,  and  similar  recitals  will  be 
held  regularly  throughout  the  season.  The  pro- 
grams are  so  arranged  that  members  of  the  audi- 
ence may  use  them  for  order  blanks,  the  desired 
records  to  be  delivered  after  the  recital. 


Another  addition  to  the  editorial  force  at  the 
Edison  Laboratories  has  been  made  in  the  ap- 
pointment of  John  H.  Daly  as  associate  editor  of 
the  Edison  publications. 

Mr.  Daly  brings  to  this  work  a  knowledge  of 
music, and  writing,  being  a  violinist  of  ability. 


INAUGURATE  TRUCK  SERVICE 


ColHngs  &  Co.  Arrange  for  Direct  Delivery  Serv- 
ice From  the  Victor  Factory 


Collings  &  Co.,  the  well-known  Victor  distribu- 
tors of  Newark,  N.  J.,  have  just  inaugurated  a 
truck  service  between  Camden  and  Newark,  N.  J. 
This  will  assure  dealers  a  dependable  service,  re- 
gardless of  traffic  conditions.  The  truck  is  a 
large  van  type,  Pullman  body,  "White"  machine, 
with  a  capacity  of  forty-eight  Victrola  XI's.  This 
is  over  half  the  capacity  of  the  average  freight 
car,  which  ordinarily  holds  eighty  such  instru- 
ments. The  body  of  the  truck  was  made  by  the 
Collings  Carriage  Co.,  Camden,  N.  J.,  of  which 
R.  T.  Collings,  brother  of  L.  W.  Collings,  of  Col- 
lings &  Co.,  is  head. 


John  H.  Daly 

and  formerly  having  taught  English  literature  in 
the  high  schools  of  New  York  Citj-.  He  was  edu- 
cated at  Fordham  University  and  in  the  college 
orchestra  there  he  was  the  first  violinist.  It  was 
on  the  Fordham  Monthly  that  he  received  his 
first  editorial  training. 

He  has  written  much  about  the  musical  and 
theatrical  life  of  New  York  Cit)-  and  should  be 
verj-  valuable  to  the  Edison  Laboratories  in  his 
p.-esent  capacity. 


WHERE  BUSINESS  THRIVES  BEST 


Business  thrives  best  in  an  atmosphere  of 
mutual  help  and  courtesy.  The  dealer  who  lacks 
this  modern  spirit  is  out  of  harmony  with  the 
trend  of  modern  business. 


UDELL  CABINET 

ADDS  DISTINCTION  TO  THE  MUSIC  ROOM 
THERE  IS  A  UDELL  CABINET  FOR  EVERY  NEED 


Tke  sale  of  a 

Udell 

Record 
Cabinet 

spells  lasting  satis- 
faction to  tke  tuyer 
and  tusmess  tuild- 
mg  for  tke  dealer. 
Xke  style  and  qual- 
ity are  tkere. 


Tke 

Udell  Works 

1205  28tK  Street 
Indianapolis.  Indiana 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


4d 


NEW  PLANT  IN  LITITZ,  PA. 

Site  Purchased  in  That  City  for  a  New  Talking 
Machine  Factory 


LiTiTZ,  Pa.,  October  2.— Robert  H.  Yerger  has 
purchased  a  large  tract  of  land  on  North  Locust 
street,  this  city,  for  the  purpose  of  erecting  a  talk- 
ing machine  factory  to  be  known  as  the  Lititz 
Cabinet  Co.  Mr.  Yerger  was  formerly  manager 
of  the  Yerger  Mfg.  Co.,  which  also  made  talking 
machines.  The  local  factory  building  will  be 
three  stories  high  and  will  cover  an  area  of  60x200 
feet.  It  is  expected  to  be  ready  for  operation  by 
January  1. 


LONDON  TALKS  WITH  TRIESTE 


Marconi  Tells  of  Wireless  Phone  Which  Carries 
Voice  1,000  Miles 


A  dispatch  from  Trieste  says  that  concerts 
given  in  London  can  be  heard  in  that  city  by 
wireless,  according  to  a  statement  to  The  Asso- 
ciated Press  by  William  Marconi,  the  inventor 
of  the  wireless  telephone.  Signor  Marconi  was 
interviewed  on  board  his  yacht,  the  "Electra," 
where  he  is  conducting  experiments  with  the 
view  of  perfecting  his  wireless  discoveries. 

"I  have  evolved  an  instrument,"  he  said, 
"which  will  carry  1,000  miles,  and  which  repro- 
duces the  voice  more  distinctly  than  the  ordi- 
nary telephone.  I  talk  regularly  with  London 
and  get  the  news  of  the  day.  I  have  come  to  the 
Adriatic  because  conditions  here  favor  my  ex- 
periments. Less  power  is  needed  to  work  the 
instruments  here  than  elsewhere.  After  this 
cruise  I  am  going  to  America." 


FRED  BROWN  VISITS  PULLMAN  PLANT 


Manager  of  Order  and  Service  Department  of 
Edison  Laboratories  Plans  to  Arrange  for  Im- 
proved Service  for  Edison  Jobbers 


Fred  S.  Brown,  manager  of  the  Order  and 
Service  department  at  the  Edison  Laboratories, 
left  recently  for  Pullman,  111.,  where  he  will  spend 
a  short  time  at  the  Edison  phonograph  as- 
sembling plant  in  operation  there.  It  is  under- 
stood that  one  of  the  purposes  of  Mr.  Brown's 
visit  to  the  Pullman  Edison  plant  is  to  arrange  for 
improved  service  to  Edison  jobbers. 

The  Edison  assembling  plant  at  Pullman  rep- 
resents an  important  factor  in  the  distribution  of 
Edison  phonographs,  as  it  is  located  adjacent  to 
the  vast  plant  of  the  celebrated  Pullman  Co., 
whose  wood-working  plant  for  some  time  has 
been  devoted  largely  to  the  manufacture  of  Edi- 
son phonograph  cabinets. 


GIVE  ME  PATHE  OR  GIVE  ME  DEATH 

Clarion,  Ia.,  October  2.— The  Russell  Music  Co., 
Pathe  dealer  of  this  city,  is  responsible  for  the 
following  story  of  how  one  of  its  customers  pre- 
ferred death  to  the  lack  of  Pathe  music.  A 
short  time  ago  a  lady  called  at  the  warerooms 
of  the  Russell  Music  Co.  and  after  hearing  a 
demonstration  of  several  Pathe  records  she  re- 
quested that  a  number  twelve  model  be  sent  to 
her  home  on  trial.  Mr.  Russell  complied  with 
her  request,  but  when  the  woman's  husband  re- 
turned home  an  argument  arose  over  the  phono- 
graph, in  the  course  of  which  he  commanded 
his  wife  to  have  it  returned  to  the  dealer.  This 
she  emphatically  refused  to  do,  and,  becoming 
excited,  she  rushed  from  the  house  and  plunged 
into  an  adjacent  river,  being  rescued  with  great 
difficulty  after  going  down  the  second  time.  Upon 
being  resuscitated,  she  demanded  that  her  hus- 
band purchase  the  Pathe  instrument,  which  he 
was  only  too  willing  to  do,  being  afraid  that 
were  she  deprived  of  her  favorite  music  she  might 
attempt  the  rash  act  again. 


The  Stradivari  Phonograph  Co.,  Salem,  Ore., 
has  been  incorporated  with  capital  stock  of  $5,- 
000,000. 


v4 


NOVEMBER,  1920 


2II8G 
85c 


21187 
$1.00 


21  188 
$1.00 


31163 
$1.00 


31  164 
85c 


31  165 
$1.00 


31166 
$1.00 


71110 
$1.00 


4III4 

$1.00 


5II4I 
$1.00 


51142 
$1.00 


POPULAR  VOCAL 

["The    Japanese    Sandman    (Egan-Whitins).     Orch    accomp  Orpheus  Trio 

I  Moonlight   in    Mandalay    (Yellen-Ohlman).     Tenor  and    Baritone  duet,  Orch. 

l_        accomp  Lewis    James-Elliott  Shaw 

Yum-I-Yum-I-Yum    (Simpson-Bennett).    Tenor,    Orch.    accomp  Billy  Jones 

Marcelte    (Kalmar-Ruby).     Baritone,    Orch.    accomp   George  Jessel 

^When    I    Looked    in    Your   Wonderful    Eyes    (Osborne- Dunkerley) .  Baritone. 

Orch.    accomp  Ernest  Hare 

The  Love  Boat   (from   "Ziegfeld   Follies  of   1920")    (Buck-Herbert).  Baritone, 
L      Orch.   accomp  Elliott  Shaw 

I"  Pretty    Kitty    Kelly    (Pease-Nelson).     Soprano,    Orch.   accomp  Marjie  Dow 

■<  When  I  See  All  the  Loving  They  Waste  on  Babies  (Do  Rob-Ward-Johnson), 
t.       Baritone,  Orch.  accomp  John  Young 

DANCE 

f  Whispering    (Schonberger).    Fox-trot  Ted    Gilbert's    Dance  Orch. 

[Cuban   Moon   (Spencer-Kiernan).     Fox-trot. .  .Joe  Johnson's   Novelty   Dance  Orch. 

i  Kiss  a   Miss   (Baron).     Waltz  Regal    Dance  Orch. 

I  When   You   Arf  Mine   (Samuels- Briant).     One-step. .  .Ted   Gilbert's   Dance  Orch. 

fCreole    Blues    (Norworth).      Fox-trot  Ted    Gilbert's    Dance  Orch. 

I  Ev'rybody   Calls   Me    Honey,    Intro.:   "Bamboola"  (Lyons-Straight-Wenrich). 

[        Medley  One-step   Stellar  Novelty  Band 

(Toodles  (Green).    One-step  Stellar  Novelty  Band 

I  Tell   Me   Little  Gypsy,   Intro.:  "The   Girl  of  My   Dreams"   (from  "Ziegteld 
L       Follies  of  1920")   (Berlin).    Medley  Fox-trot  Ted  Gilbert's  Dance  Orch. 

SACRED 

rLeaf   By   Leaf  the   Roses   Fall    (Bishop).     Tenor  and    Baritone   Duet,  Orch. 

I        accomp  Lewis  James  and   Harold  Wiley 

I  Excelsior    (Balfe).      Tenor    and    Baritone    duet,    Orch.  accomp, 
L  Lewis   James-Elliott  Shaw 

STANDARD  VOCAL 
ro   For  the   Wings  of  a   Dove   (Bartholomew-Mendelssohn).     Soprano.  Orch. 

accomp  Marie  Clark 

[The  Want  of  You  (Gillespie- Vanderpool).    Baritone,  Orch.  accomp .. George  Craio 

INSTRUMENTAL 

/  Valse    Bluette    (Drigo).     Violin   solo.    Piano   accomp  Josephine  Simpson 

I  Le   Coucou    (The   Cuckoo)    (Daquin).     Piano   solo  George  Winfield 

Solid  Men  to  the  Front  (Sousa).    March  Operaphone  Band 

.  Hail    to   the   Spirit   of    Liberty    (Sousa).      March  Operaphone  Band 


(Q 


OPERAPHONE  CO.  mc,  LONG  ISLAND  CITY,Nrr. 


24  NEW  TITLES  EVERY  MONTH 

Operaphone  Records  Play  on  All  Talking 
Machines  Without  Attachments 


New  York  City 
Philadelphia,  Pa. 
Pittsburgh,  Pa. 
Chicago,  111. 
Selma,  Alabama 
Knoxville,  Tenn. 


OPERAPHONE  DISTRIBUTORS: 

PLAZA  MUSIC  CO. 
SUPPLEE-BIDDLE  HARDWARE  CO. 
REED  CO.,  Inc. 
OPERAPHONE  SALES  CO. 
SOUTHERN  SUPERTONE  CO. 
C.  M.  McCLUNG 


18  West  20th  St. 

237  5th  Ave. 
190  No.  State  St. 


Write  for  Your  Nearest  Distributor 
OPERAPHONE  CO.,  Inc.,  Long  Island  City,  N.  Y. 


50 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Manufacturer  ot 

Exclusive  Cabinet  Hardware  and  Accessories 

60  Grand  Street  New  York  City 


STAPLETON  NOW  EDISON  DEALER 

Former  Sales  Manager  of  Edison  Shop,  New 
York,  Enters  Firm  of  Hook  Bros.  Piano  Co., 
in  Madison,  Wis.,  Edison  Dealers 


Announcement  has  just  been  made  that  Jack 
Stapleton,  for  more  than  a  year  sales  manager  of 
the  Edison  Shop  on  Fifth  avenue,  New  York, 
has  resigned  that  position  to  enter  the  iirm  of 
Hook  Bros.  Piano  Co.,  Edison  dealers  in  Madi- 
son, Wis. 

Strange  as  it  may  seem,  Mr.  Stapleton  heard 
the  New  Edison  for  the  first  tim.e  some  years 


Jack  Stapleton 

ago  in  the  store  of  which  he  has  now  become  part 
owner,  and  the  person  who  conducted  the  demon- 
stration was  none  other  than  L.  B.  Hook,  with 
whom  he  now  has  become  associated  in  the  Edi- 
son business.  Five  months  later  he  went  into  the 
business  of  selling  Edison  phonographs  with  his 
father,  E.  M.  Stapleton,  who  was  then  conduct- 
ing a  pharmacy  in  Watertown,  Wis. 

When  the  war  broke  out  Mr.  Stapleton  en- 
listed in  the  air  service,  was  commissioned  and 
appointed  instructor  in  stunt  flying.  Immediately 
following  his  discharge,  however,  he  re-entered 
the  Edison  field  and  became  associated  with  the 
Phonograph  Corp.  of  Manhattan,  acting  as  job- 
bers' representative  in  Greater  New  York  and 
later  as  sales  manager  of  the  retail  branch. 

Mr.  Stapleton  states  that  he  believes  that  the 
real  harvest  time  for  the  Edison  dealer  has  just 
begun  and  he  has  set  out  to  reap  his  share. 


THE  VOCALIONjNWINSTED,  CONN. 

The  W.  W.  Mertz  Co.,  who  conduct  a  modern 
music  house  in  Winsted,  Conn.,  have  just  se- 
cured the  agency  for  Vocalion  phonographs  and 
records,  and  have  opened  an  elaborate  depart- 
ment in  the  interests  of  that  line. 


It's  a  Difficult  Thing 

to  trim  a  -window  with  real 
records. 

Tin  records  also  present  difficul- 
ties, as  they  cannot  be  pinned  up. 

The  best  way  out  is  to  use  THE  USOS- 
KIN  IMITATION  RECORD,  made 
of  a  special  card-board  stock  and  looking 
so  like  an  original  record  that  even  the 
Victor  Dog  himself  gets  puzzled  as  to 
which  is  which. 

Your  jobber  rvill  gladly;  supply  you. 
Asl(  him    for    details    and  prices. 

USOSKIN  LITHO,  Inc. 

230  WEST  17th.  ST.,  NEW  YORK  CITY 


NEW  MOTORS  GIVE  SATISFACTION 


Large  Reorder  for  "Tru-Time"  Electrical 
Motors  From  One  of  Leading  Manufacturers 


The  Efficienc}-  Electrical  Corp.,  124  White 
street.  New  York,  manufacturer  of  "Tru-Time" 
electrical  motors,  following  an  initial  order  of  a 
thousand  of  its  motors  from  one  of  the  largest 
talking  machine  manufacturers  in  the  country, 
has  received  a  reorder  for  ten  thousand  "Tru- 
Time"  motors  from  the  same  concern.  In  a 
letter  accompanying  this  large  order  the  buyer 
stated  that  not  one  of  the  original  purchase  of 
motors  proved  defective  after  entering  service. 


All  of  them  are  now  in  the  hands  of  the  public 
in  period-style  cabinets. 

The  Efficiency  Electric  Co.'s  factory  is  situ- 
ated in  Lowell,  Mass.,  an  industrial  center 
which  has  long  been  noted  for  its  high-grade 
electrical  products.  The  "Tru-Time"  motor 
was  originally  introduced  at  the  Music  Show  in 
New  York  in  February  and  since  that  time  the 
company  has  built  up  one  of  the  largest  elec- 
trical motor  outputs  in  the  talking  machine 
industry.  Edward  P.  Knapp,  electrical  engtneer, 
is  head  of  the  corporation. 


The  ad  that  gets  under  the  skin  of  the  reader 
talks  about  business  in  understandable  terms. 


LUMBER  &  VENEERS 


One  of  many 
steam  vats  at 
the  Astoria  Mills 


Cooked! 


After  mahogany  logs  have  been  selected  for  veneer  making,  they  are 
placed  in  huge  vats  and  cooked  with  live  steam  for  many  hours 
before  being  sent  to  the  veneer  machines.  Great  attention  is  paid 
to  this  process,  various  logs  being  cooked  for  varying  periods  of  time 
in  order  to  ensure  uniform  softening. 

The  resultant  uniform  quality  of  mahogany  veneer  is  one  of  the  factors  which, 
over  a  period  of  nearly  half  a  century,  have  made  us  the  large.^t  complete 
mahogany  lumber  and  veneer  organization  in  this  country. 


Astoria  Mahogany  Company,  Inc. 

1031  Stelnway  Ave.,  Long  Island  City.  N.  Y. 

Successors  to 

Huddletton-Marsh  Mahogany  Co.       Astoria  Veneer  Mills  and  Dock  Co. 

F.  W.  Kirch.  Inc. 

Mills  and  Yards.  Long  Island  City;  N.  Y. 
BRANCHES-~«4  North  Market  Avenue,  Grand  Rapids,  Mich. 
22S6  Lumber  Street.  Chicago,  III. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


51 


AIDS  SCHOOL  AND  COMMUNITY  LIFE 

Professor  Burton  Declares  Talking  Machine  Is 
Necessary  in  Rural  Educational  System 


Bowling  Green,  Ky.,  October. 5. — A.  C.  Burton, 
professor  of  pedagogy  at  the  Western  State  Nor- 
m^l"School  hePe,  is  ur-ging  school  teachers  to  have 
tl|eis,ehools-^anci  homes  in  their  districts  purchase 
talking  machines  for  the  purpose  of  bettering 
both  the  community  life  and  the"  school  efficiency. 
Professor  Burton  has  made  an  extensive  study 
of  the  conditions  in  the  rural  districts  and  has 
presented  the  findings  of  this  search  to  the 
Teachers'  Institute.,  He  is  heartily  in  favor  of 
the  talking  machine  in"  the  school  and  declares 
tfiat  little  children  can  learn  to  appreciate  beauty 
O^ly  through  th.e  tea.ching  of  music  and  art. 


SONORA  FLOAT  WINS  FIRST  PRIZE 


"In  an  industrial  parade  held  at  Waterville, 
Minn.,  F.  W.  Moudry,  Sonora  dealer,  won  first 
prize.  Pictured  herewith  is  the  attractively 
decorated  automobile  with  the  Sonora  and  the 
Sbnora  bell  which  captured  first  honors.  Mrs. 


Artistic  Float  That  Won  Honors 
Moudry  is  at  the  wheel,  and  young  Mr.  Moudry 
is, taking  in  all  the  sights. 

'"This  successful  Sonora  dealer  displays  the  line 
pKominently  in  the  windows  of  his  store,  fea- 
tures the  word  Sonora  on  all  his  advertising, 
aiid  is  using  large  billboards  on  the  roads  lead- 
ing into  Waterville.  This  publicity  is  producing 
handsome  dividends  in  the  increased  sale  of 
Sonora  product. 


AN  OBSERVING  TRAVELER 


•  The  trade  will  be  interested  in  the  following 
contribution  to  the  New  York  Tribune's  "Con- 
ning Tower"  from  Howard  B.  Hadley,  written 
in  Billings,  Mont.,  who  says: 

J'From  my  seat  in  the  comfortable  Northern 
Hotel  dining  room  in  this  enterprising  and  at- 
tractive city  I  can  read  this  sign  across  the 
street: 

■S  : .-MIDLAND  MANUFACTURING  CO. 
Phonographs  and  Caskets 

'■''Mj  friend  Mathias,  from  Philadelphia,  claims 
the  scheme  is  to  play  'em  to  death,  then  bury 
'em. 

-"I  hold,  on  the  contrary,  the  sign  indicates 
siQiply  a  frank,  wholesome  Western  appreciation 
of  the  age-old  truth  embodied  in  the  jingle: 

'  \  ;'" 'Ashes  to  ashes  ,  ," 

And  dust  to  dust; 

*  •    If  our  Phonographs  don't  get  you 
I S  Our  Caskets  must.'" 


B-lack,  Derges  &  Marshall,  talking  machine 
dealer-s"  of"  226' South  Adams  street,  PeoriaV  III., 
arranged-  a  special  display  of  Columbia  and 
Brunswick  phonographs  and  records  to  attract 
visitors  during  the  recent  Implement  Fair  held 
in -that  city. 


COTTON  FLOCKS 


I  FOR. 


Record  Manufacturing 


THEPECKHAM  MFG.  CO.,  SPI^^eW'S* 


FERRO  TALKING  MACHINE  PRODUCTS 


are  built  for  the  manufacturer  and  assembler 
who  demand  the  BEST  motors,  tone  arms,  re- 
producers and  automatic  stops.  "  -  , 

Eliminate  mechanical  troubles  that  result  from 
the  use  of  inferior  equipments. 

FERRO  PRODUCTS  wfll  enhance  the  value 
of  your  talking  machines. 

Phonographs  equipped  with  FERRO  PROD- 
UCTS stay  sold. 

Now  is  the  time  to  send  for  samples  of  the 
FERRO  motor,  tone  arm,  reproducer  and  auto- 
matic stop — the  QUALITY  products. 


FERRO  STO]t>'i6o%  EFFiijltm^ 


FERRO  MOTOR  -  POWER  -  SILENCE  -  DURABILITY 


FERRO  TONE  ARM  and  REPRODUCER  TRUE-TO-LIFE 


FERRO  PHONOGRAPH  PARTS  CO. 

1455  W.  CONGRESS  STREET,  CHICAGO,  ILL 


Formerly 
Chicago  Ferrotype  Co. 


52 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


mvnmwmttnmmtiu 


i 


ungs-Tone 
ried 


s 


tylus 
uhstitutes 


"YME  VICTOR     Tungs-Tone  Stylus  is  the  last  word  in  talking  machine 

needle  construction. 

TUNGS-TONE   and  the  word 


STYLUS 
IS 

USED 
BY 

PEOPLE 

WHO 

KNOW 


is  a  registered  combination  of  words — the  property  of 
the  Victor  Talking  Machine  Company — that  gives  pro- 
tection to  the  owner  of  a  Victor  machine.  The  progres- 
sive Victor  dealer 

doing  his  customers  a  real  and  lasting  service  by  demon- 
strating the  superior  merits  of  the  Victor  Tungs-Tone 
Stylus.  Without  causing  any  material  wear  on  the 
record,  each  needle  can  be 


one  hundred  to  three  hundred  times- 
being  as  perfect  as  the  first — and 


-the  last  rendition 


urging  the  use  of  Victor  Tungs-Tone  Stylus,  the  Victor 
dealer  is  adding  another  notch  to  his  prestige,  and 

everywhere  will  continue  to  say,  "Hats  off  to  Mr.  I.  C. 
Ahead,  that  enterprising  and  ever-wakeful  Victor  man." 
That  dealer 

is  persistently  looking  after  the  interests  of  his  clientele 
will  see  to  it  that  every  person  learns  to 

of  the  wonderful  wearing  and  reproducing  qualities  of 
the  Victor  Tungs-Tone  Stylus — the  greatest  talking 
machine  needle  the  world  has  yet  seen. 


C.  BRUNO  &  SON,  Inc 


351-353  Fourth  Avenue 


New  York 


Victor  Distributors  to  the  Dealer  Only 


'3 


October  IS,  1920 


THE    TALKING   MACHINE  WORLD 


53 


MUSIC  AND  RECORD 
CARRYING  CASES 


Made  of  embossed  fiber,  reinforced  with 
metal  and  hard  fiber.  Brassed-nickeled 
catches  and  loops,  metal  covered  handle. 

Record  size  ....  3  x  12i^  x  12%",  No.  204 
Sheet  Music  Size  3  X  11    x  15",    No.  203 

Write  for  Prices  and  latest  catalogue 

J.  D.  HUNT  MFG.  CO. 

Mass.  &  Davidson  Sts.  Indianapolis,  Indiana 

Manufacturers  of  all  kinds  of  Musical 
Instrument  Cases  and  Covers 


SOME  INNOVATIONS  IN  ALBUMS 


Peerless  Album  Co.  Markets  New  Album  Sets 
That  Possess  Interesting  Features 

Phil  Ravis,  president  of  the  Peerless  Album  Co., 
New  York,  recently  announced  an  improvement 
of  a  very  important  nature  to  be  embodied  in  a 
new  album  set  being  brought  out  by  this  com- 
pany. The  company  has  been  responsible  for 
niany  innovations  in  album  design  and  methods 
of  album  manufacture  as  well  as  merchandising. 
This  new  development  permits  talking  machine 
manufacturers  and  dealers  to  provide  the  cus- 
tomer with  a  complete  set  of  albums  that  proper- 
ly hold  both  twelve  and  ten-inch  records. 

The  Peerless  Co.  is  now  taking  orders  on  these 
two  sets  of  albums  manufactured  on  a  new  and 
novel  principle,  one  set  consisting  of  seven  al- 
bums for  the  Victrola  X,  and  one  of  eight  for 
the  Victrola  XI,  the  former  lettered  in  gold  on 
the  back  "A  to  G"  and  the  latter,  "A  to  H." 
In  these  sets  the  albums  for  the  ten-inch 
records  are  especially  designed  to  be  entirely  uni- 
form with  the  albums  for  the  twelve-inch  disc, 
the  envelope  holding  the  record  firmly  with 
thumb  space  and  label  cut  in  proper  position, 
the  construction  allowing  of  no  disfiguring  or 
caving  in  of  the  top  and  bottom  of  the  back  of 
the  album. 

During  the  past  few  months  the  Peerless  Co. 
has  installed  much  specially  designed  machinery 
which  will  be  used  for  turning  out  these  new 
equipments.  The  machinery  is  of  such  modern 
and  efficient  design  that  it  will  permit  a  greatly 
increased  amount  of  goods  to  be  turned  out  by 
the  factory  with  apparently  the  same  working 
staff  as  was  necessary  under  the  old  conditions. 
Deliveries  are  now  being  made  of  this  new 
product. 

SILLIMAN  HOME  FROM  EUROPE 

Orange,  N.  J.,  September  27.— Frank  H.  Silliman, 
vice-president  of  the  Pardee-EHenberger  Co.,  Edi- 
son jobbers  in  Boston  and  New  Haven,  was  a 
visitor  at  the  Edison  Laboratories  recently  upon 
his  return  from  a  short  visit  to  England.  Mr. 
Silhman  declares  that  the  outlook  for  the  biggest 
year  in  the  history  of  the  Edison  business  is  ex- 
ceedingly bright  throughout  New  England. 

INCREASE  CAPITAL  TO  $8,000,000 

The  Globe-Wernicke  Co.,  Cincinnati,  promi- 
nent manufacturer  of  business  furniture,  talk- 
jug  machine  record  cabinets,  etc.,  has  increased 
its  capitalization  from  .$3,500,000  to  $8,000,000. 


THE  "TALKER"  NOW  IN  BURLESQUE 

Monster  Machine  Made  the  Basis  for  a  Special 
Scene  in  Bedini's  "Twinkle  Toes" 


Some  of  the  trade  may  consider  it  an  honor 
and  others  may  regard  it  as  a  sign  of  degeneracy, 
but  the  fact  remains  that  the  phonograph  has 
been  made  the  basis  of  a  special  scene  in  a  bur- 
lesque show.  The  scene  occurs  in  Bedini's 
"Twinkle  Toes,"  now  playing  on  the  Columbia 
wheel.  A  monster  talking  machine,  finished  in 
gold,  and  built  along  the  lines  of  a  large  Victrola, 
occupies  the  center  of  the  stage  and  through  the 
horn  the  various  stars  of  the  company  sing  while 
the  chorus,  in  greatly  abbreviated  costumes,  troop 
onto  the  stage  through  the  doors  at  the  bottom. 
Each  of  the  chorus  girls  is  costumed  to  represent 
a  Red  Seal  record.  The  moanings  of  a  jazz  band 
on  the  stage  give  a  distinctly  modern  touch  to  the 
scene.  The  musical  number  featured  is  "Record 
Girl  of  Mine." 


TO  HANDLE  VICTOR  EXCLUSIVELY 

The  S.  B.  Davega  Co.,  which  operates  a  num- 
ber of  retail  talking  machine  stores  in  New 
York,  recently  announced  that  it  would  in  the 
future  handle  the  Victor  Talking  Machine  Co.'s 
products  exclusively.  Originally  this  organi- 
zation was  exclusive  dealer  for  Victor  products, 
but  during  the  last  two  years  it  has  stocked  a 
number  of  other  lines.  S.  B.  Davega,  head  of 
the  firm,  stated  that  just  as  soon  as  it  was  able 
to  dispose  of  other  stocks  than  Victor,  the  new 
arrangement  would  be  placed  upon  a  permanent 
basis. 


William  Swankhaus  and  Frank  Curry  have 
joined  the  sales  force  of  the  talking  machine  de- 
partment of  the  Stewart  Dry  Goods  Co.,  in 
Louisville,  Ky. 


THE  VOCALION  ON  THE  COAST 

Aeolian  Co.,  of  California,  Establishing  Some 
Important  Accounts  With  Prominent  Music 
Houses  in  Pacific  Coast  Cities 


San  Francisco,  Cal.,  October  1.^ — The  wholesale 
branch  of  the  Aeolian  Co.  opened  some  months 
ago  at  4.55  Mission  street  to  look  after  the 
wholesale  distribution  of  Vocalions,  Vocalion 
records  and  Melodee  rolls,  has  been  making  an 
excellent  sales  record  under  the  management  of 
Horace  M.  Hull,  who  came  direct  from  Aeolian 
Hall,  New  York,  to  take  charge.  The  branch, 
by  the  way,  has  been  incorporated  recently 
under  the  name  of  the  Aeolian  Co.  of  California. 

A  number  of  most  substantial  accounts  have 
been  opened  by  the  local  company,  accounts 
that  promise  to  put  the  Vocalion  and  the  Melo- 
dee roll  on  a  high  plane  in  Pacific  Coast  terri- 
tory. 

One  of  the  most  important  of  the  new  ac- 
counts is  that  of  Barker  Bros.,  the  prominent 
music  house  of  Los  Angeles,  Cal.,  who  are  at 
present  featuring  the  Vocalion  in  a  big  way,  not 
only  in  their  Los  Angeles  store,  but  in  their 
branches  in  San  Diego,  Pomona,  Fresno  and 
Long  Beach.  The  Barker  Bros,  business  rep- 
resents one  of  the  largest  phonograph  accounts 
on  the  Coast.  The  company  is  advertising  the 
Vocalion  most  energetically  in  several  cities  in 
which  stores  are  maintained,  using  large  space 
and  the  sort  of  display  that  at  once  commands 
attention. 

Other  new  Vocalion  dealers  added  to  the  rolls 
recently  include  the  Meier  C.  Frank  Co.,  Port- 
land, Ore.,  which  has  opened  an  elaborate  de- 
partment in  charge  of  Don  Peyton,  formerly 
connected  with  Aeolian  Hall;  the  City  of  Paris 
Store,  in  San  Francisco,  and  Byron  Mauzy,  in 
San  Francisco  and  Oakland — in  fact  the  Aeolian- 
Vocalion  is  steadily  growing  in  favor. 


New-High-Class 
Attractive  --  Exclusive 

Carry  the  Country  by  Storm 
in    an   Avalanche    of  Fun 

The  "Phono-Movies"  enliven  the  fun 
while  playing  popular  records. 

Cleverly  designed,  brightly  colored  fig- 
ures perform  laughable  stunts  that  create 
unbounded  merriment. 

The  "Phono-Movies"  are  enduring  as  a  mirth- 
provoking  amusement  device  and  every  phonograph 
owner  is  won  over  at  once  by  the  funny  perform- 
ance of  these  manikins  as  they  dance  to  the  music 
of  a  lively  record. 

In  addition  to  the  three  parts  that  comprise  the 
working  device,  THREE  "Phono-Movie"  subjects 
are  included  in  each  outfit. 

Operated  without  attachments  of  any  kind  by  any 
disc  phonograph  and  automatically  adjusted. 

Retail  price  $1.50 

STOCK  ON  HAND  FOR  IMMEDIATE 
DELIVERY 

QUICK!  Cel  pour  sample — Send  coupon  NOW  to 
Commercial  Art  Shop     -     Covington,  Ky. 

Find  enclosed  $1,00  for  which  please  send  "Phono-Movie" 
sample  outfit  complete  with  three  "Movies"  and  directions, 
by  prepaid  parcel  post.  Also  give  introductory  proposition  to 


JOBBER 
DEALE 
AGENT 


R  y  In 
•  ) 


dicate  which 


Dancing  Darky 


54 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THE  NEW  ABODE  OF 

THE 

AEOLIAN  -VOC  ALIGN 

and 

VOCALION  LATERAL  RECORDS 

Will  build  you  the  biggest  and  most  profitable 
phonograph  business  in  your  town 

The   J^ocalion  will  stimulate  your 
business  whether  it  is  large  or  small  ■ 

Write  for  interesting  facts 

STONE  PIANO  COMPANY 


Distributors  / 


October  15,  1920 


THE   TALKING    MACHINE  WORLD 


55 


Not  a  dry  line  in  Bert  Williams'  latest  song 
"Save  a  Little  Dram  tor  Me/'  Hear  him,  too, 
in  "Lonesome  Alimony  Blues."  It's  a  wor- 
ried colored  man's  advice,  it's  a  winner 
about  a  sinner.  A-2979. 


Columbia  Graphoplione  Co. 

NEW  YORK 


SEPTEMBER  EDISON  ADVERTISING 

Signor  Friscoe's  Clever  Act,  Which  Includes  an 
Edison  Tone-Test,  Featured  in  National  Maga- 
zine Copy  for  September — Is  Well  Arranged 


half-million  vaudeville-goers,  a  temptation  that  is 
expected  to  convert  many  prospective  purchasers 
into  Edison  phonograph  owners. 


HAS  NOVEL  ADVERTISING  IDEA 


A  VISITOR  FROM  GUATEMALA 

President  of  J.  G.  Salas  &  Co.  Makes  Arrange- 
ments for  Recording  Music  of  His  Native 
Country  in  Its  Natural  Surroundings 


The  Edison  magazine  advertising  for  Septem- 
ber features  in  a  most  convincing  way  the  big 
time  vaudeville  act  of  Signor  Friscoe,  the  noted 
xylophonist,  in  the  course  of  which  he  gives  an 
actual  tone-test  with  his  own  Re-Creations  on  the 
New  Edison. 

Signor  Friscoe's  act  has  been  witnessed  by  hun- 
dreds of  thousands  of  people  who  comprise  au- 


Manufacturer  Willing  to  Take  Chance  on  Elec- 
tion to  the  Extent  of  Half  of  Selling  Price  of 
His  Instruments — Chance  for  the  Politicians 


Edison  September  Ads  Strike  New  Note 

diences  in  the  theatres  of  the  Keith,  Orpheum 
and  affiliated  circuits,  and  its  novelty  has  made 
a  strong  impression  in  favor  of  the  New  Edison. 
The  featuring  of  the  act  through  the  medium  of 
magazine  advertising  will  not  only  refresh  the 
memory  of  these  theatregoers  but  will  present 
the  facts  to  millions  of  others  for  the  first  time. 

Edison  advertisements  are  being  .created  with 
a  view  to  getting  people  into  Edison  dealers' 
stores  and,  in  accomplishing  this,  they  have  been 
very  successful.  With  the  September  advertise- 
ment, in  full  swing,  dealers  are  given  the  oppor- 
tunity to  offer  to  their  customers  a  phonograph 
exactly  like  the  one  that  has  held  spellbound  a 


Louisville,  Ky.,  October  4. — Among  the  recent 
visitors  to  our  city  was  a  Western  talking  ma- 
chine manufacturer  who  is  decidedly  a  politician, 
among  other  things.    He  is  presenting  a  unique 

proposal  to  the  mem- 
bers of  the  trade.  Un- 
der the  plan  the  retailer 
will   receive   from  the 
manufacturer    a  num- 
ber of  machines  suffi- 
cient  to  put   the  plan 
over  in  that  particular 
territory.    An  advertis- 
ing  campaign   will  be 
conducted  by  the  manu- 
facturer and  the  instru- 
ments  will   be  offered 
to  the  public  on  terms 
of  one-half   cash  with 
the  sale  and  the  other 
half  due   when   the   election   of  Senator  Har- 
ding to  the  Presidency  is  officially  announced. 
If  Governor  Cox  is  elected  the  unpaid  part  of 
the  contract  is  automatically  canceled  and  the 
buyer  becomes  the  owner  of  the  talking  ma- 
chine. 

It  is  said  that  the  manufacturer  agrees  to  take 
back  all  machines  not  sold  by  the  dealer  and  pay 
freight  charges  both  ways.  The  manufacturer  in 
question  claims  to  have  had  great  success  with 
his  plan  in  the  States  where  sentiment  is  in  favor 
of  Cox.  It  will  be  interesting  to  see  how  this 
rather  unusual  advertising  plan  works  out  be- 
fore election  time. 


.  Joaquin  Garcia  Salas,  president  of  J.  G.  Salas 
&  Co.,  Guatemala,  C.  A.,  the  leading  talking 
machine  firm  of  that  country,  has  during  the 
past  few  weeks  been  a  visitor  to  this  country. 
While  here  he  completed  negotiations  with  one 
of  the  large  record  manufacturing  companies 
for  a  complete  record  manufacturing  outfit, 
which  he  took  back  home  with  him.  His  com- 
pany will  make  many  of  its  own  records,  par- 
ticularly those  of  the  music  and  language  of 
its  own  people.  It  has  felt  quite  a  demand  for 
such  a  product  and  the  organization  will  now 
be  equipped  to  care  for  such  sales. 


F.  M.  PRESCOTT  SAILS  FOR  EUROPE 

F.  M.  Prescott  of  Riverdale,  N.  J.,  the  well- 
known  inventor  and  specialist  in  record  record- 
ing work,  sailed  for  Europe  on  October  2.  Mr. 
Prescott  will  be  gone  for  two  months,  and  while 
primarily  his  trip  is  in  connection  with  some 
work  for  several  European  record  manufactur- 
ers he  will  in  addition  look  over  and  make  a 
study  of  the  entire  talking  machine  situation 
in  several  of  the  capitals. 


HOPKINS  SPEAKS  TO  AD  CLUB 

George  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  was  one  of  the 
principal  speakers  at  the  opening  of  the  Fall  and 
Winter  season  of  the  Charter  Oak  Ad  Club  in 
Hartford,  Conn.,  on  September  22.  The  topic  of 
his  address  was  advertising. 


Every  man  prides  himself  on  his  own  judg- 
ment. So  never  say  anything  against  the  goods 
on  which  the  prospect  looks  with  favor,  for  you 
will  offend  his  judgment. 


FOUNDED  1835 


ARMSTRONG'S 


Disiribuiors 


There  are  certain  desirable  localities  still  open  for  wide-awake  Pathe  dealers  in 
the  South. 

Our  Superior  Service,  co-operation  and  jobbing  experience  enable  us  to  give  all  dealers 
the  right  start.     A  good  start  is  half  the  game.     Write  today  for  full  information. 

ARMSTRONG   FURNITURE  CO. 


59  and  61  North  Main  Street 


Memphis,  Tenn. 


56 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


FEATURES  FOREIGN  RECORD  FIELD 

Dealer  Service  Department  of  Columbia  Co. 
Prepares  Window  Display  With  International 
Characteristics — Attractively  Arranged 


Realizing  the  unlimited  sales  possibilities  in 
the  foreign  record  field,  the  Columbia  Grapho- 
phone  Co.  during  the  past  few  years  constantly 
has    expanded  its   


the  Columbia  Graphophone  Co.  has  designed  a 
window  displa3-  of  international  characteristics. 
This  display  consists  of  a  large,  elaborately  il- 
lustrated and  brilliantly  colored  centerpiece 
with  two  side  wings,  equipped  to  display  two  of 
the  international  hearing  room  hangers  which 
list  records  of  definite  languages. 

Six  small  easel-backed  cards  provide  for  dis- 
play of  the  Columbia  catalog  in  the  languages 


and  equipped  with  supporting  easels  read}'  for 
setting  up  in  the  window.  An  instruction  sheet 
giving  full  details  for  the  arrangements  of  the 
display  in  the  window  is  included  with  each  set. 


TO  AUKE  MACHINES  IN  TEXAS 

The  Dallas  Phonograph  Co.  has  been  organized 
in  Dallas,  Tex.,  to  manufacture  talking  machines. 
Tl't  company  has  a  plant  at  2012  Richardson  ave- 
nue, Dallas  and  is  incorporated  with  capital  stock 
of  $100,000.  The  officers  are:  President,  G.  S. 
^Maxwell;  vice-president,  T.  M.  Cullum,  and  sec- 
retarj-  treasurer,  L.  A.  Crow.  The  Blue  Bonnet 
Sales  Co.  has  been  organized  in  Dallas  to  dis- 
tribute the  companj-'s  products. 


NLSBAUM  WITH  LYRIC  SALES  CORP. 

S.  F.  Xusbaum,  formerly  of  the  record  depart- 
ment of  the  Independent  Talking  Machine  Co., 
rccentlj'  joined  the  staff  of  the  Lyric  Sales  Corp., 
Xew-  York,  distributors  of  Lyric  records.  Mr. 
Xusbaum  has  had  long  experience  in  the  record 
field  and  for  the  past  two  years  has  been  very 
closely  connected  with  the  trade  in  Xew  York. 


JOLNS  REMINGTON  SALES  FORCE 

August  H.  Schulz  is  the  latest  addition  to  the 
sales  staff  of  the  Remington  Phonograph  Corp., 
Xew  York.-  He  is  a  man  of  wide  selling  experi- 
ence, and  on  his  first  trip  in  the  interests  of  the 
Remington  phonograph  has  succeeded  in  estab- 
lishing a  number  of  new  exclusive  agencies. 


NEW  VOCALION  DEALERS  UP=STATE 

The  Aeolian  Co.  announces  that  a  number  of 
new  retail  agencies  for  the  Vocalion  and  Vo- 
calion  records  have  been  established  in  north- 
ern New  York  State,  the  new  V ocalion  dealers 
including  F.  R.  Schmid.  Watertown,  X'.  Y.,  and 
Charles  !M.  Tait.  Gouverneur,  X'.  Y. 


language  lists  to 
include  the  most 
popular  and  stand- 
ard selections  of 
each  tongue.  Regu- 
lar monthly  re- 
leases have  been 
issued  which  often 
rival  the  domestic 
lists  in  number  and 
scope. 

To-day,  not  only 
are  Columbia  inter- 
national records  is- 
sued in  a  great 
V  a  r  i  e  t  }-  of  lan- 
guages, but  each 
language  contains  a 
comprehensive  di- 
versitv'  of  selections 
that  forms  the  back- 
ground for  a  desir- 
able library'  in  any 
particular  language. 
The  Columbia 
monthl}-  advertis- 
ing campaign  in  be- 
half of  international  Columbia 
records  extends  to  more  than  sixty  newspapers 
in  twent>--eight  different  languages,  insuring  a 
constantly  growing  demand  for  these  records. 

In  order  that  all  Columbia  dealers  may  take 
the  fullest  advantage  of  their  foreign  language 
possibilities,  the  Dealer  Service  department  of 


International  Window  Display 
that  the  dealer  wishes  to  feature.  Two  effective 
record  holder  cut-out  announcements  that  are 
issued  regularlj-  on  the  first  of  the  month  invite 
the  prospective  purchaser  into  the  shop  to  hear 
the  records.  All  units  are  lithographed  in  full 
colors,  molinted  on  extra  heav}'  cardboard  stock 


^^eHOWE 


^Tone  —  RICH 

CLEAR  •  MELLOW 

it  does  not  Blast 


C.WHowe  S' Company 

21East\^nBurenSt.Chica^III. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


57 


RELIEF  A  T  LAST!!! 

No  more  need  for  *'Loucl,"  **Soft"  and  ** Medium" 
needles — no  more  need  for  changing  needles  after 
playing  one  record 

THE  NEEDLE  WITH  THE  FLEXIBLE  POINT 

HAS  SOLVED  THE  PROBLEM 

One  TONOFONE  will  play  20  to  50  REC- 
ORDS- -any  disc  records  ON  ANY  PHONO- 
.  GRAPH  and  reproduce  the  ORIGINAL  TONE 
PITCH  and  volume,  be  it  LOUD,  MEDIUM, 
or  SOFT. 


an( 


THE  POINT  being  FLEXIBLE  and  SOFTER 

than  the  RECORDS,  will  neither  WEAR  NOR 

INJURE  THEM— in  fact 
THE  NEEDLE  WEARS    —     THE  RECORDS  DON'T 


A  Very  High  Authority  Writes: 

"I  have  found  no  needle  which  transmits  the 
full  tone  value  of  the  record  as  does  the 
Tonofone.  Its  elimination  of  surface  noise 
and  accurate  reproduction  makes  it  supreme 
for  demonstrating  purposes." 


INVESTIGATE 


INVENTORS    AND   SOLE  MANUFACTURERS 

R.  C.  WADE  CO. 

110  SOUTH  WABASH  AVENUE 

CHICAGO 

PHONE  RANDOLPH  2045 


THE   TALKING   MACHINE   WORLD  October  is,  1920 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


58 


NEW  FREIGHT  RATE  ON  NEEDLES 

Walter  S.  Gray  Arranges  for  Reduced  Rates  on 
Needle  Shipments — WiU  Benefit  Dealers 


San  Francisco,  Cal.,  October  3. — Walter  S. 
Gray  of  this  city,  the  well-known  accessory  man, 
has  just  been  instrumental  in  arranging  for  a 
reduction  in  freight  rates  which  will  benefit  the 
talking  machine  dealers  on  the  Pacific  Coast 
thousands  of  dollars  yearly. 

Last  year  Mr.  Gray,  by  strenuous  efforts,  suc- 
ceeded in  getting  the  transcontinental  freight 
classification  reduced  from  double  first  class  to 
first  class,  putting  needles  in  the  same  class  as 
talking  machines.  .The  rate  was -  reduced,  from 
$9.25  to  $4,625^,  and  was  an  important  factor 
in  the  reduction  of  needle  prices. 

This  did  not  quite  satisfy  Mr.  Gray,  however, 
for  while  it  enabled  him  to  supply  dealers  with 
needles  at  lower  prices  than  formerh^  it  still 
remained  a  fact  that  on  local  shipments,  both 
on  the  Pacific  Coast  and  the  balance  of  the 
countrj'-,  needles  were  given  double  first-class 
rating.  In  other  words,  needles  cost  just  twice 
as  much  freight  as  the  same  weight  of  talking 
machines,  records  or  talking  machine  parts.  Mr. 
Gray  believed  that  this  ruling  was  illogical  and 
unfair,  and  with  characteristic  persistence  kept 
working  on  the  job  with  the  result  that  supple- 
ment No.  7  issued  b}-  the  Western  Classifica- 
tion Committee  rules  that  all  shipments  of  talk- 
ing machine  needles  moving  locally  will  be  rated 
at  one-half  of  th*  . previous  rate. 

VOCALION  AGENCIES  IN  FAR  WEST 

-Among  the  many  new  :  Aeolia'n-Vocalion 
agencies  established  along  the  Pacific  Coast  by 
the  Aeolian  Co.  of  California  are  included  the 
Hauschildt  Music  Co.,  Sacramento,  Cal.;  the  S. 
Sweet  Co.,  Visalia,  Cal.;  Tuper  &  Reed,  Berke- 
ley, Cal.,  and  the  Pierce  Piano  Co.,  Eureka,  Cal. 
All  these  concerns  already  have,  or  will  estab- 
lish, special  departments  in  which  to  feature  the 
Vocalion. 


LONG  CABINETS  IN  NEW  YORK 

Geo.  A.  Long  Cabinet  Co.  Has  Attractive  Ex- 
hibit at  New  York  Furniture  Exposition — 
H,  C.  Naill  in  Charge  of  Display 


The  Geo.  A.  Long  Cabinet  Co.,  Hanover,  Pa., 
manufacturer  of  Long  record  and  player  roll 
cabinets,  is,in.aintaining  an  attractive  exhibit  at 
the  New  York  Furniture  Exposition,  45  West 
Eighteenth  street  New  York,  which  opened  a 
few  days  ago,  and  which  will  continue  up  to 
October  23.  H.  C.  Naill  is  in  attendance  at  the 
exhibit,  and  inquiries  have  been  received  which 
indicate  that  many  out  of  town  dealers  will 
place  large  orders  for  Long  cabinets  during  the 
course  of  the  exposition. 

The  company  is  occupying  space  No.  216^  at 
this  exposition  and  a  complete  liiie  Of  cabinets 
is  on  display.  Mr.  Naill  states  that  the  demand 
for-  Long  cabinets  has  increased  steadily  during 
the  last  f«w  months,  and  the  company  has  left 
nothing  undone  to  extend  maximum  co-opera- 
tion to  the  dealers.  The  coming  Winter  promises 
to  bring  a  most  active  demand  for  record  cab- 
inets, and  the  Geo.  A.  Long  Cabinet  Co.  is  in 
a  splendid  positioh  to  handle  the  requirements 
of  the  trade,  which  is  finding  many  uses  for  its 
product. 


THREE  POPULAR  TRADE  MEMBERS 

The  accompanying  photograph  may  be  in- 
cluded in  the  aftermath  of  the  Talking  Machine 
Men's  outing  at  Rye  Beach  a  few  weeks  ago. 
Every  member  of  the  trio  shown  herewith  is 
well  known  in  the  New  York  trade,  and  they 
_all  thoroughly  enjoj-ed  the  dealers'  outing. 

"Joe."  Mayers,  successful  Victor  dealer,  has 
-for  several  years  been  an  active  member  of  the 


Joe  Mayers,  "OUie"  Graffen,  Irwin  Kurtz 


Talking  Machine  Men,  Inc.,  and  worked  inde- 
fatigabh-  to  make  the  recent  outing  a  success. 
''Ollie"  Graffen,  of  the  local  Columbia  whole- 
sale organization,  is  one  of  the  veterans  of  the 
trade,  and  numbers  among  his  friends  all  of  the 
dealers  in  the  metropolitan  territory.  Irwin 
Kurtz  hardly  needs  any  introduction  to  our 
readers,  for  he  is  a  foremost  figure  in  all  move- 
ments pertaining  to  the  betterment  of  the  in- 
dustry. Moreover,  he  is  prominent  in  civic  and 
industrial  affairs  in  the  uptown  residential  dis- 
trict. 


CHANGES  IN  REPRESENTATIVES 

A.  A.  Loeffler  has  recently  been  appointed  by 
the  Doehler  Die-Casting  Co.  as  its  Detroit  repre- 
sentative, succeeding  F.  C.  Seeger,  who  will  now 
represent  the  company  on  the  Pacific  Coast,  with 
headquarters  in  San  Francisco. 

NEW  QUARTERS  IN  WORCESTER 

The  phonograph  and  record  business  of  W.  A.  ' 
Burbank,  of  Worcester,  Mass.,  has  been  moved  to 
23  Pearl  street,  that  citj%  where  it  will  be  con- 
ducted under  the  name  of  the  Musical  Supply  Co. 
The  company  carries  several  makes  of  talking 
machines  and  accessories,  together  with  Pathe, 
Gennett  and  Emerson  records. 


Coin-Operated  Electric  Phonographs 


Earn  Big  Profits 

Thousands  of  public 
places,  amusement  halls, 
etc.,  need  coin-operated 
machines. 

Are  you  able  to 
fill  this  demand? 

Territory  is  now  being 
assigned  to  progressive 
dealers  and  operators. 


Electric  Phonograph  Co.,  Kalamazoo,  Mich. 


ROTTEN  STONE 


We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


The  Talking  Machine  World,  New  York,  October  15,  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEI NEMAN,  President 
25  West  45th  Street       -       -       New  York 
FACTORIES  ;—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO  LONDON,  ENG. 


The  Sensation  of  the  Trade! 

OKEH  MOTOR  with  the 
OKEH  PLUSH  TURNTABLE 


OKEH  MOTOR  No.  44 

THE  PERFECT  PHONOGRAPH  MOTOR 

Silent  Winding    */    Silent  Running 

Ready  for  Delivery  Order  Now 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street       -       -       New  York 
FACTORIES  :—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO  LONDON,  ENG. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


59 


HOLD  ELABORATE  FORMAL  OPENING 

Concert  and  Banquet  Features  of  the  Dedica- 
tion of  the  New  Victor  Store  of  Bairn  Bros. 
&  Friedberg,  in  Brooklyn,  N.  Y. 


At  the  formal  opening  of  the  new  store  of 
Bairn  Bros.  &  Friedberg,  at  1430  St.  John's 
place,  Brooklyn,  held  on  September  25,  and  re- 
ferred to  elsewhere  in  The  World  this  month, 
the  concert  at  which  Monroe  Silver,  the  clever 
monologist,  and  the  All-Star  Trio  was  fea- 
tured,' attracted  a  crowd  that  packed  the  store 
tliroughout  the  evening. 

After  the  concert  a  number  of  special  guests 
were  entertained  at  a  banquet  at  Reiser's,  those 
present  including:  Louis  Baim,  J.  J.  Davin,  B. 
Baim,  H.  A.  Brennan,  Otto  Goldsmith,  Harold 
I,  Sherman,  David  Friedberg,  Annie  Baim,  A. 
Rothiweiii,  M.  Baim,  Jose  C.  Ehrlich,  Anna 
Friedberg,  Helen  Moskowitz,  Blanche  Eklund, 
Anna  Bushneal,  Nathaniel  Friedberg,  William 
Koch,  Ruth  Baim,  Gertrude  Blitzer,  Elizabeth 
Warters,  Belle  Nadler,  Ph.D.,  Irving  Feinson, 
V.  D.,  Irving  Epstein,  Van  Epps  Trio,  Monroe 
Silver,  Nellie  Chisholm,  Jacob  L.  Rothwein, 
William  Blanck,  Moe  Baim,  Max  Schubert 
and  Fred  Schlich.  In  addition  to  the  New  »St. 
John's  place  store,  Baim  Bros.  &  Friedberg  also 
operate  stores  at  1525  and  at  1658  Pitkin  ave- 
nue, Brooklyn-. 


WIN  FIRST  PRIZES  AT  STATE  FAIR 


The  Serenado  Mfg.  Co.,  Cedar  Rapids,  la., 
was  advised  recently  by  its  dealer  at  Marion, 
la.,  C.  L.  Cline,  that  he  had  been  awarded  the 
blue  ribbon  at  the  county  fair  held  in  that  city. 
Mr.  Cline  is  closing  an  excellent  business  with 
the  Serenado  line  and  his  display  at  this  fair 
produced  numerous  sales  in  addition  to  the 
names  of  active  prospects. 

Karl  Fisk,  Serenado  dealer  at  West  Union, 
la.,  recently  displayed  the  line  at  the  Fayette 
County  Fair  held  in  that  city  and  the  display 
proved  very  successful.  This  fair  is  considered 
the  largest  fair  in  the  State  of  Iowa  outside  of 
the  State  fair  at  Des  Moines,  and  Mr.  Fisk  was 
doubly  pleased  with  his  display  because  of  the 
fact  that  the  Serenado  was  awarded  the  blue 
ribbon. 


SEABURQ  MFG.  CO.'S  NEW  PLANT 


Jamestown,  N.  Y.,  October  5. — The  Seaburg 
Mfg.  Co.  of  this  city,  manufacturer  of  the 
Librola  talking  machine,  is  now  settled  in  its 
new  plant  where  it  has  ample  facilities  to  handle 
the  requirements  of  its  dealers.  The  demand 
for  this  instrument  has  steadily  increased,  and 
in  its  new  plant  the  Seaburg  Mfg.  Co.  will  be 
in  a  position  to  co-operate  with  the  dealers  to 
the  fullest  extent.  At  the  present  time  the  com- 
pany is  working  on  several  new  period  models, 
which  will  be  constructed  similar  to  the  No.  250 
Queen  Anne  model  that  .has  proven  such  a  pop- 
ular seller;  These  models  will  soon  be  ready 
for  the  trade,  and  will  be  welcome  additions  to 
the  Librola  line. 


They  were  looking  down  into  the  depths  of 
the  Grand  Canyon. 

"Do  ,  you  know,"  asked  the  guide,  "that  it 
took  millions  and  millions  of  years  for  this  great 
abyss  to  be  carved  out?" 

"Well,  well!"  ejaculated  the  traveler,  "I  never 
knew  this  was  a  Government  job." 


NEEDLES 

WE  MANUFACTURE 

Diamond  needles  for  Edison 
Sapphire  needles  for  Edison 
Sapphire  needles  for  Pathe 

in  ttock  ready  for  delivery 
MERMOD  &  CO.,  874  Broadwa;,  N.  Y. 


T^HERE  is  no  Other 
phonograph  in  which 
so  much  care  and  atten- 
tion is  taken  to  get  the 
tonal  chamber  right 

— therefore,  there  is 
no  phonograph  that  can 
compete  with  Harpo- 
nola  for  full-throated 
tone  and  faithful  repro- 
duction of  every  note  at 
its  exact  musical  value. 

Remove  Harponola's 
grille  and  note  the  al- 
luringly beautiful  finish 
of  the  ideally  resonant 
horn  of  golden  spruce. 

This  is  merely  one 
detail  of  Harponola 
superiority.  Only  one 
reason  why  this  is  the 
phonograph  for  you  to 
use  in  building  a  bigger 
business. 


THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS,  President 

Write  for  our  special  proposition  on 
Harponola  Phonographs  and  OkeH 
Records. 


W/tA  the 


60 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Put  Your  Efforts 
Behind  this  Line 


Merit  ahva3^s  wins.  INIerit  alone  has  given  the  MANDEL 
ine  a  dominating  place  in  the  phonograph  field. 

The  MANDEL  Phonograph  is  not  made  just  to  sell.  It  is 
built  to  satisfy  the  ultimate  owner — built  to  perform 
efficiently,  and  -to  give  the  pleasure  and  satisfaction  that  the 
owner  has  a  right  to  expect. 

The  MANDEL  Phonograph  is  not  merely  assembled.  Each 
component  part  is  made  in  the  MANDEL  factor}'  for  the 
AIANDEL  Phonograph.  Each  operation  is  supervised  by 
an  expert  in  his  line.  And  the  result  is  a  phonograph  that 
embodies  the  best  principles  known  in  modern  talking  ma- 
chine construction. 


Dealers  and  Jobbers  Avho  are  seeking  larger  fields  will  find 
it  to  their  interest  to  investigate  the  MANDEL  Line  of  high 


grade  instruments. 


Put  your  efi:orts  behind  this  line.  It  will  earn  big  money 
for  you  because  it  will  earn  the  good  will  of  your  customers. 

AA'rite  to-day! 


Mandel  Manufacturing  Company 


501-511  South  Laflin  Street 


Chicago,  111. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


61 


REAL  REPAIR  SERVICE  FOR  DEALERS       MAQNAVOX  FOR  BYRON  MAUZY 


Stewart  Talking  Machine  Co.,  Indianapolis, 
Operates  Fleet  of  Repair  Cars,  Each  Car  in 
Charge  of  a  Competent  Mechanician 


San  Francisco  House  Takes  Agency  for  Sound 
Amplifying  Device  Which  Has  Attracted  At- 
tention at  Public  Ceremonies  Recently 


Indianapolis,  Ind.,  October  2. — The  repair  service 
department  of  the  Stewart  Talking  Machine 
Co.,  which  has  already  been  referred  to  in  these 
columns,  has  developed  into  a  most  important 
feature  of  the  company's  business,  and  the  Vic- 
tor dealers  in  this  territory  are  taking  full  ad- 
vantage of  the  service  that  is  thus  offered  to 
them. 

Two  service  cars  and  a  truck  are  continu- 
ously at  the  command  of  the  seven  Victor  deal- 
ers in  Indianapolis  and  each  car  is  operated  by 
a  man  who  is  capable  of  making  any  sort  of  a 


Stewart  Co.'s  Service  Cars  for  Facilitating  Repair  Work 

Victrola  repair,  being  thoroughly  schooled  in  As  a  matter  of  record 
the  most  difficult  kind  of  work, 

V/hen  a  Victor  dealer  gets  a  call  from  one  of 
his  customers  asking  for  the  oiling  of  a  motor 
or  the  repairing  of  a  broken  cabinet  he  calls  the 
Stewart  Service  department  immediately.  A 
repairman  is  dispatched  to  answer  the  call,  per- 
forming the  service  at, actual  cost,  which  is  far 
beneath  that  which  would  have  to  be  paid  to 
any  other  organization  of  mechanics.  It  means, 
virtually,  equ/ipping  every  Victor  dealer  in  the 
city  with  a  competent  repair  department  with- 
out the  expense  and  annoyance  of  creating  such 
a  department  in  each  retail  store. 

Each  service  car  is  equipped  with  a  work 
bench,  electric  light  and  tools  for  any  kind  of 
work  that  may  be  required.  The  zone  map  of 
the  city  is  divided  for  each  dealer  so  that  at  a 
glance  he  can  determine  the  cost  of  ordering  a 
Stewart  Service  truck  to  any  section  of  his  local 
territory. 


San  Francisco,  Cal.,  October  4. — Byron  Mauzy 
has  taken  the  agency  for  the  Magnavox,  or  the 
Great  Distance  Telemegafone  which  has  ma- 
terialized the  dreams  of  the  imaginative  writers. 
The  Magnavox  instruments  will  pick  up  music, 
voice  or  any  other  desired  sound  and  fling  it 
forth  in  practically  limitless  volume.  It  is  not 
a  new  and  untried  instrument,  having  been  used 
successfully  by  some  of  the  most  prominent  men 
and  women  of  the  world.  President  Wilson, 
facing  a  vast  outdoor  audience  in  the  huge 
stadium  in  San  Diego,  with  Magnavox  Tele- 
meg  a  f  o  n  e  s  ,  easily 
spoke  to  50,000  people 
on  September  19,  1919. 
This  gathering  of  50,- 
000  was  by  far  the 
largest  number  of  people 
ever  brought  within  ac- 
tual hearing  range  of  a 
single  human  voice.  In 
the  month  of  April, 
1920,  the  Prince  of 
Wales,  during  his  stay 
in  California,  duplicated 
the  President  Wilson 
performance  and  30,000 
people,  enjoyed  listening 
to  the  Prince's  words, 
a  vastly  larger  crowd 
could  have  heard  both  the  President  and  the  Prince 
of  Wales,  for  the  audible  distance  was  more  than 
half  a  mile  from  where  they  stood  and  spoke. 
The  Magnavox  is  destined  to  play  an  important 
role  in  the  affairs  of  mankind  in  time  to  come  and 
it  is  already  ranked  with  the  greatest  inventions 
of  all  time.  By  aid  of  this  instrument  and  a 
hundred-foot  cable,  Byron  Mauzy  is  playing  the 
record  "Whispering"  inside  the  store  and  having  it 
reproduced  on  the  street  for  the  benefit  of  the 
public. 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  century 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 

The  Be^t  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 
famous  watch  oil  receives.  All  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Housekeepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOIL^is  put'up'in  1-oz.,  ZVi-oz..  and  8-oz.  Bottle* 

andsin  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A. 


JOINS  S.  B.  DAVEGA  SALES  STAFF 


AN  OKLAHOMA  INCORPORATION 


The  Oklahoma  Phonograph  Co.,  Oklahoma 
City,  Okla  ,  has  been  incorporated  with  a  capital 
of  $25,000.  The  incorporators  are  A.  H.  Smith, 
S.  L.  Harris  and  J.  R.  Spielman. 


A  recent  addition  to  the  sales  staff  of  the- 
S.  B.  Davega  Co.,  Victor  dealer,  at  125'  West 

125th  street.  New  York, 
is  Miss  Dorothy  Birns, 
niece  of  Sol.  Birns,  the 
well-known  New  York 
dealer.  Miss  Birns  has 
had  several  years'  expe- 
rience in  the  retail  field, 
and  is  considered  one  of 
the  most  successful  mem- 
bers of  the  local  retail 
trade.  She  is  thoroughly 
familiar  with  the  Victor 
field  and  is  a  valuable  ad- 
junct to  the  Davega  sales 
organization.  The  pic- 
ture shows  her  with 
Miss  Dorothy  Birns     one  of  her  best  friends. 


The  Vero  Graf  Talking  Machine  Co.,  Inc., 
New  York,  filed  a  petition  of  voluntary  dis- 
solution at  Albany. 


CONTESTS  ELECTION  OWING  TO  JAZZ 

Houston,  Tex.,  September  30. — Jazz  is  an  "undue 
influence"  in  a  well-ordered  primary  election, 
thinks  Ira  C.  Matthews,  of  Goose  Creek,  de- 
feated by  John  S.  Martin  of  the  same  town  for 
County  Commissioner  in  the  election  recently. 

Matthews  has  filed  a  contest  asking  that  the 
nomination  of  Martin  be  declared  annulled  by 
the  District  Court.  His  principal  complaint  is 
that  Martin  stationed  a  negro  jazz  band  within 
less  than  100  feet  of  the  polling  place  in  Goose 
Creek  and  conducted  an  all-day  vaudeville  show 
for  the  delectation  of  voters.  It  was  the  Goose 
Creek  box  that  gave  Martin  his  victory. 


BELL  HOOD  NEEDLE  DEMAND  GROWS 


New  Haven,  Conn.,  October  1. — The  Bell  Hood 
Needle  Co.,  of  this  city,  reports  the  demand 
for  the  Bell  Hood  semi-permanent  needle  con- 
tinuing strongly  from  all  sections  of  the  coun- 
try, with  perhaps  the  heaviest  demand  com- 
ing from  its  representatives  in  the  West  and 
Middle  West.  A  campaign  on  these  semi-per- 
manent needles  was  inaugurated  several  months 
ago,  which  has  met  with  very  favorable  re- 
sults. 

M.  Steinert  &  Sons  Co.  have  featured  a  win- 
dow display  of  these  needles  in  their  Church 
street  warerooms  for  several  weeks  past.  The 
sales  records  show  that  the  demand  for  Bell 
Hood  needles  is  phenomenal. 


In  Concert  and  Enttrrtainment 
Personal  Appearance  of 

Eight  Popular  Victor 
Favorites  on  One  Program 

A  live  attraction  for  live  dealers  and  jobbers 

Bookings  now  for  seasonjl920-1921 
Sample  program  and  paniculars  upon  request 

P.  W.  SLMON,  Manager 

[■S  H  Broadway  New  York  City 


Famous  Ensembles  including 

Campbell  &  Burr  -  Sterling  Trio  -  Peerless  Quartet 


p-RAirK-BAI<"TA. 


62 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Hear  Florence  Macbeth's  coloratura  caden- 
za in  ''Villanelle"  and  Gounod's  operatic 
aria  ''Ttie  Waltz  Song"  from  Romeo  et 
Juliette.  Get  ready  for  the  calls.  A-6163. 


Columbia  Graphophone  Co. 

NEW  YORK 


OCCUPY  REMODELED  OUARTERS 

Snyder  Piano  Co.  Now  Operates  a  Most;  At- 
tractive Aeolian-Vocalion  Department 


also  connected  with  the  W.  F.  Frederick  Piano 
Co.  and  the  McMahon  Piano  Co. 

The  Snyder  Co.  has  had  particular  success  with 
the  Vocalion,  which  is  featured  in  a  big  way. 


SEND  SPEECHES  BY  RADIO  PHONE 

Forty-two  Cities  Will  Hear  Addresses  Given  by 
Engineers  at  Anniversary  Celebration 


New  Castle,  Pa.,  October  2. — The  Snyder  Piano 
Co.,  this  city,  are  now  settled  in  their  handsomely 
remodeled  quarters  in  the  Opera  House  Building 
on  Mercer  street,  where  they  have  excellent  fa- 


FOLLOWING  THE  DOCTOR'S  ORDERS 

Speaking  of  jazz  music  which  without  doubt 
has  a  strong  appeal  to  the  American  public,  a 


Aeolian-Vocalion  Department  of  the 
cilities  for  handling  their  steadilj^  increasing  busi- 
ness. 

The  store  was  opened  on  September  1  of  last 
year,  and  met  with  such  success  that  last  Spring 
it  was  necessary  to  rent  the  adjoining  storeroom. 
The  basement  of  the  original  store  was  remodeled 
and  fitted  up  in  handsome  shape  to  house  the 
Aeolian-Vocalion  department,  which  is  under  the 
management  of  Mrs.  Snyder,  who  formerly  was 
connected  with  the  W.  F.  Frederick  Piano  Co.  in 
Pittsburgh,  and  most  recentlj'  had  charge  of  the 
talking  machine  department  of  the  McMahon 
Piano  Co.  at  Youngstown,  O.    Mr.  Snyder  was 


Snyder  Piano  Co.,  New  Castle,  Pa. 

writer  in  Along  Broadway,  tells  of  a  doctor  in 
New  York  who  believes  it  helps  keep  his  wait- 
ing patients  cheerful.    This  physician  said: 

"I've  watched  the  crowds  in  my  waiting  room 
and  it  is  most  remarkable  how  music  affects 
them.  I've  seen  ten  or  a  dozen  people  sitting 
in  the  room  all  staring  at  the  floor  or  out  of 
the  window  and  getting  more  morose  every  min- 
ute, when  suddenb'  my  daughters  would  start 
singing  and  playing.  Almost  immediately  the 
atmosphere  of  the  waiting  room  changes  from 
gloom  to  joy.  My  daughters  are  instructed  to 
play  only  the  latest  airs,  the  jazzier  the  better. 


Transmission  of  set  speeches  simultaneously 
by  radio  telephone  to  forty-two  widely  scattered 
cities  will  be  attempted  on  November  5,  when 
State  branches  of  the  American  Society  of  Me- 
chanical Engineers  meet  to  celebrate  the  fortieth 
anniversary  of  the  founding  of  the  organization. 
Electrical  and  mechanical  engineers  have  in- 
formed the  executive  committee  of  the  society 
that  the  science  of  wireless  telephony  has  pro- 
gressed so  rapidly  in  the  last  year  that  the  feat 
will  be  entirely  feasible. 

The  speeches  will  be  scattered  through  the 
air  from  Boston  on  the  Atlantic  to  San  Fran- 
cisco on  the  Pacific  and  two-score  of  interven- 
ing cities.  Professor  H.  V.  Bozell  is  aiding  in 
the  plans  for  the  feat,  and  negotiations  have 
progressed  favorably  for  the  use  of  the  two 
great  Go\ ernment  radio  stations  at  Arlington 
and  Fort  Leavenworth. 

Among  the  speakers  whose  remarks  will  be 
sent  by  radio  telephone  are  Herbert  Hoover, 
president  of  the  American  Institute  of  Mining 
and  Metallurgical  Engineers;  Arthur  P.  Davis, 
president  of  the  American  Society  of  Civil  En- 
gineers and  chief  engineer  of  the  United  States 
Reclamation  Service;  Arthur  W.  Berresford. 
head  of  the  American  Institute  of  Electrical 
Engineers,  and  Fred  J.  Miller,  president  of  the 
Mechanical  Engineers. 


TAKES  ON  AEOLIAN=VOCALION  LINE 

Announcement  has  been  made  by  the  Paul, 
Pickerill  Music  Co.,  Evansville,  Ind.,  of  the  tak- 
ing over  of  the  interests  of  C.  A.  Paul,  who  is  no 
longer  connected  with  this  .firm.  The  present 
quarters  of  the  company  are  being  remodeled  to 
make  room  for  the  increase  of  business  incident 
to  the  taking  on  of  the  Aeolian-\'ocalion  line. 


Our  Complete  Stocks  of 


assure  prompt  service  and  quick  deliveries 

Wesfer/i  Iowa  and  Nebraska  Dealers 
Wnte    TODAY  for  this  Agency 

CARPENTER  PAPER  COMPANY 


OMAHA 


Distributors 


NEBRASKA 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


63 


Mm 


The  finest  reproducing 
phonograph  in  the  'world 


BUILT  along  artistic,  harmonious 
lines,  a  distinct  creation  of  the 
wood-crafter's  highest  art,  the  Steger 
makes  an  eloquent  appeal  to  every 
lover  of  the  beautiful. 

It  is  an  exquisite  adornment  of  the  home 
— and  more.  It  is  the  soul  of  music. 

The  masterful  artistry  of  living  genius 
finds  in  the  Steger  its  most  faithful 
medium  of  expression.  Every  beauty 
of  score,  every  delicate  shading  of  sound 
is  as  exact  in  its  rich  quality  as  if  emanat- 
ing direct  from  artist  or  instrument. 
It  plays  all  records  correctly. 

This  marvelous  fidelity  to  original  tone 
value  is  chiefly  attributable  to  the  pat- 
ented Steger  tone-arm  and  tone-cham- 
ber, triumphs  of  human  ingenuity 
and  skill. 

Active  dealers  have  found  that  the  in- 
terest and  appreciation  of  critically 
inclined  buyers  eventually  center  on 
the  Steger. 

You  can  make  it  a  big  asset  of  your 
business  because  of  the  quick  turn-over 
— and  because  we  can  ship  at  once 
upon  receipt  of  order. 

Desirable  territory  open.  Write  for  the  Steger 
proposition  today. 

STEGER  &  SONS  ^iS^?^?- 

Steger  Building,  Chicago,  III. 


Model  509  -  $235.00 


Model  500 
$95.00 


Model  504  - 

$200.00 

THE   TALKING  MACHIN^WORLD_______f^^ 


THE  SATURDJtY  EVENING  POST 


<7he  Tlounde^^mw-^tke^B^d  "Shell- 


9 


EMERSON 
P/iomgmph 

Sundvtl  Mo-lel  Zo 
Mahogany 
Golden  Oak 
Fumed  Oak 

wiih  El 

Mailer  Horn;  E 
aon  Thruih-Throai 
Univerial  Tone  Arm; 
Emerion  True  Tone 
Reproducer;  Emerson 
Special  Gold-Edpc 
Clamp.Ring  Turn 
Table;  Emerson  New 
Style  Patented  JtJl 
Century  Filing  Sys- 
lem;  Emerson  Perfect 
Tone  Conrrol;  E 
•on  Flush  Moiorboard, 
Other  Emerson 
Models,  with  El 
Music  Master  Ho 


^^>(SXT  Tla^fS  you  hear  an  open-air  con- 
cert, note  particularly  the  band  "shell" — its  con- 
cave, rounded  dome — the  sweeping,  circular  lines 
of  its  back  wall. 

Never  straight,  never  angular,  never  flat — ■ 
always  curving^  always  rounded^  always  circular. 

Have  you  ever  wondered  why? 

The  reason  is  scientific — involving  the  troub- 
lesome problem  of  outdoor  acoustics.'^ 

If  the  lines  of  the  band  "shell"  were  straight, 
plane,  right-angled,  the  music  would  reach  the 
ears  of  the  favored  few — that  part  of  the  audience 
seated  nearest  the  stage.  The  enjovment  of  those 
farther  off  would  be  materiallv  lessened. 

Bv  curving  the  walls  and  ceiling  of  the  band 
"shell",  the  music  is  amplified.  Reflex  sounds 
are  eliminated.  The  music  is  sent  out  to  the 
hearers  in  a  smooth,  steady  stream — not  gathered 
together  and  flung  at  them  in  a  confused, 
echo-y  heap. 

The  proven  principle  of  the  curving,  rounded 
band  "shell"  is  the  principle  of  . the  curving, 
rounded  Emerson  Music  Master  Horn. 

E\er\'  Emerson  Phonograph  delivers  full, 
round,  \  oluminous  tone,  because  e\  er\'  Emerson 
Phonograph  is  equipped  with  the  Emerson  Music 
Master  Horn.  And  the  Emerson  Music  Master 
Horn  is  fashioned  ofseasoned, kiln-dried, rounded, 
\  ibrant  spruce, —  solid  spruce,  not  veneered. 

Hear  the  Emerson  Phonograph.  Note  how 
pure  and  clear  the  tone  is  —  how  full  and  round. 
Notice  the  absence  of  annoying  echoes  —  the 
smooth,  round  quality  of  each  note  which  flows 
from  the  round,  flaring,  trumpet-like  mouth  of 
the  Emerson  Music  Master  Horn. 

^Eletnentar)'  Treatise  on  Physics  ( Gar.ctJ  Pages  194-5. 


The  full  line  of  Emerson  Phonographs  is  shown  and  liescribed  in 
our  loose-leaf  catalog,  a  copy  of  which  will  be  sent  you,  on  retjuest. 
Jn  it  is  explained  briefly  the  natural  principle  underMng  the  Emerson 
Music  Master  Horn. 

EMERSON  PHONOGRAPH  CO.,  INC. 
NEW  YORK.  CHICAGO 
206  Fifth  Ave.  515  So.  Wabash  Ave. 


^mersoTU 

Records  and 
Phonographs 


{Emerson 
^hono^rabh 


WITH  THE  EM 


;merson  music  master  horn 


In  the 


Saturday  Evening  Post  ^^^y^:^:^  tTt  te"o^^ 

ISSUE  OF  OCTOBER  16.h  Music  Master ^Ho-  is  ^because 

this  Emerson  ativert.sement  will  occupy  a  ™und  lone  is  omy  p  ^ 

full  page.  It's  an  ad  that  calls  attention  .0  shaped  round     ke  a         p  ^  ^^^^^ 

itself.    Queer  p.clure,  to  hepn  with !    A  coup  e  o  rnm      1     V  something 

^;";!o::f  L    s  Cd' outir/be  n  er?s.rng  is  st.reW  going  .0  happen. 

Tthe  ad.   Presto-first  thing  you  know  It's  go,  to ! 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


65 


Disc  Record 
Manufacturers 

ATTENTION 


If  you  are  not  satisfied  with 
your  product — 

If  some  part  of  the  manu- 
facture needs  perfection — 

Let  me  help  you. 

I  was  the  pioneer  to  intro- 
duce the  present  disc  rec- 
ord into  Europe  in  1901. 
Successful  factories  were 
erected  in  England,  France, 
Spain,  Germany,  Austria, 
and  Brazil  under  my  man- 
agement. I  know  the  record 
business  from  A  to  Z,  and 
can  straighten  out  your 
difficulties. 

The  present  system  of  per- 
manent masters  was  per- 
fected in  my  laboratories  in 
1904  and  has  never  been 
improved  upon. 

The  double  -  sided  record 
was  my  patent  and  brought 
out  in  1 903. 

If  you  want  the  best  to  be 
had  in  recording  machines; 
if  you  want  the  latest  devel- 
opment in  pressing  records 
from  shells;  if  you  want  in- 
creased record  production 
in  power  -  driven  presses 
— I  can  help  you. 


Complete  installations 
taken  charge  of 


F.  M.  PRESCOn 

RIVERDALE,  N.  J. 


Phone 
No.  2  Pompton  Lakes 
N.  J. 


Telegrams 
Prescott,  Pompton  Lakes 
N.  J. 


DEMAND  KEEPING  UP  IN  THE  SOUTH 

Retailers  in  Atlanta  District  Report  That  Sales 
Are  Keeping  Up  Well  and  on  Good  Terms, 
Despite  Unfavorable  Crop  Conditions — Those 
Who  Are  Active  at  Present  in  the  Field 


Atlanta,  Ga.,  October  5. — Despite  the  somewhat 
unfavorable  conditions  existing  in  the  South  at 
present  following  the  slump  in  the  price  of  cotton, 
unseasonable  weather  for  crops  and  other 
troubles,  the  talking  machine  trade  in  this  city 
report  a  continued  satisfactory  business  in  talk- 
ing machines  and  records. 

The  Delpheon  Shop  through  Mr.  Wilson,  firm 
partner,  states  that  business  in  Columbia  Grafo- 
nolas  and  records  is  continuing  in  quite  a  satis- 
factory volume.  First  payments  on  lease 
contracts  are  good,  the  cash  record  business  is 
larger  than  a  year  ago,  and  this  house  is  bene- 
fiting by  a  stock  ninety  per  cent  complete  being 
carried  by  the  local  Columbia  wholesale  branch  in 
records.  The  supply  of  Columbia  Grafonolas  is 
adequate  at  present  for  all  requirements.  This 
firm  stands  among  the  first  two  or  three  in  vol- 
ume of  record  sales  in  the  city,  and  is  active, 
aggressive  and  growing. 

The  Carroll  Furniture  Co.,  Brunswick  dealers, 
through  E.  E.  Thornton,  department  manager, 
reports  that  it  has  done  the  largest  single  month's 
business  in  its  Brunswick  department  this  year, 
and  there  were  during  the  month  four  days 
larger  than  any  similar  period  in  the  year.  This 
company  is  using  considerable  space  in  the  local 
papers  and  the  talking  machine  department  is 
benefiting  thereby.  An  enthusiastic  reception 
on  the  part  of  the  public  is  apparent  for  the 
Brunswick,  and  sales  of  the  models  from  $250  up 
are  running  in  greater  proportion  than  is  usual. 
This  firm  expects  to  remodel  its  entire  furniture 
store  in  the  immediate  future  and  a  new,  up-to- 
date  talking  machine  department  will  be  installed. 

Phonographs,  Inc.,  Edison  jobbers,  and  owners 
of  the  Edison  Shop,  are  understood  to  be  doing  an 
excellent  business.  The  Edison  is  firmly  estab- 
lished in  the  opinion  of  the  people,  and  the  output 
of  the  New  Edison  is  reaching  into  new  figures. 

The  Phillips  &  Crew  Piano  Co.,  the  oldest 
Victor  dealer  in  Georgia,  now  operates  three 
stores  in  Atlanta,  Savannah  and  Greenville,  S.  C. 
Its  business  is  in  excellent  condition  and  it  is 
growing  and  progressing  with  the  growth  of  the 
South.  It  was  written  in  this  column  recently 
that  the  Phillips  &  Crew  Co.  sold  the  Victor  line 
in  its  Greenville,  S.  C,  store.  This  was  an  error, 
as  its  store  at  that  place  handles  the  Columbia 
Grafonola  and  Columbia  records. 

The  Southern  Emer.son  Co.,  concerning  whom 
articles  have  appeared  in  this  column  before,  is 
actively  soliciting  new  accounts  in  the  State  of 
Georgia,  and  recently  had  a  full-page  advertise- 
ment grouped  about  its  various  dealers  in  this 
vicinity.  It  is  understood  that  it  will  as  rapidly 
as  possible  develop  other  Southern  States,  and 
hopes  to  begin  delivery  of  the  Emerson  phono- 
graph about  October  15.  The  record  plant  of 
this  company  here  will  be  in  operation  in  the 
near  future. 

The  Brunswick,  Victor,  Columbia,  Edison, 
Sonora,  Pathe,  Steger,  Paramount  and  the  Emer- 
son record  jobbers  or  distributors  are  all  busy 
receiving  and  delivering  merchandise  for  the  Fall 
and  holiday  trade. 


JOHN  G.  CORLEY  RECOVERING 

Word  comes  from  Richmond,  Va.,  that  John 
G.  Corley,  head  of  the  Corley  Co.,  that  city,  and 
past  president  of  the  National  Association  of 
Music  Merchants,  is  slowly  recovering  from  a 
serious  illness,  from  which  he  suffered  for  about 
three  weeks,  and  is  now  considered  out  of 
danger. 


BLANDIN 


AS  pianos  and  violins 
^  vary  in  tone  ability, 
so  do  phonographs.  The 
reproducing  ability  of 
the  Blandin  Phonograph 
is  controlled  by  its  sound 
chambers.  You  will  un- 
derstand why  it  is  ad- 
vancing to  a  leadership 
when  you  hear  a  piano, 
violin  or  voice  repro- 
duced on  this  instru- 
ment. 


Racine  Phonograph  Co.,  Inc. 

RACINE,  WISCONSIN. 


Hear 
'& Diano^ 
Kccord 

,5Iandin> 


The  name  of  the  Invicta  Phonograph  &  Rec- 
ord Co.,  New  York,  has  been  changed  to  the 
Standard  Phonograph  Co.,  and  the  capital  stock 
of  the  company  increased  from  $600,000  to 
$3,000,000. 


TO  OCCUPY  LARGER  QUARTERS 

The  Columbia  Mantel  Co.,  manufacturer  of 
the  Recordion  talking  machine,  will  occupy  new 
and  larger  quarters  at  the  corner  of  Powers 
street  and  Graham  avenue,  Brooklyn,  on  or 
about  November  1  of  this  year.  The  new  loca- 
tion is  only  several  blocks  distant  from  the 
former  factory  of  the  company.  At  the  execu- 
tive offices  of  the  Columbia  Mantel  Co.  it  was 
stated  that  the  increasing  demand  for  Recor- 
dions  made  this  change  necessary.  The  new 
plant  is  entirely  up-to-date  in  every  way  and 
will  contribute  materially  towards  the  high- 
est class  of  v.'orkmanship.  It  is  stated  that  the 
management  of  the  company  will  remain  the 
same,  with  W.  A.  Andresen,  president,  and  C. 
H.  Gudegast,  secretary. 


66 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


CABLE  ADDRESS  REG'D 
"FILASSE— PHILA." 


THE     A  RK  OF 


ANY{| 


ze 

Quantitj- 
Quality 


SERVICE  AND 

Phonographically  Speaking 


LONG   DISTANCE  'PHONE 
BARING  535 


SATISFACTION 

They  Talk  For  Themselves 


Quotation 
Delivery 
Product 


}RIGHT 


IMICO  MICA  DIAPHRAGMS 


WE  WILL  BE  MOST  HAPPY  TO  HAVE  ONE  OF  OUR 
REI'RESENTATIVES,  WHO  ARE  ALL  PRACTICAL  REPRO- 
DUCTION EXPERTS,  CALL  ON  YOU  WHEN  NEXT  IN  TOUR 


I   ^     J  ■ 


MICA  PRODUCTS 


CITY  TO  DISCUSS  YOUR  SOUND  BOX  PROBLEMS  WITH 
YOU,  UPON  RECEIPT  OF  YOUR  REQUEST  SO  TO  DO.  WE 
ARE  "MORE  THAN  MERELY  SELLERS." 


I  I  ▼  I  I 

INTERNATIONAL  MICA  COMPANY 

PHIUDELPHIA,  PA.,  U.S. A 


FACTORY  AND  SALES  DEPT. 
SITH  AND  BRANDYWINE  STS, 
WEST   PHILA.,  PA. 


REPRESENTATIVE 
MONTREAL, 
CANADA. 


1,    I  n.j 

WALTER  S.  GRAY, 
SAN   FRANCISCO,  CAL. 


REPRESENTATIVE 
CHICAGO, 
ILLINOIS. 


EXECUTIVE  DEPT., 
1228  FILBERT  ST.. 
PHIL.\DELPHIA,  PA. 


OUR  VERY  ADEQUATE  AND  EXTENSIVE  MINING  AND  MANUFACTURING  FACILITIES  ARE  EQUALLY  AT  YOUR  DISPOSAL,  KINDLY  FAVOR 
US  WITH  THE  OPPORTUNITY  TO  FURTHER  ILLUSTRATE  THE  NECESSARY  SUPERIORITY  OF  IMICO  PRODUCTS  AND  QUOTATIONS,  WHICH 
HAS  MADE  IT  POSSIBLE  TO  SUPPLY  IMICO  PRODUCTS  TO  PRACTICALLY  ALL  OF  THE  LARGER  TALKING  JIACHINE  AND  ELECTRICAL 
MANUFACTURERS.  REMEMBER  THE  "RUSH"— BE  PREPARED  THIS  TIME.  RITE— RITE  NOW  AND  ELIMINATE  YOUR  DIAPHRAGM  DIFFICUL- 
TIES. JAaiES  A.  CRABTREE,  PRESIDENT  OF  OUR  COMPANY,  WILL  SHORTLY  RETURN  FROM  EUROPE  WITH  A  WEALTH  OF  INFORMATION 
CONCERNING  THE  TALKING  MACHINE  INDUSTRY  ABROAD,  WHICH  INFORMATION  WE  SHALL  BE  PLEASED  TO  PL.4CE  AT  THE  DIS- 
POSAL OF  THE  INDUSTRY  HERE. 

"IMICO"  and  "SERVICE"  are  SYNONYMOUS 


RESULTFUL  CONFERENCE  OF  VICTOR  CO.  TRAVELERS 

Full  Week  Given  Over  to  Meetings  of  the  Staff  of  the  Victor  Co.  Traveling  Department  at  Head- 
quarters in  Camden — Enthusiasm  Over  Increased  Facilities  of  Great  Plant 


Philadelphia,  Pa.,  October  4. — During  the  early 
part  of  September  the  Victory  factorj'  at  Cam- 
den entertained  the  entire  personnel  of  the 
traveling  department  of  the  Victor  Co.  and 
every  day  of  the  week  was  filled- to  the  brim 
with  good  times  for  everyone.  The  conferences 
took  up  the  entire  week,  the  sessions  covering 
a  greater  period  of  time  than  ever  before  in 
order  that  the  great  strides  in  the,  production  of 
the  Victor  product  might  be  fully  realized  and 
appreciated  by  all  the  travelers.  Daily  business 
sessions  were  held  in  the  Administration  Build- 
ing at  Camden,  N.  J.,  and  a  noticeable  feature 
of  these  gatherings  was  the  spirit  of  good-fel- 
lowship evidenced  on  all  sides.  Many  visitors 
took  occasion  to  comment  favorably  on  this 
opportunity  to  get  better  acquainted  with  their 
co-workers  and  the  business  sessions  proved 
beyond  anj^  doubt  that  the  whole  number  of 
Victor  workers  was  welded  together  toward  a 
common  end. 

The  first  day  of  the  week  was  spent  in  a 
tour  of  inspection  of  the  plant  and  the  vast  re- 
sources of  the  storehouses.  It  was  on  this  trip 
that  the  real  evidences  of  the  growth  of  the 
Victor  Talking  Machine  .Co.  in  the  past  year 
were  brought  home  to  the  visitors  with  striking 
force.  To  see  before  them  the  results  of  one 
day's  factory  production  made  a  distinct  impres- 
sion and  told  truths  in  a  clearer  way  than  hours 
of  narrative  could  have  done.  The  vast  lum- 
ber yard,  where  is  stored  more  than  $7,000,000 
worth  of  lumber  for  the  Victor  cabinets,  was  a 
source  of  interest  to  all  the  visitors  who  were 
piloted  through  the  many  paths  by  E.  E.  Schii- 
maker,  one  of  the  directors  of  the  Victor  Co. 
and  supervisor  of  purchases.  He  explained 
the  policy  of  the  Victor  Co.  in  holding  such 
quantities  of  raw  material  in  reserve  in  order 
that  the  output  of  Victrolas  might  not  be  in- 
terrupted by  fluctuations  in  the  market  and  in 
the  sources  of  supply.  Uncertainty  in  both 
transportation  and  supply  these  days  makes  huge 
reserves  necessary,  he  pointed  out. 

On  each  day  of  the  week  the  travelers  were 
assembled  to  hear  talks  by  ofificials  of  the  com- 
pany outlining  new  or  established  policies,  and 
by  heads  of  the  various  departments  who  spoke 
in  an  inspiring  manner  about  their  work,  ex- 
plaining the  duty  of  every  Victor  man  to  main- 
tain the  standard  set  by  the  slogan  of  "Victor 
Supremacy."  As  a  result  of  these  daily  meet- 
ings the  travelers  felt  ready  to  carry  out  new 
and  more  intensive  plans  for  the  coming  year's 
work  in  every  part  of  the  country. 


While  business  was  much  in  evidence,  fun 
was  by  no  means  forgotten  and  the  travelers 
had  ample  opportunity  to  indulge  in  their 
favorite  sports.  On  Wednesday  afternoon  a 
large  gallery  followed  the  golf  tournament  held 
on  the  links  at  Cobb's  Creek  Park,  Philadelphia. 
The  winner  of  first  honors  was  C.  Lloyd  Eg- 
ner,  who  displayed  remarkable  form  and  even 
negotiated  the  difficult  fourth  hole  in  two.  Fol- 
lowing the  tournament  dinner  was  served  in 
the  club  house  and  this  in  turn  was  followed 
by  a  theatre  party  to  see  the  popular  Geo.  M. 
Cohan  musical  comedy,  "Mary,"  which  is  win- 
ning laurels  for  itself  on  its  devious  way  to 
Broadway. 

The  Victor  Co.  tendered  its  guests  a  dinner  on 
Friday  evening  at  the  Bellevue-Stratford  Hotel. 
The  affair  took  place  in  the  North  Garden  on 
the  roof  of  the  hotel  and  was  preceded  by  an 


informal  reception  held  hy  Ralph  L.  Freeman, 
director  of  -  distribution.  Mr.  Freeman  dis- 
cussed with  the  travelers  the  problems  of  his 
department  and  outlined  the  plans  by  which 
the  company  hopes  to  increase  the  efficiency  of 
the  distributing  machinerj'. 

Musical  entertainment  was  furnished  b}'  sev- 
eral of  the  popular  Victor  artists,  among  them 
being  Billy  Alurray,  Ralph  Biugha  m  and  others. 
The  travelers  themselves  were  not  to  be  out- 
done by  their  professional  friends  and  several 
volunteers  did  their  stunts  and  brought  forth 
loud  applause  from  their  friendly  audience. 

At  the  close  of  the  week  of  activity  and  pleas- 
ure a  hearty  vote  of  thanks  was  given  to  Trav- 
eling Department  Manager  Harry  A.  Beach  and 
his  assistants,  C.  Lloyd  Egner,  W.  G.  Garlan 
and  W.  E.  Witham. 


MADE  DISPLAY  AT  COUNTY  FAIR 

J.  H.  Mitchell  had  an  elaborate  display  of 
Fathe  phonographs  and  records  at  the  fair  held 
in  Hornell,  N.  Y.,  recenth'. 


\  ■QTlVT'CrnPC  WITH  OR  WITHOUT 
V^/^r>li>l 1  O  EQUIPMENT 


.  WE  CAN 
SHIP 
IMMEDIATELY 
LARGE 
or 

SMALL 
QUANTITIES 


These  High  Grade 
Cabinets,  made  in 
Mahogany, 'Wain  Lit 
and  Oak,  built  up 
to  the  standard  for 
which  our  product 
is  noted 


For  Descriptive  Matter  Address 

FUEHR  &  STEMMER  PIANO  CO.,  2701  So.  Wells  St.,  Chicago 


The  Talking  Machine  World,  New  York,  October  15,  1920 


Records 

To  Hear  isTo  Buy! 


Mamie  Smith 

Singer  of 

"BLUES" 


The  music  of  so  new 
a  flavor 


Exclusive 


Artist 


4113 

10-in. 

$1.00 


f  THAT  THING  CALLED  LOVE  Mamie  Smith  with  Orchestra 

YOU  CAN'T  KEEP  A  GOOD  MAN  DOWN  .    Mamie  Smith  with  Orchestra 


4169  r  CRAZY  BLUES— Popular  "Blues"  Song  .  Mamie  Smith  and  Her  Jazz  Hounds 
10-in.    IT'S  RIGHT  HERE  FOR  YOU  (If  You  Don't  Get  It— 'Taint  No  Fault 


$1.00 


O'Mine)   Mamie  Smith  and  Her  Jazz  Hounds 


GENERAL   PHONOGRAPH  CORPORATION 


OTTO  HEINEMAN.  President 


25  West  45th  Street, 


New  York  City,  N.Y. 


Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  111.      Toronto,  Can.      London,  Eng. 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


67 


WINDOW  DISPLAY  FEATURING^TWELFTH  OKEH  BULLETIN      BANQUET  FOR  A.  J.  KENDRICK 


The  accompanying  illustration  features  the 
window  display  prepared  by  Einson  Litho,  Inc.. 
in  connection  with  the 
twelfth  bulletin  of 
Okeh  records, 
which  the  General 
Phonograph  Corp.  is 
now  sending  to  its 
dealers.  This  display 
features  new  standard 
Okeh  records,  includ- 
ing renditions  of  fa- 
mous old  melodies 
that  will  always  re- 
tain their  popularity. 
The  color  scheme  is 
a  medley  of  attractive 
designs  that  will  show 
up  to  advantage  in  the 
dealer's  window.  Ein- 
son ■  Litho,  Inc.,  has 
prepared  a  series  of 
exceptionally  attrac- 
tive displays  for  Okeh 
records  that  are  being 
used  generally  b  y 
Okeh  dealers  every- 
where. They  have  not 
only  attracted  the  at- 
tention of  passersby. 


but  have  produced  tangible  sales  results  for  the 
dealers — a  point  worthy  of  consideration. 


cm 

SHOP, 


General  Sales  Manager  of  Phonograph  Division 
of  Brunswick-Balke-CoUender  Co.  Honored 
Upon  His  Recent  Visit  to  California 


Special  Okeh  Window  Featuring  Late  Record  Supplement 


REPORTS  UNUSUAL  PROGRESS 


San  Francisco,  Cal.,  October  3.— The  Mercantile 
Finance  Co.  of  this  city,  which  is  handling  com- 
mercial paper  and  collateral  loans,  is  growing 
rapidly,  and  the  officers  of  the  company  stated 
recently  that  the  demand  for  the  company's 
stock  has  increased  so  tremendously  that  the 
price  of  the  stock  is  now  $1.50  per  share,  where- 
as last  July  it  was  selling  at  $1  per  share. 

W.  A.  Miller,  secretary  of  the  company,  states 
that  this  increase  of  50  per  cent  in  such  a  short 
while  may  well  be  considered  remarkable,  but 


that  the  earnings  of  the  company  have  more 
than  warranted  this  increase,  and  within  a  short 
time  the  price  of  the  stock  will  probably  go 
higher. 


Los  Angeles,  Cal.,  September  25. — A  very  well 
attended  and  successful  dinner  and  banquet  was 
held  in  the  Hotel  Clark  in  honor  of  the  visit  of 
A.  J;  Kendrick,  general  sales  manager  of  the 
phonograph  division  of  the  Brunswick-Balke- 
Collender  Co.  About  seventy  guests  sat  down, 
consisting  of  Brunswick  dealers  from  all 
over  southern  California,  together  with  several 
special  guests,  including  Madame  Irene  Pav- 
loska,  of  the  Chicago  Grand  Opera  Company; 
Miss  Gertrude  Huntley,  gifted  pianist;  Leopold 
Godowsky,  famous  pianist  and  composer;  Mil- 
ton Diamond,  director  of  the  International  Con- 
cert Bureau,  and  L.  E.  Behymer,  noted  impres- 
sario.  The  banquet  was  given  by  the  local 
branch  of  the  Brunswick-Balke-Collender  Co. 
Howard  Brown  was  toastmaster  and,  as  local 
phonograph  sales  manager,  was  well  qualified 
to  introduce  everybody.  Songs  were  sung  by 
Mad'ame  Pavloska  and  heartily  applauded.  Miss 
Gertrude  Huntley,  who  was  introduced  by  Mil- 
ton Diamond  as  a  great  artist  of  the  near  future, 
played  several  beautiful  selections  on  the  piano. 
Speeches  were  made  by  Julius  Balke,  vice-presi- 
dent of  the  company;  Sales  Manager  Kendrick, 
Milton  Diamond,  L.  E.  Behymer,  General  Man- 
ager Anrhys,  of  the  Wiley  B.  Allen  Co.  The 
meeting  adjourned  early  in  order  to  enable  deal- 
ers who  came  from  a  number  of  nearby  towns 
to  return  home. 


Hutoff  &  Carlquist,  Dunsmuir,  Cal.,  have  re- 
cently secured  the  agency  for  the  Aeolian- 
Vocalion  and  plan  to  feature  that  instrument, 
together  with  Vocalion  records,  in  a  big  way. 


It's  nice  to  have  a  good  berth,  but  don't  make 
the  mistake  of  thinking  it  is  a  good  place  to  sleep 
in. 


REMOVES  TO  NEW  QUARTERS 

Albert  Willemin,  resident  partner  of  Moser 
&  Co.,  Bienne,  Switzerland,  manufacturers  of 
jeweled  points  for  the  talking  machine  industry, 
has  removed  his  headquarters  from  1977  Broad-' 
v/ay  to  303  Fifth  avenue,  New  York  City,  where 
he  has  opened  attractive  offices  on  the  sixteenth 
floor. 


No.  25  PERIOD  UNIVERSAL  TONE  ARM 


BALL  BEARING  PLAYS  ALL  RECORDS 


Sample 

Orders 

Solicited 


li 


Quantity 

Prices 

on 

Request 


FINISHED  IN  HIGHLY  BURNISHED  NICKEL  AND  GOLD 
SUITABLE  FOR  HIGH  CLASS  AND  MEDIUM  PRICE  TALKING  MACHINES 


The  Period  Tone  Arm  operates  on  a 
frictionless  swive]  connection  with  ball 
bearings,  which  give  regularity  of 
movement  and  prevent  sticking. 


A  simple  turn  makes  this  sound  box 
universal  without  the  necessity  of  extra 
attachment. 


The  construction  of  the  Period  Tone 
Arm  is  made  without  adjustment  screws 
or  springs,  thereby  eliminating  un- 
necessary small  parts. 


OUR  TONE  ARM  NO.  30  IS  SUITABLE  FOR  PORTABLE  TALKING  MACHINES 

The  Period  Tone  Arm  Corporation,  55  West  17th  Street,  New  York 


68 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


QLIALITY 


^^/s(n'jbufe</  in  the  Mctropoh'tqn  district  S^J^i^ork  State  bu 

M>M.aOEMER  SALES  COf^R.^ 

)  1 2 3  B  aO A  D WAY      :?5  t>i J'f  rcc^^ 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


69 


« 


The  Phonograph  of  Marvelous  Tone 


Making  Sales  PLUS 
In  Your  Phonograph  Department 


Why  be  satisfied  simply  with 
a  "good  average  trade"  when 
you  can  run  your  phonograph 
sales  up  without  adding  to  your 
selling  cost  ? 

It's  proved  by  dealers  every- 
where that  the  Vitanola  quickly 
puts  "Pep"  into  business  and 


brings  the  quick  turnovers  which 

mean  better  profits. 

You  will  find  the  secret  of 
bigger  sales  in  our  booklet 
'  'How  to  Make  a  Phonograph 
Department  Pay. ' '  Send  for 
this  and  sample  vest  pocket 
Catalog. 


VITANOLA  TALKING  MACHINE  COMPANY 

Executive  Offices,        1918  South  52nd  Avenue,  CICERO,  ILLINOIS 


70  THE    TALKING    MACHINE    WORLD  octobe,  15, 1920 


^ntbersial  Displayors— Talking  Machine  and  Music  Trades 


No.  538 


No.  560 


No.  501  No.  553 

WE  MANUFACTURE  OVER  FORTY  DIFFERENT  MODELS 

Order    Through   Your  Distributors 


No.  502 


No.  561 


ATLANTA,  GA. 
I.  W.  Becker 
Elyea  T.   M.  Co. 
Sonera   Dist.  Co. 

BALTIMORE,  MD. 

Cohen  &  Hughes 

E.  F.    Droop   &  Sons 
Eastern    Music  Shop 

BOSTON,  MASS. 
Eastern   T.    M.  Co. 
Kraft,   Bates  &.  Spencer 
Musical    Products  Co. 

F.  C.  Henderson 
National  T.   M.  Co. 

New    England    Phono.  Co. 
Phono.   Equipment  Co. 
Phono.   Supply  Co.  - 
S.  W.  Sharmat  &.  Son 
M.  Steinert  &.  Son  Co. 
BROOKLYN,    N.  Y. 
American  T.  M.  Co. 
Esco  Co. 
Grand  T.  M.  Co. 
Metropolitan  M.  R.  Co. 

BUFFALO,  N.  Y. 
W.  D.  &.  C.  N.  Andrews 
Buffalo  T.   M.  Co. 
Buffalo  Whsle.  Hdwe.  Co. 

BURLINGTON.  VT. 
American   Phono.  Co. 

CAMDEN,  N.  J. 
Victor  T.   M.  Co. 

CEDAR    RAPIDS,  lA. 
Churchill   Drug  Co. 
CELINA,  0. 
Harponola  Co. 

CHICAGO.  ILL. 
Putler  Bros. 

Chicago  Mus   Sales  Co. 
Chicago  T.  M.  Co. 
Cole    &    Dunas  Co. 
Consolidated   T.    M.  Co. 
Cummings,   Forster  Co. 
Empire  T.  M.  Co. 
F.  J.  A-  Forster  Music  Co 
Fuller.  Morrison  Co. 
Lakeside   Supply  Co. 
James    I.  Lvons 
McKinley    Music  Co. 
Noble  Supply  Co. 
Phonograph  Co. 
Van   Houten   &  Zoon  Co. 
Wade  T.   M.  Co. 
R.  Wurlitzer  Co. 
H.  A.  Weymann  Co. 

CINCINNATI,  0. 

Aeolian  Co. 

Asso.  Music  Pub.  Co. 

Phonograph  Co. 

R.   Wurlitzer  Co. 

CLEVELAND.  0. 
Cleveland  T.  M.  Co. 
Fischer  Co. 
Phonograph  Co. 

COLUMBUS.  0. 
Perry  B.  Whitsit  Co. 

DALLAS.  TEX. 
Harbour.   Longmlre  Co. 
Sanger  Bros. 
Sonora   DIst.  Co. 
Geo.    W.    Stoltc  Co. 
Walthall  Co. 

DENVER.  COLO. 
Columbia   Stores  Co. 
Knight.   Campbell  Co. 
Moore,  Bird  &.  Co. 

OES   MOINES,  lA. 
MIckel  Bros. 

DETROIT,  MICH. 
Wallace  Brown 
Okeh    Record    DIst.  Co. 
Phonograph  Co. 
ELMIRA.    N.  Y. 
Elmlra    Arms  Co. 


EL  PASO,  TEX. 
W.   G.   Walz  Co. 

GRAND  RAPIDS,  MICH. 
Chas.   W.    Kalder.  Inc. 
HOUSTON,  TEX. 
Southern    Drug  Co. 
Talking    Mach.  Co. 

INDIANAPOLIS.  IND. 
Stewart  T.   M.  Co. 
JACKSONVILLE,  FLA. 
Florida  T.   M.  Co. 
KANSAS   CITY,  MO. 
J.  W.  Jenkins  Sons  M.  Co. 
Richardson,  Conover  Hdwe.  Co. 
Schmelzer  Arms  Co. 
Phonograph  Co. 
Wm.   Voelker  Co. 

LINCOLN,  NEBR. 
Ross  P.  Curtice  Co. 

LOS  ANGELES,  CAL. 
Starr  Piano  Co. 
Southern   Cal.    Music  Co. 

MEMPHIS,  TENN. 
Hessig- Ellis  Drug  Co. 
MILWAUKEE,  WIS. 
Badger  T.   M.  Co. 
E.  R.  Godfrey  t  Sons 
Hoefiler  Phono.   Mfg.  Co. 
Yahr  &.  Lange  Drug  Co. 

MINNEAPOLIS.  MINN. 
Beckwith,  O'Neill  Co. 
Minneapolis   Drug  Co. 
Stone  Piano  Co. 

NASHVILLE,  TENN. 

Gray  &.  Dudley  Hdwe.  Co. 

NEWARK,   N.  J. 
Colllngs  &.  Co. 

NEWBERN.    N.  C. 
Scott  Register  Co. 

NEW    ORLEANS.  LA. 
Philip   Werlein.  Ltd. 
Diamond  Phono.  Co.  , 

NEW  YORK,  N.  Y. 
Aeolian  Co. 

Cabinet   &   Accessories  Co. 
C.    Bruno    &  Sons 
Century  Music  Pub.  Co. 
Crown   Music  Co. 
Columbia  Graph.  Co. 
Chas.  H.  Ditson  Co. 
Emerson  Phono.  Co. 
Entfrprise  Music  Co. 
Knickerbocker  T.   M.  Co. 
Plaza  Music  Co. 
New   York  T.   M.  Co. 

OKLAHOMA   CITY,  OKLA. 

Alexander  Drug  Co. 

Harbour.    Longmlre   Phono.  Co. 

OMAHA.  NEB. 

Beebe  &  Runyan  Furn.  Co. 

E.  E.  Bruce  &  Co. 
Ross  P.  Curtice  Co. 

F.  &  S.   Phono.  Co. 
A.   Hospe  Co. 
MIckel  Bros. 
>Paxton,   Gallagher  Co. 

M.    E.    Smith    &  Co. 
Wright   &  Wllhemy 

PEORIA,  ILL. 
Putnam,   Page  Co. 
PHILADELPHIA,  PA. 
Emerson  Phono.  Co. 
GIrard  Phono.  Co. 
Heath   &  Gorham 
Interstate   Phono.  Co. 
Penn  Phono.  Co. 
Philadelphia   Showcase  Co. 
M.  D.  Swisher. 


PITTSBURGH,  PA. 
Buehn  Phono.  Co. 
Clarke  Musical  Sales  Co. 
W.  F.  Frederick  Co. 
National  Phono.  Co. 
Reed  Co. 

Standard  T.  M.  Co. 

PORTLAND,  ME. 
Cressey   &  Allen 
PORTLAND,  ORE. 
Sherman,  Clay  Co. 
RICHMOND,  VA. 
Corley  Co. 

Crafts,   Starr   Phono  Co. 
C.    B.    Haynes   &  Co. 
Roundtree  Corp. 

ROCHESTER,    N.  Y. 
E.  J.  Chapman 

SALT   LAKE   CITY,  UTAH. 
Columbia  Stores  Co. 
Salt  Lake  Hdwe.  Co. 
John   Elliot  Clarke  Co. 
Strevell,   Paterson   Hdwe.  Co. 

SAN  FRANCISCO,  CAL. 
Sherman,  Clay  &  Co. 
Stern  T.   M.  Co. 

SEATTLE,  WASH. 
Sherman,  Clay  &  Co. 

SIOUX   CITY.  IOWA 
Harger   &.  Blish 

SPRINGFIELD,  MASS. 
Commonwealth    Phono.  Co. 

SPRINGFIELD,  MO. 
L.   E.  Lyons  Music  Co. 

SPOKANE,  WASH. 

Emerson  Washington  Sales  Co. 

Northwest    Phono.  Jobbers. 

ST.    LOUIS.  MO. 
Associated    Furn.  Mfgrs. 
Koerber-Brenner  Co. 

SYRACUSE,  N.  Y. 
W.    D.    Andrews  Co. 

TAMPA,  FLA. 
Tampa    Hdwe.  Co. 

WASHINGTON.    D.  C. 
Cohen  &  Hughes 
0.  J.   DeMoll  &  Co. 
E.   F.   Droop  &  Son 
R.    C.     Rogers  Co. 

WHEELING,   W.  VA. 
Hillman   Phono.  Co. 
R.   W.   Tyler  Co. 

CANADA 

Berliner  Gramophone  Co. 
Columbia   Graph.  Co. 
His  Master's  Voice.  Ltd. 
Western   Gramophone  Co. 

CUBA 

A.  Mclendez 
HOLLAND 

Fr.  Waldthausen  Co. 

NEW  ZEALAND 
E.  J.   Hyams,  Ltd. 

SOUTH  AMERICA 
Lajous    AlthofT  Co. 
Pratt  &  Brake  Corp. 
Wm.    H.  Howard 


Na.  563 


No.  505 


^nibersial  Jfixture  Corporation 


133  WEST  23rd  STREET 
NEW  YORK  CITY 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


71 


When  Crumlt  sings  ''My  Little  Bimbo  Down 
on  tlie  Bamboo  Isle"  everybody's  going  to 
laugh.  You'll  laugh  again  with  him  in 
''She  Gives  Them  All  the  Ha-Ha-Ha."  Order 
early.  A-2981. 


Columbia  Graphophone  Co. 

NEW  YORK 


NEW  CONCERN  OPENS  IN  NEW  YORK 


Eastern  Phonograph  Corp.,  of  Which  Geo.  Seif- 
fert  Is  President  and  Manager,  Opens  at  100 
West  Twenty-first  Street  as  Wholesalers  for 
Pathe,  Actuelle  and  Modernola  Lines 


George  Seiflfert  needs  no  introduction  to  the 
trade.  Through  the  period  of  time  that  he  rep- 
resented the  Modernola  Co.,  of  Johnstown,  Pa., 
he  built  up  not  only  a  substantial  volume  of 
business  for  this  company  but  made  many  firm 
friends  for  himself  throughout  the  trade.  Mr. 


The  Eastern  Phonograph  Corp.  has  been  re- 
cently formed  to  wholesale  the  Pathe  and  Ac- 
tuelle machines  and  records  and  the  Modernola. 
Attractive  headquarters  for  the  new  corporation 
have  been  fitted  out  at  100  West  Twenty-first 
street,  New  York  City.  No  expense  has  been 
spared  in  providing  a  suitable  setting  for  the 
display  of  these  well-known  hues  and  in  pro- 
viding facilities  for  giving  maximum  service  to 
the  many  dealers  served.  The  main  entrance 
opens  into  the  general  offices  of  the  company 
adjoining  which  is  the  private  office  of  George 
Seififert,  president  and  general  manager,  and 
which  has  been  fitted  out  richly  and  with  every 
convenience  for  his  efficient  handling  of  the 
executive  end  of  the  business.  Opening  from 
Mr.  Seiffert's  office  is  an  equally  sumptuous  con- 
ference room  which  will  be  placed  at  the  con- 
venience of  visiting  dealers.  To  the  left  of 
the  office  is  a  display  room  where  a  complete 
line  of  Pathe'  phonographs,  Actuelles  and  Mod- 
ernolas  are  on  display  at  all  times.  Exceptional 
taste  has  been  taken  in  providing  harmonious 
decorations  for  this  room  and  the  effect  is  very 
pleasing.  Across  the  hall  is  a  spacious  stock 
room  for  machines.  A  system  of  record  racks 
has  been  installed  for  the  keeping  of  records. 
Large  windows  in  every  room  make  the  maxi- 
mum amount  of  daylight  possible  and  the  head- 
quarters of  the  Eastern  Phonograph  Corp.  may 
well  be  included  among  the  most  attractive. 


successful  in  opening  a  substantial  number  of 
new  dealers  for  Pathe  products.  This  organi- 
zation has  the  exclusive  distributing  rights  for 
the  Modernola  Co.  in  Maine,  New  Hampshire, 
Vermont,  Massachusetts,  Rhode  Island,  Con- 
necticut, New  Jersey,  Delaware  and  eastern 
New  York,  including  New  York  City  and  Phila- 
delphia. 


FIRST  RECORDS  BY  JOHN  C.  THOMAS 


Popular  Baritone  and  Star  of  "Apple  Blossoms" 
^      Makes  First  Vocalion  Records 


The  features  of  the  Vocalion  record  bulletin 
for  October  are  the  first  recordings  by  John 
Charles  Thomas,  the  noted  baritone  and  latest 
addition  to  the  list  of  Vocalion  artists.  The 
first  of  Mr.  Thomas'  records  are  "Little  Girls, 
Good-bye"  and  "You  Are  Free,"  in  which  Mr. 
Thomas  sings  a  duet  with  Lucille  Rene.  Both 
r.umbers  are  from  the  operetta  "Apple  Blos- 
soms," for  which  Fritz  Kreisler  supplied  the 
score,  and  are  particularly  fitting  selections  in- 
asmuch as  Mr.  Thomas  created  the  leading  role 
in  the  production. 


George  Seiffert 

SeifTert  is  also  an  enthusiast  over  the  Pathe  line 
and  with  two  well-known  lines  of  phonographs 
expects  to  build  up  big  business  for  the  Eastern 
Phonograph  Corp.  In  anticipation  of  this  busi- 
ness a  well-organized  sales  stafif  and  sales  plan 
has  been  inaugurated.  Mr.  Seiffert  has  already 
well  developed  the  field  for  the  Modernola  Co., 
and  although  he  has  only  handled  the  Pathe 
line  for  -a  short  time  he  reports  that  he  has  been 


THE  AEOLIAN=VOCALION  IN  OREGON 

Weeks  &  Orr,  Medford,  Ore.;  H.  J.  Winters, 
Klamath  Falls,  Ore.,  and  W.  C.  Crawford^  Pen- 
dleton, Ore.,  are  numbered  among  those  who 
have  taken  the  agency  for  the  Aeolian-Vocalion 
in  that  State  recently  through  the  Aeolian  Co. 
of  California. 


R.  L.  Reed  has  just  opened  a  new  talking  ma- 
chine store  in  Redlands,  Cal, 


The  Sort  of  Service 


THAT  MAKES  FOR 


Better  Victor  Merchandising 


DITSON 


VICTOR  EXCLUSIVELY 


OLIVER  DITSON  CO. 
Boston    -    -    -  Mass. 


CHAS.  H.  DITSON  &  CO. 
New  York    -    -    -     N.  Y. 


72 


THE    TALKING   MACHINE  WORLD 


October  15,  1920 


THE  PHONODEIK  MAKES  ACCURATE  SCIENTIFIC  TESTS 


Use  of  Prof.  Miller's  Invention  in  Perfecting  Vocalion  Records  Being  Brought  to  the  Attention 
of  Salesmen  and  Dealers  by  Thos.  P.  RatclifF,  of  the  Vocalion  Laboratories 


One  of  the  features  of  Vocalion  record  pro-  dealers  by  Thomas  P.  Ratcliff.  of  the  Vocalion 

duction   that  is  proving  of  particular  interest  laboratories. 

to  an  increasing  number  of  Vocalion  dealers  The  Phonodeik  itself  is  the  invention  of  Prof, 

throughout  the  country  is  the  use  of  the  ap-  Dayton  Miller,  and  the  apparatus  has  already 

paratus  known  as  the  Phonodeik,  for  the  pur-  been  described  in  detail  in  The  World  from  a 

pose  of  making  accurate  scientific  tests  of  the  purely  scientific  angle.     The  practical  applica- 


an  apparatus  that  photographs  the  sound  waves, 
the  loudness  of  the  sound  being  represented  by 
the  height  of  the  waves.  The  pitch  in  turn  is 
represented  by  the  wave  length. 

Mr.  Ratcliff  tells  in  an  interesting  way  of  the 
building  up,  and  in  turn  the  analysis,  of  certain 
tones  in  order  to  determine  the  fundamentals 
upon  which  all  calculations  are  based.  The 
simplest  possible  musical  tone  has  a  sound  wave 
that  corresponds  nearly  to  a  tuning  fork  wave, 
while  complicated  tones  are  made  up  of  a  com-^ 


Tone  wave  of  an  orchestral  record  of  Tschaikowsky's  "Marche  Slav"  made  visible  to  the     eye  by  means  of  the  Phonodeik,  an  apparatus  developed  by  Prof.  Dayton  C.   Miller,  the 

noted   acoustician.     It   was   taken   at    the    Case    School    of   Applied    Science,    Cleveland,  O, 


reproductive  qualities  of  each  Vocalion  record 
in  order  to  insure  the  greatest  possible  ac- 
curac}-. 

The  constant  use  of  the  Phonodeik  in  the 
Vocalion  laboratories  was  not  particularly  em- 


tion  of  the  principle,  however,  makes  an  under- 
standing of  it  particularly  desirable  just  now 
Mr.  Ratcliff  in  his  lectures  uses  tuning  forks, 
a  Vocalion  and  human  voices  to  show  the  dis- 
tinctive features  of  the  various  sound  waves 


bination  of  tuning  fork  tones  of  various  pitches 
and  intensit}-.  With  the  Phonodeik  it  is  possible 
to  photograph  the  tone  in  order  that  it  may  be 
anah-zed  into  its  component  parts.  If  the 
phonograph  is  reproducing  an  oboe  tone  it  is 


TUXIXG  FORK — The  tone  of  a  scientifically  mounted 
tuning  fork  is  absolutely  devoid  of  pai^ial  tones.  Hence 
the  tone  wave  it  creates  is  entirely  free  from  the 
irregularities  found  in  other  tone  waves  which  are 
caused   by  their   partial  waves. 

phasized  until  recently,  when  representatives 
and  salesmen  have  been  made  acquainted  with 
the  process  through  a  series  of  illustrated  lec- 
tures given  before  conventions  of  salesmen  and 


VIOLIN — The  tone  of  the  violin  has  many  partial  tones. 
None  of  these  are  aggressively  dominant,  however,  hence 
the  fluent,  smooth  qtiality  of  the  instrument.  This  is 
shown  in  the  photograph  of  its  tone  wave. 

Sound,  as  is  generally  known,  is  produced  by 
vibrations,  which  disturb  the  air  particles  to 
certain  degrees  of  intensity  and  force  the  sound 
v.aves  against  the  ear  drum.    The  Phonodeik  is 


HUMAN  \'OICE — This  tone  wave  was  created  by  pro- 
nouncing the  vowel  sound  "Ah."  The  voice  is  par- 
ticularly rich  in  partial  tones,  some  voices,  indeed, 
containing  as  many  as  forty  that  are  appreciable. 

possible  by  the  comparison  of  its  analyzed  com- 
ponents to  tell  whether  they  are  true  to  the 
standard  components  of  the  oboe  tone.    If  the 
(Continued  on  page  74) 


Do  you  want  these  good  Customers? 


Pla\)ing  hill-and-dale  record 


Edison  Owners  are  good  Customers  for 
YOU  if  you  sell  them  the 

KENT 

Master  Adapter 

The  illustrations  show  how  it  is  instantly 
adjusted  to  play  ANY  kind  of  d  ISC  record. 

And  when  these  Customers  come  back  for 
more  and  more  records  they'll  tell  you  that 
the  "Kent  Master"  plays  each  record  at 
its  best. 

That  pleases  them  and  pays  you. 

May  we  tell  you  about  it? 


F/apmg  laleral-cul  record 


Here  is  another  message  to 
DEALERS  and  MANUFACTURERS 

Besides  the  Kent  Master  Adapter  we  manufacture 
several  other  attachments  for  Edison  and  Victor 
Machines,  as  well  as  Tone  Arms  and  Sound  Boxes. 
When  you  know  about  these  you  will  agree  that 
they  "Win  their  way  by  their  play."  Furthermore, 
we  carry  large  stocks  of  steel,  sapphire  and  diamond 
points. 


Registered  in  U  S  Pat  Office 


F.  C.  KENT  COMPANY 

IRVINGTON,  N,  J. 


October  15,  1920  THE    TALKING    MACHINE    WORLD  73 


74 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


PHONODEIK  MAKES  ACCURATE  TESTS 

(C  ontiv.ued  from  page  72) 

phonograph  tone  is  untrue  the  experimenter  has 
a  remedy  by  varying  the  size  of  the  diaphragm 
and  the  shape  of  the  sound  chamber  or  horn 
until  true  results  are  obtained. 

The  diaphragm  in  itself  corresponds  with  the 
resonator  box  of  the  tuning  fork  or  the  sound- 
ing board  of  the  piano,  and  when  a  large  dia- 
phragm is  combined  with  proper  sound-box 
construction,  it  brings  out  the  fundamental  and  . 
lower  partials  in  due  proportion.  The  air  space 
in  the  tone  arm  and  horn  takes  the  place  of  the 
air  space  in  the  tuning  fork  resonator,  or  in  the 
body  of  the  violin.  A  regular  shaped  resonator 
will  reinforce  onlj-  a  single  pitch,  while  a  flar- 
ing resonator  will  reinforce  a  range  of  pitches. 

In  his  lectures  Mr.  Ratclifif  points  out  that 
the  best  horn  has  rigid,  unyielding  walls,  for 


Thomas  P.  Ratclifl 
it  is  not  supposed  to  act  as  a  sounding  board 
and  serves  merely  to  resist  the  compression 
of  the  contained  air  due  to  passing  sound  waves. 
He  takes  pains,  of  course,  to  describe  wherein 
the  entire  Vocalion  reproducing  apparatus  is 
built  for  the  purpose  of  making  the  reproduc- 
tion clear  and  natural  rather  than  loud. 

Dealers  who  have  heard  the  lecture  have  in 
many  instances  been  able  to  use  the  informa- 
tion thus  gained  to  distinct  advantage  in  sell- 
ing talks  concerning  Vocalion  records,  empha- 
sizing particularly  the  scientific  accuracy  with 
which  the  tests  are  made. 

During  the  next  few  months  Mr.  Ratcliff  will 
appear  on  several  occasions  before  the  public  to 
explain  the  Phonodeik  and  its  practical  use  in 
testing  the  Vocalion  records.  Early  this  month 
his  lecture  was  one  of  the  features  of  the  open- 
ing program  of  the  new  Vocalion  department  in 


AUTOMATIC 

COVER  SUPPORT 


No.  1287 


SIMPLE  —  SUBSTANTIAL 
DEPENDABLE 


Continuous  Hinges 
Automatic  Stops 
Needle  Rests,  Etc. 


Finished  in 

GOLD 

SILVER 

NICKEL 

COPPER 

BRASS 

Write  for  Catalogue 

WEBER -KNAPP  CO. 

JAMESTOWN,  N.  Y. 


the  Kaufmann  &  Baer  department  store,  Pitts- 
burgh, Pa.,  and  aroused  much  interest. 


NEW  FACTORY  FOR  PIKNIK 


Active  Demand  for  Piknik  Phonograph  Necessi- 
tates Purchase  of  New  Plant — Heavy  Export 
Trade — Nev7  Distributors  Recently  Appointed 


The  Piknik  Portable  Phonograph,  Inc.,  of 
I.akewood,  N.  J.,  reports  that  the  demand  for  its 
instrument  has  become  so  active  that  it  is  com- 
pleting plans  for  the  leasing  of  another  factory 
at  Lakewood  in  order  to  take  care  of  Christ- 
mas business.  The  Piknik  is  unique  in  its  de- 
sign, and  embodies  many  distinctive  features 
that  have  won  the  approval  of  the  dealer. 

One  of  the  most  interesting  factors  of  the 
company's  business  is  the  steady  growth  of  its 
export  trade.  Among  the  companies  who  are 
handling  the  line  for  export  are  the  Charmel 
Trading  Co.,  Mdchior,  Armstrong  &  Dessau  and 
the  Delpheon  Sales  Co.  of  New  York.  Recent 
appointments    of   distributors    include  Ziegler, 


Baker  &  Johnson,  Xew  York,  and  J.  H.  Cum- 
mings,  of  Chicago. 

One  of  the  companj-'s  traveling  representa- 
tives returned  recently  from  a  trip  through 
Pennsylvania,  and  reports  excellent  conditions 
in  this  State.  Another  member  of  the  travel- 
ing staff  is  now  visiting  the  trade  in  the  South 
in  response  to  man}'  inquiries  that  have  been 
received  for  Piknik  representation  in  this  ter- 
ritory. 


MUSIC  SCORE  IN  BRAILLE 


A  blind  man's  band  in  Toronto.  Canada,  is 
composed  of  twenty-six  men,  each  of  whom 
prepares  his  own  music  score  in  Braille  charac- 
ters, first  having  listened  to  the  playing  of  it 
by  a  seeing  musician.  The  leader  adopts  this 
method  with  every  member.  Everything  prac- 
ticed and  plaj'ed  by  the  band  is  memorized  as  a 
matter  of  necessity.  Some  of  the  musicians  are 
soldiers  who  lost  their  sight  in  the  late  world 
war. 


Check  Up  These  Features — 
Sell  the  Only  Phonograph  That  Has  Them  All 

Don't  waste  your  time  trying  to  sell  a  phonograph  with  only  one  or  two  claims  to  distinction—  Sell  the 
"Wonder  Instrument"  that  combines  all  the  best  points  of  all  other  machines,  and  has  additional 
features  possessed  by  no  other. 


The  Brooks  Automatic  Repeating  Phonograph 


1.  Plays  and  repeats  automatically 
any  make  of  record  any  desired 
number  of  times,  then  stops  auto- 
matically with  the  tone  arm  sus- 
pended in  the  air. 

2.  Plays  6  to  8  ten-inch  records  with 
one  winding. 

3.  Has  a  tone  quality  not  excelled  by 
any  other  machine,  regardless  of 
price. 


Has  the  most  accessible  working 
mechanism.  It  can  be  removed 
for  oiling  by  loosening  4  thumb 
screws. 

Has  a  counterbalanced  lid  support 

(no  braces  needed). 

Has  large,  easy-rolling  casters. 

Has    doors    equipped    with  ball 

catches. 


back, 


8.  Is    finished    equally  well 
front,  sides  and  top. 

9.  Has  ample  space  back  of  the 
shelves,  accessible  through  rear 
door. 

10.  Has  an  efficient  tone  volume 
regxilator. 

11.  Is  equipped  with  a  lever  device 
permitting  use  with  or  without 
automatic  repeating  feature. 


Dealers  in  New  York  Slate  and  immediate  vicinity  are  advised  to  communicate 
•with  us  very  quickly  if  they  are  interested  in  a  big  sale  of  phonographs  this  season. 

Wi)t  Wdiitx^  $c  Parrp  Corporation 

256  Main  Street  BUFFALO,  N.  Y. 

We  are  the  LARGEST  Distributors  of  Brooks  Automatic  Repeating  Phonographs  in  the  United  States. 


rl\e  First  Reallij  Complele  Phonoqrapli 


The  Principles  and  Practice 
Which  Govern  Sphinx  Production 

While  the  phenomenal  service  rendered  by  the  Sphinx  would  be  impos- 
sible were  it  not  for  the  scientifically  correct  engineering"  principles  embodied 
in  its  design,  the  perfect  reproduction  of  that  design  on  a  quantity  basis  is  of 
equal  importance. 

Every  step  in  the  production  of  the  Sphinx  is  governed  by  fixed  and  inflex- 
ible manufacturing  practice.  No  deviation  from  the  established  standardiza- 
tion of  materials  is  allowed.  No  slightest  departure  from  absolute  precision  of 
workmanship  is  tolerated.  No  relaxation  from  the  untiring  vigilance  exercised 
in  the  supervision  of  every  phase  and  process  of  its  production  is  permitted. 
By  these  methods,  and  these  alone,  is  made  possible  the  absolute  and  permanent  .. 
uniformity  of  results  demanded  and  secured. 

Investigate  the  Sphinx  NOW;  prompt  deliveries  are  assured. 


SPHINX  GRAMOPHONE  MOTORS,  Inc. 

512  Fifth  Avenue         -:•         -:-         -:-         -:-         New  York 


I 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


75 


CUT  YOUR 


EUROPEAN  CONDITIONS 

CAREFULLY  ANALYZED 


Jas.  A.  Crabtree,  Vice-president  of  the  Inter- 
national Mica  Co.,  Makes  Report  Regarding 
Conditions  in  Talking  Machine  Industries  in 
England,  France  and  Belgium,  Where  He  Has 
Been  Traveling  Extensively 


James  A.  Crabtree,  vice-president  of  the  In- 
ternational Mica  Co.,  Philadelphia,  Pa.,  who  is 
visiting  the  various  European  industrial  centers, 
has  sent  The  Talking  Machine  World  a  valuable 
and  interesting  report  on  foreign  trade  condi- 
tions. 

Up  to  the  time  of  his  report  Mr.  Crabtree  had 
visited  England,  France  and  Belgium.  In  all  of 
these  countries  he  reports  the  talking  machine 
industry  very  active.  This  condition  he  believes 
has  been  caused  by  the  inhabitants,  as  an  after- 
math of  the  war,  turning  to  the  lighter  pleasures, 
such  as  music,  cabarets,  dancing,  etc.,  resulting 
in  an  increased  demand  for  the  talking  machine 
and  other  musical  instruments.  Mr.  Crabtree 
further  reports  that  the  native  products  have  not 
improved  noticeably  within  the  past  five  years 


James  A.  Crabtree 

and  are  still  somewhat  undeveloped.  This  is 
evidenced  by  the  fact  that  practically  few  of  the 
machines  are  cabinet  models,  but  merely  the 
smaller  and  cruder  designs. 

'-•The  European  field  at  this  time  affords  a 
particularly  good  opportunity  for  the  American 
manufacturer  for  export  business,"  Mr.  Crabtree 
states,  "because  of  the  demand  being  consider- 
ably greater  than  the  supply  and  labor  condi- 
tions being  in  such  very  bad  shape  that  quan- 
tity and  quality  production  is  impossible.  It  is 
an  exceedingly  difficult  matter  to  obtain  labor 
and  impossible  to  have  it  work  conscien- 
tiously. Labor  conditions  in  England  and 
P'rance  are  very  poor,  with  a  slight  improve- 
ment noticeable  in  Belgium,  and  wages  remain 
excessive." 

Mr.  Crabtree  reports  that  the  export  business 
is  practically  all  done  on  a  cash  against  docu- 


USE 

PAPER 


H.  G.  NEU  &  CO. 

PAPER  TWINE 
ENVELOPES 


w 


108  Worth  Street 

Franklin  2049 


New  York 


ment  basis,  and  quotations  may  be  based  f.  o.  b. 
seaboard,  either  country,  and  with  or  without 
c.  i.  f.  (cost,  insurance,  freight).  It  is  prefer- 
able, however,  to  base  quotations  as  near  as  pos- 
sible to  the  consumer.    He  remarks  further: 

"The  matter  of  placing  the  various  talking 
machine  products  in  these  countries  is  as  fol- 
lows: First,  through  the  various  export  houses; 
secondly,  through  the  various  dealers  in  the  im- 
portant cities;  thirdly,  by  establishing  a  central 
agency  in  each  of  the  respective  countries,  with 
exclusive  right  to  place  the  products  with  the 
various  dealers  in  said  countries.  There  are 
also  several  publications  and  other  mediums 
available  for  fostering  the  export  business,  such 
as  the  Bureau  of  Foreign  and  Domestic  Com- 
merce, Nineteenth  and  Pennsylvania  avenues, 
Washington,  D.  C;  Foreign  Bureau  of  the  Com- 
mercial Museum,  Thirty-fourth  and  Spruce 
streets,  Philadelphia,  Pa.;  the  American  con- 
sulates in  the  respective  cities  and  the  various 
American  Chambers  of  Commerce,  such  as  exist 
in  Brussels,  Belgium,  etc.  All  of  the  above  in- 
stitutions, I  found  most  happy  to  assist  Amer- 
ican manufacturers  wherever  and  whenever 
possible. 

"Some  idea  as  to  the  tremendous  importance 
of  export  business  can  be  obtained  by  referring 
to  the  total  exports  from  this  country  for  the 
m.onth  of  March  of  this  year,  which  totaled  over 
$820,000,000  for  this  one  month  alone,  while  ex- 
ports of  musical  instruments  in  June,  a  compara- 


tively poor  month,  totaled  considerably  over  a 
million  dollars. 

"It  is  therefore  noted  that  we  have  a  sub- 
stantial hold  in  the  foreign  countries,  and  that 
'Made  in  America'  is  slowly  but  steadily  replac- 
ing the  previous  trade-marks,  and  it  is  my  firm 
belief  that  with  the  proper  amount  of  American 
business  'pep'  and  energy  the  American  talking 
machine  and  accessory  exports  should  show  re- 
markably increased  totals  one  year  hence.  The 
Iriternational  Mica  Co.  is  ready  to  place  its 
knowledge  of  conditions  at  the  disposal  of  the 
industry  and  to  assist  in  any  way  possible  in 
promoting  a  good,  healthy  and  steady  export 
business  for  the  talking  machine  industry." 


NEW  VICTOR  TRAVELER  IN  OHIO 

F.  C.  Erdman  has  been  appointed  traveling 
representative  for  the  Victor  Talking  Machine 
Co.  in  the  Ohio  territory,  of  which  Cleveland 
is  the  center.  He  succeeds  Otto  May,  who  was 
recently  transferred  to  the  California  district. 
Prior  to  leaving  Cleveland  Mr.  May  was  ten- 
dered a  theatre  party  and  supper  by  his  many 
friends  in  the  local  trade. 


The  value  of  salesmen  must  be  measured  by 
definite  facts  and  definite  figures.  No  matter 
what  conditions.,  are,  it  is  the  result  which:  must 
in  the  end  count. 


The  "Don"  Variable  Tone  Needle 

The  "all-in-one"  phonograph  needle  which  enables  you  to  play  all  lateral  cut  records 

in  any  degree  of  tone  desired 

— Loud  Tone  — Medium  Tone  — Soft  Tone 

Without  removing  the  needle  from  the  sound  box.    The  needle  point  is  adjustable. 

When  set  as  indicated  above  the  various  gradations  of  tone  are  possible. 

The  "Don"  Variable  Tone  Phonograph  Needle  is  scientifically  constructed  throughout. 

The  ''Don''  Plays  1000  Records  Perfectly 

And  the  one-thousandth  playing  will  be  as  clear  as  when  used  on  the  first  record. 
The  needlepoint,  when  worn  out  can  be  replaced  without  trouble  or  annoyance. 
Retail  Price  Complete,  $1.00  Refiller  Points  25  cents  each 

JOBBERS  AND  DEALERS  WRITE  FOR  QUOTATIONS 
Sole  Distributors 

Frank  J.  ffART 
^.SoUTHERJi&LIFORKIA 

332  -  334  SOm  BROASWy.  LOS  ANGELES. 


— For  Soft  Tone  extend  point  tKus:  — 
—  ror  Med  ium  Tone  extend  point  tKus:- 
— For  Loud  Tone  extend  point  tKus:  - 


76 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


FOR 

Steamships, 
Theatres  and 

Dancing, 
Entertainment 

or  Novelty 
and  Numerous 
Other  Purposes 


Patented  in  U.S.A. and  Foreign  Countries 


FOR 
Schools, 

Clubs  and 

Colleges,  or 

Parks,  Camps, 

Summer  Resorts, 

Public  Speaking 

and  Announcing 


Music  and  Voice  Telemegafone 


Muslo  Master 
22"  Horn 


Increases  the  volume  of  any 
Phonograph  many  times 


Music   transmitted  elec- 
tricaliy  from  tone*arm 


Teiemeuafone  that  repro- 
duces   music    and  voice 
-faitiifuily 


Two    wires    connect      Volume  of  sound  regulated  from  very  weak 
to    6-volt    storage  strong 
battery 


Territory  Rights  Available  in  all  parts  of  United  States 


President 
Wilson 

used  the 
Magnavox 
Telemegafone  to 
talk  to  50,000 
people  at 
San  Diego 

Vice-President 
MarshaWs 

voire  was  carried  to 
the  lower  of  the 
Trinity  Church  in 
Washington.  D.  C, 
and  reproduced 
with  sufficient 
volume  to  he  heard 
over  the  greater 
part  of  the  city. 


The   Home   of   Magnavox    Telemegafonea,    and    the    famotia*  anti-noise   Marine,    Commercial  and 

Airplane  Telephones 

WRITE  FOR  BULLETIN  No.  22520 

THE  MAGNAVOX  COMPANY 


The 

President's 

Victory  Loan 

message  was  trans- 
milted  by  wireless 
telephone  from  an 
airplane  and  repro- 
duced to  21.000 

people  at  the 
Treasury  Bldg., 
Washington,  D.  C. 

This 
Instrument 

has  also  been  used 
with  great  success 

by  Secretary 
Daniels.  Admiral 
Sims  anil  many 
other  prominent 
public  speakers. 


2701-276S  East  14th  Street 


Oakland,  California 


PACIFIC  COAST  DISTRIBUTORS  OF  SONORA  PHONOGRAPHS 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


77 


MAGNAVOX  DISTRIBUTORS 

FOR  MV-1  EQUIPMENT 


DISTKIBUTOE 
GRIFFITH  PIANO  COMPANY 
605  Broad  Street 
Newark,  New  Jersey 

THE  MUSICAL  SUPPLY  & 

EQUIPMENT    COMPANY,  INC. 
221  Columbus  Ave. 
Boston,  Mass. 

PHILADELPHIA   SHOW   CASE  CO. 
123  North  13th  Street 
Philadelphia,  Pa. 

SONORA    DISTRIBUTING  CO. 
1707  Elm  Street 
Dallas,  Texas 


TEmBITORY 

In  the  State  of  New  .lersey,  counties  of;  Monmouth, 
Union,  Essex,  Bergen,  Warren,  Morris,  Somerset, 
Hunterdon,   Middlesex,   Hudson,   Passaio  and  Sussex 

Slates  of  Connecticut,  Rhode  Island,  all  of  Massa- 
chusetts except  counties  ot  Berkshire,  Franltlin, 
Hampshire  and  Hampden,  west  of  Westfleld 

Pennsylvania.  Maryland.  Delaware,  District  of  Co- 
lumbia. New  Jersey  south  ot  and  including  Trenton 


Entire  state  ot  Texas 


DISTRIBUTOR 
MINNEAPOLIS  DRUG  COMPANY 
Minneapolis,  Minn. 
I.  MONTAGNES  &.  CO. 
Ryrie  BIdg. 
Toronto,  Canada 

C.   L.   MARSHALL  &  COMPANY 

82-84  Griswold  Street 

Detroit,  Michigan 

J.  W.  SANDS  CO. 

123  East  5th  Street 

Dayton,  0. 

KIEFER-STEWART  COMPANY 
Indianapolis,  Ind. 


TERRITORY 

Montana,  Minnesota,  North  Dakota  and  South  Dakota 
Dominion  of  Canada 

Lower  Michigan 

State  of  Ohio 
State  of  Indiana 


SPECIAL  MARION  HARRIS  WINDOW       OPTIMISTIC  REGARDING  OUTLOOK 


NEGROES  AS  RED  SEAL  BUYERS 


Melody  Shop,  Fort  Smith,  Ark.,  Features 
Marion  Harris  Week — Progressive  Columbia 
Dealer  Secures  Results  From  Publicity 


Pathe  Dealer  on  Pacific  Coast  Enthusiastic  in 
Discussing  Business — Dealers  Placing  Large 
Orders,  Which  Indicate  Fall  Activity 


Natural  Love  for  Music  Could  Be  Led  Into 
Proper  Channels  by  Dealer  and  Red  Seal  Rec- 
ords Could  Be  Sold  in  Place  of  Usual  Blues 


The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  received  recently  an  in- 
teresting photograph  from  the  Melody  Shop, 
Columbia  dealer  at  Fort  Smith,  Ark.  This  en- 
terprising dealer  prepared  an  attractive  window 
display  featuring  Marion  Harris  week,  and  the 


Special  Window  of  Melody  Shop,  Fort 

accompanying  illustration  will  give  some  idea 
of  the  efifectiveness  of  this  display. 

When  sending  this  photograph  to  the  Dealer 
Service  department,  the  owner  of  the  Melody 
Shop  stated  that  this  window  had  not  only  pro- 
duced splendid  results  from  a  sales  angle,  but 
had  also  acted  as  a  prestige  builder,  in  view 
of  the  fact  that  Marion  Harris  is  well  known 
throughout  the  country. 

This  window  is  but  one  of  many  that  were 
used  by  Columbia  dealers  everywhere  featuring 
Marion-  Harris  week,  and  the  first  records  issued 
by  this  popular  exclusive  Columbia  star  have 
met  with  phenomenal  success  among  music 
lovers  throughout  the  country. 


San  Francisco,  Cal.,  October  3. — In  a  recent  chat 
with  The  World,  Frederick  Stern,  president  of 
the  Stern  Talking  Machine  Corp.  of  this 'city, 
well-known  Pathe  dealers,  commented  as  fol- 
lows regarding  general  conditions: 

"While  this  company  is  very  well  satisfied 
with  the  business  which  it 
has  done  during  the  past 
year,  which,  by  the  way, 
exceeded  even  our  fondest 
expectations,  we  look  for 
even  a  larger  volume  of 
sales  during  the  coming 
year.  From  our  observa- 
tions, we  feel  that  each 
day  more  and  more  peo- 
ple are  being  impressed 
with  the  superior  features 
of  the  Pathe  phonograph 
and  that  the  public  is 
finally  becoming  con- 
vinced that  the  Pathe  rec- 
ords are  put  on  the  mar- 
ket at  a  time  when  hits 
are  hits. 

"To  back  up  our  convic- 
tions   as    outlined    in  the 
Smith,  Ark.  foregoing,    the  company 

has  not  only  accumulated  a  stock  of  phono- 
graphs and  records  which  is  second  to  none  on 
the  Pacific  Coast,  but  has  also  placed  heavy 
orders  with  the  factories  for  future  deliveries." 


DAVID  KAHN  OPENS  SECOND  STORE 


David  Kahn,  who  six  months  ago  opened 
Kahn's  Grafonola  Shop  at  676  Third  avenue, 
New  York,  has  opened  a  second  Columbia  store 
in  East  New  York  at  1828  Douglas  street.  This 
ambitious  Columbia  man  has  succeeded  well 
since  he  has  been  in  business  for  himself. 


The  question  of  the  relation  of  the  negro  trade 
to  the  sale  of  Red  Seal  records,  especially  in 
the  Southern  States,  has  often  been  discussed 
b}-  talking  machine  dealers,  and  opinions  seem 
to  vary  widely  on  the  subject.  An  expression 
of  views  from  B.  F.  Bibighaus,  manager  of  the 
Victor  department  of  the  Elyea  Talking  Ma- 
chine Co.,  Victor  disitributors  of  Atlanta,  Ga., 
will  be  of  interest  to  members  of  the  trade. 
In  discussing  the  negro  trade  in  the  South,  and 
the  Red  Seal  record  trade  particularly,  with  a 
representative  of  The  Talking  Machine  World 
Mr.  Bibighaus  said: 

"I  do  not  believe  anyone  has  ever  tried  out 
the  negro  seriously  on  the  Red  Seal  catalog. 
But  in  spite  of  haphazard  cultivation  I  have 
frequently  in  my  travel  run  across  dealers  who 
had  individual  negro  customers  who  were  good 
and  discriminating  Red  Seal  buyers.  I  have 
always  contended  that  the  negro  should  be  a 
good  buyer  of  Red  Seal  records,  as  he  is  natur- 
ally musical  and  will  often  buy  music  before 
he  will  buy  bread.  It  is  strange  to  note  that 
when  the  negroes  do  buy  they  buy  regardless 
of  tongue.  For  example,  the  records  I  have  in 
mind  were  purchases  of  Galli-Curci's  'La 
Capinera'  (in  .Spanish^  Elman's  .'Kol  Nidrei' 
and  other  numbers  just  as  unusual,  apparently, 
to  this  class  of  trade.  I  believe  that  if  a  dealer 
catered  to  the  natural  cravings  of  the  negro  for 
'close  harmony'  and  aimed  his  Red  Seal  drive 
by  selecting  music  distinguished  by  striking 
harmonic  treatment  he  would  go  far  toward 
supplementing  the  present  craze  for  blues  by 
a  more  tractable  demand  for  Red  Seal  and  other 
records.  But,  as  I  said  before,  I  have  never 
found  anyone  wbo  has  made  a  determined  and 
intelligent  effort  in  this  direction." 


A  smile  is  cooler  in  Summer  than  a  frown. 
Likewise  it  is  warmer  than  a  frown  in  Winter. 


Fall  weather  has  put  an  end  to  the  out-of-door 
parties  at  which  the  talking  machine  has  as- 
sisted so  often.  Now  the  dealer  can  concentrate 
on  music  for  indoor  affairs. 


The  Leavitt  Music  Co.,  dealer  in  Aeolian- 
Vocalion  and  Aeolian  records  in  St.  Paul,  Minn., 
has  recently  incorporated.  The  business  was 
formally  opened  on  September  4  in  the  Hamm . 
Building,  with  Thomas  Leavitt  as  manager.  This 
company  expects  to  build  up  quite  a  business  in 
the  territory  which  it  operates. 


"FAVOROLA" 


CAST  IRON  FRAME 

DOUBLE  SPRINGS 

ECCENTRIC  BEARINGS 


THE  POPULAR  PORTABLE 

PHONOGRAPH 

MANUFACTURED  BY 

BON-TON  MFG.  CO. 

211  SO.  BROADWAY 

ST.  LOUIS,  MO. 

Retails  for   $36.00,   usual  discount   to  dealers, 
no  restrictions.     Terms  on  application. 

TONE  ARM:  "SUPREMO"  UNIVERSAL 

PLAYS  ALL  RECORDS 

REPRODUCER:  MICA  DIAPHRAGM 
RUBBER  CUSHIONS 


LEATHERETTE  COVERING 

NICKELED  TRIMMINGS 

12-INCH  TURNTABLE 


78 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


SPEAIS  FOR  ITSELF 


MICA  DIAPHRAGMS 

We  are  now  cutting  our  own  Mica  Diaphragms  and  can  take 
orders  in  any  quantity.  We  can  furnish  you  first  quality  clear 
Ruby  India  Mica.  Sizes  lH"  to  2^1".  Also  occasionally  some 
second  quality. 


SUNDRY  DEPARTMENT 


MOTORS 


Swiss  A.  B. — Double-spring, 
10-ineh  turntable,  plays  2  10- 
inch  records,  $4.75. 

Swiss  F.  y.  B.  —  Double- 
spring,  ?6.85. 

No.  2— Double-spring,  10- 
inch  turntable,  plays  3  10-inch 
records,  $5.50;  with  12-iuch 
turntable,  ^.75. 

N"o.  6— Double-spring,  $C.So. 

No.  9 — Double-spring,  12- 
inch  turntable,  pla.vs  3  10-inch 
records;  cast-iron  frame,  $7.85. 

No.   11 — Double-spring,  12- 
inch  turntable,  plays  7  10-inch 
records ;      cast-iron  frame, 
bevel  gear  wind,  §9.75. 
TONE  ARMS  AND 
REPRODUCERS 

Play  All  Records 

No.  1 — $1.95  per  set. 
No.  4 — $4.50  per  set. 


No.  6 — $4.25  per  set. 
No.  7 — $3.75  per  set. 
No.  9— $2.95  per  set. 

MAIN  SPRINGS 

No.  00—%  in.,  9  ft.,  29c. 
No.  01—%  In.,  7  ft.,  29c. 
No.  02—%  in.,  7  ft.,  29c. 
No.   1—%  in.,  0  ft.,  39c. 
No.  lA—%  in.,  10  ft.,  49c. 
No.  2— if  in.,  10  ft.,  39c. 
No.  &—%  In.,   11  ft.,  49c. 
No.  4—1  in.,  10  ft.,  49c. 
No.  5—1  in.,  11  ft.,  heavy,  69c. 
No.  6—1%  in.,  11  ft.,  99c. 
No.  7 — 1  in.,  25  gauge,  15  ft.. 
S9e. 

We  also  carry  other  size 
main  springs  to  fit  Victor, 
Columbia  and  all  other 
motors. 

Special  prices  on  springs 
in  quantity. 


RECORDS— 10-inch  double 
disc  records,  42c  each ;  12- 
ineh,  60c  each. 

GOVERNOR  SPRINGS— To 
fit  VICTOR,  COLUMBIA  and 
all  other  motors.  Special 
prices  on  large  quantities  to 
Motor  Manufacturers. 

We  also  manufacture  special 
machine  parts,  such  as  worm 
gears,  stampings,  or  any 
screw  machine  parts  for 
motor;  reproducer  and  part 
manufacturers. 

Special  quotations  given  to 
quantity  buyers  in  Canada 
and  other  export  points. 

Write  for  our  M-page  cat- 
alog, the  only  one  of  its  kind  ■ 
in  America,  illustrating  33 
different  styles  of  talking  ma- 
chines and  over  500  different 
phonographic  parts. 


SAPPHIRE,  DIAMOND  AND 
STEEL  NEEDLES 

STEEL  NEEDLES 

10,000  Lots  39c  per  M 

100,000  Lots  35c  per  M 

1,000,000  Lots  ••   30c  per  M 

5,000,000  Lots  ....29c  per  M 

SAPPHIRE  BALLS 

Each 

Dozen  Lots   ■  •   11c 

Hundred  Lots   9c 

Thousand  Lots   8c 

5-Thousand  Lots   7c 

SAPPHIRE  POINTS  . 

Each 

Dozen  Lots   •  ■ .  •  •   12c 

Hundred  Lots   10c 

Thousand  Lots   .'  9c 

5-Thousand  Lots   8c 

GENUINE  DIAMONDS 

Each 

Dozen  Lots  ..$1.00 

Hundred  Lots  90 

Thousand  Lots    75 


Model  175— Price  $175 


Model  105— Price  $105 


The  CLEARTONE  has  become  very  popular  be- 
cause of  its  quality,  splendid  value  and  the  adver- 
tising sales  campaign  that  now  stands  back  of  it. 
DE.^LERS !  Watch  us  grow — write  for  our 
agency  and  grow  with  us. 

Keep  our  84-page  catalog  of  phonographs  and 
all  accessories  handy — Sent  free  on  request. 


LUCKY  13  PHONOGRAPH  COMPANY 


503  East  19th  Street 


310-312-314  Avenue  A 


New  York,  N.  Y. 


October  IS,  1920 


THE   TALKING    MACHINE  WORLD 


79 


IT  QI  FV'C  GRAPHITE  PHONO 
RM^Cf  Kj       M.     J  SPRING  LUBRICANT 

Ilaley's  Lubricant  makes  the  Motor  make  good 
Is  prepared  In  the  proper  consistency,  will  not  run  out,  dry  up,  or 
become  sticky  or  rancid.    Remains  in  Its  oriifinal  (orm  Indefinitely. 
Put  up  in  I,  5,  10,  25  and  30-pound  cans  for  dealera. 

This  lubricant  is  also  put  up  in  4-ounce  cans  to  retail  at  25  cents 
each  under  the  trade  name  ol 

FTTDFI^A   NOISELESS  talking 

%*l£^±iEiil    MACHINE  LUBRICANT 

Write  for  special  proposition  to  jobbers. 

ILSLEYDOUBLEDAY  &  CO..  229-231  Front  St.,  New  York 


NEW  TONE-TEST  ARTIST 

Miss  Proudfit,  Daughter  of  an  Edison  Jobber  in 
Ogden,  Utah,  and  Clever  Violinist,  Being 
Heard  in  Recital — Wins  Great  Success 

Reports  received  from  British  Columbia  are 
highly  gratifying  as  the  result  of  the  appearance 
in  Edison  tone-test  recitals  there  of  Doris 
Proudfit,  talented  young  violinist  and  daughter 


Doris  Proudfit ' 

of  Robert  L.  Proudfit,  prominent  Edison  jobber 
in  Ogden,  Utah. 

This  is  Miss  Proudfit's  first  season  in  Edison 
tone-test  recital  work,  having  begun  her  first 
tour  on  August  30,  appearing  in  joint  recital 
with  Marion  Evelyn  Cox,  well-known  contralto. 
It  is  said  that  her  first  real  desire  to  appear  be- 
fore the  public  was  aroused  some  years  ago  up- 
on hearing  an  Edison  tone-test  in  her  home 
town.  Several  years  of  ardent  study  in  the 
East  under  noted  masters  and  intense  applica- 
tion to  her  art  have  enabled  her  to  reach  her 
present  position,  in  which  she  is  meeting  with 
marked  success. 

Her  father,  who  is  president  of  the  Proudfit 
Sporting  Goods  Co.,  at  Ogden,  has  been  an  Edi- 
son jobber  for  more  than  a  decade. 


NEW  TYPE  OF  SERVICE  STATION 

Lesley's  Chemical  Co.  Arranges  for  Instruction 
of  Dealers  in  High  Speed  Varnish  Patching 


Indianapolis,  Ind.,  September  30. — Lesley's 
Chemical  Co.  has  recently  opened  a  service  sta- 
tion at  10  South  New  Jersey  street  in  the  down- 
town section  of  the  city.  Lesley's  Chemical  Co. 
reports  that  it  is  frequently  called  upon  by 
dealers  desiring  to  learn  its  high  speed  method 
of  varnish  patching  or  who  have  employes  whom 
they  want  taught  this  method.  The  logical 
sequence  of  these  repeated  requests  was  the  es- 
tablishment of  this  service  station.  Motor  and 
sound  box  repairing,  cabinet  repairing  and  re- 
finishing,  rebuilding  and  refinishing  of  pianos, 
players,  talking  machines,  orchestrions  and 
stringed  instruments  will  be  taught^ 

The  location  of  this  station  will  be  convenient 
for  dealers  and  repairmen  in  the  Central  States 
and  it  is  planned  to  give  practical  lessons  on 
actual  jobs  taken  to  be  repaired  and  not  on 
specimens  held  for  this  section.  It  is  believed 
that  the  Lesley's  Chemical  Co.  has  struck  a 
forward  note  in  the  establishment  of  this  serv- 
ice station  which  will  be  much  appreciated  by 
the  trade  in  that  locality. 

WHITESIDE  TO  OPEN  IN  COLTON 

CoLTON,  Cal.,  September  25. — The  Whiteside  Mu- 
sic Co.,  of  San  Bernardino,  has  just  closed  a 
deal  for  a  two  years'  lease  of  the  premises  at  117 
East  I  street,  and  will  open  a  new  music  store 
here. 

The  Colton  store  will  be  up  to  date  in  every 
way,  with  a  stock  of  new  Baldwin  pianos  and 
player-pianos,  Pathe  phonographs,  Victor  talk- 
ing machines,  all  kinds  of  string  instruments, 
the  latest  records  and  sheet  music. 


NEW  QUICK  SERVICE  RECORD  BOOTH 

Foster  &  Waldo  Co.,  Minneapolis,  Uses  Audi- 
phone  Attachment  to  Good  Effect  at  Service 
Counter  in  Store — One  Clerk  Can  Wait  on 
Five  Customers  at  Once  at  One  Counter 


Minneapolis,  Minn.,  October  5. — Hie  yourself 
to  the  Foster  &  Waldo  Co.  on  Nicollet  avenue, 
this  city,  ye  talking  machine  dealers  who  want 
to  get  in  touch  with  one  of  the  cleverest  mer- 
chandising contrivances  that  has  been  presented 
here  in  years.  By  this  arrangement  one  bright 
little  lady  may  demonstrate  and  wait  on  five 
record  customers  at  one  time  in  a  space  smaller 
than  the  average  talking  machine  booth.  It's 
a  fact.  Physically,  it  is  a  success,  but  it  only 
remains  to  be  seen  whether  or  not  the  public 
will  take  to  it. 

The  arrangement  is  called — for  lack  of  a 
better  name — a  quick-service  record  counter. 
This  particular  one  is  fitted  with  five  talking 
machines,  electrically  operated  and  equipped 
with  a  double  audiphone  attachment,  which  fits 
into  the  ears  when  a  person  bends  forward  to 
receive  the  projecting  nodes.  With  a  stock  of 
quick-sellers  and  new  monthly  records  on  hand 
one  clerk  can  handle  five  customers  with  ease. 

The  counter  is  on  the  ground  floor  within  a 
few  feet  of  the  main  entrance,  but  so  carefully 
is  it  arranged  that  the  noises  of  the  street  and 

SECURES  AEOLlAN=VOCALION  AGENCY 

T.  S.  Martin  Co.,  Sioux  City,  la.,  Opens  Large 
New  Phonograph  Department 


Sioux  City,  Ia.,  October  1.— The  T.  S.  Martin 
Co.,  which  is  known  as  the  "Fastest-growing 
store  in  the  Northwest,"  has  taken  the  agency 
for  the  Aeolian-Vocalion  in  this  city.  This  com- 
pany was  founded  forty  years  ago  by  the  late 
T.  S.  Martin.  Originally  the  T.  S.  Martin  Co. 
was  a  dry  goods  store,  developing  as  it  grew 
into  a  department  store  doing  business  in  the 
four  great  States  of  Iowa,  South  Dakota, 
Nebraska  and  Minnesota.  During  those  forty 
years  the  T.  S.  Martin  Co.  has  built  up  its  busi- 
ness on  a  high  quality  standard.  It  aims  to 
serve  its  community  with  the  best  things  the 
earth  affords,  and  at  prices  that  are  always 
fair. 

The  T.  S.  Martin  Co.  moved  into  its  present 
location  on  March  19,  1918,  doubling  its  floor 
capacity,  and  throwing  open  to  the  public  a 
store  whose  equipment  has  been  termed  by 
experts  "as  fine  as  any  in  the  United  States." 


the  store  and  the  operation  of  all  the  other 
phonographs  in  no  wise  affect  the  listener. 

"This  counter,"  explained  R.  O.  Foster,  "is 
intended  mainly  for  the  customers  who  are  after 
the  new  monthly  hits  and  wish  to  be  served  in 
a  hurry.  Any  record  that  may  be  desired  is 
put  on  a  machine  in  a  hurry,  the  patron  takes 
a  seat  at  the  corner,  bends  over  a  little  and 
instantly  hears  the  music  from  the  record  de- 
sired. All  this  obviates  a  walk  and  a  hunt,  and 
sometimes  a  wait  for  a  booth  and  the  other 
operations  of  demonstrating. 

"Should  the  public  take  readily  to  this  method 
of  demonstrating  records,  as  we  believe  it  will, 
there  should  be  a  great  saving  in  space  now 
used  for  booths." 

It  is  understood  that  the  Foster  &  Waldo 
Co.'s  quick-service  record  booth  is  the  first  of 
its  kind  in  this  section  and  is  a  distinct  inno- 
vation in  retail  record  merchandising. 

This  store  is  now  directed  by  the  three  sons 
of  the  original  founder  and  affords  a  fitting  set- 
ting for  the  high  quality  merchandise  the 
Aeolian  Co.  distributes. 


ALFRED  A.  BATKIN  PROMOTED 

Now  Holds  Position  of  Assistant  to  General 
Manager  of  House  of  Byron  Mauzy 


San  Francisco,  Cal.,  September  25.— Alfred  A. 
Batkin  has  been  promoted  to  the  position  of 
assistant  to  the  general  manager,  C.  S.  Mauzy, 
Mr.  Mauzy  taking  the  active  management  of 
both  the  San  Francisco  and  Oakland  stores. 
In  addition  to  his  many  new  duties  Mr.  Batkin 
is  handling  the  advertising  and  has  handled  the 
same  for  the  past  few  months  to  the  satisfaction 
of  all  concerned.  Mr.  Batkin's  long  experi- 
ence in  the  music  business  is  a  very  valuable 
assistance  in  this  line  and  his  wide  acquaintance 
with  the  newspaper  advertising  men  and  solici- 
tors has  also  been  a  great  help  to  him.  He 
has  produced  several  very  new  and  striking 
advertisements. 


"TONAR" 

TRADE  MARK 

RECORD  BRUSHES  ARE  PROFITABLE 


They  pay  JOBBER  and  RETAILER  each  a  good 

working  profit 

They  earn  your  support 

Write  to-day  lor  sample  and  prices 

PARKS  &  PARKS,  Inc.  TROY,  N.  Y. 

New  York  Oftice,  C.  E.  Peabody  &  Co.,  186  Greenwich  St. 
Southern  Representatives:  I.  W.  Becker  &  Co.,  97  Walton  St.,  Atlanta,  Ga. 


80 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


'omesM^e 


In  the  hearts  of  many  of  the  finest  homes, 
there's  an  honored  place  for  the  Bush  S^Lane 
Phonograph* 

The  confidence  that  these  homes  repose  in 
their  phonographs  reflects  their  confidence 
in  the  name  of  Bush  &l  Lane, .  Careful/^slow- 
but-sure''  buyers,  who  want  the  best  phono- 
graphs, are  quick  to  see  the  value  of  this 
name.  They  realize  that  the  same  great 
organization  that  makes  Bush  &  Lane  Pianos 
also  produces  the  Bush  &l  Lane  Phonograph, 

Made  by  a  house  that  is  so  solidly  established 
in  the  confidence  of  the  people,  these  phono- 
graphs simply  must  he  good!  You  can  rely  on 
that  absolutely— without  any  ^'reservations/' 

BUSH  &  LANE  PIANO  COMPANY 
HOLLAND,  MICHIGAN 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


81 


Catalog  on  request 


Die-Castings 

that  you  can  buy  safely 


The  quality  of  the  die-casting  you  build  into  your  product  is 
most  important.  Whether  the  die-casting  is  a  major  or  a 
minor  part  of  the  assembled  unit,  it  must  be  good. 

Absolute  reliability  is  imperative— in  accuracy,  strength  and 
uniformity.  You  cannot  risk  a  flaw  that  may  reflect  on  the 
merit  of  your  own  product.    You  must  have  the  best. 

Doehler  make  is  a  certain  guarantee  of  service  satisfaction. 
You  chance  nothing  in  entrusting  your  die-casting  to  the 
world's  largest  manufacturer  of  die-castings. 


THE  WORLDS    LARGEST  MANUFACTURERS   OF  DIE  CASTINGS 


WLSTEHN  PLANT 


MAIN  OrnCE  AND  EASTERN  PLANT  CENTRAt  PLANT 

BROOKLYN,  N.Y.  TOLEDO.OHIO.  CHICAGO,  ILL. 

SALES    OFFICES  IN.  ALL  PRINCIPAL  CITIES 


SURVEY  OF  TALKING  MACHINE  MARKETS  IN  MANCHURIA 

American  Consul  Finds  Chinese  Use  Instruments  to  Attract  Customers  to  Stores — American  Prod- 
uct, Because  of  High  Price,  Finds  Little  Sale — Horn  Models  Most  Popular 


The  market  for  talking  machines  in  Mukden, 
Manchuria,  has  just  been  surveyed  by  Consul 
General  Albert  W.  Pontius,  who  declares  that 
talking  machines  are  now  well  known  and  popular 
throughout  this  district,  and  their  sale  could  be 


"The  Music  Without  the  Blur!" 

This  ideal  of  talking  machine  manufacture  is  attained 
more  nearly  than  by  any  other,  in  the  construction 
of  the 

MARVELOUS  MAGNOLA 

"Built  by  Tone  Specialists" 

"Mafnola's  Tone  Deflector  eliminates  the  scratch" 


We.tcKii\J  tKe  Music  Come  Out 


We  want  to  show  you  bow  to  make  money  with 
MAGNOLA;  and  how  MAGNOLA  is  the  best  buy 
on  the  Talking  Machine  Market  to-day. 

Send  us  your  name  and  let  us  send  you  some  real 
Talker  Tips. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ.  President 
Ssaeral  OOlan  Ssuthern  WholMii*  Branch 

711  MILWAUKEE  AVENUE  ISSO  CANDLER  BLDG. 

OHICAOO  ATLANTA,  GA. 


greatly  extended  it'  the  manufacturers  and  foreign 
importers  would  handle  and  push  the  trade  them- 
selves instead  of  leaving  it  to  Chinese  middle- 
men. The  Chinese  use  talking  machines  not  only 
for  purposes  of  entertainment,  but  also  install 
them  in  shops  to  attract  customers  by  playing 
well-known  and  popular  pieces  of  native  music. 
When  a  native  shop  is  opened,  the  talking  ma- 
chine plays  a  prominent  part  in  the  ceremony. 
On  the  public  streets,  in  tea  houses  and  other 
places  of  public  entertainment,  men  carry  instru- 
ments and  records  on  their  backs  offering  to  play 
records  for  a  very  small  fee. 

A  French  machine  finds  a  ready  sale  in  this 
market,  and  is  well  known  among  the  Chinese 
for  its  good  quality.  A  few  American  machines 
are  to  be  found  in  the  local  stores,  but,  owing  to 
the  rather  high  prices,  do  not  find  a  ready  sale. 
A  few  years  ago  an  endeavor  was  made  to  intro- 
duce machines  of  Japanese  manufacture  to  the 
local  trade,  but  the  effort  met  with  small  success 
in  spite  of  the  favorable  terms  offered,  owing  to 
the  inferiority  of  the  instruments  and  the  com- 
paratively high  prices  asked. 

Because  of  a  very  small  foreign  population, 
there  is  little  or  no  demand  for  the  higher-priced 
cabinet  machines.  The  most  popular  styles  of 
instruments  among  the  Chinese  are  those  of  the 
box-shape  variety  of  medium  size,  with  horn 
using  disk  records.  No  doubt  a  cheap  cabinet 
"talker"  would  also  find  a  ready  sale.  Double 
records  are  the  only  kind  in  demand,  and  these 
must  be  of  native  popular  and  patriotic  music, 
either  vocal  or  instrumental.  Records  containing 
dialogues  on  educational  subjects  are  in  demand 
among  the  student  class.  Records  intended  to 
be  used  in  North  China  and  Manchuria  must  be 
ir  the  northern  dialects,  as  southern  dialects  are 
quite  unintelligible  to  the  people  of  the  North. 

Permission    could    readily    be    obtained  for 


demonstration  purposes  in  various  local  stores  or 
premises  on  a  main  thoroughfare  might  be  rented 
for  the  purpose.  Since  the  class- of  people  who 
can  afford  to  buy  talking  machines  are  all  able 
to  read,  literature  printed  in  Chinese  could  be 
distributed  and  posters  used  in  order  to  attract 
public  attention. 

If  machines  were  sold  on  cash  payments  of 
about  20  per  cent,  the  balance  in  monthly  instal- 
ments, undoubtedly  many  people  would  buy  in- 
struments who  now  feel  they  can  not  afford  to 
pay  all  cash.  It  would  be  advisable  to  include  a 
certain  number  of  records  with  every  machine 
sold.  A  good  stock  of  records  should  be  kept  on 
hand  either  in  Mukden  or  some  nearby  distribut- 
ing center  in  order  to  supply  the  needs  of 
sellers. 


SAPPHIRES 


IMPORTED 


BALLS 

20  c.  each 
16  c.  in  dozen  lots 
13  c.  in  hundred  lots 
12  c.  in  thousand  lots 


POINTS 
20  c.  each 
1 8  c.  in  dozen  lots 
15  c.  in  hundred  lots 
\3'A  c.  in  thousand  lots 


942  MARKET  STREET 
SAN  FRANCISCO,  CAL. 


82 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


A  FINE  TRIBUTE  TO  C.  G.  CHILD 


The   Total  Eclipse   Does  Honor  to  the 
cording  Director  of  the  Victor  Co. 


Re- 


A  pleasing  and  at  the  same  time  well-deserved 
tribute  to  C.  G.  Child,  director  of  recording  for 
the  Victor  Talking  Machine  Co.,  appeared  in  the 
September  issue  of  The  Total  Eclipse,  house  or- 
gan of  the  Eclipse  Musical  Co.,  Cleveland,  in 
connection  with  the  reproduction  of  Mr.  Child's 
portrait  on  the  front  cover  of  the  publication. 
The  tribute  is  so  interesting  that  The  World 
takes  the  libertj^  of  printing  it  in  full  herewith: 
"C.  G.  Child  is  one  of  the  controlling  personali- 


The  Booth  Felt  Company,  Inc. 


Mechanical  Felt  Products 

Turntable  Felts  Motor  Felt  Washers 

Motor  Brake  Felts 
Needle  Rest  Felts  Cabinet  Sjtrip  Felt 

We  carry  a  large  stock  of  well  assorted  merchandise 
which  insures  prompt  deliveries. 

If  interested  in  Velour  or  Velveteen  Discs 
we  can  supply  them. 


FACTORIES 


BROOKLYN,  N.  Y. 

463-473  Nineteenth  Street 


CHICAGO.  ILL. 

732  Sherman  Street 


C.  G.  Child 

ties  of  the  modern  musical  world.  He  is  the 
man  who  exercises  the  function  of  mediator  be- 
tween the  great  recording  artists  of  to-day  and 
to-morrow,  and  the  Victor  Talking  Machine 
Co.,  through  whose  records  they  most  wideh' — 
and  most  certainly — reach  the  public. 

"Mr.  Child's  position  is  unique.  The  great 
musical  artists  of  two  continents  pass  before 
him  for  judgment — a  judgment  far  more  deli- 


Ci'te,  and  almost  inhnitelj'  farther  reaching,  than 
that  of  any  mere  critic  of  music.  This  judg- 
ment at  times  has  acted  directly  against  con- 
temporary opinion;  j'et  in  the  long  run  it  has 
never  failed  of  public  confirmation.  He  has 
accepted  artists  of  proven  power,  long  before 
public  recognition,  and  in  many  cases  even  be- 
fore they  have  had  a  fair  public  hearing.  And 
the  private  records  of  the  Victor  Co.  reveal 
man}'  a  distinguished  name  in  the  world  of  the 
arts,  which  has  been  submitted  to  his  judg- 


ONE  GRADE 

''The  Best" 


ONE  STYLE 

"Straps  attached" 
with  handles 


Reed  s  Pittsburgh  Khaki  Moving  Cover 


The  use  of  this  cover  will  save  sending  a  man  to  retouch 
the  scratches 


MEDIUM  SIZE, 
LARGE  SIZE.  . 


$10.50 
$11.00 


THE  REED  COMPANY 


"The  Music  House  of  Service' 


5748-50  Ellsworth  Avenue 


PITTSBURGH,  PA. 


ment,  been  given  its  tests,  been  weighed  in  the 
balance  and  found  wanting. 

"Every  artist  in  the  Red  Seal  list— which  in- 
cludes practically  every  great  name  in  music 
for  the  last  twenty-five  years — was  engaged  by 
Mr.  Child.  He  has  sought  out  artists  who  never 
would  have  become  known  through  their  own 
ii;itiative,  and  found  them  a  greater  public  than 
the}%  perhaps,  might  ever  have  dreamed  of,  and 
he  has  been  equallj-  quick  to  see  traces  of  in- 
sincerity or  bad  art  even  in  the  acceptedly  great.' 
It  was  Mr.  Child  who,  in  the  early  days  of  the 
talking  machine,  first  induced  artists  and  musi- 
cians to  take  with  its  due  seriousness  the  'inter- 
esting toy'  which  developed  such  an  immense 
industry  and  which  went  so  far  in  raising  the 
standards  of  musical  appreciation  the  world  over. 

"Mr.  Child  has  been  connected  with  the  Vic- 
tor Talking  Machine  Co.  since  its  incorporation 
in  1901.  In  1902  he  went  to  Europe  and  se- 
cured the  first  Red  Seal  records.  He  since  has 
made  a  number  of  trips  abroad,  every  one  pro- 
ducing results  which  -have  helped  to  change  the 
whole  complexion  of  musical  art  in  the  world. 
He  has  enjoyed  the  friendship  of  almost  every 
great  virtuoso  of  his  time.  His  knowledge  of 
operas,  of  operatic  music,  of  music  generally, 
and  of  the  men  and  women  who  compose  and 
produce  it,  is  enormous. 

"More  than  thirty-two  years  ago,  in  Boston, 
he  was  one  of_lhe  first  to  take  up  seriously  the 
art  of  making  musical  records.  Practically  all 
of  his  business  experience  has  been  in  connec- 
tion with  the  talking  machine  industry,  and  the 
niaking  practicable  of  the  various  methods  and 
processes  connected  with  it. 

"In  1920  the  Victor  Company  conferred  upon 
him  the  highest  honors  of  the  organization  by 
making  him  a  director,  and  thereby  a  shaper 
of  its  vast  business  policies  as  well  as  a  dis-. 
coverer  and  a  cultivator  of  new  fields  in  the 
u  ork!  of  pure  art." 


REPAIRS 

24  Hour  Service 

Largest  and  best  equipped  shop  in  New  York 

We  call  for  and  deliver  in  New  York 

Outside  of  New  York,  Send  by  Express 
or  Parcel  Post 


W.  BAHR 

336  East  87th  Street         New  York 

Tel.  Lenox  7156 


The  Talking  Machine  World,  New  York,  October  15,  1920 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street       -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.     SPRINGFIELD,  MASS.     KITCHENER,  ONT. 


BRANCHES: 


CHICAGO 


NO.  2 
LOUD 


N6.6  \ 
MEDIUM 


N0.7 

SOFT 


N0.9 
OPERA 


NO.tO 
IDEAL 


mm. 


NO.  II 
I  HALF  TONE 


TORONTO 


LONDON,  ENG. 


To  Jobbers 

Write  for  our  attractive 

NEEDLE 


proposition. 


We  deliver  NEEDLES  of  the  highest  quality — the  famous 
DEAN  NEEDLE — in  your  own  envelopes,  or  in  our'  ''Needle 
of  Quality,"  Truetone,  or  Puritone  envelopes. 

All  tone  variations  :  — The  famous  PETMECKY  needle. 
Our  proposition  affords  handsome  margins  of  profits. 


GENERAL  PHONOGRAPH  CORPORATION 


FACTORIES:— 
PUTNAM,  CONN. 

BRANCHES: 


OTTO  HEINEMAN,  President 
25  West  45th  Street  .... 

NEWARK,  N.  J. 
SPRINGFIELD,  MASS. 


New  York 


CHICAGO 


TORONTO 


ELYRIA,  O. 
KITCHENER,  ONT. 

LONDON,  ENG 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


83 


JOHN  H.WILSON, Manager 

324- WASHINGTON  ST.,BOSTON,MASS. 


OTON 


^ENGLAND 


Steinert  Service  Serves 


WHOLESALE 


HEADQUARTERS 

M.  STEINERT  &  SONS  CO. 


35  Arch  Street 


Boston 


Boston,  Mass.,  October  8. — For  the  time  of  year, 
a  season  that  is  often  dreaded  by  the  dealers 
because  of  the  difficulty  experienced  in  securing 
enough  goods  to  supply  the  Fall  trade  and  the 
•naturally  increasing  holiday  business,  machines 
and  records  are  coming  along  surprisingly  well. 
For  a  number  of  years  the  slogan  of  the  jobbers 
has  been  "order  your  goods  early."  This  season 
the  trade  for  the  most  part  has  done  so,  and  in 
fact  dealers  began  early  to  place  their  orders  so 
that  they  might  be  fairly  well  assured  of  a  large 
supply — at  least  a  generous  percentage  of  their 
orders,  for  time  was  when  the  percentage  for 
late  comers  was  small.  The  situation,  therefore, 
is  most  promising  and  goods  from  the  factories 
are  reported  as  coming  in  with  marked  regular- 
ity and  in  large  lots,  which  means  that  they  are 
gotten  away  to  the  dealers  with  the  least  pos- 
sible delay. 

Trade  Welcomes  Odd  Fellows 
It  has  been  most  interesting  to  see  how  ex- 
tensively the  talking  machine  trade  recognized 
the  visit  of  the  Odd  Fellows  on  the  occasion  of 
their  centennial  observance  the  latter  part  of 
September.  On  the  day  of  the  great  "parade 
which  passed  through  Tremont  and  Boylston 
streets  the  stores  gave  undivided  interest  and 
naturally  there  was  little  business  dorte.  The 
establishments  making  generous  display  of  bunt- 
ing included  the  Grafonola  Co.  of  New  England, 
Tremont  Talking  Machine^  Co.,  the  Oliver  Dit- 
son  Co.,  Charles  S.  Norris,  C.  ,C.  Harvey  Co., 
Hallet  &  Davis  Co.,  and  the  M.  Steinert  &  Sons 
Co.,  which  especially  did  itself  proud  in  the  elab- 
orateness of  its  decorations. 

Dealers'  Meetings  to  Be  Resumed 
Business  at  the  Columbia  headquarters  is 
booming  merrily  along  and  Manager  Fred  E. 
Mann  is  well  satisfied  at  the  prospects  for  a  big 
Fall  trade.  He  says  that  though  shipments  of 
goods  from  the  factory  have  been  coming  along 
splendidly  he  is  very  short  of  the  adequate 
amount  to  satisfy  dealers,  in  fact  he  is  hundreds 
of  machines  behind.  He  added  that  the  com- 
pany had  just  wound  up  a  splendid  business 
month  in  September.  Mr.  Mann  states  that  the 
dealers'  meetings  which  have  been  such  a  suc- 
cessful feature  of  the  business  here  for  the  past 
several  seasons,  are  to  be  resumed  about  the 


middle  of  the  month  and  that  they  will  be  held 
as  last  year  in  the  Swiss  room  of  the  Copley- 
Plaza  and  that  some  of  the  talent  from  the 
Ziegfeld  "Follies,"  who  are  Columbia  artists, 
may  be  able  to  come  over  from  the  Colonial 
Theatre  to  take  part. 

Several  Columbia  Men  in  Town 
Robert  Porter,  the  Columbia  field  sales  man- 
ager, was  over  here  for  a  week,  spending  his 
time  with  Manager  Mann.  He  left  the  first  of 
the  month  for  a  Western  trip.  Another  local 
caller  from  the  Columbia  forces  was  J.  W.  Bay- 
lis  of  the  general  manager's  office.  O.  F.  Benz, 
manager  of  the  record  department  of  the  Co- 
lumbia executive  offices,  who,  with  Mrs.  Benz, 


had  been  spending  two  weeks  in  Maine,  stopped 
over  en  route  home  to  New  York  and  made 
Manager  Mann  a  pleasant  visit,  remaining  in 
town  long  enough  to  take  part  in  the  sales  con- 
ference over  which  Mr.  Mann  presides  at 
periodic  intervals. 

J.  F.  Carr  on  His  Honeymoon 
And  speaking  of  the  Columbia  New  England 
family,  it  is  learned  with  considerable  interest 
that  J.  F.  Carr,  of  the  Springfield  department, 
was  recently  married  to  Miss  Frances  Ring  and 
at  the  present  time  is  enjoying  a  honeymoon 
trip  through  the  South.  Trot  out  the  wedding 
cake  or  the  cigars,  Carr,  for  we  haven't  seen 
either  yet. 

Beacon  Co.  Elects  Officers 

Several  changes  have  been  effected  in  the  per- 
sonnel of  the  Beacon  Co.  and  the  new  officers 
of  the  organizations  are  now  as  follows:  Walter 
A.  Hopkins,  president;  Richard  M.  Nelson,  vice- 
president;  Alvah  L.  Falla,  vice-president;  John 
A.  Easton,  treasurer,  and  Arthur  R.  Logan,  sec- 
retary. 

More  Beacon  Territory  for  Reilly  Co. 

It  is  announced  from  the  local  offices  of  the 
Beacon  that  W.  J.  Reilly  &  Co.,  Inc.,  of  25  Sud- 
bury street,  who  have  been  acting  as  distribu- 
tors for  Maine,  New  Hampshire  and  Vermont, 
have  been  given  the  rest  of  New  England  which 
heretofore  has  been  handled  by  the  Beacon 
Phonograph  Co.,  Inc.  In  the  future  the  Reilly 
Co.  will  have  its  own  men  in  this  entire  territory. 
George  Moeller  Now  With  Beacon 

George  Moeller,  of  Moeller- Waters,  Inc.,  has 
retired  from  the  firm,  and  has  been  appointed 
Western  sales  manager  of  the  Beacon  Phono- 
graph Co.,  Inc.  He  will  operate  from  Chicago, 
opening  up  jobbers  throughout  the  Middle  and 
Far  West  field. 

Walter  Sees  Big  Year  for  Brunswick 

Wholesale  Manager  Walter  of  the  Brunswick 
is  one  of  those  who  sees  a  big  season  ahead 
and  one  thing  that  makes  him  especially  jubilant 
is  the  way  that  the  dealers  are  just  "eating  up" 
the  monthly  consignment  of  records  which  the 
Brunswick  has  now  been  putting  out  less  than 
a  year.  Manager  Walter  is  receiving  many  ap- 
{Continued  on  page  85) 


"New  England  Service  for 
New  England  Dealers" 


JT  is  gratifying 
to  hear  dealers 
express  admira- 
tion for  Eastern 
Service.  It  proves 
in  spite  of  present 
handicaps  that 
men  do  appre- 
ciate our  efforts  in 
bringing  ourw^ork 
to  its  present  val- 
uable state. 


The  Eastern  Talking  Machine  Co. 


VICTOR  WHOLESALERS 

85  Essex  Street 


BOSTON 


84 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Established  1870 


Oldest  and  Largest 


Manufacturers  of 
Talking  Machine 

NEEDLES 

in  the  World 


''Fifty  Years  of  Needle  Making." 

"If  a  Talking  Machine  Needle  could  be 
made  better,  Bagshaw  would  make  it." 

W.  H.  BAGSHAW  GO. 

INCORPORATED  1917 

LOWELL,  MASS. 


WW. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


8S 


Don't  Let  Bad  Conditions 
Interfere  With  Good  Profits 


SHIPPING  conditions  are  going  to  be  bad  this  Fall.     The  heaviest  freight  move- 
ments of  the  year  are  soon  to  begin,   with  the  moving  of  the  crops  and  the 
transporting  of  coal  for  Winter  use.  Congestion  is  already  severe.     It  is  going  to 
be  worse. 

The  wise  Pathe  dealer  is  he  who  insures  his  Fall  and  Winter  profits  by  stocking  up 
now,  while  it  is  possible  to  deliver  the  goods.  Today  we  can  ship.  Thirty,  sixty 
or  ninety  days  hence,  we  can  promise  nothing. 

You  are  urged  to  write  us  immediately  and  book  your  order  for  early  delivery,  that 
we  may  aid  you  to  escape  the  freight  blockade  and  shortage  of  merchandise  that 
is  surely  in  store. 


Hallet  &  Davis  Piano  Co 

146  BOYLSTON  STREET,  BOSTON 


New  England  Distributors  for 
Paihe  Phonographs  and  Pathe  Records. 


New  York  Office: 
Hallet  &  Davis  Bidg.,  18  East  42d  Street 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  83) 


plications  from  would-be  dealers  of  this  line, 
but  as  things  now  stand  he  is  able  to  take  pretty 
good  care  of  those  with  whom  the  house  has 
connections  which  might  not  be  possible  if  very 
many  more  dealers  were  allowed  to  handle  the 
Brunswick  proposition. 

New  Sonora  Dealers  Signed  Up 
The  Musical  Supply  &  Equipment  Co.  has 
lately  signed  up  several  new  dealers  and  they  are 
all  getting  a  good  share  of  the  Sonoras  as  they 
are  shipped  along.  Among  these  new  dealers 
are  the  Kane  Furniture  Co.,  of  Woonsocket, 
R.  I.;  Modern  Furniture  Co.,  of  Fall  River;  Re- 
liance Furniture  Co.,  of  Boston;  Gookin  Furni- 
ture Co.,  Lowell;  Westerly  Furniture  Co.,  West- 
erly, R.  I.;  the  Joseph  Marcus  Furniture  Co.,  of 
Providence,  R.  I.;  Fox  Furniture  Co.,  of  New- 
ton, and  the  Hirshberg  Furniture  Co.,  of  Maiden. 
Manager  Joseph  Burke,  of  the  Musical  Supply 
Co.,  is  away  on  a  business  trip  at  this  writing. 


8«nd  for  Detirlptiv*  Circular 

Demonstrati(»^  Booths 
AND  Record  Cases 

IN  STOCK  OR  TO  ORDER 


FRANK  B.  CURRY 
72-74  Dedham  St.        Boston,  Miu. 


MUSIC  CABINETS 

See  Display  Ad  in  This  Issue 

R©rkii  fec^rJ  Alfemsr 

See  Display  Ad  in  This  Issue 
SPECIAL 
I  am  prepared  to  ship  all  orders  on  either  line 
promptly. 

Send  your  orders  for  both  these  lines  to 
L.W. HOUGH.  20 Sudbury  St.,  Boston,  Mass. 

New  Eng:land  Representative 


most  of  his  time  during  the  fortnight  being  spent 
in  central  and  western  New  York. 

J.  N.  Blackman  and  Louis  Buehn  Visitors 

J.  N.  Blackman,  of  the  Blackman  Talking  Ma- 
chine Co.,  New  York,  and  Louis  Buehn,  Phila- 
delphia, one  of  the  prominent  Victor  dealers  of 
that  city,  were  in  town  the  first  of.  the  month 
and  were  entertained  by  some  of  the  officials  of 
the  Eastern  Talking  Machine  Co.  The  visitors 
v/ere  traveling  by  motor  and  their  extended  trip 
took  in  the  White  Mountains  and  was  to  con- 
sume about  two.  weeks. 

Shoemaker  Wins  in  Charles  River  Regatta 

Herbert  Shoemaker,  of  the  Eastern  Co.,  came 
out  a  winner  in  the  Labor  Day  regatta  on  the 
Charles  River.  He  entered  as  an  enthusiastic 
oarsman  but  did  not  look  for  the  honors  that 
came  to  him,  for  he  won  out  in  the  junior  singles 
by  six  lengths.  Encouraged  by  his  succesis  Shoe- 
maker will  enter  for  other'  competitive  races 
when  the  season  opens  in  1921. 

W.  D.  Easton  Here  to  Study  Business 

W.  D.  Easton,  son  of  President  Easton  of  the 
Columbia  Co.,  who  has  been  associated  with  the 
executive  offices  of  the  company  in  New  York, 
has  come  to  Boston  and  is  to  be  with  Manager 
Erisman  at  the  Grafonola  Co.  of  New  England's 
Tremont  street  store.  He  is  here  to  study  the 
retail  end  of  the  business  and  is  likely  to  remain 
through  the  Winter.  He  is  a  veteran  of  the 
war  and  was  in  France  for  some  time. 

Another  Store  Link  in  Columbia  Chain 

A  new  Columbia  shop  has  just  been  opened 
at  45  Boylston  street  and  is  another  in  the  chain 
of  stores  operated  by  the  Grafonola  Co.  of  New 
England,  of  which  Arthur  C.  Erisman  is  the 
active  head.  This  new  store  is  in  an  excellent 
location  and  is  handsomely  equipped.  It  is  in 
charge  of  James  McDonald,  who  is  thoroughly 
familiar  with  the  Columbia  business.  The  other 
associate  stores  now  conducted  by  Mr.  Erisman 
are  at  3  Central  square,  Cambridge;  1538  Dor- 
chester avenue.  Field's   Corner;   Upham's  Cor- 


ner in  the  Strand  Theatre  building,  Dorchester; 
458  Broadway,  Everett;  17  Shawmut  avenue, 
Winthrop;  Poplar  street,  Roslindale;  1618  Blue 

{Continued  on  page  87) 


SHEET  MUSIC 
Musical^  Instruments 
Phonographs 


Kimball 
Phonographs 

Made  by  the  makers  of 
the  famous 

"KIMBALL  PIANOS' 


A^eiP  England  shipments  made 
from  Boston 


New  England 
Piano  &  Phonograph  Co. 

Everything  in  Music" 
405  Boylston  St.,    Boston,  Mass. 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


pBiiiiilimiL^ 


iiii 


Iilii,.!ifl!!!if^i 


iiiii^'liiiiii! 


Ji!li:„,-)|l 


'|Tn|Tfn!!Tf[R[!!  I  !I  >!:  I  ill  i!; ! : 


Singers  Well  Known  to 

England 


Each  member  of  this  remarkable  group  of  Sopranos  is  a 
prominent  artist  of  either  the  Metropohtan  or 
Chicago  Grand  Opera  Company 


MAY  FLORENCE  ^ 

PETERSON     ^  EASTON 


ROSA 
RAISA 


MARIE 

SUNDELIUS 


EVELYN 

SCOTNEY  ■ 


Their  world-famous  voices  are  recorded  exclusively  on 

The 

Aeolian  -Voc  align 
Records 

;i  Conventional  Models  from  $60  upward 

Exquisite  Period  Models  from  $360  upward 

^  The  AEOLIAN -VOCALION 

y  and  VOCALION  RECORDS 

Present  today  the  finest  in  phonograph  manufacture. 
There  is  no  question  of  the  excellence  of  these  instru- 
ments or  of  the  fidelity  with  which  the  Vocalion  Records 
repeat  the  singing  and  playing  of  the  Artists 

Write  for  Dealers'  Proposition;  Some  Territory  Still  Open 


THE  VOCALION  COMPANY  ef  BOSTON 


Distributors  for  New  England 
190  BOYLSTON  STREET   :   BOSTON,  MASS. 


I 

iiiilllliiiilllliiliil 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


87 


THE  TRADiE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  85) 


Hill  avenue,  Mattapan;  at  Hyannis,  down  on 
Cape  Cod;  Krey  Music  Co.,  361  Washington 
street,  Boston,  and  Providence,  R.  I. 

The  Grafonola  Co.,  whose  head  office  head- 
quarters are  at  174  Tremont  street,  has  betn 
having  a  marked  success  in  handling  the  Bubble 
Books  and  Mr.  Erisman  is  looking  for  a  par- 
ticularly heavy  demand  as  the  holiday  season 
approaches. 

Aileen  Stanley,  Pathe  Star,  Coming 

Stephen  A.  Colahan,  manager  of  the  retail  de- 
partment of  the  Pathe,  with  headquarters  at  the 
Hallet  &  Davis  Boylston  stre&t  store,  is  mak- 
ing extensive  plans  for  the  Winter  programs 
of  recitals.  Among  the  Pathe  stars  whom  he  is 
going  to  feature  when  next  she  comes  to  Boston 
is  Aileen  Stanley,  who  lately  was  at  Keith's  and 
is  coming  here  again  later  in  the  season. 
Vocalion  Men  Nearly  All  Back  Again 

E.  M.  Wheatley,  manager  of  the  Aeolian-Vo- 
calion  Co.,  has  had  his  last  week-end  trip  to  Ver- 
mont where  his  family  -have  been  during  the 
Summer.  Albert  Feldman,  who  formerly  was 
with  the  Vocalion,  is  back  again  with  the  com- 
pany, making  a  valuable  addition  to  the  staff 
of  retail  salesmen.  Albert  Ferris  is  the  only 
member  of  the  staff  now  on  a  vacation  and  he  is 
expected  back  in  a  few  days.  H.  G.  Sheldon, 
lately  of  Lowell,  has  joined  Manager  Wheatley's 
family  and  will  devote  his  attention  to  the 
wholesale  end  of  the  business. 

Columbia  Model  Shop  Ready  Soon 

After  a  long  wait,  due  in  large  measure  to  the 
non-arrival  of  the  materials,  the  model  shop  to 
be  set  up  in  the  Columbia  wholesale  headquar- 
ters in  Washington  street  bids  fair  to  soon  be 
a  reality.  All  the  necessary  parts  are  on  the 
scene  and  work  will  be  begun  immediately  to- 
ward getting  it  into  complete  shape.  When 
this  is  ready  the  interior  of  the  Columbia  quar- 
ters, which  have  now  been  occupied  a  number 
of  months,  will   be  ready  for  photographing, 


nORTOtl-GALLO-CREAMERCO 


NEW  HAVEN 


"HiS  MAsren's  voice" 


CONNECTICUT 


VICTOR  SERVICE  SPECIALISTS 


something  that  Manager  Mann  has  been  eager 
to  have  done  for  some  time. 

Death  of  John  F.  Luscomb 
John  F.  Luscomb,  traveling  gales  associate  of 
the    Columbia    Graphophone    Co.    in  southern 
Massachusetts  and  Rhode  Island,  died  Friday 
morning,  September  10,  at  his  home,  83  Manton 


street.  Fall  River,  after  an  illness  which  had 
kept  him  confined  to  his  bed  the  larger  part  of 
eight  months.  There  is  probably  no  man  asso- 
ciated with  the  industry  in  New  England  who 
enjoyed  a  wider  circle  of  friends  and  acquain- 
tances than  John  F.  Luscomb.  For  many  years 
(Continued  on  page  89) 


88 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


KRAFT  BATES-"»SPENCER 

NEWENGL:AND  DISTRIBUTORS 


INC 


PHONOGRAPHS     AND  RECORDS 


Every  Time  You  Sell  A  Brunswick 
You  Win  More  Friends 

It  is  gratifying  to  us  to  note  how  enthusiastic  every  Brunswick  family 
becomes  over  Brunswick  tones.  How  they  take  delight  in  explaining 
Brunswick  features,  especially  the  Ultona,  to  all  their  friends.  It  is,  per- 
haps, a  very  human  pride  in  having  something  new,  exclusive  and  different 
from  the  rest. 

•  These  satisfied  buyers  form  an  army  of  recommenders,  assuring  a  constantly  grow- 
ing market  for  The  Brunswick.  And  every  buyer  of  a  Brunswick  phonograph  becomes 
a  regular  customer  for  Brunswick  Records. 

Reaching  the  Dominant  Buyers 

There  is  a  class  of  people  in  each  locality  who  have  a  real  appreciation  of  fine  music, 
and  who  easily  influence  the  less  appreciative.  Brunswick  has  always  made  a  strong 
appeal  to  this  dominating  type  of  buyer  through  musical  reviews  and  high-class  publi- 
cations. 

One  of  the  striking  things  about  The  Brunswick  is  the  way  it  wins  not  only  the 
majority  who  merely  "know  what  they  like"  in  music,  but  also  the  minority  who  can  lay 
claim  to  be  musical  critics. 

Brunswick  Phonographs  and  Records  are 
offered  to  the  buying  public  on  this 
straight-from-the-shoulder  basis:  "Hear; 
then  decide  for  yourself." 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


89 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— (Continued  from  page  87) 


he  manufactured  the  Luscomb  banjos  and 
guitars,  but  for  some  eighteen  years  past  had 
been  associated  with  the  wholesale  distribution 
of  Columbia  Grafonolas  and  records  through  the 
Boston  branch  of  that  company.  The  industry 
has  suffered  a  real  loss  in  his  demise. 

The  funeral  services  were  held  at  the  home 
Sunday  afternoon,  September  12,  and  the  pall- 
bearers were  selected  from  the  Fall  River  talk- 
ing machine  dealers,  consisting  of  Messrs.  Dena- 
han,  McKay,  Mullen  and  Kenyon.  Many  of  the 
dealers  whom  Mr.  Luscomb  had  served  for  sev- 
eral years  paid  their  last  tribute  to  him  in  beau- 
tiful floral  pieces. 

One  of  Mr.  Luscomb's  sons,  R.  H.  Luscomb, 
for  several  years  in  charge  of  the  order  depart- 
ment of  the  Columbia  Co.  in  Boston,  is  now 
manager  of  the  Grafonola  department  of  the 
Atherton  Furniture  Co.  in  Taunton. 


GREAT  TRADE  GATHERING  IN  BOSTON 

First  Annual  Meeting  of  New  England  Music 
Trade  Association  Attended  by  Many  Talking 
Machine  Men — G.  W.  Hopkins'  Address 


SILLIMAN  SUCCEEDS  PARDEE 


With  the  Retirement  of  W.  O.  Pardee  as  Presi- 
dent and  Treasurer  of  Pardee-Ellenberger  Co., 
Inc.,  F.  H.  Silliman  Assumes  Important  Post 


New  Haven,  Conn.,  October  1. — A  change  in  the 
executive  office  of  the  Pardee-Ellenberger  Co., 
Inc.,  Edison  jobber,  occurred  to-day.  W.  O. 
Pardee,  who  has  occupied  the  office  of  presi- 
dent and  treasurer  of  the  company  for  many 
years,  has  resigned  and  has  retired  from  active 
business.  F.  H.  Silliman,  vice-president  of  the 
company,  has  been  elected  president  and  treas- 
urer, succeeding  Mr.  Pardee,  and  has  assumed 
his  new  duties  as  of  this  date.  Mr.  Silliman 
has  been  connected  with  the  Pardee-Ellenberger 
Co.,  Inc.,  for  a  number  of  years  and  was  in 
charge  of  the  Boston  offices  of  the  company. 
He  will  continue  to  make  Boston  his  headquar- 
ters. The  New  Haven  offices  will  be  under  the 
direction  of  F.  T.  Keeney,  who  is  at  present 
connected  with  these  offices  and  well  conversant 
with  the  details. 


Boston,  Mass.,  October  1. — The  first  annual  meet- 
ing of  the  New  England  Music  Trade  Associa- 
tion was  a  success  in  every  way  and  warrants 
the  belief  that  before  another  year  rolls  around 
the  organization  will  have  a  largely  increased 
membership.  Of  talking  machine  men  there 
were  quite  a  number  present  and  they  took  part 
actively  in  the  various  features  of  the  two  days, 
Wednesday  and  Thursday,  September  15  and 
16.  One  of  the  first  to  put  in  an  appearance  at 
the  Adams  House  headquarters  was  Fred  E. 
Mann,  New  England  manager  of  the  Columbia 
Co.,  while  Kenneth  R.  Reed,  of  the  Victor  de- 
pai  tment  of  the  M.  Steinert  &  Sons  Co.,  was  a 
close  second.  E.  M.  Wheatley,  of  the  Vocalion 
Co.,  also  was  on  hand  early.  Others  who  reg- 
istered their  names  at  the  headquarters  quite 
early  were:  E.  A.  Cressey,  of  the  C.  C.  Harvey 
Co.;  F.  S.  Boyd,  of  the  Pardee-Ellenberger  Co.; 
Roy  Ott  and  Stuart  M.  Hill,  of  the  Columbia 
Co.;  Chester  E.  Kammeler,  of  Steinert's;  F.  C. 
Allen, 'of  Cressey  &  Allen,  Portland,  Me.;  W. 
B.  Irvine,  of  Steinert's  Lowell  store;  Francis  T. 
White,  of  Harvey's;  Miss  Grace  Barr,  of  Stein- 
ert's; E.  Bennett  Fox  and  W.  S.  Townsend,  both 
-of  E.  B.  Shiddell  Co.;  A.  C.  Barg,  of  the  Vo- 
calion; George  R.  Whittier,  of  the  Steinert  store 
at  Portland,  Me.;  Mrs.  C.  L.  Lavers  and  Mrs. 
M.  H.  Chesley,  of  the  New  England  Talking 
Machine  Co.;  J.  Meiiklejohn,  of  the  Meiklejohn 
Co.,  of  Providence,  R.  I.;  L.  J.  Unger,  of  the 
Brilliantone  Co.,  New  York;  Fred  H.  Walter, 
of  the  Brunswick  Co.;  Harry  L.  Spencer,  of  the 
Kraft,  Bates  &  Spencer,  Inc.  (Brunswick);  C.  H. 
Norris,  Herman  N.  Baker,  of  the  A.  M.  Hume 
Music  Co.;  Marcellus  Roper,  of  Worcester; 
George  E.  Geary  and  C.  B.  Snow,  of  Portland, 
(Continued  oh  page  90) 


Your  Guarantee,  Mr.  Dealer 

Lansing  Khaki  Covers 

For  All  Phonographs 

Unqualified  Endorsement  of  Biggest 
Manufacturers  and  Dealers 


and  Rubber 
Covers 
for 

Phonographs 


Distributors  of  the 
"LANSING  KHAKI  MOVING  COVER" 

ATLANTA,  GA. 

Elyea  Talking  Machine  Co..  11  No.  Pryor  St. 
Southern  Paramount  Co.,  23  Peter  St. 
BALTIMORE.  MD. 

E.  F.  Droop  &  Sons  Co..  231  No.  Howard  St. 
BIRMINGHAM,  ALA. 

Talking  Machine  Co..  1618  Third  Ave. 
BOSTON,  MASS. 

Hallet  &  Davis  Piano  Co.,  146  Boylston  St. 

Kraft-Bates  &  Spenr«r,  156  Boylston  St. 

Oliver  Ditson  Co.,  178  Tremont  St. 
BROOKLYN,  N.  Y. 

American   Tallcing  Machine   Co.,   356  Livingston  St. 

G.  T.    Williams   Co.,    217-222   Duffleld  St 
BUFFALO,   N.  Y. 

Buffalo  Talking  Machine  Co.,   776-778  Washington  St. 

Buffalo  \Vholesale  Hardware  Co. 
CEDAR   RAPIDS,  IOWA 

Churchill  Drug  Co. 
CHICAGO.  ILL. 

Brunsivick-Balke-Collender  Co.,  623-633  So.  Wabash  Ave. 

FuUer-Morrison  Co.,  540-552  West  Randolph  St. 

W.  W.  Kimball  Co.,  Jackson  Blvd.  &  Wabash  Ave. 

Wade  Talking  Machine  Co.,  14  No.  Michigan  Ave. 
CINCINNATI,  OHIO 

The   Ohio  Talking  Machine  Co. 
EL  PASO,  TEXAS 

W.   G.   Walz  Co. 
INDIANAPOLIS,  IND. 

Stewart  Talking  Machine  Co. 
JACKSONVILLE,  FLA. 

Florida  T.  M.  Co..  226  E.  Forsyth  St. 
KANSAS  CITY,  MO. 

Schmelzer  Co. 

MEMPHIS,  TENN. 

O.   K.   Houck  Piano   Bo.,   103  So.   Main  St. 
MILWAUKEE,  WIS. 

VValtham  Piano  Co. 
MINNEAPOLIS.  MINN. 

McDonald    Bros.  Co. 
MOBILE.  ALA. 

W.  R.  Reynalds 
NEWARK,  N.  J. 

Collings  &  Co.,  Plum  Bldg 
NEW  YORK  CITY,  N.  Y. 

Columbia   Graphophone   Co..    Woolworth  Bldg. 

New  York  Talking  Machine  Co.,  119  W.  40th  St. 

Knickerbocker  T.   M.   Co.,   138-140  W.    124th  St. 

Blackman  T.   M.  Co.,  81  Beade  St. 

Ormes,   Inc.,   26  E.    125th  St. 
OMAHA,  NEBR. 

Wright  &  Wilhelmy  Co..  10th  &  Jackson  SU. 
OKLAHOMA  CITY.  OKLA. 

H.  A.    Mottier   Sales  Organization. 
PEORIA,  ILL. 

Putnam-Page  Co. 
PHILADELPHIA.  PA. 

Interstate  Phonograph  Co..  1026  'Chestnut  St. 

Philadelphia  Show  Case  Co..  127  No.  13th  St. 
PITTSBURGH.  PA. 

W.   F.    Frederick  Piano  Co..   635-637   Smithfleld  St. 
PORTLAND.  ME. 

Cressey  &  Allen.  534  Congress  St. 
ROCHESTER,   N.  Y. 

Rochester  Phonograph  Co  .  44  Clinton  Ave.,  North 
SALT  LAKE  CITY,  UTAH 

Salt  Lake  Hardware  Co 
ST.    LOUIS,  MO. 

Koerber- Brenner  Co. 
TOLEDO.  OHIO 

The  Tolctlo  Talking  Machine  Co..  425  Superior  St. 
WASHINGTON.    D.  C. 

F.  P.  May  Hardware  Co..  46S-477  C  St. 
YORK,  PA. 

Weaver  Piano  Co. 

FACTORY  REPRESENTATIVES 
Pacific  Coast  Representative, 
Walter  S.  Gray  Co., 
942   Market  St., 


San  Francisco,  Gal. 
T.   .T.  Cullen, 
21  E.  Van  Buren  St., 
Chicago.  HI. 

H.  A.  Copeland  Sales  Co.. 
Charlotto,  N.  C. 


W.  G.  Kelchner  Sales  Co.. 
Charlotte,  N.  C. 

Louis  A.  Schwarz, 
1265  Broadway, 
New  York. 
I.  W.  Becker, 
Hotel  Winecoff, 
Atlanta,  Ga. 


ELIOT  and  WARRENTON  STS. 
BOSTON  11,  MASS. 


90 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND — (Continued  from  page  89) 


Dealers  Supplied  at  Short  Notice 

S.  W.  SHARMAT  &  SON 

Wholesale  Distributors 

5  Bromfield  St.,    Boston,  Mass. 


ile.;  Reinhard  G.  Kneipfer,  of  Lawrence; 
George  H.  Sharp,  of  Westfield;  G.  Herbert 
White,  of  Fitchburg;  G.  P.  Donnelly  and  H.  E. 
Gill,  of  the  Columbia,  and  Stanley  Brennan,  of 
the  Steinert's  Worcester  store. 

Not  very  much  was  done  the  first  day  of  a 
formal  character.  A  golf  tournament  at  ihe 
Belmont  Spring  Country  Club  grounds  called 
into  play  a  group  of  golfers  and  following  a 
forenoon  of  the  sport  the  championship  was 
won  by  Robert  Steinert  of  the  Boston  house 
bearing  the  family  name,  who  won  the  kicker's 
handicap  and  was  awarded  the  shield  of  the 
Association  on  which  Steinert's  name  has  been 
engraved  and  which  will  be  competed  for  an- 
nually. Steinert  also  was  given  a  gold  medal. 
Brennan  of  W^orcester  had  the  best  gross 
score  and  he  was  awarded  an  after-dinner  cigar 
tray,  while  A.  M.  Hume  was  awarded  the  con- 
solation prize. 


On  the  second  day  the  feature  was  the  dinner 
at  the  Villa  Napoli  at  Xantasket,  at  which  one 
of  the  interesting  addresses  was  made  by 
George  ^^^  Hopkins,  general  sales  manager  of 
the  Columbia  Co.  At  a  business  session  held 
earlier  in  the  day  there  was  an  address  by  Al- 
fred L.  Smith,  the  general  manager  of  the  Music 
Industries  Chamber  of  Commerce,  and  the  elec- 
tion of  officers  resulted  in  the  choice  of  Frank 
S.  Horning,  of  the  F.  S.  Horning  Co.,  Inc.,  Vic- 
tor dealers,  as  first  vice-president. 

George  W.  .Hopkins,  sales  manager  for  the 
Columbia  Graphophone  Co.,  in  his  remarks  at 
the  dinner,  said  he  had  a  great  admiration  for 
the  Governor  of  this  State  and  his  company  had 
been  honored  by  recording  some  of  his  speeches. 
The  great  need  of  the  moment,  he  pointed  out, 
is  men;  the  value  of  the  man  as  a  factor  seems 
lately  to  have  been  eliminated  from  salesman- 
ship. Men  are  needed  in  the  music  business  and 
for  this  reason  we  are  to-day  facing  a  mental 
hazard.  There  never  was  a  time  when  there  was 
such  a  disposition  to  buy  nor  a  time  when  the 
public  had  so  much  of  the  w^herewithal  to  buy. 
Banks  have  more  money  than  they  ever  had  be- 
fore, despite  what  the  bankers  say  about  it,  and 
the  people  have  been  depositing  more  in  the 
savings  institutions.  Salesmanship,  or  the  art 
of  selling,  has  no  place  for  the  pessimist.  Music 
is  a  necessitj'  and  as  an  industry  it  has  not  been 
given  anything  like  the  recognition  that  it 
should,  especially  b}'  financial  institutions  which 
often  hesitate  to  loan  money  for  this  business. 
The  reason  the  banks  won't  loan  you  money  is 
just  because  you  haven't  registered  your  busi- 
ness as  a  necessity.  Every  bank  should  loan 
money  to  the  industry  to  the  limit  of  its  abilit}\ 

Discussing  the  present  hesitation  in  business 
Mr.  Hopkins  said  it  was  neither  a  calamity  nor 
a  blessing.  We've  had  three  years  now  of  -or- 
dered  dodging  of  certain  issues  and  the- sales- 
man who  has  overcome  the  obstacles  has  a;bat:li- 
ground  of  personality  which  stands  him  iic-gDo'd 
stead. 


MICA 
DIAPHRAGMS 


Watson  Brothers,  Inc.  I 

170  PURCHASE  ST.  ■ 
BOSTON     ....    MASS.  I 

^peaking  of  dealers,  to  whom  he  addressed 
more  than  one  word  of  severe  admonition,  he 
said  there  were  many  who  lacked  initiative,  who 
didn't  understand  their  calling  to  the  point  of 
best  boosting  business,  but  had  an  inflated  idea 
of  their  own  importance  and  were  unwilling  to 
confer  with  their  clerks  regarding  the  disposi- 
tion of  goods,  something  that  should  be  of  as 
m^uch  concern  to  the  one  as  the  other.  Such 
dealers  the  speaker  characterized  as  swelled; 
they  had  not  grown  an  inch.  It  was  Mr.  Hop- 
kins' idea  that  the  music  dealers  had  been  de- 
pending too  much  on  advertising  to  bring  in 
business;  that  the  advertising  was  not  backed 
up  by  good .  salesmanship  as  it  should  be,  for 
good  salesmanship  was  50  per  cent  of  the  busi- 
ness. 

No  matter  how  much  advertising  a  dealer  may 
do,  it  can  all  be  killed  by  the  man  behind  the 
counter.  Dealers  should  make  their  salesmen 
appreciate  the  pleasures  of  accomplishment; 
there  should  be  more  confidence  imposed  in  the 
employes  and  when  there  is  the  right  feeling  of 
c-QrSPeration  between  the  dealer  and  those  under 
higiipa.  real  message  can  be  put  over  that  will 
jgye-rt  to  the  advantage  of  both  the  dealers  and 
J;Jje  public. 


JOTTINGS  OF  NEW  ENGLAND  TRADE 

Dealers  Showing  Praiseworthy  Activity  in  Reno- 
vating Stores  and  Making  Every  Effort  to  Im- 
prove Business  Standards  Generally 


From  the  news  that  emanates  from  the  north- 
ern part  of  New  England,  there  is  every  indica- 
tion that  the  dealers  of  that  region  are  more  than 
ever  striving  to  increase  business.  The  manner 
in  which  new  shops  are  opened,  and  old  shops 
renovated  and  improved,  booths  installed  and 
other  modern  improvements  added,  fully  demon- 
strates that  old  New  England  is  going  to  con- 
tinue its  high-class  merchandising  policies.  An 
idea  of  the  work  which  is  going  on  among  the 
New  England  dealers  may  be  gleaned  from  the 
following  items: 

Cressey  &  Allen  were  represented  at  the  New 
England  Music  Trades  Association  meeting,  held 
in  Boston  September  15  and  16,  by  the  following, 
who  motored  up  from  Portland:  Frank  C.  Allen, 
of  the  firm;  C.  B.  Snow,  manager  of  the  Victor 
wholesale  department,  and  George  Geary,  of  the 
piano  department. 

G.  R.  Magoon,  the  progressive  and  energetic 
manager  of  Bailej-'s  Music  Rooms  at  Berlin  and 
Lancaster,  N.  H..  has  recently  installed  the  new 
Unico  booths  in  both  stores,  which  characterizes 
his  methods  of  doing  business  in  an  up-to-date 
manner. 

An  exclusive  Victrola  shop  recently  established 
is  that  of  C.  J.  Newman's,  of  Oldtown,  Me.  The 
attack  upon  the  public  which  he  makes  through 
his  unique  medium  of  advertising  is  sure  to  bring 
forth  the  desired  results.  His  strenuous  and  un- 
tiring efforts  are  creating  interest  and  we  are  glad 
to  welcome  him  as  a  Victor  booster. 

Hiram  Gardner,  ■  manager  of  Bailey's  Music 
Rooms,  Littleton,  N.  H.,  has  recently  purchased 
an  up-to-date  commodious  building  in  anticipa- 
tion of  a  larger  business. 

The  Music  Shop,  successor  to  C.  A.  Brawn 
Piano  Co.,  Gardiner,  Me.,  is  flourishing  and  mak- 
{Contimicd  on  Page  92) 


PERFECTION  BEAR^NG  TONE  ARMS 

PERFECTION  FLEXI-TONE  REPRODUCERS 


Manufacturers- 
Jobbers— 
Dealers— 


The  Perfection  Flexitone  reproducer  No.  7 
attached  to  the  Perfection  ball-bearing 
tone  arm  No.  4  plays  all  lateral  cut  rec- 
ords on  all  types  of  Edison  Disc  Machines. 
Made  in  nickel  and  24  carat  gold  finish, 
extra  fine  quality  disc. 

These  reproducers  and  tone  arms  are  the  very  finest  made,  mechanically  —repro- 
ducing as  the  records  were  recorded  in  the  recording  room— clarity  of  sound  with 
great  volume. 

WRITE  FOR  DESCRIPTIVE  CATALOG  AND  PRICES 


Manufactured  by 


New  England  Talking  Machine  Co. 


16-18  BEACH  STREET 


BOSTON,  MASS. 


CALIFORNIA 

San  Francisco — ^Walter  S.  Gray  Co. 
COLORADO 

Denver — Denver  Dry  Goods  Co. 
IOWA 

Dc8  Moines— "Harger  &  Blish 

MASSACHUSETTS 

Boston — Pardec-Ellenberger  Co. 


DISTRIBUTORS: 
MISSOURI 

St.  Louis— Silverstone  Music  Co. 

NEBRASK.'V 
Omaha — 'Shultz  Bros. 
NEW  YORK 

Albany — American  Phonograph  Co. 
New  York — The  Phonograph  Corp.  of 
Manhattan 


OHIO 

Cleveland -The  Phonograph  Co. 
PENNSYLVANIA 
Pittsburgh — Buehn  Phono.  Co. 
Philadelphia— Girard  Phono.  Co. 
UTAH 

Ogden — Proudfit  Sporting  Goods  Co. 
VIRGINIA 

Richmond — C.  B.  Haynes  Co..  Inc. 


Factory  Representative— hO\J\S  A.  SCHWARZ 

1265  BROADWAY,  NEW  YORK,  N.  Y. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


91 


This  Is  Your  Guide  to  a  Better  Needle 


PLAYS  ALL 
RECORDS 


UPERB 
TYLUS 

EMI-PERMANENT 


THE 

TALKING  MACHINE  NEEDLE 
SUPERB 


SAVES  ALL 
RECORDS 


PLAYS  100  to  200  RECORDS.  NO  SCRATCH  or  HISS 

Made  in  Full  and  Half  Tone 

When  we  perfected  this  needle  we  kept  in  mind  the  fact 
that  it  was  the  better  part  of  economy  to  wear  out  needles 
costing  a  few  cents  each  than  to  spoil  records  costing 
many  times  that  amount,  so  we  made  the  needle  to  wear 
instead  of  the  record. 

The  demand  for  this  needle  has  exceeded  our  fondest  ex- 
pectations and  we  have  been  slipping  behind  on  our  de- 
liveries, but  as  we  have  increased  our  capacity  50  per 
cent,  we  are  now  in  a  position  to  take  on  a  few  more 
good,  live  distributors. 

MR.  RETAILER:  If  your  jobber  cannot  supply  you 
send  direct  to  us. 


SUPERB 
TYLUS 
SEMI-PERMANENT 

N     n     n  PI 

III  <li  i\y  i\} 


■   ■   I  ■ 

PLAYS  100-200  RECORDS 

Made  by  MellowTone  Needle  Co. 
Ansonia  Conn. 


Retail  Price  25c  per  card 

SEND  FOR  SAMPLES  AND  DISCOUNTS  TO 

Mellowtone  Needle  Company 

Sole  Manufacturers 

Ansonia  Connecticut 


92 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THE  TRADE  IN  BOSTON  AND  NEW  ENGLAND— ( Continued  from  page  90) 


ing  rapid  progress  in  establishing  a  permanent 
place  in  the  \"ictor  world.  It  has  just  increased 
the  equipment  of  the  ^"icto^  department  by  in- 
stalling Unico  booths. 

The  L.  H.  Soper  Co.,  Waterville,  Me.,  is  to  be 
congratulated  on  the  installation  of  two  new 
Unico  booths. 

F.  W.  Peabod3',  Haverhill,  Mass..  is  planning 
on  having  his  Fall  opening  in  his  new  store  Oc- 
tober 1.  The  central  location  and  its  improved 
facilities  all  tend  to  make  it  the  finest  emporium 
for  displajnng  and  demonstrating  Victor  ma- 
chines east  of  Boston. 

G.  L.  Richardson,  representative  of  the  Victor 
Talking  Machine  Co.,  recently  spent  a  week 
among  the  dealers  in  the  Portland  locality.  He 
is  now  on  an  extensive  trip  through  the  northern 
section  of  Maine. 

Cressey  &  Allen's  new  modern  equipped  deal- 
ers' service  room  has  caused  no  small  amount  of 
favorable  comment  from  the  dealers  Avho  have 
visited  it. 


SUPPER  FOR  VICTOR  DEALERS 


M.  Steinert  &  Sons  Co.  Have  Prominent  Dealers 
as  Guests  at  Parker  House — Plans  Perfected 
for  Coming  Concert  of  Eight  Famous  Victor 
Artists  Which  Occurs  October  31 


Boston,  Mass.,  October  4. — The  Victor  dealers 
of  Boston  were  the  guests  at  supper  of  M. 
Steinert  &  Sons  Co.  at  the  Parker  House  one 
evening  the  latter  part  of  September,  and  those 
present  included  W.  E.  Titus,  of  the  Jordan 
Marsh  Co.;  Frank  S.  Horning,  of  the  F.  S. 
Horning  Co.;  Charles  Bruno,  of  the  Tremont 
Talking  Machine  Co.;  Walter  Gillis,  of  the  W.  J. 
Gillis  Co.;  Harold  Clapp,  of  the  Frank  Ferdinand 
Co.;  Arthur  Chamberlain,  of  the  Iver  Johnson 
Co.;  A.  L.  Filante.  of  the  Shepard  stores;  F.  \V. 
Sperry,  of  the  R.  H.  White  Co.;  R.  McGinnis,  of 
the  Houghton  &  Button  Co.;  Miss  Grace  Barr, 
Guy  Foote,  Kenneth  E.  Reed  and  G.  F.  Baldalli, 
of  the  Steinert  house — a  goodly  companj-. 


MICA 
DIAPHRAGMS 

Absolutely  Guaranteed  Perfect 
We  get  the  best  India  Mica  direaly. 
We  iupply  the  largest  Phonograph  Manu- 
facturers. 

Ask  for  our  quotations  and  samples  before 
placing  your  order. 

American  Mica  Works 


47  West  St. 


New  York 


After  supper  there  was  a  general  discussion 
of  the  forthcoming  concert  by  the  Eight  Famous 
Victor  artists,  and  it  was  decided  (the  A.  Mc- 
Arthur  Co.,  Fitzgerald  Talking  Machine  Co. 
and  the  Rosen  Talking  Machine  Co.,  being  un- 
able to  be  present,  voted  hy  proxy)  to  hold  a 
concert  at  the  Majestic  Theatre,  Boston,  Sunday 
evening,  October  31.  Miss  Barr  is  to  have 
charge  of  the  tickets  and  Mr.  Reed,  manager  of 
the  Victor  wholesale  department  of  the  Steinert 
house,  is  to  be  chairman  of  the  committee  on 
arrangements  and  finance. 

Other  concerts  to  be  given  in  Xew  England 
are  as  follows:  Bridgeport,  Conn.,  Sunday  after- 
noon, October  24;  Xew  Haven,  Conn.,  that  same 
evening;  Waterburj"^,  Conn.,  October  25;  Fall 
River,  October  26;  Lawrence,  October  27; 
Brockton,  October  28;  \^'oonsocket,  October  29, 
and  Haverhill,  October  31. 


COMMONWEALTH  EXHIBIT  PRAISED 

Pathe  Distributors  Made  Most  Artistic  Display 
at  Recent  Eastern  States  Exhibition 


Springfield,  Mass.,  October  1. — The  exhibit  of 
the  Commonwealth  Phonograph  Co..  of  this 
citj',  Pathe  distributors,  at  the  Eastern  States 
Exposition  was  highl)-  commented  upon  by 
visitors.  The  stage  in  the  concert  hall  was 
attractively  decorated  and  set  with  a  represent- 
ative line  of  Pathe  and  Pathe  Actuelle  phono- 
graphs. At  various  times  of  the  day  recitals 
were  given  which  were  always  well  attended. 
Lewis  James,  tenor  and  celebrated  Pathe 
star,  was  present  on  Sundaj',  September  19, 
when  he  sang  at  the  immense  Coliseum  -  in 
this  city.  Mr.  James  sang  "Sunrise  and  You" 
and  "Because  I  Love  You."  He  received  tre- 
mendous applause  and  the  immense  auditorium 
was  completely  filled. 

The  Commonwealth  Phonograph  Co.  report- 
ed that  they  had  great  success  with  the  ex- 
hibit and  that  the  attendance  was  large  at  all 
times.  The  services  of  Mrs.  G.  Chapman,  solo- 
ist, were  secured,  who  sang  to  the  accompanj'- 
ing  of  the  Pathe  and  the  Pathe  Actuelle.  A 
small  moving  picture  film  advertising  Pathe 
products  was  shown  and  also  created  much  in- 
terest.- Co-operation  with  the  dealer  was  ex- 
emplified at  this  exhibit  in  a  novel  way.  Each 
day  a  different  dealer  was  in  attendance  at  the 
Commonwealth  exhibit,  with  the  result,  that 
each  dealer  had  the  opportunity  of  developing 
a  large  list  of  prospective  purchasers.  The 
Commonwealth  Phonograph  Co.  reports  that 
business  is  growing  in  a  very  favorable  manner 
and  that  the  future  looks  exceedingly  bright. 


ATTRACTIVE  SPRINGFIELD  STORE 


Springfield,  M.\ss.,  October  1. — The  Harmony 
Shoppe,  Inc.,  is  one  of  the  latest  establishments 
to  be  created  in  this  city  and  at  10  and  12  Har- 
rison avenue  it  has  an  attractive  place,  carrying 
the  Aeolian-\'ocalion,  Pathe,  Dusonto,  Charma- 
plionc  and^other  lines. 

The  officers  of  the  corporation  are:  Raoul 
Silber,  president:  Max  Bassin,  vice-president 
and  treasurer,  and  J.  B.  Silber,  secretary.  This 
establishment,  which  is  destined  to  play  an  im- 
portant part  in  the  talking  machine  industry  of 
this  city,  is  the  outgrowth  of  Silber's  Phono- 
liraph  Exchange,  which  was  started  in  the  late 
\\"inter. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


93 


A  Maker  of  Christmas  Sales 


Every  part  of  the  Heywood- Wakefield 
is  a  sales-creator  for  the  merchant.  The 
cushioned  reproducer  is  patterned  on  the 
human  organs  of  sound.  The  non-resonant 
cahinets  of  reed  are  finished  in  a  variety  of 
colors,  and  harmonize  perfectly  with  all 
types  of  furniture.  The  universal  electric 
motor,  for  those  who  prefer  it,  never  heats, 
is  always  uniform  in  speed  and  absolutely 
silent  in  operation. 


Here  are  beauty  of  tone  and  beauty  of 
fashioning  that  meet  in  a  new  way  the  uni- 
versal music-appeal  of  Christmas.  Every 
merchant  will  appreciate  the  value  of  add- 
ing this  profitable  phonograph  to  his 
Christmas  stock. 

The  Heywood- Wakefield  is  made  under 
the  Perfek'tone  patents.  Do  not  delay 
writing  for  details  of  models,  prices  and 
specifications  to  the  nearest  office  of 


HEYWOOD  BROTHERS  AND  WAKEFIELD  COMPANY 

New  York      Philadelphia      Boston       Baltimore      Buffalo      Chicago      Portland,  Ore.      San  Francisco      Los  Angeles 

J'ac<ori«s;  Gardner,  Mass.;  Chicago;  Wakefield,  Mass. 
When  you  visit  Atlantic  City  see  all   models  of  the  Heywood-Wakefield  at  the  Perfek'tone  Store,  517  Boardwalk 


94 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


The  public  is  quick  to  recognize  quality  and  real  value  and  it 
is  the  alert  dealer  who  is  getting  the  benefit  by  stocking 

MEL-O-DEE  Music  Rolls 

UNBREAKABLE  ENDS 
HIGH   GRADE  PAPER 
SUPERIOR  RECORDING 
PRINTED   WORD  ROLLS 

and  a  catalog  of  nearly  three  thousand  numbers — Popular  and 
Classics — make  MEL-O-DEE  the  Greatest  Music  Roll  Selling 
Proposition  ever  offered  to  dealers. 

WRITE  FOR  AGENCY 
We  Can  Prove  the  Value  of  MEL-O-DEE  Rolls  lo  You 


PHILADELPHIA  SHOW  CASE  COMPANY 

127  NORTH  13th  STREET  PHILADELPHIA,  Pa. 

PITTSBURGH  BRANCH:  2002  JENKINS  ARCADE  BUILDING 


October  15,  1920 


THE  TALKlNC  MACHINE  WORLD 


PNILADELPNIA 


and 

IPCALITX 


 ^  Vi>   

Philadelphia,  Pa.,  October  5.— The  talking  ma- 
chine business  in  the  month  of  September  turned 
out  to  be  considerably  better  than  was  expected 
The  dealers  were  a  little  apprehensive  late  in 
the  Summer,  and  seemed  to  expect  some 
trouble  this  Fall,  owing  to  the  general  business 
conditions  and  the  coming  of  an  active  political 
campaign.  These  forebodings  were  entirely  dis- 
pelled.^ Goods  began  to  arrive  in  large  quanti- 
ties; and  the  public  seemed  to  be  not  nearly  as 
pessimistic  as  the  dealers.  It  looks  now  as  if 
there  was  going  to  be  a  most  active  business 
from  this  on,  at  least  until  the  first  of  the  year. 
The  only  gloom  that  seems  to  have  pervaded 
any  part  of  the  trade  was  noticeable  among 
Victor  dealers,  for  they  did  not  receive  nearly 
as  many  machines  and  records  as  they  required. 
But  the  prospect  of  a  change  in  the  very  near 
future  has  keyed  them  up,  and  they  are  of  the 
opinion  thait  very  shortly  they  will  have  all  the 
goods  they  will  need.  On  this  subject  H.  W. 
Weymann,  of  H.  A.  Weymann  &  Son,  said: 
Dealers  Look  for  Larger  Victor  Output 

"By  the  early  part  of  November  we  anticipate 
a  considerable  increase  in  the  output  of  Victor 
records,  which  will  stimulate  Victor  record 
trade  throughout  the  country.  Likewise  we  ex- 
pect to  be  in  a  position  to  supply  not  only  our 
record  but  our  machine  trade  to  meet  the  in- 
creased demand  they  will  have  during  the  Fall 
and 'Christmas  season.  Many  dealers,  anticipat- 
ing these  improved  conditions,  have  discon- 
tinued the  handling  of  other  makes  of  machines 
and  records,  preferring  to  be  exclusive  Victor 
representatives,  now  that  the  prospects  for 
stock  look  sufficiently  bright." 

Some  Recent  Visitors 

Among  the  recent  visitors  to  the  Weymann 


offices  were:  George  Gewehr,  of  Wilmington, 
Del.;  C.  M.  Ware,  of  Milville,  N.  J.;  Mr.  Voigt, 
of  Voigit  &  Ludlow,  of  Vineland,  N.  J.,  and  J.  H. 
Christman,  of  Salem,  N.  J. 

Columbia  Business  Beats  Last  Year 

The  Columbia  Graphophone  Co.  reports  that 
business  in  September  was  most  encouraging 
and  was  very  much  larger  than  it  was  during 
the  corresponding  month  of  last  year.  Every- 
thing in  the  way  of  Grafonolas  and  records  came 
through  in  very  good  shape  and  little  or  no 
c&rnplaint  was  received  from  dealers.  P.  C. 
Cummin,  the  new  Columbia  manager,  during* 
the  month  paid  a  visit  to  the  firm's  factory  at 
Bridgeport,  Conn.,  to  become  familiar  with  the 
workings  there.  He  also  visited  the  branches  at 
Baltimore  and  Washington,  and  in  company  with 
the  district  managers,  went  over,  the  field  in  tiic 
various  Pennsylvania  districts. 

Changes  in  Columbia  Officials 

Many  changes  took  place  in  the  Columbia 
personnel  during  the  month.  The  former  as- 
sistant manager,  B.  W.  Jennings,  was  trans- 
ferred from  th'at  position  to  New  York,  to  fill 
a  similar  position  at  the  Columbia  branch  in  that 
city.  To  his  position  here,  E.  A.  Manning  was 
promoted.  Mr.  Manning  has  been  connected 
with  the  firm  for  a  number  of  years,  and  re- 
cently was  credit  manager  and  ofiice  manager. 
Another  change  was  in  the  Harrisburg,  Lan- 
caster and  York  district,  where  the  former  man- 
ager, O.  F.  Jester,  was  replaced  by  J.  F.  Trace, 
the  latter  having  been  transferred  to  the  terri- 
tory recently  covered  by  R.  H.  Woodford.  Mr. 
Woodford,  as  was  noted  last  month,  has  been 
appointed  manager  of  the  Cincinnati  branch  of 
the  Columbia.  H.  C.  Trade,  formerly  a  local 
Edison  jobber,  has  been  appointed  salesman  in 


the  northern  territory  of  the  local  Columbia 
firm,  to  take  place  the  first  of  October.  He  will 
divide  the  territory  with  Mr.  Sheppard,  who  at 
present  has  entire  control,  the  change  being 
made  to  give  the  dealers  in  that  section  better 
service  by  means  of  more  frequent  visits.  J.  J. 
Dougherty,  long  connected  with  the  firm,  has 
been  appointed  supervisor  of  credits  and  col-" 
lections. 

Dealers'  Meeting  for  Early  Fall 

K.  Mills,  the  manager  of  the  New  York  Co- 
lumbia branch,  was  a  Philadelphia  visitor  dur- 
ing the  month.  R.  F.  Porter,  Columbia  field  sales 
manager,  and  J.  Monroe,  general  auditor  of  the 
company,  were  also  here  for  a  brief  visit  on 
their  way  to  Baltimore  and  return.  The  Co- 
lumbia Co.  is  arranging  for  a  general  dealers' 
meeting  in  the  early  Fall  at  the  Philadelphia 
headquarters. 

Among  the  recent  Columbia  visitors  were: 
Mr.  Zortman,  of  Newark,  Del.;  Mr.  Belmar,  of 
the.  King  Furniture  Co.,  of  Trenton,  N.  J.;  Mr. 
Cohan,  of  the  Yards  firm  of  Trenton;  E.  Mar- 
kowitz,  of  Bethlehem,  Pa.,  and  H.  C.  Heller,  of 
the  Metropolitan  Phonograph  Co.,  of  Read- 
ing, Pa. 

Blake  &  Burkart  Give  Big  Concert 

Blake  &  Burkart,  who  are  generally  recog- 
nized as  leaders  in  the  handling  of  the  Edison 
in  this  section,  report  that  their  business  this 
Fall  has  started  in  in  a  most  satisfactory  way. 
They  have  been  conducting  a  very  extensive 
advertising  campaign.  On  September  16  they 
gave  a  big  concert  in  Witherspoon  Hall,  in 
which  the  soloist  was  Miss  Leola  Powell,  who 
was  assisted  by  Miss  Virginia  Powell,  reader. 
The  former  is  one  of  the  most  popular  of  the 
{Continued  on  page  96) 


Round  tone  from  a  round  horn 

{the  Emerson  Music  Master  Horn) 


EVERY  Emerson  Phonograph  is 
equipped  with  the  Emerson  Music 
Master  Horn.  And  every  Emerson 
Music  Master  Horn  is  as  round  as  a 
round  full  moon. 

It  is  made  round  in  order  to  do 
away  with  obstructing  angles  and 
echo-y  corners.  Only  a  perfectly 
round  trumpet-shaped  horn  will  per- 
mit the  music  to  flow  forth  smoothly 
and  evenly — unaccompanied  by  me- 
chanical rasps  and  muffled  sounds. 

Every  Emerson  Music  Master  Horn 
is  made  of  specially  selected,  kiln- 
dried,  rounded  spruce — solid  spruce — 
not  veneered. 

Examine  the  Emerson  Music  Mas- 
ter Horn  at  your  earliest  opportunity. 
It  marks  an  important  step  in  the  de- 
velopment of  talking  machine  tone. 


And  while  you're  about  it,  note  the 
other  interesting  features  which  dis- 
tinguish the  new  Emerson  Phono- 
graph :  The  Emerson  Thrush-Throat 
Universal .  Tone-Arm,  the  Emerson 
True  Tone  Reproducer,  the  Emerson 
Bevel-edge,  Clamp-ring  Turn  Table, 
the  Emerson  Flush  Motor  Board,  the 
Emerson  New  Style  Patented  21st 
Century  filing  system,  Emerson  Per- 
fect Tone  Control,  etc. 

Write  for  loose-leaf  catalogs  about 
the  new  line  of  Emerson  Phonographs 
— eight  superb  models — and  more  to 
be  added  later. 

Watch  for  our  full-page  advertise- 
ments in  the  Saturday  Evening  Post. 
The  next  one  appears  in  the  issue  of 
October  16th. 


Records  qnd 
Phonographs 


Tmerson  Philadelphia  Co 


810  Arch  Street 


-:-  -:-        PHILADELPHIA,  PA. 

Distributors  of  EMERSON  RECORDS 


96 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— ( Continued  from  page  95) 


Edison  sopranos  and  she  gave  an  exhibition, 
accompanied  by  the  Edison  phonograph,  to  show 
how  absolutelj'  perfectlj-  that  machine  records  the 
voice.  Another  and  larger  Edison  affair  is 
being  arranged  to  take  place  in  the  Academj- 
of  Music,  with  a  number  of  big  artists  on  the 
program.  Recently  Blake  &  Burkart  started  the 
handling  of  the  Okeh  records.  They  report  that 
they  are  well  stocked  with  machines  and  records, 
not  onlj'  on  Edison,  but  also  Soiiora,  Cheney 
and  Columbia.  They  have  added  several  new 
booths  during  September  and  have  placed  a  con- 
venient wrapping  room  in  the  front  of  their 
fi'.ain  store. 

C.  S.  Tay  Goes  to  Chicago  Pathe  Office 
C.  S.  Tay,  who  has  been  the  assistant  here  to 
\\"alter  L.  Eckhardt,  the  head  of  the  Interstate 
Phonograph  Corp.,  and  in  that  capacity  acted 
with  Mr.  Eckhardt  during  the  several  years  he 
was  the  Philadelphia  representative  of  the  Co- 
lumbia, is  about  to  leave  this  city  to  go  to  Chi- 
cago to  take  charge  of  the  Pathe  Interstate 
Phonograph  Corp.  in  that  city,  which  is  located 
at  1024  Wabash  avenue.  He  will  be  replaced 
here  by  C.  W.  Flood,  as  sales  manager,  and 
H.  A.  Pope,  who  is  at  present  secretary  of  the 
company,  will  be  in  charge  of  the  outside 
organization.  There  has  also  heen  appointed  a 
new  head  to  the  retail  shop  force,  William 
Keech,  who  for  a  long  time  has  been  connected 
with  the  local  Sonora  Shop,  both  at  its  present 
location  and  when  it  was  situated  on  Walnut 
street.  He  assumed  charge  on  the  first  of  Oc- 
tober. 

Perm  Co.  Has  Models  of  Victor  Artists 

The  Penn  Phonograph  Co.  has  just  taken  on 
a  new  advertising  innovation.  Having  been  so 
very  successful  with  the  Penn  miniature  Victor 
dogs,  it  is  now  offering  to  the  public  a  much 
more  pretentious  proposition  in  the  form  of  one- 
half  life  size  figures,  properly  costumed,  to  rep- 
resent the  best  known  characters  in  the  group 
of  famous  Victor  operatic  stars.  There  are 
twelve  figures  in  all;  and  a  special  room  has 


Established 


Manufacturers  and 
Wholesale  Distributors 


WEYMAHH 

1108  Chestnut  Street 
J'hiladlelphia,  Pa. 


World  famous 

Weymann 
"Keystone  State" 
String  Instruments 
and  "W  &  S"  brand 
Musical  Merchan- 
dise. 


H.  A.  Weymann  &  Son,  Inc. 

FOR  EXTRA 
PROFITS 

to  the  dealer  we  heartily 
recommend  a  Musical  In- 
strument Department. 

Success  is  practically 
assured  dealers  w^ho  spe- 
cialize in  quality  goods  of 
know^n  merit  for  which  a 
demand  has  been  created. 

Write  for  catalogue 
and  trade  discounts 


been  set  aside  for  their  display,  which  has  been 
fitted  up  with  a  stage  including  scenery  and  foot- 
lights. These  figures  are  to  be  sold  exclusively 
to  Victor  dealers  for  the  decorating  of  their 
show  windows  and  stores.  The  twelve  figures 
represent  six  female  characters,  "La  Tosca," 
"Miss  Liberty,"  "Marguerite,"  "Gilda,"  "Oarmen," 
"Amneris,"  and   six  male  characters,  "Canio," 


"Scarpia,"  "Mephistopheles,"  "Don  Jose,"  "The 
Duke'  of  Mantua"  and  "Rhadames  " 

In  its  announcement  to  the  trade  the  Penn 
Co.  states:  "You  know  the  all-important  sub- 
ject before  the  trade  to-day  is  the  promotion  of 
Red  Seal  records,  and  in  offering  these  figures 
costumed  in  real  silks,  satins  and  laces,  we  are 
placing  in  your  hands  one  of  the  best,  original 


EACH  NEW  LIST  BRINGS  YOU 
INCREASED  BUSINESS 

There  are  Big  Sales  and  Profits  for  the  Dealer  in 

Records 

Write  us  at  once  regarding  your  territory 

IMMEDIATE  DELIVERY        -        -  EVERYWHERE 

COMPLETE  STOCK 


PHILADELPHIA  SHOW  CASE  COMPANY 

127  NORTH  13th  STREET  PHILADELPHIA,  PA. 

PITTSBURGH  BRANCH:  2002  Jenkins  Arcade  Building 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


97 


THE  TRADE  IN  PHILADELPHIA  AND  LOCALITY— (Continued  from  page  96) 


sales  ideas  developed  in  recent  years.  The  price 
is  within  the  reach  of  every  dealer.  The  sculptor 
of  the  original  figure,  as  well  as  the  costumer 
supplying  the  gowns,  are  both  well  known  in  the 
art  world,  and  the  figures  will  be  protected  by 
copyright."  To  introduce  these- models  the  Penn 
Co.  has  sent  out  a  number  of  Figure  1  to  the 
trade,  the  character  being  costumed  as  "Tosca." 
Gimbel  Bros.  Enlarge  Department 

Gimbel  Bros,  have  been  making  extensive  al- 
terations to  their  talking  machine  department. 
They  have  almost  doubled  the  capacity.  In  the 
former  selling  department  for  machines  they 
have  utilized  this  space  for  the  building  of  rec- 
ord racks.  Directly  south  of  the  former  main 
department  all  the  space  has  been  turned  over 
to  the  talking  machine  department  and  they 
have  placed  therein  a  number  of  new  booths. 

William  Holland,  of  the  Robelen  Piano  Co., 
of  Wilmington,  Del.,  was  a  recent  visitor  among 
the  local  trade. 


F.  A.  North  &  Co.  Open  Trenton  Branch 

F.  A.  North  &  Co.  have  finally  opened  the 
last  of  their  branch  stores  to  handle  the  Pathe 
and  other  talking  machines.  It  is  their  Tren- 
ton, N.  J.,  branch,  which  will  be  in  charge  of 
Harry  Trefz.  They  have  been  doing  a  splendid 
business  with  their  Pathe  Actuelle  records. 
Clarence  Nelson  has  been  placed  in  charge  of 
the  talking  machine  department  at  the  North's 
Reading  branch  store,  and  William  Longacre, 
who  recently  got  out  of  the  army,  has  been 
added  to  the  same  branch  as  machine  salesman. 
Estey  Talking  Machine  Department  Improved 

The  Estey  Co.^  at  Seventeenth  and  Walnut 
streets,  has  made  extensive  improvements  in  the 
talking  machine  department,  which  is  directed 
by  Mrs.  Louis:  W.  Quinby.  The  department, 
which  was  formerly  confined  chiefly  to  the  rear 
of  the  first  floor,  has  been  removed  to  the  con- 
cert hall  and  the  mezzanine  gallery,  and  the  first 
floor  space  has  been  given  over  entirely  to  the 


handling  of  records.    The  large  pipe  organ  has 
been  removed  from  the  concert  hall,  and  the  en- 
tire department  has  been  very  much  improved 
B.  B.  Todd  Opens  Third  Store 

B.  B.  Todd  had  everything  in  readiness  for 
the  opening  of  his  third  talking  machine  store 
at  1623  Chestnut  street  on  October  1.  He  is 
about  to  commence  alterations  on  his  Thirteenth 
and  Arch  street  store,  and  the  contractors  will 
soon  commence  operations. 

L'Artiste  Distributing  Co.  Formed 

A  change  was  recently  made  in  the  handling 
of  the  L'Artiste  phonographs  in  this  section. 
The  distribution  will  now  be  taken  care  of  by 
the  L'Artiste  Distributing  Co.,  with  main  of- 
fices and  showrooms  in  the  Parkway  Building, 
Broad  and  Cherry  streets,  with  branch  offices 
in  the  Jenkins  Arcade  Building,  Pittsburgh. 
The  Philadelphia  office  will  be  in  charge  of 
A.  O.  Ginther,  assisted  by  Messrs.  Bagley, 
Nixon,  Wharton  and  Krueger.  The  Pittsburgh 
office  will  be  in  charge  of  Walter  Leirer.  The 
territory  comprises  Pennsylvania,  southern  New 
Jersey,  Delaware  and  Maryland. 

Buehn  Store  Escapes  Serious  Damage 

Recently  the  store  of  the  Louis  Buehn  Co.  was 
visited  by  a  fire  which  fortunately  did  very  little 
damage  to  the  establishment,  but  might  have 
wiped  it  out  entirely.  The  third  and  fourth  floors, 
which  are  utilized  by  tenants,  took  fire,  but  the 
flames  burned  upward,  and  the  only  damage  to 
the  Buehn  firm,  which  owns  the  building,  was 
from  water.  The  building  was  damaged  to  the 
extent  of  $10,000  by  the  fire  and  the  stock  dam- 
aged only  to  the  extent  of  $1,000.  During  the 
month  Mr.  Buehn  made  an  automobile  trip 
among  all  his  dealers  in  the  State.  Among  some 
of  his  recent  visitors  were  I.  C.  Keinard,  of 
Keinard  Brothers,  Phoenixville,  Pa.,  and 
William  F.  Lamb,  of  the  Lamb  Music  House  of 
Pottstown,  Pa. 

Ogden  Corp.  Enters  Trade  Here 

The  Ogden  Music  Store  Corp.  has  entered 
(Continued  on  page  98) 


T 


HE  Penn-Vlctor  miniature  dog  with  the  dealer's  name  cast  in  the  pedestal 
has  been  used  by  nearly  one  thousand  Victor  Dealers  in  the 

United  States  Canada 
Great  Britain  Bermuda 
Hawaiian  Islands  Australia 
Central  and  South  America 


This  means  that  nearly  500,000  Penn-Victor  dogs  have  done  and  are  doing 
missionary  work  in  as  many  homes.  The  Penn-Victor  dog  will  continue  the 
work  of  Victor  Propaganda  as  efficiently  as  ever.  Why  not  let  it  work  for  you? 


DISTRIBUTORS: 


Atlanta,    Ga  Elyea  Talking  Machine  Co. 

Baltimore.   Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co.,  Inc. 
Birmingham,  Ala.  ..Talking  Machine  Co. 
Boston,    Mass  Oliver    Ditson  Co. 

Eastern  Talking  Machine  Co. 

The  M.  Steinert  &  Sons  Co. 

Buffalo,    N.    Y  Buffalo  Talking  Machine  Co. 

Burlington,    Vt.    . .  .American  Phonograph  Co. 

Butte,    Mont  Orton  Bros. 

Chicago,    III  Chicago  Talking  Machine  Co. 

Cleveland,    Ohio  Cleveland    Talking  Machine 

Co. 

The  Eclipse  Music  Co. 

Denver,  Colo  The   Knight-Campbell  Music 

Co. 

El  Paso,  Tex  W.  G.  Walz  Co. 

Honolulu,  T.  H  Bergstrom  Music  Co. ,  Ltd. 


Indianapolis,  Ind.  . 
Jacksonville,  Fla.  . 
Memphis,  Tenn.  . . . 
Kansas  City,  Mo.. 
Milwaukee.  Wis.  .. 
Minneapolis.  Minn. 

Mobile.  Ala  

New    Haven,  Conn. 

Newark.    N.  J  

New  Orleans.  La.. 
New   York  City.... 


.Stewart  Talking  Machine  Co. 

.Florida  Talking  Machine  Co. 

.Houck  Piano  Co, 

.  J.    W.    Jenkins  Music  Co. 

.Badger  Talking  Machine  Co. 

.Beckwith-CNeill  Co. 

.  Wm.   H.  Reynalds. 

.The  Horton-Gailo-Creamer  Co 

.Cullings   &  Co. 

.Philip   Werlein,  Ltd. 

.  Umiiiiucl  Blout 
C.   Bruno  &  Son 
Knickerbocker  Talking 

Machine  Co. 
New   York   Talking  Machine 
Co. 

Ormes,  Inc. 

Silas  E.   Pearsall  Co. 


Omaha,    Ne6  Mickel  Bros. 

Philadelphia.  Pa.   ..H.  A.  Weymann  &  Son 
Pittsburgh,    Pa.    ...W.   F.    Frederick  Piano  Co. 

Portland,    Me  Cressey  &  Allen.  Inc. 

Rochester,   N.   Y  E.   J.  Chapman 

St.    Louis,    Mo  Koerber- Brenner  Co. 

Toledo,    Ohio  The  Toledo  Talking  Machine 

Co. 

Washington.  D.  C... Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 
Robt   C.    Rogers  Co. 

Dealers  not  served  by  any  of  these  dis- 
tributors will  be  sold  direct  by  us  or  we 
will  charge  through  your  preferred  distributor 
if  so  requested. 


PENN  PHONOGRAPH  CO. 


Victor  Distributors 
Wholesale  Only 


913  Arch  Street,  Philadelphia 


98 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THE  TRADE  IN  PHILADELPHIA  AND 

i'hiladelphia  and  has  just  opened  a  new  store 
at  1019  Chestnut  street,  where  it  has  a  very 
attractive  store  well  suited  to  the  business.  This 
is  another  of  the  chain  of  stores  of  the  Ogden 
Corp.,  which  is  a  merger  of  the  Altoona  Music 
Roll  Co.,  of  Altoona,  Pa.,  the  Lansdale  Music 
Roll  Co.,  Lansdale, '  Pa.,  the  manufacturers  of 
the  Victory  and  Superba  rolls,  a  paper  box  plant 
at  Altoona,  Pa.,  and  also  a  small  printing  plant. 
This  corporation  also  controls  the  Victory 
Music  Store  at  1035  Chestnut  street,  which  was 
opened  several  months  ago;  the  store  at  Fifth 
avenue  and  Thirty-fifth  street,  New  York;  102 
West  Forty-second  street,  New  York;  1603  Pit- 
kin avenue,  Brooklyn;  a  store  at  Altoona,  Pa., 
and  one  at  YoungstowTi,  Ohio. 

It  is  the  intention  of  this  corporation  to  fea- 
ture Starr  pianos  and  phonographs  and  Ogden 
pianos  and  phonographs  in  addition  to  a  repre- 
sentative line  of  records  and  rolls.  The  head- 
quarters and  general  offices  will  be  in  Phila- 
delphia. The  directorate  is  composed  of  leading 
men  in  the  music  trade,  with  a  fair  representa- 
tion of  leading  bankers.  The  president  of  the 
corporation  is  J.  F.  Ogden,  and  the  capitaliza- 
tion will  be  about  $5,000,000,  one-half  preferred 
and  one-half  common  stock.  The  firm  claims 
to  control  the  only  real  hand-played  master  roll 
cutting  recorder  in  the  world. 

Adds  Melodee  Rolls  and  Magnavox 

The  Philadelphia  Show  Case  Co.,  the  local 
distributor  of  the  Sonora  machine  and  the  Okeh 
records,  the  offices  of  the  latter  being  in  the 
Parkway  Building,  has  recently  added  to  its  list 
as  Philadelphia  distributor  the  Melodee  music 
rolls  and  the  Magnavox.  On  the  Melodee  the 
firm  will  have  the  exclusive  selling  rights  for 
the  entire  State  of  Pennsylvania,  the  southern 
part  of  New  Jersey,  with  selling  privileges  in 
Delaware  and  Maryland.  Already,  it  states, 
all  the  large  department  stores  in  Philadelphia 
have  placed  in  their  stock  the  Melodee  line,  and 
now  has  fourteen  men  out  on  the  territorj'  sell- 


LOCALITY — (Continued  from  page  97) 

ing  these  rolls  in  addition  to  a  large  office  force 
required  to  handle  the  additional  business. 
F.  H.  Owens  Will  Be  in  Charge 
F.  H.  Owens,  formeriy  connected  with  one  of 
the  large  retail  houses  in  Philadelphia,  will  be  in 
charge  of  the  Melodee  music  roll  department 
An  unusually  large  stock  of  these  rolls  has  al- 
readj'  been  received  and  the  local  distributors 
have  made  arrangements  that  all  orders  that  will 
be  received  before  2  p.  m.  wiil  be  delivered  to 
the  firm  ordering  the  same  day.    The  Philadel- 
phia Show  Case  Co.  is  prepared  to  give  very 
excellent  service  in  Philadelphia,  having  four 
trucks  making  deliveries  in  every  section  of  the 
city. 

Fox  Finds  Emerson  Business  Good 

The  business  on  the  Emerson  in  Philadelphia 
both  in  machines  and  records,  Harr3'  Fox,  the 
local  Emerson  man,  states,  has  been  wonderful. 
The  returns  ha^'e  passed  far  bej'ond  his  expec- 
tations. He  has  appointed  as  a  new  salesman 
William  J,  Barrett,  who  for  a  considerable  time 
has  been  wath  the  Overland-Harper  Automobile 
Co.  He  will  cover  the  western  pant  of  the  east- 
ern Pennsylvania  territory'  and  part  of  southern 
New  Jersey.  Gilbert  Diamond,  of  the  of- 
fice force,  has  just  returned  from  his  honey- 
moon, which  was  spent  at  Niagara  Falls  and 
Delaware  Water  Gap.  His  wife  was  formerly 
Miss  E.  H.  Dixon. 

Mr.  Fox  states  that  increased  production  has 
been  promised  on  records  and  the  companj^  is 
going  to  try  to  maintain  its  system  of  over- 
night delivery  to  the  dealers.  J.  R.  Burnat,  the 
advertising  m.anager  of  the  New  York  Emerson 
office,  was  a  visitor  during  the  month. 


SEE  PAGE  TWENTY=SEVEN 

Talking  machine  dealers  in  the  Philadelphia 
territory  will  find  the  advertisement  of  the 
Vitanola  Distributors  Co.,  1025  Arch  street, 
Philadelphia,  which  appears  on  page  27  of  this 


MOTORS— TONE  ARMS 

We  Can  Furnish  Any 

HEINEMAN   or  MEISSELBACH 
Motor  or  Tone-Arm  or  part  at  factory  prices. 

Send  for  catalog,  enclosing  trade  card 

EVERYBODY'S  TALKING  MACH.  CO. 

Anthorixed  Distributors  " 
Helneman  &  Melsselbach  Motors 
38  N.  8th  Street,  Philadelphia,  Pa. 


issue  of  The  W^orld,  of  interest.  The  Vitanola 
line  of  phonographs,  for  which  this  companj- 
is  distributor,  is  steadilj-  enlarging  its  sphere 
of  popularity  throughout  tlie  countr}'. 


TENDER  BANQIJET^TO  E.  A.  DEM 

Bridgeport,  Coxn.,  October  5. — E.  A.  Dean, 
who  has  been  made  general  works  superintend--^ 
ent  of  the  Toronto,  Canada,  branch  of  the  Co- 
lumbia Graphophone  Co.,  after  serving  two 
years  as  assistant  general  manager  of  the  local 
plant,  was  extended  a  testimonial  of  esteem  in 
the  form  of  a  banquet  at  the  Algonquin  Club 
by  his  business  associates.  R.  F.  Crudington, 
general  superintendent  of  the  plant,  presented 
Mr.  Dean,  on  the  part  of  the  foremen  of  the 
various  departments,  with  a  handsome  traveling 
bag,  fully  equipped. 


A  Dependable  Organization 

Dedicated  to  their  work  of  distributing 

l^ependable   ]\/f erchandise 

VIGTROLAS  and  VICTOR  RECORDS 
EXCLUSIVELY  and  WHOLESALE  ONLY 


The  Louis  Buehn  Company 

OF  PHILADELPHIA 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


99 


THOS.  A.  EDISON  AS  A  PROPHET 

Indianapolis  Man  Calls  Attention  to  Predictions 
Made  by  Edison  in  an  Article  Written  for  a 
Magazine  Forty-two  Years  Ago 


A  letter,  printed  recently  in  the  Indianapolis 
(Ind.)  Star,  throws  some  interesting  light  upon 
a  prophecy  made  by  Thomas  A.  Edison  in  1878 
and  which  in  the  forty-two  years  that  have  in- 
tervened has  been  fulfilled  to  an  extent  that 
should  surprise  even  the  prophet  himself.  The 
letter  by  Harry  G.  Burns,  of  Indianapolis,  reads; 

"In  an  old  copy  of  the  Indianapolis  Journal, 
dated  April  30,  1878,  there  appears  an  article 
taken  from  the  North  American  Review,  writ- 
ten by  Thomas  A.  Edison,  on  the  phonograph; 
what  it  had  accomplished  up  to  tljat  time,  and 
what  it  might  yet  accomplish. 

"Taking  into  consideration  the  fact  that  this 
article  was  written  forty-two  years  ago,  it  is 
more  than  interesting  at  the  present  time  to 
read  the  prophecies  made  by  Mr.  Edison  in  that 
early  day.  The  article,  among  other  things,  con- 
tained the  following: 

"'The  only  element  not  absolutely  assured  in 
the  result  of  experiments  thus  far  made  which 
stands  in  the  way  of  a  perfect  production  at 
will  of  Adelina  Patti's  voice  in  all  its  purity  is 
the  single  one  of  quality,  and  even  that  is  not 
totally  lacking  and  will  doubtlessly  be  wholly 
attained.  If,  however,  it  should  not,  the  mu- 
sical box  or  cabinet  of  the  present  will  be  super- 
seded by  that  which  will  give  the  voice  and  the 
words  of  the  human  songstress. 

"  'A  doll  which  may  speak,  sing,  cry  or  laugh, 
may  be  safely  promised  our  children  for  the 
Christmas  holidays  ensuing.  Every  species  of 
animal  or  mechanical  toy,  such  as  locomotives, 
etc.,  may  be  supplied  with  their  natural  and 
characteristic  sounds.  The  phonographic  clock 
will  tell  you  the  hour  of  the  day,  call  you  to 
lunch,  send  your  lover  home  at  10  o'clock,  etc. 
It  will  henceforth  be  possible  to  preserve  for 
future  generations  the  voices,  as  well  as  the 
words,  of  our  Washingtons,  our  Lincolns,  our 
Gladstones,  etc.,  and  to  have  them  give  us  their 
greatest  effort  in  every  town  and  hamlet  in  the 
country  upon  our  holidays.  .  Lastly,  and  in  quite 
another  direction,  the  phonograph  will  perfect 
the  telephone  and  revolutionize  present  sys- 
tems of  telegraphy.' 

"That  ends  the  article,  but  since  it  was  writ- 
ten, as  has  been  said,  forty-two  years  have 
passed,  and  while  we  have  witnessed  wonders 
from  the  phonograph  we  have  failed  to  see  many 
of  the  mechanical  toys  above  described,  to- 
gether with  the  talking  clock;  and  while  we 
have  great  faith  in  Mr.  Edison's  prophecies  in 
that  line,  we  were  about  to  come  to  the  con- 
clusion that  he  was  mistaken,  when,  to  our 
amazement,  we  pick  up  a  copy  of  Leslie's 
Weekly  of  the  present  date,  and  read  at  the  head 
of  ail  article  these  words,  'A  Clock  That  Talks,' 
it  being  invented  by  a  Vincent  Pinto  of  Phila- 
delphia. The  article  tells  us  that  the  hour  hands 
are  so  adjusted  that,  when  the  hour  of  11  is 
reached,  contact  is  established  with  a  phono- 
graph inside  the  clock.  But  no  matter  how  well 
the  clock  is  able  to  perform  its  duty,  there  is 
a  grave  possibility  of  it  receiving  a  setback  of 
an  hour  or  two  by  the  young  folks,  which  would 
cause  the  faithful  old  clock  to  tell  an  untruth 
and  call  out:  'Eleven  o'clock;  time  to  go  home!' 
at  1  or  2  o'clock  in  the  morning.  However  that 
may  be,  we  find  Mr.  Pinto  much  more  generous 
to  the  young  folks,  as  his  clock  permits  them 
to  stay  until  11  o'clock,  while  Mr.  Edison  years 
ago  insisted  that  they  leave  promptly  at  10 
o'clock.  But,  after  all,  even  in  this  late  day, 
Mr.  Edison's  prophecies  are  coming  true,  and 
instead  of  doubting,  we  are  bound  to  say,  'Will 
wonders  never  cease?'" 

I  Keystone  Die-Casting  Co.  I 

I  Norristown,  Pa.  | 

I  ALFRED  C.  RANTSCH  E.  J.  W.  RAGSDAIE  | 

i        Pre«.  and  Gen.  Salei  Mgr.  Trea«.  and  Gen.  Mgr.  = 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiii?? 


FORM  WHITE=MOREY  MUSIC  HOUSE 

H.  L.  Morey  and  W.  A.  White  Will  Open  New 
Columbia  Shop  in  New  Rochelle — Mr.  Morey 
Resigns  as  Columbia  Assistant  Manager 


H.  L.  Morey,  assistant  manager  of  the  New 
York  branch  of  the  Columbia  Graphophone  Co., 
resigned  from  this  position  this  week  in  order 
to  devote  all  his  time  to  the  White-Morey  Music 
House,  New  Rochelle,  N.  Y.,  which  was  incor- 
porated recently  for  $25,000.  The  company  has 
opened  one  of  the  most  attractive  retail  music 
establishments  in  Westchester  County  and  ex- 
tensive publicity  plans  are  under  way.  The 
new  store  is  located  at  the  corner  of  Main  and 
Center  streets,  one  of  the  finest  business  loca- 
tions in  New  Rochelle,  and  according  to  pres- 
ent plans,  the  store  will  handle  Columbia  Grafo- 
nolas  and  Columbia  records  with  an  extensive 
line  of  pianos,  musical  merchandise,  sheet  music, 
etc. 

In  his  new  connection  Mr.  Morey  is  asso- 
ciated with  W.  A.  White,  who  conducts  the 


White  Alusic  Shop  at  Danbury,  Conn.,  and  who 
is  well  known  in  retail  talking  machine  circles 
in  the  East.  Mr.  Morey,  through  his  many 
years'  connection  with  the  Columbia  Grapho- 
phone Co.,  is  thoroughly  familiar  with  every 
phase  of  retail  merchandising,  and  as  a  mem- 
ber of  the  firm  of  the  White-Morey  Music  Co. 
vv'ill  have  unlimited  opportunities  to  utilize  this 
experience  to  practical  advantage. 


NEW  QUARTERS  FOR  F.  W.  PEABODY 

Now  Located  in  Attractive  Establishment  on 
Merrimack  Street,  Haverhill,  Mass. 


Frank  W.  Peabody,  well-known  piano  and 
talking  machine  dealer  of  Haverhill,  Mass.,  re- 
cently moved  to  75-77  Merrimack  street,  that 
city,  in  quarters  specially  arranged  to  meet  the 
requirements  of  his  business.  There  are  spe- 
cial departments  devoted  to  pianos,  to  talking 
machines,  Mr.  Peabody  handling  the  Aeolian- 
Vocalion,  Victor  and  Columbia  lines;  to  musi- 
cal merchandise,  sheet  music  and  player  rolls. 


I 


I 
I 


■ 


I 


NEW  FRANKLIN 

Has  Many  Distinguishing  Improvements 


LOUIS  XVI 


ADDED  to  the  superlative 
construction  and  finish  of 
the  Franklin  Phonograph  is  the 

NEW  HORN 

acoustically  correct  and  giving 
remarkably  increased  volume 
and  richness  of  tone. 

Also — every  model  wiW  have 
the  nevsr  patented  hingeless 
doors.  When  one  door  is 
opened,  both  open. 

The  Franklin  line  contains 
many  strong  talking  points  that 
make  it  easily  salable  and  a 
profitable  line  to  build  your 
future  upon. 


The  Franklin 


FRANKLIN  Pf 


1 0th  and  Columbia  Ave. 


I 
I 


I 


i 


Is  Different  | 


H  COMPANY  I 


INCORPORATED 

PHILADELPHIA,  PA. 


RASHALL  SALES  CORPORATION 

253  West  42nd  St..  New  York 


I 


100 


THE   TALKING    MACHINE  WORLD 


October  15,  1920 


e 

confacf  0/ //leJi^/pod 

and  ^/le 


IT  is  an  engineering-  fact  that  for  rigidity  and  certainty  of  obtaining  a 
true  level,  the  principle  of  3  point  contact  is  the  only  safe  one  to  fol- 
low.   The  tripod  of  the  surveyor's  instrument  clearly  demonstrates  the 
principle. 


We  employ  this  principle  in  conjunction  with  another  of  scientific  accep 
tance — elastic  mounting,  in  the  construction  of  the  REMINGTON 
REPRODUCER. 

In  the  reproducer  in  general  use  today,  the  diaphragm  is  held  in  place 
by  the  entire  outside  circumference  of  the  sound  box  rim  with  a  rub- 
ber gasket  acting  as  a  cushion.    That  is  not  so  in  the  REMINGTON 
REPRODUCER.     To  hold  the  diaphragm  in  place  we  employ 
the  3  point  contact  and  elastic  mounting  systems,  consisting  of 
three  silver  steel  balls  whose  minute  surfaces  make  the  contact  be- 
tween the  diaphragm  and  the  rim,  thus  obtaining:  1.  RiGIDITY 
2.  TRUE  LE\"KE.       FREE  \"IBRATION  OF  THE  DTA- 
PHRAgM,  so  free  that  the  softest  recorded  tones  of  a  record 
become  distinctlv  audible. 


The  Remington  Reproducer  is  the 
important  feature  of  the  Remington 
Phonograph  now  being  mannf  act  tired 
by  us  in  four  styles. 


"Our  Tone  is  best  by  every  Test" 


JPHONQ  GR.APH     C  OR^POR-ATION 


A  Phonograph  as  good  as  its  name. 


REMINGTON  PHONOGRAPH  CORPORATION 


General  Offices:  1662-1666  Broadway,  New  York 


PHILO  E.  REMINGTON 
Preiident 


EVERETT  H.  HOLMES 
Sales  Manager 


JAMES  S.  HOLMES 
Vko-President 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


101 


EVOLUTION  OF  A  VICTOR  DEALER 

G.  E.  Lester,  Profiting  by  Example  of  Victor 
Co.,  Puts  His  Business  on  a  Pa)nng  Basis 
and  Makes  Himself  Independent 


Hoopeston,  III.,  is  the  scene  of  the  evolution 
of  a  talking  machine  dealer  from  the  grub  to 
the  butterfly  state,  as  expressed  by  P.  A.  Ware, 
sales  manager  of  the  Putnam-Page  Co.,  Vic- 
tor distributors  of  Peoria.    Hoopeston  is  a  city 


Interiqr  View  of  Establishment  of  G.  E.  Lester  in  Hoopeston,  111 
of  5,451  people  and  G.  E.  Lester  has  been  an  en- 
terprising druggist  there  for  many  years.  Part 
of  the  store  was  rented  to  a  jeweler,  who  occu- 
pied all  of  one  of  the  very  good  display  win- 
dows at  the  front,  together  with  about  one-third 
of  the  store  floor  space.  Mr.  Lester  was  a  Vic- 
tor dealer.  His  Victor  equipment  consisted  of 
a  record  rack  in  the  back  of  the  store  and  small 
space  for  a  few  machines  near  by.  Very  recent- 
ly he  began  to  think  along  Victor  lines,  as  a 
result  of  conferences  with  Victor  men,  and  then 


he  awoke  to  the  fact  that  the  jeweler  might  be 
getting  the  best  of  it  in  the  matter  of  rental. 

As  a  result  of  Mr.  Lester's  thinking  and  plan- 
ning the  jeweler  went  elsewhere  and  the  illus- 
tration shows  how  the  Lester  store  evoluted 
from  a  Victor  agency  into  a  Victor  store,  rep- 
resentation that  cannot  be  bettered  in  any  com- 
munity of  its  size  in  Illiinois. 

As  an  illustration  of  what  intensive  study  of 
Victor  business  may  bring  out  in  the  way  of 
enthusiasm  and  how  well  informed  this  mer- 
chant has  become  on 
Victor  matters,  the 
Putnam-Page  Co.  is 
reproducing  a  half- 
p  a  g  e  advertisement 
from  a  Hoopeston 
newspaper,  which  not 
only  explains  itself, 
but  may  be  informa- 
tive to  many  men  who 
have  been  in  the  busi- 
ness a  long  time. 

The  statements  are 
interesting,  inasmuch 
as  they  were  not  fur- 
nished to  Mr.  Lester 
already  compiled,  but 
were  jotted   down  in 
liis  notebook  while  on 
a  visit  to  the  Victor 
factory   during  a  re- 
cent trip  conducted  by 
the  Putnam-Page  Co.,  and  which,  as  reported  in 
last  month's  World,  was  an  event  of  more  than 
usual  interest. 


INCORPORATED 


The  Keystone  Music  Co.,  Brooklyn,  N.  Y., 
has  been  incorporated  with  $20,000,  to  manufac- 
ture talking  machines,  the  incorporators  being 
C.  S.,  L  N.,  and  L  A.  Levine,  who  are  all  resi- 
dents of  that  borough  of  New  York. 


MEETING  OF  TALKING  MACHINE  MEN 

Dealers  Hold  Monthly  Meeting  at  Hotel  Penn- 
sylvania— Adopt  Amendment  as  to  Annual 
Dues — Outing  Committee  Reports  Surplus 


The  general  monthly  meeting  of  the  Talk- 
ing Machine  Men,  Inc.,  was  held  Wednesday, 
September  29,  at  Hotel  Pennsylvania,  with  Sol 
Lazarus,  president  of  the  Association,  presid- 
ing. Routine  business  was  transacted  and  a  re- 
port was  read  by  Emil  Perkins,  chairman  of 
the  outing  committee.  Mr.  Perkins  gave  de- 
tailed figures  as  to  the  receipts  and  expenses 
incidental  to  the  outing  and  greatly  to  the  grati- 
fication of  the  members  the  committee  reported 
a  surplus  of  $234. 

A  vote  of  thanks  was  given  to  the  members 
of  the  outing  committee,  who  had  worked  inde- 
fatigably  for  the  success  of  the  event,  and  a 
vote  of  thanks  was  also  given  to  the  jobbers 
who  had  contributed  prizes  for  the  various 
athletic  events. 

The  Association  adopted  an  amendment  to  its 
by-laws  whereby  the  annual  dues  will  be  $10  for 
all  members,  effective  April  1,  1921.  All  new 
members  joining  the  Association  between  this 
date  and  April  1,  1921,  will  pay  the  $10  dues. 

Abraham  Davega,  of  the  Knickerbocker  Talk- 
ing Machine  Co.,  New  York,  Victor  whole- 
saler, gave  an  interesting  address,  outlining  a 
plan  whereby  dealers  may  utilize  the  services 
of  an  expert  repair  man  who  will  co-operate 
with  their  clients  by  inspecting  the  machines 
sold  by  the  dealers  and  giving  a  detailed  report 
as  to  the  repairs  required.  Mr.  Davega  also 
calTed  attention  to  the  campaign  recently  inau- 
gurated by  his  company,  which  has  met 
with  the  approval  of  Victor  wholesalers  every- 
where, whereb}'  every  member  of  the  Victor 
trade  features  a  line  at  the  bottom  of  all  sta- 
tionery reading  as  follows:  "For  perfect  sound 
reproduction  play  your  records  on  the  Victor 
V-ictrola  with  the  Victor  Tungs-Tone  stylus." 


THAT  TWO  HEADS 

can  think  better  than  one  has  been  conceded  since  the  day 
that  tv^^o  men  were  on  earth.     Therefore,  whenever  you 
feel  that  you   would   like  another   viewpoint  on  some 
change  that  you  are  contemplating,  some  new  installa- 
tion that  you  are  planning,  or  some  new  merchandising 
idea  that  you  are  going  to  put  into  effect,  do  not 
hesitate  to  call  on  us,  as  we  are  always  willing  to 
advance  our  advice  based  on  years  of  experience 
in  Victor  merchandising. 

W.  D.  &  C.  N.  ANDREWS 

BUFFALO,  N.  Y. 


102 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Louis  XVI  Console 


WHAT  IS  BACK  OF  THE 
GRANBY  PHONOGRAPH? 


^^^^gl  NATURAL  question  and  one  which  we  are  pleased  to  reply  to  in  detail. 

^^^w^  The  Granby  Phonograph  has  ample  financial  resources  behind  it.    It  is 
^^^^H  made  in  an  extraordinarily  well  equipped  plant,  an  institution  with  re- 
 '  markable  manufacturing  facilities. 

Granby  craftsmen  are  experts  in  their  vocation,  with  so  great  a  pride  in  their 
handiwork  that  nothing  but  a  quality  product  could  be  the  result. 

The  idea  which  has  actuated  this  institution  from  its  very  inception  is  to  build  the 
very  best  phonograph  that  can  be  built. 

When  we  say  best  we  mean  it  in  its  actual,  literal  interpretation. 

To  that  end  we  have  erected  our  structure  on  a  firm  foundation  and  we  intend 
to  associate  the  sale  of  our  line  with  that  class  of  Trade  which  will  shed  luster 
on  the  Granby  in  the  same  degree  that  this  phonograph  line  will  shed  luster  on  it. 

Ask  us  questions  on  our  proposition — dig  deep  into  it — we  want  you  to — and  after 
you  have  gone  all  over  it  you  are  bound  to  say: — 

"THIS  IS  THE  LINE  I  WANT— THIS  IS  THE 
KIND  OF  DEALER  SUPPORT  THAT  WILL  IN- 
CREASE MY  BUSINESS— YEAR  AFTER  YEAR" 

Right  noTv  is  the  time  to  line  up  with' this  line.    GET  FULL  DETAILS  AT  ONCE 


GPANBY  PHONOGPAPH  CORPOPATION 

EN      ORF      O      UK-V      I      RG  INJA© 


OCTOBBK  15,  1920 


THE   TALKING    MACHINE  WORLD 


103 


THE  SMALL  VICTROLA  FOR  THE  CHILDREN'S  PLAYROOM 

Good  Music  Should  Play  a  Vital  Part  in  the  Life  of  Every  Child  From  Cradle  Days  to  Adoles- 
cence, Says  Victor  Educational  Department — Dealers  Are  Realizing  Value  of  Movement 


As  a  part  of  their  interest  in  making  America  a 
musical  nation  and  in  bringing  an  appreciation  of 
good  music  to  the  greatest  possible  number  of 
people,  the  educational  department  of  the  Vic- 
tor Talking  Machine  Co.  is  advocating  that  the 
small  type  Viotrola  and  a  selection  of  specially 
recorded  children's  music  be  placed,  if  possible, 
in  the  nursery  or  playroom  of  every  home.  It  is 
an  undeniable  truth  that  the  little  ones  have 
long  been  neglected  in  a  musical  way.  The  ac- 
cepted idea  of  bringing  music  to  the  child  is 
that  as  soon  as  he  is  old  chough  he  should  study 
piano  or  take  vocal  lessons.  But  the  ear-gate, 
which  is  open  and  almost  perfect  from  birth, 
is  kept  shut  to  the  beauties  of  music  or  else  is 
allowed  to  hear  a  quantity  of  music  unsuited 
to  it. 

The  average  talking  machine  dealer  would',  no 
doubt,  tell  you  that  a  bit  of  choice  opera  for 
mother  and  dad,  the  latest  jazz  for  brother 
Jack  and  sentimental  ballads  for  sister  Kate 
make  up  the  usual  selection  when  Pater  takes 
home  a  few  records  for  the  family.  But  in  this 
family  are  Dorothy,  age  two,  and  Bobby,  age 
four.  For  them  Dad  has  taken  nothing  home. 
No  doubt,  if  the  dealer  asked  him  why  he  bought 
no  records  for  the  children  the  dealer  would  be 
asked  in  utter  amazement  what  a  brass  band 
or  an  operatic  aria  could  mean  to  Bobby  and 
Dorothy. 

Of  course,  a  brass  band  or  an  operatic  aria 
would  not  say  much  to  children  of  two  and  four, 
but  the  educational  department  of  the  Victor 
Co.  has  taken  infinite  pains  and  devoted  years  of 
study  to  this  very  problem  of  music  for  little 
children. 

Cradle  days  are  not  too  early  to  begin  to 
acquaint  a  child  with  good  music.  The  littlest 
babies  hear  words  and  sentences  every  day  of 
the  year  poured  over  them  again  and  again. 
Why,  then,  should  they  not  hear  good  music 
in  the  same  way?  Rock  rhythm  into  them  in 
their  cradles.  In  that  way  they  will  have  a  good 
appreciation  of  real  music  by  the  time  they  are 
ready  for  kindergarten,  rather  than  having  the 
mechanics  of  it  only  thrust  upon  them  later 
in  school. 

Ignorance  of  the  value  of  music  in  child  life' 
or  lack  of  guidance  in  its  presentation  have  pre- 
vented most  parents  from  trying  to  use  music 
with  their  little  children.  To  meet  this  need  for 
guidance  the  Victor  Co.  has  recently  issued 
"Music  Appreciation  for  Little  Children,  in  the 
Home,  Kindergarten  and  Primary  Schools." 
Three  years  were  spent  in  preparing  this  book, 
and  it  was  only  finally  presented  when  it  meas- 
ured up  to  the  highest  standards  of  pedagogy 
and  child  study.  It  has  been  off  the  press  but 
four  months  and  has  already  met  with  a  wide 
and  enthusiastic  reception  by  parents  and  edu- 
cators. 

The  Victor  Co.  advises  that  wherever  pos- 


sible there  should  be  a  small  type  Victrola  in 
the  nursery  or  playroom,  with  a  selection  of 
especially  made  records  to  accompany  the 
children's  fanciful  pantomimes,  plays  and 
pageants;  singing  games,  folk  and  aesthetic 
dances  to  give  vent  to  their  energy;  little  songs 
to  hear  and  imitate,  and  stories  and  folk-tales 
that  children  simply  adore.  The  big  Victrola  in 


Learning  to  Listen  in  the  Play  Room 

the  parlor  or  living  room  of  the  average  home 
is  the  greatest  of  all  "touch-nots"  for  the  chil- 
dren. During  the  day  they  must  not  touch  it 
for  fear  of  scratching  its  finish  or  breaking  a 
record,  and  in  the  evening,  when  the  family 
gathers  round  for  an  hour  of  music,  the  chil- 
dren are  hurried  off  to  bed. 

In  all  fairness,  therefore,  the  children  should 
have  a  little  Victrola  for  their  very  own,  to  live 
with  and  play  with — to  make  a  vital  part  of  their 
daily  lives.  Yes,  they  may  break  a  record  or 
two,  but  one  would  think  nothing  of  their  break- 
ing a  doll  or  toy  that  costs  eighty-five  cents  or 
more.  Soon  they  learn  that  the  records  are  very 
precious  and  bring  them  something  that  they 


Enjoying  Games  to  Music  on  the  Lawn 

love,  and  they  therefore  handle  them  with  great 
care,  realizing  that  if  the  record's  are  broken 
their  beauty  is  lost  to  them. 

Progressive  dealers  in  all  parts  of  the  country 
are  awaking  to  this  idea  of  music  for  little  chil- 
dren in  the  home.  Many  of  them,  after  the  sug- 
gestion of  the  Victor  educational  department, 
are  installing  a  children's  booth  or  room.  These 
children's  rooms  are  furnished  with  little  tables 
and  chairs,  a  small  Victrola  and  selection  of 
children's     records,     children's     pictures  and 


friezes  of  gaily  be-animaled  and  Mother  Goose 
nursery  wall  paper,  and  other  accoutrements 
that  delight  the  child's  heart.  Here  parents 
may  bring  their  children  to  hear  the  latest  and 
best  that  there  is  in  music  recorded  especially 
for  them  with  their  likes  and  every  need  in 
mind.  Here  may  be  conducted  the  Saturday 
morning  story  and  music  hour  that  many  deal- 
ers are  fostering  with  such  success. 

The  idea  of  a  Victrola  and  selection  of  records 
for  the  children  in  the  home  is  one  in  which 
parents  are  seeing  great  value,  and  one  that 
dealers'  everywhere  are  seizing  upon  to  gain 
wider  entree  into  homes  they  have  already  served 
and  to  reach  homes  still  without  a  Victrola. 


U.  S.  FOR  PRACTICAL  SCIENCE 


Bureau's  Discpveries  to  Be  Put  to  Real  Use, 
Says  Secretary  Meredith 


Washington,  D.  C,  October  4. — Business  men 
who  wish  to  commercialize  scientific  discoveries 
of  Government  experts  now  may  have  the  as- 
sistance of  a  special  bureau  recently  organized  in 
the  Agricultural  Department  under  direction  of 
Secretary  Meredith. 

The  new  bureau,  headed  by  David  J.  Price,  is 
officially  known  as  the  Office  of  Development 
Work.  It  is  intended  as  a  go-between  for  busi- 
ness men  and  science. 

Government  scientists  often  discover  processes 
by  which  valuable  products  may  be  obtained  from 
waste  materials  of  factories,  according  to  Secre- 
tary Meredith's  announcement.  Too  often  in  the 
past,  however,  the  discoveries  have  been  devel- 
oped only  to  the  theoretical  stage.  The  aim  of 
the  development  office  will  be  to  carry  the  discov- 
eries clear  through  to  the  practical  state. 


NEW  STORE  IN  MARINETTE,  WIS. 

Schrader   Music   House   Opens   an  Attractive 
New  Branch  Store  in  That  City 


The  Schrader  Music  House,  conducting  stores 
in  Escanaba  and  Ishpeming,  Wis.,  has  opened 
a  new  branch  store  at  1614  Masonic  Temple, 
Marinette,  Wis.,  with  G.  J.  Daley  as  manager. 
The  Knabe,  Lyon  &  Healy,  Gulbransen,  Pack- 
ard and  Krakauer  pianos  and  players  will  be 
handled,  together  with  Victrolas,  musical  mer- 
chandise, etc.  The  new  quarters  have  been 
handsomely  decorated  and  furnished. 


NEW  MODEL  OF  EJECT=0=FILE 


High  Point,  N.  C,  October  2.— The  new 
plant  of  the  Eject-O-File  Co.,  Inc.,  manufac- 
turers of  the  Eject-O-File  phonograph  record 
filing  system  of  this  city,  has  rapidly  swung 
into  large  production.  The  demand  continues 
for  all  their  models  of  filing  cabinets  and  in 
response  to  a  decided  demand  upon  the  part  of 
the  trade  the  advent  of  a  new  rim  top  cabinet 
is  announced.  This  new  model  is  particularly 
designed  for  the  No.  41  Edison  Amberola. 


VICTOR  DEALERS— 

Again  we  say: 

You  will  make  no  mistake  by  becoming 
VICTOR  EXCLUSIVELY. 
Think  it  over, 

THE  TOLEDO  TALKING  MACHINE  CO. 

WHOLESALE  EXCLUSIVELY  TOLEDO,  OHIO 


104 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


A  68=YEAR=OLD  MUSIC  HOUSE 


GRANBY  DISTRIBUTORS  APPOINTED 


Merriman  Piano  ^House,  Homell,  N.  Y.,  Now 
Located  in  Handsome  New  Home  in  That  City 
— An  Attractive  Phonograph  Department 


Announcement  of  Distributors  in  New  York, 
Philadelphia,  New  Jersey  and  Middle  West — 
Manufacturers  Pleased  With  Outlook 


HoRNELL,  N.  Y.,  September  27. — The  Merriman 
Piano  House,  which  was  established  in  1852,  and 
therefore  is  one  of  the  oldest  music  houses  in 
this  section  of  the  country,  recently  held  the 
formal  opening  of  its  remodeled  quarters.  The 
building  occupied  by  the  music  house  was  prac- 
tically rebuilt  from  top  to  bottom  with  the  re- 
sult that  it  is  now  most  modern  in  every  respect. 

The  Merriman  Piano  House  was  established 
sixty-eight  years  ago  by  Seth  Merriman,  and  is 


Showroom  of  Merriman  Piano  House 
being  conducted  at  present  by  Carl  F.  Merriman, 
son  of  the  founder.  The  store  equipment  is  now 
most  modern,  and  the  talking  machine  department, 
in  which  is  featured  Vocalion  and  Columbia  ma- 
chines and  records,  is  particularly  interesting,  be- 
ing supplied  with  two  sound-proof  demonstrating 
booths  attractively  furnished. 


Norfolk,  Va.,  October  2. — The  Granby  Phono- 
graph Corp.,  of  this  city,  reports  excellent 
progress  in  the  establishing  of  wholesale  agen- 
cies for  the  Granby  line  in  various  sections  of 
the  country;  An  important  announcement  has 
emanated  from  Granby  headquarters  of  the  ap- 
pointment of  Ziegler,  Baker  &  Johnson  as  New 
York  distributors  of  the  Granby  phonograph. 
A.  J.  Heath  &  Co.,  of  Philadelphia,  Pa.,  has 
been  appointed  distributor  for  Philadelphia, 
eastern  Pennsylvania  and  southern  New  Jersey. 
This  company  is  also  opening  an  office  in  Balti- 
more from  which  point  it  will  distribute  through- 
out Baltimore  and  Washington,  D.  C.  North- 
ern New  Jersey  will  be  handled  by  R.  Montalvo, 
of  101  -Mbany  street.  New  Brunswick,  N.  J. 
Mr.  Montalvo  also  carries  the  Granby  line  in 
his  retail  stores  located  in  New  Brunswick, 
Perth  Amboy  and  Plainfield,  N.  J.  The  Middle 
Western  franchise  is  held  by  R.  J.  Waters,  Lyon 
&  Healy  Building,  Chicago.  The  exceptional 
dealer  aid  and  co-operation  which  is  extended 
by  the  Granby  Corp.  is  an  important  factor  in 
the  success  of  this  firm  and  is  creating  consider- 
able favorable  comment  among  Granby  dealers. 
The  officials  of  the  company  state  that  they  are 
greatly  gratified  at  the  success  with  which  the 
Granby  line  has  met  and  over  the  enthusiasm 
displayed  by  Granby  dealers  and  the  excellent 
representation  they  are  giving  to  the  line. 


Because  the  Victor 
Company  spends 
millions  of  dollars  in 
publicity  work  is  no 
reaso  n  why  yo  u 
should  "leave  well 
enough  alone."  Make 
yourself  a  cog  in  the 
Victor  machinery  of 
progress. 

BRUNO 


CONDITIONS  SATISFACTORY  IN  WEST 

Executives  of  Sonora  Phonograph  Co.  Find 
Jobbers  Located  at  Western  Points  Very  Op- 
timistic Over  Talking  Machine  Outlook 


IMPORTANT  COLUMBIA  PROMOTIONS 


EXCELLENT  FINANCIAL  REPORT 


There  appeared  in  financial  papers  this  week  a 
splendid  report  relative  to  the  activities  of  the 
Columbia  Graphophone  Mfg.  Co.  during  the  six 
months  ending  June  30  last.  The  company  re- 
ports for  this  period  a  net  income  after  charges 
and  federal  taxes  of  $2,809,375.  This  was  equiva- 
lent, after  preferred  dividends,  to  $2.13  a  share  on 
the  outstanding  common  stock  of  no  par  value. 
The  total  earnings  were  $5,552,875;  interest,  $122,- 
058;  net  earnings,  $5,430,817;  charges,  deprecia- 
tion, Federal  taxes,  etc.,  $2,621,442;  net  income, 
$2,809,375;  dividends,  $982,812;  surplus  $1,862,- 
533;  profit  and  loss  surplus,  $4,253,194. 


S.  A.  Smith,  Portal,  N.  D.,  has  secured  the 
agency  for  the  .'Keolian-Vocalion  and  Vocalion 
records  through  the  medium  of  the  Stone  Piano 
Co.,  Fargo,  N.  D. 


Geo.  W.  Hopkins,  general  sales  manager  of 
the  Columbia  Graphophone  Co.,  New  York,  an- 
nounced this  week  the  appointment  of  B.  W. 
Jennings  as  assistant  manager  of  the  New  York 
branch,  the  manager  of  which  is  Kenneth  Mills. 
Mr.  Jennings  was  formerly  manager  of  the  Phila- 
delphia branch,  and  attained  signal  success  in 
that  important  position. 

E.  A.  Manning,  credit  manager  of  the  Phila- 
delphia branch  and  thoroughly  familiar  with  the 
requirements  of  the  dealers  in  that  territory,  has 
been  promoted  to  the  post  of  assistant  manager 
of  the  branch. 

Mr.  Hopkins  also  announced  the  appointment 
of  H.  C.  Cooley  as  assistant  manager  of  the 
Cleveland  branch.  Mr.  Cooley  was  formerly 
assistant  manager  at  New  Haven,  and  is  one  of 
the  most  popular  members  of  the  Columbia  or- 
^^anization. 


Frank  J.  Coupe,  director  of  sales  of  the 
Sonora  Phonograph  Co.,  returned  recently  from 
a  Western  trip  which  included  a  visit  to  In- 
dianapolis, Chicago,  Milwaukee,  Minneapolis 
and  Detroit  with  a  short  stay  at  the  Sonora  fac- 
tories at  Saginaw,  Mich.  At  Indianapolis  Mr. 
Coupe  was  accompanied  bj'  Geo.  E.  Brightson, 
president  of  the  Sonora  Phonograph  Co.,  and 
both  executives  attended  the  meeting  of  Sonora 
dealers  held  under  the  auspices  of  Kiefer-Stew- 
art  Co.,  Sonora  jobbers  in  Indianapolis.  The 
convention  was  a  decided  success,  and  more 
than  120  Sonora  dealers  testified  to  the  popular- 
ity and  prestige  of  Sonora  jobbers  in  this  ter- 
ritor}-. 

Mr.  Coupe  states  that  conditions  throughout 
the  West  are  excellent  so  far  as  Sonora  busi- 
ness is  concerned,  and  that  the  company's  job- 
bers everywhere  are  optimistic  to  the  highest 
degree.  The  dealers  are  closing  a  splendid  busi- 
ness, and  are  placing  orders  with  the  jobbers 
calling  for  immediate  delivery  if  possible. 


IT'S  A  LOSS  TO  US  BOTH 


IF  YOU  DON'T  SELL 


Full  Tone 


THE  DE  LUXE  STYLUS 

The  Best  Semi-Permanent  Needle  Made 

Plays  100-200  Records  Without  Changing 
3  for  30  cents  Liberal  Discounts 

We  furnish  Display  Cards  and  Staffers  for  Envelopes 
Order  thru  your  Jobber  or  direct  from  us. 

Discounts  and  Samples  upon  Request 

DUO  TONE  COMPANY,  Inc. 

Sole  Manufacturers  of  De  Luxe  Needles 

ANSONIA,  CONN. 


Medium  Tone 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


105 


THE  DEALERS'  MOST 
PHENOMENAL  SUCCESS 

THE  SIMPLEST,  MOST 
NECESSARY  DEVICE  IN 
PHONOGRAPH  HISTORY 

SHOULD  YOUR  JOBBER 
NOT  SUPPLY  YOU^WE  WILL 


PRESS  THE 
BUTTON  WITH 
ONE  FINGER 


MORE  ESSENTIALTOA  PHONOGRAPH 
ms  A  SELF-STARTER  TO  AN  AUTOMOBILE 


fpATUS 


USED 


INVENTED 


BY  JOSEPH 


HENCHf^ 


INVI 


BY  THE  ALLIED  ARMIK 


WHAT  IT  IS 

A  SUOION  DEVICE-ADJUSTSON  ANY  MACHINE  WITHOUTTHEUSE 
OF  TOOIS-AVOIDS  SCRATCHINGTHE  RECORD  OR  KNOCKING  AGAINST 
THE  TONE  ARM  -  NOTHING  TO  GET  OUT  OF  ORDER-  CANNOTWEAROyi 

WHAT  IT  DOES  

UFTSTHE  RECORDSAFEIY- SAVES  BRUISED  FINGERMAIIS  BYSIMPIY 
PRESSINGA  BUTTON  THE  PRESENT  UGIY  DAMAGING  METHOD  OF 
REMOVING  THE  RECORD  IS  ELIMINATED  -A  1919  MASTER  PATENT 


PRICES 


NICKEL  PLATED      $2.50  COMPLETE 


GOLD  " 


3.50 


VACUDM  RECORD  LIFTER.Lta 

701  SEVENTH  AVE.,  NEW  YORK 


SUCTION 
IIFTS  THE 
RECORD  INTO  I 
YOUR  HAND , 


106 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


GREATEST 


FOR   RED   SEAL  RECORDS 


Every  dealer  who  sells  Red  Seal  records  should  have 
these  figures  and  costumes.    They  lend  an  artistic 


\ 


Fig.  No.  2 
Costumed  as  Marguerite 
in  Faust 


Fig.  No.  2 
Costumed  as  Amneris 
in  Aida  ' 


Fig.  No.  1 
Costumed  as  Tosca 
in  La  Tosca 


nnHESE  figures  are  perfectly  /ormed  just  as  though  a  master  sculptor  had  wrought  them. 
Even  the  minutest  detail  has  been  worked  out  perfectly. 

The  gowns  are  hand-made  and  complete  in  every  respect.  They  are  copied  from  the  correct 
attire  worn  by  the  leading  artists  in  the  various  operas.  Even  the  flowers  on  the  gowns  are 
hand-painted.  Each  garment  is  removable  from  the  figure  for  cleaning  and  pressing  purposes. 
The  wigs  are  made  from  natural,  human  hair. 

They  are  almost  life-like  in  their  appearance,  as  can  be  seen,  to  a  certain  degree,  from  the 
illustration  which  was  made  from  a  photograph  taken  of  the  figures. 

Place  your  order  at  once.    Deliveries  in  the  order  in  which  your  demands  reach  us. 

(See  opposite  page  for  prices  and  additional  information) 


THE  ECLIPSE  MUSICAL  CO.,  VICTOR 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


107 


SALES  HELPS 

SOMETHING  ENTIRELY  NEW 


atmosphere  and  at  the  same  time  provide  a  sales 
inspiration    that   heretofore   has    been  unknown. 


ECLIPSE 


Fig.  No.  1 
Costumed  as 
Miss  Liberty 


Fig.  No.  2 
Costumed  as  Carmen 
in  Carmen 


Fig.  No.  2 
Costumed  as  Gilda 
in  Rigoletto 


THESE  figures  are  of  immense  sales  value  in  Red  Seal  records,  to  the  dealer.  While  their 
prime  object  is  for  window  display,  they  may  also  be  used  as  store  display  with  the  same 
artistic  effect  as  photographs  of  the  various  artists  which  adorn  the  store  interior. 

When  a  certain  opera  is  in  your  town,  the  figure  of  the  leading  character,  as  portrayed  by  the 
artist,  correctly  gowned  and  placed  in  your  window  together  with  the  Red  Seal  records  which 
have  been  made  by  the  artist  will  attract  more  attention  and  have  a  greater  compelling  interest 
than  any  other  sort  of  display  you  could  design.  Nothing  has  been  placed  on  the  market  in 
recent  years  that  possesses  such  artistic  charm. 


PRICE  LIST  AND  INSTRUCTIONS  FOR  ORDERING 


Uncostumed  Figures  No.  1  and  No. 

2,  each   $10.00 

Figure  No.  1,  costumed  as  Tosca, 

Complete    30.00 

Figure  No.  1,  costumed  as  Miss 

Liberty,  Complete    27.00 

Costume  for  Tosca   19.50 

Costume  for  Miss  Liberty   16.50 

Note — ^You  may  order  Figure  No.  1  cos- 
tumed      Tosca  and  costumed  for  Miss 


Liberty.  The  Tosca  gown  may  be  re- 
moved at  will  and  the  figure  dressed 
as  Miss  Liberty  or  vice  versa,  depend- 
ing on  the  character  you  wish  to  exhibit. 

Figure  No.  2,  costumed  as  Mar- 
guerite  $27.00 

Figure  No.  2,  costumed  as  Gilda.  27.00 
Figure  No.  2,  costumed  as  Car- 


27.00 


Figure  No.  2,  costumed  as  Am- 

neris   $32.00 

Costume  for  Marguerite    16.50 

Costume  for  Gilda    16.50 

Costume  for  Carmen    16.50 

Costume  for  Amneris    22.00 

Note — You  may  order  Figure  No.  2  in 
any  one  of  the  characters  noted  above 
and  with  a  complete  outfit  of  costumes 
on  the  No.  2  Series,  and  change  the 
character  at  will. 


Extra  arms  for  replacements  or  those 
used  in  changing  the  characters  Gilda 
or  Amneris  to  Marguerite  or  Carmen — 
$2.00. 

Figure  No.  3  (Man)  will  be  ready  soon. 

With  it  any  character  may  be  portrayed. 
The  head  is  movable  and  may  be  turned 
to  any  position.  Arms  bend  at  the  el- 
bow. Illustration  of  the  various  costumes 
for  this  figure  with  prices  will  be  sent 
you  soon. 


WHOLESALERS,  CLEVELAND,  OHIO. 


108 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Crystal  Edge  MICA  Diaphragms 

THE   STANDARD  OF  QUALITY  AND  SERVICE 

PHONOGRAPH   APPLIANCE   CO.  174  Wooster   Street,   New  York 


NEW  VOCALION  RECORD  PRESSING  PLANT  DEDICATED 


Elaborate  Concert  and  Dinner  Attended  by  Vocalion  Record  Artists  Mark  the  Formal  Opening 
of  Big  Addition  to  the  Vocalion  Record  Pressing  Factory  in  Meriden,  Conn.,  This  Week 


Meriden,  Coxx.,  September  29. — An  important 
event  in  the  industrial  affairs  of  ]\Ieriden  was 
celebrated  to-night  with  the  formal  dedication 
of  the  large  new  addition  to  the  Vocalion  record 
pressing  plant  in  this  city.  The  new  addition, 
which  will  soon  be  in  full  operation,  will  permit 
of  the  material  expansion  of  the  Vocalion  record 
output,  a  fact  that  will  be  much  appreciated  by 
Vocalion  distributors  and  dealers  who  have 
found  the  demand  growing  faster  than  the 
supply. 


The  dedication  ceremonies  took  the  form  of 
a  concert  followed  hy  a  dinner  dance,  with  Fred 
Wood,  manager  of  the  local  Aeolian  Co.  factory, 
as  host.  The  concert  was  held  in  the  new  fac- 
tory building,  which  was  suitablj'  decorated,  and 
the  program  was  in  direct  charge  of  Dino  Bal- 
dini,  head  of  the  artist  department  and  the 
recording  laboratories.  The  artists  were:  May 
Peterson,  prima  donna  soprano  of  the  Metro- 
politan Opera  Co.,  and  exclusive  Vocalion  artist; 
Charles   Hart,    tenor;    Elliott   Shaw,  baritone; 


SCHLOSS  BROTHERS 

Are  now  located  in  their  new 
modern  factory 

795-803  EAST  135th  ST.  ^^Lt^;'^" 

Telephone,  Vieirose  1640 

Which  will  be  devoted  exclusively  to  the 
manufacture  of 

CABINETS  FOR  DISC  RECORDS 
PLAYER  ROLL,  SHEET  MUSIC,  PIANO 
BENCHES  AND  FURNITURE  NOVELTIES 


309!/3.— MahoRany,  golden  oak.  fumed  oak. 
weathered  oak,  nickel  plated  triniminss,  lock  and 
key,  shelves,  interior  casters.  Height  3i  inches. 
Top,  18J4x21?^  inches.  Matches  .New  \'ictrola  IX  A. 
Patented  rimmed  mouldiiiK  with  removable  back 
piece,  .so  machine  can  easily  slide  in,  giving  a 
pel  feet  "Cabinet-match"  appearance.  Average 
weight,  crated,  70  pounds. 


10.>. — Mahogany,  nickel  or  brass  plated  trimmings, 
lock  and  key.  shelves  interior.  40  inches  high, 
27  inches  wide.  16?/2  inches  deep.  14^  inclics 
deep  inside.  Will  hold  100  Piano  Player  Rolls. 
A'crage   weight,  crated,    110  pounds. 

1055. — Same  cabinet,  with  wood    panel  doors. 

1 105. — Same  cabinet,  with  plain    glass  doors. 


IMMEDIATE  DELIVERIES 

Send  for  Catalog  No.  20 


\Vilfred  Glenn,  basso,  and  Oscar  S.  Adler,  vio- 
linist, with  Edward  Falck,  musical  director  of 
the  recording  laboratories,  at  the  piano. 

The  program  was  a  lengthy  and  elaborate  one, 
with  several  artists  singing  or  playjng  selec- 
tions which  thej'  had  already-  recorded  for  the 
\  ocalion.  C.  R.  Johnstone,  head  recorder  of 
the  Xew  York  laboratories,  appeared  in  the  role 
of  official  laboratory  representative.  Several 
other  officials  of  the  Aeolian  Co.  and  of  the 
\"ocalion  department  were  present  to  participate 
in  this  important  event. 

The  new  addition  to  the  record  plant  is  to  be 
accepted  as  concrete  evidence  of  the  progress 
that  is  being  made  by  the  Vocalion  record.  The 
present  pressing  plant  has  been  working  at  full 
pressure  in  an  effort  to  keep  in  sight  of  orders 
at  least,  but  the  increased  facilities  will  permit 
of  a  welcome  expansion  in  production. 


PUNISHED  FOR  TELLING  SECRETS 


Employe  of  Berliner  Gramophone  Co.,  Ltd.,  Or- 
dered to  Pay  $100  and  Costs  for  Betrayal  of 
Trade  Secrets  to  Injury  of  Employers 


AIONTREAL,  Can.,  September  30. — Members  of  the 
talking  machine  trade  of  the  Dominion  are  much 
interested  in  i  recent  decision  handed  down  by 
the  Superior  Court  in  which  Siegfried  Sanders 
is  ordered  to  pay  to  his  former  emploj'ers,  the 
Berliner  Gramophone  Co.,  Ltd.,  $100  and  costs 
in  a  suit  brought  by  the  company  to  enjoin 
Sanders  from  revealing  its  trade  secrets  and  for 
$10,000  damages.  Sanders  was  formerlj-  em- 
ployed by  the  company  in  its  manufacturing  de- 
partment. 

It  was  charged  in  the  complaint  that  Sanders 
while  in  the  emplo}'  of  the  Berliner  Co.,  secured 
complete  information  regarding  a  secret  method 
for  pulverizing  scrap  phonograph  records. 
Later  he  joined  the  staff  of  another  phonograph 
manufacturer  and  gave  to  his  new  employer  in- 
formation regarding  the  special  process.  The 
court  held  that  the  actions  of  the  defendant  rep- 
resented a  gross  abuse  of  confidence  by  an  em- 
ploj-e  toward  his  employer,  and  the  assessment 
of  damages  followed. 

The  decision  is  regarded  as  an  important  one 
in  that  it  sets  a  valuable  precedent,  in  afford- 
ing protection  to  employers  from  the  spreading 
of  confidential  information  by  unscrupulous  em- 
ployes. 


O^Gi"  three  mil- 
lion square  miles; 
over  twenty  mil- 
lion homes;  over 
one  hundred 
million  people. 
That's  your  field 
in  the  United 
States,  Mr.  \^ic- 
tor  dealer. 

BRUNO 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


109 


Cut  No.  W-33, 
(for  Kallowa'en) 


©  1920.  Talking 
tvlachtne  World 
Service 


Now  or  Never 


Father  Time  is  a  miser.,  He  won't  give  you  a  frac- 
tion of  a  split  second  more  than  your  allowance. 
Don't  waste  these  precious  minutes,  hours  and  days 
between  now  and  Christmas !  Today  is  the  day  to 
put  a  good  ad  in  the  papers;  today  is  the  day  to 
send  out  a  strong  form  letter,  or  put  in  a  clever 
window  display,  or  use  a  new  idea  in  merchandis- 
ing your  goods. 

Therefore,  today  is  the  day  to  send  for  The  Talk- 
ing Machine  World  Service,  which  furnishes  you 
with  the  finest  merchandising  and  sales  material 


DVERTISE! 


ever  prepared  for  the  retail  trade  in  any  line  of 
business.  The  most  successful  ad  writers,  artists, 
window  display  men,  form  letter  writers,  and  store 
management  experts  are  creating  this  great  Service 
for  retail  merchants. 

Read  what  some  of  our  clients  say  about  the 
Service.  Then  if  it  is  not  already  sold  to  a  rival 
concern  in  your  territory,  get  it,  and  get  it  now! 
It  will  bring  you  the  biggest  Fall  and  Winter  bus- 
iness you've  ever  had. 


Talking  Machine  World  SERVICE 


(Cut    No.  V-IIO) 


1920,  Talking   Machine  World  Service 


for  Retail  Merchants 

Supplies  you  each  month  with 

CUTS — 17  or  more  striking,  original  designs, 
large  and  small — every  month.  Drawings 
by  famous  New  York  artists. 
ADS  with  the  kind  of  wording  that  gets  results, 
makes  friends  for  your  store  and  increases 
your  popularity  and  prestige. 

FORM  LETTERS   on   records  and  machines, 

winch  bring  back  big  results  in  sales. 
WINDOW  DISPLAY  PLANS— Clever  ideas  to 
make  your  windows  stop  the  crowds  and 
bring  them  in. 

MERCHANDISING  IDEAS-N  e  w   s  u  c  c  e  s  s  f  u  1 

methods  of  improving  your  store  service. 

SPECIAL  SERVICE  TO  ORDER— Ads,  letters  or 
merchandising  counsel  furnished  direct  by 
mail,  according  to  your  instructions. 


(Cut    No.  W-II6) 


920.   Talking   Machine  World  Service 


Get  it  now  for  your  territory! 


HERE'S  THE  PROOF— 

"We  receive  a  great  many  favorable  comments  on  our  advertis- 
ing It  sure  brings  the  best  customers  to  our  store.  Hats  off  to 
the  Talking  Machine  World  Service,  that  makes  the  cash  register 
work  overtime." 

"This  month's  ads  and  letters  are  Pippins." 

"We  have  outclassed  our  competitors  on  other  occasions  with 
the  Talking  Machine  World  Service,  and  we  feel  assured  that 
with  your  assistance  we  can  do  so  again." 

"The  campaign  directed  against  industrial  concerns  with  a  view 

of  selling  them  Victrolas,  which  you  handled  for  us  recently,  is 

bringing  excellent  results." 

"This  month's  ads  and  letters  are  splendid." 

The  Talking  Machine  World  Service  has  proved  a  big  success 

for  hundreds  of  the  country's  foremost  retailers. 


MAIL  THIS  COUPON 

TALKING  MACHINE  WORLD  SERVICE 
373  Fourth  Avenue,  New  York 

Without  obligation  to  me,  send  me  a  sample  copy  of  your  Service 
with  full  explanation  of  your  proposition,  wiiich  you  say  is  making 
a  big  profit  for  retail  merchants.  Tell  me  the  price  per  montii 
for  exclusive  use  in  my  territory. 

Population  of  my  city  is  

I  handle  these  instruments  

Firm  Name   

By   

Address  

(W— 15,  10-15-20) 


110 


THE    TALKING    MACHINE  WORLD 


OCTOBM  15,  lf20 


An  Announcement 

Concerning  the  Stephenson  Tone  Arm 
and  Sound  Box  and  the  larger  motor. 

CHE  kindly  reception  given  the  Stephenson  Pre- 
cision-Made Motor  and  the  good  Avill  that  it 
has  earned  for  this  organization  places  upon 
the  manufacturers  of  it  the  responsibility  to  beep 
always  this  faith  with  the  industry. 

And  it  is  with  an  appreciation  of  this  responsibility 
that  the  Stephenson  organization  today  announces 
another  Precision-Made  product,  the  Stephenson  Tone 
Arm  and  Sound  Box.  It  is  offered  to  the  industry 
with  a  guarantee  that  it  infringes  no  patents  .... 
for  long  since  have  manufacturers  proceeded  on  the 
assumption  that  what  was  general  practice  in  the 
trade  was  an  open  art.  It  would,  indeed,  be  against 
Stephenson  policy  to  infringe  the  least  upon  the  rights 
of  others  regardless  of  whether  their  attitude  be  one 
of  passiveness  or  aggression  in  defending  their  rights 
the  Stephenson  Precision-Made  Tone 
Arm  and  Sound  Box  infringes  no  patents  and  is  so 
guaranteed. 

Coincident  with  the  Tone  Arm  and  Sound  Box, 
Stephenson,  Inc.,  announces  a  larger  motor,  which  is 
offered  to  those  who  wish  a  motor  that  will  give  a 
maximum  of  running  time  with  one  winding.  This 
larger  motor  follows  the  same  construction  as  the 
smaller.  It  has  the  solid  frame  casting,  the  inter- 
changeable spring  drums,  the  tapered  bearing  turntable 
shaft,  the  triple  tread  worm — all  the  splendid  mechan- 
ical features  that  have  made  possible  the  success  of 
the  smaller  motor. 

Temporary  bulletins  will  be  mailed  to  those  who  are 
interested. 

STEPHENSX)N 

I  N  C  O  R  P  O  RAT  ED 

One  West  Thirty-fourth  Street 
J\ew  Iforfi^  City 


MANUFACTURERS  OF  THE  STEPHENSON  PRECISION-MADE  MOTORS  AND  TONE  ARM  AND  SOUND  BOX 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


111 


VISIT  VICTOR  TRADE  UP  STATE 

J.  H.  Harris  and  E.  G.  Evans,  of  C.  Bruno  & 
Son,  Inc.,  Find  Victor  Dealers  in  Optimistic 
Mood — Preparations  for  Banner  Fall  Trade 

J.  H.  Harris,  secretary  of  C.  Bruno  &  Son,  Inc., 
and  E.  G.  Evans  of  this  company's  Victor  divi- 
sion, spent  a  few  days  up  State  recently  calling 
on  the  trade  in  Newburgh  and  Walden.  In  the 
latter  city  they  visited  the  Victor  establishment 
of  A.  A.  Sohns,  and  Mr.  Sohns  advised  them  that 
he  had  just  made  arrangements  whereby  he  would 
increase  his  sales  facilities  materially  and  be  in 
a  position  to  handle  increased  Victor  business 
the  coming  Fall. 

At  Newburgh,  Easman  &  Co.  stated  that  they 
are  preparing  for  the  biggest  Victor  trade  in 
the  history,  and  that  in  order  to  co-operate  with 
their  clientele,  they  had  arranged  to  enlarge  their 
Victor  warerooms  in  practically  every  depart- 


ment, and  that  these  changes  would  be  com- 
pleted within  a  few  weeks.  This  enterprising 
dealer  stated  that  business  has  been  excellent 
this  Summer,  and  that  the  record  trade  far  out- 
distanced any  previous  Summer. 

Hyman  Landau,  head  of  Landau's  Music  and 
Jewelry  Store,  Wilkes-Barre  and  Hazelton,  Pa., 
was  a  recent  visitor  to  the  headquarters  of  C. 
Bruno  &  Son,  Inc.,  bringing  with  him  optimis- 
tic reports  of  the  business  situation  in  his  ter- 
ritory. 


SHERMAN,  CLAY  &  CO.  ASSOCIATION 

Employes  of  Big  Pacific  Coast  Music  House 
Form  New  Social  Organization 


San  Francisco,  Cal.,  September  24. — The  initial 
meeting  of  the  Sherman,  Clay  &  Co.  Employes' 
Association  took  place  last  week.  The  purpose 
of  the  organization  is  dual  in  nature — philan- 


thropic and  social.  A  system  of  fees  will  en- 
able the  Association  to  care  for  its  members 
when  sick  and  will  also  provide  for  social  ac- 
tivities. At  present  only  the  employes  of  the 
San  Francisco  house  are  organized,  but  it  is 
hoped  that  eventually  all  of  the  coast  branches 
will  be  included  in  the  Association.  The  meet- 
ing took  place  in  the  Fotoplayer  room  of  Sher- 
man, Clay  &  Co.  and  was  attended  by  two  hun- 
dred employes.  The  directors  are:  R.  C.  Ahlf, 
H.  J.  Dumont,  L.  M.  Lang,  E.  P.  Little,  Fred 
Reed,  Robert  Skinner,  Lillian  Barn,  Edna  Ire- 
land and  Mrs.  Amy  Post.  The  election  of 
officers  was  as  follows:  R.  C.  Ahlf,  president; 
Fred  Reed,  vice-president;  Mrs.  Amy  Post,  sec- 
retary; Edna  Ireland,  recording  secretary; 
Robert  Skinner,  treasurer. 


The  Harter  &  Wells  Piano  Co.,  Bellingham, 
Wash.,  has  recently  secured  the  agency  for 
Vocalion  phonographs  and  Vocalion  records  for 
that  territory. 


In  your  neighborhood,  many  of  the  million  and  a  half  readers 
of  these  magazines  have  been  sold  the  Motrola  idea.  Well? 


\Y7E'VE  got  'em  interested  by 
advertising — the  rest  is  up  to 
you.  Remember  that  a  Motrola  dis- 
play in  your  window^  Or  store  -w'lW 
act  as  the  reminder  that  completes 
the  sale. 

We  furnish  all  the  window  cards,  counter 
cards,  booklets  and  sales  boosters  you  can 
use.  Write  for  folder  showing  the  news- 
paper ads  we  have  prepared  for  advertis- 
ing your  store  and  information  on  what  we 
can  do  to  boost  your  profits. 

Realizing  that  every  live  dealer  wants  a 
few  Motrolas  on  hand  since  the  Motrola 
has  become  the  vogue  in  the  public  inter- 
est, we  are  prepared  to  do  our  part  in  the 
way  of  deliveries. 

Jones-Motrola,  Inc. 

29  West  35th  Street 
New  York 

57  E.  Jaokaon  Blvd.  226V2  Peaohtree  St. 

Chicago  Atlanta 
6019  HolIyiTood  Blvd. 
Los  Angeles 


112 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


MOMINO  Of  (MAM 


MONTREAL  ONE  OF  CANADA'S  BUSIEST  TRADE  CENTERS 

Opening  of  Lindsay's  New  Salons — J.  A.  Croden  Tells  of  Starr  Development  in  Europe — Baudry 
Freres,  of  Quebec,  Add  Talker  Department — Other  New  Concerns  Expanding 


Montreal,  Can.,  October  5. — The  formal  opening 
of  the  New  Phonograph  Salons  of  C.  \V.  Lind- 
say, Ltd.,  took  place  on  Monday  and  Tuesday, 
September  20  and  21.  Special  entertainment  was 
provided  for  the  occasion  in  the  form  of  a  recital 
in  which  William  Eckstein,  of  local  piano  fame, 
and  Jack  Eckstein  and  his  orchestra  figured. 
Through  the  medium  of  the  talking  machine  and 
the  Steinway-Duo-Art  Pianola,  Lazaro,  Bar- 
rientos,  Godowsky  and  Hofmann,  Columbia  ar- 
tists, were  featured.  One  large  hall,  twenty 
demonstration  booths  and  a  record  library  section 
with  capacity  for  15,000  records  assure  at  all  times 
efficient  service.  With  the  remodeling  of  the 
entire  first  floor  there  has  been  created  what  is 
undoubtedly  one  of  the  finest  phonograph  shops 
in  the  Dominion. 

When  the  "Melita"  docked  at  Montreal  on  her 
last  trip,  one  of  the  passengers  was  John  A. 
Croden,  president  of  the  Starr  Co.  of  Canada, 
Limited,  London,  who  was  returning  from  his 
third  trip  to  England  and  the  Contineiit  in  the 
interests  of  the  Starr-Gennett  record  catalogs 
handled  by  his  firm.  Mr.  Croden  reported  a  fine 
voyage,  and  intimated  that  from  now  on  through- 
out the  Fall  and  Winter  season  each  month  will 
see  announced  some  of  the  new  Gennett  record- 
ings that  he  secured  in  London,  Paris  and  Bel- 
gium. These  will  be  by  such  artists  as  Digiorgio, 
the  Italian  grand  opera  baritone;  Madame  Jane 
Brola,  French  Grand  Opera  soprano;  Ethel 
Toms,  English  contralto;  the  late  Auguste  \'an 
Biene,  'cellist;  Alexander  Prince,  concertinist, 
and  others. 

The  formal  opening  took  place  recently  of  the 
new  piano  and  phonograph  store  of  the  J.  M. 
Carriere  Co.    Ltd.,  61  Main  street,  Hull,  Que. 


Toronto,  Ont.,  October  6. — W.  D.  Stevenson, 
vice-president  of  the  Starr  Co.  of  Canada,  Ltd., 
London,  is  back  at  his  desk  after  a  ten-days' 
trip  to  Winnipeg.  "I  found  things  very  satis- 
factorj'  in  the  'Chicago  of  Canada","  said  Mr. 
Stevenson  to  your  correspondent,  "and  our  deal- 
ers distributing  at  that  point  are  very  optimistic 
as  regards  this  Fall's  business." 

From  the  head  office  of  the  Starr  Co.  of  Can- 
ada, Ltd.,  London,  there  recently  started  off  by 
motor  a  merry  aggregation  of  Starr  employes 
and  friends  together  with  the  executives  of  the 
Starr  Co.  The  occasion  was  their  second  annual 
picnic.  Their  objective  was  Port  Burwell,  a  dis- 
tance of  about  fortj'-five  miles  from  their  Lon- 
don headquarters.  Comparing  it  with  last  year's 
outing,  the  attendance  was  considerablj'  larger 
and,  if  anything,  the  spirit  of  good-will  and  fel- 
lowship between  members  of  the  staff  more 
pronounced. 

O.  F.  Benz,  record  expert  in  the  general  sales 
department  of  the  Columbia  Co.,  New  York,  was 
a  recent  trade  visitor  to  Toronto. 

Alan  Lloyd  Dorian  is  the  youngest  member  of 
»he  household  of  Otis  E.  Dorian,  general  man- 
ager of  the  Fathe  Freres  Phonograph  Co.,  Ltd., 
this  city.  Alan  Lloyd  arrived  in  this  world  in 
time  for  the  big  Toronto  Exhibition.  His  father 
is  receiving  the  congratulations  of  his  many 
business  and  personal  friends. 

W.  B.  Bearc,  of  Beare  &  Son,  who  recently 
spent  a  couple  of  weeks  at  his  Toronto  head- 
quarters, and  who  is  now  back  at  his  London. 
England,  office,  has  been  appointed  honorary 
treasurer  of  the  Association  of  Gramophone  and 


This  firm  has  conducted  a  store  at  this  same  ad- 
dress for  some  time,  but  the  premises  have  been 
entirely  remodeled  and  rebuilt.  The  Carriere 
Co.  carries  Victrolas,  His  Master's  Voice  records 
and  pianos. 

The  Dominion  Music  Co.,  Ltd.,  has  been  in- 
corporated with  a  capital  of  $50,000,  its  chief 
place  of  business  to  be  in  Montreal. 

The  Pratte  Piano  Co.  has  opened  a  store  in 
Quebec  City  under  the  name  of  The  Musical 
Studio,  Ltd.,  with  T.  A.  Beriah  in  charge. 

Beaudry  Freres,  Reg.,  Quebec  City,  have  added 
a  talking  machine  department  and  are  handling 
Columbia  and  Starr  phonographs  and  Columbia 
and  Gennett  records.  They  have  a  number  of 
well-equipped  modern  demonstration  rooms. 

Solomon's,  740  St.  Catherine  street  west,  have 
opened  up  their  new  department  in  which  they 
are  specializing  in  Brunswick  and  AIcLagan 
phonographs  and  Victor  records.  The}^  have 
fitted  up  a  number  of  demonstration  rooms,  and 
the  whole  presents  a  most  attractive  atmosphere 
of  refinement. 

Gauvin  &  Courchehe,  Quebec,  have  completed 
alterations  to  their  uptown  and  downtown  His 
Master's  \'oice  stores  and  pride  themselves  that 
they  now  carry  in  stock  every  V^ictor  record  listed 
in  His  Master's  Voice  catalog  for  1920.  New 
demonstration  parlors  have  been  added  in  both 
stores. 

The  West  End  Record  Exchange  has  opened 
up  at  88  Inspector  street.  It  is  stocking  Corona 
phonographs  and  Gennett  records. 

The  Dominion  House  Furnishing  Co.,  181  Bank 
street,  Ottawa,  recently  opened  a  phonograph 
division  of  its  furniture  business  and  is  exploit- 
ing the  Brunswick  line  of  phonographs. 


Musical  Instrument  Manufacturers  and  Whole- 
sale Dealers  in  the  United  Kingdom. 

The  piano  and  talking  machine  business  of  Mil- 
ton Francis,  Port  Arthur,  is  now  known  as 
Francis,  Limited,  with  Lieut. -Col.  Milton  Francis 
and  Albert  H.  Francis  as  principal  stockholders. 

William  R.  Davis,  sales  manager  of  the  Mag- 
navox  Co.  of  Oakland,  Cal.,  spent  several  days 
in  Toronto  with  I.  Montagnes  &  Co.  during  the 
exhibition,  and  witnessed  a  number  of  the  demon- 
strations of  the  Magnavox  arranged  by  that  firm. 

A.  H.  Welker,  of  the  Kitchener  plant  of  Gen- 
eral Phonograph  Corp.,  Ltd.,  generally  supposed 
by  his  many  friends  to  be  a  confirmed  bachelor, 
surprised  them  all  recently  by  getting  married. 
The  wedding  was  a  quiet  service  at  the  home 
of  the  minister,  and  until  the  announcement  ap- 
peared in  the  local  papers  even  Mr.  Welker's 
intimates  had  no  idea  that  his  two  hobbies,  busi- 


ness and  motoring,  had  a  rival  in  the  person  of 
a  lady.  The  new  Mrs.  Welker  was  Miss  Shelly, 
a  well  known  and  very  highly  esteemed  young 
lady  of  Waterloo. 

E.  C.  Scythes,  of  the  Aeolian  Co.  of  Canada, 
was  one  of  the  guests  at  a  dinner, given  recently 
to  Lord  Beaverbrook  by  Arthur  Baxter,  formerly 
of  the  Xordheimer  piano  staff,  and  now  a  literary 
writer  of  international  reputation. 

CANADIAN  FAIR  A  BIG  SUCCESS 

Talking  Machine  Exhibitors  Add  Much  to  Value 
of  42nd  Annual  National  Fair  at  Toronto 

Toronto,  Oxt.,  October  4.— To  say  Canada's 
Forty-second  Annual  National  Fair  was  a  success 
would  be  drawing  it  mild.  As  viewed  from  a 
pomt  of  attendance  and  interest  it  surpassed  all 
previous  years.  The  musical  contests  held  in  the 
Horticultural  Building,  under  the  auspices  of  the 
talking  machine  exhibitors,  have  done  much  to 
foster  and  stimulate  the  study  of  piano  and  the 
violin  music  and  singing.  This  .year  each  after- 
noon's contest  was  greeted  by  a  large  audience. 
In  fact,  so  many  people  came  into  the  building 
to  hear  the  contests  that  many  of  the  talking 
machine  men  think  these  features,  while  a  great 
success  in  themselves,  interfered  unduly  with 
the  exhibits  proper.  To  begin  with,  they  were 
of  inestimable  value  in  bringing  crowds  to  the 
Horticultural  Building,  which  until  last  year  had 
been  a  "dead"  building.  Now  it  is  thought  by 
some  of  the  exhibitors  that  it  would  be  advisable 
another  year  to  have  the  contests  a  greater  dis- 
tance from  the  talking  machine  booths. 

Last  year's  experiment  on  the  part  of  the  talk- 
ing machine  exhibitors  in  giving  $300  in  prizes 
for  an  amateur  singing  competition  was  a  great 
success.  So  much  did  the  competitive  singing  ac- 
complish, even  when  planned  on  very  short  notice, 
that  the  exhibitors  decided  to  go  into  the  thing 
this  year  on  a  much  larger  scale.  This  year  there 
were  six  competitions  with  $600  in  prizes  by  the 
talking  machine  exhibitors,  four  scholarships  by 
the  leading  conservatories  and  medals  by  the  ex- 
hibition directors.  The  competitions  were  for 
soprano,  contralto,  tenor  and  baritone  soloists 
and  two  for  school  children,  one  in  piano  and  the 
other  in  violin. 

NEW  STARR  BRANChTn  ST.  JOHN 

St.  Joh.x,  N.  B.,  October  4.— In  keeping  with  the 
policy  of  the  Starr  Co.  of  Canada,  Ltd.,  to  give 
its  dealers  prompt  and  eflicient  service,  this  firm 
has  established  a  new  branch  in  this  city  to  look 
after  the  needs  of  the  Maritime  dealers.  This 
warehouse,  together  with  the  ones  in  Regina 
Toronto  and  ^lontreal,  will  ensure  Starr  dealers 
all  over  the  Dominion  of  the  very  best  possible 
Starr  service. 

In  charge  of  the  Maritime  branch  is  W.  A. 
Dietrich,  a  man  of  wide  experience.  The  tem- 
porary street  address  of  the  local  branch  is  4 
St.  James  street.  A  full  stock  of  all  Starr  goods, 
including  Starr  phonographs,  Gennett  records, 
needles  and  accessories,  is  being  carried. 


Talking  Machine  Supplies 
and  Repair  Parts 

SPRINGS.  SOUND  BOX  PARTS,  NEEDLES 

THE  RENE  MANUFACTURING  CO. 

MONTVALE,  NEW  JEKSEY 


TORONTO  DEALERS  CONTINUE  TO  BE  IN  OPTIMISTIC  MOOD 

Travelers  Representing  Various  Houses  Well  Pleased  With  Outlook — Starr  Co.  Forces  Enjoy 
Second  Armual  Outing — ^Congratulations  for  A.  H.  Walker — Other  News  of  Interest 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


113 


The  MODERNOLA 


A  Home  Delight  to  Ear  and  Eye 


''Atmosphere 


Here  you  have  it! 

A  first  consideration  with  the 
phonograph  buyer  is  sound  repro- 
duction— Tone  ! 

Its  beauty  is — Additional! 

And  so  after  bringing  tone  to  a 
marvelousperfectionwehavestriven 
for  more  beauty — And  Achieved  It! 

Note  the  unique  and  artistic  cir- 
cular designing  of  the  instrument. 
And  the  finish  emphasizes  richness. 
Then  the  lamp  shade  feature — it's 
the  big  innovation! — that  wins  every- 
where ! 

The  Modernola  brings  atmos- 
phere as  well  as  music  into  a  home. 
It  brightens  and  cheers.  It  means 
eye  as  well  as  ear  enjoyment. 

We  have  increased  production, 
and  a  new  factory  is  under  con- 
struction for  yet  greater  production. 
We  have  open  territory  for  indi- 
vidual dealers  and  for  the  jobbing 
trade  in  certain  territory.  Sales 
rights  are  becoming  more  valuable 
with  each  passing  month. 

Write  Us— Now! 


114 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


^.^•ig-.is.-;g- <3i-igr.m-^7at 


The  AEOLIAN-VOC  ALIGN 

The  Phonograph  made  by  the  World^s  Foremost 
Musical  Instrument  Manufacturers 


THE  Aeolian-\'ocalion. 
its  tonal  and  artistic 
supremacy'  conceded 
wherever  phonographs 
are  sold,  is  the  contribution  of 
the  Aeolian  Company  to  the 
musical  development  of  this 
justly  popular  instrument. 


The  manufacture  of  a  musically  acceptable 
phonograph  is  a  far  more  serious  undertaking 
than  is  commonly  understood.  Here  is  an  in- 
strument called  on  to  reproduce  the  tones  of 
all  instruments  —  strings,  wood-winds  and 
brasses — as  well  as  the  human  voice.  The 
problems  of  the  violin  maker,  the  flute  maker, 
the  horn  maker,  are  relatively  simple  in  com- 
parison. 

The  Aeolian  Company's  years  of  experience 
in  the  study  of  musical  tone  and  its  production 
made  the  problems  of  its  re  production  far  less 
-  difficult.    This  is  the  secret  of  the  Aeolian- 
\'ocalion's  tonal  superiority. 

Its  artistic  supremacy  as  an  instrument  of 
true  musical  expression  is  based  on  its  exclu- 
sive possession  of  the  only  practical  means  of 
tone-control  yet  devised;  namely,  the 
Graduola. 


It  w^as  not  until  the  Aeolian 
Company  came  into  possession 
of  the  patents  on  the  Graduola 
that  it  was  willing  to  put  a 
phonograph  upon  the  market. 


With  the  Graduola,  the 
Aeolian-\^ocalion  may  be 
played  as  though  it  were  the 
actual  instrument  whose  tones  it  is  reproducing. 
Wonderful  effects  of  expression  may  be  in- 
troduced by  tone-shading.  Old  records  are 
revivified  and  new'  records  played  with  subtle 
variations  that  prevent  their  becoming  old. 
The  element  of  personality,  of  spontaneous 
and  varying  expression  introduced  by  the 
Graduola  into  the  playing  of  the  \^ocalion, 
lifts  that  instrument  above  the  ranks  of  ordi- 
nary phonographs  and  talking  machines  and 
gives  it  a  distinction  and  value  shared  by  no 
other  similar  instrument. 

The  price  of  the  Aeolian-Vocalion,  despite 
its  manifest  superiority,  compares  favorably 
with  prices  of  phonographs  of  other  make. 
It  is  also  possible  to  arrange  for  payments  on  a 
very  moderate  monthly  basis.  The  range  of 
selection,  both  in  Period  and  Conventional 


Upright  Modeli 


is  large. 


i:he  AEOLIAN  COMPANY 

iMakers  of  the  Duo-Art  'Pianola  'J*iano 
Foremost  Manufacturers  of  Musical  Instruments  in  the  World 


New  York 


London 


Paris 


Madrid 


Melbourne 


Sydney 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


115 


ST.  LOUIS  DEALERS  PREPARE  FOR  LARGE  WINTER  TRADE 

Higher-priced  Machines  in  Favor — Record  Demand  Still  Acute — ^Departments  Improved  and  Re- 
furbished— Silvertone  Tells  of  Edison  Activity — Koerber-Brenner  Window  Display — Other  News 


St.  Louis,  Mo.,  October  8. — With  the  passing  of 
September  St.  Louis  says  a  rather  belated  goodby 
to  Summer  with  its  hindrances  to  business,  and 
gathers  headway  for  the  last  three  months  of  the 
year,  which  are  counted  upon  to  be  the  best  three 
months  of  the  year  in  a  business  way.  Septem- 
ber business  in  talking  machines  and  records  was 
fair.  It  was  a  warmer  September  than  is  usual 
in  this  latitude  and  efforts  to  speed  up  business 
were  not  responded  to  by  the  public  as  much  as 
could  have  been  desired.  Little  advertising  was 
done  outside  of  the  routine  announcements  of 
opening  record  days.  Record  sales  held  up  bet- 
ter than  machine  sales.  Of  the  latter  a  large  pro- 
portion wer-e  the  highest  priced.  Talking  ma- 
chine men  have  been  quick  to  capitalize  the  pre- 
vailing disapproval  of  high  piano  prices  on  the 
part  of  people  of  moderate  means  and  have  not 
found  it  difficult  to  persuade  many  to  take  a  high- 
priced  talking  machine  instead  of  a  higher-priced 
piano.  Dealers  in  all  makes  of  machines  are 
agreed  that  the  best  demand  is  for  the  high- 
priced  machines.  Victors  are  still  scarce  but  the 
other  makes  are  pretty  plentiful.  Many  dealers 
are  still  finding  it  necessary  to  give  prominence 
in  advertising  and  display  to  the  other  makes 
which  they  carry  to  supply  the  lack  of  Victors. 
The  people  are  not  spending  money  as  freely  as 
they  did  last  Fall,  but  dealers  expect  the  next 
three  months  to  run  up  a  large  volume  of  busi- 
ness. 

Two  of  the  department  stores  and  several  of 
the  piano  and  talking  machine  houses  enter  the 
Fall  campaign  with  remodeled  talking  machine 
departments  and  improved  facilities.  The  Fa- 
mous &  Barr  Co.  department  and  the  Stix,  Baer 
&  Fuller  department  have  been  greatly  enlarged 
and  the  facilities  for  demonstration  have  been 
greatly  increased.  Manager  Ditzell  of  the  Fa- 
mous &  Barr  Co.,  thinks  that  in  his  record  coun- 
ter he  has  solved  the  reserve  stock  problem. 


which,  according  to  his  observation,  at  most 
record  counters  is  not  solved.  The  record 
counter  at  the  new  Famous  &  Barr  Co.  depart- 
ment is  three-sided,  with  the  reserve  in  the  rear, 
easily  accessible  without  cluttering  up  immediate 
vicinity  of  the  counters.  The  other  feature  of 
the  new  department  that  has  caused  a  great  deal 
of  favorable  comment  is  the  arrangement  of  the 
talking  macliine  booths  along  the  outside  win- 
dows, which  provide  an  abundance  of  natural 
light  and  ventilation. 

The  Stix,  Baer  &  Fuller  Co.  had  its  twenty- 
seventh  anniversary  last  week"  with  sales  in  all 
departments.  Manager  J.  W.  Medairy,  of  the 
talking  machine  department,  was  given  a  good 
stiff  quota,  but  he  and  his  corps  of  sales  people 
made  it.  The  opening  day  was  the  biggest  that 
the  department  ever  had,  notwithstanding  that 
the  weather  was  extremely  warm.  Manager 
Medairy  is  increasing  the  number  of  his  record 
clerks  and  plans  to  put  on  six  more  about  No- 
vember 1. 

The  new  booths  at  the  store  of  the  Kieselhorst 
Piano  Co.  are  not  entirely  completed,  but  will  be 
soon  and  will  provide  increased  demonstration 
facilities.  Work  is  being  pushed  at  the  Baldwin 
and  Lehman  stores,  where  booths  are  to  be  in- 
stalled on  the  first  floor. 

The  Columbia  Co.'s  wholesale  department  at 
St.  Louis  has  a  new  manager.  He  is  E.  M.  Mor- 
gan, until  recently  of  Boston,  where  he  made 
such  a  record  as  a  salesman  that  he  has  been 
promoted  to  managerial  rank.  He  has  taken  hold 
with  a  vigor  which  shows  that  the  company's 
confidence  in  him  is  well  placed.  He  has  even 
succeeded  in  some  manner  in  impressing  the  rail- 
road people  with  the  importance  of  pushing  along 
a  talking  machine  man's  effects.  His  family  ar- 
rived one  day  from  Boston  and  the  next  day  the 
furniture  came.  If  the  usual  thing  had  happened 
the  furniture  would  not  have  been  along  for  a 


month.  And  either  through  luck  or  energy  Mr. 
Aiorgan  found  a  house  for  both  family  and  furni- 
ture. One  of  the  things  the  new  manager  plans 
to  do  is  to  go  out  with  the  salesmen  in  city  and 
country  and  get  acquainted  with  the  dealers  in 
their  own  stores.  He  says  that  the  Columbia 
business  in  this  territory  is  50  per  cent  better 
than  it  was  a  year  ago  and  that  the  territory  has 
wonderful  possibilities. 

The  National  Association  of  Retail  Druggists 
had  its  annual  convention  in  St.  Louis  recently 
and  many  of  the  delegates  were  druggists  who 
also  handle  talking  machines.  They  took  advan- 
tage of  their  visit  to  St.  Louis  to  transact  busi- 
ness with  the  talking  machine  distributors. 

Mark  Silverstone,  president  of  the  Silverstone 
Music  Co.,  says  that  dealers  are  placing  heavy 
orders  for  Edison  machines  and  records  for  the 
holidays  in  the  hope,  by  ordering  early,  of  getting 
what  they  want.  He  says  the  business  of  the 
Silverstone  Co.,  which  distributes  Edisons  for  this 
territory,  w^s  on  September  1  15  per  cent  ahead 
of  the  whole  of  last  year,  on  both  instruments 
and  re-creations.  Mr.  Silverstone  expects  the 
largest  Fall  business  in  the  history  of  the  house. 

"Frisco"  and  the  Edison  were  at  the  Orpheum 
last  week  and  at  the  Rialto  this  week.  Miss 
Edith  McDonald  is  to  give  tone  tests  in  this 
zone  through  October  and  November  and  Ver- 
non Dalhart  in  December. 

A  daughter  was  born  September  2  to  Mr.  and 
Mrs.  Mark  Silverstone. 

The  following  Edison  dealers  were  in  St. 
Louis  recently:  Philip  Dallmeyer,  Jefferson  City, 
Mo.;  E.  Coy,  Fornfelt,  Mo.;  G.  West,  manager 
of  the  Hampton-Lane  Co.,  Christopher,  111.;  C.  C. 
Mendenhall,  Hannibal,  Mo.;  M.  E.  Rubinowitz, 
Litchfield,  111.;  L.  Smith,  Rolla,  Mo.;  Lyman 
Fox,  Pana,  111. 

C.  R.  Salmon,  for  the  past  eight  years  city 
representative  of  the  Columbia,  has  resigned  to 
become  wholesale  sales  manager  of  the  Arto- 
phone  Corp.  for  machines  and  records.  The 
company  has  obtained  the  agency  to  job  the 
Okeh  records  in  Missouri,  Arkansas,  Kentucky, 
(Continued  on  page  116) 


Concentration 
is  the 
Secret  of 
Strength 
-Emerson 


We  are  concentrating  on  the  distri- 
bution of  Victor  products  and  only  tkese 
products. 

We  are  concentrating  witkin  an  area 
wkere  our  results  are  of  proven  wortk  to  the 
Victor  Dealer. 


Ask  any  Putnam-Page  dealer  about  tbe  value  of  our  service. 

Putnam-Page  Company 


'eoria 


,  111. 


Exclusively  Victor  Distributors 
Supreme  in  Central  Illinois  and  its  environs 


116 


THE   TALKING    MACHINE  WORLD 


October  15,  1920 


Ever  meet  "The  Argentines,  The  Portuguese  and 
The  Greeks?"  Nora  Bayes  will  introduce  you  in  this 
song.  Coupled  with  "Sally  Green,  the  Village 
Vamp,"  also  by  Nora  Bayes.  Two  song  hits  that  hit 
the  nail  on  the  head.  A-2980. 


Columbia  Graptiophone  Co. 

NEW  YORK 


THE  TRADE  SITUATION  IN  ST.  LOUIS 

[Contimied  from  page  115) 

Tennessee  and  Mississippi  for  the  General  Phono- 
graph Corp.,  New  York.  Mr.  Salmon  is  an  ef- 
ficient talking  machine  man  and  no  doubt  is 
felt  that  he  will  make  good  in  the  important 
position  to  which  he  has  been  appointed. 

Miss  Blanche  S.  Roseburgh,  director  of  the 
Victor  educational  department  of  the  Scruggs, 
Vandervoort  &  Barney  store,  has  been  conduct- 
ing a  morning  studjf  hour  for  the  sales  people  in 
the  Victrola  department.  There  are  two  groups, 
one  from  8.30  to  9.30  o'clock  and  the  other  from 
9.30  to  10.30.  An  analysis  is  made  of  the  Red 
Seal  records  which  are  not  well  known  to  the 
sales  people.  Miss  Merritt,  manager  of  the  de- 
partment, is  keeping  strict  account  of  this  work 
and  an  examination  is  to  be  given  to  see  how 
much  benefit  is  derived  from  the  class  work. 

Alanager  J.  B.  Moran,  of  the  Wurlitzer  Co., 
is  waiting  for  word  that  the  booths,  counters 
and  racks  which  have  been  built  at  Columbia, 
O.,  for  the  first  floor  of  the  Wurlitzer  store  are 
on  the  way.  When  he  gets  that  word  the  pres- 
ent first  floor  installation  will  be  torn  out. 

Miss  Myrtle  Nelson,  of  the  Famous  &  Barr 
Co.  talking  machine  department,  has  returned 
from  her  vacation. 

Robert  H.  Conn,  formerly  manager  of  the  Arto- 
phone  Co.,  has  taken  a  position  as  piano  sales- 
man with  the  Aeolian  Co. 

Frank  Hamm,  formerly  with  the  Vocalion  de- 
partment of  the  Aeolian  Co.  and  more  recently 
traveler  for  the  Tri-Sales  Co.,  has  resigned  the 
latter  position  to  join  the  sales  staff  of  the  Kiesel- 
horst  Piano  Co. 

The  Koerber-Brenner  Co.  has  an  attractive  win- 
dow display  in  its  service  department,  at  1714 
Washington  street,  featuring  the  wax  figures  of 


Stewart 

TallunQ  Machine  G>m|pat|^ 


JOBBERS 


ndianapolis 


operatic  characters.  These  figures  were  used 
by  Mr.  Binder  in  his  window  dressing  demon- 
stration before  the  Tri-State  Dealers'  Convention 
in  August.  There  are  two  female  and  one  male 
figure  with  costumes  for  six  female  and  six  male 
characters.  They  are  about  two  and  one-half 
feet  high.  The  costumes  are  hand  made  and 
carefully  copy  the  original  costumes  of  the  stage. 
The  costumes  are  those  of  La  Tosca,  Miss  Lib- 
ertjf,  Marguerite,  Gilda,  Carmen,  Amneris, 
Scarpia,  Canio,  Mephistopheles,  Don  Jose,  Duke 
of  Alantua  and  Rhadames.  One  St.  Louis  dealer 
is  already  planning  a  miniature  stage  for  his  win- 
dow, on  which  he  expects  to  feature  visiting 
artists,  duplicate  scenes  from  operas  being  given 
in  the  city  and  to  feature  new  releases  of  operatic 
records. 

After  a  brief  Summer  vacation  the  Koerber- 
Brenner  School  of  Salesmanship  has  been  re- 
sumed for  those  who  wish  to  be  better  pre- 
pared for  the  Fall  harvest  of  record  business. 
The  days  will  soon  be  too  crowded  with  sell- 
ing for  the  salesperson  to  devote  much  time  to 
class  work. 

Mrs.  E.  L.  Coburn,  wife  of  the  former  super- 
visor of  public  school  music  in  St.  Louis,  who 
died  suddenly  last  Spring,  has  been  employed 
in  the  educational  department  of  Scruggs,  Van- 
dervoort &  Barney  (Victor  Shop)  as  an  assist- 
ant to  Miss  Blanche  Rosebrugh.  Mrs.  Coburn's 
interest  in  her  husband's  work  will  particularly 
fit  her  for  this  department. 

The  Sonora  and  Victrola  were  recently  cou- 
pled in  an  interesting  manner  in  an  advertise- 


ment of  the  Stix,  Baer  &  Fuller  Dry  Goods  Co. 
It  was  pointed  out  in  part  that: 

"Supreme  in  the  field  of  phonographs  are  the 
Sonora  and  Victrola.  There  are  no  two  in- 
struments that  combine  such  thorough  and  attrac- 
tive features,  offering  complete  satisfaction  from 
every  viewpoint,  prices  within  the  reach  of  all, 
the  combination  of  tone,  artistic  case  design  and 
the  finest  possible  workmanship.  Years  of 
proven  satisfaction  stand  back  of  each  instrument. 
Subjected  to  every  possible  test,  they  retain  their 
enviable  position.  Each  instrument  has  its  indi- 
vidual ch'aracteristics  making  a  varied  appeal  to 
various  people." 

The  St.  Louis  S3TOphony  Orchestra  announce- 
ment of  soloists  for  the  coming  season  is  rich 
in  opportunity  for  Victrola  dealers  of  St.  Louis 
and  vicinity.  Six  of  the  soloists  are  Victor  Red 
Seal  artists.  This  fact  is -featured  on  the  folder 
sent  out  by  the  orchestra  management. 

Victor  dealers  and  Victor  record  fans  are 
looking  forward  with  delight  to  the  appearance 
of  the  Eight  Victor  Record  Makers.  They  will 
appear  in  Springfield,  111.,  October  6,  in  Decatur, 
111.,  October  7,  and  in  St.  Louis  October  9.  In- 
teresting programs  have  been  prepared. 


The  Phelps-Dodge  Mercantile  Co.,  Bisbee, 
Ariz.,  is  among  the  latest  concerns  to  be  added 
to  the  list  of  Aeolian-Vocalion  dealers. 


If  you  would  have  your  neighbors  look  up  to 
you,  don't  make  a  practice  of  looking  down  on 
them. 


Reputation 

Building  on  honest  service  rock  instead  of  money  conquest 
sand  creates  a  good  will  that  reflects  basically  sound  values. 
A  priceless  reputation  is  consequently  sought  and  maintained. 

Phonograph  Accessories 

For  Immediate  Delivery — Needle  Cups  and  Double  Spring 
Motors,  capable  of  playing  three  12-inch  records. 

Also — Lid  Supports,  Automatic  Stops,  Tone  Rods,  Knobs, 
Escutcheons,  Sockets,  etc.  " 

Furniture  Trimmings 

A  complete  offering  in  all  the  Period  and  Commercial 
Furniture  Lines. 

Refrigerator  Hardware 

All  sized  Locks  and  Hinges. 

Samples  and  complete  information  on  request 

Grand  Rapids  Brass  Company 


Grand  Rapids,  Michigan 


New  York:  7  E.  42nd  St. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


117 


From  musical  student  to  musical  enthusiast  the  good  word  is  passed  along 
— GRETSCH  Musical  Instruments  mean  maximum  value  for  the  price.  No 
idle  boasting  in  this  sort  of  boosting;  it  sends  customers  to  GRETSCH  deal- 
ers determined  to  profit  by  the  other  fellow's  experience. 

Gretsch 
Musical  Merchandise 

Will  Reduce 
Selling  Expense 

A  larger  and  larger  number 
of  talking  machine  retailers 
are  finding  it  profitable  to 
carry  a  line  of  Gretsch  Musi- 
cal Merchandise. 

The  supply  is  constantly 
available,  shipments  are 
prompt,  and  Gretsch  local 
sales  co-operation  assures 
rapid  turn-overs. 

The  phonograph  business  is 
something  like  running  a  pas- 
senger train.  It  costs  so  much 
an  hour  to  pull  that  train 
whether  it  carries  few  or  many 
passengers.  Every  additional 
passenger  a  railroad  can  se- 
cure means  so  much  addi- 
tional profit  to  the  road. 

Your  business  costs  so  much 
a  year  in  fixed  expense.  You 
can't  get  away  from  that. 

Your  problem  is  largely  a 
matter  of  increasing  the  num- 
ber of  sales-passengers  to 
bring  up  the  margin  of  your 
income. 

Adding  a  small  line  of  Gretsch  Instru- 
ments will  give  you  an  opportunity  to 
become  the  "Musical  Headquarters"  in 
your   local  community. 

Let  us  make  up  an  assortment  of  Gretsch 
Musical  Merchandise  such  as  Violins, 
Mandolins,  Banjos,  Ukuleles  and  the  like. 
Complete  assortments  can  be  had  at  $500, 
$1,000,  or  $2,000.  On  request  we  will 
submit  a  complete  list  suggesting  an  as- 
sortment to  suit  any  sum  you  may  wish  to 
invest. 


The  House  of  Gretsch  has  been  manufac- 
turing musical  merchandise  since  1883. 
A  permanent  trade  of  thousands  of  pleased 
customers  is  the  result  of  consistent  satis- 
faction. 

Investigation  does  not  place  you  under  any 
obligation.  Suppose  you  write  for  details 
of  our  complete  assortment  plan  and  how 
we  co-operate  to  help  you  build  up  a 
large  local  trade. 

In  writing  please  address  your  letter  to  the 
Sales  Promotion  Dept. 


The  Fred.  Gretsch  Manufacturing  Co. 

Musical  Instrument  Makers  Since  1883 

50-80  Broadway,  Borough  of  Brooklyn  New  York  City 


118 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


^*  The  Phonograph  Inspired'' 


There's  NO  TIME 

—  Like  the  Present! 

The  big  phonograph  season  is  on 
right  noTV,  and  you  should  get  the 
Hon's  share  in  your  territory. 

There's  NO  PHONOGRAPH 

Like  the  Prima-Donna 

To  get  the  big  business,  feature  Prima-Donnas.  Just  stock  one  of  each 
of  the  six  splendid  models — that's  all. 

They  will  practically  sell  thennselves.  Their  outstanding  superiorities 
are  obvious.  " 

The  tone  will  speak  for  itself,  while  the  beauty  of  the  cabinet  will  focus 
the  attention  of  the  best  trade  and  enable  you  to  make  sales  and  friends. 

Mr.  Retailer: — There's  a  Prima-Donna  jobber  in  your  territory  who  can 
supply  you  overnight  with  these  big  phonograph  values. 

Mr.  Jobber: — We  have  some  choice  territory  open.  Write  us— you 
may  be  in  territory  still  available. 

GENERAL  SALES  CORPORATION 


1520  Buffum  Street 


Milwaukee,  Wis. 


Owning  and  Operating— General  Manufacturing  Corporation 
Recordeon  Phonograph  Company 
Manufacturers  of  Phonographs 

Heaney-Schwab  Billiard  Manufacturing  Co. 

Makers  of 
Fine  Billiard  and  Pool 
Tables  since  1882 


mi 


SIX 

WONDERFUL 

MODELS   

Unqualifiedly 
Guaranteed  for  One  Year 

Each  Prima-Donna  is  guaranteed  against  all  imper- 
fections of  materials  and  workmanship;  any  parts 
that  do  not  give  satisfaction  will  be  replaced  free  of 
charge. 


OCTOBER  IS,  1920 


THE   TALKING   MACHINE  WORLD 


119 


L.  C.  WISWELL  ADDRESSES  OHIO  TALKING  MACHINE  MEN 

President  of  the  National  Association  of  Talking  Machine  Jobbers  Speaks  on  the  Future  of  the 
Industry  at  the  Recent  Meeting  of  Talking  Machine  Dealers'  Association  of  Northern  Ohio 


Cleveland,  O.,  October  6. — The  policy  of  officers 
of  the  Talking  Machine  Dealers'  Association  of 
Northern  Ohio  to  make  the  meetings  during 
the  coming  season  of  general  interest  to  the 
trade  has  proved  a  wise  move,  judging  from  the 
success  of  the  first  reguilar  meeting,  recently  ad- 
dressed by  Leslie  C.  Wiswell,  of  Lyon  &  Healy, 
Chicago,  and  president  of  the  National  Associa- 
tion of  Talking  Machine  Jobbers.  It  is  the 
plan  of  leaders  of  the  organization  to  have 
prominent  persons  in  and  out  of  the  industry  to 
address  meetings  this  Winter,  so  that  the  mem- 
bers may  get  a  correct  slant  on  the  true  busi- 
ness situation. 

In  any  event,  it  is  shown  that  these  meet- 
ings will  attract  the  largest  number  of  mem- 
bers and  associates,  many  coming  from  out  of 
town  to  attend  the  initial  gathering.  Close  to 
70  persons  were  present,  the  largest  number  at 
any  meeting  with  the  exception  of  the  annual 
event.  It  is  the  belief  of  Louis  Meier,  of  L 
Meier  &  Sons,  that  this  is  a  step  toward  co- 
operation with  other  big  local  organizations  in 
the  trade,  such  as  those  in  Pittsburgh,  Buffalo 
and  other  points  in  the  Central  West.  This 
meeting  was  held  in  the  Hotel  Statler  Lattice 
Room. 

Another  speaker  at  this  meeting  was  F.  C. 
Erdman,  lately  named  district  representative 
of  the  Victor  Talking  Machine  Co.  Mr.  Erd- 
man already  has  made  a  tour  of  the  territory, 
and  in  th?  brief  time  he  has  had  to  get  ac- 
quainted has  proved  to  the  trade  that  he  is 
"there"  with  the  service  and  has  won  the  esteem 
of  all  dealers  and  jobbers  he  has  met. 
L.  C.  Wiswell's  Inspiring  Address 

In  his  address  to  the  Ohio  trade  Mr.  Wis- 
well said  in  part: 

"Mr.  Lyons,  in  asking  me  to  come  and  talk 
to  you  to-night,  mentioned  that  as  president 
of  the  National  Association  of  Talking  Ma- 
chine Jobbers  I  undoubtedly  would  be  in  posi- 
tion to  give  you  a  talk  on  the  future  outlook 
of  the  Victor  industry — some  latitude  and  a 
range  where,  were  I  able,  I  could  browse  about 
at  will  and  yet  stay  within  the  confines  of  the 
subject. 

"First  of  all,  to  properly  visualize  the  out- 
look or  future,  one  must  be  an  optimist.  So 
let's  all  be  optimists  in  our  chosen  work,  carry- 
ing ever  forward,  holding  high  the  light  of  Vic- 
tor prestige,  so  that  no  chap — regardless  of 
who  he  is — may  be  able  to  blow  it  out. 

"If  we,  as  Victor  emissaries,  are  strong  and 
steadfast  in  our  belief  that  the  Victrola  is  su- 
preme and  that  every  home  in  our  particular 
vicinage  should  possess  one,  and  have  sold  our- 
selves on  the  proposition,  then  there  can  be 
but  one  answer  to  the  future  of  the  Victor  busi- 
ness, and  that  is  continued  growth  and  pros- 
perity, 

"As  we  talk  about  the  future  of  the  Victor 


business  we  should  base  our  premises  on  busi- 
ness conditions  as  they  exist  now  and  their 
influence  on  the  future.  How  can  one  presage 
the  future  unless  it  be  the  prophets  of  old, 
when  the  present  is  so  unsettled  and  so  clouded 
with  what  we  might  properly  term  business 
unrest?  The  ship  of  business,  and  I  mean  our 
country  as  a  whole,  is  to-day  sailing,  as  it  were, 
through  uncharted  seas,  without  a  captain  and 
without  a  rudder.  You  will  agree  with  me  that 
the  chief  executive  officers  of  our  country  have 
r.ot  and  are  not  functioning  as  they  should,  and 
neither  are  they  permitting  the  various  depart- 


L.  C.  Wiswell,  President 

ments  of  the  Government  to  do  their  full  duties 
is  planning  safeguards  for  the  nation's  various 
industries  and  businesses. 

"Since  the  signing  of  the  armistice  what  has 
been  done  by  the  powers  that  be  at  Washington 
looking  toward  the  proper  business  reconstruc- 
tion of  the  country?  For  illustration,  I  might 
mention  the  income  and  excess  profit  tax,  the 
tax  that  is  throttling,  choking  and  staggering 
the  business  world  to-day,  a  tax  that  was  a 
war  measure,  levied  as  such  and  paid  as  such, 
and  which  as  soon  as  possible  after  the  signing 
of  the  armistice  should  have  been  repealed  or 
altered'by  the  Government,  looking  toward  the 
reduction  or  elimination  of  this  war  tax.  This 
tax  has  to  do  with  the  future,  for  if  this  tax  is 
continued  and  enforced,  then  so  long  will  busi- 
ness be  throttled  and  men  of  affairs  will  be 
apprehensive  and  business  men  retarded  in  un- 
dertaking bigger  things,  as  it  strikes  at  the  very 
root  and  financial  foundation  of  our  business. 

"You  hear  at  times  about  a  panic — here,  there 
and  everywhere  whisperings  are  going  on  as  to 
what  is  going  to  happen  next — this  and  that 
business  is  bad.    Now,  I'm  a  bear  on  the  United 


States,  and  whenever  I  hear  such  conversation 
I  am  prone  to  enter  into  the  discussion.  Gov- 
ernment statistics,  just  compiled,  tell  us  that 
the  agricultural  crop  for  this  year  is  better  than 
twenty-seven  billions  of  dollars.  Our  national 
debt  is  somewhere  in  the  neighborhood  of 
twenty  billion  dollars,  two  billion  of  which  have 
already  been  written  ofif  since  the  armistice. 
From  this  total  ,  indebtedness  there  is  to  be 
subtracted  approximately  ten  billion  which  we 
loaned  to  foreign  countries  during  the  war  and 
which  is  to  be  repaid.  Accordingly  our  national 
indebtedness  should  be  reduced  by  this  amount 
or  in  round  figures,  it  amounts  to  about  ten 
billion  dollars. 

"Now,  how  can  one  figure  with  assets  of 
twenty-seven  billions  of  dollars  in  agricultural 
products  alone,  not  counting  the  business  inter- 
ests of  the  country — leaving  them  out  of  the 
equation  entirely — as  against  liabilities  of  ten 
billions,  our  country  is  going  to  the  bowwows? 
No,  never!  Never  in  the  history  of  the  world 
has  there  been  a  country  that  is  financially  so 
strong  or  that  has  the  wealth  as  has  the  United 
States  of  to-day — our  country.  So  let's  all  be 
bulls  on  the  United  States. 

"Let's  look  forward  with  a  clear  vision  to  the 
job  which  we,  as  Victor  merchants,  have  to 
do,  and  that  is  to  present  to  the  public  in  the 
proper  manner  the  merits  of  Victrolas  and  Vic- 
tor records,  for  a  careful  observation  proves, 
as  it  never  has  proved  before,  a  continued  in- 
terest and  growing  demand.  Music  has  become 
a  national  necessity  and  is  recognized  as  such. 

"Of  course,  from  time  to  time  we  are  going 
to  hear  that  business  is  bad  and  where  this 
concern  or  that  dealer  is  in  straitened  cir- 
cumistances,  and  where  this  concern  or  that 
concern  has  succeeded.  The  answer  to  this 
situation  is  that,  as  the  seed  is  sown,  some 
must  necessarily  fall  on  sterile  ground — there 
are  the  weeds  in  every  farm,  and  I  believe  the 
talking  machine  business  (and,  by  the  way,  I 
believe  we  should  change  this  phrase  "talking 
machine  business"  to  "music  business"  for,  after 
all,  we  do  sell  music.  It  is  music  you  are  bring- 
ing into  people's  homes  in  the  last  analysis.  Of 
course  we  must  have  the  instrument  to  repro- 
duce it,  but  the  cardinal,  underlying  thought  is 
music,  and  I  speed  the  day  when  we  will  all 
recognize  this  as  the  one  big  thing  which  we 
are  selling).  To  repeat,  I  believe  the  Victor 
business  is  more  firmly  established  than  ever 
before.  It  should  not  only  continue  rapid  and 
healthy  in  its  growth,  but  it  will  soon  rank  as 
one  of  the  foremost  industries  of  the  age,  and 
with  the  Victor  Co.  leading  as  the  pre-eminent 
manufacturer  of  the  trade. 

"I  cannot  forecast  to  you  what  the  immediate 
future  supply  of  Victrolas  and  records  will  be 
— I  believe  that  is  the  point  you  would  like 
some  enlightenment  on — but  I  can  say  to  you  in 
all  sincerity  that  the  Victor  Co.  from  President 
-Johnson  down,  and  especially  the  splendid  cabi- 
net of  men  that  surround  him,  are  working  as- 
siduously, whole-heartedly  for  an  increased  out- 
(Continued  on  page  121) 


SOUTHERN  DISTRIBUTORS 


i PHONOGRAPHS 
a.d  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE  -  -  TENNESSEE 


120 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


Features  that  contribute  to  making 


-Aeolian\6calion 


CALIFORNIA 


T; 


T/ie  Phonograph  of  Supreme  Musical  Attainment 


'HE  one  great,  fundamental  considera- 
tion in  a  musical  instrument  is  its 
tone.  On  its  tone-quality  alone  it 
can  rise  to  preeminence,  or  remain  on  the 
level  of  mediocrity. 

The  phonograph  is  not  one  musical  in- 
strument, it  is  a  thousand.  The  myriad 
different  instruments  and  voices  it  is  asked 
to  reproduce  call  for  a  tone  quality  and 
versatility  infinitely  bej'ond  the  require- 
ments of  other  instruments. 


T. 


OREGON 


HE  Aeolian-\'ocalion  has  risen  to  its  position  of 
world-supremacy  on  the  strength  of  its  marvelous 
tone.    No  other  features  of  interest  or  convenience 


Universal 
Tone- Arm 


have  been  required  to  make  it  great.  Its  repro- 
duction— particularly  when  playing  the  new  and 
revolutionary  Vocalion  Record — of  soprano  or  bass, 
tenor  or  contralto,  strings,  wood-winds  or  horns 
possesses  a  richness,  depth,  purity  and  beauty  that 
has  brought  the  music  world  to  a  new  appreciation 
of  the  value  and  meaning  of  the  phonograph. 


The  Gradtiola 


only  phonograph  made  with  a  completely  developed 
tone-control — the  Graduola — which  makes  of  every 
listener  who  desires,  a  performer  also,  which  gives 
the  privilege  of  personal  participation  in  the  music  to 
all  who  wish  it;  and  which  makes  the  Aeolian-V'ocal- 
ion  a  genuine  instrument  of  artistic  musical  expres- 
sion. 

It  provides  the  means  in  its  extraordinary  Univer- 
sal Tone-Arm,  by  which  all  different  makes  of  pho- 
nograph records  may  be  played  with  equally  good 
effect.  Thus  all  great  artists,  all  instrumentalists, 
all  bands,  orchestras  and  entertainers,  have  sung 
and  played  for  the  pleasure  and  entertainment  of 
the  owner  of  an  Aeolian-\'ocalion. 

It  exhibits  a  perfection  of  mechanical  features 
that  reflects  the  skill,  the  unparalleled  experience  of 
its  makers.  But  one  example — the  Aeolian  Auto- 
matic Stop — operating  with  positive  precision — 
simple,  sure  and  uncomplicated — illustrates  the 
perfection  of  all  its  mechanism. 


Automatic  Stop 


NEVADA 


IDAHO 


WASHINGTON 


►  UT  the  Aeolian-X'ocalion  has  additional  features 
that  add  their  weight  to  its  supremacy.     It  is  the 


And  lastly,  it  embodies  a  beauty,  grace  and  per- 
fect taste  in  its  appearance,  that  is  evidence  of  a  new 
and  successful  efifort  to  conform  the  phonograph  to 
the  high  standards  of  modern  furnishing  and  decora- 
tion. 

Vocalion  Prices 

Conventional  models,  equipped  with  Graducla,  are 
priced  from  S165  upwards;  without  Graduola,  from 
S60.  Many  beautiful  Period  models,  priced  from 
S360.    All  prices  subject  to  change. 


ARIZONA 


The  Aeolian  Company 

OF  CALIFORNIA 


455  MISSION  ST. 


SAN  FRANCISCO 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


121 


WISWELL  ADDRESSES  OHIO  DEALERS 

(Continued  from  page  119) 

put  of  Victrolas  and  records.  Evidences  are  on 
every  hand  that  their  efforts  are  meeting  with 
success.  You  may  not  see  them,  but  they  exist, 
nevertheless. 

"Increased  Victor  production  is  what  we  want, 
and  it  is  coming  just  as  surely  as  you  are  pres- 
ent here  to-night.  Overproduction  must  be . 
guarded  against,  just  as  a  merchant  should 
guard  against  being  overloaded  or  overstocked 
with  merchandise. 

"Looking  into  the  future  I  see  perfectly  as 
one  sees  in  a  crystal  a  message  which  reads  for 
the  success  of  Victor  business,  and  that  is 
that  the  dealer  of  the  future  must  be  a  quality 
dealer.  We  have  had  enough  quantity  dealers. 
What  is  needed  to-day  as  never  before  is 
QUALITY  dealers.  And  this  is  my  message 
to  you. 

"The  time  is  at  hand  for  the  dealer  to  stop, 
look  and  take  inventory  of  himself,  analyzing 
the  situation  in  so  far  as  it  pertains  to  the  kind 
of  representation  he  is  giving  the  Victor  line. 
What  is  wanted  is  more  sales  establishments 
like  Mr.  Meier's  and  others  I  could  mention. 
The  average  Victor  dealer  has  been  making 
money,  and  I  am  prone  to  believe  that  he  has 
been  taking  all  his  profits  out  without  putting 
a  little  back  into  the  upbuilding  of  his  store. 
The  line  is  not  wanted  in  every  other  store  on 
the  street,  but  rather  the  most  strategic  loca- 
tion chosen,  establishing  there  a  Victor  repre- 
sentative of  highest  character,  with  a  store  or 
shop  well  equipped  with  Victrola  and  record 
sales  rooms,  record  service  counter,  and  manned 
by  sales  persons  who  have  real  intelligent  sales 
ability.  You  all  know  the  old  saying,  and  it  is 
just  as  true  to-day  as  when  first  coined,  that 
the  first  impression  is  the  lasting  impression, 
hence  Victor  departments  everywhere  should  be 
of  such  high  character,  beautifully  equipped  and 
well  manned,  as  to  create  the  proper  atmos- 
phere and  favorably  impress  customers. 

"A  word  as  to  sales — I  believe  the  time  is 


ripe,  and  so  do  you,  for  the  sales  departments, 
and  especially  the  salesmen,  to  take  inventory 
of  themselves.  They  have  become  soft,  using 
the  language  of  the  athlete,  in  that  they  have 
not  been  obliged  for  these  few  years  past  to 
demonstrate  real  sales  ability,  the  acute  short- 
age making  the  goods  sell  themselves.  The 
time  is  coming,  arid  it  is  not  far  distant,  when 
you  will  not  have  a  buyers'  market,  but  on  the 
contrary,  will  be  obliged  to  go  out  and  sell.  So, 
those  of  you  who  have  jurisdiction  of  the  sales 
department  of  your  business,  I  charge  you  now 
to  look  well  to  the  future,  instilling  into  your 
sales  people  the  thought  that  now  is  the  time 
to  buckle  down  and  do  constructive  sales  work. 

"Do  not  be  apprehensive  regarding  the  future. 
Be  an  exclusive  dealer — concentrate  and  spe- 
cialize. The  Good  Book  says  you  cannot  serve 
two  Masters." 


COMMUNICATION  WITH  NEXT  WORLD 


Thomas  A.  Edison  Said  to  Be  Working  on 
Device  Which  Makes  Spirit  Messages  Possible 
—Departed  Spirits  Can  Talk  With  Us  at  Will 
If  Present  Plans  Prove  to  Be  Satisfactory 


Thomas  A.  Edison  is  hard  at  work  on  an 
invention — what  he  calls  "an  apparatus" — designed 
to  enable  those  who  have  left  this  earth  to  com- 
municate with  those  of  us  who  are  still  on  the 
earth,  according  to  an  article  appearing  in  the 
American  Magazine  for  October,  in  which  B.  C. 
Forbes  quotes  the  inventor  as  saying: 

"I  am  working  on  the  theory  that  our  person- 
ality exists  after  what  we  call  life  leaves  our 
present  material  bodies.  If  our  personality  dies 
what's  the  use  of  a  hereafter?  What  would  it 
amount  to?  It  wouldn't  mean  anything  to  us  as 
individuals.  If  there  is  a  hereafter  which  is  to  do 
us  any  good,  we  want  our  personality  to  survive, 
don't  we? 

"If  our  personality  survives,  then  it  is  strictly 
logical  and  scientific  to  assume  that  it  retains 
memorj',  intellect,  and  other  faculties  and  knowl- 
edge that  we  acquire  on  this  earth.  Therefore, 


if  personality  exists,  after  what  we  call  death,  it 
is  reasonable  to  conclude  that  those  who  leave 
this  earth  would  like  to  communicate  with  those 
they  have  left  here.  Accordingly,  the  thing  to  do 
is  to  furnish  the  best  conceivable  means  to  make 
it  easy  for  them  to  open  up  communication  with 
us,  and  then  see  what  happens. 

"I  am  proceeding  on  the  theory  that  in  the  very 
nature  of  things,  the  degree  of  material  or  phys- 
ical power  possessed  by  those  in  the  next  life 
must  be  extremely  slight;  and  that,  therefore, 
any  instrument  designed  to  be  used  to  com- 
municate with  us  must  be  super-delicate — as  fine 
and  responsive  as  human  ingenuity  can  make  it. 
For  my  part,  I  am  inclined  to  believe  that  our 
personality  hereafter  will  be  able  to  affect  mat- 
ter. If  this  reasoning  be  correct,  then,  if  we  can 
evolve  an  instrument  so  delicate  as  to  be  affected, 
or  moved,  or  manipulated — whichever  term  you 
want  to  use — by  our  personality  as  it  survives  in 
the  next  life,  such  an  instrument,  when  made 
available,  ought  to  record  something." 

The  article  then  goes  on  to  say  that  Mr.  Edison 
would  not  be  astonished  if  response  on  his  new 
invention  were  to  come,  first  of  all,  from 
telegraphers,  scientists,  or  others  thoroughly  un- 
derstanding the  use  of  delicate  instruments  and 
electric  currents.  He  is  engaged  in  the  construc- 
tion of  one,  such  apparatus  now  and  hopes  to 
finish  it  before  very  many  months. 


OPENS  SONORA  SHOP  IN  LOUISVILLE 

Milton  D.  May,  connected  with  the  Robinson- 
Petet  Co.,  Sonora  dealers  of  Louisville,  Ky.,  has 
opened  a  new  shop  in  that  city  at  331  West  Wal- 
nut street,  known  as  the  "Sonora  Shop."  R.  C. 
Davis  is  in  charge  of  the  shop. 


FOUR  JOIN  CHAMBER  OF  COMMERCE 

Four  local  talking  machine  men  have  joined 
the  Boston  Chamber  of  Commerce.  They  are 
Kenneth  E.  Reed,  of  the  Steinert  Co.;  Herbert 
Shoemaker  and  G.  Hovey  Dodge,  of  the  East- 
ern Talking  Machine  Co.,  and  C.  B.  Estabrook, 
of  the  Victor  Co. 


ANNOUNCING 

THE 

RIM  TOP 

Cabinet  for  No.  41  Edison  Amberola 


A  Cabinet  of  unusual 
beauty  in  design, 

of 

firmness  in  construction 
and 

finished  to  match  the 
41  Amberola  exactly. 


Mr.  Dealer,  apply  to 
your  jobber  for  these 
cabinets,  he  can  supply 
your  long -felt  need  at 
once. 

This  Cabinet  has  a  price 
that  is  very  attractive. 

Write  your  jobber  to-day' 


THE  EJECT-O-FILE  CO.,  Inc.,        High  Point,  North  Carolina 


122 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


ill! 


Hi 


lawa 


Production 


a 


Service 


Delivery 


Hiawatha 
Production 

Will  guarantee  you  splendid 
service,  and  immediate  de- 
livery in  all  models.  The 
increase  in  our  business  has  been  so  great  during  the 
year  that  we  could  not  accept  any  new  business  until  our 
production  had  reached  this  stage. 


Quality  is  Our 
Watchword 

Jobbers  and  dealers  can 
prepare  for  the  fall  trade 
now.  Know  before  you  buy. 
The  quality  of  all  Hiawatha 
models  is  beyond  question. 


Hiawatha  Phonograph  Company 


209  SO.  STATE  ST. 


CHICAGO,  ILL. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


123 


INCREASED  SUPPLIES  OF  STOCK  PLEASE  DETROIT  TRADE 

Great  Improvements  in  Shipping  Now  in  Evidence — ^Dealers  Preparing  for  a  Very  Busy  Fall  De- 
mand— H.  E.  Gardner  in  Charge  at  Columbia  Branch — Starr  Co.  Looking  for  New  Location 


Detroit,  Mich.,  October  6. — This  year  talking 
machine  dealers  are  not  going  to  be  hard  up 
for  talking  machines  or  supplies  of  any  kind. 
Occasionally  somebody  will  complain  about  inabil- 
ity to  get  certain  records,  but  taken  on  the  whole 
dealers  cannot  complain  about  the  treatment  they 
are  getting  from  the  jobbers.  Most  dealers  can 
get  all  the  goods  they  want.  In  fact,  there  never 
was  a  time  when  the  jobbers  were  trying  to  sell 
the  retailer  as  much  as  they  are  at  the  present 
time.  The  past  thirty  days  have  shown  wonder- 
ful improvement  in  shipping,  although  goods 
from  some  sections  are  still  slower  than  they 
should  be.  But  regardless  of  even  this  condi- 
tion, dealers  are  well  supplied,  and  when  the 
rush  comes  from  the  public,  dealers  will  be  able 
to  cope  with  the  situation. 

What  a  change  this  is  from  last  year,  when 
retailers  were  turning  down  almost  as  much  busi- 
ness as  they  took  because  they  simply  could  not 
make  deliveries!  Dealers  not  only  have  packed 
in  goods  wherever  they  could  in  their  stores,  but 
many  of  them  have  rented  storage  space  and 
leased  warehouses  for  their  surplus  stocks. 

Indications  are  that  this  will  be  a  good  season 
and  that  the  year  will  close  very  big.  Of  course, 
right  now  some  say  that  trade  is  a  little  off; 
that  is,  dealers  declare  tha:t  it  should  be  better, 
but  they  attribute  this  to  the  temporary  scare  of 
a  tight  money  market  and  the  coming  Presidential 
election.  Our  motor  car  factories  all  report 
plenty  of  orders  on  hand,  but  claim  that  they 
are  laying  off  men  in  some  departments  to  take 
inventory  and  to  get  readjusted  for  the  produc- 
tion of  their  new  models.  Another  thirty  days 
at  the  latest  will  find  all  of  our  plants  running  to 
capacity,  and  from  then  on  right  up  to  January 
1,  we  anticipate  enormous  business. 

H.  E.  Gardiner  is  now  in  full  charge  of  the 
Columbia  Graphophone  Co.  branch  in  Detroit, 


coming  here  from  New  Haven,  Conn.,  where  he 
had  charge  of  the  Columbia  branch.  He  suc- 
ceeds Sam  E.  Lind,  who  retires  from  the  or- 
ganization after  serving  faithfully  for  nineteen 
years.  Mr.  Lind  will  engage  in  some  other  busi- 
ness, but  as  yet  he  is  undecided  just  what  and 
where  it  will  be. 

Several  well-known  Victor  jobbers  passed 
through  Detroit  recently  and  while  here  paid  a 
visit  to  A.  A.  Grinnell,  treasurer  of  Grinnell  Bros., 
and  participated  in  several  golf  games  at  the 
Detroit  Golf  Club. 

Burnham,  Steepel  &  Co.,  who  arc  now  the 
Pathe  jobbers  in  Michigan,  are  every  week  in- 
creasing their  accounts  and  adding  considerably 
to  their  gross  sales.  They  are  carrying  very 
large  stocks  of  machines  and  records  and  are 
giving  excellent  service  to  their  customers. 

George  Maxey  is  now  in  charge  of  the  retail 
store  of  Wallace  Brown  at  31  East  Grand  River 
avenue.    For  five  years  Mr.  Maxey  was  with  The 


Edison  Shop.  Mr.  Brown  looks  after  all  of  the 
advertising,  and  this  Fall  he  is  going  to  intro- 
duce several  novelties  that  are  certain  to  pro- 
duce new  business.  Mr.  Brown  now  has  a  total 
of  four  retail  stores  in  Detroit,  the  other  three 
being  located  in  the  residential  sections. 

Smith,  Barnes  &  Strohber  Co.,  in  the  Wash- 
ington Arcade,  now  has  a  very  capable  talking 
machine  department,  having  installed  the  com- 
plete Columbia  line,  both  machines  and  records. 

W.  H.  Huttie,  of  the  Starr  Piano  Co.,  De- 
troit, whose  present  store  is  on  Broadway,  is 
still  looking  around  for  a  new  location  and  hopes 
to  have  one  before  another  few  weeks.  He  has 
three  or  four  under  consideration.  Frank  Bayley, 
Edison  dealer,  is  also  looking  for  another  loca- 
tion. He,  too,  expects  to  secure  one  before 
another  month  has  passed.  The  lease  on  both 
places  expires  May  1  next. 

Ed  Andrew,  of  the  talking  machine  department 
of  the  J.  L.  Hudson  Music  Store,  states  that  he 
has  difficulty  in  securing  some  records  but  that 
he  has  enough  machines  to  carry  him  along 
until  after  the  first  of  the  year.  He  is  quite 
optimistic  over  the  outlook  for  business  during 
the  next  few  months. 


DOING  SOME  GOOD  WORK  FOR  MUSIC 


Robert  Lawrence  Tells  of  Community  Music 
Work  at  Culver  Military  Academy  and  Berry 
School — Gives  Some  of  His  Impressions 


Robert  Lawrence,  of  the  Neighborhood  Serv- 
ice, and  a  member  of  the  advisory  staff  of  the 
National  Bureau  for  the  Advancement  of  Music, 
has  recently  been  carrying  on  some  music  ad- 
vancement work  at  the  noted  Culver  Military 
Academy,  Culver,  Ind.,  and  the  Berry  School, 
Mt.  Berry,  Ga.,  and  in  a  letter  to  the  Bureau 
v^'rote  most  interestingly  of  his  experience. 

Mr.  Lawrence  declares  that  the  work  at  Cul- 
ver was  100  per  cent  successful,  and  that  the 
school  authorities  want  him  to  return  for  a 
second  week  in  October  and  again  next  July.  At 


Culver  Mr.  Lawrence  met  the  son  of  A.  B. 
Smith,  well-known  music  dealer  of  Akron,  O., 
who  is  ranking  cadet  officer  at  Culver,  and  one 
of  the  song  leaders.  Mr.  Smith  had  written 
his  son  advising  him  to  dig  into  the  work  as 
hard  as  possible  in  order  that  he  might  put  over 
the  music  community  idea  in  Akron  and  the 
surrounding  territory. 

Regarding  the  Berry  School,  Mr.  Lawrence 
writes:  "Berry  School  is  truly  a  very  wonderful 
place  and  I  shall  have  to  wait  my  return  to 
do  it  full  justice.  The  students  are  all  poor 
and  are  from  the  mountain  districts  of  Georgia, 
Alabama  and  other  nearby  States.  Such  men 
and  women  you  never  saw  and  when  you  are 
looking  into  their  faces  you  can't  help  but  feel 
that  the  future  of  America  need  never  hang 
in  the  balance  with  such  citizens  in  evidence." 


rile  Your  Records  so  you  can  find  them  and  it's  easy  to  sell  them. 

This  System  pays  for  itself  by  increasing  Sales  through  better  service  and  Automatic  ordering  of  "Sold  Out"  Records 

OGDEN'S  PATENTED  RECORD  FlUNG  CABINETS  AND  VISIBLE  TAB  INDEXES  ARE  GUARANTEED 


THE  OGDEN 
SALES  SYSTEM  GUIDE 

IKOU  »Hg  SALES  mCORD  L& 
C*IES  *LL  HECOBDS  Br  USING 
OHf  'OR  EACH  TIILZ 


NO  5T0CK  ENVCLOP£  REOUINtD 


Visible  Tab  Paperoid  Index 

Tlie  Tab  extends  in  front  of  the 
record  with  numbers  always  visible. 
Used  the  same  as  a  stock  envelope, 
one  for  each  title,  leaving  all  rec- 
ords in  their  envelopes.  Is  used 
to  re-order  by  and  keeps  "Sold- 
out"  numbers  continually  before 
you. 

Shows  quick  and  slow  sellers. 
The  best  and  simplest  "Sales  and 
Ordering"  index  ever  devised 
and  rapidly  replacing  the  stock 
cover  because  of  its  many  advan- 
tages. Fits  any  filing  system,  shelv- 
ing or  racks.  Printed  both  sides 
for  right  or  left  liand  flat  or  up- 
right filing. 


SALES  SYSTEM  ENVELOPES 
keep  track  of  what  you  sell  and 
what  you  need — an  automatic  in- 
ventory, showing  profitable  and  slow 
sellers.  Arranged  for  upright  or 
flat   filing  and   will   fit  any  system. 


Sectional  Models  Fit  Any  Size 
Stock  and  Help  You  Grow. 


THE  OGDEN  SALES  SYSTEM  IS  EQUIVALENT  TO  AN  EXTRA  CLERK  AND  INCREASES  SALES 


124 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


K«l»MM«ltfl«IWI>tlHtelKl«IMHlHtetalg15t 


The  PIKNIK,  A  Gift  Phonograph 

that  will  appeal  to  your  holiday  trade. 

Reasonable  in  price  yet  as  handsome  in  design  and  finish  as  any 

phonograph. 

A  home  machine  easily  converted 
into  a  genuine  portable  carrying  any 
size  and  playing  any  make  record. 

Equipment  equal  to  any  phonograph 
retailing  at  one  hundred  dollars. 

Every  prospect  for  an  instrument 
costing  under  a  hundred  dollars 
can  be  sold  a  PIKNIK. 

Our  production  is  limited  to 
advance  orders  for  Christmas  re- 
quirements. 


Size  9x13x15 


Patented  in  U.  S. 


If  you  hope  to  handle  the  PIKNJK  for  holidays  write  for  particulars  now. 


PIKNIK  PORTABLE  PHONOGRAPH,  Inc. 

teteS«liKtel«telHtela|gwwiHWll«wil»MiHKi«liKWli«wil«ii«iiHWii«iaiaiiHiwwiia!igw^ 


Lakewood,  New  Jersey 


esu  Q  Q;s.B  Q  BE  Q  a  >!<  a  s  >:<  •:<  a  a  a  a  a  a  a  a  bi 


EDISON  JOBBERS  HOLD  CONFERENCE 


Western  Regional  Group  Meets  as  Hosts  of 
Denver  Dry  Goods  Co. — Edison  Laboratories 
Represented  by  Thomas  J.  Leonard — Semi- 
Annual  Conference  Next  Spring  in  Vancouver 


Unusual  interest  attended  the  second  Western 
Regional  Conference  of  Edison  jobbers,  held  on 
September  20  and  21,  in  the  beautiful  conference 
room  of  the  Denver  Dry  Goods  Co.,  Edison  job- 
bers in  that  citj'.  Norman  D.  Tharp,  who  re- 
cently succeeded  Walter  C.  Wyatt  as  manager  of 
the  Edison  department  of  the  Denver  jobbing 
organization,  was  host  to  the  delegates  and  acted 
as  chairman  of  the  business  sessions.  The  Edison 
Laboratories  were  represented  at  the  conference 
by  General  Sales  Manager  Thomas  J.  Leonard. 

Despite  the  extensiveness  of  the  program, 
which  was  adhered  to  so  far  as  possible  through- 
out the  two-day  session,  it  was  found  necessary 
to  expand  it  into  consideration  of  several  addi- 
tional subjects.  On  the  morning  of  the  second 
day,  the  open  forum,  led  by  Thomas  J.  Leonard, 
excited  considerable  discussion  and  brought  to 
light  several  interesting  phases  in  connection  with 


the  1920  sales,  promotion  plans,  around  which  the 
interest  of  the  meeting  was  chiefly  centered. 

Satisfaction  and  approval  were  expressed  by 
those  present  concerning  the  interlocking  news- 
paper advertising,  which  forms  a  part  of  the  ex- 
tensive advertising  campaign  launched  by  Edison 
dealers  with  the  co-operation  of  the  Edison 
Laboratories.  Several  jobbers  cited  instances 
where  dealers,  who  ordinarily  write  their  own 
newspaper  advertising  copj',  reported  a  substan- 
tial increase  in  business  as  the  result  of  using  the 
copy  furnished  them  by  the  Edison  Laboratories. 

It  was  decided  to  hold  the  next  semi-annual 


conference,  to  take  place  next  Spring,  at  Van- 
couver, British  Cokimbia,  where  the  Kent  Piano 
Co.,  Ltd.,  Edison  jobbers,  that  city,  will  be  hosts. 

The  Denver  Dry  Goods  Co.  entertained  the 
delegates  on  both  days  at  luncheons  given  in  the 
beautiful  Denver  Tea  Room,  which  is  located  on 
the  same  floor  with  the  jobbers'  retail  Edison  de- 
partment and  which  is  considered  as  one  of  Den- 
ver's most  popular  resorts. 

The  Western  Regional  Group  of  Edison  Job- 
bers comprises  the  following  jobbing  points: 
San  Francisco,  Los  Angeles,  Portland,  Denver, 
Ogden,  Helena  and  Vancouver,  British  Columbia. 


IMPORTANT  CHANGE  IN  DECATUR 


Quartet  of  Progressive  Men  Purchase  Emerson 
Piano  House — Features  Victrolas  and  Pianos 


The  Emerson  Piano  House,  of  Decatur,  111., 
which  is  an  exclusive  Victrola  and  piano  house, 
has  recently  been  purchased  from  the  Emerson 
Piano  Co.  by  the  four  men  who  have  been  largely 
responsible  for  its  success  in  the  past.  The  new 
owners  are  Harry  Spade,  J.  F.  McDermott, 
Rufus  Peabody  and  W.  Curtis  Buscher.  Each 


will  remain  in  the  capacity  in  which  he  has  been 
employed,  Mr.  McDermott  being  in  charge  of  the 
Victrola  department.  In  addition  to  its  reputa- 
tion as  the  handsomest  music  house  in  Illinois, 
the  new  owners  expect  to  make  it  the  most  fa- 
mous for  service.  Miss  Bernice  Boyer,  recently 
of  Linn  &  Scruggs  Dry  Goods  &  Carpet  Co.,  of 
Decatur,  has  been  added  to  the  sales  force  and  is 
taking  the  salesmanship  course  offered  by  Koer- 
ber-Brenner. 


FINE  NEW  VOCALION  DEPARTMENT 


EQUIP  YOUR  TURNTABLES  WITH 

A.  W.  B.  BOULEVARD  VELVETS 


ADD  TO  THEIR  QUALITY  AND  ATTRACTIVENESS 


A.W.B.  v-do 


VELVETS 


GRAND  PRIZE— GOLD  MEDAL,  ST.  LOUIS  EXHIBITION 

VELVETS,  VELVETEENS,  PLUSHES 

WRITE  FOR  SAMPLES  AND  PRICES 

A.  WIMPFHEIMER  &  BRO.,  Inc. 
450-460  Fourth  Avenue,  New  York 

ESTABLISHED  1845 


Elaborate  Opening  Ceremonies  Planned  for  New 
Vocalion  Department  in  the  Store  of  Kauf- 
mann  &  Baer,  Pittsburgh,  Pa. 


Pittsburgh,  Pa.,  September  30. — The  formal 
opening  of  the  new  Vocalion  department  in  the 
Kaufmann  &  Baer  store,  this  citj',  scheduled  for 
October  11,  promises  to  be  an  event  of  unusual 
interest.  The  celebration  will  extend  over  three 
days  and  there  will  be  an  elaborate  entertainment 
program  in  charge  of  F.  P.  Ratcliflf,  of  the  Vo- 
calion department  of  the  Aeolian  Co.,  the  fea- 
tured artists  being  Ernest  Hare,  and  Monroe 
Silver.  Each  day  Mr.  Ratclifif  will  deliver  an 
address  on  the  Phonodeik,  the  apparatus  for 
photographing  sound  waves  by  means  of  whicli 
all  Vocalion  records  are  tested  for  accuracy  of 
reproduction. 

The  equipment  of  the  department  includes 
thirty-two  handsome  soundproof  demonstrating 
booths,  together  with  a  recital  hall  seating  1,000 
people.  The  entire  equipment  is  most  elaborate 
in  every  particular  and  the  department  has  been 
arranged  under  the  personal  direction  of  G.  Israel, 
general  manager  of  the  Kaufmann  &  Baer  store. 


VICTOR  EXHIBIT  AT  KENTUCKY  FAIR 


The  L'Harmonia  Co.,  Louisville,  Ky.,  had  a 
good  exhibit  of  the  Victor  line  at  the  Kentucky 
State  Fair  held  last  month  and  also  exhibited  the 
Afagnavox.  emphasizing  its  use  for  outdoor 
meetings  and  general  public  work. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


125 


Unico  Model  Shop,  Victor  Talking  Machine  Co.,  Camden,  N.  J. 


Increase  Your  Sales  and  Profits 

It  is  a  matter  of  fact  that  the  installation  of  Unico 
Equipment  steadily  increases  sales  by  creating  the 
proper  atmosphere  for  display  and  making  possible 
speedy,  efficient  transactions. 

It  is  worthy  of  record  that  improved  manufacturing 
conditions  and  better  transportation  facilities  make 
it  possible  for  us  to  guarantee  the  shipment  of 
Unico  Equipment  within  ten  days,  ready  for 
complete  installation. 

Keep  these  two  outstanding  facts  in  mind  when  making 
your  plans  to  take  care  of  increased  Fall  and  Holiday 
trade.      Wire  nearest  office  today,   at  our  expense. 


Unico  Construciion 
is  patented. 


Unico  Designs 
are  patented. 


UNIT  CONSTRUCTION  COMPANY 


NEW  YORK 

299  Madison  Ave. 
Corner  41st  St. 


Rayburn  Clark  Smith,  President 
58th  Street  and  Grays  Avenue 

PHILADELPHIA 


CHICAGO 

Willoughby 
Building 


mm 


126 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


the  phonograph 
de  luxe 

Made  for  the  progressive  mer- 
chant who  has  foresight  enough 
to  reaHze  that  if  he  wants  his 
business  to  grow  he  must  han- 
dle a  product  which  will  adver- 
tise him  through  its  owner. 

More  Sales  and  Profits  will  be 
yours  if  you  handle  this  line. 

Distinctive  Designs 
Highest  Grade  Equipment 
Beautiful  Quality  of  Tone 
Prompt  Deliveries. 


CTalkine  Machine 


TO  EXCEL  DEALERS  WE 
OFFER  AN  AMPLE  SUPPLY 
OF  RECORDS  OF  WELL 
KNOWN  STANDARD  MAKES. 


jiiiiiiiiiniiii 


We  Invite  Comparisons — Read  Our  Offer 

I                 TO  ANY  RELIABLE  MERCHANT  | 

I           We  will  send  one  or  more  on  approval.  If  satisfactory,  you  will  honor  invoice  on  | 

I     maturity.  If  not,  return  the  machine  at  our  expense.   Have  you  ever  received  a  fairer  | 

I     offer?   Take  advantage  of  it  today  and  become  an  Excel  dealer.  | 

fiiiiiiiiiniiiiiiiiiniiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiii:4iiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


KeOtl  O  □  0  D  □  D  □  D  D  □  D  D  g  D  O  n  r  r>  r  0  ■,  -I  -J  r,  r,  rV^ 


mm  COMPANY 


EXECUTIVE  OFFICES:    136  West  23d  Street,  New  York 

FACTORIES:   Holland,  Mich.;  Jamestown,  N.  Y.;  Chicago,  111. 

Write  for  catalog  and  full  particulars 


nil 


October  15,  15^0 


tM£  TALKING   MACHINE  WOftLD 


12? 


INDIANAPOLIS  TRADE  REVIEW  SHOWS  OPllMlSllC  TREND 

Liberal  Buying  in  Evidence— Dealers  Plan  Big  Advertising  Campaigns— C.  R.  Anderson  Resigns 
—Banquet  of  Edison  Men — Pathe  Dealers  to  Meet — Columbia  News — Victor  Artists  in  Concert 


Indianapolis,  Ind.,  October  5— Never  were  re- 
ports from  talking  machine  dealers  concerning 
trade  conditions  in  this  territory  more  optimis- 
tic than  at  the  present  time.  The  general  in- 
dustrial conditions  in  Indianapolis  and  locality 
are  exceptionally  good,  due  to  the  fact  that  In- 
dianapolis is  not  a  one-industry  city  and  also 
due  to  the  fact  that  her  prosperity  depends 
largely  on  the  conditions  in  the  extensive  and 
fertile  farming  area  of  which  she  is  the  cen- 
ter and  the  capital.  The  corn  crop  in  the  State 
is  the  largest  in  many  years,  according  to  all 
official  reports.  The  wheat  crop  and  small 
fruit  crop  are  likewise  exceptionally  good,  while 
the  season  throughout  has  been  ideal  for  gar- 
dens. The  result  of  these  conditions  is  that 
trade  generally  is  feeling  the  impetus  of  increas- 
ing business. 

Farmers  are  buying  more  liberally  than  ever 
before  and  they  are  paying  cash.  City  people 
are  more  cautious  in  their  buying,  but  they, 
too,  according  to  music  dealers  and  others,  are 
paying  cash  to  a  greater  extent  than  ever  before. 
Instalment  sales  are  being  made  on  consider- 
able increases  in  the  amount  of  payments.  Music 
stores  are  well  stocked  and  dealers  generally  are 
buying  with  the  view  of  caring  for  a  large 
Winter  business.  In  the  opinion  of  practically 
every  dealer,  the  only  difficulty  to  be  anticipated 
is  that  of  a  shortage  of  goods. 

More  extensive  local  advertising  campaigns 
are  planned  for  the  last  three  months  of  the 
year.  Advertising  has  been  practically  as  ex- 
tensive during  the  Summer  as  it  was  during  the 
previous  Summer,  but  with  emphasis  on  care- 
ful buying  and  savings.  The  value  of  this 
advertising  has  been  seen  in  the  exceptional  vol- 
ume of  the  Summer  trade  and  the  marked  in- 
crease in  cash  business.  Dealers  are  giving 
more  attention  to  the  careful  buyers,  while  the 
day  of  the  small  instalment  purchaser  is  rapidly 
passing. 

Dealers  must  all  go  to  work  now,  according 
to  W.  O.  Hopkins,  manager  of  the  Edison  Shop. 
He  declares  that  the  dlays  of  the  mere  order- 
taker  are  passed  and  every  man  must  hustle 
for  his  business.  Everyone  who  does  hustle 
will  get  his  share  of  the  business  and  will  estab- 
lish himself  against  whatever  conditions  may 
result  from  the  changes  taking  place  in  the 
general  field  of  trade. 


A  five-course  dinner  was  given  for  the  em- 
ployes of  the  Edison  Shop  in  September  at  the 
Severin  Hotel.  Original  stunts  were  the  enter- 
tainment features,  while  the  decorations  and 
favors  were  tastily  arranged  in  red  and  green. 
/\  sales  meeting  followed  the  dinner.  Miss 
Helen  MacArthur,  who  has  been  in  charge  of 
the  record  department  of  the  store,  has  re- 
signed and  will  go  to  New  York  City  to  study 
vocal  music.  She  is  succeeded  by  Mrs.  Mabel 
Chamberlain,  who  previously  has  been  with  the 
Edison  Shop. 

C.  R.  Anderson  has  resigned  as  president  and 
manager  of  the  Indianapolis  Talking  Machine 
Co.  and  will  devote  his  time  to  other  business 
interests.  Edward  R.  Donnell,  former  treas- 
urer, has  been  made  president  of  the  company, 
and  William  S.  Cooke,  former  sales  manager, 
has  been  named  as  manager.  Frank  E.  Dickie, 
who  has  been  secretary  of  the  company  since 
its  organization  in  August,  1919,  is  now  secre- 
tary and  treasurer. 

Persons  who  visited  the  Indianapolis  Talk- 
ing Machine  Co.'s  booth  at  the  State  Fair  had 
the  novel  experience  of  hearing  Victor  records 
that  were  being  placed  at  the  Speedway,  nine 
miles  distant  from  the  fair  grounds.  This  was 
accomplished  through  wireless  stations  oDerated 
by  Government  employes.  On  either  side  of 
the  entrance  to  the  booth  was  an  immense  Vic- 
trola  cabinet  standing  eight  feet  high.  The 
wireless  receiving  apparatus  was  so  arranged 
that  the  music  of  the  records  played  at  the 
Speedway  was  reproduced  through  one  of  these 
cabinets  and  could  be  heard  by  hundreds  of 
visitors  who  crowded  around  the  booth  each  day 
of  the  fair.  John  C.  Robinson,  who  has  charge 
of  the  record  department,  was  the  leader  of 
"Robinson's  Rivoli  Novelty  Orchestra,"  which 
proved  an  eflfective  drawing  card  to  attract  visi- 
tors within  the  booth.  Miss  Lillian  May  Hues- 
lien,  contralto,  also  was  featured. 

The  Victor  dealers  of  the  State  are  reporting 
a  successful  season  at  the  county  teachers'  in- 
stitutes. Miss  Caroline  Hobson,  head  of  the 
educational  department  of  the  Stewart  Talking 
Machine  Co.,  and  several  assistants,  under  the 
direct  supervision  of  Mrs.  Frances  E.  Clark,  head 
of  the  educational  department  of  the  Victor 
Talking  Machine  Co.,  were  able  to  visit  prac- 
tically every  county  in  Indiana  in  which  an  in- 


YAZOO  RIVER  RED  GUM 

Specials  for  prompt  shipment: 

1st  and  2nd  Qrtd.  White  Oak. 
Common  and  Better  Qrtd.  White  Oak. 
Common  and  Better  Qrtd.  White  Oak. 
1st  and  2nd  Qrtd.  Red  Oak. 
1st  and  2nd  Qrtd.  Red  Oak. 
1st  and  2nd  Qrtd.  Red  Oak. 
No.   1  Common  Qrtd.  Red  Oak. 
No.   1  Common  Qrtd.  Red  Oak 
1st  and  2nd  Qrtd.  Red  Gum. 
1st  and  2nd  Qrtd.  Red  Gum. 
No.   1   Common  Qrtd.  Red  Gum. 
No.   1  Common  Qrtd.  Red  Gum. 
No.   1  Common  Qrtd.  Red  Gum. 
No.   1  Common  Qrtd.  Red  Gum. 
No.   1  Common  Sap  Gum. 

Our  Red  Gum  is  of  soft  texture  and  rich,  dark  color.    Specially  manufac- 
tured and  seasoned. 

Send  us  your  inquiries  for  all  kinds  of  cabinet  woods. 

THOMAS  &  PROETZ  LUMBER  CO. 

3400  Hall  St.,  St.  Louis,  Mo. 


2 

carloads 

I!/2 

4 

carloads 

3" 

1 

carload 

4" 

8 

carloads 

1" 

1 

carload 

H/4 

4 

carloads 

9 

carloads 

1" 

4 

carloads 

4 

carloads 

2 

carloads 

3" 

3 

carloads 

7 

carloads 

2" 

5 

carloads 

2'/2 

3 

carloads 

3" 

10 

carloads 

Stewart 

Talking  Machine  G>m|par^ 


JOBBERS 


stitute  was  held.  The  educational  supervisors 
were  ably  assisted  by  local  Victor  dealers  in 
each  county. 

A  new  use  for  the  talking  machine  was 
brought  to  the  attention  of  Indianapolis  people 
recently  through  newspaper  advertisements  of 
a  method  for  reducing  excess  avoirdupois.  The 
attention  of  readers  was  caught  by  the  idea  of 
permitting  the  avoirdupois  to  be  ironed  out  un- 
der the  wheels  of  a  parlor  instrument,  but  fur- 
ther reading  of  the  advertisements  disclosed  the 
remedy  for  corpulency  to  lie  in  a  series  of 
lectures  given  through  talking  machine  records. 

George  F.  Standke  has  resigned  as  manager  of 
the  Brunswick  Shop  and  has  been  elected  presi- 
dent of  an  artificial  ice  machine  company.  Mr. 
Standke's  successor  as  manager  of  the  Bruns- 
wick has  not  been  named. 

The  popularity  of  the  motion  picture  play, 
"Humoresque,"  which  ran  two  weeks  here,  was 
capitalized  in  advertising  the  Brunswick,  and 
an  instrument  was  kept  in  the  lobby  of  the 
motion  picture  theatre  playing  "Humoresque" 
each  day  of  the  two  weeks. 

The  city's  celebration  of  the  106th  anniversary 
of  the  writing  of  the  national  anthem  centered 
around  the  great  Soldiers'  and  Sailors'  Monu- 
ment, which  towers  284  feet  in  the  center  of 
the  business  district.  As  red,  white  and  blue 
balloons  were  released  from  the  steps  of  the 
monument  at  noon  a  Sonora  on  top  of  the 
monument  played  "The  Star-Spangled  Banner." 
Of  course,  few  heard  the  music,  but  every  news- 
paper carried  an  account  of  the  innovation  and 
so  Manager  Arthur,  of  the  Sonora  department 
of  Charles  Mayer  &  Co.,  obtained  a  bit  of 
valuable  publicity  for  his  store. 

Jack  Bruner,  for  the  last  two  years  a  mem- 
ber of  the  Harlan  Male  Quartet,  which  has  been 
one  of  the  headliners  on  the  Keith  vaudeville 
circuit,  has  taken  the  place  of  Ralph  P.  Lan- 
caster as  Sonora  salesman  at  the  Mayer  store. 
Mr.  Lancaster  has  left  the  talking  machine  field 
to  accept  employment  with  the  Indianapolis 
Light  &  Heat  Co.  Mr.  Bruner  is  an  accom- 
plished musician  and  prior  to  his  engagement 
in  vaudeville  was  a  salesman  for  Steinway  & 
Sons,  in  New  York. 

Mr.  Arthur  announces  he  has  taken  on  the 
Okeh  record  for  exclusive  sale.  He  says  he 
has  increased  the  amount  of  payments  on  in- 
stalment business  and  is  preparing  for  the  larg- 
est Winter  business  in  the  history  of  his  de- 
partment. 

C.  O.  Mueller,  of  the  Mooney-Mueller-Ward 
Co.,  Pathe  distributors,  announces  the  opening 
of  a  Pathe  store  by  S.  Waggoner  &  Son,  drug- 
gists, at  Terre  Haute,  Ind.  The  firm  has  taken 
over  a  room  adjoining  the  present  place  of  busi- 
ness for  the  new  phonograph  department,  which 
gives  promise  of  rapid  growth. 

(Continued  on  page  129) 


128 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Amazing  Volume  of  Clear,  Sweet 
Tone.  Rich  Mahogany  Finish 
with  Nickel  Trimmings.  Plays 
Every  Record — Any  Make,  Any 
Size,  Any  Style. 


STEWART  PHONOGRAPH 
CORPORATION,  Inc. 

Lincoln  Bldg. 
BUFFALO,       -       -       -       N.  Y. 


FIVE  hundred  Stewart  Pho- 
nographs are  leaving  our 

plant  every  day.  And  demand  has 
overtaken  even  this  production! 
Therefore:  With  Christmas  trade 
but  a  few  weeks  ahead,  your  order 
must  be  received  at  once  if  you  are 
going  to  share  in  the  big  profits 
this  sensationally  priced  phono- 
graph is  giving  to  merchants  in 
every  state — and  in  every  civilized 
country  in  the  world. 


PHDNDGRAPH 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


129 


RELIABLE  ACCESSORIES 

Means  Additional  Service  to  Your  Customers 


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Portophones 

Cabinets  forVictrola  No.  9 
Albums 
Jones  Motrolas 
Universal  Display  Fixtures 
Record  Flashers 
Dancing  Figures 


Brilliantone  Needles 
Sheffield  Needles 
Reflexo  Needles 
Wall-Kane  Needles 
Fibre  Needles 
Edison  &  Pathe  Sapphires 
Fibre  Cutters 

LET  US  QUOTE  YOU  PRICES 


Velvet  Record  Cleaners 
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Reflexo  Polish 
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137  Lawrence  Street, 
Oscar  Zepernick 


Brooklyn,  N.  Y. 

Joseph  A.  Kerr 


OPENS  FALL  DRIVE  ON  EXCEL 


REVIEW  OF  INDIANAPOLIS  TRADE 

{Continued  from  page  127) 


A  meeting  of  the  Red  Roosters  organization 
of  the  retail  Pathe  dealers  of  Indiana,  Kentucky, 
Eastern  Illinois  and  Western  Ohio  will  be  held 
at  the  Claypool  Hotel  in  this,  city  the  latter  part 
of  October  or  the  first  week  in  November.  The 
meeting  has  been  called  for  the  purpose  of  giv- 
ing the  dealers  an  opportunity  to  discuss  general 
trade  conditions  and  to  lay  plans  for  the  ap- 
proaching holiday  business,  which  is  expected 
to  exceed  that  of  previous  years.  This  will  be 
the  first  meeting  of  the  organization  which  was 
formed  a  year  ago.  J.  M.  Wallace,  Sr.,  of  the 
Wallace  Music  Co.,  Muncie,  is  president,  and 
H.  G.  May,  druggist,  of  Princeton,  is  secretary. 

George  Stewart,  of  the  Stewart  Talking  Ma- 
chine Co.,  Victor  distributors,  is  giving  close 
attention  to  a  campaign  to  place  a  new  type  of 
"Look  Inside  the  Lid"  road  signs  in  the  hands 
of  every  Victor  dealer  in  the  smaller  towns  of 
the  State.  The  sign  is  4x5  feet  and  stands  six 
feet  off  the  ground.  It  is  faced  with  tin  and 
lettered  in  blue,  black  and  red.  It  carries  the 
picture  of  the  Victor  talking  machine  and  at  the 
bottom  the  name  of  the  dealer. 

The  sign  was  first  used  by  Craycrafts,  of 
Noblesville,  which  firm  placed  twenty  of  them 
on  the  roads  leading  into  that  town.  Mr. 
Stewart  saw  in  the  sign  an  artistic  road  display 
equal  to  those  used  by  dealers  in  the  large  cities 
while  at  the  same  time  being  much  less  costly. 
He  made  arrangements  to  have  them  made  in 
large  numbers  so  that  every  small-town  Victor 
dealer  may  use  them  and  have  the  advantage 
of  city  advertising  methods. 

Arrangements  were  made  by  the  Victor  deal- 
ers of  Indianapolis  for  the  appearance  of  the 


The  Victrola  is 
supreme  because 
its  each  and  every 
part  is  a  master- 
piece— the  result 
of  ingenuity  and 
skill  of  the  high- 
est calibre. 

BRUNO 


Eight  Famous  Victor  Artists  at  English's  Opera 
House  Sunday,  October  10.  The  names  of  the 
individual  artists  in  the  group  were  sufficient  to 
pack  the  theatre  for  the  occasion.  The  artists 
were  Henry  Burr,  Albert  Campbell,  Billy  Mur- 
ray, Frank  Croxton,  Fred  Van  Eps,  John  H. 
Meyers,  Monroe  Silver  and  Frank  Banta. 

Harry  Diehl,  field  representative  of  the 
Stewart  Talking  Machine  Co.,  and  Miss  Eloise 
Schlatter,  of  Anderson,  were  married  recently 
at  the  home  of  the  bride's  mother  at  Madison, 
Wis.  The  couple  have  been  at  home  in  In- 
dianapolis since  October  1.  Mrs.  Diehl  for- 
merly conducted  the  Victrola  department  of 
Stein  &  Canaday  at  Anderson. 

J.  H.  Keiser,  Victor  dealer  at  Columbia  City, 
Ind.,  has  a  new  Victrola  department.  He  has 
added  new  listening  booths  and  a  large  service 
counter.  The  color  scheme  is  in  tan  and  white 
enamel  trimmed  in  gold.  New  wicker  furniture 
has  been  added. 

Cuyler  C.  Supplee,  Victor  field  representative 
in  Indiana,  discovered  a  remarkable  town  while 
on  his  vacation,  according  to  the  story  he  told 
on  his  return.  He  says  that  at  Provincetown, 
Mass.,  where  he  and  his  family  spent  the  vaca- 
tion, there  is  not  a  phonograph  or  talking  ma- 
chine shop  in  town.  It  is  whispered  among 
his  friends  that  Mr.  Supplee  chose  that  spot  in 
which  to  rest  for  the  very  reason  that  it  is  in 
nowise  associated  with  the  business  he  follows 
so  intensely  fifty  weeks  in  the  year. 

The  Columbia  dealers  of  this  city  made  a 
complete  tie-up  in  connection  with  the  appear- 
ance of  Ted  Lewis'  Jazz  Band  at  the  Murat 
Theatre  with  the  "Greenwich  Village  Follies." 
The  dealers  had  special  Ted  Lewis  window  dis- 
plays and  also  ran  a  full-page  advertisement  in 
the  Indianapolis  News  featuring  Ted  Lewis  rec- 
ords. W.  G.  Willson,  manager  of  Widener's 
Grafonola  Shops,  arranged  for  the  band  to  give 
a  special  concert  at  the  shops. 

An  increased  demand  for  Columbia  Grafonolas 
and  records  is  prompting  many  dealers  in  the 
Indianapolis  territory  to  enlarge  their  facilities, 
according  to  S.  R.  Lemberg,  special  representa- 
tive of  the  general  sales  department  of  the  New 
York  office  of  the  Columbia  Co.,  who  has  been 
making  a  sales  survey  of  the  territory.  Mr. 
Lemberg  said  that  throughout  the  territory  he 
noticed  that  dealers  had  complete  stocks,  par- 
ticularly of  records,  and  that  they  are  installing 
improved  systems  for  ordering  and  keeping 
stock.  The  dealers,  he  said,  are  formulating  new 
sales  ideas  for  the  extension  of  business,  one  of 
which  is  a  Christmas  Club  plan  whereby  cus- 
tomers are  encouraged  to  build  up  and  lay  aside 
a  reserve  credit  for  their  holiday  purchases  of 
Grafonolas  and  Columbia  records. 


ALBANY  FACTORY  TO  INCREASE 

The  Cremona  Phonograph  Co.,  Albany,  Ore., 
will  double  the  size  of  its  present  plant,  it  has 
been  announced  by  L.  E.  Gilman,  manager  of 
the  factory.  New  machinery  is  already  on  the 
way,  and  will  be  installed  at  the  earliest  pos- 
sible moment. 


Dealers  Receive  New  Catalog  From  New  York 
House  Illustrating  New  Models 


The  Excel  Cabinet  Co.,  136  West  Twenty- 
third  street.  New  York,  manufacturers  of  the 
Excel  Phonograph,  has  just  forwarded  to  the 
trade  a  new  catalog  illustrating  and  describing 
its  entire  line,  including  the  new  Console  model. 
The  material  is  issued  in  such  a  manner  that 
it  can  be  used  to  good  advantage  by  Excel 
dealers,  a  space  being  reserved  for  the  dealer's 
imprint. 

Some  space  in  the  catalog  is  given  over  to  a 
description  of  the  Excel  five  year  guarantee, 
which  accompanies  each  machine.  A  miniature 
reproduction  of  this  warrant  is  also  reproduced. 
In  addition  to  guaranteeing  all  its  machines,  the 
company  has  planned  much  advertising  mate- 
rial for  the  trade  which  is  intended  to  create 
sales.  A  special  Fall  drive  is  now  under  way, 
and  it  is  proposed  to  add  somewhat  to  the  list 
of  Excel  dealers. 


Immediate  Deliveries  of 
HIGH  GRADE 

CABINETS 


19^  in.  wide 
21yi  in.  deep 


Send  us  your  specification 
today.  We  can  fill  promptly 
orders  for  Genuine  Mahog- 
any, Quartered  Oak  and 
American  Walnut  Cabinets. 

We  use  only  fine  ply  se- 
lected wood.  Eight  models 
in  the  line.  The  finest 
cabinets  at  moderate  prices. 

The  Celina  Specialty  Co. 

CELINA,  OHIO 


130 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Style  87,  shown  with  top 
moulding  which  covers  open  base 
of  Victrola  IX.  Note  the  fine 
"floor  type"  effect  produced. 


Style  87,  shown  with  doors 
open.  Note  the  attractive  shelf 
arrangement. 


Style  87,  shown  with  "flat  top" 
and  without  top  moulding,  with 
"old  style"  Columbia  machine. 
Note  the  "floor  type"  effect 
produced. 


E  llllllllll!: 


Recognized  Leaders  in 
the  Cabinet  Industry 

The  dealer  who  sells  LONG 
Cabinets  I^nows  that  he  is 
providing  his  customers  with 
the  best  cabinets  produced 
in  this  industry.  He  can 
guarantee  every  cabinet,  with 
the  certainty  that  his  guar- 
antee will  be  fulfilled  in 
every  detail. 

The  demand  for  cabinets  is 
growing  steadily,  and  the 
progressive,  successful  dealer 
is  placing  his  orders  now  for 

LONG  CABINETS 

Write  for  a  copy 
of  our  new  catalog. 


A  complete  line  of  LONG  CABINETS  is  now  on 
display  in  Space  No.  216  at  the 

NEW  YORK  FURNITURE  EXPOSITION 

45  WEST  18th  ST.,  NEW  YORK 
Exposition  closes  October  23rd 


TTTTTTTTT 


The  Geo.  A.  Long 
CabinetCompany 

HANOVER,  PA. 


nliiiiiiiiiiiiia 


ffmnmia 


mmminii 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


131 


CLEVELAND  CONTINUES  A  LEADER  IN  TRADE  ACTIVITY 

Despite  Business  Adjustment  the  Trade  in  Cleveland  Is  Optimistic— Edison  Tone-test  Success 
— O.  L.  May  Honored— Activity  in  Educational  Work— University  Co.'s  New  Home— Other  News 


Cleveland,  O.,  October  6.— Despite  the  talk  of 
"business  unrest"  and  "business  adjustment," 
the  talking  machine  interests  of  Cleveland  and 
vicinity,  both  v^fholesale  and  retail,  are  making 
elaborate  plans  to  take  care  of  a  most  substan- 
tial business  during  coming  months.  A  number 
of  establishments  have  been  remodeled,  or  are 
in  process  of  remodeling,  to  provide  larger  quar- 
ters for  handling  business,  and  some  strong 
advertising  campaigns  have  been  mapped  out 
to  keep  certain  hues  of  talking  machine  prod- 
ucts prominently  before  the  public.  There  is 
every  indication  that  talking  machine  men  are 
not  worried  regarding  business  prospects. 
The  Edison  Tone-test  Tour 

The  Edison  tone-test  tour  for  dealers  through- 
out the  country  is  being  continued  in  Ohio  this 
month  with  Glenn  Ellison  and  Collins  and  Har- 
lan as  the  artists.  The  tour  was  started  here 
in  September  with  Leota  Carder,  soprano,  and 
Lucille  Collette,  violin  and  piano.  The  north- 
ern Ohio  tour,  which  includes  twenty-one 
towns,  is  under  the  direction  of  L.  M.  Bloom, 
treasurer,  and  his  associates  with  the  Phono- 
graph Co.  It  was  estimated  the  first  tour  at- 
tracted 10,000  persons  in  towns  visited,  and  the 
present  artists  are  expected  to  make  quite  as 
good  an  attraction  for  the  dealers. 

Cleveland  T.  M.  Co.'s  Educational  Work 

Extension  of  the  educational  work  by  the 
Cleveland  Talking  Machine  Co.,  under  direction 
of  Miss  Grazella  Puliver,  is  meeting  with  ex- 
cellent results.  Present  plans  call  for  visiting 
twice  the  num'ber  of  schools  as  were  covered  in 
this  territory  last  term.  Music  appreciation  for 
children  will  figure  largely  in  the  courses  this 
year.  The  dealer's  part  in  the  development  of 
music  appreciation  among  the  younger  folk  has 
not  been  overlooked.  A  new  hanger,  with  the 
picture  of  a  child  at  the  top  of  each  leaf,  is  being 


prepared  to  aid  the  consumer  in  making  chil- 
dren's music  selections  and  thereby  aiding  the 
dealer  to  larger  distribution.  Records  of  par- 
ticular interest  to  children  are  now  being  listed, 
with  the  most  popular  airs  double  starred,  so 
that  if  dealers  find  they  are  short  of  these 
particular  numbers  they  can  pick  them  out 
easily  from  the  list  and  restock  before  their 
supply  gets  too  low. 

Dealers  who  are  covering  the  various  county 
and  local  fairs  this  Fall  are  being  aided  liberally 
by  the  Cleveland  Talking  Machine  Co.,  which 
has  prepared  considerable  literature,  advertis- 
ing suggestions,  sales  talks  and  other  informa- 
tion, which  will  be  available  until  the  end  of 
the  fair  season. 

Many  Establishments  Enlarged 

Preparations  for  big  holiday  business  have 
been  made  by  many  firms  in  this  district  by 
enlarging  their  establishments.  Conspicuous 
among  these  are  the  improvements  to  the  Wil- 
liam Taylor  Son  &  Co.  establishment,  which,  in 
the  opinion  of  A.  C.  Mayer,  United  Construc- 
tion Co.,  gives  this  firm  the  largest  retail  estab- 
lishment in  Ohio,  with  forty-seven  demonstra- 
tion rooms.  Others  in  Cleveland  and  vicinity 
who  have  enlarged  their  places  are  Drake  & 
Moninger,  Alliance;  Fraiberg's  Music  House, 
Cleveland;  J.  E.  Lightner,  Painesville;  A.  J. 
Heiman,  Barberton;  C.  J.  Duncan,  Massillon; 
Smerda  Music  House,  Cleveland. 

Elaborate  Farewell  for  Otto  L.  May 

Otto  L.  May,  who  has  been  the  Victor  dis- 
trict representative  here  for  some  time  past, 
has  left  for  California,  where  he  will  be  the 
representative  of  the  home  office  in  that  State. 
Mr.  May  was  given  a  genuine  surprise  party, 
first  being  the  guest  of  the  Eclipse  Musical  Co. 
at  a  theatre  party  planned  by  C.  K.  Bennett, 
general  manager.    Later  Mr.  May  sought  to  go 


to  bed  early,  in  order  to  be  ready  to  leave  the 
following  day.  Ed  B.  Lyons  suggested  a  card 
party  and  Otto  reluctantly  agreed  to  stay  up. 
He  was  taken  to  Hotel  Statler,  where  he  was 
ushered  into  a  supper  room,  and  witnessed  the 
ceremony  of  unveiling  a  fine  steamer  trunk,  the 
very  thing  he  expressed  a  desire  for  some  time 
back.  The  trunk  was  a  parting  gift  from  Messrs. 
Bennett,  Lyons,  Louis  Meier,  L.  Meier  &  Sons; 
Grant  Smith,  the  Euclid  Music  Co.;  John  Drake, 
the  Drake  &  Moninger  Co.,  Alliance;  Milton 
Granger,  Smith  Music  Co.,  Ashland;  Earl  Pol- 
ing, Eclipse  Musical  Co.;  A.  C.  Mayer,  Unit 
Construction  Co.,  Philadelphia,  and  H.  K.  Fitz- 
patrick,  Lyon  &  Healy,  Chicago. 

Giving  Long-distance  Concerts 

Talking  machine  concerts  for  the  benefit  of 
persons  living  many  blocks  away  are  being 
given  by  the  Randolph  House  of  Good  Music. 
The  move  is  part  of  a  general  celebration  to 
mark  the  opening  of  the  new  building  of  the 
company,  St.  Clair  avenue — East  lOSth  street 
section.  Some  objection  was  made  to  these 
concerts,  which  are  being  given  with  the  aid  of 
a  sound-magnifying  device.  The  police  investi- 
gated and  found  the  music  so  good  they  stayed 
around  to  listen — and  gave  a  permit  for  its  con- 
tinuance. The  real  celebration  of  the  Randolph 
House  was  planned  by  C.  H.  Randolph  for  early 
in  October. 

Joe  Phillips,  gifted  Columbia  dealer  out  Wood- 
land avenue  way,  has  cleaned  up  a  tidy  piece  of 
business  during  the  Jewish  holidays  by  taking 
a  carload  of  machines  from  the  Columbia  Co. 
here  and  advertising  the  event  in  Jewish  news- 
papers. Many  sales  were  made  before  the  mer- 
chandise could  be  unpacked. 

Featuring  the  Baseball  Victory 

With  practical  assurance  that  Cleveland  would 
be  a  contender  for  the  baseball  pennant,  R.  J. 
Jamieson,  human  dynamo  sales  manager  of  the 
Fischer  Co.,  Pathe  distributor,  has  been  pre- 
paring a  big  event  for  the  Cleveland  establish- 
ment. A  baseball  window,  with  Pathe  Roosters 
(Continued  on  page  133) 


If  you  STOCK  up 

now-you  won't  have 
to  LOCK  up  later 

The  man  who'll  get  the  business  this  Fall  will  be  the  man  who's  PRE- 
PARED. A  full  stock  will  enable  you  to  laugh  later  at  any  delays  of 
transportation,  etc.  We're  prepared  to  give  you  prompt  shipment  of 
any  VOCALIONS  and  records  you  want.  If  you  order  now  you'll  be 
prepared  to  take  care  of  the  eager  buyers  who  will  visit  your  store. 

The  Aeolian -Vocalion 

The  new  and  greater  phonograph  that  plays  all  records  BETTER 

We  have  territories  now  open  for  live  dealers.  Getting  your  VOCAL- 
IONS  and  records  will  be  just  a  matter  of  a  few  days.  Watching  the 
profitable  business  they  will  bring  you  will  be  a  matter  of  continual 
appreciation. 

Cinch  your  territory  while  it's  open 


13  to  19  East  1st,  South 


fmmmmm 


Salt  Lake,  Utah 


wmmmmmmmmmmmmmmmmmmmmmmmmmi 


132 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


YOU  DIDN'T  TRUST 
YOUR  SELF-STARTER 

AT  FIRST 

YOU  longed  for  a  self-starter  and  all  that  it 
would  add  Jo  the  joys  of  motoring.  But  until 
self-starters  were  absolutely  perfected  you  carried 
along  a  .  little  crank  under  the  seat.  You  didn't 
quite  trust  the  new  invention. 

For  the  same  reason  you  and  the  public  have 
prayed  for  a  perfect  electric  phonograph  motor — 
but  have  been  forced  to  stick  pretty  closely  to  the 
old-fashioned  crank-wound  affair. 

At  last  your  prayers  have  been   answered — the 
problem  has-been  solved — 


 € 

1  € 



has  made  good 


By  actual  performance  it  has  swept  aside  all  objections  to 
electric  phonograph  drives.  The  best  proof  of  this  is  the 
fact  that  of  the  one  thousand  TRU-TIME  MOTORS  orig- 
inally purchased  by  one  of  the  "Big  Four"  phonograph 
companies 

not  one  has  been  returned* 

and  this  same  company  has  placed  a  second  order  for  TEN 
THOUSAND  additional  motors.  TRU-TIME  MOTOR  has  lived 
up  to 


our  guarantee- 


To  maintain  constant  turntable  speed  at  any  voltage  from  70  to  140 
volts,  a'.ternating  or  direct  current,  through  every  variation  in  current 
on  commercial  lighting  circuits. 

To  run  without  heating  up. 

To  maintain  the  exact  speed  intended  for  the  record. 

To  need  no  adjustment,  oiling  or  attention  for  at  least  two  years  and 
to  function  satisfactorily  under  any  condition  of  proper  usage  if  the 
seals  of  the  motor  remain  unbroken. 

To  be  invisible — no  unsightly  mechanism  outside  the  instrument. 

When  you  are  offered  a  motor — any  make,  any  type — ask  the  manu- 
facturer to  give  you  the  same  guarantee  and  have  him — PUT  IT  IN 
WRITING. 


AFewTRU-TIME 
MOTOR  Points: 

Reasonable  in  price. 

Now   in  production. 

Never    needs  oiling. 

Never  changes  speed. 

Silent   and  invisible. 

3  point  suspension  in 
mounting. 

Driving  spindle  to  fit 
any  make  of  turn- 
table. 

Speed  control  can  be 
placed  any  desired 
location. 

Only  2  revolving 
parts. 


The  Tru-Time 
Motor  is  to  the 
Phonograph  What 
the  Conductor  is 
to  the  Opera 


EFFICIENCY    ELECTRIC  CORPORATION 

I  New  York 


124  White  Street 
149  Broadway 


Factory:  Lowell,  Mass. 


•  This  is  a  strong  statement  made  in  a  conservative  way.  It  means  that  not  a  single 
motor  has  been  returned  to  us,  the  phonograph  manufacturer  or  the  dealer,  for  any  cause. 
It  mealis  that  the  TRU-TIME  MOTOR  has  given  absolute  satisfaction. 

Manufacturers— Write  for  Complete  Description 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


133 


TfUDE  VERY  ACTIVE  IN  CLEVELAND 

(Continued  from  page  131) 

as  the  spectators  and  players  is  planned,  among 
other  things.  A  campaign  to  aid  dealers  in 
distribution  of  the  Babe  Ruth  record,  with  a 
snappy  dance  number  on  the  other  side,  also  is 
part  of  the  program. 

The  opera  season  in  Cleveland,  about  to  start, 
will  be  used  as  the  basis  for  co-operation  by 
the  Cleveland  Talking  Machine  Co.  in  aiding 
dealers  to  put  over  Red  Seal  records  more 
easily.  Advance  copies  of  programs  on  artists' 
appearances  here  will  be  distributed  with  the 
Victor  Turnover,  house  organ  of  the  Cleveland. 
Dealers  can  use  this  hint  as  an  inducement  to 
extra  operatic  record  sales. 

Taylor  Son  &  Co.  Arrange  for  Lectures 

The  William  Taylor  Son  &  Co.  talking  ma- 
chine department,  T.  A.  Davies,  manager,  has 
appointed  Miss  Grazella  Puliver  educational 
director,  to  give  a  series  of  lectures  to  the  sales 
staff.  These  meetings  will  be  held  weekly  and 
cover  various  selling  methods.  The  Taylor  or- 
ganization, with  the  recent  enlargement  of  the 
talking  machine  department,  now  has  the  largest 
selling  staff  in  this  section,  with  twenty-five- 
sales  girls. 

The  Euclid  Music  Co.,  of  which  Grant  Smith 
is  general  manager,  has  appointed  Mrs.  M.  O. 
Waugh  publicity  director  of  its  activities.  One 
of  the  first  "stunts"  put  on  by  Mrs.  Waugh  was 
a  concert  in  which  the  Victor  school  machines 
were  used.  This  was  in  connection  with  the 
parade  of  the  American  Legion  here.  A  large 
number  of  machines  were  placed  in  the  grand 
stand,  extending  several  blocks  along  the  line  of 
march.  Programs  listing  ten  patriotic  numbers, 
and  bearing  a  small  advertisement  of  the  Euclid 
Music  Co.'s  three  stores,  were  distributed  by  the 
Boy  Scouts,  who  were  ushers.  Good  business 
results  have  been  traced  to  this  event,  though 
from  the  concert  point  of  view  the  affair  was  not 
successful,  owing  to  the  heavy  rainfall  just  before 
the  parade  started.  Mrs.  Waugh  will  not  confine 
her  work  to  strict  publicity  for  the  Euclid,  but 
will  offer  suggestions  for  increasing  business 
through  closer  co-operation  by  the  sales  staffs 
as  well. 

In  connection  with  the  American  Legion's  con- 
vention here  a  striking  window  display  was  ar- 
ranged by  George  W.  Savage,  manager  of  the 
service  department  of  the  Eclipse  Musical  Com- 
pany: A  large  gold  eagle,  a  wax  figure  of  Liberty, 
and  a  dove  were  used,  without  merchandise. 
New  Home  for  University  Music  Co. 

The  University  Music  Co.,  Cheney  dealer,  un- 
til recently  located  at  Euclid  avenue  and  East 
101st  street,  has  taken  quarters  in  the  Snearer 
Furniture  Co.'s  new  estaiblishment  in  the  uptown 
retail  center.  T.  J.  Dunnigan,  general  man- 
ager of  the  University  Co.,  is  using  machines  to 
excellent  advantage  in  window  discorations 
showing  living  rooms  fully  equipped,  and  get- 
ting additional  business  thereby. 

Planning  for  Victor  Artists'  Concert 

Ed  B.  Lyons,  secretary  of  the  Talking  Machine 


PHONOGRAPH  CASES 

Reinforced  3 -ply  Veneer 

The  Standard  Case  for  Talk- 
ing Machines  and  Records 


MADE  BY 


Let    us    figure    on   your  requirements 


PLYW^OOD  CORPORATION,     Goldsboro,  N.  C. 


Mills  in  Va.,  N.  C.  and  S.  C 


Dealers'  Association  of  Northern  Ohio,  who,  with 
Louis  Meier  and  Dan  F.  Baumbaugh,  of  the  May 
Co.  talking  machine  department,  make  up  the 
committee  that  will  manage  this  year's  concert 
of  Victor  artists,  has  started  the  campaign  with 
the  distribution  of  25,000  dodgers,  to  be  issued 
by  dealers  with  the  current  supplement.  The 
concert  will  be  held  November  16-17,  and  is  ex- 
pected to  go  over  even  bigger  than  it  did  last 
year,  which  was  something  of  a  sensation,  con- 
sidering the  Cleveland  music  public  had  never 
attended  anything  of  the  kind  here. 

Columbia  Assistant  Manager  Welcomed 

H.  C.  Cooley,  new  assistant  manager  of  the 
Columbia  Graphophone  Co.'s  Cleveland  district,  ' 
was  a  guest  of  honor  at  a  dinner  arranged  by 
J.  L.  Du  Breuil,  general  manager,  at  Hotel  Win- 
ton.  Members  of  the  Cleveland  organization  staff 
were  present.  Mr.  Cooley  comes  from  New 
Haven,  where  he  has  established  a  reputation  for 
big  service  to  dealers,  which  he  proposes  to 
duplicate  here.  , 
Complete  Monster  Victrola 

The  largest  Victrola  in  these  parts  has  been 
completed  by  L.  Meier  &  Sons.  This  firm 
has  had  a  talking  machine  cabinet  ten  feet  high 
built  atop  an  automobile  chassis,  used  for  regular 
Victrola  delivery  purposes.  People  often  won- 
dered whether  it  could  play.  It  could,  but  only 
with  a  Gabrielle  horn.  Now,  with  the  use  of  a 
sound-magnifying  device,  a  small  Victrola  has 
been  installed  in  the  machine,  and  the  big  fellow 
can  be  heard  for  blocks.  Thus  the  machine  is 
a  bigger  piece  of  publicity  for  the  Meier  organi- 
zation than  ever. 

Big  Pathe  Publicity  Campaign 

Pathe  dealers  in  approximately  fifty  cities  in 
Ohio  will  take  part  in  the  Pathe  company's  tre- 
mendous advertising  campaign,  in  which  part  of 
the  expense  is  being  "borne  by  the  home  office, 
according  to  officials  of  the  Fischer  Co.,  Pathe 
distributors,  who  have  been  touring  the  State. 
One  dealer  in  each  city  will  have  the  benefit 
of  this  plan.  The  advertising  is  to  run  for  three 
weeks  straight.  It  is  expected  to  give  the  dealers 
who  take  advantage  of  it  a  big  boost  toward 
added  holiday  business,  which  everyone  here 
expects  will  be  large  in  volume. 

Mrs.  Howard  With  Eclipse  Co. 

Mrs.  Irma  M.  Howard,  formerly  with  the  First 
National  Bank  of  this  city,  and  known  for  sev- 


eral years  as  a  teacher  of  music  and  a  pianist  of 
extraordinary  ability,  has  been  named  by  C.  K. 
Bennett,  general  manager  of  the  Eclipse  Musical 
Co.,  as  manager  of  the  record  department  of  that 
house.  Mrs.  Howard  is  now  taking  a  course  in 
record  salesmanship  at  the  Victor  factory,  and 
will  visit  Eastern  jobbing  establishments  on  her 
way  back  to  Cleveland. 

Some  News  Brieflets 

Ed  B.  Lyons,  sales  manager  of  the  Eclipse 
Musical  Co.,  is  spending  the  early  part  of  Oc- 
tober at  the  Victor  factory. 

J.  L.  Du  Breuil,  general  manager  of  the  Cleve- 
land branch  of  the  Columbia  Co.,  has  left  for  a 
belated  vacation  in  the  East,  and  while  away  will 
spend  some  time  at  the  home  office  and  factories 
of  the  Columbia. 

The  George  C.  Wille  Co.,  Canton,  has  estab- 
lished a  new  store  in  Massillon.  The  new  store 
is  expected  to  be  a  duplication  of  the  Canton 
effort,  which  has  resulted  in  making  a  name  for 
the  talking  machine  'industry  in  the  northern 
part  of  Stark  county. 

y\.rthur  Severe,  assistant  manager  of  the  Put- 
nam-Page Co.,  Peoria,  111.,  was  a  visitor  among 
Cleveland  jobbers  and  retailers  lately  and  ex- 
pressed satisfaction  with  the  trend  of  business 
in  this  territory. 

Meredith  Price,  of  the  Norwalk  Piano  Co.,  has 
left  for  the  Victor  factory,  to  take  the  course  in 
record  salesmanship. 

Miss  Blanche  Ring  has  joined  the  William 
Taylor  Son  &  Co.  talking  machine  department. 
Miss  Ring  comes  from  the  Erie  Dry  Goods  Co.'s 
department. 

Mrs.  Robert  Smith,  Springfield,  Ohio,  has 
joined  Dan  E.  Baumbaugh's  talking  machine  de- 
partment staff  with  the  May  Co. 

C.  A.  Newton,  who  has  been  assistant  manager 
of  the  Columbia  Co.  branch  here,  has  resigned 
to  go  into  business  for  himself.  He  will  have 
very  attractive  quarters. 


EMANUEL  BLOUT  BUYS  PROPERTY 

Emanuel  Blout,  the  well-known  Victor  whole- 
saler and  dealer,  who  for  many  years  has  occupied 
the  premises  at  2789-2799  Broadway,  at  the  corner 
of  108th  street.  New  York,  recently  purchased  the 
property  outright  in  order  to  provide  a  permanent 
home  for  his  business. 


FOUR  SPECIALS  ON  RcCOrds 

Order  Now — Immediate  Delivery — The  Most  Popular  Hits  of  the  Day 

4163  \         LOVE  NEST— Fox-Trot.  Rudy  Wiedoeft's  Palace  Trio 

4163  I  g£LLS — Fox-Trot  Rega  Dance  Orchestra 

,    .  jA  YOUNG  MAN'S  FANCY— Fox-Trot    Rega  Dance  Orchestra 

(SCANDAL  WALK— Fox-Trot  Rudy  Wiedoeft's  Palace  Trio 

(CUBAN  MOON — Fox-Trot  Ray  Miller's  Black  and  White  Novelty  Boys 

]  GRAN  AD  A — Fox-Trot  Green  Brothers'  Novelty  Band 

j  JUNE — Fox-Trot  Ray  Miller's  Black  and  White  Novelty  Boys 

(HOLD  ME— Fox-Trot  Jos.  Samuels'  Jazz  Band 

Phone  Barclay  2493     ZIEGLER,  BAKER  &  JOHNSON,  Inc.  Service  In  or  Out  of  Town 

100  Chambers  Street.  New  York  City 


134 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


FINE  QUARTERSJN  DOVER,  N.  H. 

,  E.  Lothrop  Piano  Co.  Has  a  Most  Modern 
Establishment  in  That  City 


Dover,  N.  H.,  October  4. — One  of  the  most 
attractive  retail  stores  in  the  State  is  that  now 
occupied  by  the  J.  E.  Lothrop  Piano  Co.,  in 


Headquarters  of  Lothrop  Piano  Co. 

this  city,  which  features  the  Bush  &  Lane  pianos 
and  Cecihan  players,  together  with  talking  ma- 
chines, with  great  success.  The  company's 
quarters  have  been  fitted  out  with  special  regard 
for  the  requirements  of  the  business  and  are 
commodious  enough  to  provide  space  for  a  most 
substantial  stock  of  instruments.  There  are 
special  rooms  devoted  to  Bush  &  Lane  uprights, 
Cecilian  players  and  talking  machines. 

The  company  occupies  a  large  three-story 
building  which  is  pictured  herewith.  There  are 
also  shown  views  of  the  second  floor,  lobby  and 


Where  Talking  Machines  Are  Displayed 


the  talking  machine  department.  The  Lothrop 
Piano  Co.  is  optimistic  regarding  trade  pros- 
pects for  the  coming  months,  and  in  anticipa- 
tion of  the  holiday  demand  has  placed  in  stock 
a  substantial  number  of  instruments.  ' 


DECLARES  MUSIC  BEATS  WHISKEY 

New  York  Evening  Journal  Makes  Comment  on 
Recent  Action  of  Editor  Edward  Bok 


In  the  course  of  a  recent  editorial  on  the 
action  of  Edward  Bok,  editor  of  the  Ladies' 
riome  Journal,  in  retiring  from  active  work  and 
contributing  $250  000  to  the  Philadelphia  Or- 
chestra, the  editorial  by  the  way  being  headed 
"Music  Beats  Whiskey,"  one  of  the  editorial 
Vv'riters  on  the  New  York  Evening  Journal  said: 

"Edward  Bok,  once  an  editor,  now  retired, 
watching  the  earth  roll  slowly  around  (and  wish- 
ing he  were  back  at  work),  has  given  $250,000 
to  the  Philadelphia  Orchestra  and  will  give 
more.  Editors  have  become  prosperous  since 
the  days  of  Grub  Street. 

"Why  should  you  be  interested  in  Mr.  Bok's 
musical  gifts?  Because  it  proves  that  music  is 
an  infinitely  better  stimulant  than  whiskey.  The 
seraphim  and  cherubim  that  sing,  but  never 
drink,  know  as  much  as  Bok  does  about  whis- 
key. Like  them,  Mr.  Bok  takes  music  as  his 
stimulant.  It  goes  to  the  head,  but  does  no 
harm.  It  gives  the  excitement  of  whiskey,  the 
pleasant  dreams  of  opium,  and  there  is  no  re- 
action, no  falling  down  on  the  hard  ground  next 
day.  You  can't  hurt  yourself  with  such  brands 
as  'Beethoven'  or  'Bach.'  Compare  them  with 
'Rye'  or  'Bourbon.' 

"Try  music  instead  of  whiskey  and  YOU  also 
may  be  able,  while  still  young,  to  give  a  quarter 
of  a  million  dollars  to  an  orchestra  and  not 
miss  the  money." 


ydrtroia 


PERFECT 
PORTABLE 
PHONOGRAPH 


For 
Home  Use 


For 
Outings 


Size  13  X  13  X  10  inches.    Weight  16  pounds. 

Plays  All  Records  With  Clear  Full  Tone 

Every  Machine  Guaranteed 

Built  like  an  elegant  traveling  case  with  LEATHER  CORNERS, 
ROUND  LEATHER  HANDLE,  SILK  GRILLE,  enclosed  cast  METAL 
HORN,  UNIVERSAL  TONE  ARM,  and  NEEDLE  REST;  CLIP  for 
holding  Tone  Arm  when  carried;  RECORD  COMPARTMENT  and 
NEEDLE-BARREL  for  carrying  needles. 

YOUR  CUSTOMER  WILL  BE  PROUD  TO  OWN  THIS 
BEAUTIFUL  INSTRUMENT 


DISTRIBUTORS : 

Boston,  Mass  Phonograph  Sales  Co.,  27-28  Court  Sq. 

Chicago,   111  Wade  Talking  Machine  Co.,  14-20  N.  Michigan  Ave. 

Dallas,   Tex  Sonora  Distributing  Co.,  of  Dallas. 

Kansas  City,  Mo  Tri-State  Sales  Co.,  218  East  10th  St. 

Richards  &  Conover  Hardware  Co.,  5th  and  Wyandotte  St. 

Milwaukee,  Wis  A.  G.  Kunde,  516  Grand  Ave. 

New  York  City  Cabinet  &  Accessories  Co.,  145  E.  34th  St. 

Oklahoma  City,  Okla  Collier  Bros.,  817  Herskowitz  Bldg. 

Portland,   Ore  The  M.  J.  Wax  Co.,  203-206  Eenton  Bldg. 

St.  Louis,  Mo  Associated  Furniture  Manufacturers,  1209  Washington  Ave. 

Every  Enterprising  Dealer  Will  Fill  In  Blank  Below  and  Mail 
to  Nearest  Distributor  At  Once 


-(^TEAR  OFF  HERE) 


.  1920 


(Write  nanu-  of  nearest  distributor.) 


( Addresa ) 

Gentlemen : 

Please  ship  at  once  by  express  f.  o.  b.  factory   Portrola  I  (double  spring  motor) 

list  price,  $45.00;   Portrola  II  (single  spring  motor)  list  jirice,  $35.00.    It  being 

understood  that  1  am  to  receive  tiie  usual  dealer's  discount. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


135 


hiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 


For  Holiday  Profits — Push 


QUALITY 


No.  35,  $175.00 
LOUIS  XVI.  DESIGN 


PHONOGRAPHS 


Fully  Guaranteed  for  Five  Years 

— and  prices  are  as  low  as  you'd  pay  for  the  ordinary 
kind  of  phonograph ! 

OUR  GUARANTEE: 

1.  Saves  STEINBURN  agents  worry. 

2.  Inspires  confidence  of  customers. 

3.  Simplifies  collection  problem. 

4.  Gives  vigorous  aid  to  sales. 

Lists  25  to  35%  Lower 
than  other  standard  lines 

Naturally  a  big  help  in  selling  is  that  STEINBURN  lists  are  25  to  35%  under  those 
of  other  standard  lines  on  basis  of  size,  equipment  and  value. 

No  chance  for  any  slump  in  STEINBURNS  because  there  has  never  been  any 
inflation.  During  the  past  year,  w^hen  many  leading  phonograph  manufacturers  advanced 
their  list  prices  from  25  to  35  per  cent  all  Stein-Burn  products  were  left  at  the  original 
low  price  levels.  Dealers  can  rest  assured  that  Stein-Burn  products  represent  maximum 
value  at  minimum  cost. 

And  every  STEINBURN  you  sell  is  a  standing  advertisement  of  cabinet  excellence 
and  superlative  musical  quality. 


You  Can  Choose  From 
Eleven  Beautiful  Models 

STEINBURN  offers  the  dealer  the  added  advantage 
of  a  range  of  instruments  comprising  eleven  models. 

The  cabinets  you  want  for  your  particular  trade  are 
among  them.  The  price  range — from  $95  to  $300,  cabi- 
net and  console  models — also  gives  you  the  pocketbook 
range,  a  big  item  in  selling  phonographs.  Uprights  and 
consoles — "beauty  boxes,"  every  one  of  them. 


No.  10,  $95.00 
POPULAR  DESIGN 


If  you  want  maximum  profits  in  the  phonograph  busi- 
ness with  minimum  capital  WRITE  TODAY  for  catalog, 
our  generous  discount  and  very  liberal  terms  of  settle- 
ment, so  you  may  get  your  order  in  promptly  and  be 
ready  for  the  Christmas  season  rush. 

Stein-Burn  Corporation 

221-225  West  Randolph  Street, 
CHICAGO,  ILL. 


liuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  liiiiiiiiiiiii  I  iiiiiiii  I  ■iiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiini  niiiiiiiiiiiiiiiiiiiiKiiiiiiiiiiiiiiiiiiiiiiniiiiimiiiii^^   iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiii  iiiiiiiniiiiiiiiiiiiiui  I 


136 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THE 


HD-WE 


On  the 
Art  of 
Kabibbling 


Western  Di\asioN  of  The  World,  Chicago,  October  8,  1920. 
A  WISE  man  once  said,  at  the  end  of  a  long  life,  he  had  discovered 
the  great  truth  that  most  of  his  worries  had  been  over  the  things 
which  never  happened.  AVe  suppose  it  is  not  a  very 
original  remark  to  make,  but,  at  the  risk  of  eliciting 
the  cry  of  "old  stuff,"  let  us  point  out  to  our  revered 
clients,  friends  and  readers  that  the  talking  machine 
industry  has  been  worrying  too  much  lately.  When  we  were  setting 
down  our  comments  upon  things  in  general  for  this  page  just  thirty 
days  ago  the  atmosphere  was  what  the  novelists  call  "tense."  Emi- 
nent gentlemen  were  running  around,  figuratively  speak-ing,  of 
course,  in  circles,  pawing  the  air  and  sniffing  the  battle  from  afar, 
like  the  justly  celebrated  war-horse  of  the  Psalms.  One  may  rejoice 
that  the  tumult  and  the  shouting  are  in  a  fair  way  to  die  and  that  a 
condition  of  what  Mr.  Harding  calls  "normalcy"  seems  to  be  ap- 
proaching. After  all,  what  was  it  about?  We  can  analyze  it  with- 
out much  trouble.  The  talking  machine  trade  is  a  new  trade  rela- 
tively speaking.  That  is  to  say,  it  is  new  in  its  present  expansion 
and  in  its  sudden  recent  enlargement.  No  one  can  say  that  it  is  too 
large,  or  even  as  large  as  it  may  rightly  expect  some  day  to  become. 
There  are  millions  of  men  and  women  in  the  land  who  have  not  as 
yet  a  talking  machine;  whilst  the  machine  itself  is  certainly  not  yet 
sufficiently  near  to  perfection  for  us  to  suppose  that  there  is  no 
chance  of  improvement  in  that  direction.  Very  good:  we  are  only 
grown  to  a  fair  size.  But  just  because  we  are  ofily  at  high-school 
age  we  find  it  hard,  very  hard,  to  acquire  wisdom.  We  find  it 
still  harder  to  practice  wisdom.  Almost  any  man,  or  boy  for  that 
matter,  can  stand  a  good  deal  of  adversity  very  much  better  than  a 
very  little  prosperity.  The  small  business  man  who  sees,  or  believes 
himself  to  see,  prosperity  right  ahead  of  him  after  a  period  of 
straitened  circumstances  is  quite  likely  to  plunge.  Now,  plunging  is 
admirable,  up  to  a  certain  point:  beyond  that  it  becomes  dangerous. 
It  is  the  fact  that  too  many  of  the  smaller  elements  in  the  industry 
have  been  going  just  a  bit  beyond  that  point. 


Still,  the  best  thing  about  a  false  step  is  that  one  can  always  re- 
trace it.  Just  this  very  retracing  is  being  undertaken  at  this  moment 
and  as  a  natural  result  the  industry  is  finding  itself 
in  a  better  position  than  ever.  It  has  not  by  any 
means  been  entirely  our  fault.  There  have  been 
other  troubles  innumerable.    Labor  troubles,  ma- 


Palmam 
Qui  Meruit 
Ferat 


terial  troubles,  supply  troubles,  price  troubles,  transportation  troubles, 
all  have  been  in  our  midst,  as  the  country  editors  sometimes  say, 
and  all  have  had  their  effect.  Probably,  though,  the  man  who  will 
look  backward  clearly  and  quietly  at  the  Summer  of  1920  from  the 
distance  of  a  year  or  so  in  the  future  will  say  that  the  principal  cause 
of  the  flurry  was  the  desire  to  expand  too  rapidly  and  to  meet  the 
demands  of  what  was,  at  the  beginning,  a  much  overbought  market. 
Now,  it  would  be  too  much  to  suppose  that  the  men  who  have  been 
feeling  a  temporary  pinch  will  at  once  see  that  the  lesson  was  really 
for  their  own  good ;  but  such  is  nevertheless  the  case.  We  are  not 
worse  off,  but  better  off,  for  learning  that  this  industry  of  ours  must 
take  its  chance  with  others  and  must  work  out  its  own  destiny  ac- 
cording to  the  laws  which  govern  all  business  and  industry.  A  coifi- 
modity  like  the  talking  machine  cannot  be  worked  up  into  a  permanent 
industry  contributing  to  the  welfare  of  the  country  in  a  legitimate 
manner,  without  us  all  recognizing  that  it  is  merit  and  not  quantity 
which  determines  prosperity.  The  people  will  always  buy  when 
they  need,  and  they  will  take  the  best  they  can  get.  When  they 
need  greatly,  and  at  the  same  time  find  that  the  best  they  can  get 
is  not  very  good,  then  they  will  buy  almost  anything  available;  but 
this  state  of  affairs  is  both  artificial  and  temporary  always.  It  can- 
not and  does  not  long  endure.  So  soon  as  the  peculiar  conditions 
change  which  have  brought  about  such  a  shortage  in  goods  or  such  a 
sellers'  market,  no  matter  what  may  be  the  causes  in  themselves,  then 
the  man  who  has  been  riding  only  on  the  crest  of  the  wave  finds  that 
he  is  in  no  shape  to  descend  into  its  trough.  We  all  need  to  take 
to  heart  the  one  great  lesson  of  all  experience,  namely,  that  the 


measure  of  value  is  permanence  and  that  nothing  is  to  be  reckoned 
permanent  which  is  not  based  on  merit.  To  apply  it  to  ourselves  is 
easy.  We  need  to  think  in  terms  of  better  machines,  fair  prices  and 
clean  methods.    Then  we  shall  not  need  to  worry  over  the  future. 


Prophecy 
Business 


Lots  of  folks  are  asking  whether  prices  are  coming  down.  The 
Western  Staff  of  The  Talking  Machine  World  comprises  neither 
seventh  sons  of  seventh  sons  nor  gentlemen  who 
Not  in  the  ^j^^  habit  of  carrying  in  their  hip  pockets 

the  paw  of  a  rabbit  shot  after  dark  of  moon  in  a 
graveyard.  Hence,  we  shall  politely  decline  the  at- 
tempt to  prophesy  like  Mr.  Weller's  red-faced  Nixon.  One  observa- 
tion may  be  offered,  though  perhaps  timidly.  We  may  venture  to 
suggest  that  already  all  signs  point,  not  to  a  sudden  and  catastrophic 
fall,  but  to  a  gradual  dehydration,  as  one  might  call  it,  of  prices.  The 
water,  that  is  to  say,  is  being  squeezed  out  of  prices  and  these  are 
gradually  assuming  a  more  rational  position  with  relation  to  the  values 
they  are  supposed  to  represent.  Now  a  process  like  that  is  perfectly 
natural  and  proper,  so  long  as  it  is  conducted  in  an  orderly  manner 
and  not  allowed  to  degenerate  into  a  panic.  The  present  conditions 
in  the  financial  world  justify  the  supposition  that  we  shall  see  a 
gradual  decline  in  figures;  but  that  this  will  be -merely  a  process  of 
readjusting  figures  to  values.  Money,  in  a  word,  will  gradually 
recover  its  purchasing  power,  now  unhappily  so  much  reduced. 
Meanwhile,  however,  it  is  only  to  be  expected  that  we  should  begin 
to  prepare  ourselves  for  the  inevitable.  An  era  of  inflated  prices  is 
an  era  of  artificial  values.  The  sooner  we  get  away  from  these 
latter  the  better  it  will  be  for  all  of  us.  Prices  will  resume  their 
true  level;  but  there  will  be  no  toboggan. 


Whilst  we  are  talking  about  all  this,  it  may  be  well  to  say  that  the 
opinions  expressed  above  are  not  alone  our  own,  but  are  shared  by 
many  important  men  in  the  trade.  The  H.  G.  Saal 
Co.,  under  date  of  September  30,  has  sent  out  to 
its  customers  a  circular  which  we  feel  is  rightly 
reproduced  in  full  here  for  the  benefit  of  every 


Saal 

Among  the 
Prophets 


reader.  As  Henry  Ford  said  some  time  ago,  the  procession  has  to 
start  some  time,  and  it  is  only  a  question  of  who  will  start  it.  Well, 
it  seems  that  the  Saal  folks  are  ready  to  be  the  Fords  of  our  industry. 
Here  is  what  they  are  saying: 

"In  consideration  of  present  market  conditions  and  a  possible 
further  reduction  in  prices  of  steel  and  other  materials,  the  Saal 
Co.  has  concluded  to  stand  the  loss  and  price  its  motors  on  an 
anticipated  replacement  valuation  basis. 

"The  reduction  in  price  to  manufacturers  will  amount  to  ap- 
proximately 10  per  cent  on  the  entire  line  of  spring  and  electric 
motors.  Many  of  these  motors  are  already  completed  and  parts 
for  thousands  of  motors  are  made  and  ready  for  assembling. 

"It  is  the  belief  of  the  Saal  Co.  that  substantial  business  must 
follow  a  period  of  readjustment,  but  that  manufacturers  as  a  whole 
will  be  called  upon  to  meet,  sooner  or  later,  the  effects  of  a  much 
oversold  market  in  high  cost  of  merchandise  in  the  phonograph  as 
well  as  other  important  lines.  It  is  the  intention  of  the  Saal  Co. 
to  supply  phonograph  motors  of  superior  quality  at  the  lowest  possi- 
ble price  consistent  with  such  quality." 


Nor  is  this  all  by  any  means.  The  same  company  is  sending  out 
to  its  customers  a  circular  letter  which  in  part  deserves  to  be  quoted. 

The  argimient  we  have  been  making  above  is  di- 
rected to  the  point  that  superior  merit  must  be 
the  foundation  for  the  new  era  in  our  industry. 
Entirely  apart  from  any  opinion  which  any  one  may 
hold  concerning  the  merits  of  any  special  product,  the  concisely  put 
remarks  here  quoted  deserve  to  be  read,  marked,  learned  and  in- 
wardly digested  by  every  man  who  can  think  for  himself.  This  is 
truth,  perhaps  trite,  but  truth  nevertheless : 

"Are  you  preparing  for  the  era  of  substantial  business  to  follow  ? 
"Fewer  phonographs  may  be  sold  than  estimated,  but  better 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


137 


EW 


s 


ones  are  sure  to  be  in  demand.  Is  it  not  time  to  standardize  your 
phonograph  ? 

"Are  you  prepared  to  meet  the  argument  of  your  competitor  as 
to  the  lasting  satisfaction  of  his  particular  instrument?  Can  you 
prove  up  the  inside  construction  as  well  as  the  exposed  beauty  of 
your  instrument?  Purchasers  will  carefully  scrutinize  more  than 
ever,  both  inside  and  outside  of  a  phonograph,  before  purchasing. 

"We  may  make  profit  temporarily  on  low-priced  merchandise, 
but  it  is  the  good  things  we  sell  which  make  for  us  a  reputation." 

Exactly.  "It  is  the  good  things  we  sell  which  make  for  us  a 
reputation."  It  could  not  be  better  put.  Here  is  the  lesson  we 
must  all  learn.  Why  should  we  not  both  learn  and  apply  it?  They 
have  told  us  that  we  of  the  mid-West  are  a  bit  inclined  to  rush  things. 
Well,  likewise  we  know  when  to  stop  and  retrace  our  steps! 


Some,  nay  many,  of  us  spend  much  of  our  time  bewailing  the  alleged 
lack  of  opportunity,  when  all  the  time,  unsuspected  around  us,  lie 
untilled  fields.  Now,  that  sounds  like  a  nice  open- 
ing sentence  from  one  of  these  "peppy"  salesman- 
ship-out-of-a-book,  look-your-man-in-the-eye  -  and- 
dominate  -  him-f  or-five-dollars-down-and-a-dollar-a- 


Randomly 
Remark- 
ing—! 


week-by-mail  pieces  of  literature  which  many  ambitious  youths 
greedily  take  to  in  the  hope  thereby  of  becoming  financial  and  in- 
dustrial Napoleons  out  of  hand.  Strange,  is  it  not,- how  few  of  us 
are  willing  to  buckle  down  to  good  hard  prosaic  work,  and  how  many 
of  us  believe  that  a  mahogany  desk,  a  Turkish  rug  and  a  blond 
secretary  constitute  all  the  material  of  success.  What  most  of  us 
forget  is  that  unless  the  brains  are  behind  the  mahogany  desk  the 
fixtures  don't  matter.  However,  this  is  not  in  the  least  what  we 
started  out  to  say.  When  we  began  the  present  blurb  it  was  with 
the  definite  notion  of  remarking  that  there  is  a  great  deal  in  the  way 
of  opportunity  and  possibility  in  the  retail  end  of  our  industry  which 
is  in  danger  of  being  very  much  overlooked.  We  had  intended  to 
avoid  preaching,  and  to  stick  to  facts,  but  the  beginning  led  us  astray 
and  here  we  are,  landed  in  something  different.  Let  us  then,  as 
the  French  say,  return  to  our  muttons.  There  is  something  very 
queer  in  the  way  we  in  the  United  States  so  commonly  neglect  the 
possibilities  of  the  alien.  We  bring  him  over  here  and  set  him  to 
work;  or  at  least  we  allow  him  to  come  here  and  go  to  work.  We 
see  to  it  that  he  works  hard  and  for  a  not  especially  sumptuous  wage. 
Then  we  decide  that  he  must  be  "Americanized."  That  is  to  say 
we  tell  him  that  he  has  come  to  the  greatest  land  on  earth  and  we 
bid  him  read  the  Declaration  of  Independence,  three-fourths  of  which 
document  has  absolutely  no  relation  with  to-day  and  nine-tenths  of 
which  the  average  native-born  citizen  never  has  read  through.  We 
then  assume  that  he  is  "Americanized,"  a  complacent  illusion  which 
is  deepened  when  we  find  he  can  wear  store  clothes  and  has  learned 
to  swear  according  to  the  latest  style  of  the  Bowery  or  Roosevelt 
Road.  It  never  occurs  to  us  all  this  time  that  this  despised  alien, 
whose  children  we  are  trying  our  best  in  school  to  turn  out  as  duly 
rubber-stamped  little  imitations  of  all  the  other  millions,  without  an 
original  thought  in  their  poor  little  heads,  comes  from  a  land  which 
has  a  language,  a  culture,  and  a  history  all  its  own,  often  glorious 
and  always  interesting.  This  man,  and  his  wife,  we  regard  as  ma- 
chines to  do  our  dirty  work.  If  they  will  not  take  our  art  (  !),  our 
music,  our  language,  gratefully  and  humbly,  we  say  that  they  are 
ungrateful  Bolsheviks  and  ought  to  be  deported.  Good  friends !  we 
are  all  wrong.  This  despised  alien  is  a  thinker,  even  though  in  a 
humble  way.  He  brings  with  him  his  own  thoughts,  his  own  culture, 
his  own  music.  He  could  wonderfully  enrich  our  American  native 
life,  by  coloring  it  with  his  native  art  and  music,  his  native  thought. 
We  don't  Jet  his  children  in  school  even  know  that  their  parents  have 
any  background.  And  as  for  him  and  his  wife,  we  neglect  their 
wants  and  let  them  do  their  buying  exclusively  amongst  those  like 
themselves,  who  with  them  form  little  unassimilated  enclaves  of 
foreign  thought  which  will  never  become  really  Americanized  be- 
cause they  are  forced  from  the  wrong  end.  This  is  rather  like  a 
sermon,  but  the  reader  who  will  take  the  trouble  to  pause  here 


and  then  go  on  to  the  next  paragraph  will  see  what  it  is  all  about. 
Enter  at  this  point  Brother  Sebok  of  the  Columbia  Co. 


The  Brother  is  an  expert  on  international  talking  machine  records. 
He  speaks  a  dozen  languages,  and  knows  a  whole  lot  about  music, 
art  and  literature,  as  these  are  worked  out  in  many 
lands.  He  is  a  good  American,  too,  because  he  is 
a  good  man,  broadened  by  contact  with  the  world. 
He  devotes  himself  to  developing  the  merchandis- 
ing of  foreign  language  records,  and  in  so  doing  he  is  performing  a 
remarkable,  because  little  appreciated,  work  in  the  direction  of  real 
Americanization;  whilst  at  the  same  time,  and  of  course  primarily, 
he  is  developing  new  outlets  for  Columbia  records  in  the  foreign 
tongues.  We  speak  of  him  because  he  is  handy  and  we  can  get  at 
him  easily,  seeing  that  he  is  a  Chicagoan.  Other  experts  in  Camden, 
New  York,  etc.,  will  please  note.  Now,  Brother  Sebok  cannot  un- 
derstand why  retail  dealers  neglect  the  wonderful  opportunities 
which  are  wrapped  up  in  the  pages  of  the  many  fine  catalogs  of 
foreign  records,  especially  in  face  of  the  expert  help  offered  by  the 
manufacturers  in  the  matter  of  selling  the  same.  The  notion  that 
necessarily  a  foreign  record  business  means  a  stafif  of  foreign  record- 
salesmen  is  based,  says  Brother  Sebok,  upon  a  misconception  of  the 
facts.  He  points  out  that  the  thing  to  do  is  to  keep  the  stock  of 
foreign  language  records  on  hand,  to  display  the  posters  and  folders 
in  Polish,  Russian,  Swedish,  Tzech,  Spanish,  Italian,  Yiddish  and 
other  languages,  which  come  out  regularly  month  by  month ;  and 
let  the  other  things  come  of  themselves.  A  man  or  woman  who 
cannot  speak  a  word  of  English  can  nevertheless  take  up  a  folder 
and  point  to  a  number,  even  if  the  clerk  cannot  read  the  title.  More- 
over, all  these  foreign  title-lists  are  printed  in  English  as  well  as  in 
the  foreign  language.  It  is  easy  enough  to  start,  provided  one  shall 
have  brains  enough  to  carry  on.  A  little  judicious  advertising  can 
follow  in  various  foreign  newspapers,  all  of  which  have  their  own 
bureaus  of  translation;  and  then  only,  when  it  has  been  seen  from 
what  direction  the  stream  of  foreign  trade  is  proceeding,  may  it  be 
advisable  to  hire  a  salesman  speaking  the  prevailing  foreign  language 
of  the  district.  Once  the  merchant  has  started  a  stream  of  custom 
in  his  direction,  according  to  the  suggestions  here  laid  down,  the 
possibilities  of  future  development  are  extraordinary.  This  is  not 
merely  setting  a  net  to  catch  a  few  stray  minnows.  The  foreign- 
speaking  trade  has  been  most  absurdly  neglected,  mainly  because 
of  a  wholly  wrong  and  stupid  idea  that  the  so-called  "dago"  or  a 
"hunky"  must  of  necessity  be  an  inferior  being,  without  any  civiliza- 
tion of  his  own.  The  merchant  who  has  worked  up  a  good  foreign- 
speaking  trade  in  musical  instruments  knows  how  absurd  this  is. 


The  Poor— 
but  Solid — 
Alien 


For  the  fact  of  the  matter  plainly  is  that  there  is  more  variety,  more 
choice  of  subject,  more  good  taste,  in  one  average  foreign -language 
bulletin  than  in  one  average  English  language  list ; 
simply  because  the  American  public  is  narrower, 
more  provincial  and  less  discriminating  in  its  tastes. 
The  same  is  generally  true  of  all  Anglo-Saxondom 
and  English-speaking  civilization.  And  yet  it  is  just  the  color  and 
warmth  which  our  foreign-speaking  residents  and  citizens  can  give 
us  which  our  rather  drab  lives  need.  A  foreign-speaking  talking 
machine  clientele  is  sure  to  be  intelligent  and  discriminating,  even 
though  the  persons  who  comprise  it  are  individually  poor,  humble 
and,  to  indifferent  native  eyes,  queer  in  the  extreme.  The  merchant 
who  complains  of  poor  trade  has  only  himself  to  blame.  It  is  true 
that  poor  trade  in  native  jazzed-up  records  is  likely  to  occur  any- 
where. One  cannot  forever  feed  an  industry  on  that  sort  of  trash. 
But  the  trade  in  the  solid  material  is  as  good  as  ever,  for  those  who 
know  how  to  cultivate  it.  That  is  one  very  good  reason  why  the 
foreign-speaking  trade  should  be  followed  up  by  every  merchant 
who  serves  a  community  where  foreign-speaking  groups  reside.  In- 
cidentally, every  recording  company  which  makes  foreign-language 
discs  will  be  only  too  happy  to  assist  a  merchant  in  every  way  to 
set  on  its  feet  such  an  excellent  extension  to  his  business. 


138 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Dent  [oYi 


Do^btside 

exclusively  VICTOR 


NEW  YORK  CHICAGO 

Talkin^Machine  Co.  Talking  Machine  Co. 

^U9yVtst40thSt  (^nSMchi^an  Ay 

Victor  Wholesalers  EjCclusi^ely 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


139 


fc2i:iii(AsaE 


'ADQUMTEB^ 


BLDG.,  205)  SOUTH  STATE  ST    TELEPHONE  WABASH  yim 


EDWARD  VAN  HARLINGEN 

WILLIAM  BRAID  WHITE 

EUGENE  F.  CAREY 

ARTHUR  E.  NEALY 

A.  SNYDER 

Chicago,  III.,  October  8. — There  is  no  disguis- 
ing the  fact  that  protracted  hot  weather  and 
some  public  disinclination  to  purchase  has 
slowed  up  the  opening  of  Fall  business.  Re- 
trenchment has  been  noticeable  when  buying 
should  have  been  going  on  at  a  rapid  rate.  Fac- 
tories located  here — or  at  least  some  of  them — 
are  not  operating  at  capacity.  Everyone  seems 
to  be  avoiding  expansion  in  every  way  and 
making  conservative  estimates  of  trade  needs. 
Perhaps  this  is  for  the  best,  but  foresighted 
members  of  the  talking  machine  industry  see 
an  impending  shortage,  which  will  make  itself 
felt  during  the  holidays — if  the  present  attitude 
is  continued. 

Talking  machines  will  sell  during  the  holidays. 
It  is  foolish  to  think  otherwise.  Relatively  very 
few  of  the  homes  in  the  country  as  yet  possess 
talking  machines,  which  will  continue  to  rank  as 
among  the  foremost  of  Christmas  gifts,  as  they 
have  heretofore.  The  present  period  of  slightly 
unsettled  conditions  cannot  affect  the  great 
Winter  demand. 

"The  industry  has  done  nothing  but  progress 
through  a  series  of  readjustments  since  the  com- 
mencement of  the  war  in  1917,"  is  the  remark 
made  by  a  member  of  the  Chicago  trade  to  The 
World  representative.  "First  there  was  no 
business;  then  there  was  lots  of  business;  then 
there  were  no  phonographs;  then  there  was  no 
money — and  the  present  situation  might  be  de- 
scribed as  a  conglomeration  of  all  the  above 
conditions." 

"W^ell,  what's  the  answer?"  was  the  query  put. 

The  answer  is  simply  this:  "Every  manufac- 
turer and  dealer  selling  these  instruments  has 
got  to  make  more  of  an  effort  to  establish  him- 
self as  a  'live  wire'." 

This  is  true.  The  present  period  of  readljust- 
nient  demands  service — service  on  the  part  of 
the  manufacturer  and  service  on  the  part  of  the 
retailer.  The  fact  is  shown  by  the  increase  in 
quality  of  the  sales  helps  being  gotten  out  by 
the  former  to  aid  his  dealers.  The  business  is 
once  more  getting  back  upon  a  competitive 
basis;  traveling  representatives  report  that  their 
calling  is  emerging  from  the  condition  of  a  lost 
art  to  that  of  a  modern  necessity.  All  of  which 
indicates  that  the  old  principle  of  the  survival 
of  the  fittest  is  again  in  operation. 

Periods  of  readjustment  such  as  the  present 


accentuate  the  good  or  the  bad  accomplished  by 
each  concern.  A  good  window  display  or  a  good 
piece  of  newspaper  publicity  is  doubly  valuable 
and  vice  versa.  Co-operation  between  the  manu- 
facturer and  the  dealer  is  more  necessary  and 
more  productive  of  results  to-day  than  't  was 


tives,  acting  as  vice-president  and  general  man- 
ager. Mr.  Cobb  is  well  known  throughout  the 
furniture  industry  and  his  appointment  as  presi- 
dent will  be  welcomed  by  the  many  furniture 
dealers  handling  the  Empire  line.  Mr.  Cobb  is 
an  able  executive  and  has  had  lengthy  experi- 
ence in  the  merchandising  field,  and  is  sure  to 
prove  a  most  valuable  asset  to  the  Empire  Talk- 
ing Machine  Co. 

A.  R.  Mitchell  will  be  the  acting  head  of  the 
Chicago  office.  He  has  been  in  the  talking  ma- 
chine business  for  a  great  many  years  and  was 
one  of  the  first  salesmen  on  the  Empire  staff. 
He  is  acquainted  with  dealers  throughout  the 
country   and   lately   had    as   his   territory  the 


A.  W.  Cobb,  President 

six  months  ago,  or,  we  might  say,  than  it  will 
be  six  months  hence.  It  is  the  sort  of  a  period 
we  are  now  in  that  determines  the  "live" 
and  the  "dead."  Service  to  the  dealer  and  serv- 
ice to  the  public  will  be  the  element  that  spells 
Successful  merchandising  this  Fall. 

Empire  Reorganization 
The  trade  will  be  interested  to  hear  of  a  num- 
ber of  important  changes  that  have  taken  place 
at  the  Empire  Talking  Machine  Co.,  of  this 
city,  since  the  death  of  Mr.  Steinmetz.  A.  W. 
Cobb,  formerly  vice-president,  has  been  appoint- 
ed president  of  the  company,  with  A.  R.  Mitchell, 
one  of  the  oldest  of  the  Empire  sales  representa- 


A.  R.  MitcheU 

States  of  Pennsylvania  and  New  York.  His 
home  is  in  Williamsport,  Pa.,  but  with  the  new 
appointment  he  announces  that  he  will  move 

his  family  to  Chicago.    However,  he  will  con- 
(Continued  on  page  141) 


FIRST  AND  BEST 

Sometimes  the  first  in  the  field  does  not  maintain  the  position  of  first  in  quality  and 
prestige. 

Such  is  not  the  case  with  the  Wade  Fibre  Needle  Cutter. 

It  was  the  first  on  the  market  but  has  been  steadily  improved  and  maintains  today  the 
dominant  place  it  occupied  years  ago. 

The  Wade  is  made  in  our  own  factory,  a  fact  insuring  uniformity  of  product.  It  is 
literally  the  cutter  of  no  regrets. 


WADE  &  WADE 

3807  LAKE  PARK  AVENUE 


CHICAGO,  ILL. 


140 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


Protect  Your  Interests  and  Those  of 
Your  Customers  by  Advertising  Judiciously 


The  result  of  years  of  observation,  The  Lyon  &  Healy  Victrola 
Newspaper  Advertising  Service  embodies  the  best  merchandising 
ideas  and  principles.  It  is  a  sound,  sales-promotion  aid,  designed 
from  the  dealer's  viewpoint.  Effectively  employed,  it  will  increase 
your  sales  in  a  gratifying  manner. 

It  is  available  to  the  most  progressive  Victrola  dealer  in  each  city. 
SPECIMENS  SENT  ON  REQUEST 

Lyon  &  Healy 

VICTROLA  DISTRIBUTORS 
CHICAGO 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


141 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  139 


tinue  to  cover  his  old  territory  when  necessary. 

The  Empire  statistical  department  has  pre- 
pared a  series  of  charts  showing  the  sales  of 
each  salesman  for  the  period  of  1919  and  1920. 
These  were  presented  at  a  recent  meeting  of 
all  of  the  Empire  salesmen.  Mr.  Mitchell  car- 
ried away  the  honors  as  the  best  business  get- 
ter on  the  staff.  This  gentleman  is  the  type 
of  salesman  who,  when  he  sells  a  dealer,  be- 
lieves in  assisting  him  until  the  latter  gets 
started  selling  the  machines  which  he  has 
stocked.  Mr.  Mitchell  intends  spreading  his 
theory  of  service  throughout  the  Empire  or- 
ganization. 

The  advertising  department  of  the  Empire 
Talking  Machine  Co.,  under  the  direction  of 
A.  L.  Addison,  is  arranging  a  co-operative  ad- 
vertising campaign  whereby  Empire  dealers 
throughout  the  country  can  have  newspaper 
advertising  in  their  various  localities.  A  series 
of  very  attractive  newspaper  advertisements  has 
been  prepared  and'  will  shortly  be  announced. 

It  is  believed  that  the  changes  effected  in 
the  Empire  organization  will  result  in  the  con- 
tinued success  of  this  well-known  concern  and 
a  highly  successful  Fall  trade  is  looked  for- 
ward to. 

Grand  Opera  Window  Attracts 

The  Hyde  Park  Music  Shop,  located  on  Fifty- 
third  street  and  Harper  avenue,  has  been  run- 
ning a  most  original  window  trim  designed  to 
increase  the  sale  of  the  shop's  operatic  records. 
In  the  window  there  appears  a  replica  of  a 
grand  opera  setting,  with  singers  pictured  in 
the  act  of  delivering  selections.  Caruso,  Farrar 
and  Galli^Curci  are  shown  at  different  times  dur- 
ing the  evening,  while  an  unseen  talking  ma- 
chine plays  the  records  of  the  various  stars.  A 
most  attractive  and  lifelike  effect  was  produced 
by  a  movable  stage  curtain  which  rose 
and  fell  at  the  beginning  and  close  of  each 
selection. 

Some  of  the  Many  Visitors 

H.  E.  Morrison,  sales  manager  for  the  Emer- 


son Phonograph  Co.,  was  a  visitor  to  the  Chi-  success.  The  department  is  equipped  with  a 
cago  office  of  this  concern  during  the  past  large  battery  of  soundproof  demonstrating 
month.    Mr.  Morrison  was  on  a  trip  which  took     rooms  and  is  furnished  throughout  with  the  idea 


Mandel  Bros.  Vocalion  Department 


him  as  far  West  as  the  Rocky  Mountains.  He 
v/as  highly  enthusiastic  over  the  company's  new 
line  of  instruments  and  claims  that  the  demand 
for  these  is  steadily  increasing. 

Byron  Mauzy,  of  San  Francisco,  was  a  visi- 
tor to  Chicago  during  the  latter  part  of  the 
montli.  While  here  he  announced  that  his  com- 
pany has  taken  the  agency  for  the  Aeolian- 
Vocalion  in  San  Francisco. 

An  Attractive  Department 

One  of  the  most  attractive  of  the  local  talk- 
ing machine  departments  is  that  in  the  Mandel 
Bros,  department  store,  in  which  the  Vocalion 
and  Vocalion  records  are  featured  with  distinct 


of  affording  comfort  and  convenience  to  cus- 
tomers. The  bulk  of  sales  runs  to  machines  of 
the  higher-priced  types,  particularly  period 
models,  and  on  one  afternoon  recently  three 
period  styles  were  disposed  of,  each  priced  at 
$600  or  more,  in  addition  to  several  phonographs 
of  standard  type. 

Bankruptcy  Suit  Dismissed 
The  bankruptcy  suit  against  the  LaSalle 
Phonograph  Co.  has  been  dismissed  by  Judge 
Carpenter,  of  the  United  States  District  Court 
of  Chicago.  It  is  understood  that  the  case  has 
been  settled  out  of  court. 

(Continued  on  page  143) 


Your  Account  With  Us 


Lateral 
Cut 


Lateral 
Cut 


=  Records 

Will  Be  an  Insurance  Policy  Against 

EMPTY  RECORD  SHELVES  LOSS  OF  CUSTOMERS 

LOSS  OF  PROFITS 

Record  Dealers  Reach  the  Acme  of  Wisdom 

WHEN  THEY  STOCK  UP  WITH  POPULAR  HITS  ON 


No  Waiting  for  Delayed  Shipments  When  You  Order  From  Us 

MAGNOLA  TALKING  MACHINE  COMPANY 


711  Milwaukee  Avenue 


OTXO  SCHULZ,  President 


CHICAGO,  ILL. 


142 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


UNIVERSAL 

MASTER  MOTOR  No.  20 


THE  SILENT  SALESMAN 
OF  THE  PHONOGRAPH 

After  all  has  been  said  regarding  phonographs,  the  fact 
remains  that  the  performance  of  the  motor  is  what  deter- 
mines the  value  of  the  instrument. 

The  UNIVERSAL  MASTER  MOTOR  No.  20  with  its 
many  visible  points  of  excellence,  gives  the  phonograph 
salesman  arguments  which  the  prospective  purchaser  will 
understand  and  appreciate. 

We  suggest,  therefore,  that  you  investigate  this  new 
motor.  Its  high  .quality  is  apparent  to  everyone.  It  will 
add  distinction  to  your  phonographs  and  whether  you  are  a 
manufacturer  or  dealer — will  prove  to  be  the  best  salesman 
on  your  staff. 

Send  for  illustrated  folder 

Universal  Stamping  &  Mfg.  Co. 

1917-1925  S.  Western^Ave.,  Chicago     l  jX  1 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


143 


A  Better  Fibre  Needle  Cutter  for  Less  Money 


The  ALTO 


Send  for  a  Sample  and  Convince  Yourself 

DISTRIBUTORS 


LOUIS  A.  SCHWARZ 

1265  Broadway,  New  York  City 

LOUIS  MERKI 

150  Post  St.,  San  Francisco,  CaL 

JAMES  L.  OLD 

354  Chapin  St.,  Toledo,  Ohio 


Retail  Price  $  1  .OO 


Territory  open  for  distributors 


ALTO  MFG.  CO. 


3801     ROKEBY  STREET 


CHICAGO,  ILLINOIS 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  141) 


"Babe"  Ruth's  Gift  to  Dorothy  Jardon 

The  Chicago  office  of  the  Brunswick-Balke- 


"Babe"  Ruth  and  Dorothy  Jardon 

Collender  Co.  has  received  a  photo  taken  on  the 
ball  field  of  the  New  York  American  League 


on  the  day  that  the  mighty  Babe  Ruth  swatted 
liis  forty-fourth  home  run  of  the  1920  season. 
"Babe"  is  seen  handing  the  ball,  autographed 
with  his  name,  to  Miss  Dorothy  Jardon,  exclu- 
sive Brunswick  artist.  In  return  Miss  Jardon 
gave  the  baseball  star  a  talisman  which  had 
been  given  her  on  the  occasion  of  her  debut  in 
"Fedora"  by  the  late  Maestro  Campanini.  This 
was  a  small  coral  elephant. 

Takes  Amberola  Agency 

The  wholesale  Edison  Amberola  agency,  held 
for  years  by  J.  I.  Lyons,  of  Chicago,  has  been 
turned  over  to  his  son,  Wm.  H.  Lyons.  The 
younger  Mr.  Lyons  will  remove  the  wholesale 
business  from  the  State  &  Lake  Building  to  his 
new  location  at  the  Music  Recreation  Shop,  3829 
Irving  Park  boulevard.  Wm.  H.  Lyons  has  been 
associated  with  the  talking  machine  business  of 
the  Middle  West  for  the  past  ten  years  and  is 
an  Amberola  enthusiast  from  the  word  "go." 
Widdicomb  Campaign 

The  Widdicomb  Furniture  Co.,  manufacturer 
of  the  well-known  Widdicomb  line  of  upright  and 
console  talking  machines,  has  been  carrying  on 
an  advertising  campaign  in  the  Chicago  daily 
newspapers  for  the  benefit  of  its  dealers  located 
in  this  city.  Some  excellent  full-page  space  with 
artistic  illustrations  have  effectively  presented  the 
Widdicomb  message  to  the  few  million  odd  in- 
habitants of  this  city. 

Specialize  in  Consoles 

The  Federal  Phonograph  Corp.,  located  at 
1400  West  Kinzie  street,  is  concentrating  its  out- 


put on  console  type  talking  machines.  Recent 
orders  expressing  a  desire  for  this  type  of  in- 
strument have  convinced  Manager  Siegal  of  the 
advisability  of  pushing  the  console  type.  "It 
looks  like  a  big  Fall  season  for  the  console 
talking  machine,"  said  Mr.  Siegal.  "We  be- 
lieve that  the  public  is  more  and  more  turning 
to  this  type  and  that  the  coming  holidays  will 
produce  an  excessive  demand." 

R.  J.  Waters  Has  Granby  Representation 

The  Granby  Phonograph  Corp.'s  line  of  up- 
right and  console  talking  machines  will  be 
represented  in  the  West  by  R.  J.  Waters,  of 
this  city.  Mr.  Waters  is  well  known  to  the 
talking  machine  trade  of  the  country  through  his 
connections  with  the  Johnson  Motor  Co.  and 
the  Brunswick-Bafke-Collender  Co.  His  offices 
will  continue  to  be  located  at  816  Lyon  &  Healy 
Building,  where  he  will  carry  a  full  line  of 
Granby  instruments.  The  Mid-West  trade  will 
be  interested  to  know  that  Granby  phonograph 
success  is  largely  due  to  the  efforts  of  E.  C. 
Howard,  formerly  of  Grand  Rapids.  This  gen- 
tleman has  established  an  enviable  reputation  in 
the  trade  for  the  artistic  types  of  instruments 
manufactured  by  the  concerns  he  has  been  asso- 
ciated with.  The  Granby  line  is  no.  exception, 
and  it  is  expected  that  great  popularity  will  at- 
tend its  introduction  to  the  Western  trade. 
Shocking  the  Autoist 

Here  is  a  clever  little  "stunt"  worked  by  a  seller 
of  talking  machine  records  which  will  appeal 
to  others  in  the  trade.     Some  may  think  the 
{Continued  on  page  144) 


I  TRANSFER  NAME-PLATES, I 

I  We  make  the  Transfer  Name -Plates  and  Trade-Marks  for  I 

i  the  largest  talking  machine  manufacturers  in  this  country  and  1 

I  for  dealers  in  every  state.  \ 

I  YOUR  NAME,  Mr.  Dealer,  on  every  machine  brings  the  owner  1 

back  to  you   or  records  and  his  friends  to  you  for  a  machine.  1 

e|  Samples,  Suggestions  and  Sketches  Furnished  Free  i>- 

I  THE  MEYERCORD  COMPANY,  CHICAGO  | 

I  Largest  Manufacturers  of     JJE^ A.LC01M[ A.  VIA     Transfer  Name-Plates  ^ 


144 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  143) 


"stunt"  of  a  nature  to  shock  rather  than  to  stimu- 
late trade.  A  card,  resembling  the  kind  the 
officers  of  the  law  hang  on  the  automobile  when 
it  has  been  snoozing  too  long  on  a  busy  thor- 
oughfare, is  printed  as  follows:  "You  are  hereby 
requested  to  appear  at  the  Symphony  Music  Co., 
1020  Wilson  Ave.,  AT  ONCE.  You  are  charged 
with  $1  for  Art  Hickman's  biggest  hit,  'Tell  Me 
Little  Gypsy,'  from  the  Ziegfeld  Follies  of  1920." 
The  question  is,  what  does  the  auto  owner  think 
when  he  sees  the  little  card  on  his  machine — and 
after  that  what  does  he  think?!!! 

Six  Best  Sellers 
The  six  best  Victor  sellers  are  "Stabat  Mater," 
"I'm  In  Heaven  When  I'm  In  My  Mother's 
Arms"  and  "Down  the  Trail  to  Home,  Sweet 
Home,"  "Tell  Me,  Little  Gypsy,"  and  "The  Girl 
of  My  Dreams,"  "Dardanella  Blues"  and 
"Swanee,"  "Ziegfield  Follies  of  1920"  and  "Cuban 
Moon,"  "Beautiful  Hawaii"  and  "Hawaiian  Twi- 
light." 

The  six  best  Columbia  sellers  are  "Manyana" 
and  "Happy,"  "A  Young  Man's  Fancy"  and  "In 
the  Gloaming,"  "Tell  Me,  Little  Gypsy"  and  "La 
Veeda,"  "After  You  Get  What  You  Want  You 
Don't  Want  It"  and  "You  Tell  'Em,"  "I'll  Be 
With  You  in  Apple  Blossom  Time"  and  "If  I 
Wait  Till  the  End  of  the  World,"  "I'd  Love  to 
Fall  Asleep  and  Wake  Up  in  My  Mammy's 
Arms"  and  "Rockabye  Lullaby  Mammy,"  "The 
Love  Nest"  and  "Down  the  Trail  to  Home,  Sweet 
Home." 

The  six  best  Pathe  sellers  are  "Cuban  Moon" 
and  "I  Love  the  Land  of  Old  Black  Joe,"  "Voci 
di  Primavera"  and  "That  Night,"  "Siamese 
Twins"  and  "Le  Chalet,"  "The  Herd  Girl's 
Dream"  and  "Angelas  Serenade,"  "I'm  in  Heaven 
When  I'm  in  My  Mother's  Arms"  and  "You're 
the  Only  Girl  that  Made  Me  Cry,"  "I'm  a  Jazz 
Vampire"  and  "Ding-a-Ring-a-Ring." 

The  six  best  Edison  sellers  are  "By  the  Waters 
of  Minnetonka"  and  "Lullaby"  and  "Kentucky 
Babe,"  "In  an  Old-Fashioned  Town"  and  "The 
Want  of  You,"  "Ambassador  Polka"  and  "Lux- 
embourg Waltz,"  "Alice  Blue  Gown"  and  "Irene," 
"Alexandria"  and  "Miami,"  "Pickaninny  Blues" 
and  "Underneath  the  Moon." 

The  six  best  Brunswick  sellers  are  "Your  Eyes 
Have  Told  Me,"  "On  the  Road  to  Mandalay"  and 
"Tim  Rooney's  at  the  Fightin',"  "Kiss  Me  again" 
and  "Oh  Promise  Me,"  "The  Love  Nest"  and 
"The  Love  Boat,"  "My  Little  Bimbo"  and  "Why 
Don't  You  Drive  My  Blues  Away,"  "Sweet  Sep- 
tember" and  "Everybody  Calls  Me  Honey." 

The  six  best  Emerson  sellers  are  "Whispering" 
and  "Yd  San,"  "Fair  One"  and  "Rose  of  Bag- 


MODERK  PHONOGRAPHl 
CABINET  INSTALLATIONS 


dad,"  "Tell  Me  Little  Gypsy"  and  "Sunny  Ten- 
nessee," "See  Old  Man  Moon  Smile"  and  "You're 
My  Gal,"  "In  Old  Manila"  and  "Laughing 
Vamp,"  "I  Love  You  Sunday"  and  "Murder." 

The  six  best  Okeh  records  are  "The  Love 
Nest"  and  "Enticing,"  "Honolulu  Bay  Waltz" 
and  "Honolulu  March,"  "Love  Nest"  and  "Bells," 
"Young  Man's  Fancy"  and  "Scandal  Waltz," 
"Cuban  Moon"  and  "Granada,"  "June"  and  "Hold 
Me." 

Linerphone  Factory  in  Marion 

The  Linerphone  Talking  Machine  Co.,  formerly 
located  in  Chicago,  has  its  manufacturing  plant 
located  at  Marion,  Ind.  J.  H.  Liner  is  president 
of  the  company,  with  Lewis  Frankel  as  secretary 
and  general  manager.  Whereas  the  old  Chicago 
plant  had  an  output  of  150  machines  per  week,  the 
new  factory  is  expected  to  produce  a  hundred  a 
day.  Recently  P.  Miller  became  treasurer  of  the 
company,  and  it  is  said  that  this  gentleman  will 
also  act  in  the  capacity  of  traveling  represen- 
tative. 


Greenstone  T.  M.  Co.  Has  Pleasant  Quarters 
The  Greenstone  Talking  Machine  Co.,  located 
at  Milwaukee  and  Robey  streets,  now  has  one  of 


Partial  View  Greenstone  Co.'s  Record  Stock 

the  best  Columbia  departments  in  the  city.  The 
Grafonolas  and  Columbia  records  are  handled  ex- 
clusively. The  interior  of  the  store,  as  may  be 
seen  from  the  accompanying  photograph,  is  well 
(Continued  on  page  147) 


For  Playing 
All  Makes 
of  Disc  Records  on  the  Edison 


JUST  S  A  Y— "^^^^  sample  of  the  No.  1  -E  Edison 
^— — — —       Attachment  on  approval ! !  " 


Illustration  shores  the  Oro-Tone  attached  to  the  Edison 


Note  how  it  operates  with  the  lever  of  the  Edison  the  same  as  the 
regular  Edison  Reproducer.  Hear  the  deep,  rich  glowing  tone  quality, 
then  you  will  understand  why  the  Oro-Tone  is  in  a  class  by  itself. 

Retail  Price,  Nickel  Plated,  $S.50  Highest  Grade  Gold  Plating,  $12.50 

The  Oro-Tone  Victor  Attachment 

The  new  LS-V  Oro-Tone  for  the  Victor.  Plays  all  records,  giving  the  deep, 
rich  tone  quality  so  much  desired.  Ask  for  sample  of  the  LS-V  attachment 
on  approval — we  will  gladly  send  it. 

Retail  Price,  Nickel  Plated,  $6.50  Highest  Grade  Gold  Plated,  $9.50 

THE  ORO-TONE  CO. 

OUR  NEW  HOME  1000  TO  1010  GEORGE  ST.,  CHICAGO,  ILL.  Illustrating  the  LS-V  attached  to  the  Victor 

Mfri.  of  highest  grade  tone  arms,  reprodocer*,  attachments  (or  phonographi  for  plajiig  all  reeordt.    Diamond  and  jewel  point  needlei,  motori,  mppliei,  etc. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


145 


usin0  ike  Qracli 


M^LIAN^bCALION 

The  Phonograph  of  Supreme  Musical  Attainment 


HE  Graduola,  the  ex- 
clusive tone  -  controlling 
I  feature  of  the  Aeolian- 
Vocalion,  supplies  the  last  thing 
needed  to  make  the  phonograph 
a  truly  great  musical  instrument. 

We  are  accustomed  to  the 
phonograph.  The  wonder  of  it  is 
gone.  The  modest  cabinet,  stand- 
ing in  the  corner  of  our  living- 
room,  and  bringing  to  us  all  the 
music  of  all  the  world,  has  taken 
its  place  as  one  of  the  accepted 
things  that  make  our  homes  and 
our  lives  brighter  and  happier. 


And  now  the  phonograph  can 
do  something  wore  for  us.  It  can 
supply  us  with  an  outlet  for  our 
own  musical  emotions.  It  can  let 
us  participate  in  music's  making. 
It  can  give  us  the  same  thrill  that 


the  violinist,  or  pianist,  or  singer 
feels  as  his  tones  now  loudly, 
now  softly  and  sweetly,  voice 
the  message  that  the  music  has 
for  him. 

This  is  a  great,  an  inestimable 
privilege.  And  a  privilege  con- 
ferred only  by  the  Aeolian- 
Vocalion. 

Read  what  May  Peterson,  one 
of  the  many  famous  artists  who 
are  making  records  exclusively 
for  the  Vocalion,  says  of  the 
Graduola:— 

"One  fascinating  reason  for  the 
difference  between  the  Vocalion 
and  all  other  phonographs  is  the 
Graduola  which,  in  its  ability  to 
shade  the  tone,  supplies  an  artistic 
touch  that  is  unequalled." 

^  And  remember,  that  the  Grad- 
uola is  a  feature  added  to  those 


that  other  phonographs  possess. 
That  the  Vocalion  plays  just  as 
other  phonographs,  when  desired, 
without  the  Graduola.  Also,  that 
no  musical  knowledge  is  necessary 
to  use  it. 


In  tone,  in  appearance,  in  per- 
fection of  mechanical  features,  the 
Aeolian-Vocalion  is  unequalled  in 
the  phonograph  world.  In  its 
possession  of  this  wonderful  tone- 
controlling  feature,  it  belongs  in  a 
different  and  higher  classification 
entirely. 

The  manifest  influence  the 
Graduola  is  exerting  throughout 
the  entire  phonograph  industry 
proves  the  necessity  for  the  pur- 
chaser's learning  the  facts  about 
this  feature  before  selecting  any 
instrument. 


THE  AEOLIAN  COMPANY 

529  South  Wabash  Avenue  Chicago,  Illinois 


146 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Phonograph  Motors 


MODEL  7-2  L 


MODEL  7-Z  L 


Silent — Self-Lubricating — Enclosed 

No  Tuning  is  Necessary 


Think  of  what  this  means  to  you.  Think  of 
the  time  and  money  you  have  spent  in  past 
years,  are  spending  now,  tuning  and  adjust- 
ing noisy  motors.  Think  of  the  business 
and  money  you  have  lost  and  realize  that 
now  it  is  unnecessary  for  you  to  do  any 
tuning  if  these  ENCLOSED  MOTORS  are 
used. 

If  you  have- to  correct  a  motor  when  it 
reaches  you,  someone  will  have  to  correct 
it  after  it  leaves  you.  If  it  didn't  stand  ship- 
ping shock  once,  it  won't  stand  it  again. 

The  basis  of  all  motor  trouble  is  faulty  de- 
sign. Even  perfect  workmanship  will  not 
offset  it.  Our  Engineers  knew  by  experi- 
ence the  weaknesses  of  the  open  type  motor, 
and  overcame  them  in  the  design  of  this 
ENCLOSED  MOTOR. 

All  delicate  parts  are  housed  in  a  rigid  rec- 
tangular casting.  This  keeps  out  dust  and 
dirt,  and  makes  it  possible  to  use  a  capillary 
oiling  system  which  is  automatic.  The  en- 
closed casting  protects  the  mechanism  in 
handling,  besides  being  so  rigid  that  motors 
can  be  shipped  any  distance  without  getting 


out  of  adjustment.  It  insures  your  finished 
instruments  reaching  your  jobbers,  dealers, 
and  customers  in  good  condition.  And 
although  the  driving  mechanism  is  in  the 
cabinet,  out  of  sight,  mechanical  excellence 
does  help  make  sales  to  the  customer.  The 
smooth,  easy  winding,  the  absolute  uniform- 
ity of  speed  and  the  utter  absence  of  noise 
or  vibration  are  eloquent  of  quality — fine- 


ness. 


Excepting  only  springs,  castings,  felts,  etc., 
we  make  every  part  of  this  motor  in  our 
own  factory,  where  we  can  and  do  control 
its  accuracy.  We  are  in  real  quantity  pro- 
duction, and  making  as  we  do  just  one  thing 
—PHONOGRAPH  MOTORS— enables  us 
to  make  better  motors.  This  is  a  highly  spe- 
cialized business — it  takes  concentration, 
experience,  capital,  and  fine  equipment — 
We  have  all  of  them. 

We  are  now  supplying  many  of  the  large 
Talking  Machine  manufacturers  with  these 
motors,  and  their  motor  troubles  are  ove/. 
If  you  want  to  see  the  end  of  YOUR  motor 
difficulties,  we  will  show  you. 


Supplied  in  2,  3  and  4  Spring  Models 
Felt  and  Velour  Table  Coverings,  Nickel  and  Gold  Finish 
Write  us  for  full  information,  details  of  design,  models,  prices,  etc. 


United  Manufacturing  &Distributing  Co. 

LAKE  SHORE  DRIVEand  OHIO  ST.    CHICAGO,  ILL. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


147 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  144 


arranged  with  a  view  to  both  comfort  and  service. 
The  record  counter  and  record  racks  contain  fa- 
cilities for  handling  a  large  number  of  records 
and  the  battery  of  booths  enables  the  sales  force 
to  demonstrate  several  instruments  or  records  at 
the  same  time. 

Introducing  the  Consolette 
A  new  type  of  universal  record  and  talking 
machine  cabinet  for  use  in  connection  with  table 
model  talking  machines  has  been  invented  by 
C.  W.  Pierson,  of  the  Pierson  C.o.,  Rockford, 
III.  This  will  be  called  the  Consolette.  It  is 
designed  to  fit  any  style,  make  or  size  of  table 
phonograph.  The  adjustments  which  accommo- 
date the  different  kinds  of  machines  are  most 
simple. 

One  special  adjustment  raises  or  lowers  the 
machine  according  to  its  size  in  order  that  the 
turntable  may  be  always  at  the  same  height. 
Another  adjustment  holds  the  machine  firmly 
and  permanently  in  place  regardless  of  whether 
it  is  large  or  small,  square,  rectangular  or  round. 
For  the  crank  there  is  an  adjustable  circular 
panel  that  permits  the  crank  itself  to  come 
through  the  end  without  boring  a  hole. 

The  cabinet  is  built  similar  to  a  console  talk- 
ing machine,  and  when  the  table  instrument  is 
set  into  it  it  really  becomes  a  console  phono- 
graph. The  instrument  goes  into  the  right- 
hand  compartment,  and  in  the  left-hand  com- 
partment is  placed  a  felt-lined  Kamofile  which 
is  designed  to  hold  sixty-five  ten  or  twelve-inch 
records. 

C.  W.  Pierson  is  highly  enthusiastic  over  his 
new  record  cabinet.  He  claims  that  it  can  be 
built  and  sold  very  reasonably,  and  believes 
that  the  universal  feature  of  the  Consolette 
should  win  for  it  early  popularity  in  the  trade. 
Production  has  already  commenced  and  a  num- 
ber of  samples  sent  out.  It  is  expected  that 
deliveries  can  be  made  in  ample  time  for  the 
holidays. 

Widdicomb  Representative  Here 

The  Widdicomb  Furniture  Co.  now  has  a 
sales  office  in  this  city,  located  at  918  Webster 
Building.    W.  F.  Ernst  is  manager. 

New  Brunswick  Shop 

Rockford  now  has  a  new  exclusive  Brunswick 
Shop,  recently  opened  by  E.  S.  Bristol,  who  has 
represented  the  Brunswick-Balke-Collender  Co. 
since    their   pioneer   days   of   talking  machine 


EXCELSIOR  PADS 

The  most  satisfactory  packing  ma- 
terial for  packing  phonographs  for 
shipment.  Used  to  advantage  by  the 
largest  manufacturers.  Send  for 
prices  and  samples. 

H.  W.  SELLE  &  COMPANY 

Manufacturers 
1000-1016  N.  Halsted  St.,    Chicago,  III. 


Automatic  Cabinet 

THE  PERFECT  FILE 

Records   easily  seen 
Safe  and  accessible 

Use  with  Table  Models 
or  as  Auxiliary  Cabinet 


Two  Styles-100  and  200  Records 

Dealers  and  Jobbers  order  now 
for  the  Holiday  Trade 


AUrOMATIC  CONTAINER  CO. 

437  N.  Dearborn  St.,  Chicago 

Manufacturers:  Equip  your  Talking  M achines 
with  this  pleasing  sales  feature 


TEMPCO 

the  perfect  phono 
stop  solves  your  stop 
problems.  Simple  to 
attach.  Simple  to 
operate. 

SETS 
TARTS 
TOPS 

From  same  point  as  in- 
dicated by  arrow 

The  Te  mpco  auto 
stop  meets  a  long- 
felt  want  for  a  sim- 
ple and  efficient 
stop.Try  theTempco 
and   be  convinced. 

WRITE  FOR  PRICES        Sample  $1.50  postpaid.        Special  Discounts  to  Dealers  and  Manufacturers. 

Manufactured  by  the 

TEMPCO  MANUFACTURING  CO. 

2227  OGDEN  AVE.  CHICAGO,  ILL. 


manufacture.  He  recently  was  representative 
in  the  northern  Illinois  territory,  which  position 
he  has  resigned  to  go  into  the  retail  business 
at  212  South  Main  street,  Rockford,  111. 

With  his   lengthy  experience   selling  Bruns- 
wicks    and   educating   the    dealer   in    the  best 
methods  of  salesmanship,  he  should  prove  con- 
siderable of  a  success  as  a  retail  merchant. 
Reduce  Repeaterstop  Price 

Sales  Manager  Hartenstein,  of  the  Repeater- 
stop  Co.,  announces  that  the  price  of  Repeater- 
stop  has  been  reduced  from  $9  to  $7.50  retail. 
Increased  production,  combined  with  more  eco- 
nomical methods  of  manufacture,  enables  this 
concern  to  place  its  product  on  the  market  at 
the  lower  figure. 

Hold  Big  Picnic 

One  thousand  two  hundred  and  forty  persons 
were  present  at  the  annual  outing  of  the  M. 
Schulz  Co.  and  Magnola  Talking  Machine  Co., 


manufacturers  of  the  Magnola  talking  machine, 
last  month.  The  picnic  was  held  at  Forest  Glen, 
111.,  in  the  forest  preserve,  and  from  morning 
to  night  the  day  was  filled  with  games,  good 
eats  and  so  forth.  There  was  a  tug-of-war,  base- 
ball, fat  men's  and  fat  women's  races  and  all 
that  goes  to  make  an  outing  of  this  kind  a  thing 
of  pleasure. 

Rockford  Plant  Incorporated 

The  manufacturers  of  the  "Ton-O-Graf"  re- 
cently incorporated  under  the  name  Rockford 
Phonograph  Co.  at  an  amount  of  $60,000.  The 
incorporators  are  Ivan  P.  Florsheim,  Morton  A. 
Mergentheim  and  Maxim  Hirsch.  A  new  fac- 
tory is  contemplated  which  will  give  the  com- 
pany greatly  increased  production. 

Masterpiece  in  New  Factory 

The  Masterpiece  Phonograph  Co.  announces 
occupancy  of  its  new  factory  and  general  of- 
(Confinued  on  page  149) 


Extensible  Reeort^  Stands 

No.  rooo 


Music  Store 
Chair 


f  °"«T.._-r 


reataon 


Permanent  Flowers  (or 
Ytuir  Sttirc 


(■i:iitis-ih;kr  i-ixti,  ki:  f  o. 


Display  Equipment 
for  Music  Stores 

The  value  of  effective  dis- 
plays in  selling  goods  is  now 
recognized  by  merchants. 
They  realize  that  merchan- 
dise must  be  brought  to 
the  customers'  attention 
before*  it  sells. 

Our    folder    '  Display  Equip- 
ment for  Music  Stores  and 
Record   Shops"   shows  / 


how    to    increase  sales 
through  better  dis- 
plays. Attached 
coupon  will  bring 
folder. 


/ 


Inside  of  our  "Music  Stores  and  Record  Shops*'  folder. 

Curtis-Leger  Fixture  Co. 

240  W.  Jackson  Blvd.    Est.  i869   Chicago,  III. 


^  (f 


148 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


THE  SAAL  FAMILY 


s  1  LEisrr] 


PHONOGRAPH  MOTORS 


TYPE  EE. 

Our  popular  priced  motor  plays  2  5/2 
average  10-inch  records  to  a  winding. 


Motors 


TYPE  AA. 
One  of  our  biggest  sellers  plays 
3  average  10-inch  records  to  a  winding. 


TYPE  DD. 
Our  best  seller  plays  4  average 
10-inch  records  to  a  winding. 


Dealers  wTio  JtandJe  SAAL 
motors  save  time  and  repair  ex- 
pense— and  also  enjoy  the  repu- 
tation and  satisfaction  of  seVing 

tie  "BEST. 


TYPE  CC. 

Our  largest  type  plays  6  average 
10-inch  records  to  a  winding. 


SEND  FOR  CATALOGUE 

11.  G.  SAAL  COMPAriy,  CHICAGO,  ILLIMOIS 

1800 Mmtrose  Ave. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


fices  at  2320  S.  Wabash  avenue.  Increased  floor 
capacity  and  better  working  facilities  are  pro- 
vided in  the  new  plant,  and  it  is  stated  that  a 
maximum  output  will  be  maintained  throughout 
the  Fall  and  Winter  months. 

Feline  Music 

Somethkig  absolutely  new  in  the  realm  of 
music  as  yet  unrecorded  by  the  talking  machine 
concerns,  in  fact  the  first  and  last  of  its  kind — 
the  wail  of  a  cat  mingling  with  the  strains  of 
an  orchestra.  But  the  cat's  dead  and  the  music 
is  gone,  and  thereby  hangs  a  tale. 

The  Republic  Biiilding  has  been  called  the 
home  of  harmony.  Perhaps  that  is  why  this 
hobo  cat  adopted  it  as  the  scene  of  its  musical 
triumphs.  Anyway,  of  an  evening  it  used  to 
happen  that  "Tootsie"  (that  was  the  cat's  name) 
would  come  majestically  walking  down  the  Re- 
public Arcade,  step  into  the  elevator,  get  off  at 
the  second  floor  and  proceed  to  the  Capitol  Tea 
Room.  There  a  place  was  always  reserved  for 
it  by  the  cashier's  desk.  There  it  would  lift  its 
musical  soul  in  harmony  with  the  orchestra. 
And:  there  it  was  that  the  patrons  used  to  flock 
in  anticipation  of  Pussy's  vocal  efforts. 

"Tootsie"  was  a  remarkable  cat;  in  fact,  a 
genius.  Perhaps  that  is  why  she  took  to  music. 
Also,  "Tootsie"  was  very  particular.  She  never 
walked  up  to  the  second  floor.  She  always  took 
the  elevator,  and  the  elevator  man  always  knew 
"Tootsie's"  floor.  But  one  night  somebody  gave 
"Tootsie"  poison;  and  all  was  ended.  A  new 
school  of  music  has  been  lost  to  the  world. 
Brunswick  Posters 

The  advertising  department  of  the  Brunswick- 
Balke-Collender  Co.  has  prepared  fifteen  thou- 
sand posters  advertising  Brunswick  talking  ma- 
chines and  records  for  the  use  of  dealers  in 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  147) 


Sell  More  Records 

WitK  TKese  Arti^tk,  folored 

Koto  Concert  ProerMs 


Place  a  stack  of  the  programs  on  your  record 
counter  and  use  them  to  increase  your  sale  of 
operatic  records — the  best  prestige-building  ad- 
vertising "stunt"  of  the  year. 

Prices:  500  lots,  $12—1000  lots,  $18 
Imprinted  with  Dealer's  Name 


MOELLER-WATERS,  Inc. 

LYON  &  HEALY  BLDG.  CHICAGO,  ILL. 


JUST  YOU  HEAR  A  BRUNSWICK  RECORD  AT 


C.OLUI-:  N  DK  R-  COM  I  >A  N  Y 


One  of  the  Effective  Brunswick  Posters 

various  localities,  and  offers  three  styles  in 
color,  green,  buff  and  white.  The  poster  asks 
"Just  you  hear  a  Brunswick  record  at — dealer's 
name." 

Ray  Miller's  Black  and  White  Melody  Boys 

We-  have  seen  sensations  in  the  record  field 
for  a  good  many  years,  but  what  perhaps  may 


Magnifies   Sound  50  Times 
ACME  SOUND  AMPLIFIER 
Enables  the  repairman  to  locate  the  precise  point  of  orlflii 
of   unnecessary    noise   in    the    motor    without    loss    of  time 
or   useless  disorganization   of   the   mechanism   which  results 
from  guessing  or  the  sense  of  hearing  alone. 

MAKES    EVERY    MOVING    PART  IMMEDIATELY 
ACCESSIBLE 


Guesswork  Won't  Do" 


The  ACME  allows  a  test  with  the 
drag  of  the  needle  throughout  the 
length  of  the  record. 


The 

Acme  Speed  Indicator 

— is  precision  made. 
— clears  the  tone  arm. 
— 1  ocates  motoi 

troubles, 
—registers  78  and  80 
revolutions. 


"The  Tepairman's  stethoscope," 

Made  by 

Acme  Engineering  &  Mfg.  Co. 

1622  Fulton  Street  CHICAGO 


be  considered  one  of  the  biggest  that  ever  struck 
town  are  Ray  Miller's  Black  and  White  Melody 
Boys,  who,  by  the  way,  are  now  showing  with 
Ed  Wynn's  Carnival  at  the  Illinois  Theatre.  Mr. 

_^  Miller's  Melody  Boys  re- 
cently recorded  "Cuban 
Moon,"  "June,"  "Can  You 
Tell,"  "Rose  of  Spain" 
and  several  other  well- 
known  numbers  for  the 
Okeh,  Pathe,  Aeolian  and 
Gennett  companies,  and 
these  are  the  records  that 
are  making  the  big  sales 
locally.  All  the  companies 
making  these  records  have 
notified  their  various  deal- 
ers that  Mr.  Miller  and 
his  troupe  of  artists 
are  giving  booster  concerts  daily,  and  the  deal- 
ers in  turn  have  been  taking  advantage  of  this 
by  making  arrangements  with  Mr.  Miller  to  have 
him  come  to  their  places  of  business  for  con- 
certs. In  the  meantirfte  they  are  preceding  him 
by  hand  bills  announcing  that  he  will  be  at  their 
stores  on  such  and  such  a  day  at  a  certain  time. 
The  results  are  that  when  Mr.  Miller  and  his 
boys  arrive  they  are  always  sure  to  play  to  a 
packed  house,  and  after  the  concert  the  dealer 
is  always  sure  to  cash  in  on  a  big  sale  of  the 
Black  and  White  Melody  Boys  record's.  This 
stunt  has  been  pulled  a  number  of  times  in  the 
local  trade  by  various  artists,  but  Mr.  Miller  is 
going  them  one  better.  He  has  a  special  travel- 
ing representative  on  the  road,  a  Miss  Scanlon, 
who  precedes  Mr.  Miller  by  several  weeks  over 
the  route  along  which  the  Ed  Wynn  Carnival 
is  booked.  Miss  Scanlon,  upon  arriving  at  the 
designated  towns,  calls  on  the  local  dealer  who 
handles  the  above  mentioned  records  and  dates 
the  Melody  Boys  up  for  a  free  concert.  In  the 
meantime,  the  dealer  is  making  sure  that  he 
has  his  stock  of  Ray  Miller  records  and  that 
his  clientele  is  informed  of  the  coming  event. 
Therefore,  when  the  Ed  Wynn  Carnival  arrives 
in  a  certain  town,  Mr.  Miller  goes  on  with  the 
show,  and  between  acts  runs  his  organization 
out  to  see  dealers  who  have  made  arrangements 
with  him  to  play.  There  is  no  doubt  but  that 
when  Ed  Wynn's  Carnival  arrives  in  a  town, 
the  Ray  Miller's  troupe  will  be  eagerly  looked 
for,  and  there  will  be  many  happy  dealers  re- 
sulting from  the  sale  of  his  records. 

One  noteworthy  thing  abotit  Mr.  Miller  which 
is  much  to  his  credit,  is  that  he  is  not  only  an 


artist  but  a  record  salesman.  He  makes  it  his 
business,  when  landing  in  a  town,  to  get  out  to 
the  talking  machine  dealer's  place  of  business 
just  as  soon  as  the  doors  are  open  and  after 
introducing  himself  begins  plugging  on  the  ways 
and  means  of  pushing  record  sales.  He  has 
even  gone  into  dealers'  stores  around  Chicago 


Ray  Miller 

and  gotten  behind  the  record  counter  in  order 
to  familiarize  himself  with  the  trade. 

During  the  week  of  October  11,  Mr.  Miller 
and  his  Black  and  White  Melody  Boys  were 
booked  for  a  solid  week  at  the  main  store  of 
the  W.  W.  Kimball  Co.,  at  Jackson  boulevard 
and  Wabash  avenue.  The  boys  gave  a  mighty 
(Continued  on  page  152) 


[dison  Diamond 
Amberolas-Plus  Service 

You  know  the  quality  of  Edi- 
son instruments.  Until  you 
have  placed  a  trial  order  with 
us,  you  are  unfamiliar  with 
SERVICE. 


A  TRIAL  CONVINCES 

Oor  Service  Covers  the  Conntry 

William  H.  Lyons 

Formerly  Jas.  /.  Lyons 
17  W,  Lake  St.  Chicago 


150 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


TO  THE  MANUFACTURER 

Latest  "Blood"  Achievement 

A     NEW   NON  THROWBACK    TONE  ARM 


Showitig  Method  of  Attaching  to  Tone  Chamber,  u'hicli  extends  above  the  motor  Reproducer  hi  position  for  playing  vertical  cut  records, 

board.    Reproducer  in  position  for  playing  lateral  cut  records.  Correct  position  for  playing   EDISON  records. 


ACHIEVEMENT  characterizes  the  products  of  the  Jewel  Phonoparts  Company. 
First — a  REPRODUCER  that  has  won  nation-wide  distinction  for  its  perfect  reproduc- 
tion of  all  musical  tones.  Second — the  MUTE, — Tone  Modifier,  that  makes  possible 
perfect  volume  regulation,  without  in  any  way  changing  the  character  of  tone.  Third — 
the  indestructible  NOMIKA  DIAPHRAGM  that  means  the  positive  eHmination  of  all 
diaphragm  troubles. 

AND  NOW— A  NEW  NON  TAPER  TONE  ARM  that  is  adjustable  in 
length  and  weight  on  records,  and  plays  the  Edison  record  in  the  EDISON  posi- 
tion. Non  Taper  in  design,  the  sound  waves  are  transmitted  accurately  to  a 
PROPER  amplifying  horn,  which  is  positively  air-tight,  thereby  insuring  perfect 
reproduction  and  a  maximum  volume  of  tone.  The  pivoted  ball-joint  gives  perfect 
freedom  of  movement,  both  vertical  and  horizontal,  so  that  all  makes  of  records 
are  played  properly. 

This  is  without  a  doubt  the  most  complete  and  highest  class  tone  arm  equipment 
that  has  ever  been  offered,  because,  in  addition  to  its  many  exclusive  features,  the  same 
reproducer  that  has  individualized  the  "BLOOD"  Quality  of  Tone  is  embodied  in  its 
design. 

Use  the  "Blood"  and  be  on  the  Safe  Side 
FULL  PRODUCTION  IN  ONE  MONTH  GET  YOUR  ORDERS  IN  NOW 


Jewel  Phonoparts  Company 

670  W.  Washington  Blvd.  Chicago 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


151 


TO  THE  DEALER 

A  Greater  Market  of  Profits 


With  Attachments  for 


EDISON  UNIVERSAL  ATTACHMENT 


Edison  and  Victor 
Phonographs 


VICTOR  UNIVERSAL  ATTACHMENT 


Showing  Blood  Reproducer  in  position  for  playing  Lateral  Cut 
records  on  the  Edison  Phonograph.    Note  the  simple  construction 
and  pivoted  ball  joint. 


Shotving  Blood  Reproducer  in  position  for  playing  Vertical  Cut 
records  on  the  Victor  Phonograph.   Note  simple  design  and  correct 
Edison  position.    No  adjustments  necessary. 


Shozving  Blood  Reproducer  in  position  for  playing  Vertical  Cut 
records  on  the  Edison  Phonograph.    Note  the  CORRECT  Edison 
position,  ivhich  insures  perfect  reproduction. 


Shoiving  Blood  Reproducer  in  position  for  playing  Lateral  Cut 
records  on  the   Victor  Phonograph.    Large  diaphragm  insures 
natural,  lifelike  reproduction. 


Exclusive  "Blood"  Features 

A  MUTE- Tone  Modifier 


NOMIKA  DIAPHRAGM 
{Half  Actual  Size) 

A  scientific  development  that 
makes  possible  perfect  sound 
reproduction,  in  all  its  original 
clearness  and  beauty.  Will  not 
crack,  split  or  warp  and  is  in- 
destructible, under  ordinary  con- 
ditions of  service.  Critics  say: 
The  greatest  advance  yet  made 
in  the  reproduction  of  musical 
tones. 


{Actual  Sise) 
At  the  slight  turn  of  a  simple  set  screw,  the 
Mute  is  raised  or  lowered  against  the  dia- 
phragm and  the  volume  minutely  regulated  to 
the  individual  taste  of  audience  and  character 
of  music. 


SHOWING  HUB  CONNEC- 
TION 
{Half  Actual  Sice) 
Standard  construction  adopted 
for  Blood  Reproducers.  Center 
opening  measures  11/16"  in 
diameter,  so  that  it  can  be  used 
on  other  phonographs  having  a 
similar  construction. 


FULL  PRODUCTION  IN  ONE  MONTH 


GET  COMPLETE  DETAILS  NOW 


Jewel  Phonoparts  Company 


670  W.  Washington  Blvd. 


Chicago 


152 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  149) 


interesting  entertainment  for  about  an  hour  a 
day  on  the  main  floor.  The  Kimball  Co.,  who 
hy  the  way  knows  every  angle  of  the  publicitj' 
game,  heralded  this  event  in  the  daily  papers, 
and  this  in  turn  resulted  in  "standing  room  only'" 
signs  being  hung  out.  The  number  of  people 
who  came  to  hear  the  boys  grew  to  such  an 
extent  in  a  couple  of  days  that  it  was  necessary 
to  open  the  big  auditorium  in  the  Kimball  build- 
ing in  order  to  accommodate  the  crowds. 

The  weeks  prior  to  this  the  Melodj^  Boys  had 
been  going  to  out^-ing  districts  and  playing  for 
dealers. 

Miss  Scanlon,  the  personal  booking  agent  of 
Mr.  Miller,  writes  back  that  the  co-operation 
she  is  receiving  from  the  various  dealers  is 
phenomenal  and  from  the  looks  of  things  it  will 
be  necessar\'  for  the  Melod}-  Boys  to  work 
night  and  daj^  to  fill  their  engagements. 

Mr.  Miller's  route  for  the  next  couple  of 
months  is  as  follows,  and  if  there  are  an}-  deal- 
ers in  these  respective  territories  who  have  not 
made  arrangements  for  Mr.  Miller's  concerts,  it 
would  be  a  good  idea  for  them  to  write  to  their 
local  jobber  or  the  branch  office  of  the  company 
from  which  they  are  getting  their  records  and 
make  the  necessary  arrangements  for  the  book- 
ing: October  31,  November  6,  Kansas  City; 
November  7-14,  St.  Louis;  November  15-27,  De- 
troit, followed  by  dates  at  Columbus,  O.;  Day- 
ton, O.;  Cincinnati,  one  week,  and  Cleveland, 
also  one  week. 

Lyon  &  Healy  Victor  Poster 

Lyon  &  Healy  are  preparing  a  new  regula- 
tion size  Victrola  poster  which  will  shortly  be 
ready  for  the  trade.  Lyon  &  Healj^  state  that 
this  will  be  practically 


ARTo 


MUSIC 
ROLLS 


WITH 
WORDS 


$1 


SUPREME 
QUALITY 


The  onl> 
>iaving  a 


usic  roll 
word  staff 


Are  mechanically  perfect  —  mu- 
sically supreme  and  have  the  best 
song  hits  first.  They  are  the  only 
rolls  w^ith  song  words  arranged 
in  such  a  manner  that  each  vv^ord 
clearly  shovv^s  the  note  to  be  sung 
thus  permitting  accurate  and  easy  voice  modu- 
lation. ARTo  rolls  "wiW  surely  increase  your  roll 
sales.  We  can  supply  you  with  Italian,  Polish, 
Jewish,  Spanish  and  French  rolls  with  and  without 
words.    Try  our  service. 


Consolidated  Talking  Machine  Company 

227-229  W.  Washington  Street  :  Chicago,  Illinois 


a  very  pleasing  composition,  printed  in  six  rich  vidually  by  the  dealer,  would  prohibit  his  use 
colors  on  high-grade  sun-proof  paper.    The  art     uf  it,  but  Lyon  &  Healy,  running  it  off  in  quan- 


the  only  poster  of  its 
kind  available  to  Vic- 
tor dealers.  This  con- 
cern is  a  great  believer 
in  the  effectiveness  of 
poster  advertising. 
"While  national  adver- 
tising by  manufactur- 
ers can  help  the  retail 
merchant  to  market 
his  stock,"  say  they, 
"dealer  advertising  is 
essential. 

"Realizing  this  and 
that  too  often  the  mer- 
chant, though  willing, 
is  not  in  a  position  to 
secure  adequate  dispro- 
portionate cost,  Lyon 
&  Healy  have  prepared 
a  striking  poster, 
twenty-four  sheet  size, 
which  will  be  ready  for  j- 
delivery  early  in  No- 
vember in  advance  of 

the  holiday  season.  The  utility  of  the  adver- 
tisement, however,  is  not  confined  to  that 
period.      ft    is    of    year-round    worth,  being 


e 


Victrola 

— Supreme  in 
musical  quality 

YOUR  NAME 

Your  Address 


One  of  Lyon  &  Healy's  Striking  Victor  Posters 

work  is  beautiful  and  of  high  order;  the  treat-  tities,  are  enabled  to  offer  it  to  him  at  a  verj^ 
ment  cleverly  handled.  low  charge.    With  the  dealer's  name  imprinted 

"The  cost  of  a  similar  poster,  prepared  indi-  {Continued  on  page  155) 


OUR  NEW  ALL  BRASS  TONE  ARM 

INFRINGES  NO  PATENTS 
Our  Sound  Box  Plays  All  Records  in  One  Position 

READY  FOR  DELIVERY  SOON 


Our  new  Tone  Arm  and  Iron 
Tread  Motor  will  give  you  equip- 
ment which  brings  repeat  orders. 


CHERINGTON  MFG.  CO. 


Waukegan,  111. 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


153 


• 


•::5*  • 


-J^i  • 


Why  the 
Scotford  Tonearm  is  Different 

The  straig,ht  tube  of  the  flute,  the  oboe  or  the  clarionet  ^ives  a  sweeter,  purer  tone  than 
the  blaring  notes  of  the  curving  cornet,  the  trumpet  or  the  trombone.  In  the  straight  Scotford 
Tonearm  the  sound  waves  travel  in  the  strai^htest,  most  direct  line  possible  in  a  tonearm. 

The  square  turn  of  the  Scotford  Tonearm  offers  less  resistance  to  the  passing,  of  the 
sound  waves  than  is  met  with  around  the  curving  turns  of  the  traditional  tonearm  design, 
which  imitates  the  shape  of  the  larger  wind  instruments,  i^norin^  the  fact  that  in  a  phono- 
graph tonearm  there  is  no  air  pressure  to  force  the  sound  around  the  curves. 

Upsetting  pet  theories  to  the  contrary,  the  straight  tube  and  the  square  turn  of  the 
Scotford  Tonearm  ^ive  tone  results  of  superior  quality.  The  proof  is  in  the  playing. 
None  of  the  overtones  are  lost  in  the  passage,  but  the  tones  are  delivered  outward  in  full 
power  and  clarity.  None  of  the  usual  phonographic  sharpness  and  thinness  of  tones — but 
rich,  warm  tones  of  genuine  musical  quality. 

Plays  All  Makes  of  Records 

and  in  turning  the  Reproducer  from  one  positon  to  the  other,  the  needle  remains  on  exactly  the  same  point,  at  the 
same  and  only  correct  an^le.  Get  a  sample  and  test  the  Scotford  in  comparison  with  others.  Decide  for  your- 
self, if  you  know  music — but  if  you  are  not  sure  of  your  own  judgment — call  in  someone  on  whose  authoritative 
opinion  you  may  safely  rely.  The  averag,e  phonograph  man  has  heard  the  other  kind — the  thin  metallic  tone — 
so  much  that  nothing  else  may  sound  quite  rig,ht  to  him.  Remember  "The  familiar  tone  is  the  best-liked  tone." 
He  may  like  his  old  familiar  out-of-tune  piano,  but  in  the  lan^ua^e  of  Goldberg  this  "Doesn't  mean  anything,." 
The  trained  ear  would  condemn  it,  and  the  unprejudiced  public  will  not  choose  the  phonograph  of  the  sharp 
metallic  tone  when  a  comparison  is  made  on  the  dealer's  floor. 

You  May  Safely  Use  the  Scotford  Tonearm 

Your  cabinets  will  sell  readily  and  brin^  repeat  orders  galore  if  you  will  build  the  amplifying  chamber  to 
harmonize  with  the  distinctive  shape  of  the  tonearm.  We  are  prepared  to  furnish  specifications  for  building,  an 
inexpensive  amplifier  which  exhaustive  tests  have  shown  to  ^ive  ideal  results.  We  can  help  you  to  make  yours 
a  phonograph  which  will  ^et  the  decision  in  any  contest. 

It  Need  Not  Cost  You  Anything  to  Test  the  Scotford  Inventions 

Samples  of  the  Tonearm  and  Reproducer  will  be  submitted  on  the  following  conditions:  If  you  are  not 
rated,  send  remittance  with  order  to  cover  the  sample  prices  stated  below,  which  include  postage.  We  refund 
the  full  price  if  the  samples  are  returned  within  a  reasonable  time.  If  you  keep  the  samples  and  order  a  quantity, 
the  sample  price  will  then  be  readjusted  at  the  rate  of  your  quantity  order.  Quantity  prices  will  be  named  to 
quantity  users.  We  su^^est  that  orders  for  samples  specify  one  Tonearm  and  Reproducer  with  Mica  and  one 
extra  Reproducer  with  Micompo,  so  as  to  compare  the  two  diaphragms.  State  whether  Reproducers  should  have 
the  refeidar  "Superior"  nameplate  or  plain  feilt  face. 

With  MICA 
Diaphra^ 

Sample  Nickel  Scotford  Tonearm  and  Superior  Reproducer  .  $9.25 
Sample  Nickel  Extra  Superior  Reproducer   5.75 


With  MICOMPO 
Diaphragm 

$8.50— Gold  $2.00  Extra 
5.00— Gold  1.00  Extra 


Exclusive  Designs  for  Lar^e  Users 


We  have  Design  Patents  pending  on  several  variations  of  the  Scotford  Tonearm  standard  model  illustrated  above.  These  new  designs  are  dis- 
tinctive and  artistic  in  appearance,  and  afibrd  attractive  ornamental  effects  pleasingly  in  harmony  with  the  best  cabinet  styles.  All  embody  the  patented 
mechanical  and  acoustic  principles  of  the  regular  Scotford  Tonearm.  Our  Die  Casting  department  is  prepared  to  produce  the  necessary  special  dies, 
and  we  can  arrange  to  manufacture  as  finished  products  for  the  licensed  exclusive  use  of  large  concerns.  Particulars  may  be  had  on  request 


Barnhart  Brothers  &  Spindler  """""cAGaiL"^^ 

Makers  of  Superior  Specialties  for  Phonographs 


154 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Inviolable  Facts  Boiled  Down— for  the 
Consumption  and  Analyzation  of  the  Trade 


FIRST — That  the  Repeater-Stop  is  the  only  device  made  which  can  be  set  to 
replay  a  record  a  predetermined  number  of  times  in  combination  with  a  positive 
automatic  stop— it  can  also  be  set  to  replay  a  record  continuously,  but  this  is  its 
insignificant  feature. 

SECOND — The  Repeater-Stop  was  invented  in  1913  before  anything  similar 
was  dreamed  of — placed  on  the  market  in  1914,  but  on  account  of  the  World  War  was 
withheld  until  last  January — during  the  interim  it  was  being  tested,  perfected,  and 
improved.  It  was  not  offered  to  the  public  until  pronounced  absolutely  perfect,  in 
January,  1919. 

THIRD — That  our  seven  patents  are  basic  and  cover  all  claims  of  a  reversely 
threaded  screw  and  a  track  bar  adapted  to  be  first  raised  and  then  lowered  in  combi- 
nation with  a  stop  that  is  actuated  by  its  downward  movement. 

FOURTH — That  every  Victor  distributor  and  dealer  knows  how  far  his  Parent 
Company  would  go  in  protecting  their  basic  patents — that  we  are  ready  to  furnish 
anyone  identified  in  the  industry  an  indemnification  bond  of  any  size  at  any  time  and 
any  place. 

FIFTH — That  these  patents  are  absolutely  genuine  and  that  to  protect  them  we 
have  instituted  suit  against  all  infringers,  in  strict  accordance  with  law. 


Everybody  Can  Have  'em 


Price  $7.SO  Retail 


On  account  of  our  increased  facilities  and  production  our  price  has  been  reduced — 

Yes,  and  during  the  Holidays  they're  going  to  sell  like  hot-cakes,  because  they're 
the  only  remaining  refinement  most  phonograph  owners  haven't  got  and  all  phonograph 
owners  want. 

Mr.  Dealer,  you  can  cash  in  this  Fall  on  the  big  demand  for  these  remarkable  little 
instruments  if  you  handle  the  REPFATER-STOP — the  repeating  device  that  stays  sold 
and  brings  more  customers  with  every  sale. 

The  only  device  that  repeats  and  stops ! 

We  take  this  opportunity  of  urging  upon  dealers  the  necessity  for  placing  orders 
early,  as  present  stocks  will  be  exhausted  long  before  the  holiday  season. 


Repeater-Stop 


115  S.  Dearborn  Street 
CHICAGO,  ILLINOIS 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


155 


FROM  OUR  CHICAGO  HEADQUARTERS — (Continued  from  page  152) 


upon  the  poster  it  will  prove  a  profitable  in- 
vestment— an  appealing  and  attention-getting 
advertisement." 

Walter  Magill  Closes  Important  Deal 

What  may  be  considered  one  of  the  biggest 
deals  that  has  been  consummated  in  the  West- 
ern talking  machine  field  so  far  this  year  was 
closed  last  week  when  Walter  Magill,  formerly 
sales  manager  and  advertising  manager  for  the 
Krasberg  Co.,  took  over  the  sales  rights  for  the 
Universal  Stamping  &  Mfg.  Co.  and  the  Sterling 
Devices  Co.  He  will  offer  exclusive  representa- 
tion to  his  eld  clientele  on  the  Saal  motor.  For 
the  latter  concern  he  will  cover  the  entire 
United  States  for  their  attachments  and  uni- 
versal tone  arms.  The  new  Universal  Master 
Model,  No.  20;  talking  machine  motor  will  be 
handled  exclusively  by  Mr.  Magill  from  his  new 
sales  headquarters  on  the  fourteenth  floor  of  the 
Consumers'  Building. 

The  new  organization  will  be  direct  factory 
representatives  and  not  jobbers.  Mr.  Magill  will 
continue  to  take  care  of  his  old  clientele  that 
he  has  worked  up  for  the  past  several  years. 

He  has  made^  arrangements  with  Messrs. 
George  M.  Wilson,  Harry  Engel  and  Geo.  M. 
Cook  to  represent  the  Universal  Master  Model 
20  talking  machine  motor  on  the  road.    Mr.  Wil- 


LAKESIDE 
"ELECTRO-PHONE" 

Three  Models 
RETAILING  AT 

$135  -  $185  -  $225 

Many 
Satisfied  Dealers 

Now  Selling 
These  Machines 

Our  "F&  L" 
Automatic  Stop 
Gives  Entire 
Satisfaction 

Write  for  Prices  on 
this  wonderful  "F&L" 
Automatic  Stop,  for 
use  on  Manual  or 
Electric  Machines. 


For  the  convenience  of 
our  Pacific  Coast  Cus- 
tomers we  have  estab- 
lished a  Western  Divi- 
sion, with  Headquarters 
at  Williams  Bldg.,  San 
Francisco,  Cal. 


STAFFORD  CABINETS 

Attractively  designed,  are  well  made  and  fin- 
ished, and  produced  by  an  organization  of  over 
thirty  years'  standing.  We  will  be  glad  to  tell 
you  of  our  low  prices  either  on  the  cabinet 
unequipped  or  the  complete  phonograph. 

Write  or  call  upon  us  for  prices  covering  your 

needs  this  fall 

E.  H.  STAFFORD  MFG.  CO. 

218  SO.  WABASH  AVE.  CHICAGO 


son  will  have  his  headquarters  at  Williamsport. 
Pa.,  and  will  represent  him  in  the  East,  not  only 
for  the  Universal  motor,  but  for  Saal  and  the 
Sterling  attachments  as  well.  Mr.  Engel  is  at 
present  making  a  trip  through  the  Central  West, 
calling  on  manufacturers  and  familiarizing  them 
with  the  various  motors.  Mr.  Cook  represents 
him  in  the  West. 

This  move  on  the  part  of  the  various  com- 
panies mentioned  above  was  made  for  the  pur- 
pose of  getting  nearer  to  the  trade,  they  believ- 
ing that  by  disposing  of  their  own  selling  forces 
and  coming  together  under  one  sales  head  a 
greater  saving  of  overhead  could  be  effected,  by 


which  the  trade  would  eventually  profit  greatly. 

Mr.  Magill  had  been  connected  with  many  of 
the  large  talking  machine  supply  houses  in  the 
West  for  a  number  of  years  and  is  well  known 
to  the  trade  for  his  salesmanship.  It  is  under- 
stood that  while  connected  with  the  Krasberg 
Co.  his  sales  for  1919  alone  amounted  to 
over  four  million  dollars.  He  recently  resigned 
from  the  Krasberg  Co.,  and  from  there  went 
over  as  sales  manager  for  the  Universal  Stamp- 
ing &  Mfg.  Co.  It  is  his  intention  to  concentrate 
all  his  energies  towards  pushing  these  lines,  and 
he  expects  to  put  on  more  travelers  within  a 
short  time. 


PROPER  DEVELOPMENT  OF  FOREIGN  RECORD  BUSINESS 

L.  L.  Sebok,  of  the  Columbia  International  Record  Department,  Discourses  Most  Interestingly  on 
the  General  Subject  of  the  Foreign  Record  Business  in  This  Country 


Chicago,  III.,  October  6.— L.  L.  Sebok,  in  charge 
of  the  foreign  record  business  of  the  local  Co- 
lumbia office,  is  a  decided  enthusiast  on  this  sub- 
ject. He  believes  that  the  opportunity  in  the 
foreign  record  field  is  great  and  has  some  inter- 
esting statements  to  make  concerning  it.  We 
are  going  to  let  Mr.  Sebok  tell  you  all  about  it, 

"Many  dealers  overlook  the  practical  value  of 
the  foreign  record  trade.  Here  is  an  unusual 
opportunity  which  means  more  dollars  and  cents 
for  every  dealer  who  is  in  a  position  to  sell  for- 
eign records.  How  often  it  is  that  the  sale  of  a 
foreign  record  brings  in  a  customer  for  the  talk- 
ing machine  itself.  An  American  record  interests 
Americans  as  far  as  music  and  rhythm  are  con- 
cerned but  does  not  touch  their  sympathies  any- 
where near  as  much  as  does  a  foreign  record  to 
a  foreigner.  It  pictures  his  youth  and  in  awaken- 
ing the  remembrance  of  his  youth  as  it  does  it 
is  the  simplest  thing  in  the  world  to  sell  him 
records. 

"I  wonder  if  dealers  realize  how  much  easier 
it  is  to  satisfy  a  foreigner  than  a  native  Amer- 
ican. The  Americans  are  intelligent  buyers,  and 
as  a  rule  have  definitely  in  their  minds  what  they 
want  to  purchase.  The  foreigner  is  not  particular 
in  his  selection  of  foreign  music;  simply  he  de- 
sires music  which  reminds  him  of  his  old  folks 


and  old  home.  There  is  hardly  any  of  the  for- 
eign records  which  will  not  do  this. 

"The  foreign  record  trade  is  a  self-advertising 
proposition.  If  you  give  these  customers  the 
proper  service  and  treat  them  as  human  beings 
you  will  find  them  the  most  loyal  of  customers. 
Not  only  do  they  buy  themselves,  but  they  tell 
their  friends  and  relatives  about  your  store.  I 
have  known  of  many  instances  when  an  accom- 
modating dealer  has  secured  this  class  of  business 
from  greatly  remote  customers. 

"The  dealer  very  often  asks,  'how  can  I  handle 
foreign  record  trade  if  my  sales  people  do  not 
speak  foreign  languages;'  I  can  answer  this  by 
stating  that  a  knowledge  of  foreign  languages  is 
iiot  necessary  to  the  sale  of  foreign  language  rec- 
ords. Simply  hand  your  customer  a  catalog  of 
the  language  in  which  he  is  interested,  and  leave 
the  rest  to  him.  In  case  he  is  illiterate,  hand  him 
{Continued  on  page  157) 


WE  ILLUSTRATE.THE 

"HANDY"  "^ffip"'' 

WE  ALSO  MAKE  IT  STATIONARY 

Nothing  better  made  for  Clamping  and 
Squaring  Talking  Machine  Cabinets 

Write  foriCatalogue.of  Clamping  Machines 
for  "Domes'*  and  for  all  purposes, 

VENEER  PRESSES  AND  CLAMPS 

HANDY  MFG.  CO. 

27  E.  Madison  St.,  Chicago,  III. 


Equip  Your  Phonographs  With 

Perfect  Automatic  Brakes 


Samples 
$1.00  Each 

Caih  with  order 

State  make 
of  loDc  arm  nied 


Also  made 
with  long 
brake  shoe 
for  1  inch 
offset 


PatcDIed  Aut.  28.  '17 


Simple  construction  and  easily  attached. 
Made  in  four  styles  to  fit  any  make  of  tone  arm. 

Write  for  atlraellvc  quantity  prtci 

PERFECT  AUTOMATIC  BRAKE  CO. 

Room  400,  425  S.  Wabash  Ave.,  Chicago 


156 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


157 


FROM  OUR  CHICAGO  HEADQUARTERS— (Continued  from  page  155) 


a  bunch  of  records  and  tell  him  to  play  them 
over.  Quite  simple,  is  it  not? 

"Another  'argument'  made  by  the  dealer  against 
foreign  record  business  is  in  the  matter  of  order- 
ing. He  claims  that  he  cannot  know  the  best 
selling  records  in  various  languages.  The  best 
answer  to  this  is  that  if  the  dealer  has  a  fair  de- 
mand for  a  certain  language  he  should  carry  the 
entire  stock,  or  he  can  carry  such  a  stock  as  is 
recommended  by  his  jobber.  In  regard  to  what 
to  suggest  to  the  customer  there  are  only  three 


house  than  to  play  a  few  beautiful  selections  of  the 
Italian  mandolin  orchestra,  Russian  Balalaika 
band,  French  military  band  and  so  forth;  even 
Chinese  music  appeals  as  a  novelty." 


L.  L.  Sebok 

different  kinds  of  foreign  records:  song,  instru- 
ment and  comics.  You  simply  find  which  of 
these  three  types  appeal  to  your  customer,  and 
then  proceed  to  give  him  an  assortment  of  the 
particular  kind  in  which  he  is  interested.  It  is 
a  significant  fact  that  the  foreign  record  pur- 
chaser as  a  rule  purchases  several  records  at  one 
time,  while  more  than  80  per  cent  of  the  sales 
of  American  records  are  one-record  sales. 

"It  is  hardly  necessary  to  emphasize  the  im- 
portance of  mailing  lists  in  promoting  foreign 
record  trade,  but  while  the  American  customer's 
mailing  list  is  built  up  by  consulting  the  respec- 
tive statistics  of  banks,  town  clerks,  city  direc- 
tories, telephone  books  and  so  forth,  the  foreign 
mailing  list  is  secured  best  by  getting  in  touch 
with  the  social  gatherings  of  the  customers  you 
wish  to  reach.  The  factory  foreman  can  give 
valuable  information.  The  priests  and  the  other 
heads  of  churches  can  very  often  be  induced  to 
give  names  of  members  of  their  congregations. 

"The  foreign  record  business  is  easily  and  ef- 
fectively handled  by  mail  order.  For  years  re- 
tail merchants  have  been  successfully  using  this 
method.  They  are  very  receptive  of  good  ad- 
vertisements. The  foreign  newspapers  published 
in  this  country  offer  an  excellent  medium  for 
the  use  of  the  retail  dealer  for  advertising  his 
stock  of  foreign  records. 

"Canvassing  is  another  successful  method  of 
reaching  this  class  of  trade.  Generally,  foreigners 
will  be  found  occupying  a  certain  part  of  the  city 
or  town  in  which  the  dealer's  store  is  located,  and 
it  is  easy  systematically  to  cover  all  prospects. 

"The  matter  of  window  dispay  needs  as  much 
attention  dealing  with  the  foreigner  as  with 
the  straight  American  trade.  His  foreign  records 
should  be  displayed  in  a  properly  attractive  man- 
ner. The  reason  the  average  person  spends  more 
money  in  a  cafeteria  than  in  a  regular  restaurant 
is  probably  because  the  different  dishes  are  so 
well  displayed  in  the  former  that  we  are  tempted 
to  take  more  than  we  would  otherwise. 

"Just  a  word  concerning  the  dealer  who  has 
no  demand  from  a  foreign  element.  It  is  a  very 
good  idea  for  any  dealer  to  carry  the  instrumental 
selections  of  foreign  records  simply  as  a  novelty 
proposition.  Properly  presented,  it  can  always  be 
sold  to  the  American  customer.  There  can  be  no 
better  entertainment  when  company  is  in  the 


TRNSALES  AMBASSADORS  ACTIVE 

St.  Louis,  Mo.,  October  8. — Geo.  Phelps,  of  the 
Tri-Sales  Co.,  has  left  on  an  extended  trip 
through  Missouri,  Kansas  and  Colorado  in  the 
interests  of  the  Portophone.  M.  I.  Mayer  is  now 
visiting  the  trade  in  Texas  and  Southwest. 

Fred  Gausch,  of  the  Tri-Sales  staff,  recently 
returned  from  a  trip  to  Iowa,  bringing  with  him 
substantial  orders  together  with  optimistic  re- 
ports of  the  business  situation  in  this  territory. 
J.  t.  Dycus,  who  formerly  covered  Michigan 
territory  for  the  company,  is  now  visiting  the 
trade  in  New  York  State. 


H.  F.  THORNELL  IS  SUPERVISOR 

H.  F.  Thornell,  who  is  well  known  throughout 
the  talking  machine  trade,  has  been  appointed 
supervisor  of  sales  ,of  the  Eject-O-File  Co.  of 
High  Point,  N.  C.  Mr.  Thornell's  thorough 
knowledge  of  the  industry  and  his  great  en- 
thusiasm over  Eject-O-File  cabinets  and  filing 
system  fit  him  particularly  for  the  important 
post  he  now  occupies.  Mr.  Thornell  was  a 
recent  visitor  to  New  York  City.  He  reported 
he  had  just  completed  a  remarkable  trip  through 
the  Western  territory  in  the  interests  of  the 
Eject-O-File  line.  He  found  jobbers  were  en- 
thusiastic and  backed  up  their  enthusiasm  by 
substantial  orders  for  the  Eject-O-File  Co. 


The  Malarkey  Music  House,  Pottsville.  Pa., 
has  moved  from  South  Second  street  to  the 
Moyer  Building  on  Center  street. 


ATTENDED  THE  WORLD'S  SERIES 

W.  D.  Andrews,  of  the  W.  D.  Andrews  Co., 
Victor  wholesalers  of  Syracuse,  N.  Y.,  and  his 
brother.  C.  N.  Andrews,  of  W.  D.  and'  C.  N. 
Andrews,  Buffalo,  were  in  New  York  early  this 
month  for  the  avowed  purpose  of  atte'iding  the 
opening  games  of  the  world  series  in  Brooklyn. 


Period  Consoles 


►  »  •  •  >  B  1,  •  »  ♦  » 


Chippendale 
Model 


A  Value 
Revelation 


The  Grande 


CHIPPENDALE 
ADAM 
WILLIAM  ^ MARY 


ALL  FINISHES 

Waxed  or  polished 
Golden  Oak,  Fumed 
Oak,  Jacobean.  Red 
or   Brovv'n  Mahogany. 


Less  Than  Uprights 


Direct  from 
the  Factory 


Never  before  has  anyone  attempted  a  Period  Console 
at  LESS  THAN  THE  PRICE  OF  AN  UPRIGHT. 

This  offer  of  the  GRANDE  CONSOLE  in  Chippen- 
dale, Adam  and  William  and  Mary  Period,  in  all  fin- 
ishes, is  a  value-giving  revelation. 

The  Grande  plays  all  makes  of  disc  records  without 
added  attachments,  but  with  a  tonal  distinction  ex- 
pressive of  musical  mastery. 

In  nobility  of  design  and  character  of  workmanship 
as  well  as  in  its  super  standard  of  equipment,  it  reveals 
profit-making  possibilities  that  every  live  dealer  cannot 
fail  to  recognize. 

At  least  write  for  our  offer. 

By  concentrating  our  entire  factory  production  of  the 
highest  efficiency  on  these  Period  models,  we  have  at- 
tained a  remarkably  low  manufacturing  cost. 

By  eliminating  all  middlemen,  and  selling  direct  to  the 
dealer,  we  have  cut  the  selling  cost  to  the  bone. 

That's  why  these  Consoles  are  less  than  Uprights 
of  equal  quality  standard. 

Surely  this  offer  at  least  commands  your  investigation. 


Write  For  Offer 


Today 


The  present  very  active  demand  for  Period  Consoles  will 
multiply  many  fold,  when  this  sensational  price  announce- 
ment on  the  GRANDE  is  heralded. 
Prepare  for  your  share  in  this  Phonograph  Profit  stimulus. 
Write  to-day  for  illustrations,  prices  and  full  details. 
Don't  put  this  to  one  side.    YOU  WILL  FORGET. 

GRANDE  PHONOGRAPH  CO.,  25  W.  Lake  St.,  Chicago 


158 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


POSSIBILITIES 


[Editor's  Note: — This  is  the  fourth  of  a  new  series  of 
articles  by  William  Braid  White,  to  be  devoted  to  the 
fundamental  problems  of  sound  recording  and  reproduction, 
the  writer  believing  that  he  can  open  up  a  new  avenue  for 
research  and  general  trade  interest.  We  commend  these 
articles  to  the  consideration  of  those  who  are  interested  in 
featuring  and  developing  the  musical  possibilities  of  the 
talking  machine.] 

MORE  PROBLEMS  IN  RECORDING 


Among-st  the  problems  which  have  already 
been  mentioned  in  these  articles  as  presenting 
greater  or  lesser  difficulties  to  the  recorder,  none 
are  more  important  than  those  which  relate  to 
instrumental  characteristics.  Every  musical  in- 
strument or  group  of  instruments  possesses  cer- 
tain characteristics  which  are  well  known,  of 
course,  to  the  musician.  These  characteristics 
appeal  to  the  musician  as  in  their  musical  sense 
only.  He  thinks  of  them  in  relation  to  their 
distinguishing  musical  features  and  judges  them 
cxclusivel}-  in  accordance  with  their  musical 
values.  The  tone  qualities  of  the  various  in- 
struments are,  to  him,  interesting  only  as  so 
many  additional  colors  or  tints  on  his  musical 
palette  which  he  uses  as  he  wills. 

But  when  we  come  to  consider  the  matter  of 
recording  and  reproducing  the  sounds  of  these 
instruments,  the  condition  is  altogether  different. 
Instead  of  thinking  of  them  in  connection  with 
their  musical  value  and  with  nothing  else,  we 
are  obliged  to  think  of  them  in  connection  with 
their  greater  or  lesser  adaptability  to  the  uses 
of  the  talking  machine.  In  this  respect  we  soon 
find  that  we  must  make  an  altogether  new  classi- 
fication. 

Many  instruments  which  musically  have  al- 
ways been  the  most  convenient  and  simple,  the 
most  deservedl)-  popular,  are  found  to  be  rela- 
tively ill-adapted  to  the  use  of  the  talking  ma- 
chine, in  that  thej^  do  not  make  clear  and  satis- 
factory records.  Others,  again,  which  are  less 
popular  in  themselves,  make  the  best  of  records. 

The  reasons  for  all  these  conditions  are  in 
reality  not  difficult  to  understand.    A  little  ex- 
amination of  the  facts  will  show  clearly  much 
that  at  first  sight  appears  to  be  obscure. 
The  Material  of  Recording 

In  the  first  place  it  should  be  remembered  that 
the  recording  apparatus  comprises  a  disc  of  soft 
wax}^  material,  in  which  are  to  be  received  the 
motions    of    the    needle.     The    onlj'  practical 


method  of  providing  contact  between  the  needle 
and  the  source  of  sound  itself  is  by  means  of 
the  atmosphere  conveyed  through-  a  horn  and 
soundbox.  Now  it  is  instantly  evident  that  such 
a  method  of  providing  the  necessary  contact  is 
satisfactory  almost  inversely  in  proportion  to 
the  nearness  of  the  source  of  sound.  That  is  to 
say,  the  more  nearly  and  directly  the  source  of 
sound  can  be  directed  towards  the  horn,  the  bet- 
ter will  be  the  results,  other  things  being  equal. 
For  instance,  a  voice  or  a  violin  can  be  actually 
thrown  into  the  horn,  under  proper  guidance, 
and  the  result  is  usually  very  good,  often  of 
surpassing  goodness.  But  the  sound  of  a  piano 
cannot  be  directed  towards  the  horn  .but  must 
to  a  certain  extent  diffuse  itself  through  the 
space  necessarily  intervening,  so  that  the  result 
is  never  so  satisfactory.  I  have  already,  in 
previous  articles,  shown  what  direction  is 
taken  by  the  various  defects  which  operate  in 
the  recording  of  piano,  orchestra  and  band 
tone. 

The  Directing  of  Sound 

It  would  therefore  seem  to  be  fairly  obvious 
that  the  problem  of  securing  satisfactory  record- 
ing from  such  instruments  or  groups  of  instru- 
ments as  cannot  be  satisfactorily  directed  into 
the  horn,  is  largely  one  of  controlling  the  direc- 
tion of  travel  of  air-waves  set  in  motion  by  the 
source  of  sound,  and  of  eliminating  reflections 
and  echoes.  Possible  methods  for  doing  this 
have  been  discussed  in  previous  articles. 

But  there  is  another  side  to  the  question.  The 
peculiar  properties  of  each  instrument  in  re- 
spect of  the  manner  in  which  its  tone  is  pro- 
duced, deserve  more  serious  study  than  they 
have  yet  received.  It  is  not  possible  to  go  into 
details  at  length,  but  a  few  remarks  may  be 
made  which  will  perhaps  clear  up  the  situation 
somewhat. 

The  Important  Division 

For  the  purposes  of  the  record,  and  apart 
from  all  other  considerations,  it  is  fair  to  di- 
vide all  musical  instruments  into  two  special 
classes;  those  which  do  and  those  which  do  not 
sustain  their  tones.  To  the  former  class  belong 
ihe  wind  instruments,  and  the  stringed  instru- 
ments played  by  a  bow.  To  the  latter  belong 
the  piano,  the  harp,  mandolin,  guitar  and  other 
stringed  instruments  played  by  a  plectrum,  and 


Mr.  Victor  Dealer: 

is  Victor  Supremacy 

Reflected 

by  the  smart,  up-to-the-minute  equip- 
ment and  intelligent  selling-serving 
personnel  of  your  store? 

IF  EVER— WHY  NOT  NOW? 


TALKING  MACHINE  CO. 

BIRMINGHAM 

VICTOR  JOBBERS  EXCLUSIVELY 


the  various  percussion  instruments  such  as  xylo- 
phone, dulcimer,  cembalo,  drums,  etc,  etc.  The 
snstained-tone  instruments,  as  they  may  be 
called,  are  all  more  satisfactory  as  recorders 
than  the  others.  It  will  be  noticed  that  the 
record  of  a  stringed  quartet  is  likely  to  be  al- 
most perfect  everywhere  except  in  the  higher 
tones,  whilst  solos  by  clarinets,  flute,  French  horn 
and  all  wind  instruments  which  are  not  too  noisy 
and  powerful,  are  often  wonderfully  fine  and 
always  satisfactorj'.  Violin  and  'cello  solos  are 
also  very  good  in  almost  all  cases. 

On  the  other  hand,  as  we  all  know,  solos  or 
concerted  work  b}'  the  instruments  of  the  second 
class  are  usually  not  so  satisfactory  and  are 
often  very  bad.  It  is  worth  while  to  note  that 
in  each  case  the  difficulty  arises  in  two  ways: 
First,  in  the  impossibility  of  getting  the  sound 
into  the  horn  without  echoes,  and  secondly,  in 
the  likelihood  of  very  violent  moments  of  sound 
which  violently  affect  the  needle  and  cause  the 
unpleasant  result  known  as  "blasting."  In  these 
two  causes  lie  all  the  reasons  for  the  difficulty 
of  obtaining  perfectly  satisfactory  records  of  the 
sounds  of  these  instruments. 

The  Solution  of  Sound  Direction 

I  have  already  shown  that  the  problem  of 
getting  the  sound  into  the  horn  can  be  solved, 
at  least  in  great  .part,  by  the  adoption  of  a 
specially  devised  room,  built  of  special  material 
with  a  special  curvature.  In  reference,  however, 
to  the  matter  of  "blasting"  it  is  evident  that 
the  problem  is  much  more  complicated.  With 
almost  every  percussion  instrument  save  the 
piano  and  drums,  the  tone  volume  may  be  held 
fairly  constant  without  unsatisfactory  effect. 
The  drums  do  not  count  and  it  rema,ins  that  the 
piano  is  the  sole  representative  of  the  dangerous 
"blasters,"  since  all  other  instruments,  including 
the  human  voice,  can  be  so  managed  as  to  pre- 
vent blasting  and  to  obtain  clear  reproduction 
of  their  tones  on  the  record. 

A  New  Piano  Needed 

With  the  piano  it  is  only  possible  to  say  that 
no  solution  will  be  found  until  a  new  and  special 
instrument  has  been  designed  for  the  purpose. 
Such  a  piano  should  be  made,  first,  to  fit  into 
the  parabolic  room  which  I  have  imagined  in 
previous  articles.  It  should  be  so  built  that  the 
vibrations  of  the  soundboard  can  be  taken  di- 
rectly on  to  the  recording  apparatus,  and  in  a 
manner  which  will  not  permit  the  incrowding 
of  echoes.  It  should,  finally  be  made  in  such 
a  manner  that  piano  tone  and  nothing  else,  finds 
its  wa}-  into  the  record. 

In  a  word,  it  is  no  longer  useful  to  trj'  to 
accommodate  the  unyielding  facts  to  what  hap- 
pens to  be  the  present  method  of  making  pianos. 
A  piano  must  be  made  to  fit  the  requirements 
of  recording.  This  can  be  done  as  soon  as  those 
who  have  the  art  of  recording  in  their  hands 
choose  to  specif}^  what  they  want.  The  subject 
is  most  interesting  and  in  a  future  article  I  shall 
trj'  to  show  practically  what  I  mean  by  such  a 
special  piano,  and  how  it  may  be  practicallj'  de- 
signed and  constructed. 


INTRODUCES  NEW  TONE  ARM 


William  Phillips,  president  of  the  Mutual 
Talking  iMachine  Co.,  the  Supreme  Phono  Parts 
Co.  and  the  Manhattan  Phono  Parts  Co.,  New 
York  City,  has  recently  added  another  tone  arm 
of  improved  design  and  construction  to  the 
large  line  of  tone  arms  which  he  is  already  pro- 
ducing. Mr.  Phillips  finds  that  business  through- 
out the  industry,  while  not  undergoing  the  tre- 
mendous rush  of  war  time,  is  entirely  satisfac- 
tory. More  attention  than  ever,  he  reports,  is 
being -given  to  the  subject  of  tone  arms  by  the 
manufacturers  and  the  importance  of  securing 
the  proper  tone  arm  for  their  individual  require- 
ments is  increasingly  realized. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


159 


I 


I 


I 


OFFERS  A  BETTER  VALUE 

TO  THE  DEALER  TO  THE  CUSTOMER 


50% 


DISCOUNT 
ON  SAMPLES 


D  EALIZING  from  our  own  ex- 

perience  the  position  in 
which  the  dealer  is  placed — the 
fact  that  the  busy  season  is  about 
here  and  many  other  reasons  pre- 
venting your  visiting  our  warerooms  at 
this  time — we  make  this  unprecedented 
offer  on  a  machine  which  comparison 
will  show  to  lisi  for  a  great  deal  less. 
Take  into  consideration  the  high  class 
equipment,  workmanship,  style  and 
finish.   Order  at  this  price  immediately. 

TWO  SIZES  ONLY  IN  THIS  LINE 
THE  BEST  SELLERS  MADE 


SHOWING  THE  BEAUTIFUL  FLUSH  TOP 

Two  Sizes— No.  225— Height,  51",  Width,  23",  Depth,  25" 
No.  175-Height,  48\  Width,  21",  Depth,  23" 

Highest  grade  double  spring  motor.  Will  play  4  to 
5  records  with  one  winding.  Equipped  with  electric 
light,  enabling  the  user  to  see  the  edge  of  record  at  all 
times.  Fletcher-Wickes  tone  arm  and  reproducer  with 
adjustment  to  play  all  records  at  their  best.  Double 
braced  all  wood  tone  chamber.  Perfection  in  quality, 
design  and  finish. 

LIST  PRICE 

No.  175— $175.00.  Our  price  to  you  only  $  87.50 
No.  225— $225.00.   Our  price  to  you  only  $112.50 

Order  at  this  price  at  once  for  your  Holiday  Trade. 
Don't  miss  this  liberal  offer. 


12-20  NORTH  MICHIGAN  AVE. 


Perfection  in  Design,  Quality  and 
Finish.    Oak  and  Mahogany. 


CHICAGO,  ILL. 


160 


THE   TALKING    MACHINE  WORLD 


October  IS,  1920 


AN  IMPORTANT  SALES  CONVENTION 

Entire  Sales  Staff  of  Philadelphia  Show  Case 
Co.  Gathered  in  Philadelphia  to  Discuss  Busi- 
ness Problems  and  Plan  Campaign 


Philadelphia,  Pa.,  October  4. — An  important 
meeting  of  the  entire  sales  force  of  the  Phila- 
delphia Show  Case  Co.,  this  city,  was  held  at 
the  City  Club  on  Saturday  last  in  order  to  dis- 
cuss problems  connected  with  the  manufactur- 
ing and  selling  of  the  products  handled  by  that 
company.  The  meeting  was  called  together  by 
Graham  French  and  was  in  direct  charge  of  F. 
H.  Owens,  head  of  the  company's  sales  staff. 
There  were  present  representatives  of  three 
trade  interests  for  which  the  Philadelphia  Show 
Case  Co.  acts  as  distributor,  they  being:  Price, 
the  Bubble  Book  man  of  New  York;  George 
H.  Bliss,  general  manager,  and  Oscar  W.  Ray, 
manager  of  sales  of  the  Melodee  Music  Co.,  New 
York,  and  G.  I.  Stanton,  of  the  General  Phono- 
graph Corp.,  New  York,  manufacturers  of  the 
Gkeh  records.  All  the  visitors  made  special 
addresses. 

There  were  twenty-seven  of  the  Philadelphia 
Show  Case  Co.'s  salesmen  present,  coming  from 
every  section  of  the  company's  territory.  The 
object  of  the  meeting  was  to  discuss  important 
matters  relating  to  manufacturing  and  selling, 


"Does  It  Play  All  Records?" 

Certainly  MAGNOLA  does;  and  without  any  extra 
attachments,  too.  This  is  only  one  feature,  ^albeit  a 
most  important  one,  in  the  thoroughly  up-to-date  equip 
ment  of  the  MARVELOUS  MAGNOLA. 

MAGNOLA  "Built  by  Tone  Specialists" 


W&tcKirjj  tKe  Music  Cotne  Out 


May  we  send  you  our  handsome  illustrated  catalog 
chock  full  of  information  concerning  the  wonderful 
construction  system  of  Magnola  and  the  beauties  of 
its  musical  results,  its  artistic  appearance  and  its 
mo't»-i  ite  price  ? 

Send  your  name  and  let  us  tell  you  morel 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ.  Pruldent 

Gnnflfal  OfflcM  Southern  Wholesale  Branch 

;il    MILWAUKEE   AVENUE  IS30  CANDLER  BLDG. 

CHICAGO  ATLANTA,  OA. 


and  to  secure  and  distribute  first-hand  informa- 
tion regarding  various  products,  the  new  num- 
bers offered  in  the  rolls  and  records,  and  other 
matters  of  timely  interest. 

The  meeting  was  called  to  order  at  10  o'clock 
in  the  morning  and  was  continued  until  5:30 
p.  m.  All  the  visitors  from  out  of  town  ex- 
pressed themselves  as  being  very  much  pleased 
with  what  the  company  has  been  doing  here  with 
respect  to  future  business.  The  talks  were  highly 
illuminating.  Every  point  made  was  brought  out 
forcibly,  and  it  was  an  especially  beneficial  meet- 
ing, both  from  the  educational  and  the  fraternal 
standpoint.  It  was  the  first  time  that  the  repre- 
sentatives of  the  manufacturing  companies  had 
had  the  chance  of  meeting  all  of  the  members 
of  the  Philadelphia  Show  Case  Co.'s  entire  sales 
force.  The  company  has  taken  over  the  Vir- 
ginia and  West  Virginia  territory  for  the 
handling  of  the  Sonora. 

HILDEBRAND  WITH  EMERSON  CO. 

Popular  Tenor  and  Musical  Comedy  Star  Makes 
Initial  Recordings  for  This  Company 


The  Emerson  Phonograph  Co.  announced  this 
week  that  Fred  Hildebrand,  tenor  comedian  and 
musical   comedy   star,   will  make  records  ex- 


Fred  Hildebrand 

clusivcly  for  the  Emerson  library.  Mr.  Hilde- 
brand's  first  records  will  be  announced  shortly, 
and  Emerson  dealers  will  undoubtedly  welcome 
this  addition  to  the  fast-growing  list  of  popular 
artists  recording  exclusively  for  the  Emerson 
list. 

Mr.  Hildebrand  has  appeared  in  many  musical 
comedy  successes  during  recent  years,  and  at 
the  present  time  is  the  star  of  a  new  Shubert 
show,  "The  Girl  in  the  Private  Room."  This 
musical  comedy  is  playing  to  capacity  houses  on 
the  road,  and  is  scheduled  to  open  at  the  Central 
Theatre,  New  York,  ne.xt  week. 


WILL  EXTEND  ACTIVITIES 

The  Sonora  Phonograph  Co.  announced  this 
week  that  until  a  permanent  distributor  is  ap- 
pointed for  Virginia  and  West  Virginia,  Sonora 
sales  in  that  territory  will  be  taken  over  by  the 
Smith,  Kline  &  French  Co.,  Philadelphia,  Pa., 
who  are  now  Sonora  distributors  for  Pennsyl- 
vania and  Maryland. 

The  Smith,  Kline  &  French  Co.  have  ware- 
houses in  Pittsburgh  and  Baltimore  from  which 
Virginia  and  West  Virginia  dealers  will  be  sup- 
plied. An  experienced  Sonora  salesman  repre- 
senting the  Smith,  Kline  &  French  Co.  is  now 
visiting  the  trade  in  Virginia  and  West  Virginia 
and  nothing  will  be  left  undone  to  co-operate 
with  Sonora  dealers  in  this  territory. 


NEW  VICTOR  STREET  CAR  CARD 

The  advertising  department  of  the  Victor  Co. 
has  had  prepared  an  attractive  street  car  card 
for  the  use  of  dealers  in  developing  holiday  busi- 
ness. In  one  corner  of  the  card  is  a  timely 
illustration  with  a  Victrola  as  the  feature,  while 
the  heading  of  the  text  reads:  "Be  Sure  It  Is  a 
Victrola  This  Xmas." 


LOOK  FOR  SUBSTANTIAL  TRADE 

New  Haven,  Conn.,  October  8. — The  Horton- 
Gallo-Creamer  Co.,  Victor  distributor,  reports 
generally  good  conditions  existing  throughout 
the  territory  covered  by  this  house.  Dealers 
have  their  plans  for  the  Fall  and  Winter  cam- 
paign well  organized  and  expect  that  these  sea- 
sons will  yield  very  substantial  business. 

MAIN-SPRINGS 

For  any  Phonograph  Motor 

Best  Tempered  Steel 


1  In.  X  10  ft.  for   Columbia  E:icb  $0.50 

1  in.  X  13  ft.  for    Victor  Enrb  0.50 

1%  in.  X  18  ft.  for    Victor  E.icb  0.7S 

1  in.  X  12  ft.  for    Heinemnn  Eacb  0.60 

%  in.  X  10  ft.  for  Col.  Patb^-Heineman 

Eaeli  0.50 

lA  in.  X  10  ft.  for  Heineraan   Each  1.20 

1  X  16  ft.  for   Saal    or   Silvertone  Eacb  0.90 


1  in.  X  10  ft.  for  Saal  or  Silvertone.  .Each  0.60 
1     in.  X  16  ft.  for  Sonora  or  Brunswick 

Each  0.90 

%  in.  X  10  ft.  for  all  small  type  machines 

Each  0.45 

IV2  in.  full  size  for  Edison  Disc  Each  2.10 

SAPPHIRES— Genuine 

Patb4  very   best  loud   tone  genuine,  each  15c; 

100  lots,  511.50. 
Edison  very  best  loud  tone,  15c  each  or  $12.00  in 

100  lots. 

MOTORS 

Special    price    on    Krasberg  motors. 
Order  right  from  this  ad. 
Send  for  price  list  of  other  repair  parts. 

The  Val's  Accessory  House 

1000-1002  Pine  St.  St.  Louis,  Mo. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


161 


Applitd  for 

Experienced  Operators  of  Talking 
Machines  Use  Fibre  Needles. 

The  B  &  H  Fibre  Needle  owes  its  present  wide- 
spread popularity  to  the  fact  that  it  has  recruited 
thousands  upon  thousands  of  enthusiasts  upon 
its  own  merits,  discovered  by  talking  machine 
owners  in  their  own  homes  through  actual 
tests. 

Find  the  dyed-in-the-wool  talking  machine 
owner  and  you  will  find  a  user  of  B  &  H  Fibre 
Needles. 

Need  more  be  said? 

Your  success  as  a  merchant  depends  upon 
your  ability  to  5e//  satisfaction.  Failure  to 
recommend  the  only  needle  that  will  not  injure 
the  record — no  matter  how  many  times  played — 
weakens  your  position  in  the  eyes  of  a  customer 
who  later  finds  it  out. 


B  &  H  Fibre  Mfg.  Co. 


162 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


It  is  anticipated  that  a  great  phonograph  and  record  busi- 
ness will  be  done  this  coming  Holiday  season.  Will  you  be  pre- 
pared for  it? 

\A'e  can  completely  rearrange  or  install  a  new  department 
in  p'entv  of  time.  Our  average  shipments  during  the  last  month 
were  two  weeks  from  date  of  receipt  of  the  order,  proving 
our  ability  to  complete  any  department  in  time  for  Holiday  busi- 
ness. 


Plans  and  Estim^.tes  promptly  submitted. 


VanV^en 


OMPANY 


INC. 


12  YEARS  OF  STUDY  AND  EXPERIENCE  J N 
BUILDING  AND  PLANNING  MUSIC  STORES 


'  Hearing  5(S)MS  •^coi9)^cks-  GbuNXERS  • 


EXECUTIVE  OFFICE 
47-49  WEST  34th  STREET 
NEW  YORK  CITY 


SALES  OFFICE 
1711  CHESTNUT  STREET 
PHILADELPHIA 


ROOM  706 
7  WEST  MADISON  STREET 
CHICAGO 


1 


Ann 


BRUNSWICK  OCTOBER  DISPLAY       CALDWELL  MUSIC  CO.  TO  OPEN  SOON    VICTOR  ARTISTS  TO  VISIT  NEWARK 

Attractive  Window  Arrangement  Prepared  for     Brunswick  Will  Be  Carried  in  New  Store  to  Be     Series  of  Concerts  to  Be  Given  by  Famous  Vic- 
Brunswick  Dealers  by  Einson  Litho,  Inc.  Established  by  M.  D.  Greer  and  S.  Benson  tor  Artists  During  Coming  Season 


Herewith  is  shown  a  picture  of  the  October  C 
Brunswick  window  display  as  designed  by  Ein-  and 


Brunswick  Dealers'  Artistic  Window   Display  for  October 

son  Litho,  Inc.,  New  York.  This  window  dis- 
play is  handsomely  lithographed  in  colors  and 
strikes  a  colorful  note  in  harmony  with  Fall 
merchandising.  As  may  be  seen,  the  display 
emphasizes  the  versatihty  of  the  Brunswick 
phonograph  and  the  wide  choice  possible  in  the 
Brunswick  library  both  in  classical  and  popu- 
lar music.  This  window  display  service  is  a 
monthly  feature  of  the  Brunsvvick-Balke-Col- 
Icnder  Co.  and  is  designed  to  meet  the  needs  of 
Brunswick  dealers  in  all  parts  of  the  country. 
The  displays  are  ready  in  ample  time  for  sea- 
sonable distribution  to  dealers  and  are  to  be 
released  at  regular  intervals. 


ALDWELL,  N.  J.,  October  7. — Melvin  D.  Greer 
Sigwald  Benson  have  completed  arrange- 
ments for  the  opening 
of  a  music  store  in 
this  city  to  be  known 
as  the  Caldwell  Music 
Shop  and  will  be  lo- 
cated at  380  Bloom- 
field  avenue.  The 
agency  for  the  Bruns- 
wick has  been  secured 
and  in  addition  to  the 
talking  machine  and 
record  lines,  pianos, 
music  rolls  and  other 
musical  good's  will 
also  be  handled.  The 
manager  for  the  new 
store  has  not  yet  been 
named,  but  it  is  ex- 
pected that  an  an- 
nouncement will  be 
forthcoming  shortly. 
The  shop  itself  will 
soon  be  thrown  open 
to  the  public. 


Newark,  N.  J. — October  7. — Announcement  has 
been  made  by  Collings  &  Co.,  Victor  distribu- 
tors of  this  city,  that  during  the  coming  Fall 
and  Winter  season  twelve  exclusive  Victor  Red 
Seal  artists  will  appear  in  concerts  at  the  New- 
ark Armory.  The  first  of  the  series  will  be  held 
on  November  4  and  Geraldine  Farrar  will  be 
the  featured  artist.  Other  concerts  will  be  held 
as  follows:  November  8,  Mme.  Schumann- 
Heink;  November  26,  Jan  Kubelik,  violinist; 
January  24,  1921.  Mme.  Homer  and  her  daughter, 
Louise;  March  14,  Gluck  and  Zimbalist,'  soprano 
and  violinist.  Other  appearances  for  which 
dates  have  not  been  fixed  as  yet,  are:  Mme. 
Galli-Curci,  in  February;  Enrico  Caruso,  March 
or  April;  Sergei  Rachmaninoff,  February,  and  the 
Philadelphia  Orchestra. 


MEMPHIS  HOUSE  TAKES  ON  STARR 


The  Stewart-Jones  Furniture  Co.,  Memphis, 
Tenn.,  has  taken  on  the  Starr  line  of  phono- 
graphs and  records.  The  talking  machine  de- 
partment has  recently  been  enlarged  and  im- 
proved and  several  new  demonstration  booths 
have  been  installed. 


JOBBERS  AND  LARGE  DEALERS 

We  offer  a  line  of  high-class  machines  to  jobbers  and 
dealers  where  we  are  not  already  represented.  Liberal 
discounts,    prompt  delivery    and    earnest  co-operation 

IT  WILL  PAY  YOU  TO  INVEST/GATE 

INDEPENDENT  TALKING  MACHINE  CO.,  INC. 

12  EAST  42nd  STREET.  NEW  YORK  CITY 

Southern  Distributors,  5  Governor  Street,  Richmond.  Va. 

New  England  Branch  Office.  105  Washington  Street.  Boston  Mass. 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


163 


BABE  RUTH  RECORDS  IN  DETROIT 

Novel  Window  Display  by  Standard  Drug  Co. 
of  Pathe  "Babe"  Ruth  Records  Causes  Sensa- 
tion and  Brings  Satisfactory  Results 


Detroit,  Mich.,  October  11. — The  Standard  Drug 
Co.,  Pathe  dealer,  installed  an  entirely  novel 
window  display  featuring  "Babe"  Ruth  Pathe 
phonograph  records  on  Saturday.  The  success 
of  this  window  display  has  been  so  great  that 
it  IS  planned  to  have  it  remain  the  entire  week. 
A  startling  effect  was  obtained  by  cutting  a  base- 
ball in  half  and  gluing  it  on  opposite  sides  of  the 
window.  Lines  simulating  cracks  were  made  on 
the  window  radiating  in  all  directions  from  the 
ball,  giving  the  realistic  effect  of  a  broken  win- 
dow. A  window  card  stated  that  this  was  one 
of  "Babe's"  recent  home  runs  direct  from  the 
local  field. 

The  display  window  was  also  dressed  follow- 
ing the  baseball  theme  and  linked  up  with  the 
"Babe"  Ruth  Pathe  record.  To  add  to  the 
reftlism,  a  man  in  baseball  uniform  paraded  con- 
tinuously up  and  down  the  block  on  which  the 
vvarerooms  were  located,  swinging  a  bat  and 
wearing  placards  advertising  this  record.  A 
downstairs  counter  close  to  the  entrance  ^va"; 
given  to  the  record  at  the  same  time.  Early 
reports  stated  that  results  are  already  beyond  ex- 
pectations. 


NEW  LINE  OF  FILING  CABINETS 


Ogden  Sectional  Cabinet  Co.  to  Make  and  Intro- 
duce the  "You-Nit"  Cabinets 


Lynchburg,  Va.,  October  2. — The  Ogden  Sec- 
tional Cabinet  Co.  of  this  city,  which  has  for 
many  years  produced  sectional  filing  cabinets 
and  units  of  filing  racks  for  the  dealer,  is  now 
bringing  out  a  line  of  filing  cabinets  for  the 
home.  The  brand  name  of  this  line  is  partic- 
ularly fitting  and  descriptive.  They  will  be 
known  as  the  "You-Nit"  cabinets.  This  name 
was  constructed  to  aptly  describe  their  forming 
01  a  single  unit  between  the  table  model  ma- 
chine and  the  cabinet  it  is  placed  upon.  They 
are  designed  to  fit  all  makesi  and  form  a  unit 
with  the  machine  both  in  construction  and  de- 
sign, material  and  finish.  A  special  design  will 
be  produced  for  each  model,  make  and  size  of 
machine.  The  filing  equipment  within  the  cab- 
inet will  be  the  same  efficient  and  simple  system 
that  has  made  the  larger  dealers'  cabinets  pop- 
ular. The  large  Ogden  plant  on  Salem  street 
has  extensive  facilities  and  rearrangements 
have  been  made  to  take  care  of  the  production 
of  ithis  new  line  of  cabinets,  for  which  a  big 
demand  is  expected. 


Every  Victor 
dealer's  motto 
should  be  **No 
home  without  a 
Victrola." 

BRUNO 


Q)I^POF^AriON 


GEO.  SEIFFEFS: 

PRESIDENT 

begs  to  announce  its  appointment  as 

EXCLUSIVE 
EASTERN  DISTRIBUTOR 

for 

MODERNOLA 


Complete 
Stocks 

Prompt 
Service 


Full  Line 
On  Display 


The  Instrument  Unique 
A  HOME  DELIGHT  TO  EAR  AND  EYE 
A  Cordial  Invitation  is  Extended 

Office  and  Showrooms : 
100  West  21st  Street  )  ^  o-    ,  * 

m  West  20th  Street  }  ^'^^^  ^^^""^ 

CHELSEA  2044 

NEW  YORK 


164 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Model  11  Adam 
42"  X  37"  X  24" 
Price,  $300 


Model  2  Adam 
48  '  X  22"  X  23" 
Price,  $200 


Model  3  Queen  Anne 
48"  X  22"  X  23" 
Price,  $240 


Model  13  Louis  XVI 
42"  X  37"  X  24" 
Price,  $400 


Model  0  Sheraton 
45"  X  19"  X  20" 
Price,  $135 


Model  10  Sheraton 
42"  X  37"  X  24" 
Price,  $235 


T' Artiste 


1ST     IN  REAL 


THE  L'ARTISTE  is  a  musical  instrument  in 
every  sense  of  the  word.  Its  tonal  value  alone 
places  it  in  the  foremost  ranks  of  reproducing 
instruments. 

Every  model  of  the  L' Artiste  is  a  period  model 
and  true  to  the  period  it  represents.  The  L' Artiste 
is  an  instrument  fit  to  grace  the  most  palatial  of 
homes  and  an  instrument  you  will  take  just  pride 
in  selling. 

Furthermore  the  merits  of  the  L' Artiste  have  been 
proven.  Dealers  are  handling  the  line  with  great 
success  in  every  section  of  the  country.  Anticipating 
the  important  season  we  are  entering^  it  would  pay 
you  to  investigate  this  line  to-day. 

L'Artiste  Distributing  Co. 

Distributors 

PHILADELPHIA  PITTSBURGH 
Parkway  Building  2002  Jenkins  Arcade 

NEW  YORK  NEW  ENGLAND  DISTRIBUTORS 

841-J  Bush  Terminal  Sales  BIdg.  C.  C.  Moir,  BOSTON,  MASS. 


Model  1  Adam 

46"  X  20"  X  21" 
Price,  $160 


Model  12  Queen  Anne 
42"  X  37"  X  24" 
Price,  $360 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


165 


TENDENCY  TO  HOLD  UP  PURCHASES  IN  SAN  FRANCISCO 

This  Condition,  However,  Is  but  a  Temporary  One — Reunion  of  Brunswick  Dealers  a  Success — 
Marie  Morrisey  and  the  Edison  Score — Hauschildt  Keeping  Open  Evenings — News  of  Month 


San  Francisco,  Cal.,  October  4. — Business  in  the 
San  Francisco  talking  machine  departments  is 
averaging  pretty  well  for  the  opening  of  the 
Fall  season,  but  there  is  no  indication  of  any 
special  rush.  There  seems  to  be  some  tendency 
on  the  part  of  the  public  to  hold  off  on  pur- 
chases for  the  present  in  the  hope  of  price  re- 
ductions. The  dealers  say  that  there  is  no 
chance  for  any  material  reductions  on  talking 
machine  merchandise  this  Fall  and  that  when 
the  people  realize  this  business  will  probably 
show  a  big  improvement. 

Brunswick  Dealers  Hold  Successful  Meeting 

The  convention  of  Brunswick  dealers,  which 
was  held  in  San  Francisco  on  September  16, 
was  attended  by  half  a  hundred  interested  mem- 
bers of  the  trade  and  the  gathering  was  a  sig- 
nal success  in  every  respect.  At  the  banquet 
Iveld  at  the  Hotel  St.  Francis  there  were  en- 
lightening addresses  by  several  well-known  rep- 
resentatives of  the  Brunswick  Co.  A.  J.  Ken- 
drick,  general  sales  manager,  outlined,  the  aims 
of  the  company  and  sought  to  infuse  a  spirit 
of  harmony  and  enthusiasm  in  the  dealers  of 
Brunswick  merchandise  on  the  Coast.  He  com- 
plimented the  dealers  on  the  effective  manner 
in  which  they  had  developed  interest  in  Bruns- 
wick products.  George  A.  Van  Smith,  a  finan- 
cial specialist  of  San  Francisco,  addressed  the 
body  on  the  advisability  of  providing  well  in 
advance  for  merchandise.  Irving  C.  Franklin 
spoke  on  various  phases  of  psychology  in  re- 
lation to  retail  merchandising,  and  O.  Soder- 
nian,  of  the  mechanical  department  of  the  Wiley 
B.  Allen  Co.,  San  Francisco,  demonstrated  the 
proper  use  of  motors.  The  toastmaster  at  the 
dinner  was  F.  A.  Smith,  manager  of  the  San 
Francisco  branch  of  the  Brunswick-Balke-Col- 
lender  Co.  It  was  planned  at  the  convention 
to  establish  here  a  dealers'  sales  school,  to  meet 
once  a  month. 

J.  G.  Griswold  a  Visitor 

Manager  Thompson,  of  the  San  Francisco  of- 
fice of  the  Baldwin  Piano  Co.,  has  been  enter- 
taining this  month  J.  G.  Griswold,  vice-presi- 
dent of  the  Widdicomb  Phonograph  Co.,  for 
which  the  Baldwin  Co.  has  the  agency  in  this 
territory. 

Marie  Morrisey  on  Recital  Tour 

The  Northern  Inter-mountain  States  are  be- 
ing treated  to  a  series  of  recitals  by  Miss  Marie 
Morrisey,  the  noted  American  concert  contralto, 
whose  Edison  records  have  enjoyed  so  much 
success  of  late.  Miss  Morrisey  recently  com- 
pleted a  series  of  concerts  and  tone-tests  on  the 
Pacific  Coast,  which  greatly  enlarged  her  circle 
of  enthusiastic  devotees.  Miss  Morrisey  is  as- 
sisted this  Fall  by  Walter  Chapman,  the  pian- 
ist, and  Harold  Lyman,  the  flutist. 
Ahlf  Heads  Sherman-Clay  Welfare  Association 

The  welfare  department  of  Sherman,  Clay  & 
Co.,  San  Francisco,  has  just  been  enlarged  and 


reorganized  and  as  at  present  constituted  is  a 
mutual  benefit  society  officially  known  as  the 
Sherman,  Clay  &  Co.'s  Employes'  Association.- 
The  company  employs  about  250  persons  in 
this  city,  most  of  whom  have  joined  the  associa- 
tion. Sick  benefits  are  provided  for  by  the  pay- 
ment of  small  dues.  The  president  of  the  or- 
ganization is  R.  C.  F.  Ahlf;  vice-president,  Fred 
Keed;  secretary,  Mrs.  Amy  Post;  recording  sec- 
retarj',  Edna  Ireland;  treasurer,  Robert  Skinner. 
New  Agencies  for  Vocalion 
The  San  Francisco  agencies  for  the  Aeolian- 
Vocalion,  as  just  announced  by  H.  H.  Hull,  have 
been  placed  with  Byron  Mauzy  and  the  City  of 
Paris,  both  of  which  concerns  are  confident 
that  the  new  instruments  will  be  well  received 
liere  by  the  public.  Plans  are  being  perfected 
for  some  effective  advertising  in  behalf  of  the 
Vocalion. 

Tone-tests  for  Pathe  Actuelle 

Omar  Kruschke,  of  the  Western  Phonograph 
(^o.,  reports  splendid  success  in  southern  Cali- 
fornia with  the  Pathe  Actuelle  tone-tests,  which 
are  being  given  by  Miss  Ruth  Bowers,  soprano, 
and  Miss  Olive  Reed,  violinist. 

Wilcox  Demonstrates  New  Grafonolas 

N.  J.  Wilco-x,  San  Francisco  manager  for  the 
Columbia  Graphophone  Co.,  has  been  calling  on 
the  trade  in  the  San  Joaquin  Valley,  demon- 
strating the  new  1921  model  Columbias.  He  is 
highly  pleased  with  the  business  outlook  on  the 
Coast. 

Heine  Piano  Co.  to  Open  T.  M.  Department 

The  Heine  Piano  Co.  is  to  open  a  high-class 
plionograph  department  in  its  new  six-story 
building  on  Stockton  street.  For  the  present 
the  Blue  Bird  phonograph  will  be  the  main  fea- 
ture of  the  department. 

Brunswick  Headquarters  Enlarged 

The  talking  machine  department  of  the  Bruns- 
wick-Balke-Collender  Co.  has  just  been  enlarged 
and  remodeled  on  an  extensive  scale  in  order  to 
provided  for  the  increased  business  on  the  Coast 
The  large  display  room,  demonstration  rooms 
and  offices  will  all  be  finished  in  mahogany.  One 
feature  is  a  special  office  for  the  use  of  out-of- 
town  dealers. 
"Whispering"  Making  a  Big  Hit  on  Records 

C.  W.  Shumway,  of  the  Western  Jobbing  & 
Trading  Co.,  is  doing  some  live-wire  missionary 
work  on  Emerson  records  these  days.  He  says 
the  new  record,  "Whispering,"  a  publication 
of  the  sheet  music  department  of  Sherman,  Clay 
&  Co.,  is  creating  a  sensation  in  the  trade,  and 
is-  delighted  that  talking  machine  records  of 
popular  song  hits  can  be  secured  so  soon  after 
the  sheet  music  has  appeared  on  the  stands. 
This  means  a  stimulated  demand. 

Hauschildt  Keeps  Open  Evenings 

The  Hauschildt  Music  Co.,  San  Francisco, 
is  the  latest  music  concern  in  the  city  to  try  the 
plan  of  keeping  open  evenings.    Situated  near 


Well  Rated  Dealers 
Can  Discount  Their 

PHONOGRAPH  INSTALLMENT 
CONTRACTS 

WITH  US 

Thereby  Turning  Their  Accounts 
INTO  WORKING  CAPITAL 


ijle  Finance  n 


my 


DAVID  neWES  DLDG. 
SAN  FRANCISCO 


two  of  the  most  popular  theatres  in  the  city  this 
store  is  in  a  position  to  reap  special  benefits 
from  the  night  crowds.  The  business  of  the 
talking  machine  department  has  been  especially 
benefited,  says  S.  S.  Hayes,  the  new  manager 
of  the  company's  San  Francisco  store. 

Expects  Big  Victor  Business  This  Fall 

O.  N.  Rothlin,  of  the  Wholesale  Victor  de- 
partment of  Sherman,  Clay  &  Co.,  is  looking  for 
a  record-breaking  business  in  Victor  products 
this  Fall  in  spite  of  the  fact  that  some  goods 
will  not  be  available  in  the  full  quantities  de- 
manded by  the  dealers. 

King  a  Columbia  and  Emerson  Dealer 

Walter  King,  who  has  established  a  new  music 
store  at  78  Ellis  street,  San  _  Francisco,  will 
handle  Columbia  and  Emerson  merchandise. 
Mr.  King  is  the  director  of  the  Olympic  Club 
Band  of  San  Francisco. 


DOLLS  REALLY  TALK  THESE  DAYS 

Tiny  Talking  Machine  Concealed  in  Body  Makes 
Final  Improvement  in  Child's  Toy 


The  effort  to  make  a  talking  doll  probably 
dates  back  to  the  time  soon  after  the  first  doll 
was  made.  Dolls  dug  up  in  the  ancient  ruins 
have  been  found  to  have  metal  strings  incor- 
porated in  their  construction,  and  the  inference 
is  that  this  was  an  early  effort  to  make  the  effigy 
emit  something  like  the  sound  of  the  human 
voice.  The  perfection  of  this  idea  has  been 
rec'ently  attained  in  the  invention  of  a  doll  into 
the  body  of  which  a  complete  phonograph  has 
been  disposed  of.  The  driving  mechanism  is  con- 
tained in  the  trunk  portion  of  the  doll,  while  the 
revolving  platform  which  carries  the  record  is 
contained  in  the  head.  The  flare  of  the  horn  is 
hidden  in  the  hair,  which  does  not  obstruct  the 
passage  of  the  sound  but  yet  is  sufficient  to  hide 
this  part  of  the  mechanism.  This  rear  opening  of 
the  head  also  permits  of  the  changing  of  the 
records  as  desired. 


New!  New! 

APEX  Fibre  Needle  Cutter 

Cuts  with  the  grain  to  the  point. 
Makes  the  use  of  fibre  needles  as  cheap  as  steel. 
No  variation  in  angle  or  size  of  cut. 
Does  not  crush  the  shell. 

Small  Size — Simple  Construction 
For  sale  through  jobbers  and  dealers. 
Retail  Price  $1.50 
Manufactured  by 

W.  H.  WADE^'^^'^cHiicAGo^"'*""* 


New! 


New! 

Patents  Pending. 


^ Cut»    a  , 

*  slice  so  thin 
^  that  M  chips 

*  can  be  made 
^  a  n  d   30  records 
■•  \  played   with  one 
A  fibre  needle. 


166 


THE   TALKING    MACHINE  WORLD 


October  15,  1920 


PRIMA  DONNA  PHONOGRAPH 


'^The  Instrument  Inspired 

and 

Its  Relation  to  Present  Prices 


BUNGALOW 


I  jjj  ^^^^^^^^^^  I 


BLACKSTONE 


STRATFORD 


For  the  past  several  years  dealers  considered  to  be  "wise"  have  been 
fooled  into  paj-ing  increase  after  increase  on  talking  machines  that  do  not 
measure  up  to  the  standard  of  Prima  Donna. 

Even  imder  present  day  conditions  of  price  slaughter  our  product  still 
stands  out  as  the  "best  buy."  Look  at  the  price  list  belovsr  and  make 
comparisons.  Let  us  emphasize  the  fact  that  Prima  Donna  prices  "stand 
pat"  and  even  in  the  face  of  price-cutting  conditions  elsewhere  it  still  stands 
out  and  sells  on  its  merits  as  the  best  all-around  buj-  for  both  dealer  and 
consumer. 

Fall  and  Winter  business  is  good  for  us.  What  are  your  prospects, 
Mr.  Dealer — are  you  handling  a  "live  one"?  Write  for  our  catalog  and  make 
comparisons  from  a  profit  and  merchandising  standpoint. 


PARLOR  GRAND 


Prima  Donna  Excels  in 
Quality,  Style  and  Finish 

All  that  one  could  ask  is  exempli- 
fied in  the  Prima  Donna.  Its  con- 
struction and  tone  are  a  delight  to 
the  eye  and  the  ear. 

Its  tone  value  is  increased  by  our 
scientificalb'  constructed  all  wood  am- 
plifier. 

'  Prima  Donna  cabinets  set  a  new 
standard  for  beaut}-,  style  and  dura- 
bility and  stand  as  a  "living"  example 
to  the  best  produced  bj-  the  cabinet 
makers'  craft. 

In  tone  and  craftsmanship  it  is  truly 
an  inspiration  realized. 

Alt  panels  are  Hve-ply  and  in- 
serted in  a  continuous  frame, 
either  genuine  mahogany  or  quar- 
tered oak.  The  mahogany  cabinets 
are  hand-rubbed  to  a  high  class 
piano  finish. 


ThePrice  Appeals  to  the  Mu- 
sic Lover  and  Pocket  Book 

Prima  Donna,  as  compared  to  pres- 
ent-day standards,  is  sold  at  a  price 
that  should  interest  every  dealer. 

Every  Prima  Donna  is  unreservedly 
guaranteed  for  one  year  against  all 
imperfections  of  material  and  work- 
manship. Any  parts,  such  as  springs, 
etc.,  will  be  replaced  free  of  charge 
provided  they  are  sent  back  charges 
prepaid. 

MADE  IN  SIX  MODELS 

Bungalow   . .  •  •  $  95 

Stratford    115 

Blackstone    135 

Astoria    160 

Majestic    200 

Parlor  Grand    225 


Our  Dealer  Service  is 
Second  to  None 

We  realize  that  present-day  selling 
methods  require  close  dealer  co-opera- 
tion and  all  Prima  Donna  dealers  will 
have  my  personal  assistance  in  in- 
creasing sales. 

Aside  from  our  beautifullj'  designed 
catalog  and  hangers — we  have  attrac- 
tive moving  picture  window  slides  and 
specially  prepared  advertising  copy 
and  cuts  for  all  dealers  using  local 
newspapers. 

For  live  dealers  who  want  a  phono- 
graph built  by  one  organization  from 
lumber  to  finished  product  (not  an 
assembled  proposition)  with  both  fac- 
tory and  distributor  back  of  them  do- 
ing all  that  modern  merchandising  can 
do  to  push  and  increase  sales;  to  such 
dealers  no  second  invitation  will  be 
required  to  address  me  for  territory. 


Our  3  Big  Factories  Guarantee  Dealers — 
Immediate  Delivery — Altschul  Pays  the  War  Tax 


Only  Phonograph 
Unreservedly  Guaranteed 
For  One  Year 


Frederick  P.  Altschul 

PRIMA  DONNA  DISTRIBUTOR 

112  West  23rd  Street  New  York 


Send 
for  Handsome 
Catalog 


October  15,  1920 


THE   TALKING    MACHINE  WORLD 


167 


REASONS  WHY  OPTIMISM  EXISTS  IN  PITTSBURGH  TRADE 

Some  Figures  That  Tell  the  Story — Talking  Machine  Dealers'  Association  Re-elects  Officers — 
J.  A.  Scanlan,  Jr.,  New  Brunswick  Manager — New  Stores  Opening  Up — Interesting  Budget  of  News 


Pittsburgh,  Pa.,  October  5. — Optimism  stands 
out  as  the  most  pronounced  feature  of  the  talk- 
ing machine  trade  as  far  as  the  Pittsburgh  dis- 
trict IS  concerned.  All  of  the  wholesale  traders, 
as  well  as  the  retail  dealers,  are  unanimous  in 
their  anticipations  of  better  business  conditions 
ahead.  In  fact,  the  September  business  in  cer- 
tain sections  of  the  Pittsburgh  district  was  far 
above  the  trade  handled  in  the  same  month  a 
year  ago. 

Indicative  of  the  prosperity  that  has  been  the 
good  fortune  of  the  Pittsburgh  district,  an- 
nouncement was  made  a  few  days  ago  by  James 
P\  Woodward,  Secretary  of  Internal  Affairs  of 
Pennsylvania,  before  the  Pittsburgh  Chamber 
of  Commerce  that  the  title-  "Workshop  of  the 
World"  was  well  merited  by  Pittsburgh  and 
Allegheny  County,  as  in  1919  manufactured  ar- 
ticles were  produced  to  the  value  of  nearly 
$2,000,000,000.  The  per  capita  wealth  of  the 
Residents  of  Allegheny  County  is  $2,580.  He  also 
stated  that  there  were  2,456  industrial  plants  in 
Allegheny  County  in  1916,  while  in  1919  there 
were  2,580.  Employes  in  1919  received  a  total 
wage  of  $186,024,800,  while  in  1919  the  annual 
payroll  of  the  county  increased  over  70  per  cent, 
amounting  to  $316,595,700.  The  daily  production 
in  1916  arnounted  to  $5,452,300,  with  a  daily  pay- 
roll of  $626,345,  while  in  1919  tli^  daily  produc- 
tion was  $6,762,400,  with  a  daily  payroll  of 
$1,126,675. 

These  figures  simply  represent  what  industrial 
Pittsburgh  has  done,  is  doing  and  will  always 
do.  It  also  gives  a  clear  idea  of  the  purchasing 
power  of  the  thousands  of  workers  in  the  vari- 
ous industrial  establishments — a  fertile  field  for 
the  live  talking  machine  dealer  to  work  on. 

At  the  annual  meeting  of  the  Talking  Ma- 
chine Dealers'  Association  of  Pittsburgh,  which 
was  held  at  the  Hotel  Chatham  September  21, 
the  present  officers  were  unanimously  re-elected. 


They  are:  President,  J.  H.  Phillips,  the  North- 
side  Victor  dealer;  vice-president,  Herman 
Lechner,  of  the  Lechner  &  Schoenberger  Co., 
dealers  in  the  Edison  Victor  and  Columbia 
Grafonolas;  treasurer,  Henry  Wood,  manager 
of  the  Hoggs  &  Buhl  talking  machine  depart- 
ment, dealers  in  the  Victrola  and  Columlbia 
Grafonola,  and  secretary,  A.  R.  Meyer,  man- 
ager of  the  Joseph  Horne  Co.  talking  machine 
department,  dealers  in  Victrolas  and  Colum- 
bia Grafonolas.  The  association  is  composed 
of  the  leading  talking  machine  dealers  in  the 
city  and  county  and  meetings  are  held  monthly. 
It  has  been  a  most  pronounced  factor  for  good 
ill  aiding  the  members  from  time  to  time  in 
solving  many  problems  that  have  disturbed 
them.  The  officers  have  been  most  assiduous 
in  their  performance  of  their  duties  and  well 
deserved  their  retention  in  office  for  another 
term. 

The  office  force  and  staff  of  the  Pittsburgh 
office  of  the  Columbia  Graphophone  Co.  held 
a  corn  roast  and  picnic  at  Linden  Grove  on 
Saturday  afternoon  and  evening,  September  25. 
One  of  the  features  of  the  outing  was  a  base- 
ball game  between  the  married  and  single  men. 
S.  H.  Nichols,  manager  of  the  office,  was  the 
umpire.  The  single  men  won  by  a  score  of 
6  to  5. 

J.  A.  Scanlan,  Jr.,  of  Chicago,  has  been  ap- 
pointed sales  manager  of  the  Pittsburgh  district 
for  the  Brunswick-Balke-Collender  Co.,  manu- 
facturers of  the  Brunsfwick  phonographs  and 
records.  Mr.  Scanlan  is  well  known  to  the  trade 
and  during  the  world  war  he  saw  service  in  the 
army.  He  is  most  optimistic  relative  to  the  out- 
look for  the  Fall  business  in  the  Brunswick  line 
and  is  of  the  opinion  that  new  sales  records 
will  be  established  in  his  territory.  Associated 
with  Mr.  Scanlan  in  the  sales  department  are 
L.  G.  Hart,  formerly  of  Chicago:  N.  E.  Becker 


and  D.  S.  Hartley.  W.  T.  White,  one  of  the 
Brunswick  field  agents  from  Chicago,  was  a 
visitor  to  the  Pittsburgh  offices.  Announce- 
ment was  made  that  one  of  the  newest  additions 
to  the  Brunswick  dealers  here  was  the  well- 
known  firm  of  Gray  &  Martin,  who  operate  an 
extensive  talking  machine  shop  in  the  Jenkins 
Arcade  Building. 

Within  the  next  month  one  of  the  most  elabo- 
rate, as  well  as  modern,  talking  machine  shops 
will  be  opened  on  the  first  floor  of  the  Jenkins - 
Arcade,  one  of  the  most  traversed  sections  of 
the  downtown  business  section.  It  will  be 
known  as  the  Arcade  Music  Store  and  will  dis- 
play for  sale  the  Sonora  and  L'Artiste  phono- 
graphs, Okeh  records,  the  Magnavox  and  Melo- 
dee  music  rolls.  It  is  planned  to  have  the  new 
shop  ready  for  opening  about  November  1. 

H.  E.  Young,  manager  of  the  Victrola  depart- 
ment of  McCreery  &  Co.,  is  emphasizing  the 
Victor  record  library  plan  in  his  department  and 
lias  his  salesforce  keyed  up  well  to  explaining 
to  patrons  the  advantage  of  this  service  for 
those  who  desire  to  have  a  selection  of  good  rec- 
ords. Mr.  Young  stated  that  trade  conditions 
the  past  few  days  had  been  very  brisk  and  that 
the  demand  for  the  high-grade  line  of  the  Victor 
products  was  very  heavy.  He  anticipates  a  very 
active  season  this  Fall  for  the  Victor  line.  Red 
Seal  records,  he  stated,  were  good  sellers. 

The  L'Artiste  Distributing  Co.  has  been  or- 
ganized with  offices  at  2002  Jenkins  Arcade,  for 
the  wholesale  distribution  of  the  L'Artiste 
phonograph,  Okeh  records  and  the  Magnavox. 
H.  Milton  Miller  is  in  charge.  Mr.  Miller  is 
also  manager  for  the  Smith,  Kline  &  French  Co., 
distributors  of  the  Sonora. 

S.  H.  Nichols,  manager  of  the  Pittsiburgh  of- 
fices of  the  Columbia  Co.,  is  spending  several 
weeks  at  Battle  Creek,  Mich.,  on  his  vaca- 
tion. He  wishes  it  understood  that  he  is  not 
ill,  but  chose  Battle  Creek  for  a  resting  place, 
preferring  it  to  other  resorts. 

Acting  under   the   direction   of  Thomas  T. 
Evans,  manager  of  the  wholesale  Victrola  de- 
(Continucd  on  page  168) 


The  Blue  Bird 


HE  BLUE  BIRD  sells  on  sight  It  satisfies 
your  customers.  There  is  charm  in  its 
beautiful  Hues  and  artistic  construction. 
It  possesses  the  tone  that  thrills.  The  mech- 
anism functions  perfectly  and  does  not 
call  for  repairs. 

A  satisfied  customer  brings  you  other  customers. 


This  brings  satisfaction  to  you  as  a  dealer  and 
merchant— especially  when  the  margin  of  profit 
allows  you  a  satisfactory  net  profit  above  your 
overhead  expenses. 


The  BLUE  BIRD  TALKING  MACHINE  CO 

MANUFACTURERS 

LOS  ANGELES,  CALIFORNIA 

Write  today  for  catalogs  and  discounts. 
Some  choice  territory  open  for  jobbers. 


168 


THE    TALKING   MACHINE  WORLD 


October  15,  1920 


Modernize  your  service.  Use  package  tape. 
Saves  wrapping  time;  identifies  the  pack- 
age; ties  up  to  Columbia  National  Adver- 
tising— and  sticks.  Order  the  Columbia 
Package  Tape  Outfit  today. 


Columbia  Graphophone  Co 

NEW  YORK 


PITTSBURGH  TRADE  OPTIMISTIC 

(Continued  from  page  167) 

partm-?nt  of  the  C.  C.  Mellor  Co.,  Miss  Lillian 
M.  Wood,  director  of  the  Victor  educational 
department  of  the  companj^  spent  se\-tral  days 
at  Youngstown  and  Warren,  O.,  and  Sharon,  Pa., 
giving  demonstration.!;  of  the  work  accomplished 
by  the  Victor  educational  department.  At 
Sharon  and  Warren  Miss  Wood  appeared  un- 
der the  auspices  of  W.  C.  DeForeest  &  Son. 
The  services  of  Miss  Wood  can  be  secured  by 
any  Victor  dealer  who  wishes  to  have  a  demon- 
stration of  the  Victor  educational  work  in  his 
store  for  the  benefit  of  his  patrons. 

Mark  AI.  Mitchell,  m.anager  of  the  retail  Edi- 
son shop  of  the  Euehn  Phonograph  Co.,  is  dis- 
tributing to  his  patrons  circulars  calling  atten- 
tion to  the  forthcoming  appearance  here  on 
November  4  of  Frieda  Hempel  in  the  opening 
Ellis  concert  at  Carnegie  Music  Hall.  The  noted 
singer  is  one  of  the  Edison  stars.  Another  Edi- 
son star  to  be  heard  here  is  Aiiss  Cyranna  Van- 
Gordon,  contralto,  who  will  appear  at  Bellevue 
on  October  19,  under  the  auspices  of  the  Haydn 
Choral  Union. 

H.  J.  Brennan,  manager  of  the  Pittsburgh 
Talking  Machine  Co.,  Pathe  distributors,  stated 
that  the  outlook  for  the  Pathe  this  Fall  was 
very  bright.  He  emphasized  the  fact  that  re- 
ports from  his  roadmen  were  glowing  and  that 
the  various  dealers  were  stocking  up  liberally 
with  high-grade  Pathe  machines,  in  order  to  be 
prepared  to  give  instant  service  to  their  patrons. 

H.  W.  Cross,  manager  of  the  talking  ma- 
chine department  of  the  Shiple}'-Massingham 
Co.,  Paramount  distributors,  stated  that  sales 
of  the  Param.ount  were  brisk  and  that  a  num- 


ber of  new  dealers  were  being  added  to  the  large 
list  already  being  served  by  the  Pittsburgh  office. 

"The  Player-Tone  is  making  itself  felt  as  a 
desirable  talking  machine,"  said  President  Gold- 
smith, of  the  Player-Tone  Talking  Machine  Co., 
to  The  World  representative.  Continuing,  Mr. 
Goldsmith  said:  "As  far  as  business  conditions 
are  concerned,  they  could  not  be  better.  We 
feel  that  there  will  be  a  large  volume  of  busi- 
ness this  Fall  in  the  Player-Tone  line  and  we  are 


amply  prepared  for  it.  The  outlook  is  bright 
and  we  have  made  arrangements  so  that  we  will 
be  able  to  promptly  serve  our  rapidly,  growing 
trade." 

The  latest  talking  machine  department  to  open 
in  Pittsburgh  is  that  in  the  Frank  &  Seder 
department  store,  n-here  the  Columbia,  Grafonola 
and  Columbia  records  will  be  on  sale.  The 
firm  has  installed  a  number  of  booths  and 
demonstration  rooms  on  the  sixth  floor. 


THE  ROSTER  OF  VICTOR  TRAVELERS 


The  Men  Who  Are  Representing  the  Victor  Co. 
at  Present  in  Various  Territories 


Following  the  general  convention  of  the  mem- 
bers of  the  traveling  department  of  the  Victor 
Talking  Machine  Co.,  held  at  Camden  last  month, 
the  various  travelers  have  gone  to  their  respective 
territories  to  take  up  their  duties  in  the  interests 
of  the  Victor  trade.  In  the  assignment  of  terri- 
tor}'  there  have  been  some  changes,  due  prin- 
cipally to  the  fact  that  certain  of  the  travelers 
have  taken  official  positions  with  Victor  jobbers. 
The  present  roll  of  Victor  travelers,  with  the 
territories  they  cover,  is  as  follows: 

W.  G.  Gaston  (Oregon  and  Washington),  W.- 
T.  Davis  (Maryland,  Delaware,  District  of  Co- 
lumbia and  Virginia),  G.  N.  Swett  (Idaho,  Mon- 
tana, Wyoming,  Utah).  R.  C.  Hopkins  (Northern 
New  Jersey),  F.  C.  Erdman  (Eastern  Ohio),  R. 
R.  Mji^ers  (Western  Pennsjdvania  and  West  Vir- 
ginia), C.  B.  Estabrook  (Boston  and  Eastern 
Massachusetts),  R.  S.  Cron  (Chicago),  M.  deC. 
Freeman  (Illinois),  P.  W.  Willis  (Western  New 
York),  Otto  May  (California  and  Nevada),  E.  J. 
F.  Marx  (Wisconsin),  R.  A.  Bartley  (Eastern 


Pennsylvania),, A..  R.  Sutherland  (Western  Ohio), 
R.  A.  Drake  (Eastern  Texas  and  Oklahoma),  H. 
-D.  Leopold  (Colorado,  Arizona  and  New  Mex- 
ico), L.  Castleman  (Alabama,  Mississippi  and 
Tennessee),  H.  G.  Russell  (Western  Massa- 
chusetts and  Connecticut),  R.  H.  Nolan  (New 
York  City  Assistant),  G.  L.  Richardson  (Maine, 
Vermont  and  New  Hampshire),  T.  McCreedy 
(New  York  City),  P.  G.  Roberts  (Eastern  New 
York),  G.  L.  Husselton  (North  and  South  Caro- 
lina, Georgia  and  Florida),  W.  B.  Gannon  (Michi- 
gan), C.  C.  Supplee  (Indiana  and  Kentucky),  H. 
A.  Brennan  (Brooklyn),  J.  M.  Ross  (Iowa  and 
Nebraska),  H.  D.  Smith  (Philadelphia  and  South- 
ern New  Jersey)  and  H.  A.  Howison  (Minnesota, 
North  and  South  Dakota). 

In  addition  to  the  men  out  in  the  territory, 
there  are  at  headquarters  in  charge  of  the  affairs 
of  the  traveling  department  H.  A.  Beach,  man- 
ager, and  his  assistants,  W.  G.  Garlan,  C.  Lloyd 
Egner  and  W.  E.  Witham. 


The  Singer  Talking  Machine  Co.,  Milwaukee, 
Wis.,  has  recently  been  incorporated  with  a  capi- 
tal of  $150,000.  The  incorporators  of  the  new 
company  are  Harry  Louis,  Ah-in  Tighe  and  B.  B. 
Sprague. 


LYROLIAN 

PLAYS  ALL  RECORDS 

Six  Beautiful  Models 

We  offer  attractive  proposition  to 

DEALERS  and 
DISTRIBUTORS 

We  can  make  immediate  shipment  for  the 
holiday  trade. 

Disiribuiors  Wanted  in  Several  States 


WE  ARE.DISTRIBUTORS  FOR 

LYRIC 

LATERAL 
RECORDS 

Dealers  Supplied  on  Short  /Notice 

Supplying  you  with  Bulletins, 
Hangers,  Cut-outs  and  Advertising 
Matter  is  one  feature  of 

LYRIC  SERVICE 


MODEL  C 


AMERICAN  TALKING  MACHINE  CO.,  inc. 

GENERAL  OFFICES  AND  FACTORY 

BLOOMSBURG,  PENNA. 


October  15,  1920 


169 


AT  LAST  A  REAL  CABINET 


Which  forms  a  "UNIT"  with  the  machine — fits  in  construction  and  design — fastens  together, 
making  a  complete  Unit  to  match  in  material  and  finish.  A  cabinet  without  competition  and 
one  your  best  trade  will  select.    Write  for  photographs,  fullest  particulars  and  list  of  jobbers. 


Shipments  started  October  1st.    If  your  Zone  Jobber  can't  furnish  them  we  will  ship  direct. 


P^OGDEN  '  S"^=^ 


Orders  will  be  dated  as  received  and  we 
will  ship  all  orders  we  accept 


Model  A-E 
without  machine 


Model  B-E 
with  macliine 


"YOU-NIT" 

Cabinets 

Are  designed  to  fit  all 
makes.  A  special  de- 
sign for  each  model, 
make  and  size.  Edison 
models  illustrated. 


Model  B-E 
without  machine 


OGDEN  CABINET  CO.,  b.x  365.  Lynchburg,  Va. 


170 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


^!iyayi!MlMlMlM!M!M!MlMii^ 

New  Comfort  Talking  Machine 

"Supreme  in  durability,  beauty  and  tone" 


Designs  that  are  the  products  of  genius,  a  dehghtful  sweetness  of 
tone,  and  an  unexcelled  service  have  combined  to  boost  New  Comfort 
sales  over  1000%  since  December,  1919. 

The  New  Comfort  possesses  lines  that  are  extraordinary  for  their 
simplicity,  yet  perfect  gracefulness.  Nineteen  models — to  fit  every  taste, 
and  pocket  book,  give  New  Comfort  dealers  opportunities  for  unlimited 
expansion  through  our  direct-from-the-factory  selling  plan. 


MODEL  80 


it 


Known  for  Tone*' 


MODEL  E 


MODEL  D17 


Two  of  our  most  popular  models  sent  to  you  upon  request,  without 
any  cash  outlay  on  your  part. 

A  beautiful  Illustrated  Catalogue  with  our  proposition  to  Dealers 
sent  upon  request. 

New  Comfort  Phonograph  Records  will  be  announced  shortly. 


The  New  Comfort  Talking  Machine  Company 


General  Offices:    Cedar  Rapids^  Iowa 

EASTERN  OFFICES:    106  Bakewell  Bldg.,  Pittsburgh,  Penna. 


isa 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


171 


FEATURING  "HUMORESOUE" 

Dealer  Service  Department  of  Columbia  Co.  Pre- 
pares Advertising  Material  Featuring  Dvorak's 
Classic  in  Connection  With  Popularity  of 
Much  Discussed  Photoplay  of  That  Name 


The  Dealer  Service  department  of  the  Co- 
lumbia Graphophone  Co.  has  co-operated  with 
Columbia  branches  throughout  the  country  in 
the  preparation  of  advertising  material  suitable 
for  use  in  connection  with  the  famous  photo- 
play, "Humoresque."  This  film  is  attaining  phe- 
nomenal success  everywhere,  and  is  considered 
one  of  the  greatest  motion  pictures  ever  pro- 
duced. 

The  Columbia  Dealer  Service  department 
suggests  that  the  Columbia  dealers  take  advan- 
tage of  the  tremendous  publicity  used  in  behalf 
of  "Humoresque"  by  securing  lobby  cards, 
posters,  scenes  from  the  film  play,  etc.,  from 
the  owners  of  the  local  moving  picture  theatres. 
This  publicity  matter  can  be  displayed  by  the 
dealer  in  his  store  and  windows,  in  connection 
with  show  cards  advising  the  public  that 
"Humoresque"  can  be  secured  on  Columbia 
records.  As  the  entire  theme  of  this  famous 
photoplay  is  based  on  Dvorak's  classic,  the  Co- 
lumbia dealer  has  an  opportunity  to  feature  this 
record  to  advantage. 


Rainy  days  are  good  in  which  to  find  ''talker" 
prospects.  They  don't  have  so  many  callers  on 
those  days,  and  there's  your  chance  to  get  in 
some  good  licks. 


No.  92 
Automatic 
Lid  Support 


Newest,  simplest,  most  perfect 
automatic  cover  support  on.  the 
market.  Ask  for  sample  and 
price. 

Eastern  Sales  &  Export  Office 

Williamsport,  Pa.,  U.  S.  A. 

Sole  Distributors 

Universal  &  Villinger 

Phonograph  Supplies 


JERSEY  VICTOR  DEALERS  ORQAJ^IZE 

Association  of  Victor  Retailers  of  New  Jersey 
Formed  at  Meeting  Held  in  Newark,  N.  J. 


On  September  27  a  number  of  the  Victor 
dealers  of  New  Jersey  assembled  in  the  spacious 
building  of  Collings  &  Co.,  Victor  wholesalers, 
located  in  Newark,  N.  J.,  in  order  to  get  to- 
gether and  form  an  association.  The  result  of 
the  meeting  was  the  formation  of  an  associa- 
tion known  as  the  Victor  Retailers  of  New  Jer- 
sey. This  association  was  formed  for  mutual 
co-operation  and  constructive  work  for  the  up- 
lift of  the  Victor  industry.  A  resolution  was 
passed  that  those  ehgible  for  membership  must 
be  recognized  Victor  retailers  in  the  State  of 
New  Jersey. 

The  following  officers  were  elected:  R.  H. 
Veale,_  of  R.  H.  Veale  Co.,  Newark,  N.  J.,  presi- 
dent; S.  Semels,  of  Semels  Co.,  Elizabeth,  N.  J., 
vice-president;  Frank  A.  Palmitier,  of  the  Chal- 
mers Co.,  Newark,  N.  J.,  treasurer;  James  Mc- 
Garry,  financial  secretary,  and  H.  H.  Glasser, 
of  E.  A.  Barlow  &  Son,  Trenton,  N.  J.,  sec- 
retary. 

The  meeting  was  attended  by  progressive  Vic- 
tor retailers  of  the  larger  cities  of  the  State. 
The  enthusiasm  and  interest  which  prevailed 
during  the  meeting  was  genuine  proof  that  the 
Association  is  going  to  be  one  of  the  strongest 
organizations  of  its  kind  in  the  country  in  a 
short  time. 

It  is  expected  that  another  meeting  will  be 
'held  in  the  near  future,  at  which  time  it  is  con- 
templated that  invitations  to  all  other  authorized 
Victor  retailers  in  the  State  of  New  Jersey  to 
join  the  Association  will  be  extended.  Before 
adjournment  a  resolution  was  passed  thanking 
Mr.  Collings,  of  Collings  &  Co.,  for  the  cour- 
tesies and  assistance  of  the-  company  and  for 
offering  them  their  spacious  establishment  for 
their  meeting.  Among^  those  present  were:  C. 
H.  True,  of  L.  Bamberger  &  Co.,  Newark,  N.  J.; 
r>.  De  Cou,  of  Eanday's,  Newark;  James  Mc- 
Garrj^,  Newark;  R.  H.  Veale,  of  R.  H.  Veale 
Co.;  Frank  A.  Palmitier,  of  Chalmers  Co.,  New- 
ark; J.  H.  Bleisnick,  of  Hahne  &  Co.,  Newark; 
Geo.  E.  Hirtzel,  Jr.,  of  Elizabeth;  S.  Semels, 
Elizabeth;  E.  T.  Perkins,  Elizabeth;  Joseph 
Bonlan,  of  Ridgewood  Talking  Machine  Co., 
Ridgewood;  H.  H.  Glasser,  of  E.  A.  Barlow, 
Trenton,  N.  J. 


NEW  WANAMAKER  DISPLAY  SALON 


Spacious  Auditorium  Turned  Into  Handsome 
Display  Room  for  Pianos  and  Talking  Ma- 
chines— Concert  Work  Ceases  for  Present 


The  Wanamaker  auditorium  in  the  New  York  • 
store  is  these  days  the  center  of  interest  for 
crowds  of  music  lovers  who  have  often  come 
there  to  attend  the  many  musical  events  of  note 
during  the  past  year.  The  seats  in  the  audi- 
torium on  the  first  gallery  have  been  removed 
and  the  huge  room  is  now  made  into  one  special 
display  salon  for  the  showing  of  the  large  line 
of  pianos  and  talking  machines  carried  in  the 
department.  The  floor  has  been  highly  polished, 
covered  with  artistic  rugs,  and  instruments  of 
every  description  are  displayed  to  advantage  in 
their  proper  setting.  What  was  formerly  the  bal- 
cony of  the  hall  is  now  hung  with  rich  rugs  and 


H.  J.  SMITH  LABORATORIES 

Jewel  Manufacturer 


EXECUTIVE  OFFICES, 
FINISHING  and 
KECOKDING 
I.ABORATORY  JEWELS 


Plant   No.  1 
833   Broad  Street 
Tel.  2896  Market 
NEWARK,  N.  J. 


SAWING 

GRINDING 

ROUGHING 

ROLLING  and 

EXPERIMENTAL 

LABORATORY 


Plant    No.  2 
54%  Franklin  St. 
NEWARK-,  N.  J. 


MANUFACTURER  OF 


Phonograph  Diamond  and  Sapphire  Reproducing  Points — Recording  Laboratory  Jewels 
— Rough  Diamond — Diamond  Powder — Experimental  Work.    Jewels  manufactured  for 
all  talking  machine  records.    Consulting  Specialist  on  all  experiments  relating  to  any  new 
recording  grooves.    Recording  problems  satisfactorily  worked  out. 


tapestries,  and  these,  together  with  the  crystal 
lights  and  floor  lamps,  give  the  appearance  of 
luxury  and  refinement. 

About  the  room  are  arranged  grands,  uprights 
and  players  of  many  makes,  among  them  being 
the  Chickering,  Knabe,  Autopiano,  Brambach, 
Emerson,  Lindeman  and  the  several  instruments 
with  the  Ampico.  Talking  machines  and  phono- 
graphs of  all  types,  upright  and  console,  are  on 
display,  and  Victor,  Edison,  Brunswick,  Cheney. 
Sonora  and  others  are  to  be  seen  on  all  sides. 
Morris  R.  Lamb,  manager  of  the  piano  depart- 
ment, and  Manager  Bertine,  of  the  talking  ma- 
chine section,  are  highly  pleased  over  the  latest 
improvement  in  the  music  department  and  are 
sparing  no  effort  to  have  the  displays  completed 
at  once.  The  concerts,  which  laave  been  a  fea- 
ture of  this  New  York  house,  have  been  discon- 
tinued for  the  time  being. 


School  children  early  learn  the  advantages 
of  the  talking  machine — see  that  this  is  car- 
ried out  in  the  home.  Let  them  have  their  own 
instrument   and   their   own  records. 


DETERLING 

TALKING  MACHINES 

Are  seUing  big  BECAUSE 

THEIR  DESIGNS  attract  and  hold 
the  eye. 

THEIR  CABINETS  are  built  to  stay 
built — not  to  sell  and  fall  apart  and 
cause  endless  trouble. 

THEIR  SLIDING  DOORS  are  unique 
and  attractive,  and  modify  the  volume 
WITHOUT  MUFFLING. 

THEIR  FILING  SYSTEM  is  very 
effective  and  is  a  quality  point  that  is 
easy  to  demonstrate. 

THEIR  MERITS  — and  MOTORS 
keep  them  sold. 

Send  for  Our  Story 

DETERLING 

MFG.  CO. 

TIPTON  INDIANA 


172 


THE   TALKING    MACHINE  WORLD 


October  IS,  1920 


Inevitable 


Reviewing  recent  events,  we  are  merel}'  experiencing  what  to  many  keen 
business  analyists  has  been  the  inevitable. 

The  law  of  supply  and  demand  does  not  go  on  strike,  but  is  ever  at  work 
and  produces  the  inevitable. 

The  world  war  upset  normal  conditions  to  an  extent  that  it  seemed  the  in- 
evitable could  be  disregarded.  Temporarily  perhaps,  yes — ^but  permanently, 
positively  no. 

For  several  years  dem.and  has  exceeded  suppl}-  and  the  inevitable  has 
been  high  wages  and  high  cost  of  living  with  corresponding  inefficiency  and 
inadequate  production. 

Extravagance  and  waste  flourished. 

The  inevitable  always  happens  whether  we  like  it  or  not. 

Economy  and  thrift  are  again  in  the  harness,  and  supply  threatens  to 
exceed  demand  in  many  cases. 

The  inevitable  will  be  "the  survival  of  the  fittest."  It  will  not  be  a  case 
of  merely  being  willing  to  work  or  having  merchandise,  but  rather  of  being 
the  employe  or  having  the  merchandise  that  has  "made  good."  The  demand 
will  be  for  employes  and  merchandise  of  reputation. 

With  greatly  increased  production  of  A'ICTOR  talking  machines  and 
records,  and  vigorous  prosecution  of  infringers,  the  inevitable  has  been  disclosed 
by  failures,  over-production  among  competition  and  court  decisions  now  a  matter 
of  record. 

Do  not  be  handicapped  with  poor  representation,  ^Ir.  ATCTOR  Dealer,  or 
by  having  your  investment  in  merchandise  that  cannot  stand  the  inevitable. 

Are  you  prepared,  yir.  \TCTOR  Dealer,  to  take  care  of  the  greatly  increased 
ATCTOR  production  which  will  be  a  "fact"  this  holiday  season  as  against  a  "hope" 
a  year  ago?   If  so,  you  will  reap  a  harvest,  for  A'ICTOR  demand  is  permanent. 


The  inevitable  is  at  hand— be  readv. 


J.  NEWCOMB  BLACKMAN. 


Jalki  NG  Mach  I  n  e  Co. 

81  Reade  St.  New  York  N.Y. 

VICTOR  DISTRIBUTORS  -WHOLESALE  ONLY 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


173 


TWO  COLUMBIA  ELECTRIC  SIGNS 

Dealer  Service  Department  of  Columbia  Grapho- 
phone  Co.  Prepares  Two  Distinctive  Electric 
Store  Signs  for  Use  of  Retailers 


The  Dealer  Service  department  of  the  Colum- 
bia Graphophone  Co.  has  just  advised  Columbia 
dealers  of  the  completion  of  two  new  exterior 
electric  signs  that  embody  many  distinctive  fea- 
tures and  which 
constitute  effec- 
t  i  V  e  publicity 
for  the  dealer's 
establishment. 

Unlike  ordi- 
nary exterior 
electric  signs, 
the  vertical  sign 
has  a  unique, 
changeable  let- 
ter system  in  the 
small  block  at 
::j;the  base  by 
means  of  which 
Ipz:  dealers  can  ar- 
range short  sales 
messages.  These 
talks  can  be 
made  to  suit 
local  events, 
seasonable  sales 
appeals  or  the 
promotion  of  a 
^  special  artist's 
records.  There 
are  two  lines  of 
fifteen  letters 
each,  punched 
out  of  steel 
squares,  enam- 
The  Vertical  Sign  eled    in  colors 

to  conform  with  the  design  of  the  sign  back- 
ground and  are  backed  by  opal  glass.  The  il- 
lumination is  rich  and  full  and  the  message ' 
stands  out  prominently.  An  assortment  of  one 
hundred  and  fifty  of  these  letters  accompanies 
the  vertical  sign. 

The  vertical  sign  measures  thirteen  feet  six 
inches  high  by  four  feet  six  inches  wide.    It  is 


Horizontal  Colvimbia  Electric  Sign 

particularly  suited  for  furniture  houses  and  de- 
partment stores  where  the  whole  building  is 
occupied.    In  cases  where  dealers  do  not  own 


Soss  Invisible  Hinges 


are  essential  to  preserve  the  beauty  of  design,  particularly 
when  it  is  desired  to  disguise  the  talking  machine  cabinet. 
In  many  of  the  better  cabinets  of  today  Soss  Hinges  are 
used.  They  are  mechanically  accurate  and 
can  be  installed  quickly  and  easily. 

Write  for  Catalogue  T. 
SOSS  MANUFACTURING  COMPANY 

Grand  Avenue  and  Bergen  Street,      Brooklyn,  N.  Y. 


the  entire  building  permission  to  extend  the  sign 
to  floors  above  can  usually  be  secured.  The 
vertical  sign  has  the  advantage  of  great  dis- 
tance visibility,  standing  out  above  the  glare 
from  windows  or  street  lights.  The  sign  burns 
thirty-six  25-watt  lamps,  which  are  easily  acces- 
sible by  a  steel  ladder  and  inside  trap  doors — 
all  part  of  the  regular  sign  equipment. 

Both  the  horizontal  and  the  vertical  signs 
are  double-faced,  to  be  seen  from  either  direc- 
tion. The  brilliantly  enameled  colors  of  blue, 
yellow  and  orange  that  are  bound  to  catch  the 
eye,  the  heavy  border  outline  of  each  letter, 
together  with  the  special  magnifying  lens  let- 
ters, insure  a  day  as  well  as  a  night  attraction 
value.  These  letters  are  not  flat  glass,  but  a 
series  of  from  ten  to  fifteen  lenses,  which  mag- 
nify the  illumination  at  night  or  shine  iridescent 
in  the  sun.  The  effect  is  that  of  a  series  of  small 
electric  lights  in  each  letter  which,  in  reality,  is 
just  the  intensified  light  of  a  single  lamp  be-' 
hind.  For  this  reason  the  cost  of  operating 
either  sign  is  nominally  small. 


sible  to  insert  the  current  monthly  supplement 
within.  These  covers  are  very  attractive  in  ap- 
pearance and  are  equipped  with  a  metal  chain 
by  which  they  may  be  securely  fastened  to  the 
wall.  " 


PRODUCING  TABLE  MACHINE 

Stodart  Phonograph  Co.  Adds  New  Model  to 
Line — Geo.  H.  Beverly  Optimistic 


INTRODUCE  INTERESTING  NOVELTY 


The  Cabinet  &  Accessories  Co.,  Inc.,  New 
York  City,  is  .  producing  a  novelty  that  is 
becoming  very  popular  with  the  talking  machine 
dealer.  This  novelty  consists  of  leather  covers 
for  either  Victor  or  Columbia  record  catalogs. 
In  addition  to  the  record  catalog,  it  is  also  pos- 


The  Stodart  Phonograph  Co.,  of  which  George 
H.  Beverly  is  general  manager,  is  now  producing 
a  Colonial  table  machine  in  addition  to  the  five 
styles  which  have  become  popular  throughout 
the  trade.  The  company  now  has  very  attrac- 
tive sales  offices  in  the  Bush  Terminal  Sales 
Building,  130  West  Forty-second-  street.  New 
York,  where  a  complete  line  is  kept  on  exhibi- 
tion at  all  times. 

While  talking  with  a  representative  of  The 
World,  Mr.  Beverly  stated  this  week  that  he 
was  very  well  pleased  with  the  business  trend 
this  Fall.  "I  find  that  there  has  been  a  great 
stimulation  in  business  since  the  first  of  Sep- 
tember as  far  as  we  are  concerned,  and  feel 
quite  pleased  with  this,  as  it  shows  that  the 
Stodart  machines  have  been  giving  satisfaction 
wherever  they  have  been  purchased  before.  The 
new  Colonial  table  machine,  which  we  are  now 
producing,  has  made  a  distinctive  hit,  and  we 
have  a  large  number  of  orders  for  them." 


<« 


Talk-O-Photo"  Records  of  Famous  Movie  Stars 

(A  combination  of  photo  and  phonograph  record  of  the  star) 
When  advertised  at  3  for  $1.00  by  the  dealer 

SELL  ON  SIGHT— WITHOUT  DEMONSTRATION 


57  "Stage  Fright"  Mary  Miles  Minter 

60  "I  Wish  I  Were  a  Hero"  William  Russell 

65  "My  Dream"    H.  B.  Warner 

72  "Don't  You?"  J.  Warren  Kerrigan 

74  "Happiness"  Gloria  Swanson 

79  "Girls  I  Have  Loved"  Lew  Cody 


80 
81 
82 

83 
90 
91 


"My  Prize  Love  Letter"  Clara  Kimball  Young 

"My  Ambitions"  Anita  Stewart 

"Who  Would  Change  Places  With  Me?" 

Mildred  Harris  Chaplin 

"The  Vision"  Bert  Lytell 

"My  Real  Self"   Mae  Murray 

"How  to  Become  a  Star"  David  Powell 


The  first  sale  starts  the  "Movie  Fan"  on  a  collection — the  rest  is  easy. 
Retail  at  35c  each.   Price  to  dealers,  one  gross  assortment,  $30.24,  F.O.B.  New  York 

TALKING  PHOTO  CORPORATION        Robert  B.  ("Pat")  Wheelan,  Pres.        334  FIFTH  AVENUE,  NEW  YORK 


174 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


AN  OPPORTUNITY  FOR  DEALERS— -The  PURITAN 
Phonograph  Hterally  "speaks  for  itself."  There  is  a  rich- 
ness and  purity  in  the  reproduction,  quite  different  from 
other  instruments,  that  invariably  pleases  the  listener. 
The  most  critical  music-lovers  declare  that  such  smooth- 
ness, clearness  and  volume  of  tone  have  never  been  pro- 
duced by  ordinary  phonographs. 

THE  REPRODUCER — A  new  type  of  sound-box  and 
tone  arm  give  absolutely  free  horizontal  and  vertical 
movement,  enabling  the  needle  to  receive  ALL  THE 
IMPULSES  from  the  corrugations  of  the  record.  The 
faintest  recorded  sounds  are  faithfully  transmitted  to 
the  ear.  The  mechanism  is  very  sensitive  to  record  vi- 
brations, and  is  the  result  of  long  experiment. 

The  great  clearness  of  tone  in  the  PURITAN  is  pro- 
duced by  the 


LONG  WOOD  HORN — This  is  an  exclusive,  patented 
feature,  and  CANNOT  BE  USED  BY  ANY  OTHER 
MANUFACTURER. 

The  PURITAN  HORN  is  a  rectangular  channel  repre- 
senting an  organ-pipe,  extending  from  the  tone  arm  to 
the  bottom  of  cabinet.  It  has  only  one  bend  (see  il- 
lustration). 

THIS  IS  THE  MOST  EFFECTIVE 
AMPLIFIER   EVER  PRODUCED 

The  PURITAN  HORN  magnifies  and  mellows  the 
vibrations  from  the  diaphragm.  At  the  same  time  it  ab- 
sorbs all  hissing  and  grinding  sounds,  delivering  the 
MUSIC  ONLY  in  a  wonderfully  realistic  way. 

The  entire  instrument,  including  motor,  sound-box  and 
cabinet,  is  made  in  our  own  factory,  and  we  guarantee 
every  part. 


Eight  beautiful  models  now  ready  for  im- 
mediate shipment. 

The  Puritan  Phonograph  plays  all  makes 
of  Disc  Records,  with  all  the  distinctness  and 
volume  of  which  the  record  is  capable. 


Puritan  Lateral-cut  Records  are  brilliant 
and  contain  the  latest  popular  numbers. 

Write  for  Catalog  and  dealership 
proposition. 


United  Phonographs  Corporation 

Factory  and  General  Offices:   Sheboygan,  Wisconsin 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


175 


MAIL  ORDER  PUBLICITY  EXCITES  TRADE  IN  CINCINNATI 

Talk  of  Association  to  Conserve  Local  Interests — Opening  of  Baldwin  Talker  Department — Pathe 
Line  With  Bellony — Vocalion  Activities — Wurlitzer  Discusses  Situation — W.  T.  Haddon  Arrives 


Cincinnati,  O.,  October  3. — The  activities  of 
Sears,  Roebuck  &  Co.,  the  Chicago  mail  order 
house,  may  be  the  cause  of  Cincinnati  talking 
machine  and  piano  merchants  actually  getting 
together  on  an  association  basis.  Heretofore 
movements  of  this  kind  have  been  spasmodic 
and  the  men  never  landed  near  their  goal.  Just 
at  the  present  time  there  is  another  effort  being 
made  to  form  an  organization  to  take  up  the 
good  and  bad  things  of  the  trade. 

The  Sears-Roebuck  situation  is  due  to  a  full- 
page  advertisement  inserted  in  a  Cincinnati 
paper  last  week  relative  to  the  Silvertone  phono- 
graph, the  same  fieing  headed  with  the  attractive 
wording:  "No  money  down,"  or  something  to 
that  effect. 

Some  of  the  Cincinnati  merchants  did  not 
think  it  fair  on  the  part  of  a  local  newspaper  to 
'give  space  to  an  outside  concern  which  is  not 
a  regular  advertiser.  One,  who  expressed  him- 
self so,  is  A.  H.  Bates,  vice-president  of  the 
Ohio  Talking  Machine  Co.  His  objection  may 
get  many  into  the  Association  fold.  It  means 
that  Mr.  Bates  may  be  required  to  do  consid- 
erable missionary  work,  and  there  is  a  good 
chance  of  his  coming  out  of  the  campaign  with 
any  kind  of  an  office  from  president  down  to 
sergeant-at-arms.  All  this  is  due  to  the  fact 
that  Cincinnati  merchants  are  not  keen  on  or- 
ganization work. 

The  Cincinnati  branch  of  the  Baldwin  Co. 
is  now  in  the  Victor  lield  and  its  handsome  Vic- 
trola  department  was  opened  last  Tuesday,  un- 
der the  direction  of  Sherman  McLaughlin,  to 
the  accompaniment  of  a  full-page  advertisement 
in  several  newspapers.  This  brought  about  an 
interesting  situation.  The  Rudolph  Wurlitzer 
Co.,  pioneers  in  the  local  field  on  Victor  goods, 
shot  clean  across  the  front  line  trenches  with  a 
like  full-page  advertisement.  It  was  headed 
"Twenty-two  Years,"  and  referred  to  the  en- 
trance of  the  Victor  line  in  Cincinnati  through 
the  Wurlitzer  house.  The  latter  announced  that 
it  would  continue  to  handle  this  particular  line 
as  long  as  it  maintained  its  standard  of  goods. 

Jobbers  and  wholesalers,  as  well  as  factories 
around  Cincinnati,  have  been  giving  some  of 
their  time  during  the  past  week  towards  notify- 
ing the  trade  there  would  be  no  decrease  in  the 
price  of  their  particular  lines.  None  is  in  sight, 
was  the  word  passed  around.  For  instance, 
the  Edison  representatives  were  notified  that  the 
increase  over  1914  prices  was  but  15  per  cent, 
and  this  increase  would  remain  on  the  price  list. 

Bellonby,  on  Main  street,  north  of  Sixth 
street,  during  September  took  on  the  Pathe  ma- 
chine, and  in  doing  so  it  staged  a  wonderful  and 
continuous  publicity  stunt  right  in  front  of  the 
store.  It  was  nothing  unusual  to  see  fifteen  to 
twenty-five  persons  flanked  about  the  entrance 
listening  to  the  music  from  a  Pathe. 

W.  T.  Haddon,  president  of  the  Ohio  Talk- 
ing Machine  Co.,  has  arrived  in  Cincinnati  and 
will  remain  in  his  new  field.  He  is  house  hunt- 
ing. As  soon  as  this  question  is  settled  he  and 
Mr.  Bates  will  make  a  round  of  the  territory 
over  in  Indiana,  part  of  Ohio  and  West  Vir- 
ginia. C.  H.  North,  in  charge  of  Southern  Ken- 
tucky and  Tennessee,  is  ready  to  take  Mr. 
Haddon  over  his  territory  as  soon  as  Mr.  Bates 
completes  his  trip. 

Mr.  Bates,  by  the  way,  ibelieves  Christmas  will 
roll  around  with  an  acute  shortage  of  goods — 
even  more  so  than  during  the  last  holiday  sea- 
son. He  says  this  condition  is  bound  to  exist 
unless  something  of  an  abnormal  national  char- 
acter develops  in  the  meantime. 

R.  H.  Woodford  is  now  in  charge  of  the  Cin- 
cinnati branch  of  the  Columbia  Graphophone 
Co.,  succeeding  F.  F.  Dawson.  Mr.  Woodford 
is  from  Philadelphia.  His  predecessor  has  not 
formulated  any  plans  relative  to  the  future. 

Manager  Oelman,  of  the  Phonograph  Co.,  is 
receiving  interesting  reports  of  a  tone-test  trip 
through  Kentucky  by  Betsy  Lane  Shepperd. 
She  will  also  visit  several  cities  in  Tennessee, 


which  State  is  a  part  of  the  territory  of  Mr. 
Oelman.    The  trip  commenced  at  Lexington. 

A  big  increase  in  the  sales  of  machines  was 
a  feature  of  September  at  the  Rudolph  Wur- 
Htzer  Co.  T.  Sigman,  manager  of  the  Victor 
department,  said: 

"The  increase  in  Victrola  sales  for  Septem- 
ber was  in  keeping  with  the  previous  month  of 
.1920,  although  there  was  a  slight  decrease  in 
record  sales.  Our  inability  to  increase  record 
sales  was  due,  of  course,  to  the  small  shipments 
of  records  that  we  received  from.'  the  factory. 

"We  understand  that  the  record  situation  for 
the  future,  however,  will  be  considerably  better 
than  it  has  been  for  some  time  past,  as  we  un- 
derstand that  quite  a  noticeable  increase  is  due 
very  shortly,  for  the  factory  has  increased  its 
pressing  facilities. 

"Very  attractive  period  model  Victrolas  will 
soon  make  their  appearance  on  the  market,  and 


naturally  this  means  increased  interest  for  cus- 
tomers of  discriminating  tastes.  This  also  means 
increased  sales  for  the  live  dealers  who  special- 
ize on  this  particular  branch  of  the  business." 

D.  S.  Stephens  reports  that  since  the  wholesale 
Vocalion  traveling  men  have  been  working  the 
territory  for  Melodee  music  rolls  they  have 
found  that  some  of  the  largest  dealers  have 
added  to  their  stock  a  complete  line  of  these 
rolls  and  are  reporting  gratifying  results. 

The  sales  in  the  retail  Vocalion  department 
for  the  month  of  September  were  far  in  excess 
of  the  same  month  last  year  and  the  majority 
of  these  sales  were  for  the  larger  models  and 
art  style  Vocalions. 

The  wholesale  Vocalion  department  has  added 
several  new  firms  to  its  list  of  dealers  during 
the  month  of  September,  among  them  being 
Sterchi  Bros.  &  Fowler,  Chattanooga,  Tenn., 
and  the  Springfield  Rug  Co.,  of  Springfield,  O. 

The  reports  received  from  the  dealers  substan- 
tiate the  fact  that  the  new  Red  Seal  records  are 
wonderfully  recorded  and  very  distinctive,  and 
are  the  means  of  their  adding  to  their  list  of 
record  buyers  quite  a  number  of  new  accounts. 


Line  Up  with  a  Leader-Link  Up  to  LAUZON! 


A  product  of  one  of  the  oldest  and  finest 
furniture  factories  in  Grand  Rapids. 

Backed  by  a  plant  that  for  many  years  has 
made  the  art  furniture  requirement  of  great 
home  furnishing  houses  and  large  department 
stores  from  coast  to  coast. 

Containing  the  highest  standards  of  mo- 
tive power,  tone  reproduction  and  accessory 
equipment. 

LAUZON  cabinet  construction,  plus  the 
STANDARD  motor,  plus  the  FLETCHER 
tonearm,  plus  ample  resources,  plus  square 
dealing,  equals  success. 

Line  up  with  a  leader  —  link  up  to 
LAUZON! 

SEVEN  UPRIGHT  AND  TWO  CONSOLE 
MODELS 
IMMEDIATE  SHIPMENTS 
Attractive  Proposition  for  Jobbers  and  Dealers 
FOR  AVAILABLE  TERRITORIES 

ADDRESS 

MICHIGAN  PHONOGRAPH  COMPANY 

Office  Address:  National  City  Bank  Building 
Factory  Address :  Monroe  Ave.  and  Sixth  St. 
GRAND  RAPIDS,  MICHIGAN. 


176 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


Get  the  ARIETTA  Proposition! 

\  STRICTLY  high-grade  phonograph  that 
will  compare  most  favorably  with  the  best 
in  the  industry;  prices  that  permit  generous  re- 
sale values;  prompt  factory  service — that,  in  a 
nutshell,  is  the  REASON  for  the  ARIETTA. 


Arietta — Model  I 


PHONOGRAPH 


E 


merson 


R 


ecords 


We  are  wholesale  distribu- 
tors. Write  for  list  of  latest 
releases.    Quick  service! 


Will  You  Get  Your  Share  of  the 
Big  Fall  and  Holiday  Business? 

You  can,  with  the  ARIETTA!  It  will  satisfy  your  most 
exacting  trade,  both  as  to  QUALITY  and  VALUE,  and 
our  prompt  factory  service  protects  you  against  loss 
of  sales  during  the  rush  season  by  giving  you  the  ^ 
machines  you  want  when  you  want  them! 

Send  the  Coupon  Today!  ,o^' 


No  matter  what  line  you  may  already  handle,  the 
ARIETTA  will  fit  in  and  put  new  life  in  your 
phonograph   department.      Get   our   exclusive  ^* 
agency  proposition  today,   before  someone  ^ 
else  snaps  it  up.    Send  the  coupon  now.' 


O 


Rountree  Corporation 

Manufacturers 

Richmond,  Va. 


1^ 


^^^^^ 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


177 


NO  SIGNS  OF  A  SLUMP  EVIDENT  IN  BUFFALO  TERRITORY 

Dealers  Arrange  for  Active  Fall  and  Winter  Trade— Walters  &  Barry  Corp.  Featuring  the  Brooks 
 E.  V.  Dryden's  New  Post — New  Stores  and  New  Equipment  in  Evidence — Other  News 


Buffalo,  N.  Y.,  October  5. — Even  with  prices  of 
some  commodities  pointed  toward  lower  levels 
there  are  practically  no  signs  of  a  slump  in  the 
readjustment  of  business  conditions  in  this  city. 
A  general  feeling  of  optimism  in  all  lines  has 
had  a  favorable  bearing  on  the  talking  machine 
trade,  which  promises  to  surmount  all  the  handi- 
caps of  a  presidential  year.  That  the  demand 
for  some  of  the  leading  talking  machines  may  be 
greater  than  the  supply  has  been  pointed  out  by 
local  jobbers.  Members  of  the  trade  are  taking 
advantage  of  every  effective  means  of  advertising 
and  window  displays  to  boom  their  sales.  Sales- 
.  men  realize  that  this  year  they  must  work  harder 
than  they  have  in  the  past  three  or  four  years 
and  that  "Produce"  is  the  watchword  these  days. 

L.  M.  Cole,  general  manager  of  the  Iroquois 
Sales  Corp.,  and  George  H.  Briggs,  Eastern 
representative,  have  returned  from  New  York 
City.  Their  trip  also  included  the  company's 
entire  territory. 

A  new  talking  machine  store  will  be  opened 
at  680  Main  street  on  October  10th.  This  will  be 
known  as  "the  Buffalo  home  of  the  Blue  Bird 
phonograph." 

The  Brooks  Manufacturing  Co.,  of  Saginaw, 
Mich.,  manufacturer  of  the  Brooks  automatic 
repeating  phonograph,  has  given  the  Walters 
&  Barry  Corp.,  of  256  Main  street,  this  city,  dis- 
tributors of  this  machine,  additional  territory  as 
follows:  Eastern  half  of  Pennsylvania,  the  entire 
States  of  New  Jersey  and  Connecticut,  and  has 
also  included  the  metropolitan  district  of  New 
York.  The  Walters  &  Barry  Corp.  thereby  has 
the  entire  State  of  New  York  for  the  distribution 
of  this  product.  The  Buffalo  concern  has  three 
salesmen  calling  on  the  trade.  Mr.  Walters,  a 
member  of  the  firm,  also  personally  spends  the 
greater  part  of  his  time  in  the  territory. 


Prospects  for  the  Fall  and  holiday  trade  are 
bright,  according  to  the  report  given  out  at  the 
headquarters  of  W.  D.  &  C.  N.  Andrews,  Victor 
jobbers. 

H.  J.  Childs,  assistant  manager  of  Hengerer's 
Victrola  departpient,  has  returned  from  a  two- 
weeks'  vacation  in  New  York  City.  He  called 
on  H.  A.  Brennan,  former  manager  of  that  de- 
partment and  now  metropolitan  representative 
of  the  Victor  Co.  They  spent  a  day  at  the  Victor 
factory.  Mr.  Brennan  was  a  recent  Buffalo 
visitor.  L.  K.  Scott,  manager  of  Hengerer's  Vic- 
trola section,  has  returned  from  his  vacation. 

Earl  B.  Dryden  has  resigned  as  manager  of 
the  phonograph  department  of  the  Buffalo  Whole- 
sale Hardware  Co.,  Pathe  distributor.  He  will 
be  connected  with  the  main  office  of  the  Pathe 
Freres  Phonograph  Co.,  of  Brooklyn.  Mr.  Dry- 
den has  been  an  active  Pathe  campaigner  here  for 
the  past  eighteen  months,  and  on  account  of  his 
efforts  the  Pathe  trademark  is  known  in  thou- 
sands of  homes  in  Buffalo  and  surrounding  terri- 
tory. Mr.  Dryden  has  arranged  for  a  fine  line 
of  Pathe  advertising  at  a  "Red  Rooster  circus 
dance"  which  he  planned  to  put  on  at  Elm- 
wood  Music  Hall  on  the  evening  of  October  11. 
Webb's  Novelty  Entertainers  and  the  Cairo  fife 
and  drum  corps  will  be  featured.  The  Cairo 
Corps  is  affiliated  with  all  Odd  Fellows'  lodges 
of  the  city.  Pathe  Freres  will  furnish  some 
Pathe  stars  for  the  evening.  There  will  be  all 
kinds  of  circus  acts,  elephants,  etc.,  on  the  pro- 
gram. Roosters  will  predominate.  Three  weeks 
before  the  date  -  of  the  affair  more  than  2,500 
tickets  were  sold. 

The  Star  department  store  of  Elmira,  N.  Y., 
under  the  management  of  C.  R.  Mosch  &  Son, 
has  closed  out'  its  grocery  department,  said  to 
have  been  doing  a  business  of  more  than  $10,000 


a  year,  to  make  room  for  Pathe  phonographs  and 
records. 

W.  K.  Ruger,  special  representative  of  the 
Buffalo  Wholesale  Hardware  Co.,  has  been  cov- 
ering county  fairs  in  the  interests  of  the  Pathe 
line.  He  reports  that  the  outlool^  is  very  bright 
but  he  says  it  will  be  necessary  for  the  dealers 
to  put  in  good  hard  work  this  Fall. 

The  Koenig  Piano  Co.  has  added  four  new 
talking  machine  booths  at  its  new  Main  street 
store. 

Kuhn  Bros.,  who  •featured  the  Columbia  line, 
have  removed  to  their  new  store  at  549  Elm- 
wood  avenue. 

"Victrola"  week  was  recently  celebrated  by 
J.  N.  Adam  &  Co.  According  to  the  concern, 
the  purpose  of  the  event  was  to  acquaint  Buf- 
falonians  with  its  Victrola  headquarters. 

"The  better  musician  you  are  the  more  your 
work  will  mean  to  you — and  the  more  success- 
ful you  will  be,"  says  George  Goold,  of  Goold 
Bros.  "A  dealer  should  study  music  as  seri- 
ously as  if  he  intended  to  become  a  Levitzki  or 
a  Godowsky.  It's  half  the  battle  and  more  than 
half  the  fun  for  the- dealer  to  be  a  musician  and 
to  discuss  music  intelligently." 


iVUGNAVOX  FOR  HARTFORD  TIMES 


Newspaper    Finds    Telemegafone  Useful 
Making  Important  Announcements 


Hartford,  Conn.,  October  6. — The  Times  has 
just  installed  the  Magnavox,  the  music  and  voice 
telemegafone,  and  has  found  it  most  satis- 
factory in  making  announcements  to  the  public. 
It  was  first  used  at  the  Times  office  in  announc- 
ing the  details  of  the  Cleveland-Chicago  ball  game 
last  week,  and  was  also  used  to  good  effect  in 
reporting  the  world  series  games. 


While  it  is  well  to  have  a  store  well  lighted, 
care  must  be  tak^n  to  see  that  the  light  does 
not  become  glaring.    Soft  lights  are  best. 


GARFORD  "BABY"  PHONOGRAPHS 


A  Popular  Line  of  Toy  Phonographs 
Nothing  More — Nothing  Less 

THE  "BABY"  MODEL 
RETAILS  AT  $6 


MODEL  X  RETAILS  AT  $12 


A  Splendid  Dealer  Proposition  Is 
Available 


CLOSED 


GENERAL  PHONOGRAPH  MFG.  CO.,  Elyria,  Ohio 


178 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


ANNOUNCING  NEW  ART  MODELS 


The  "Natural  Voice"  Line  has  ever  been  noted  for 
its  quahty.  At  the  same  time  profits  for  the  dealers 
have  always  been  most  liberal.  Perfect,  guaranteed 
machines  with  instant  appeal  and  of  quick  salability. 

Therefore  the  announcement  of  the  addition  of  art 
models  to  this  line  should  command  your  attention. 


Art  models  of  most  origi- 
nal design  and  of  the  high- 
est quality  throughout;  all 
meeting  the  high  stand- 
ards set  by  our  products 
in  the  past. 

To  the  trade  desiring  to 
place  such  goods  on  their 
floors  we  offer  an  arrange- 
ment of  most  liberal  pro- 
portions. 

Natural  Voice  is  the  most 
remarkable  musical  in- 
strument now  before  the 
public.  For  a  full  line  of 
machines  and  price  list, 
write  today. 


NATURAL  VOICE  PHONOGRAPH  CO. 


ONEIDA,  NEW  YORK 


ST53 
H37W40D23 


Distributors  of  This  Line  Wanted  in  Every  State 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


179 


TRADE  CONDITIONS  HEALTHY  IN  TWIN  CITIES  AND  STATE 

Dealers  and  Jobbers  Optimistic— Edison  Tone-Tests  Under  Way— Great  Foster  &  Waldo  Sign- 
Victor  Goods  Still  Scarce — New  Brunswick  Accounts — Stone's  Big  Vocalion  Trade — Other  News 


St.  Paul  and  Minneapolis,  Minn.,  October  4.— 
Car  shortage  is  interfering  somewhat  with  the 
talking  machine  trade  in  the  Northwest  in  an 
indirect  way  and  only  for  a  temporary  period. 
In  sections  devoted  wholly  to  grain  there  are 
not  enough  freight  cars  available  for  the  move- 
ment of  grain  to  the  markets  and  until  the  grain 
is  marketed  there  will  be  no  money  available 
for  talking  machines  or  anything  else.  The  re- 
sult is  that  local  dealers  in  the  strictly  grain  dis- 
tricts, which  include  the  larger  part  of  the  two 
Dakotas,  are  compelled  to  withhold  their  orders 
as  their  bankers  are  not  in  position  to  handle 
talking  machine  paper.  This  situation  affects 
only  a  comparatively  small  part  of  the  territory 
tributary  to  the  distributing  headquarters  and 
talking  machine  jobbers  in  the  Twin  Cities. 

On  the  whole,  the  situation  is  extremely  satis- 
factory. The  demand  is  brisk  and  there  is  every 
indication  that  it  will  be  very  much  brisker. 
Every  jobber  and  factory  representative  in  St. 
Paul  and  Minneapolis  is  highly  optimistic,  one 
might  say,  even  jubilant,  over  ithe  general  con- 
ditions and  the  outlook.. 

Five  companies  are  in  the  Northwest  giving 
tone-tests  with  the  New  Edison  and  are  reputed 
to  be  exploiting  the  machine  with  fine  success. 
The  entire  territory  is  being  covered.  The  tone- 
testing  combinations  are  as  follows;  Fleming 
trio  and  Hardy  Williamson;  Clare  Peteler  and 
Sokoloff  trio;  Betsy  Lane  Shipler;  Amy  Eller- 
man  and  Vera  Barstow;  Sybil  Sanderson  Fagan 
and  Miss  Davis;  Dann  trio  and  Harvey  Hinch- 
meyer. 

Laurence  H.  Lucker,  Northwestern  distributor 
of  the  Edison,  returned  a  few  days  ago  from 
Orange,  N.  J.,  where  he  endeavored  to  convince 
the  powers  that  be  that  the  Northwest  is  en- 
titled to  a  far  greater  allotment  of  machines  and 
records.  He  has  not  yet  caught  up  on  1919 
orders  and  is  anxious  to  get  even  with  the  board 


again.  The  local  sales  forces  of  the  Minnesota 
Phonograph  Co.  have  been  increased,  four 
people  being  added  to  the  floor  force  in  Minne- 
apolis. 

What  is  declared  locally  to  be  the  finest  il- 
luminated billboard  west  of  New  York  is  pro- 
claiming the  names  of  the  Sonora  phonograph 
and  the  Foster  &  Waldo  Co.  to  the  people  of 
Minneapolis.  It  covers  the  entire  end  of  a  two- 
story  tenement  at  Nicollet  avenue  and  Ninth 
street  and  is  plainly  visible  for  two  blocks  along 
Nicollet  avenue,  the  Broadway  of  Minneapolis. 
Sewall  D.  Andrews,  who  handles  the  Sonora 
phonographs  for  the  Minneapolis  Drug  Co.,  re- 
ports that  his  machine  continues  to  make  steady 
progress  into  the  affections  of  the  music  lovers 
of  the  Northwest. 

Victor  goods,  both  machines  and  records,  are 
still  hard  to  get.  The  two  principal  distributing 
houses  in  the  Northwest,  the  Beckwith-O'Neill 
Co.  and  the  Metropolitan  Music  Co.,  are  hard 
pushed  to  give  their  patrons  even  a  tithe  of 
what  they  actually  need,  let  alone  supplying 
what  is  wanted.  The  Beckwith-O'Neill  Co.  has 
rio  stock  either  of  records  or  niAhines,  and  if  it 
were  not  that  shipments  are  comparatively  fre- 
quent, its  business  would  be  in  a  sad  state.  The 
house  will  do  a  great  trade,  without  any  ques- 
tion, but  it  is  feared  that  a  lot  of  good  orders 
will  be  lost  through  inability  to  supply  the  calls 
from  every  point  of  the  compass. 

It  is  a  nice  year  for  the  phonograph  depart- 
ment of  the  Brunswick-Balke-Collender  Co. 
George  M.  Nye  states  that  so  many  accounts 
have  been  opened  in  the  Northwest  during  the 
past  month  that  he  has  lost  the  count.  It  is 
announced  that  A.  Leath  &  Co.,  with  twelve 
stores  in  Wisconsin,  who,  have  been  handling 
various  lines  of  talking  machines,  have  closed 
out  all  except  the  Brunswick  and  will  make 
their  twelve  places  exclusive  Brunswick  shops. 


Filling  orders  for  Pathe  machines  and  records 
engages  the  attention  of  Jay  H.  Wheeler,. phono- 
graph manager  for  G.  Sommers  &  Co.  'It 
has  been  a  good  year  for  Mr.  Wheeler  and  he 
is  confident  of  surpassing  his  best  previous  ef- 
forts. Thus  far  he  has  not  been  hampered,  as 
he  was  last  year,  by  a  shortage  in  shipments. 

Notable  newspaper  advertising  is  being  done 
by  the  Stone  Piano  Co.  on  behalf  of  the  Vo- 
calion phonographs  with  a  view  of  making,  the 
people  of  the  Northwest  acquainted  with  the 
merits  of  this  instrument. 

Naturally  the  Columbia  Graphophone  Co.  is 
sharing  in  the  talking  machine  activity.  With  a 
splendid  central  location  and  ample  quarters, 
W^.  L.  Sprague,  Northwestern  manager,  is  bet- 
ter situated  for  doing  a  big  business  than  ever 
before  and  is  making  the  best  of  the  excelleint 
opportunities.  Mr.  Sprague  took  a  brief  lay- 
off at  Lake  Minnetonka  during*  the  first  part  of 
October  to  get  himself  in  trim  for  the  Fall  rush 
of  business. 


JOINS  REINCKE=ELUS  STAFF 


H.  Williams  Becomes  Assistant  Manager  of 
New  York  Office  of  the  Company 


A  recent  addition  to  the  staff  of  the  Reincke- 
Ellis  Co.  was  the  appointment  of  O.  H.  Williams 
as  assistant  manager  of  the  New  York  office  lo- 
cated at  45  East  Thirty-fourth  street. 

The  addition  of  Mr.  Williams  to  the  New  York 
staff  should  materially  increase  the  strength  of 
the  Eastern  office,  as  Mr.  Williams  is  a  man 
thoroughly  experienced  in  the  Victor  line  of  busi- 
ness, having  formerly  been  connected  with  both 
the  New  York  Talking  Machine  Co.,  New  York, 
and  the  Buffalo  Talking  Machine  Co.,  Buffalo. 
He  is  well  known  to  the  Eastern  Victor  retailers. 
Due  to  his  wide  experience  and  thorough  knowl- 
edge of  advertising  in  the  printing  business,  there 
is  no  doubt  but  that  Mr.  Williams  will  soon  make 
himself  a  very  valuable  member  of  the  Reincke- 
Ellis  institution  and  will  enlarge  his  circle  of 
friends  in  the  trade. 


How  About  Tomorrow? 

Permanent  Business  Success 

cannot  be  expressed  in  terms  of  first  sales.  The  additional  sales  made  through 
satisfied  customers  tell  the  tale. 

The  Acid  Test 

of  Phonograph  Satisfaction  is  Quality. 

(1)  Quality  Cabinets 

(2)  Quality  Designs  and  Finish 

(3)  Quality  Motors.    Quiet  and  Trouble  Proof. 

(4)  Quality  Tone 

In  the  Stradivara  these  business  building  requirements  are 
present  in  fullest  measure.  One  just  sells  another.  That's  why 
Stradivara  Dealers  are  permanent.  That's  why  their  expense  of  sell- 
ing and  upkeep  is  the  absolute  minimum.  They  are  the  trade's  most 
enthusiastic  takers  of  handsome  sure  profits.  Your  expenses  this 
season  can  be  reduced  and  profits  increased  with  the  same  liberal 
proposition,  if  you  send  for  it  now. 


SIradivara 


'KNOWN    Poa  TONt* 


THE  COMPTON-PRICE  CO. 


Coshocton,  Ohio 


Model  145 


180 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Records 


ARE  BEST  SELLERS 


November  List  of  Records  on  Sale 


List  of  Records 


NO. 


22420^ 


VOCAL  RECORDS 

TITLE  ARJIST 

fDOWN  THE  TRAIL  TO  HOME,  SWEET 
HOME   Sam  Ash 

THE  LOVE  BOAT  Elliot  Shaw 


rl  WANT  TO  SPREAD  A  LITTLE  SUN- 
20462 J      SHINE   Jack  Norworth 

[orange   BLOSSOM   TIME .  .  .  Jack  Norworth 


2242 


ri  CANNOT  SLEEP  WITHOUT  DREAMING 
j      OF  YOU  Gladys  Rice 


I  MOONLIGHT  IN  MANDALAY, 

Lewis  James-Elliot  Shaw 

fTHE  JAPANESE  SANDMAN  Orpheus  Trio 

22422  j  WHEN  I  LOpKED  IN  YOUR  WONDERFUL 

[     EYES  Ernest  Hare 

TMY  VISION  GIRLS.     Tenor  Noble  Sissle 


20463 


STOP,  LOOK,  LISTEN  TO  THE  MUSIC  OF 
THE  BAND  Sidney  Phillips 


ones 


JBARNEY  COME  OVER  HERE .  .  Blanche  Ring 
22419|YU[yi.j.YUM-I-YUM   Billy  Jc 

STANDARD  SONGS 


27031 


25045 


fTHE  LASS  WITH  THE  DELICATE  AIR, 

Helen  Yorke 

P  LITTLE  SONGS  Helen  Yorke 

O  FOR  THE  WINGS  OF  A  DOVE, 

Alice  Godillot 

AT  PARTING   Alice  Godillot 


INSTRUMENTAL  RECORDS 

rSHEPHERD'S  HEY  Rudolph  Ganz 

^^^^^[COUNTRY  GARDENS,  No.  22.  .Rudolph  Ganz 

fMEDLEY  OF  COUNTRY  REELS.  Violinist, 

Joseph  Samuels 


2241  7 


MEDLEY  OF  COUNTRY  JIGS.  Violinist, 

Joseph  Samuels 


22414^ 


HAWAIIAN  RECORDS 

NO.  TITLE  ARTIST 

fMALANAI,  ANU  KA  MAKANI, 
i  Hawaiian  Guitars,  Ferera  &  Franchini 

HkAWAHA,  •'HAWAIIAN  MELODY," 

Hawaiian  Guitars,  Ferera  &  Franchini 

BAND  AND  ORCHESTRA  RECORDS 

fMARITANA  OVERTURE,  Part  I, 
j  Versailles  Military  Band 

40203-^ 

!  MARITANA  OVERTURE,  Part  II, 

Versailles  Military  Band 

NEW  DANCE  RECORDS 

^^.-,f WHISPERING   Nicholas  Orlando's  Orch. 

zztzo|^ISs  A  MISS  Nich  olas  Orlando's  Orch. 

rCREOLE  BLUES, 

j      United  States  Hotel  (Saratoga,  N.  Y. )  Orch. 
22424i 

!  IN  OLD  MANILA, 

t  United  States  Hotel  (Saratoga,  N.  Y.)  Orch. 
rCUBAN  MOON. 

j         Ray  Miller's  Black  and  White  Melody  Boys 
22425^ 

1 1  LOVE  THE  LAND  OF  OLD  BLACK  JOE, 
[        Ray  Miller's  Black  and  White  Melody  Boys 

rTELL  ME,  LITTLE  GYPSY, 

Delia  Robbia  Orch.  (Hotel  Vanderbilt,  N.  Y.) 

THE  LOVE  NEST  MEDLEY. 

Nicholas  Orlando's  Orch. 

NEW  OPERATIC  RECORDS 

,         fLA  SONNAMBULA  "PRENDI  LANNEL  TI 
i4U52|     DONO"   Tito  Schipa 


40208 


^^^^,(ERNANI  "ERNANI,  INVOLAMI,' 
54053{  Q 


audia 


M 


UZIO 


5405 


.  (THE  BIRD  OF  THE  WILDERNESS. 

Yvonne  Gall 


TENOR  and  BARITONE  SACRED  DUETS 

7ESUS,   I  COME...  Lewis  James-Harold  Wiley 

22401^  LEAF  BY  LEAF  THE  ROSES  FALL, 

Lewis  James-Harold  Wiley 


PATHE  FRERES  PHONOGRAPH  CO 

Eugene  A.  Widmann,  President 
10-56  GRAND  AVENUE,  BROOKLYN,  N.  Y. 


October  15,  1920 


THE   TALKING    MACHINE  WORLD 


181 


Have  You  the  Right  to  the  AGTUELLE? 

'T^HE  only  man  who  can  offer  the 
ACTUELLE  to  his  customers 
is  the  Pathe  dealer. 

The  significance  of  this  is  the  fact 
that  there  is  no  substitute  for  the 
ACTUELLE.  You  cannot  palm 
off  anything  else  on  a  man  who 
wants  an  ACTUELLE.  There  is 
nothing  else  that  either  looks  or 
listens  like  it.  The  customer 
knows  this. 

To  the  merchant  with  real  business 
sense  there  is  no  need  to  argue  the 
enormous  strength  and  prestige  of 
such  a  proposition.  It's  plain  for 
all  to  see. 

Have  you  the  right  to  the 
ACTUELLE? 

If  you  have  not,  the  question  for  you  to  decide  is  not,  ''Is  it 
worth  while?"— but 

Can  you  afford  to  do' without  it? 

PATHE  FRERES  PHONOGRAPH  CO. 

Eugene  A.  Widmann,  President 
BROOKLYN,  N.  Y. 


182 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Slides  for  Talking  Machines 


o 

(25 


0. 


& 

o 

e 

o 
o 
o 

.(^ 

o 
o 

e 

o 

(W) 

o 

o 
o 
o 

1^ 


Oi^^r  F/i^^  Hundred  Thousand 

.  Talking  Machines  are  annually  being  equipped  with 

DOMES  OF  SILENCE 

There's  a  reason  ! 

In  addition  to  the  fact  that  they  save  strain  on  Cabinet  legs,  save  floors  and  rugs,  they  permit 
of  the  Cabinet  setting  closer  to  the  floor.  Thus  you  obtain  Harmony  of  Design  as  vv^ell  as  easy 
moving  qualities. 

Manufacturers  will  gladly  put  them  on  the  Cabinets  you  order  if  you  specify  them. 


HENRY  W.  PEABODY  &  CO. 


Domes  of  Silence  Division 


17  STATE  STREET,  NEW  YORK 


SPECIFY  DOMES  of  SILENCE 


6 
& 
& 

a 
o 

0 

W 

0 
0 

o 

9 

(a 
&[ 

o 

9 

C3 

0 
3 
0 

o 

0 

o 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


183 


LOS  ANGELES  CONTINUES  TO  BE  A  BIG  BUYING  CENTER 

Opinions  Are  General  Here  That  Totals  of  Former  Years  Will  Be  Exceeded  This  Fall  and  Win- 
ter— Great  Reunion  of  Bnmswick  Forces — Some  Notable  Speakers — Bonnell's  New  Post 


Los  Angeles,  Cal.,  October  5. — Sales  of  talking 
machines  for  the  past  month  have  again  proved 
very  satisfactory,  according  to  reports  from  the 
various  departments  and  opinions  seem  general 
that  all  previous  totals  in  former  years  will  be 
beaten.  The  manager  of  one  department, 
Harold  Jackson,  of  the  Wiley  B.  Allen  Co., 
states  that  orders  have  already  been  placed  for 
talking  machines  for  Christmas  delivery,  to- 
gether with  substantial  deposit  payments  in 
about  a  dozen  instances,  the  customers  remark- 
ing that  they  would  not  take  any  chances  of 
shortage  of  goods. 

General  Sales  Manager  Here 

A.  J.  Kendrick,  general  sales  manager,  phono- 
graph division  of  the  Brunswick-Balke-CoUender 
Co.,  visited  Los  Angeles  in  the  early  part 
of  September.  He  called  on  the  local  Bruns- 
wick dealers  and  met  practically  all  of  the 
Southern  California  dealers  at  a  banquet,  which 
was  given  in  honor  of  his  visit  at  the  Hotel 
Clark  on  September  10th.  Mr.  Kendrick  ex- 
pressed himself  as  very  pleased  with  the  repre- 
sentation of  the  Brunswick  in  this  section  of 
the  country. 

E.  M.  Bonnell  Accepts  New  Position 

One  of  the  most  popular  wholesale  represen- 
tatives, a  man  known  in  every  town  throughout 
the  Pacific  Coast,  from  Seattle  to  San  Diego — 
we  nearly  said  to  Tijuana- — E.  M.  Bonnell,  has 
been  appointed  supervisor  of  sales  for  the  Pacific 
Ccj-.st  for  the  Western  Jobbing  &  Trading  Co., 
distributors  of  Emerson  phonographs  and 
records.  Mr.  Bonnell,  who  recently  resigned 
from  his  position  as  Western  representative  for 
the  Magnavox  Co.,  So.iora  phonograph  distrib- 
utors for  the  Pacific  Coast,  will  make  his  head- 
quarters in  Los  Angeles.  He  will  make  frequent 
visits  to  the  San  Francisco,  Portland  and  Seattle 
branches. 

Bartlett  Music  Company  Opens  Branch 

The  phonograph  and  piano  concession  at  the 
Broadway  department  store  has  been  taken  over 
by  the  Bartlett  Music  Co.,  from  Fuller  &  Sun- 
derland. The  Columbia  and  Pathe  lines  are 
featured  and  the  department  is  under  the  man- 
agement of  Geo.  W.  Kabel. 

Exclusive  Brunswick  Dealers 

Lyon,  McKinney,  Smith  Co.  recently  an- 
nounced that  they  would  handle  the  Brunswick- 
phonograph  and  records  exclusively.  A  big- 
newspaper  advertising  campaign  has  been 
launched  and  the  department  has  been  renamed 
"The  Brunswick  Shop." 

P.  H.  Beck  Returns 

After  an  absence  of  nearly  six  months  in  San 
Francisco,  P.  H.  Beck,  one  of  the  most  popular 
members  of  the  music  trade  of  Southern  Cali- 
fornia, has  returned  to  Los  Angeles.  Numbers 
of  his  old  friends  have  called  on  him  already 
and  welcomed  him  back  to  Los  Angeles.  He 


has  accepted  a  position  with  the  Piatt  Music 
Co.  in  the  capacity  of  general  manager  of  the 
Victrola,  sheet  music,  small  goods  and  player 
roll  departments.  In  recognition  of  the  high 
esteem  in  which  Mr.  Beck  was  held  by  all  his 
associates,  he  was  unanimously  elected  last  May 
an  honorary  member  of  the  Music  Trades  Asso- 
ciation of  Southern  California. 

Whittier  Dealer  Invades  Broadway 

J.  Van  Grove,  music  dealer  of  Whittier,  has 
opened  up  an  exclusive  Columbia  Grafonola 
and  record  department  at  the  Melody  Shop  on 
Broadway.  Mr.  Van  Grove  has  been  very  suc- 
cessful in  Whittier,  where  he  handles  both 
pianos  and  phonographs. 

Brunswick  Banquet  a  Notable  Affair 

Harold  Brown,  sales  manager  of  the  Los  An- 
geles branch  of  the  Brunswick-Balke-Collender 
Co.,  chose  the  visit  of  General  Sales  Manager 
Kendrick  the  occasion  for  the  second  "verse" 
of  his  "Harmony  Meetings."  The  first  "verse" 
took  place  on  June  21.  The  "verse"  proved  to 
be  su])stantial  and  satisfying  with  its  ten  lines 


stress  on  the  remarkable  showing  and  volume 
of  business  in  this  territory.  Leopold  Godowsky 
gave  a  very  humorous  and  entertaining  talk  and 
was  followed  by  Milton  Diamond,  who  explained 
the  objects  of  his  bureau  and  stated  that  it  was 
his  ambition  to  enable  the  rhusie  dealer  in  the 
smaller  city,  as  well  as  in  the  large  centers,  to  pro- 
mote music  by  giving  concerts  with  famous  stars 
as  attractions.  He  then  initroduced  Miss  Ger- 
trude Huntley,  announcing  that  she  was  a  special 
pupil  of  Godowsky's,  with  whom  she  would 
make  her  debut  at  Carnegie  Hall,  New  York,  in 
December.  Miss  Huntley  then  played  three  ex- 
quisite Chopin  selections,  which  were  greatly 
appreciated.  L.  E.  Behymer  then  made  an  in- 
tensely interesting  speech;  he  told  of  the  won- 
derful strides  made  by  the  phonograph  business 
and  of  its  benefit  to  music.  He  also  quoted  in-  . 
teresting  figures  from  the  assessment  reports 
on  musical  instruments  in  Los  Angeles  County 
alone  which  went  to  show  the  tremendous  total 
in  dollars  and  cents  of  talking  machines  and 
pianos  owned  in  this  section.  Seventy-five 
guests  were  present  and  included  dealers  from 
all  over  Southern  California. 

Picnic  of  Barker  Bros.  Force 
The  music  department  of  Barker  Bros,  re- 
cently held  a  picnic  and  barbecue  in  the  Arroyo 


Banquet  of  Southern  California  Brunswick  Dealers  at  the  Clark  Hotel 


of  good  things  to  eat  and  drink;  then,  too,  a  very 
distinguished  line-up  of  guests  added  to  the 
pleasures  of  the  evening,  consisting  of  Madame 
Irene  Pavloska,  of  the  Chicago  Grand  Opera 
Co.;  Leopold  Godowsky,  renowned  pianist  and 
composer;  Milton  Diamond,  director  Interna- 
tional Concert  Bureau,  New  York;  L.  E.  Behy- 
mer, famous  impresario;  Gertrude  Huntley, 
talented  pianist;  Julius  Balke,  vice-president; 
F.  P.  Simpson,  Los  Angeles  branch  manager, 
and  Dan  C.  Voorhies,  special  representative  of 
the  Brunswick-Balke-Collender  Co.,  were  also 
present.  By  special  request  Madame  Pavloska 
sang  three  beautiful  songs  which  were  enthusi- 
astically applauded.  This  was  followed  by  a 
brief  interesting  speech  by  Vice-President  Balke. 
General  Sales  Manager  Kendrick  spoke  elo- 
quently  of   the  phonograph   business   and  laid 


Secco  above  Devil's  Gate  Dam.  After  a  very 
sumptuous  lunch,  which  included  delicious  beef 
steaks,  broiled  with  consummate  skill  over  the 
great  barbecue  fire  by  Ray  Daynes,  chief  chef 
for  the  occasion,  and  his  assistant,  the  baseball 
game  of  the  year  was  played.  The  baseball  cap- 
tains, Wilbur  Spray  and  Ray  Daynes,  directed 
their  men  with  marked  ability,  and  although 
heavy  bets  had  been  laid,  General  Manager 
Boothe  saw  to  it  that  there  was  no  tampering 
or  bribing  done  among  the  players — that  is, 
among  the  other  players,  because  he  was  a 
prominent  third  baseman  himself,  not  to  men- 
tion home-run  striker.  Probably  owing  to  a 
great  extent  to  Wilbur  Spray  receiving  a  black 
eye  from  a  foul  ball,  his  team  lost.  Score  20 
to  15.  Among  those  present  were  J.  W.  Boothe, 
{Continued  on  page  185) 


SOLOTONE— New  Series 

Solotones  are  all  carefully  hand  finished  in  factories  far 
removed  from  the  rush  of  the  city. 

While  they  are  of  superior  merit,  they  are  made  under 
favorable  conditions  which  make  possible  a  moderate  priced 
instrument. 


Prompt  deliveries  on  most  models. 


Executive  Offices: 
1727  Chestnut  Street,  Philadelphia,  Pa. 

Neiv  Jersey  Factory:  Washington,  N.  J. 
Pennsylvania  Factory:  Lititz,  Pa. 


SOLOTONE  MANUFACTURING  CO., 

PHILADELPHIA,  PA. 


184 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Edison  Message  No,  81 


The  reduced  price  of  the  Ford  touring 
car  is  still  22%  greater  than  the  price  of 
that  car  in  191  7. 

Edison  Phonograph  prices,  since  1914, 
have  increased  only  15^,  including  War 
Tax. 

The  increased  price  of  raw  materials 
since  1914  has  been  absorbed  by  Mr. 
Edison,  and  the  Edison  Phonograph 
business  has  been  made  stable  because 
of  his  action. 


Edison  Stood  the  Gaff 


THOMAS  A.  EDISON,  Inc. 


ORANGE.  N.  J. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


185 


LOS  ANGELES  A  BIG  BUYING  CENTER 

(Continiu'd  from  page  183) 

general  manager  music  department,  and  Mrs. 
Boothe;  J.  Blanchard,  manager  piano  depart- 
ment, and  Mrs.  Blanchard;  Messrs.  Daynes, 
Spray,  Doughty,  Judson,  Fraser,  Condit,  Ilch, 
Cassell,  Corrison,  Chill,  Wilson,  Nolan,  Thomp- 
son, Smith,  Shattinger,  Baker,  I.  Robinson,  K. 
Robinson,  Stone,  Wilson,  Tebbens,  Dear,  Mr. 
and  Mrs.  G.  Love,  Mrs.  Bartlett  and  Mrs.  Ar- 
nold. 

Aeolian-Vocalion  Well  Represented 

H.  M.  Hull,  Pacific  Coast  manager  of  the 
Aeolian-Vocalion  Co.,  is  to  be  congratulated  on 
the  excellent  representation  which  he  and  his 
Los  Angeles  branch  manager,  E.  R.  Darvill,  have 
succeeded  in  obtaining  in  Los  Angeles.  The 
agencies  include  a  music  store,  furniture  store 
and  great  department  store.  The  Geo.  J.  Birkel 
Co.  is  the  Steinway  and  Aeolian  representatives 
of  Los  Angeles,  and  this  store  is  known  through- 
out the  West.  Barker  Bros,  control  one  of  the 
greatest  furniture  houses,  west  of  Chicago  at 
least,  and  their  phonograph  department  is 
famous  up  and  down  the  Pacific  Coast.  A. 
Hamburger  &  Sons  department  store  is  also 
perhaps  the  largest  establishment  of  its  kind 
west  of  Chicago,  and  their  music  department 
is  one  of  the  show  places  of  the  country.  Out- 
side of  Los  Angeles  there  is  an  aggregate  of 
first-class  representative  houses  chosen  evi- 
dently with  the  object  of  carrying  out  the 
traditions  of  the  Aeolian  Co. 


CELEBRATES  FIRST  ANNIVERSARY 


The  Ansell, '  Bishop  &  Turner  Co.,  Inc.,  Vic- 
tor dealers  of  Washington,  D.  C.,  celebrated  the 
first  anniversary  of  the  founding  of  the  store  in 
the  capital.  During  the  celebration  many  fea- 
tures emphasized  the  advantages  of  the  establish- 
ment and  among  these  was  the  giving  away  of 
a  small  Victor  dog  model  to  each  visitor. 


JOINS  CRITERION  RECORDS,  INC. 

Arthur  H.  Cushman  Now  Vice-President  and 
General  Manager  of  New  Recording  Company 
— Alex  Pierman  and  Geo.  Sleight  Are  Asso- 
ciated With  Him  in  the  Company 


Arthur  H.  Cushman,  formerly  director  of 
sales  of  the  Emerson  Phonograph  Co.,  New 
York,  and  well  known  in  talking  machine  circles 
throughout  the  country,  has  severed  his  con- 


Arthur  H.  Cushman 

nection  with  this  company  and  is  now  vice- 
president  and  general  manager  of  Criterion 
Records,  Inc.  This  compaily  has  opened  offices 
at  1227  Broadway,  New  York,  and  according  to 
its  present  plans  will  manufacture  a  complete 
line  of  ten-inch  and  twelve-inch  lateral  cut  rec- 
ords. The  first  list  will  be  ready  for  the  trade 
in  the  very  near  future. 

Associated   with   Mr.   Cushman   in  Criterion 


Records,  Inc.,  are  Alex.  Pierman  and  Geo. 
Sleight.  Mr.  Pierman,  who  was  for  twenty-three 
years  chief  of  the  experimental  laboratories 
with  Thos.  A.  Edison,  Inc.,  will  be  in  charge  of 
the  recording  laboratories  and  technical  divisions 
of  the  new  company.  Mr.  Sleight,  who  was  pre- 
viously connected  with  the  Columbia  Grapho- 
phone  Co.  and  the  Emerson  Phonograph  Co., 
will  be  chief  recorder. 

During  his  association  with  the  Emerson 
Phonograph  Co.,  Mr.  Cushman  was  an  important 
factor  in  the  formation  of  the  company's  sales 
and  merchandising  plans.  He  concentrated  the 
greater  part  of  ~his  activities  on  developing 
jobber  and  dealer  distribution,  and  attained  ex- 
ceptional success  in  this  important  work. 


SHIPS  PATHE  TO  ATHENS,  GREECE 

Alma,  Mich.,  October  5. — Dealers  who  feel  that 
their,  territory  is  not  broad  enough  should  note 
the  experience  of  Frank  M.  Smith,  Pathe  dealer 
of  this  city,  who  is  prSlidly  showing  photographs 
of  the  Pathe  phonograph  which  he  is  shipping 
to  Athens,  Greece.  The  Pathe  instrument  was 
purchased  by  a  local  Greek  merchant  who  was 
about  to  leave  for  a  visit  to  his  native  country 
after  twenty  years'  absence  and  ordered  shipped 
to  his  new  residence.  This  same  dealer  re- 
cently shipped  a  Pathe  phonograph  to  Saco, 
Montana,  700  miles  away. 


DODGE  COMES  FOR  WORLD'S  SERIES 

One  of  the  many  visitors  to  New  York  dur- 
ing the  week  of  October  4  was  George  A.  Dodge, 
of  the  Eastern  Talking  Machine  Co.  of  Boston. 
Mr.  Dodge  is  a  real  dyed-in-the-wool  baseball 
fan  and  came  on  to  attend  the  World  Series 
games  in  New  York.  He  saw  the  first  three 
games  here  and  then  went  to  Cleveland  to  fol- 
low the  fortunes  of  the  national  game  there. 
He  is  a  familiar  figure  at  the  ball  games  in 
Boston  and  seldom  is  a  game  called  that  he 
is  not  somewhere  in  the  stands. 


186 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


What  We  Will  Do  for  YOU 


Our  product  is  one  of  the  highest  quahty.  It  carries  exclusive  patented  features 
that  create  sales.  We  offer  extremely  liberal  profits  and  prompt  shipments.  A  per- 
manent connection  with  an  organization  of  long  experience  equipped  with  a  department 
of  dealer  helps.  And — "the  Regina  will  play  any  record  better  than  you  have  ever  heard 
it  played  before." 


EIGHT  MODELS 


$40.00  TO  $350.00 


READ  OUR  OFFER  AND 
FILL   COUPON  BELOW 


Perfect  7  one  Expression 


PLSyS  MA.  EECOEDS  III 
a  CENTEAL  POSmOM 


STOPS 
ADTOiVCTICAU.y 


The  Regina  is  equipped  with  a  new  unique  type 
of  reproducer  of  velvety  superfine  tone.  So  clear — so 
rich,  in  fact  it  is  Nature's  Tone  in  phonographs.  The 
central  position  of  the  reproducer  prevents  wear  and 
friction  on  all  records.  Plays  all  disc  records  without 
any  special  attachments  whatsoever. 

The  Ball-bearing  Tone  Arm  moves  readily  across 
the  record  with  almost  no  friction,  thus  increasing 
the  hfe  of  the  record. 

Manufacturers  of  Musical  Instruments  for  Over  a  Quarter  of  a  Century 

TO  RESPONSIBLE  DEALERS— we  will  ship  a  sample  Regina  Phonograph 
on  ten  days'  trial  for  demonstration  and  approval.    Freight  charges  to  be  paid  / 
by  consignee. 

Use  coupon  below,  marking  (x)  if  you  want  a  sample  machine  or  catalog       /  -4,°^ 
and  prices. 


THE 


CO. 


47  W.  34th  St.,  New  York 


209  S.  State  St.,  Chicago  / 


I.   \V,  1 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


187 


TWO  ATTRACTIVE  AEOLIAN- VOGALION  DISPLAYS  IN  TORONTO 


Window  Display  of  Robert  Simpson  Co.,  Ltd. 


Window  Display  of  Nordheimer  Piano  &  Music  Co. 


GROWING  INTEREST  IN  MUSIC  ROLLS 


Talking  Machine  Dealers  Finding  Music  Rolls, 
Including  Those  of  Foreign  Music,  Excellent 
Mediums  for  Increasing  the  Sales  Volume 


An  increasing  number  of  talking  machine 
dealers  are  finding  in  the  handling  of  music 
rolls  a  means  for  adding  materially  to  their 
volume  of  business  as  realized  from  the  selling 
of  talking  machines  and  records,  for  the  aver- 
age record  salesman  is  by  experience  well 
equipped  to  present  music  rolls  attractively  and 
the  dealer,  as  the  result  of  the  same  experience, 
understands  the  possible  results  of  quantity  sales 
of  items  that  bring  comparatively  small  prices 
individually.  A  number  of  dealers  in  fact  have 
devoted  special  departments  to  roll  sales  and 
have  had  no  occasion  to  regret  the  move. 

A  feature  of  the  roll  business  that  is  attract- 
ing attention  is  the  handling  of  rolls  of  foreign 
music.  Talking  machine  dealers  who  are  prop- 
erly located  and  who  have  seen  and  taken  ad- 
vantage of  the  opportunity  for  handling  foreign 


records  on  a  large  scale  have  found  that  many 
of  their  clients  also  own  player-pianos  and  are 
quite  happy  to  be  able  to  get  music  that  is  typ- 
ical of  their  native  land  in  music  roll  form. 

The  Rose  Valley  Music  Co.,  for  instance, 
speciajizing  on  rolls  of  foreign  music,  Jewish, 
Italian,  Polish,  German,  etc.,  report  that  in  dis- 
tricts with  large  foreign  populations,  talking 
machine    dealers    report    a    most  substantial 


market  for  their  rolls.    The  fact  that  the  words 

of  various  songs  are  printed  on  separate  cards 
and  enclosed  with  the  music  rolls  naturally  of- 
fers an  added  appeal. 

The  handling  of  the  music  rolls  does  not  re- 
quire that  the  talking  machine  dealer  open  up  a 
new  field,  but  simply  that  he  take  full  advantage 
of  the  opportunities  offered  in  the  field  in  which 
he  is  already  engaged. 


BROADENING  OUT  THE  LINE 

Buegeleisen  &  Jacobson  of  New  York  Believe 
Dealers  Can  Make  Their  Store  More  Complete 
by  Adding  a  Line  of  Musical  Merchandise 


Buegeleisen  &  Jacobson,  musical  merchandise 
jobbers.  New  York  City,  are  exponents  of  the 
general  music  house  idea.  They  report  that  this 
idea  is  gaining  ground  rapidly  in  all  sections  of 
the  country  with  excellent  results  for  the  dealer. 
Realizing  that  repairs  of  musical  instruments  are 
a  problem  to  many  dealers,  they  have  recently 
augmented  their  repair  department  considerably. 


This  department  has  always  been  a  matter  of 
pride  to  the  B.  &  J.  organization  and  careful 
attention  has  been  given  to  the  proper  equip- 
ment of  it.  The  personnel  of  this  department 
has  been  kept  high,  and  it  is  claimed  that  many 
of  the  most  expert  musical  merchandise  repair 
men  in  the  country  are  to  be  found  therein.  It 
is  their  pride  that  rare,  old  and  other  instru- 
ments may  be  safely  intrusted  in  the  hands  of 
these  master  craftsmen.  Buegeleisen  &  Jacob- 
son  report  that  they  are  very  busy.  Night  work 
has  been  in  efifect  for  some  time  past  in  order 
lo  take  care  of  the  large  volume  of  business 
being  transacted  by  this  house. 


jiN  americjIN  walnut 

TALKING  MACHINE 
CABINET 


For  Phonograph  Cabinets 

Walnut  is  surely  as  desirable  as  it  has  proved  to  be  for  the  finest  of 
other  forms  of  furniture  for  four  hundred  years  and  longer.  Beauty, 
remarkable  working  qualities  and  its  hold  on  the  public  demand  put 
AMERICAN  WALNUT  in  the  forefront  for  the  finer  musical  instru- 
ment cases.  Nearly  all  manufacturers  of  high  grade  phonographs  and 
cabinets  appreciate  this  fact. 

fFrite  for  data  Jormakers  or  data  for  dealers  and  the  ^'■Brochure  de  Luxe''^ for  your  salesmen, 
to  the  producers  of  American  Walnut  lumber,  the 

American  Walnut  Manufacturers'  Association,  Room  1022,  616  South  Michigan  Boulevard,  Chicago,  Illinois 


"The  Cabinet-wood  Superlative 


188 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


THE  DESIGNS  CREATE  THE  DESIRE 

The  Demonstration  Consummates  the  Sales 


The  Dimensions  of  The 
Amplifying  Chamber  are 
54"  in  width  and  10"  in 
height.  Think  of  that.  The 
Cabinet  is  36"  high,  27" 
wide  and  34"  in  depth — 
Shipped  K.  D.  which 
assures  lowxst  freight  rates. 


Ibaby 


Model  B — The  quaint  Queen  Anne.  One  of 
the  most  desirable  designs.  In  keeping  with 
the  furnishings  of  many  music  rooms  in 
modern  American  homes. 

Lis!    Price   5230  00 
Made    in    Mahogany    and    American  Walnut 
Gold    and  Nickel. 


Model  D — The  ever-popular  Louis  X\^I.,  an 
especially  favored  design  which  finds  its 
place  in  the  drawing  rooms  of  prosperous 
Americans  all  over  the  lan<l. 

List  Price  $240.00 
Made   In    Mahogany   and    American  Walnut. 
Gold   and  Nickel. 


KNOWN  FOR  STYLE  AND  TONE 

Protect  your  trade  and  stimulate  your 
business  in  Phonographs  by  this  com- 
bination of  wonderful  tone,  quality 
and  Cabinet  Ardstry — 

The  Baby  Grand  Design  Phonograph 

creates  a  furore  of  interest  because  of 
its  unique  appearance  which  blends  so 
harmoniously  with  period  furniture. 

Our  Reproducer 

together  with  the  highest  scientific 
principles  of  acoustics  in  the  amplify- 
ing chamber  are  the  secrets  of  the 
wonderful  vocal  and  instrumental 
tones  making  the  musical  qualities  in- 
comparable, which  combined  with  the 
unique  style,  perfect  construction  and 
finish  attracts  and  creates  interest  not 
found  in  other  Phonographs. 


Plays  all  makes  of  records. 
Be  sure  of  Delivery  for  Fall 
and  Holiday  Trade  by  or- 
dering now.  Exclusive 
users  of  the  well  known 
(Ellis)  Patent  Reproducer 
made  in  our  own  factory 
under  supervision  of  the 
inventor. 


Model  A — Baby  Grand  in  Adam  period  de- 
sign. The  marvelous  simplicity  and  beauty 
of  the  period  faultlessly  carried  out.  Much 
favored  bv  tlic  critical  buyer. 

List    Price  $225.00 
Made   In    Mahogany   and    American  Walnut 
Gold   and  Nickel. 

The  Fern-O-Grand  Company 

212-220  West  Canal  Street 
Cincinnati,  Ohio 


Model   C — The   Hexagon   design   fits   in  with 

almost  any  character  of  home  furnishing. 
Its  solid  and  artistic  appearance  is  in 
keeping   with   the   best   of  Teriods. 

List  Price  $235  CO 
Made    in    Mahogany    and    American  Walnut. 
Gold   and  Nickel. 


Model  E — For  the  Chippendale  room.  Deli- 
cate carvings,  perfect  design  and  the  last 
word  in  arts  and  crafts  workmanship.  Study 
the  perfection   of  this  desicn. 

List   Price   $250  00 
Made    In    Mahogany   and    American  Walnut 
Gold    and  Nickel. 


FULLY  PROTECTED  BY  PATENTS.   DEALERS  DISCOUNTS  PROMPTLY  FOLLOW  YOUR  APPLICATION 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


189 


MILWAUKEE  DEALERS 

WILL  FORCE  BUSINESS 


Despite  Sales  Resistance  Dealers  Expect  a  Big 
Fall  and  Winter  Trade — Unique  Victor  Con- 
cert —  Brunswick  Volume  Increases  —  The 
Manufacturing   Outlook— Bradford  Op8ning 

Milwaukee,  Wis.,  October  12. — The  condition  of 
retail  business  in  the  talking  machine  field  in  Mil- 
waukee so  far  in  October  leads  all  merchants 
to  believe  that  the  Fall  and  holiday  season  of 
1920  is  going  to  be  one  of  the  very  best  in  all 
time,  despite  the  fact  that  the  situation  generally 
is  demanding  the  most  diligent  effort  to  do  busi- 
ness that  has  been  required  of  business  men  since 
the  days  before  the  war.  It  hardly  would  be  fair 
to  make  comparisons  with  a  year  ago,  when  con- 
ditions were  wholly  unusual,  but  it  might  be  said 
that  stocks  in  the  hands  of  retail  talking  machine 
dealers  as  of  October  1  were  cons'derably  larger, 
while  the  prospect  for  getting  more  goods  was 
not  at  all  like  that  of  last  Fall,  when  it  meant  a 
continual  fight  for  a  dealer  to  get  more  than  half 
enough  merchandise  to  fill  his  requirements. 

The  problem  of  the  trade  this  Fall  is  not  one 
of  merchandise,  but  rather  of  turnover.  It  is 
admitted  that  sales  resistance  has  increased  all 
through  the  present  year,  and  it  is  requiring  real 
salesmanship  to  do  business  in  the  desired  volume. 
The  day  is  past  when  a  merchant  could  sit  at 
his  desk  and  worry  only  about  the  problem  of 
filling  this  or  that  order.  To-day  he  is  going  out 
after  business,  and  hiring  men  who-  can  sell, 
rather  than  be  mere  order-takers.  The  whole- 
sale and  jobbing  trade  in  Milwaukee  expresses  a 
great  deal  of  sound  confidence  in  the  future,  espe- 
cially in  regard  to  business  during  the  last  three 
months  of  this  year.  While  buying  by  retailers 
in  the  Summer  months  was  somewhat  restricted, 
the  beginning  of  Autumn  witnessed  a  new  inter- 
est which  is  growing  steadily.  An  excellent  busi- 
ness is  looked  for  in  November  and  December, 
buying  for  which  by  the  retailers  is  being  done 
during  October. 

Harry  A.  Goldsmith,  secretary  of  the  Badger 
Talking  Machine  Co.,  Victor  jobber,  is  of  the 
opinion  that  Victor  business  for  the  last  quarter 
will  be  even  of  larger  volume  than  in  the  cor- 
responding period  of  1919.  While  business  then 
was  sharply  limited  by  the  inability  to  obtain 
ample  stocks  of  merchandise,  this  condition  has 
been  fairly  well  remedied  and  it  is  now  possible 
to  furnish  almost  everything  which  retailers 
requisition  for. 

The  Victor  merchandising  organization  in  Mil- 
waukee made  a  big  success  of  the  unique  con- 
cert given  at  the  Pabst  Theatre  on  Thursday 
evening,  September  30,  when  eight  Victor  artists 
appeared  in  person  and  rendered  a  splendid  pro- 
gram. It  was  the  first  time  that  thousands  of 
lovers  of  Victor  records  had  ever  been  able  to 
see  and  hear  the  men  whose  voices  and  artistry 
they  have  so  often  admired  through  the  point  of 
the  needle.  It  is  unnecessary  to  say  that  the 
result  of  this  concert  in  actual  sales  is  more  than 
returning  big  dividends  on  the  investment. 

Brunswick  business  in  Milwaukee  is  of  a  high 
order,  according  to  local  retailers,  while  reports 
from  points  in  Wisconsin  and  Upper  Michigan, 
as  received  by  T.  I.  Kidd,  manager  of  the  dis- 
trict branch,  are  positive  proof  that  this  instru- 
ment is  meriting  a  remarkable  patronage  every- 
where. With  an  easier  tone  apparent  in  the  situ- 
ation   regarding    supplies    of    instruments,  Mr. 


REPAIRING 

On  all  makes  of  Motors  and  Reproducers 
Promptly  and  Efficiently 

SAPPHIRES 


BALLS 

20  c.  each 
16  c.  In  dozen  lots 
13  c.  in  hundred  lots 
[2  c.  In  thousand  lots 


POINTS 

20  c.  each 
18  c.  In  dozen  lots 
15  c.  In  hundred  lots 
13  c.  In  thousand  lots 


Jobbers  of  Motors,  Tonearms,  Repros. 
and  Phonograph  Hardware 

CENTRAL  MUSIC  SALES  CO. 
173  Sixth  St.  Milwaukee,  Wis. 


PERSONAL  SERVICE 

The  members  of  our  Company  are  always  available  and 
will  gladly  see  you  personally  or  write  you  at  any  time  we 
can  possibly  serve  you. 

Why  not  communicate  at  once  with  us  ? 
EXCLUSIVELY  WHOLESALE 

BADGER  TALKING-MACHINE  CO.  '^^':Sili'%',V. 

VICTOR  DISTRIBUTORS 


Kidd's  office  has  been  able  to  supply  his  dealers 
in  much  better  measure  than  for  more  than  two 
years  past.  Production,  however,  has  not  reached 
the  point  where  it  is  possible  to  fill  all  orders 
promptly,  but  good  headway  is  being  made  in 
this  direction. 

The  Yahr  &  Lange  Dirug  Co.,  distributor  of 
the  Sonora  in  Wisconsin  and  Northern  Michi- 
gan, is  getting  excellent  results  from  the  vigor- 
ous advertising  and  general  promotion  campaign 
instituted  earlier  in  the  year.  The  territory  is 
virtually  covered  with  beautiful  outdoor  signs  of 
the  Sonora  and  the  familiar  blue-bell  tra.le-mark. 
In  Milwaukee  the  billboard  campaign  is  espe- 
cially notable  and  it  has  been  carried  to  such  an 
extent  that  Sonora,  which  was  almost  an  un- 
known word  three  years  ago,  is  rapidly  becoming 
a  household  word. 

Edison  business  is  making  excellent  progress 
in  this  territory,  and  with  the  supply  of  Edison 
records  coming  closer  to  demand  dealers  in  Mil- 
waukee as  well  as  throughout  Wisconsin  are  in 
a  position  to  outdo  their  best  previous  efforts  in 
aggregate  business. 

Wisconsin,  which  in  recent  years  has  come  to 
be  one  of  the  most  important  talking  machine 
manufacturing  States  in  the  country,  has  added  to" 
her  fame  during  the  Summer  by  reason  of  the 
establishment  of  a  large  new  industry  at  Supe- 
rior, which  is  the  third  largest  city  in  the  Badger 
State,  and  its  second  largest  lake  port.  The 
Superior  Manufacturers,  Inc.,  is  the  name  of  the 
enterprise,  which  has  opened  a  new  plant  at  First 
street  and  Hughitt  avenue,  and  is  now  in  regular 
production.  The  principal  styles  are  the  Ensole 
and  the  Upright,  made  in  oak  and  mahogany. 
The  instrument  is  known  as  the  "Superior"  and 
is  being  marketed  through  a  large  distributing 
organization  built  up  in  the  Middle  West  and 
Northwest  as  far  as  Montana.  Lief  Larson  is 
president  and  general  manager  of  the  company. 

H.  M.  Hahn,  since  August  1  manager  of  the 
Paramount  department  of  E.  R.  Godfrey  &  Sons 


Co.,  reports  a  pleasing  increase  in  business  dur- 
ing the  first  two  and  a  half  months  of  his  in- 
cumbency. The  Godfrey  Co.  handles  five  Middle 
Western  States,  namely,  Wisconsin,  Illinois, 
Michigan,  Indiana  and  Iowa.  While  the  Para- 
mount is  ^  Wisconsin  product,  sales  in  the  other 
.States  have  increased  even  more  rapidly  than 
in  the  home  State.  The  Paramount  factory  at 
Port  Washington,  Wis.,  is  effecting  an  ap- 
preciable increase  in  output  to  meet  the  growing 
requirements  of  the  "Godfrey  Co.^s  retail  mer- 
chandising organization. 

One  of  the  events  of  the  month  in  Milwaukee 
music  trade  circles  was  the  formal  opening  of 
the  reconstructed  store  of  the  J.  B.  Bradford 
Piano  Co.,  at  411  Broadway,  which  has  extensive 
Victor  and  Sonora  departments.  The  store  in 
its. rebuilt  form  is  considered  to  be  probably  the 
handsomest  and  most  elegant  music  store  in  the 
United  States.  The  improvements  represent  an 
investment  of  more  than  $50,000.  The  South 
Side  branch,  at  596  Mitchell  street,  also  has  been 
rebuilt  and  is  a  miniature  of  the  main  downtown 
store.  Hugh  W.  Randall,  proprietor  of  the 
Bradford  Co.,  has  received  congratulations  from 
all  parts  of  the  country  for  his  achievement  in 
store  artistry. 

The  Milwaukee  Association  of  Music  Indus- 
tries, which  for  the  last  three  years  conducted 
an  elaborate  collective  advertising  campaign 
during  the  late  Fall  and  holiday  "season,  prob- 
ably will  confine  its  co-operative  efforts  this  year 
to  financing  a  notable  music  memory  contest 
plan,  to  be  carried  out  by  the  Community 
Service  under  the  direction  of  William  W.  Nor- 
ton, executive  secretary.  It  was  at  first  intended 
to  conduct  a  campaign  to  secure  a  slogan,  fol- 
lowing this  with  the  memory  contest  and,  finally, 
with  a  general  collective  music  advancement 
series  of  newspaper  advertisements.  This  pro- 
gram would  have  involved  an  expense  of  at  least 
$10,000  and  under  existing  circumstances  it  has 
(Continued  on  page  190) 


The  Cabinet  &  Accessories  Co.,  i 


nc. 


145  East  34th  Street,  New  York  City 

OTTO    GOLDSMITH,  President 


Bubble  Books 

Record  Albums,  Record 
Envelopes,  Stock  En- 
velopes, Supplement  En- 
velopes, Motrolas,  Attach- 
ments, Phonograph  Lights. 
Oils  and  Polishes,  Motors 
and  Tone  Arms. 


The 


Cirol 


iroias 

Converto  Cabinets,  Music 
Roll  Cabinets,  Sectional 
Cab. nets,  Needles,  Record 
Cleaners,  Moving  Coveis, 
Name  Plates,  Stewart 
Phonographs,  B  a  d  g  e  r 
Cabinets  lor  Victrolas. 


A  Special 


This  cabinet  for  the  Victrola  IX,  with  molding,  h'nged  so  machine  can  easily  slide  in,  casters,  lock  and  key, 
shelves  interior,  nickel  plated  trimmings,  in  all  finishes,  top,  1814"  x  21^",  height,  3.1"   and  34". 

WRITE  FOR  CATALOGUE 

The  ALL  FROM  ONE  SOURCE  HOUSE  Will 
Supply  You  With  Everything  For  Your  Fall  Trade. 


190 


THE    TALKING    MACHINE    WORLD  October  is,  1920 


Hear  this  Dixiest  Dixie  song  of  the  day  from 
Ed.  Wynn's  Carnival,  "I  Love  the  Land  of 
Old  Black  Joe/'  sung  by  Van  and  Schenek. 
Right  smart  hit,  this  song.  Get  it.  A-2976 


Columbia  Graptiophone  Co. 

NEW  YORK 


TRADE  CONDITIONS  IN  MILWAUKEE 

{Continued  from  page  189) 

been  deemed  advisable  to  limit  the  appropria- 
tions and  confine  the  work  to  such  effort  which 
will  do  the  most  good  at  the  least  expense.  Con- 
sequently the  memory-  contest  idea  will  be 
singled  out  as  the  chief  promotional  endeavor. 

The  Schrader  Music  Co.,  conducting  the  prin- 
cipal music  stores  in  Escanaba  and  Ishpeming, 
Mich.,  has  extended  its  operations  to  Marinette, 
Wis.,  at  the  Michigan  State  line.  The  ground 
floor  store  in  the  Masonic  Temple,  at  1614  Main 
street,  has  been  leased  for  a  long  term  and 
was  formally  opened  to  the  public  on  Tuesdaj', 
September  21.  The  Vic-tor  is  retailed  exclusively 
as  in  the  other  two  stores.  G.  J.  Daley  is  man- 
ager of  the  Marinette  store,  and  Miss  Edna 
Hutchinson  is  in  charge  of  the  Victor  and  record 
department. 

Oliver  V.  Thatcher  on  October  1  joined  the 
Lyric  Music  Co.  as  general  sales  manager,  to 
assistant  President  Joseph  Roussellot  and  his 
son.   Merle   R.    Roussellot,   the   secretary  and 


treasurer  of  the  company.  Mr.  Thatcher  is 
widely  known  as  a  musician  and  vocalist.  This 
marks  his  first  excursion  into  the  music  trade. 

A.  G.  Kunde,  head  of  the  A.  G.  Kunde  Co., 
distributor  and  retailer  of  the  Columbia,  has 
returned  from  a  three  months'  trip  to  Europe. 
Mr.  Kunde  accompanied  a  party  of  100  mem- 
bers of  the  \Msconsin  Bankers'  Association  on 
a  tour  of  the  British  Isles  and  the  Continent. 
He  went  mainly  for  recreation,  but  at  the  same 
time  made  a  thorough  study  of  conditions  and 
because  of  the  adverse  circumstances  now  ob- 
taining in  Germany,  France  and  other  nations 
was  able  to  get  some  very  fine  inspirations  on 
how  to  do  business  when  it  might  seem  almost 
impossible  to  accomplish  it. 

"Victor  Artists  in  Melody  Riot"  was  the  head- 
line over  an  interesting  article  written  by  the 
music  critic  of  the  Milwaukee  Sentinel,  the  lead- 
ing morning  newspaper  of  this  city,  on  October 
1.  upon  the  appearance  of  eight  Victor  artists 
at  the  Pabst  Theatre  on  the  night  of  September 
30.  Mrs.  Catherine  Pannill  Mead,  the  author, 
gave  high  praise  to  the  performance. 


STERN  OPENS  NEW  DEPARTMENTS 


San  Francisco,  Cal.,  October  5.— The  Stern 
Talking  Machine  Corp.,  of  this  city,  has  closed 
arrangements  whereby  it  becomes  a  representa- 
tive for  the  Portopbone,  a  portable  type  of 
phonograph,  which  has  met  with  considerable 
success.  The  company  has  also  added  an  ex- 
port department  to  its  organization,  and  now 
has  correspondents  in  Mexico  and  Hawaiian 
Islands.  In  fact,  prospects  for  export  business 
are  so  favorable  that  a  representative  of  the 
company  is  leaving  the  latter  part  of  this  month 
for  a  tour  of  the  South  Sea  Islands. 


RAISA  AND  RIMINI  ARE  MARRIED 

Rosa  Raisa,  the  Italian  soprano,  and  Giacomo 
Rimini,  baritone,  who  will  be  heard  in  concert 
and  in  opera  here  this  season,  recently  an- 
nounced their  marriage,  which  occurred  in 
Naples.  Both  of  these  artists  are  prominent 
among  those  who  record  for  Vocalion  records 
exclusively. 


Records 


4163  fTHE  LOVE  NEST— Fox-trot, 

1  0-in<|  Rudy  Wiedoeft's  Palace  Trio 
$1.00|^BELLS — Fox-trot  Rega  Dance  Orchestra 


4164 
10-in 
$1.00 


fA   YOUNG   MAN'S   FANCY    (Music  Box 

Song) — Fox-trot  Rega  Dance  Orchestra 

SCANDAL  WALK— Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 


...r  rCUBAN  MOON— Fox-trot, 


lO-i 


$  1  .oo|CiRANADA — Fox-trot, 


Ray  Miller's  Black  &  White  Melody  Boys 
ot, 

Green  Brothers'  Novelty  Band 


4 1  66  rjUNE— Fox-trot, 

1  0-in-^;  Ray  Miller's  Black  &  White  Melody  Boys 

$1.00  [HOLD  ME — Fox-trot.  .Joseph  Samuels'  Jazz  Band 


If  You  Are  a  Dealer 

You  want  prompt  service  and  personal  attention !  We  give  both. 
You  w^ant  latest  releases  and  large  quantities  of  each !   We  give  both. 

Try  Us  by  Placing  an  Order  Today 

KENNEDY- GREEN  CO.,  Cleveland,  Ohio 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


191 


EDDIE  CANTOR  SCORES  SUCCESS 

Well-known  Emerson  Artist  Appearing  as  Star 
in  "Broadway  Brevities"  on  Broadway 


mmimmmm 


Eddie  Cantor,  famous  musical  comedy  star,  has 
added  to  his  laurels  through  the  phenomenal 
success  that  he  has  attained  as  the  star  of  the 
liew  Winter  Garden  show,  "Broadway  Brevities." 
This  production  opened  a  few  weeks  ago,  and 
the  critics  in  all  of  the  leading  newspapers  pro- 
claimed Mr.  Cantor's  performance  as  the  out- 
standing feature  of  the  production.  According 
to  present  plans  Eddie  Cantor  will  continue  as 
the  star  of  the  Winter  Garden  show  until  the 
first  of  the  year,  when  he  will  be  featured  by  the 


Eddie  Cantor 

Shubert  organization  in  a  new  musical  comedy 
that  will  be  ready  for  presentation  shortly  after 
January  1. 

Eddie  Cantor,  whose  popularity  is  interna- 
tional, is  an  exclusive  Emerson  artist,  and  his 
Emerson  records  have  met  with  a  tremendous 
sale.  He  has  recorded  topical  and  popular  hits 
that  have  been  received  enthusiastically  by 
Emerson  dealers,  and  his  present  engagement  at 
the  Winter  Garden  will  not  only  enhance  Mr. 
Cantor's  prestige,  but  will  also  act  as  a  powerful 
sales  stimulant  to  his  Emerson  records. 


DEVELOPING  EXPORT  TRADE 


Many  Concerns  in  Talking  Machine  Trade  Place 
Export  Business  With  Channel  Trading  Co. 


Recognizing  the  tremendous  possibilities  for 
developing  export  trade  for  members  of  the 
talking  machine  industry,  the  Charmel  Trading 
Co.,  New  York,  has  opened  up  a  special  depart- 
ment devoted  entirely  to  the  interests  of  the 
talking  machine  trade.  Among  the  well-known 
members  of  the  industry  who  have-placed  their 
export  representation  with  this  company  are 
the  Repeaterstop  Co.,  Piknik  Portable  Phono- 
graph,. Grey  Gull  Records,  Standard  Accessory 
Corp.,  Ogden  Sectional  Cabinet  Co.,  Baker- 
Smith  Co.  and  Parks  &  Parks.  Important 
agency  connections  have  been  established  by 
the  Charmel  Trading  Co.  for  these  manufac- 
turers, and  the  outlook  for  the  future  is  very 
promising. 

The  members  of  the  Charmel  Trading  Co. 
are  A.  S.  Mela,  president  of  the  company,  and 
Ernest  Charwat,  secretary  and  treasurer.  They 
are  both  devoting  a  considerable  part  of  their 
time  to  the  talking  machine  trade  and  their  ef- 
forts are  meeting  with  signal  success. 


VISITING  THE  WESTERN  TRADE 


B.  R.  Forster,  president  of  the  Brilliantone 
Steel  Needle  Co.,  is  now  on  an  extensive  trip 
through  the  West  and  Middle  West  in  the  in- 
terests of  the  Brilliantone  steel  needles.  Mr. 
Forster  has  included  in  his  itinerary  forty-one 
dififerent  States  and  will  travel  as  far  as  the 
Pacific  Coast. 


r!iiyjiMiiUii!3jiiy)iiUiiiyiiMiiu.'iiyji'iJjiii^iiU'i'i^^  ^ 


j^STERN  pHONOdl^APH 
(bl^POF^AnON 

GEO.  SEIFFERT 

PRESIDENT 


begs  to  announce  its  appointment  as 
wholesale  distributor  of 


Complete  Stocks  of  Phonographs, 
Sapphire  Records  and 

The  new  Actuelle  Steel  Needle  Records. 
Full  line  on  display. 

-^1  iiiiiimi  iiiiiiii  iiiiiiiiiiiiiiiliiiliiillllllllllilllllllllllllllllllllllllllllllllillllllilllllllllllillllllJIIillllltllilll^   Illilllilllllllillllllll  Ill  iiiiiiiii| 

I  All  dealers  are  invited  to  come  | 
I  in  and  hear  the  new  | 

I  Actuelle  Phonograph  J 
and  Records 

iiiiiiiiiiiiii  iiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiM   Ill  I  I  «^ 


OFFICES  AND  SHOWROOMS 

101  West  Twentieth  Street 
100  West  Twenty-first  Street 

Telephone:  Chelsea  2044 

New  York 


cor.  Sixth  Avenue 


iBI 


192 


THE   TALKING    MACHINE  WORLD 


October  IS,  1920 


BEST  SELLERS  IN  GREY  GULL  RECORDS 


Lateral  Style 

My  Little  Bimbo  Down  on  the  Bamboo  Isle,  1  L-2015 

Sung  by  Billy  Jones  ■ 
Tiddle-Dee  Winks  at  All  the  Men,  i  $1  00 

Sung  by  Billy  Murray^ 


The  Love  Nest  (From  Mary),  Fox-trot, 

Grey  Gull  Dance  Orchestra 
Ostrich  Walk,  Fox-trot  -  Bostonian  Syncopaters 

Let  the  Rest  of  the  World  Go  By.  Sung  by  Henry  Burr 
Wond'ring  Sung  by  Charles  Hart 


L-1020 
10  in. 
$1.00 
L-2017 
10  in. 
$1.00 
L-2018 


Two-In-One  Style 

(Hill  and  Dale  Cut) 

Loch  Lomond   Sung  by  Henry  Burr"| 

Comin'  Thro  the  Rye  Sung  by  Gladys  Rice;  H-2009 

The  Rosary   Sung  by  Henry  Burrf^J^J" 

Love's  Old  Sweet  Song  Sung  by  Henry  Burr  J 


Chili  Bean  Sung  by  Billy  Murrayl^jQ 

Mariella  Sung  by  Patricola j  qq 

My  Isle  of  Golden  Dreams,  Waltz,  1  L-1011 

Starita  Saxophone  Sextette  >  10  in. 
Lucille,  Fox-trot   Starita  Saxophone  Sextette  J  $1.00 

I'll  Be  With  You  in  Apple  Blossom  Time, 

Sung  by  Henry  Burr  Nq'  -^^ 


Chili  Bean   Sung  by  Billy  Murray 

There's  a  Typical  Tipperary  Over  Here, 

Sung  by  Billy  Murray 

Mandy  Sung  by  Mel  Eastman 

After  You  Get  What  You  Want,  You  Don't  Want 

It   Svmg  by  Mel  Eastman 


,  H-2010 
f-10  in. 
j  $1.00 

J 


Little  Town  in  the  Ould  Coimty  Down, 

Simg  by  Henry  Burr  J 


$1.00 


Venetian  Moon,  Fox-trot  Gilt  Edge  Four\^J^.'^^^ 

Beale  Street  Blues,  Fox-trot  •  ■  .  Gilt  Edge  Fourj      qq  ' 

Jazz  Babies'  Ball...  Sung  by  the  Harmonizer  Quartet!  L-2023 
Sunny  Southern  Smiles,  rlO  in. 

Siuig  by  the  Harmonizer  Quartet''  $1.00 

Kahola-Honolulu,  Havraiian  One-step,  ^  L-1017 

Starita  Serenaders  MO  in. 
Kilama-Wailana,  Hawaiian  Waltz.  .  .Starita  SerenadersJ  $1.00 

Venetian  Moon  Sung  by  the  Sterling  Trio '^J^q'^j^^'^ 

Golden  Gate  Sung  by  Campbell  &  BurrijjQp' 

Oh,  By  Jingo  Sung  by  Billy  Murray^  L-2013 

There's  a  Typical  Tipperary  Over  Here,  llO  in. 

Sung  by  Mel  EastmanJ  $1.00 

Swanee,  One-step  Grey  Gull  Dance  Orchestra  i  L-1021 

"Blues,"  My  Naughty  Sweetie  Gave  to  Me,  rlO  in. 

Gilt  Edge  Four-'  $1.00 

Close  to  Your  Heart  Sung  by  Gladys  RicelP'^.^^^ 

Simple  Simon  Party.  ,   . .  Sung  by  Billy  Murray  f^j 


Hold  Me,  Fox-trot  Gilt  Edge  Four 

"Blues,"  My  Naughty  Sweetie  Gave  to  Me,  Fox- 
trot  Gilt  Edge  Four 

SvTanee,  One-step  Bostonian  Syncopaters 

"Bow  Wow,"  One-step  Bostonian  Syncopaters 


H-1008 
!>10  in. 
$1.00 


Oh,  By  Jingo  Sung  by  Billy  Murray" 

The  Simple  Simon  Party  Sung  by  Billy  Murray  H-2011 

When  the  Harvest  Moon  Is  Shining,  1 10  in. 

Sung  by  Mel  Eastman  $1.00 
My  Sahara  Rose  Simg  by  Mel  EastmanJ 

Washington  Post  March.. By  Grey  Gull  Military  Band") 

Liberty  Bell  March  By  Grey  Gull  Military  Band[H-4004 

Manhattan  Beach  March.. By  Grey  Gull  Military  BandflJ^jJ- 

King  Cotton  March  By  Grey  Gull  Military  Bandj  ' 

Up  the  Street  March..... By  Grey  Gull  Military  Band") 
Cruiser  Harvard  March...  By  Grey  Gull  Military  Band  |  jj.4003 
Second  Regiment  March  . By  Grey  Gull  Military  Band  mO  in. 
Boston  Commandery  March,  !  $1.00 

By  Grey  Gull  Military  Bandj 


Send  a  trial  order  for  any  or  all  of  the  above  popular  numbers.  We  make  a  nominal  charge 
of  70  cents  each  for  sample  records,  parcel  post  prepaid.    Use  coupon  below,  if  you  wish. 


INCORPORATED 


295  HUNTINGTON  AVE.,  BOSTON,  MASS. 


FILL  OUT  COUPON  AND  MAIL 

GREY  GULL  RECORDS,  295  Huntington  Ave.,  Boston,  Mass. 

Please  send  prepaid,  to  address  below,  an  easy-selling  assortment  of  Grey  Gull  Records, 

at  70  cents  each,  for  which  remittance  is  enclosed.  Privilege  of  returning  these  records  within 
ten  days,  at  your  expense,  and  obtaining  a  refund  of  the  remittance  is  reserved.  Also  send  your 
two  leaflets,  "Distributor  Proposition"  and  "Dealer  Proposition,"  and  catalog  of  your  records. 


Ill 


Name 


Address 


October  IS,  1920, 


THE    TALKING    MACHINE  WORLD 


193 


OVERCOMING  THE^HANDICAP^OF  ITHEiBROKEN  SPRING 

Weil  Selective  System  Permits  of  the  Shifting  of  Gears  in  Talking  Machine  Motors  in  Order 
That  the  Breaking  of  One  Spring  Will  Not  Interfere  With  Its  Operation 


Maximilian  Weil,  vice-president  and  chief  en- 
gineer of  the  Sphinx  Gramophone  Motors,  Inc., 
New  York,  has  now  in  process  of  construc- 
tion a  device  which  permits  the  operation  of  a 
talking  machine,  regardless  of  a  broken  or  de- 
fective spring.  By  this  device,  called  the  "Weil 
Selective  System,"  any  of  the  motor  springs 
may  be  put  in  or  out  of  service  at  the  will  of 
the  user,  and  a  machine  with  a  broken  spring 
will  operate  normally  and  satisfactorily.  In  de- 
scribing this  new  improved  device,  Mr.  Weil  said : 

"The  method  of  operation  is  extremely  simple 
— as  simple  as  that  of  the  far-famed  button  of 
the  Kodak.  The  shifting  of  a  small  polished 
rubber  control  handle,  projecting  just  above  the 
surface  of  the  motor-board,  enables  the  operator 
to  use  whatever  spring  he  may  wish  to  employ, 
leaving  the  other  springs  at  rest  in  the  meantime. 
In  the  two-spring  motor  of  the  Sphinx,  for  ex- 
ample, either  one  of  the  springs  may  be  used 
for  a  long  period,  independent  of  the  other,  thus 
leaving  one  spring  constantly  in  reserve  in  case 
of  accident.  This  utilization  of  one  spring  at  a 
time  enables  the  other  to  'rest,'  and  this  fact 
greatly  lengthens  the  life  and  usefulness  of  the 
springs,  for  the  reason  that  a  period  of  rest  gives 
a  spring  the  opportunity  to  recover  from  the 
effects  of  the  constant  distortion  caused  by 
winding  and  unwinding — the  molecules  of  metal, 
acting  according  to  a  familiar  natural  law,  as- 
sume once  more  their  original  and  natural  po- 
sition and  relation  to  each  other. 

"This  invention  is  one  of  the  most  important 
contributions  yet  made  to  the  phonograph  in- 
dustry. It  may  justly  be  compared  with  the 
quick  demountable  tire  of  the  automobile.  It 
was  the  spare  tire  that  made  the  automobile 
commercially  practical,  as  it  enabled  the  mo- 
torist to  cover  long  distances  with  safety,  pleas- 
ure and  peace  of  mind.  In  a  similar  manner  the 
Weil  Selective  System  reduces  to  the  lowest 
possible  minimum  the  danger  of  a  phonograph 
being  out  of  commission  by  reason  of  disabled 
springs. 

"The  Weil  Selective  System  accomplishes  its 
intended  purpose  with  no  radical  changes  in  the 
existing  construction  of  a  spring  motor  embody- 
ing correct  engineering  principles.  It  is  being 
built  into  the  Sphinx  merely  by  the  employment 
of  a  compound  shaft,  and  the  selective  control 
is  based  upon  a  simple  lever  connecting  directly 
with  the  shaft.  The  device  materially  improves 
the  appearance  of  the  motor-board — the  control 
handle  projects  through  a  small  notched  metal 
plate,  marked  'Motor  No.  1,'  'Motor  No.  2'  and 
'Motor  No.  3."  The  phonograph  operator  places 
the  control  lever  at  'Motor  No.  1'  for  the  opera- 
tion of  one  spring,  'Motor  No.  2'  for  the  opera- 
tion of  the  other  spring,  and  at  'Motor  No.  3' 
for  the  operation  of  both  springs  at  once. 

"The  purpose  in  evolving  and  perfecting  this 
device  was  to  free  the  phonograph  from  a  seri- 


ous obstacle  to  its  continuous  usefulness  as  a 
musical  instrument.  The  means  by  which  this 
end  is  accomplished  are  exceedingly  simple  and 
manifestly  practical,  and  as  the  shift  from  one 
spring  to  another  cannot  be  made  until  the 
motor  is  nearly  run  down  the  device  is  thor- 
oughly 'fool-proof.'  The  motor  utilizing  this 
system  becomes  practically  three  motors  in  one, 
offering  the  operator  three  different  reservoirs 
of  power  from  which  to  draw  and  enabling  him 
to  exercise  this  control  over  the  source  of  powei 
by  the  mere  pressure  of  a  button." 


IMPORTANT  RED  SEAL  CAMPAIGN 


Eclipse  Musical  Co.,  Cleveland,  Introdiices  In- 
teresting Trade  Helps — Costumed  Figures 
Now  Ready  for  Victor  Dealers  Will  Stimulate 
Red  Seal  Record  Sales  Throughout  Country 


Cleveland,  O.,  October  6. — The  Eclipse  Musical 
Co.  of  this  city,  prominent  Victor  wholesaler,  has 
instituted  an  aggressive  campaign  in  behalf  of 
one  of  the  most  important  sales  helps  that  has 
ever  been  introduced  for  the  benefit  Of  Victor 
dealers.  This  campaign  features  a  series  of 
figures  in  costumes  that  are  designed  to  pro- 
mote and  stimulate  the  sale  of  Red  Seal  records. 

The  figures,  which  are  almost  lifelike  in  their 
appearance,  can  be  costumed  and  draped  to  re- 
semble famous  characters  in  the  most  celebrated 
operas.  The  figures  are  perfectly  formed,  and 
the  gowns  designed  for  the  costumes  are  hand- 
made and  complete  in  every  respect.  They  are 
copied  from  the  correct  attire  worn  by  the  lead- 
ing artists  m  the  various  operas,  and  each  gar- 
ment is  removable  from  the  figure  for  cleaning 
and  pressing  purposes. 

While  the  principal  purpose  of  these  figures 
is  in  the  preparation  of  window  displays,  they 
may  also  be  used  as  store  displays  with  more 
artistic  effects  than  can  be  produced  by  the 
use  of  photographs. 

At  the  present  time  there  are  two  figures  avail- 
able for  the  use  of  Victor  dealers,  and  they  are 
furnished  either  costumed  or  uncostumed. 
Among  the  costumes  that  are  ready  for  the 
trade  are  Tosca,  Miss  Liberty,  Marguerite,  Gilda, 
Carmen  and  Amneris.  The  figures  can  be  cos- 
tumed as  the  occasion  requires  and  figure  No. 
3  (man)  will  be  ready  very  shortly. 

Victor  dealers  have  responded  enthusiastical- 
ly to  the  campaign  inaugurated  by  the  Eclipse 
Musical  Co.,  and  orders  have  been  received  from 
the  most  progressive  dealers  in  the  leading  trade 
centers. 


The  Ideal  Music  Store,  Plainfield,  N.  J.,  has 
just  completed  the  installation  of  a  new  plate 
glass  front  and  a  vestibule  for  the  display  of 
Victrolas  and  records.  George  Wright  is  man- 
ager of  the  store. 


CRori 


Bee 


Delivery  Envelopes 

Art  Series 
New  Designs 

NEW  LIST  OF  RECORDS 

\  / 
Every  60  Days 


Very  Good  Victor  Records 


We  Will  Be  Pleaseil  ta 

Play  Any  of  Them  for  You 


Very  attractive  proposition 
to  Jobbers 

Wrife  for  trial  shipment 


CLEMENT  BEECROFT 

5546  North  5th  Street 
PHILADELPHIA 


BUXKIN  PADDED  COVERS 

MAKE  YOUR  DELIVERIES  SAFE  AND  EASY 


This  Buxkin  Padded  Cover  for  period  models  is  just  one 
of  our  popular  styles. 

Write  NOW  for  description  and  samples  of  strong,  handy 
delivery  covers  for  your  particular  conditions. 

Get  ready  for  a  busy  season  in  good  time. 

THE  NEW  YORK  TENT  AND  TARPAULIN  CO. 

388  Atlantic  Avenue  -:-  -:-  BROOKLYN,  N.  Y. 


194 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


Mimmii 


llllllllllll^ 


SALES   OF  TODAY 

ARE  BASED  UPON  MORE  THAN  MERE  DEMAND 


Look  at  the 
Simf)licity 
Brooks  A 


Good  Salesmanship? 
Yes. 

Good  Buying?  YES! 

Sales  will  be  made  by  good 
presentation  of  GOOD  MA- 
CHINES. NOW  is  the  time 
to  LAY  YOUR  PLANS. 


Automatic  Repeatlnj 
Phonograph' 


is  the  only  machine  that^  will 
play  any  record  any  number  of 
times  and  then  stop  automatic- 
ally with  the  tone-arm  suspended 
in  the  air. 

How  is  this  done  ? 

Place  the  needle  on  the  record  at 
its  finishing  edge.  Set  the  pointer 
for  one  or  two  or  five  or  eight  play- 
ings,  whatever  you — or  the  dancers 
— want. 

The  motor  starts,  the  record  plays,  and  replays  and  stops  automatically  with  tone-arm 
and  needle  suspended  in  the  air!  • 

No  records  are  scratched!  No  one  has  to  get  up  and  rush  to  shut  the  machine  off!  The 
convenience  is  wonderful  and  appealing  to  every  buyer — especially  a  woman.  Its 
mechanical  perfection  grips  the  interest  of  men. 

Can  You  Sell  Such  a  Machine? 

Its  tone  and  its  finish  are  both  as  superior,  and,  dealers,  take  note  of  this:  The  won- 
derful merit  of  our  Automatic  Repeating  and  Stop  Device  creates  so  much  more  sales 
attraction  than  the  ordinary  phonograph  provides  that  you  can  reap  a  harvest  in 
BROOKS  BUSINESS  when  others  lie  dormant. 

INQUIRE  ABOUT  YOUR  TERRITORY  FROM 

THE  BROOKS  M  F  G.  CO. 

SAGINAW  MICHIGAN 


^lllllllllllll 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


195 


JAMES  F.  BOWERS  HONORED  ON  FIFTIETH  ANNIVERSARY 

Banquet  and  Presentation  of  Gifts  Mark  Completion  of  ii'ifty  Years  of  Continuous  Association 
With  Lyon  &  Healy — Leading  Members  of  the  Industry  Pay  Tributes  of  Esteem 


Chicago,  III.,  October  2. — James  F.  Bowers, 
striking  figure  in  Chicago's  music  industry  dur- 
ing five  decades,  was  honored  at  an  anniversary 
dinner  tendered  to  him  by  some  of  his  closest 
friends  last  week  at  the  Union  League  Club, 
Chicago.  Men  with  names  known  to  every  man 
in  the  music  business  were  present  on  the  eve- 
ning of  September  29  to  shower  him  with  con- 
gratulations and  pay  tribute  to  the  ability  and 
personality  of  the  man  who  has  left  so  indelible 
a  mark  on  the  trade  itself  and  the  house  with 
which  he  has  been  associated. 

The  photograph  shows  Mr.  Bowers'  office 
filled  with  flowers  given  him  upon  the  occasion 
of  his  fiftieth  business  anniversary.    There  were 


"When  I  would  know  thee,  my  thought  looks 
Upon  thy  well-made  choice  of  friends  and  books; 
Then  do  I  love  thee  and  behold  thy  ends 
In  making  thy  friends  books,  and  thy  books 
friends." 

A  letter  from  Ralph  L.  Freeman,  vice-presi- 
dent of  the  Victor  Talking  Machine  Co.,  to- 
gether with  a  resolution  passed  by  the  board 
of  directors  of  that  concern,  was  read.  This 
said: 

"I  would  like,  if  possible,  to  have  Mr.  Bowers 
know  that  his  successful  career  has  been  and  is 
an  inspiration  to  at  least  one  young  business 
man,  who,  while  not  gifted  with  the  wit  and 
natural  humor' of  our  friend,  can  at  least  admire 


James  F.  Bowers  Surrounded  by  Fioral    Tokens    From    His  Friends 


flowers  from  the  Victor  Talking  Machine  Co., 
of  Camden,  N.  J.;  flowers  from  the  Harris  Trust 
&:  Savings  Bank;  from  his  secretary.  Miss 
Flaherty,  and  her  sisters  and  from  his  friend, 
R.  E.  Durham.  There  was  a  set  of  platinum 
cufT-links  set  with  diamonds  from  the  Healy 
boys  and  a  humidor  from  Sherman,-  Clay  & 
Co.,  of  San  Francisco. 

The  event  of  the  evening  was  the  presentation 
to  Mr.  Bowers  by  the  gentlemen  who  gave  the 
dinner  of  a  set  of  Richard  Grant  White's  Book- 
lover's  Limited  Edition  of  Shakespeare.  The 
names  of  the  givers  were  written  in  the  fly-leaf, 
along  with  a  little  sentiment  which  read  as 
follows: 

"A  tribute  to  Janjes  F.  Bowers.  A  half  cen- 
tury of  progress  towards  the  goal  of  life  glorify- 
ing the  souls  of  men  by  the  way. 


those  qualities  in  him  and  be  actuated  by  the 
same  principles  which  have  enabled  him  to 
achieve  lasting  success. 

"I  think  that  Mr.  Bowers'  selection  to  be 
president  of  Lyon  &  Healy  reflects  fully  as  much 
credit  upon  that  house  as  it  does  upon  Mr. 
Bowers  personally.  It  is  one  of  the  finest  mani- 
festations of  sentiment  in  the  practical  conduct 
of  a  great  business  that  I  have  ever  known  in 
all  my  experience. 

"If  in  the  conduct  of  this  complimentary  din- 
ner you  draw  on  anybody's  private  stock,  will 
you  please  give  Mr.  Bowers  your  free  hand  and 
take  another  potion  on  behalf  of 
"Yours  very  truly, 

"Ralph  L.  Freeman." 

The  resolution  was  as  follows: 

"Whereas,  this  board  has  information  that  on 


September  29,  1920,  James  F.  Bowers,  president 
of  Lyon  &  Healy,  Chicago,  will  have  completed 
fifty  years  of  continuous  service  with  that  house; 
and 

"Whereas,  we  not  only  appreciate  the  value  to 
us  of  our  business  relations  with  Lyon  &  Healy, 
but  hold  Mr.  Bowers  in  the  highest  esteem  and 
credit  him  with  having  done  much  to  promote  a 
feeling  of  understanding  and  confidence  between 
Lyon  &  Healy  and  this  company; 

"Be  it  resolved,  that  an  expression  of  our 
felicitations  and  congratulations  be  conveyed  to 
Mr.  Bowers  on  the  occasion  of  this  fiftieth  an- 
niversary, together  with  our  earnest  wish  that 
lie  may  continue  to  enjoy  good  health,  prosperity 
and  a  full  measure  of  happiness  for  many  years." 

E.  H.  Droop  was  present  and  officiated  at  the 
presentation  "of  gifts  to  Mr.  Bowers.  C.  A. 
Woodman,  president  of  the  Music  Publishers' 
Association,  v/as  the  author  of  the  following  bit 
of  sentiment: 

"OUR  JIM 
Jewels  of  rhetoric 
And  pearls  of  virile  thought 
Masterful  attainments 
Engaging  personality 
Scintillating  repartee 

Faithful  to  trust 

Broad-minded  and  fearless' 
Originality 

Wisdom  deep  and  kindly 

Empiric.    Self-made  man 

Reasonable  and  just 

Symbolize  faintly  'Jim'." 
Mr.  Bowers'  hosts  were  the  following  gen- 
tlemen: Walter  M.  Bacon,  White-Smith  Pub. 
Co.,  Boston;  Benjamin  F.  Banes,  General  Press 
Model  Co.,  Philadelphia;  Earl  B.  Bartlett,  W. 
W.  Kimball  Co.,  Chicago;  George  P.  Bent,  Cali- 
fornia; James  T.  Bristol,  Price  &  Teeple  Piano 
Co.,  Chicago;  Charles  H.  Ditson,  Charles  H. 
Ditson  &  Co.,  New  York;  George  J.  Dowling, 
the  Cable  Company,  Chicago;  Edward  H.  Droop, 
E.  F.  Droop  &  Sons  Co.,  Washington;  Charles 
li.  Goodwin,  Edison  Shop,  Chicago;  Raymond 
J.  Healy,  Central  Piano  Co.,  Chicago;  Frank 
E.  Morton,  American  Steel  &  Wire  Co.,  Chi- 
cago; .A.dam  Schneider,  Julius  Bauer  &  Co., 
Chicago;  Otto  Schulz,  M.  Schulz  Co.,  Chi- 
cago; Frederick  T.  Steinway,  Steinway  & 
Sons,  New  York;  Ernest  Urchs,  Steinway  & 
Sons,  New  York;  Edwin  S.  Votey,  Aeolian  Co., 
New  York;  Eugene  Whelan,  W.  W.  Kimball 
Co.,  Chicago;  Perry  B.  Whitsit,  Toledo,  O.; 
Charles  A.  Woodman,  Oliver  Ditson  Co., 
Boston.  Numerous  telegrams  and  letters  of  felici- 
tation were  received  from  all  over  the  country. 


OPENS  REPAIR  SHOP  IN  MEMPHIS 


Memphis,  Tenn.,  October  7.—F.  W.  Atwood,  one 
of  the  veterans  of  the  talking  machine  trade 
here  and  an  Edison  dealer  in  the  old  days  when 
the  cylinder  record  machine  was  first  placed  on 
the  market,  has  opened  a  repair  shop  on  Monroe 
avenue.    He  will  specialize  in  all  makes. 


"Happiness  in  Every  Box' 


Quality  Distinction 

THE  "VICSONIA"  REPRODUCER 

Recognized  for  its  Perfect  interpretation  of  Edison  Disc  Records 
on  Victrolas  and  Grafonolas. 

Fitted  with  permanent  jewel  point.    No  loose  parts. 

Note:  The  Vicsonia  is  made  of  Bronze,  sand  casted  end  machined  to 
measurement.    Finished  in  heavy  Nickel  or  Gold  plate.    Flexible  stylus. 

Meet  the  demand — Serve  your  customers 

Sample  Model  "A"  or  "B"  Vicsonia  will  be  sent  on  receipt  of  $4.50.  Retail 
price  $7.50. 

Note:    Model  "B"  Vicsonia  plays  both  Edison  and  Pathe  records 

VICSONIA  MFG.  CO.,  Inc. 

313  E.  134th  STREET  NEW  YORK,  N.  Y. 


196 


THE    TALKING    MACHINE  WORLD 


October  15.  1920 


p3 


JVLtisic 


The  World's  Finest  Music  Roll 

Produces  Musical  Effects 
Possible  With  No  Other  Roll 


THESE  HITS  ARE  READY  FOR  SHIPMENT 


4079— I'd  Like  to  Fall  Asleep  and  Wake  Up  in  My  Mammy's 

Arms,  Song  Roll,  Fox  Trot     -       -       -       -  $1.25 

4019— Avalon,  Song  Roll,  Fox  Trot    -       -       -       -  $1.25 

4077' — I'm  in  Heaven  When  I'm  in  My  Mother's  Arms, 

Song  Roll,  Ballad  '  -  $1.25 

4073— Love  Nest,  Song  Roll,  Fox  Trot        -       -       -  $1.25 

4075— My  Little  Bimbo,  Song  Roll,  One  Step      -       -  $1.25 

4071— Tripoli,  Song  Roll,  Waltz        -       -       -       -  $1.25 


COMPLETE  CATALOGUESOOO  NUMBERS 


MEL-O-DEE  MUSIC  CO,  Inc. 


29  West  42nd  Street 
New  York 


529  So.  Wabash  Ave. 
Chicago,  111. 


455  Mission  Street 
San  Francisco,  Cal. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


197 


A"Sure  Results"  Sale  Plan 

FREE 

SUPERB  QUALITY 

make  the 

LAWSON 


'The  Dealer's  Delight" 

Manufactured  by  piano  makers  of  40  years' 
highest  standing,  experts  in  tone  production 
and  mechanical  detail. 

Every  LAWSON    PHONOGRAPH    is  fin- 
ished and  polished  like  the  finest  pianos. 
LAWSON  dealers  have  exclusive  territory  and 
biggest  direct-from-factory  discounts  as  well  ai 
real  service. 

Write  today  to 

Lawson  Piano  and  Phonograph  Corp. 

Office  and  Factory 

2572  Park  Avenue,  NewYork  City 


BERT  WILLIAMS  COLUMBIA  WINDOW 


Enterprising  Coliwnbia  Dealer  in  Johnstown, 
Pa.,  Features  Columbia  Record  "Ten  Little 
Bottles" — Display  Produces  Splendid  Sales 


INTERESTING  NEW  NEEDLE  READY 


Fletcher  Alltones  Needle  So  Designed  That  a 
Simple  Twist  Will  Bring  Forth  a  Loud, 
Medium  or  Soft  Tone  As  Desired 


PATHE  NEWS  BUDGET 

Many  Interesting  Happenings  Recorded  in  the 
Bulletin  Just  Issued  for  October 


The  October  issue  of  Pathe  News  was  pub- 
lished during  the  first  week  of  the  month.  As 
usual,  every  page  was  crammed  full  of  helpful 
suggestions  for  the  Pathe  dealer.  This  is  the 
tenth  issue  of  this  publication,  and  it  rightfully 
takes  its  place  among  the  leading  house  organs 
published  by  industrial  organizations.  Each  is- 
sue is  looked  forward  to  by  the  Pathe  dealer  for 
the  current  news  from  headquarters. 

On  the  first  page  of  this  month's  issue  is  a 
large  half-tone  reproduction  of  the  Pathe  plant 
on  Grand  avenue,  Brooklyn,  showing  the  com- 
pleted new  buildings  together  with  the  original 
building,  which  are  entirely  devoted  to  the  manu- 
facture of  Pathe  and  Pathe  Actuelle  records. 
The  buildings  shown  occupy  only  one-half  of 
the  block  which  extends  from  Flushing  to  Park 
avenue.  The  Park  avenue  end  of  the  block  is 
occupied  by  buildings  which  only  reach  to  the 
third  floor  of  the  new  unit.  It  is  stated  that 
it  will  not  be  very  long  before  the  other  half 
of  the  block  will  match  the  large  buildings  al- 
ready erected.  Growing  room  on  the  opposite 
side  of  the  street  is  already  owned  by  the  Pathe 
Freres  Phonograph  Co.,  and  as  quickly  as  leases 
expire  the  tenants  are  moving  out.  Attention  is 
also  called  to  the  fact  that  in  addition  to  these 
large  holdings  the  Pathe  Freres  Phonograph  Co. 
owns  a  large  cabinet  factory  in  Brooklyn,  cover- 
ing six  acres  of  ground  space,  which  is  said  to 
be  one  of  the  most  modern  and  best  equipped 
plants  of  its  kind. 

A  number  of  excellent  advertising  suggestions, 
of  which  matrices  are  available  for  the  dealer, 
are  shown.  In  addition  to  general  publicity  ads, 
there  are  a  number  following  the  Thanksgiving 
and  Christmas  themes.  "Babe"  Ruth  is  also 
featured  in  a  number  of  advertising  suggestions 
which  are  offered  in  conjunction  with  the  "Babe" 
Ruth  Pathe  records.  The  publicity  plan,  as  a 
whole,  is  imposing  and  means  much  for  trade 
advancement  this  Winter. 


The  Pittsburgh  branch  of  the  Columbia 
Graphophone  Co.  forwarded  recently  to  the 
advertising  department  of  the  Columbia  Grapho- 
phone Co.  a  photograph  of  an  interesting  win- 
dow display  used  by  the  Rothert  Co.,  Colum- 
bia dealer,  at  Johnstown,  Pa.  This  successful 
dealer   featured    in    its-  window   the  Columbia 


How  Rothert's  Featured  "Ten  Little  Bottles" 

record  of  "Ten  Little  Bottles,"  made  by  Bert 
Williams,  famous  musical  comedy  and  vaude- 
ville star  and  exclusive  Columbia  artist. 

The  unusual  theme  of  this  selection  adapted 
itself  particularly  to  effective  window  displays, 
'and  the  Rothert  Co.  took  advantage  of  this  op- 
portunity to  prepare  one  of  the  most  unique  and 
attractive  displays  that  have  appeared  in  Johns- 
town for  some  time  past.  This  display  produced 
excellent  results,  and  the  Columbia  record  "Ten 
Little  Bottles"  scored  a  sensational  success  in 
Johristown  territory. 


NEW  VITANOLA  AGENCIES 

The  Memphis  Furniture  Mfg.  Co.,  which  has 
the  Vitanola  jobbing  franchise  in  Tennessee,  has 
established  several  new  agencies  in  that  State 
and  in  Arkansas  and  Mississippi. 


After  some  months  of  careful  experimenting 
the  Fletcher  Alltones  talking  machine  needle  has 
been  placed  on  the  market  with  sufficient  pro- 
duction assured  to  take  care  of  better  than 
normal  requirements.  The  needle  has  already 
been  described  in  The  World.  It  is  of  the  semi- 
permanent type,  with  both  body  and  point  of 

special  quality  steel, 
the  whole  needle  being 
heavily  gold  plated. 

The  name  Alltones 
has  been  selected  for 
the  reason  that  the 
needle  is  so  designed 
that  it  can  be  adjusted 
to  produce  a  loud,  me- 
dium, or  soft  tone 
without  being  removed 
from  the  needle  holder 
of  the  soundbox.  The 
needle  is  grooved  on 
two  sides  and  by  a 
simple  turn  can  be  ad- 
justed to  produce  prac- 
tically any  volume  of 
tone  desired.  Experi- 
ments indicate  that  the 
needle  really  accom- 
plishes what  is  claimed 
for  it. 

It  is  the  claim  of  the 
manufacturer  that  with 
one  needle  able  to  play  loud,  medium  or  soft, 
as  desired,  the  necessity  of  the  machine  owner 
keeping  on  hand  an  assortment  of  needles  is 
eliminated. 

The  Fletcher  Alltones  needle  is  offered  on  an 
attractive  card,  which  carries  four  needles,  and 
it  is  the  intention  of  the  company  to  provide 
an  excellent  advertising  service  for  the  use  of 
the  retailer  in  bringing  the  needle  to  the  atten- 
tion of  his  customers. 

Andrew  H.  Dod'in,  Inc.,  28  Sixth  avenue.  New 
York,  has  been  appointed  jobber  in  this  territory 
for  the  Fletcher  Alltones  needle.  Mr.  Dodin  is 
well-known  in  the  trade  throughout  the  metro- 
politan district,  which  fact  should  help  much  in 
bringing  success  to  his  new  venture. 


If  the  salesman  succeeds  in  making  his  cus- 
tomer feel  at  home  he  has  won  half  the  battle. 


TO  THE  TRADE 

We  are  pleased  to  announce  that  we  are  now  Stock  Holders  and  Distributors 
of  the  Arto  Phonograph  Records,  and  Arte  Music  Rolls. 

We  believe,  that  in  the  future,  the  Arto  Company  will  be  among  the  leading 
concerns  as  the  manufacturers  of  the  World's  finest  Phonograph  Records  and 
Miisic  Rolls;  therefore  it  would  be  for  your  own  mutual  advantage  to  become 
a  Dealer  of  the  Arto  Products. 

PROMPT  DELIVERIES  and  QUICK  SERVICE  IS  OUR  POLICY 

For  further  particulars,  fill  out  coupon  below. 


FULTON  $35.00  MODEL 


lowest  prices. 


Mahogany — 16x16x10  inches,  double  spring 
Motor,  Universal  Tone  Arm.     Back  cast- 
ing, and  metal  horn. 
Discounts  according  to  quantities. 


We  are  also  now  in  a  position  to 
furnish  a  full  line  of  PHONO- 
GRAPHS, MOTORS,  TONE 
ARMS,   NEEDLES  AND 
ACCESSORIES ,  at  v  e  r  y     ^  '  <JD-' 


□ 


o^ 


198 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Pierre 


mmmmim 

The  Phonograph  with  the  "TONGUE" 


Stratford 


$100.00 


Deal 


ers ! 


Send  for 
sample  machine. 

You  will 
then   order  the 
full  line. 


66 


$125.00 


THINK!!! 

of  what  the  tongue  means  to  a 
human  being  ! ! ! 

THEN— play  a 

"CARDINAL" 

and  hear  what  "Tone  Expansion 

Tongues"  mean 
to  a  phonograph. 


Sherwood 


CARDINAL" 
Phonographs 
are 

Real  Sellers 


#  #  * 


Try  It ! 
NOW! 


Manor 


$175.00 


Line  Up  With  a  "Profit  Maker 


39 


FILL  IN— TEAR  OFF— MAIL  TO-DAY 

CARDINAL  PHONOGRAPH  CO., 

NEWARK,  OHIO. 


Date. 


I 


Kindly  send  me,  without  obligation,  full  ' 

details  of  your  DEALERS*  proposition  and  ' 

descriptive  matter  of  the  CARDINAL  PHO-  ' 

NOGRAPH.  I 


^^'^^  •  •   I     Factories  at 

Address    I     Zanesville,  Ohio 

City   I 

State    I 

T,  M.  W.  O-iri-'.'d  I 


Write  at  once  for  our  liberal 
dealers'  proposition 


CARDINAL 
PHONOGRAPH 
COMPANY 

Newark,  Ohio 


$225.00 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


199 


MAYERS  CELEBRATES  OPENING      A  TIMELY  VICTOR  CO.  WINDOW  LAYOUT  FOR  HALLOWE'EN 


New  Quarters  of  International  Phonograph  Co. 
on  Lower  East  Side  Strike  New  Note  in  Store 
Decoration  and  Equipment — ^Three  Floors 
Utilized  ;n  Main  Building  for  Display  Rooms 


The  week  of  October  2  to  9  marked  ■  the 
opening  of  the  two  new  stores  of  the  Inter- 
rational  Phonograph  Co.  on  the  lower  East 
Side  of  New  York.  The  main  store  is  now 
located  at  103  Essex  street,  while  the  other  is 
at  208  East  Houston  street.  Jos.  H.  Mayers, 
the  proprietor  of  this  company,  has  built  up  a 
large  business  i.i  his  section  of  the  city  and  his 
newest  venture  makes  his  stores  the  most  elabo- 
rate and  well  equipped  talking  machine  houses 
on  the  East  S'de.  Unus'.:al!y  artistic  finishing 
is  noticeable  throughout  the  interior  of  the  main 
store,  the  walls  being  paneled  in  ivory  and  blue 
silk  brocade,  with  small  electric  wall  lights  in 
profusion.  The  first  floor  has  a  large  number  of 
demonstration  booths,  which,  as  explained  by 
Max  Kaplan,  of  the  sales  force,  are  equipped 
with  several  new  features  originated  by  Mr. 
Mayers  and  his  store  manager,  H.  A.  Jacobs. 
Each  booth  has  walls  paneled  in  silk,  with  easy 
chairs  and  smoking  stand.  A  novel  idea  is  con- 
tained in  a  small  push  button  conveniently 
located,  which  when  pressed  by  the  customer 
causes  a  .small  blue  light  outside  to  signal  the 
salesman  that  he  is  wanted  in  the  booth.  In 
this  way  quick  service  may  always  be  obtained. 

The  record  counter,  located  in  the  rear  of  the 
store,  is  large  enough  to  contain  both  the  regu- 
lar record  stock  and  also  the  foreign  records  on 
which  Mr.  Mayers  specializes.  The  lighting  here 
is  so  arranged  as  to  illuminate  brilliantly  the 
record  racks  without  throwing  any  light  in  the 
customers'  eyes. 

The  second  floor  contains  two  display  rootns 
for  showing  the  various  models  of  the  Victor, 
Coluimibia,  Sonora,  Brunswick,  Mod'ernola  and 
other  lines  handled.  These  rooms  are  also  fin- 
ished in  ivory  and  silk.    The  third  floor  con- 


tinues in  the  same  plan  and  during  the  celebra- 
tion week  was  used  as  a  concert  hall,  where 
nightly  many  music  lovers  were  entertained  by 
special  recitals.  The  store  front  is  in  keeping 
with  the  interior  decorations  and  the  display 
windows  are  large  and  hung  with  silk  curtains. 
A  large  Victor  sign  extends  the  entire  height  of 
the  building. 

The  many  visitors  to  the  store  during  the 
grand  opening  week  were  presented  with  souve- 
nirs, such  as  Victor  dogs,  record  brushes  and  the 
like.  The  store  itself  took  on  a  festive  appear- 
ance due  to  the  many  floral  pieces  sent  by  Mr. 
Mayers'  friends,  wishing  him  all  success  in  his 
new  venture.  On  Sunday  evening,  October  10, 
the  sales  force  was  entertained  by  Mr.  Mayers 
by  a  banquet  at  Sylvan  Hall.    He  in  turn  was 


presented  with  a  handsome  silver  loving  cup  by 
his  employes  as  a  token  of  their  appreciation 
of  his  kindness  toward  them.  " 


OPEN  STORE  IN  WALLINGFORD 


The  Howard  Music  Co.,  of  Meriden  and 
Southington,  Conn.,  has  leased  a  store  in  Wall- 
ingford  and  will  shortly  open  as  a  general  music 
house  handling  all  kinds  of  musical  instruments. 


CONVENIENT  FOR  CUSTOMERS 


An  umbrella  rack  near  the  door  of  the  store 
will  save  rugs  and  polished  floors  and  will  be 
more  convenient  for  the  customer  as  he  makes 
his  purchases. 


are  III 


Cromtft  of  Hour  vxttm  I5ttgi 


There  is  no  questioning  the  fact  that  Victor  goods  should 
be  merchandised  along  the  most  modern  methods,  that 
the  utmost  service  should  be  rendered  to  the  purchaser, 
and  that  in  every  way  a  Victor  shop  should  be  an  ideal 
establishment. 

Model  shops  and  salesmanship  schools  are  a  regular  part 
of  our  institutions.  They  were  originated  and  are  con- 
ducted in  order  to  make  your  Victor  business  bigger 
and  better. 


When  you  sell  a  Victrola 
you  are  placing  in  some 
home  the  greatest  source 
of  pleasure  yet  conceived 
by  man. 


{Signed) 


200 


THE    TALKING    MACHINE  WORLD 


October  IS,  1920 


Barrientos,  Gordon,  Hackett  and  Stracciari 
in  the  "Quartette  from  Rigoletto."  Here's  a 
combination  of  voices  ttiat  can't  be  beat. 
You'll  say  so  when  you  hear  this  selection. 
Columbia  49782. 


Columbia  Graphophone  Co 

NEW  YORK 


MANY  EVIDENCES  OF  PROGRESS  IN  THE  BALTIMORE  TRADE 

Some  Complaints  of  Shortage  of  Goods,  but  Outlook  Is  Improving — Big  Advertising  and  Busi- 
ness Promotion  Plan  Launched  by  Kranz-Fink  Co. — W.  S.  Parks  Optimistic  Over  Future 


Baltimore,  Md.,  October  5. — Now  that  October 
has  arrived,  increased  activity  appears  to  be  the 
watchword  on  the  part  of  the  dealers  in  their 
efforts  to  round  up  more  business  before  the  real 
holiday  season  rush  arrives.  Dealers  in  a  meas- 
ure have  been  looking  for  some  cut  in  prices 
due  to  the  current  atmosphere  in  the  auto- 
mobile world,  but  so  far  the  only  news  of  any 
cut  has  come  on  two  discontinued  models  of 
one  of  the  prominent  makes. 

September  proved  to  be  a  month  that  found 
dealers  holding  their  own  and  in  some  cases 
going  ahead.  Victor  dealers  still  complain  about 
the  lack  of  goods,  while  the  output  appears  to 
be  improving  with  the  Columbia.  With  the 
Victor  people  the  impression  is  that  the  heavy 
shipments  are  now  traveling  westward  and  that 
this  nearb}'  factorj-  section  will  soon  reap  the 
benefit  of  shipments. 

The  big  event  of  the  month  as  the  business 
gets  under  way  was  the  big  advertising  and 
business  promotion  plan  launched  by  the  Kranz- 
Fink  Talking  Machine  Co.,  of  which  Joseph 
Fink  is  manager.  This  firm  started  well  with 
one  of  the  most  unique  Victor  windows  ever 
shown  in  Baltimore.  The  idea — that  of  the 
baseball  field — not  being  exactly  new  to  the 
trade,  was  new  to  the  Baltimore  public  and  was 
bandied  elaborately.  The  window  showed  a 
playing  field  in  a  perfect  baseball  park,  with 
Victor  dogs  in  baseball  togs  as  players  and  also 
as  the  spectators  in  the  grandstands,  and  even 
the  "umps"  and  the  press  box  occupants.  The 
firm  used  a  page  ad  in  the  newspapers  to  tell 
the  story  of  the  Victor  and  invited  customers  to 
the  establishment.  More  than  5,000  A'ictor  dogs 
were  distributed  and  the  volume  of  business 
done  already,  aside  from  the  business  that  is 
expected  to  come  in  the  future  and  the  trade 
to  be  worked  up,  showed  the  wisdom  of  the 
plan. 


"This  is  the  greatest  thing  we  have  ever  done," 
said  Mr.  Fink,  "and  already  the  business  done 
in  machines  and  records  has  shown  that  the 
step  we  took  to  bring  about  business  and  to 
awaken  the  bu3nng  public  was  a  very  good  one 
from  every  standpoint.  Of  course,  we  made  a 
large  e.xpenditure,  but  we  have  already  found 
out  that  it  will  pay  us  big  returns." 

W.  S.  Parks,  manager  of  the  Columbia 
Graphophone  Co.'s  branch  here,  says  that  Sep- 
tember, after  dragging  along  for  a  time,  closed 
with  a  good  increase  over  the  previous  year. 
Mr.  Parks  is  optimistic  over  the  outlook  and  is 
looking  forward  to  record-breaking  business. 
He  sees  nothing  but  brightness  and  does  not 
see  any  reason  for  any  reduction  in  price.  He 
declares  that  the  buyers  of  musical  instruments 
and  their  allied  necessities  do  not  look  for  re- 
ductions, but  are  after  the  best  kind  of.  re- 
sults. The  Columbia  Co.  will  hold  an  important 
sales  meeting  next  week  at  the  Emerson  Hotel. 
H.  W.  Webb-Pepploe  has  succeeded  Mr.  Her- 
ing,  the  Columbia  city  salesman.  H.  W.  Dubbon 
takes  in  a  new  section  of  Virginia  and  A.  M. 
Callis  has  been  given  a  new  territory  in  North 
Carolina. 

\^^  B.  Turlington,  manager  of  Sanders  & 
Stayman.  distributors  for  the  Vocation,  says 
business  is  coming  along  very  satisfactorily.  Mr. 
Turlington  has  just  returned  from  a  visit  to 
New  York  and  .Atlantic  City. 

E.  M.  Walz,  sales  manager  for  Cohen  & 
Hughes,  expects  to  see  a  big  improvement  in 
shipments  of  instruments  and  records  very 
shortly.  The  receipts  from  the  Victor  factory 
are  not  what  he  w'ould  like  to  see  them,  but  he 
expects  improvement  as  soon  as  the  West  gets 
a  little  more  of  its  share.  City  Salesman  Bosee, 
of  the  company,  -was  the  victor  in  the  prize 
offered  by  the  Penn  Phonograph  Co.,  of  Phila- 
delphia,  for   the   largest   sale   of   Victor  dogs. 


"Perfection"  Phonograph  Reproducers  and  Bail-Bearing  Tone  Arms 


They  are  mechanisms  of  precision,  finish 
and  quaUty,  making  the  leading  makes  of 
phonographs  and  their  records  inter- 
changeable. All  arms  and  reproducers 
guaranteed  meclianically  and  scientifically 
perfect. 


The  Perfection  attachments  make  a  perfect  combination  of  arm  and  reproducer 
available  for  playing  all  makes  of  records  requiring  steel,  tungsten  and  fibre 
needles.  The  reproducer  is  guaranteed  to  reproduce  perfectly,  from  highest 
pitched  soprano  voice  to  lowest  pitched  bass. 

Write  for  descriptive  Catalogue  and  prices  to  Sellinq  Agents 

PHOENIX  TRADING  CO.,  1265  Broadway,»New  York  City 

M anufactured  by  New  England  Talhins  Machine  Co. 


The  first  prize  was  $75.  Mr.  Bosee  sold  the 
Kranz-Fink  Talking  Machine  Co.  5,000  and  also 
sold  additional  orders  of  1,000.  The  Kranz-Fink 
order  was  the  largest  single  order  ever  taken  for 
the  Victor  trade-mark. 

A.  P.  Petit,  manager  of  the  Brunswick-Balke- 
Collender  Co.,  says  record  shipments  are  im- 
proving and  he  is  getting  more  machines  to 
handle  the  ever-increasing  business  for  the 
Brunswick  line.  He  says  business  is  showing 
improvement  and  dealers  that  had  been  hold- 
ing back  are  now  buying  all  they  can  get  their 
hands  on. 

E.  Paul  Hamilton,  Inc.,  expects  to  open  its 
new  Victor  salesrooms  before  the  middle  of  the 
month.  The  work  of  installing  a  dozen  booths 
and  a  new  record  department  is  now  under  way. 

F.  B.  Hammann,  who  was  formerly  associated 
with  Hammann-Levin,  Inc.,  will  shortly  go  into 
business  and  expects  to  have  a  talking  machine 
department  in  his  music  house. 

Robert  Ansell,  Inc.,  expects  to  show  some 
feature  windows  shortly.  This  firm  has  had  sev- 
eral very  attractive  windows.  Inside  the  door 
the  firm  has  a  side  counter  on  which  are  a 
dozen  boxes  of  records  open  and  customers 
sort  of  help  themselves  the  same  as  at  a  bargain 
counter.  Records  that  are  good  sellers  and 
some  numbers  that  are  not  often  called  for  are 
always  on  the  shelf  and  this  has  added  to  the 
selling  of  records. 

Hammann-Levin,  Inc., 'has  a  reproducer  on  a 
Victor  model  in  front  of  its  establishment  and 
an  electric  light  over  it  showing  the  number 
of  times  the  record  has  been  played  with  a 
Tungs-tone  needle.  Hundreds  of  persons  are  at- 
tracted to  the  instrument  daily  and  Mr.  Levin 
says  it  has  proved  to  be  good  advertising.- 

William  M.  Mueller  reports  good  business  at 
his  two  stores,  Eastern  avenue  and  North  Gay 
street.  He  has  erected  twenty  large  wall  and 
board  signs  and  expects  to  have  100  of  the  large 
signs,  on  which  he  has  expended  about  $4,000, 
out  shortly.  He  also  has  a  piano  department 
and  some  of  the  signs  carry  the  dual  ad.  He 
will  discontinue  his  jewelry  business  the  first 
of  the  year  and  devote  all  of  his  time  to  music. 
He  also  expects  to  add  several  branch  stores. 

Field  Sales  Manager  Porter,  of  the  Columbia 
Co.,  visited  the  territory  recently,  as  did  Chief 
Auditor  Monroe,  of  the  same  company.  A.  B. 
Creel,  formerly  attached  to  the  local  Columbia 
headquarters  and  now  manager  of  the  New  Or- 
leans store,  was  a  visitor  to  Baltimore  on  his 
way  to  New  York  and  Washington. 


School  days  are  music  days — days  when  the 

child's  fingers  must  be  trained  to  master  the 

intricacies  and  the  mind  to  understand  the 
beauties. 


HoHay  Pbooograplii 
Resnrrectone  Reprodnceri 

Airtight  Toae-Armt 
Famous  the  World  Over. 

HOFFAT  PHONOGRAPH  CO. 
59  4th  An.        N<w  York  Cilr 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


PRICES  WILLBE  MAINTAINED 

Wm.  Maxwell,  Vice-President  of  Thos.  A.  Edi- 
son, Speaks  Interestingly  on  Price  Situation 
and  Predicts  Big  Business  This  Fall 

"Credit  is  easier  and  the  public  is  buying,  when 
convinced  that  prices  are  right.  Bank  loans  are 
more  liquid  and  there  is  more  money  available 
for  commercial  and  industrial  uses  than  at  any 
previous  time  within  the  past  three  or  four 
months." 

The  foregoing  statement,  made  by  Mr.  Max- 
well in  his  office  at  Orange  last  week,  will  be 
noted  with  interest  by  many  who  do  not  at 
present  share  his  optimism,  but  who  recall  that 
he  has  been  consistently  right  in  forecasting 
general  financial  and  business  conditions. 

In  the  Spring  of  1918  he  predicted  that  the 
war  would  end  that  year.  After  the  armistice 
he  announced  to  the  trade  that  prices  could  not 
go  down  and  would  probably  have  to  go  up  be- 
fore the  end  of  1919  and,  as  long  ago  as  Septem- 
ber of  last  year,  prophesied  the  financial  con- 
traction that  occurred  last  Spring.    He  now  says: 

"The  sales  policies  of  the  Edison  Laboratories 
have  been  formulated  in  accordance  with  these 
prognostications  and  Edison  dealers  have  bene- 
fited materially  by  the  fact  that  the  prices  of 
Edison  phonographs  have  been  raised  less  than 
15  per  cent  since  1914."  Mr.  Maxwell  adds  that 
the  public  appreciates  that  it  will  be  many  years 
before  the  general  level  of  commodity  merchan- 
dise prices  gets  down  to  the  present  prices 
of  Edison  phonographs  and  that  there  has  been 
no  check  to  Edison  business,  except  in  isolated 
cases,  where  local  bank  accommodation  has  been 
inadequate  to  the  needs  of  dealers.  This  latter 
condition  is  showing  marked  improvement  and 
he  believes  that  the  banks  will  be  able  to  take 
care  of  a  very  large  Edison  business  this  Fall. 
Mr.  Maxwell  states  that  one  reason  for  the 
present  caution  of  bankers  in  making  loans  to 
retail  merchants  and  jobbers  is  the  fear  that  the 
value  of  stocks  will  have  to  be  written  down  to 
an  extent  that  will  compromise  bank  loans. 

"Fortunately  for  the  Edison  dealer,"  remarked 
Mr.  Maxwell,  "bankers  are  quite  generally  in- 
formed of  the  fact  that  the  prices  of  Edison 
phonographs  have  increased  very  little  and  that 
there  is  no  possibility  of  any  decrease  in  their 
prices  or  value  as  merchandise." 


Never  let  a  customer  leave  your  store  with 
the  feeling  that  you  are  indifferent  to  his  wants. 


What  More  Can  You  Ask 

All  the  features  that  go  to  make  a  talking 
machine  Profitably  Salable  you  will  find  as 
regular  equipment  of  Magnola:  "Built  by 
Tone  Specialists." 


Complete  description  of  all  these  features  is 
to  be  found  in  our  handsome  illustrated 
catalog,  which  we  should  like  to  send  you. 
May  we?  Ask  us  to  tell  you  our  plans 
for  your  benefit! 


SHOWS  HOW  RECORDS  ARE  MADE 

Simons  Piano  Co.  Has  Emerson  Display  De- 
picting Various  Steps  in  Manufacture 


Spokane,  Wash.,  October  4. — The  Simon  Piano 
Co.,  of  this  city,  recently  featured  a  display  of 
phonograph  records  in  the  making.-  The  dis- 
play is  of  Emerson  records  and  shows  phono- 
graph records  in  all  stages  of  completion,  in- 
cluding the  original  wax  master  record  and 
the  completed  stamping  matrix. 

The  first  record  shown  is  the  one  on  which 
the  original  musical  selection  is  recorded.  Other 
records  show  the  nine  different  processes 
through  which  a  record  goes  in  the  course  of 
completion. 


INCORPORATED 

The  All-in-One  Phonograph  Supply  House, 
i\ew  York,  has  been  incorporated  with  a  capi- 
tal stock  of  $50,000.  The  incorporators  are  H. 
H.  Livingston,  S.  Alweis  and  P.  Oliner. 


201 


JOIN  EMERSON  ORGANIZATION 


L.  J.  Bourgette  and  Paul  Zerrahn  Now  Asso- 
ciated With  Wholesale  Staff  of  Company 


Jos.  I.  Carroll,  sales  manager  of  the  Emerson 
Phonograph  Co.,  announced  recently  that  Louis 
J.  Bourgette  and  Paul  Zerrahn  have  been  ap- 
pointed members  of  the  Emerson  wliolesale 
staif.  Mr.  Zerrahn  for  the  time  being  will  con- 
fine his  activities  to  the  development  of  the 
Eastern  territory,  while  Mr.  Bourgette  will  con- 
centrate the  greater  part  of  his  ef¥orts  on  build- 
ing up  the  trade  in  the  Middle  West. 

Louis  J.  Bourgette  is  well  known  in  the  talk- 
ing machine  industry,  having  been  connected 
with  some  of  the  leading  phonograph  manufac- 
turers in  the  trade,  and  his  previous  experience 
will  enable  him  to  offer  Emersori  dealers  valu- 
able co-operation. 


The  Robinola  Talking  Machine  Co.,  Cincin- 
nati, O.,  has  been  incorporated  with  a  capital 
of  $10,000  by  C.  M.  Robinson  and  O.  H.  Caswell. 


Another  Big  Point  of  Superiority! 

The  One-Piece  Casting  Insures 

PERMANENT  ALIGNMENT  OF  GEARS 

In  The 

ROEMER  RED  SEAL  MOTOR 


Perfect  alignment  of  gears — permanently — -is  insured  in  the  ROEMER 
RED  SEAL  MOTOR  by  the  one-piece  motor  casting.  The  ROEMER  motor 
will  not,  as  sometimes  happens  in  motors  with  two-piece  castings,  work 
loose,  thus  throwing  the  gears  out  of  alignment,  reducing  the  efficiency  and 
creating  noise. 

This  is  only  one  of  many  reasons  why  the  ROEMER  is  the  most  silent, 
easy  running  and  powerful  motor  on  the  market.  With  the  ROEMER  in- 
stalled in  your  phonograph  you  can  be  sure  its  quality  and  dependability  are 
complete;  that  the  effort  and  money  you  have  expended  in  perfecting  the 
other  features  of  your  phonograph  will  be  loyally  and  permanently  upheld  by 
the  vital  power  plant. 

Ten  Big  Points  of  Superiority 

There  are  TEN  BIG  REASONS  why  the  ROEMER  should  be  used  in 
your  phonograph.  These  reasons  explain  why  the  ROEMER  will  build  trade 
and  lasting  satisfaction.    Write  today  for  complete  details. 

ROEMER  MANUFACTURING  CO. 

2318-20  South  Western  Avenue  Chicago,  Illinois 


Test  the  Roemer  Yourself 

We  are  so  confident  the  ROEMER  will  prove  its  superiority  that  we  will  gladly  and 
without  obligation  to  you  send  a  sample  motor  for  your  inspection.  Test  it  thoroughly- — 
see  for  yourself  if_  our  claims  are  based  on  facts.  No  matter  how  satisfactory  your 
present  motor,  it  will  pay  you  to  take  advantage  of  this  offer.   Write  or  wire  today. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  President 
General  Offleei  Southern  Wholesale  Branch 

711   MILWAUKEE  AVENUE  1530  CANDLER  BLDG. 

CHIOAQO  ATLANTA,  GA. 


202 


THE   TALKING    MACHINE  WORLD 


October  15,  1920 


I     THE  VISION  I 

B  Devoted  to  the  Interest  of  the  Educational  = 
H  Work  Being  Conducted  by  the  Talking  J 
g  Machine  Dealers  and  Jobbers  M 

iiiiiiiiiiiiiiiiiiiiiiiiiii|iiiiiiiiiiiyiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii!iii» 

Franklin  G.  Dunham,  for  the  past  year  educa- 
tional director  for  Landay  Bros.,  New  York  City, 
has  been  placed  in  charge  of  the  metropolitan 
district  by  the  Victor  Educafional  Department. 
He  will  supervise  educational  departments  es- 
tablished in  dealerships  and  give  direct  service 
to  the  public,  private  and  parochial  school  sys- 
tems of  this  important  territory. 

=5=  * 

Thos.  A.  Edison,  Inc.,  Orange,  N.  J.,  has  gone 
to  great  lengths  to  procure  an  appropriate  artist 
for  the  Re-creation  of  Jenny  Lind  songs.  Frieda 
Hempel,  late  of  the  Metropolitan  Opera  Co.,  has 
been  secured  to  make  these  records,  which  will 
be  of  great  interest  to  conservatories  of  music, 
where  the  Jenny  Lind  tradition  still  survives. 

*      J}:  ^ 

Princess  Wahtahwaso,  the  popular  Indian 
mezzo-soprano,  will  begin  a  regular  tour  of  the 
larger  cities  of  the  country  in  January.  She  is 
an  exclusive  Victor  artist  and  is  booked  under 
contract  by  Victor  jobbers  and  dealers.  She 
made  a  special  return  trip  to  St.  Louis  from 
October  4  to  9,  in  order  to  fill  a  request  series 
of  concerts   in   the  St.   Louis  public  schools. 


Here  the  concerts  were  held  under  the  direction 
of  Miss  H.  A.  Rosebrugh,  educational  director 
of  Scruggs,  Vandervoort  &  Barney,  exclusive 
A^ictor  dealers  in  St.  Louis  and  one  of  the  largest 
department  stores  of  the  Middle  West. 

The  Columbia  Graphophone  Co.'s  Educational 
Department  has  recently  published  some  rote- 
songs  from  the  Ginh  &  Co.  New  Educational 
Song  Readers,  a  system  in  use  in  many  of  our 
Eastern  schools. 

*    *  * 

The  publication  of  the  new  book  for  primary 
grades,  "Music  Appreciation  for  Little  Chil- 
dren" (Victor  Co.  Educational  Department):  has 
created  not  only  a  wide  interest  in  educational 
circles  but  also  among  mothers,  "big  sisters"  and 
the  many  other  folk  who  have  little  children's 
destinies  in  their  charge.  It  is  so  simple,  direct 
and  appealing  that  every  Victor  dealer  who  has 
stocked  the  book  agrees  that  another  edition 
must  be  requested  at  once.  One  dealer  who 
saw  fifty  copies  disappear  from  his  shelves  the 
first  few  days  of  sale  tried  to  get  another  order 
in  before  his  jobber  was  sold  out  but,  unsuc- 
cessful though  his  attempt,  he  was  rejoiced  to 
find  fifty  more  in  the  next  shipment,  the  orig- 
inal order  having  been  duplicated  by  his  own 
order  clerk  by  mistake. 

The  Victor  traveling  staff,  Educational  De- 
partment, gave  instruction  in  nearly  all  the  large 
university  Summer  schools  and  conducted  the 


music  work  in  hundreds  of  teachers'  institutes 
throughout  the  United  States  this  Summer. 
*     *  * 

Mrs.  Frances  E.  Clark,  director  of  the  Educa- 
tional Department  of  the  Victor  Co.,  and  who  is 
also  director  of  the  Educational  Department  of 
the  National  Federation  of  Music  Clubs,  has 
just  prepared  for  the  use  of  the  latter  organiza- 
tion a  special  course  of  studies  for  junior  and 
juvenile  classes. 


A  SUGGESTION  THAT  IS  TIMELY 

The  current  weekly  trade  letter,  sent  by  the 
Knickerbocker  Talking  Machine  Co.,  metropol- 
itan Victor  wholesalers,  to  their  retailers,  car- 
ries a  reference  to  current  market  conditions 
that  is  worthy  of  notice.  "In  these  times  when 
a  'drop  in  price'  seems  to  be  the  common  by- 
word, would  it  not  be  well  for  all  Victor  re- 
tailers to  call  the  attention  of  the  public  to  the 
fact  that  practically  all  Victor  records  are  sell- 
ing lower  in  price  than  before  the  war,  so  that 
no  price  reduction  can  be  expected  where  no 
rise  has  occurred." 

Accompanying  the  letter  were  three  pages  of 
helpful  suggestions  on  selling  the  Victor  Tungs- 
tone  stylus. which  includes  a  suggested  form 
letter  and  a  newspaper  ad  on  this  subject. 


Rainy  days  are  days  when  people  like  to 
linger  indoors.  If  the  store  is  cozy  they  will 
linger  there — and  buy. 


Illustrating:  Angle  Throw  Back  Improvement.  Permits 
reproducer  to  clear  tone  arm  when  thrown  baeU  regard- 
less of  whether  it  is  in  position  for  playing  Hill  and 
Dale  or  Lrateral-cut  records. 


Illustrating  the  No.  3-A  Standard  size  arm  and  the 
Model  liS  rocker  action  reproducer.  The  highest  grade 
Standard     size     outfit     it     is     possible     to  produce. 


Oro-Tone  Reproducers  and 
Tone  Arms  have  never  been 
given  publicity  due  to  the  fact 
that  it  has  not  been  possible  in 
the  past  to  take  care  of  the 
business  that  came  to  us  vol- 
untarily. 

After  moving  three  times  in 
the  past  eighteen  months  we 
are  now  located  in  our  own 
permanent  home  where  we 
have  ample  facilities  for  in- 
creased production. 

After  November  1  st  we  will 
be  in  position  to  take  care  of 
a  few  more  substantial  ac- 
counts. 

Why  the  Oro-Tone  Excels 

Adjustable  in  length  from 

Illustrating  The  No.  3-C  Concert  size  tone  arm  and  the      7%  to  9|/^  inches. 
Model    T-C    Concert    size    reproducer.     Highest  grade 

Concert  size  combination.  Adjustable  in  height. 

Special  take-up  adjustments  preventing  loose  rattling  joints  and  connections. 
Perfect  floating  elbow. 

Sensitive  record  feed  permitting  needle  to  travel  the  record  grooves  with  greatest  ease,  thereby  insuring  the 
delicate  sound  engravings  against  damage. 

rp^Tklp    CW  \  A  I  ITTV  quality  is  the  vital  part  of  the  phonograph  and  makes  the  lasting 

i^JI)|£i    V/UALillI    impression.    The  manufacturer  who  is  earnestly  striving  to  build  an  enduring 

business  that  will  satisfy  and  hold  his  dealers  and  that  will  further  influence 
business  for  the  dealer  as  the  result  of  pleased  and  satisfied  customers  will  profit  by  using  ORO-TONE  tone 
arms  and  reproducers. 

Samples  Will  Be  Sent  on  Approval  to  Substantial  Concerns 
SHALL  WE  SEND  YOU  COPY  OF  LATEST  CATALOGUE  AND  PRICE  LIST?    READY  OCTOBER  1st 

THE  ORO-TONE  COMPANY 

lOlO  GEORGE  STREET  CHICAGO,  ILLINOIS 

Manufacturers  of  Highest  Grade  Phonograph  Equipment 


Illustrating  the  No.  3-A  Standard  size  tone  arm  and 
the  Model  T-2  reproducer.  A  splendid  Standard  siie 
outBt. 


October  15,  1920  THE     TALKING     MACHINE  WORLD 


203 


Quick  Sales — Big  Profits 

In  Charmaphone  Phonographs 


'Exclusive  Territory  to  Live  Dealers- 


TTHIS  Model  No.  4 
is  proving  a  Big 
Seller  for 

Charmaphone  Dealers. 

Why  not  for  you? 

Its  tone,  equipment, 
finish  and  construction 
are  of  high  standard. 

Value  for  your  customers- 
Profits  for  you — 
Priced  so  they  Create  Sales. 


MODEL  No.  3 

Height  12  inches.       Width  18  inches.        Depth  20  inches 

Retail  Price  $45.00 


MODEL  No.  4 

Height  42  inches.  Width  18  inches.  Depth  23  inches 

Five  album  shelves.    Nickel  plated  leg  sockets  and  casters 

Retail  Price  $75.00 


SUPREME  IN  TONE,  QUALITY,  PRICE  AND  CONSTRUCTION 

Write  at  once  for  our  liberal  dealers'  proposition  and  catalogue  illustrating  our  complete  line. 


CHARMAPHONE  COMPANY 

39  West  32nd  Street,  New  York  City       Factory:  Pulaski,  N.  Y. 


I 


204 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


UNI  IS  BUSX! 


ALL  OVER  the  Country  we  are  getting  calls  for  these  song 
and  dance  novelties — you  too  will  have  calls — lots  of  them. 

The  wise  dealer  will  stock  at  once  the  SHEET  MUSIC — 
TALKING  MACHINE  RECORDS-PLAYER  ROLLS 


FRED  FISHER,  Inc. 

224  WEST  46th  STREET       -       -       -       -       NEW  YORK  CITY 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


205 


lD^NIN^SWOKLlyMllSI 


The  Camel- 


is  DESTINED  TO  BECOME  THE 
NATIONAL  BIRD  OF  AMERICA. 

But — why  worry — stock  up  from  our 
"cellars". 

Nothing  **ales"  the  prices;  and  you 
can  get  "a  head"  with  any  of  them. 

Among  the  popular  blends  in  stock  are: — 

'^Alabama  Moon"— 'Stop  It"— "Amorita"-" Biddy"— "Sweet 
Luana"— "Dear  Old  Dixie  Moon"— "One  Sweet  Day"— 
BETTER  ORDER  NOW. 

SAM  FOX  PUB.  CO.,  Cleveland,  O.,  U.S.A. 


WHY  THE  FOXTROT  FLOURISHES 

Talking  Machine  Records  Credited  With  Making 
and  Keeping  That  Dance  Popular 


There  are  always  among  us  those  who  have 
a  mania  for  demanding  that  a  ban  be  put  on 
everything  that  is  believed  to  jar  the  sensibilities 
of  the  individual,  just  on  general  principles. 
This  leads  us  to  remark  that  several  times  dur- 
ing the  past  two  seasons  there  have  been  those 
who  would  prohibit  the  fox-trot.  At  one  time 
they  apparently  had  slight  success  when  they 
managed  to  link  it  up  with  the  "shimmie."  Their 
advantage  in  this  direction,  however,  was  short- 
lived, and  to-day,  as  for  several  seasons,  the  fox- 
trot still  persists. 

It  is  hard  to  say  just  what  makes  the  fox- 
trot so  popular.  In  other  years  we  have  had  a 
dififerent  dance  time  and  with  just  as  tuneful 
melodies.  The  rhythm,  of  course,  has  much  to 
do  with  the  great  favor  with  which  it  is  received. 
It  was  not  so  long  ago  that  the  fox-trot  was  an 
unknown  quantity.  Shortly  after  its  initial  ap- 
pearance it  divided  honors,  about  equally  with 
the  one-step,  but  to-day  it  seems  to  have  monop- 
olized the  dance  field,  with  the  exception  of  an 
occasional  waltz. 

Much  of  the  credit  for  the  success  of  this 
style  of  music  is  frequently  given  to  the  talking 
machine  records.  Certainly  they  favored  the 
dance  with  a  large  measure  of  publicity  in  record 
and  other  forms.  The  orchestras,  too,  seem  to 
follow  this  lead,  and  the  result  has  been  that 
those  who  write  the  melodies  felt  it  necessary  to 
contribute  offerings  which  would  win  the  largest 
popularity  and  sale,  so  they  are,  more  often  than 
not,  fox-trots. 

Each  individual  publisher  has  his  own  ideas 
as  to  the  extent  of  assistance  that  his  titles  re- 
ceive on  their  road  to  success  from  talking  ma- 
chine records.  Most  of  them,  however,  willingly 
admit  that  the  records  can  and  often  do  "put 
over"  instrumental  numbers.  This  has  been 
proven  very  pointedly  on  several  occasions,  and 
invariably  the  recent  instances  where  the  records 
have  performed  such  service  the  numbers  have 
been"  fox-trots. 

Acknowledging  the  merits  of  the  work  ac- 
complished by  the  talking  machine  records  and 
the  orchestras  is  not,  of  course,  to  say  that  the 
publishers  themselves  have  not  done  their  share 
in  placing  the  fox-trot  into  the  position  it  holds. 
On  the  other  hand,  the  publishers  and  these 
other  forces  seem  to  have  co-operated  in  making 
this  attractive  dance  what  it  is.  Their  publicity 
campaigns  have  been  almost  co-ordinated. 

While  some  would  apparently  like  to  have  the 
fox-trot   eliminated,    there    is    nothing   on  the 


horizon  that  would  indicate  that  such  a  move  is 
evident.  This  dance  appears  to  be  gaining  even 
greater  popularity,  if  such  a  thing  can  be  pos- 
sible, and  at  least  one  can  say  without  fear  of 
conitradiction  that  there  is  not  the  minutest 
chance  of  its  falling  from  favor  during  the  com- 
ing season. 

Those  who  attack  this  dance  are  prone  to  call 
it  "jazz,"  thinking  thereby  to  bring  it  into  dis- 
repute. There  have  been  jazz  fox-trots,  but  the 
best  fox-trots  can  in  no  wise  be  itermed  "jazz." 
The  rhythm  of  the  fox-trot  has  an  appeal  all  its 
own,  and  this  is  proved  by  the  readiness  with 
which  it  lends  itself  to  descriptive  publicity. 

The  publishers  and  others  interested  appar- 
ently have  made  a  move  to  eliminate  the  word 
"jazz"  from  their  catalogs.  They  have  not  done 
this  in  unison,  but  all  seem  to  have  realized  that 
that  was  not  an  appropriate  description  of  the 
rhythm  of  such  numbers.  To  call  a  number 
"jazz"  because  it  happens  to  be  a  fox-trot  is 
doing  the  majority  of  such  numbers  an  injus- 
tice and  encourages  attacks  from  a  source  which 
is  ever  on  the  alert  to  criticize  and  to  prohibit, 
if  possible. 

RUTH  ROLAND  BUYS  SONORA 

Ruth  Roland,  famous  moving  picture  star,  is 
one  of  the  latest  additions  to  the  long  list  of 
prominent  film  artists  who  are  possessors  of 
Sonora  phonographs.  This  list  includes  some 
of  the  most  successful  artists  now  appearing  in 
motion  pictures. 

Ruth  Roland  is  well  known  to  moving  pic- 
ture lovers  throughout  the  country.     She  has 


appeared  in  some  of  the  greatest  successes  in- 
troduced in  recent  years.  Among  her  latest  pic- 
tures in  which  she  appeared  as  a  star  are  the 
following:  "Who  Pays?"  "The  Adventures  of 
Ruth,"  "Tiger's  Trail"  and  "Ruth  of  the 
Rockies." 


SOME  GOOD  PUBLICITY  MATERIAL 

Hinds,  Hayden  &  Eldredg'e  Issue  Some  Excel- 
lent Sales  Helps  for  Dealers 

Hinds,  Hayden  &  Eldredge,  the  well-known 
New  York  publishers,  who  during  the  past  few 
months  have  been  running  a  publicity  campaign 
on  several  of  their  numbers,  including  "When 
Your  Ship  Comes  In"  and  "In  the  Afterglow," 
have  just  issued  some  special  display  material 
which,  although  it  is  produced  primarily  for  the 
sheet  music  trade,  proves  very  eflective  material 
for  talking  machine  dealers.  With  this  in  mind, 
the  above  publishers  have  announced  to  the 
trade,  particularly  to  Victor  dealers,  that  they 
will  gladly  furnish  such  material  gratis. 

VALUE  OF  DEMONSTRATION  BOOTH 

Give  a  thought  to  the  demonstration  booth. 
Remember  that  every  little  improvement  is  a 
step  toward  better  service  and  will  impress  the 
customer  with  the  idea  that  your  store  is  the 
one  to  patronize. 

All  musical  people  seem  to  be  happy— it  is 
the  only  engrossing  pursuit— almost  the  only 
innocent  and  unpunished  passion. — Sydney 
Smith. 


HINDS,  HAYDEN  &  ELDREDGE,  Inc.,  SONGS  ON  THE  NOVEMBER  LISTS 

"IN  THE  AFTERGLOW,"  by  Frank  H.  Grey,  sung  by  Elsie  Baker,  Victor  Record  No.  45200. 

"WHEN  YOUR  SHIP  COMES  IN,"  by  Lily  Strickland,  sung  by  Orville  Harrold,  Victor 

Red  Seal  No.  64909. 

"A  SOUTHERN  LULLABY,"  by  Robert  H.  Terry,  sung  by  Percy  Hemus,  Pathe  Record 

No.  25044. 

These  songs  are  established  successes — new  ones  you  will  hear  much  of  this  season  are  "Somewhere-Someday,"  by  Francis;  "Home,  Sweet 
Home  Lullaby,"  by  Brothers,  and  "Sometime  in  Dreams,"  by  Lemont. 
Watch  for  them. 

Published  by  HINDS,  HAYDEN  &  ELDREDGE,  Inc.,  11  Union  Sq.,  West,  New  York 

If  you  sell  sheet  music  you  can  make  100%  on  these  songs. 


206 


THE   TALKING    MACHINE  WORLD 


October  15,  1920 


NEW  MELODY  SUCCESS  BY  THE 
WRITER  OF  HIAWATHA  MICKEY  PEGGYetc 


Rose  c£  Nv 

QKe  Bi^  Son^  Hit  from.  ^.  / 
'Zie^feldsv^idni^ht  Frolic  J 


lh  John  Steel 


ETC  I  Jf 

Heart 

Published  hi/ 
Leo  reist  iKc. 

FEistBldj.  A/ew/ork. 


I  Afen  Who  Make  Popular  Songs  | 

1    i 

I  No.  17 — A.  Baldwin  Sloane  | 

Snmiiniiinniiiiiiiiiniiiiiiiiiiiuiiiiiniiiiiniiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiniiiiujiiiiiiiiiiiiiinnnijujiiniiimimniiiin 

To  be  both  prolific  and  consistent  is  the  happj- 
lot  of  A.  Baldwin  Sloane,  who.  after  a  period 
of  comparative  quiet  following  his  earlier 
musical  comedy  successes,  returned  to  the 
scene  of  former  triumphs  b\-  writing  the  music 
for  the  second  edition  of  Marie  Dressler's 
"Tillie's  Nightmare. "  after  which  he  furnished 
the    much    sung    and    whistled    music    of  tlie 


composition  marks  a  new  period  in  his  career, 
and  from  present  indications  we  are  destined  to 
get  something  valuable  from  his  pen  each  season. 


LASHANSKA  IN  BEVERLY  CONCERT 


A.  Baldwin  Sloane 

'"Greenwich  Village  Follies  of  1919,"  which  in- 
cluded such  hits  as  "I  Want  a  Daddy  Who'll 
Rock  Me  to  Sleep,"  "Red,  Red  as  a  Rose"  and 
"The  Message  of  the  Cameo."  His  share  in  the 
success  of  this  show  naturally  made  him  the 
logical  successor  to  himself  when  the  "Green- 
wich Village  Follies  of  1920"  was  produced,  and 
in  this  he  has  again  scored  well.  Chief  among 
the  songs  in  this  latter  production  are  "I'll  Be 
Your  Valentine,"  "Come  to  Bohemia,"  "Just 
Sweet  Sixteen"  and  "Tam,  Tam,  Tarn,  Tam, 
Tani."  Previous  to  his  present-day  reputation, 
Mr.  Sloane  was  responsible  for  a  dozen  Broad- 
\\:ay  successes.     His  return   to  the  domain  of 


DANCE  RECORDS  EDITED  BY  LADA 

Pathe  Co.  to  Introduce  Records  for  Dance  In- 
struction— New  Outdoor  Sign — "Babe"  Ruth 
Publicity  in  Slides 


The  Pathe  Freres  Phonograph  Co..  Brooklyn, 
N.  Y.,  has  added  to  the  publicity  given  to  the 
"Babe"  Ruth  Pathe  and  Actuelle  records  with 
dealer  advertising  slides  for  moving  picture 
screens. 

An  entirel}'  new  feature  in  Pathe  records  is 
announced  which  will  doubtlessly  be  welcomed 
by  every  Pathe  dealer.  A  series  of  Pathe  records 
will  be  produced  for  dance  instruction.  The  serv- 
ice of  Lada,  who  is  said  to  be  one  of  the  most 
phenomenally  successful  dancers  of  the  day, 
has  been  secured.  She  is  an  American  who  has 
taught  European  and  Asiatics  their  own  dances 
and  is  said  to  be  particularl}-  efficient  in  being 
able  to  impart  her  knowledge  of  dancing  to 
others.  The  music  for  these  dances  will  be 
played  by  Xathan  Franko's  orchestra.  During 
the  past  five  months  Lada  has  played  and  re- 
plaj-ed  the  Pathe  records  of  her  dances  every 
daj'.  Aided  by  motion  picture  cameras  and 
stenographers,  every  movement  of  the  dances 
was  marked  down  in  picture  and  word.  \\'ith 
every  record  will  be  given  a  book  of  photographs 
of  each  and  every  step  in  conjunction  with  the 
music,  showing  pictorially  how  to  make  the  nec- 
essary steps  and  movements.  Lada  will  appear 
this  season  in  over  one  hundred  different  cities 
and  wherever  there  is  a  Pathe  dealer  she  will 
visit  the  store  and  autograph  all  her  records  sold 
that  day.  It  is  expected  that  the  Lada  dance 
records  will  be  announced  in  November. 

The  new  outdoor  sign  for  Pathe  dealers  is 
now  ready.  This  new  sign  has  been  finished  in 
red,  white  and  black  enamel  and  features  the 
famous  Pathe  Rooster.  The  demand  for  this 
sign  has  been  heavy  and  the  shipping  head- 
quarters at  the  Pathe  establishment  is  verj'  busj- 
taking  care  of  the  demands. 


MAGNAVOX  PRODUCTS  ORGANIZED 


Magnavo.-:  Products  is  the  name  of  a  new 
concern  recently  incorporated  in  New  York.  Its 
name  explains  its  business.  The  active  capi- 
tal is  $10,000  and  there  are  2,000  shares  of  com- 
mon stock  having  no  par  value.  The  incorpo- 
rators are  F.  J.  Coupe.  T.  Wolff  and  J.  O. 
Morris,  Forest  Hills. 


Noted  Soprano  and  Exclusive  Columbia  Artist 
Will  Give  Concert  in  Beverly,  Mass. — Engaged 
by  Well-known  Club  in  That  Town 


The  Columbia  Graphophone  Co.  received  re- 
cently an  interesting  communication  regarding  a 
concert  which  will  be  given  bj'  Mme.  Hulda 
Lashanska  and  Alexander  Gunn  at  Beverly, 
Mass.,  on  November  17.  Mme.  Lashanska.  who 
is  an  exclusive  Columbia  artist,  is  internation- 


Mme.  Hulda  Lashanska 
ally  famous,  and  her  Columbia  records  have  met 
with  an  enthusiastic  reception  everj-where. 

In  a  letter  to  the  Columbia  Co.  in  connection 
with  this  concert,  Chas.  A.  Woodbury  stated 
that  Mme.  Lashanska  was  engaged  for  this  con- 
cert by  the  Men's  Singing  Club  of  Beverly,  an 
organization  of  fifty  trained  voices.  This  club  is 
prominent  in  social  circles  in  Massachusetts,  and 
their  concerts  invariably  draw  capacity  audi- 
ences. 

It  is  interesting  to  note  that  the  club  arranged 
for  Mme.  Lashanska's  appearance  in  Beverly 
after  hearing  her  sing  ".\nnie  Laurie"  on  a  Co- 
lumbia record,  and  her  rendition  of  this  selec- 
tion was  so  pleasing  to  the  members  of  the  club 
that  they  arranged  immediately  for  Mme. 
Lashanska's  appearance. 


Waltz  Lullaby  Success!      On  All  Records  and  Rolls 

PICKANINNY  BLUES 

 Chicago       McKINLEY  MUSIC  CO.      New  York  


October  IS,  1920 


THE 


TALKING   MACHINE  WORLD 


207 


RECEIVE  LOVING^UP  FROM  DEALERS 

Retailers  Who  Take  Trip  to  Victor  Factory  Last 
Month  Present  Token  of  Their  Appreciation 
to  the  Putnam-Page  Co.,  of  Peoria,  111. 


Peoria,  III.,  October  4. — The  members  of  the 
large  delegation  of  Victor  dealers  of  Indiana 
who,  under  the  auspices  of  and  accompanied  by 
officers  of  the  Putnam-Page  Co.,  Victor  whole- 
salers of  this  city,  made  a  special  trip  to  the 
Victor  factory  in  Camden,  N.  J.,  from  Septem- 
ber 5  to  9,  recently  presented  to  the  Putnam- 
Page  Co.  a  handsome  silver  loving  cup  as  the 
mark  of  their  appreciation  of  the  courtesies  ex- 
tended to  the  dealers  during  the  trip. 

F.  H.  Putnam,  president  of  the  Putnam-Page 
Co.,  acknowledged  the  gift  to  each  dealer  indi- 
vidually, writing  as  follows: 

"There  are  some  achievements  that  we  ac- 
complish   through    careful    planning,    but  no 


Cup  Presented  to  Putnam-Page  Co. 

amount  of  effort  on  our  part  could  merit  such  a 
wonderful  tribute  as  is  the  loving  cup  that  ar- 
rived here  to-day  inscribed  by  the  Victor  deal- 
ers' party. 

"We,  of  the  Putnam-Page  staff,  know  that  the 
spirit  that  inspired  the  remembrance  was  l)orn 
of  a  set  of  generous-minded  men,  and  we  thank 
you  for  that  as  well  as  the  beautiful  and  sub- 
stantial token. 

"The  cup  will  have  a  place  of  honor  in  our 
new  dealers'  service  room  and  will  be  a  C(jn- 
stant  reminder  of  the  responsibilities  to  our 
dealer  associates  and  our  most  cordial  relations 
with  you. 

"We  trust  that  when  you  attend  our  'get-to- 
gether' in  February,  we  may  put  the  cup  to 
practical  use." 


GRANBY  JOBBERS  IN  NEW  YORK 

Ziegler,  Baker  &  Jolinson,  New  York,  Okeh 
record  jobbers  and  well  known  in  Eastern  trade 
circles,  have  been  appointed  distributors  for  the 
Granby  phonograph,  manufactured  by  the 
Granby  Phonograph  Corp.,  Norfolk,  Va.  This 
enterprising  concern  has  placed  a  large  order 
for  immediate  delivery,  and  will  shortly  inaug- 
urate an  intensive  campaign  in  behalf  of  this 
line. 

Since  its  introduction  to  the  trade  a  few 
weeks  ago,  the  Granby  phonograph  has  made 
remarkable  progress,  and  Ziegler,  Baker  & 
Johnson  selected  this  instrument  after  making 
a  thorough  investigation  of  its  musical  quality 
and  after  studying  the  local  market  from  every 
possible  angle.  The  members  of  the  firm  are 
convinced  that  the  dealers  in  metropolitan  ter- 
ritory will  find  a  ready  demand  for  Granby 
phonographs,  and  as  each  member  of  this  job- 
bing firm  is  a  practical  talking  machine  man, 
the  Granby  dealers  who  are  served  by  Ziegler, 
Baker  &  Johnson  will  be  offered  practical  co- 
operation in  solving  their  trade  problems. 


If  it  can  be  said  that  your  store  has  "atmos- 
phere" then  it  is  a  sign  that  what  you  are 
doing  is  being  appreciated. 


FOREIGN  MUSIC  ROLLS 

FOR  YOUR 

FOREIGN  RECORD  TRADE 

MEANS  INCREASED  SALES 

THE  NEW 

MONO  ROLL 

OFFERS 

JEWISH 

.  POLISH 

ITALIAN 


AND 

GERMAN 

Folk  Songs,  Dances  and  Classics,  recorded  with  a  faithfulness  that 
arouses  memories  of  the  homeland.  Many  selections  recorded  from 
manuscript. 

ALL  ROLLS  88  NOTE  OPEN  CUT,  FIRST  QUALITY 

$  .75  to  $1.75 

Liberal  trade  discounts  from  the  latest  bulletin,  each  with  the  words  on 
a  separate  card  for  singing. 


GERMAN 


M  2000 
M  20U1 


M  2002 

M  2003 

M  2004 

M  2005 
U  2U06 
M  2007 

M  2008 
M  2009 

M  2010 

M  2011 


Das   Heidenroslein  (Volkslied)  

Von  Goethe 
Ich   Weiss  iXicht   Was  Soil   Es  Be- 

deuten   (Die  Lorelei)  

I'oit  Heinrich  Heine 
Wenn   Ich   Mich   Nach   Der  Heimat 
Sehn     (Der    Tyroler    und  Sein 

Kind)   

Vo}i  Jos.  Ferd.  Nesmiiller 
Wie  Die  Blumlein  Draussen  Zittern 

(Volksweise)   

I'on  Franc  Abt 
Ich    Hatt   Einen    Kanieraden  (Volk- 
slied)   

Von  Ludwig  Uhland 
Steh  Ich  in  Finstrer  Mitternacht.  . . 
Von  Id^ithelm  Flauff 

Still    Ruht    Der  See  

Von  H.  Pfeil 
Immer  Noch  Ein  Tropfchen  (Schot- 

tische)   

Von  W.  Hinsch 
Darf   Ich   Bitten    (Schnell  Polka).. 

Vnn  A.  Czibitlka 
Electrisch     (Schnell    Polka))  Aus 

"Die  Landstreicher"   

Von  C.  M.  Ziehrer 
In   Flagranti    (Schnell   Polka)  Aus 

"Die  Landstreicher"   

Von  C.  M.  Ziehrer 
Marsch-Polka.     "Auf  der  Kirmess" 
Aus   V ollisliedern  znsammengesetzst 
M  1021    Overture    "Schauspiel"    (It.  Dram- 
mat  ico)   

By  Chr.  Bach.    Arr.  by  Ellis  Linder 

ITALIAN 

M  1022    Bolero  d'   Amore   (Italian  Song)... 
By  R.  Falvo 

M  1023    'O   Marenariello    (Italian  Song)  

By  S.  Gambardella 

M  1024    Santa   Lucia    (It.  Barcarolla)  

Arr.  by  Nino  Cavitti 
M  1025    Nuttata  'E  Sentimento  (Italian  Bal- 
lad)   

By  G.  Capolongo 
M  1026    'O    Sole  Mio!      (It.   Canzonetta) .  . . 
By  E.  di  Capita 

M  1027    Nun  T'  Affaccia  (It.  Serenata)  

By  Luigi  Fragna 
M  1028    Torna  a  Surriento  (It.  Canzonetta). 

By  E.  de  Curtis 
M  1029    Soeranze  x  erdute  (Valse  Italiano)  .  . 

By  A.  Morelli 
M  1019    La   Benedizione  del   Pugnale  (From 

Les  Huguenots)   

By  C.  Meyerbeer,    Arr.  by  Ellis  Linder 

M  1020    Rosa  Delia  Spoza  

By  Lavalle.    Arr.  by  Ellis  Linder 
M  1021     Overture    "Schauspiel"      (It.  Drara- 

matico)  

By  Chr.  Bach.    Arr.  by  Ellis  Linder 
M  1039    Mari,  Mari!     (Italian  Song)  


;0.75 
.75 

.75 

.75 

.75 
.75 
.75 

.90 

.90 

.90 

.90 
.90 

1.25 

.75 
.75 
.75 

.75 
.75 
.75 
.75 
.75 

1.25 
1.25 

1.25 
.75 


M-R 

MR 
M 
M 
M 

M-R 
M 
iM 
M 
M 
Jl 

M-R 
M 
iM 
M 
M 

MR 
M 
M 
M 
M 


1000 
1001 
1002 
1003 
1004 
1005 
1006 
1007 
1008 
1009 
1010 
1011 


POLISH 

Gdy  Narod  Do  Boju!     (Marsz)  .  .  .  . 
By  A.  Szuszccewicc 

Marsz    Narodowy  Polski   

By  J.  Z.  Krygier 

Stanislawa  Polka  

Arr.  by  J.  Messina 

Co  Ja  Winna  (Mazurka)   

By  S.  Trymolski 
Podkoweczki  Dajcie  Ognia  (Mazur) 
By  K.  Namyslowski 

Marzenia  Rozkoszy  (Wale)   

By  A.  Szussczeviicz 

Cieszmy   Sie  Polka   

By  W.  Osmanski 

Marzenia  Mlodosci  (Wale)   

Arr.  by  W.  K.  Grigaitis 

Dziadunio  Polka   

By  K.  Namyslozvski 
Oberek  Do   Bialego    (Polish  Dance) 
By  K.  Namyslowski 

Warszawska   Polka   •  •  • 

Arr.  by  IV.  K.  Grigaitis 
Wieniec  Melodyj  Narodowych 


By  Urbanek.    Arr.  by  K.  W .  Grigaitis 


1012 


1013 
1014 
1015 
1016 
1017 
1035 
1036 
1040 


MR 
MR 


MR 

MR 

MR 
MR 
MR 


Wesola  Wiesniacka  Polka 
Arr.  by  E.  Owczarski 

Faworitka  Polka   

Arr.  by  IV.  K.  Grigaitis 

Nowy   Rok  Polka   

By  J.  IVisnieii'ski 

Ognisty    Mazur   ;  

By  B.  K.  Namyslowski 

Pieszczotka  Polka   

By  .4.  Szuszczewicz 

I'liszka  Polka   

By  Fr.  Zikoff 

l^adna  Ile'lcia  Polka   

Arr.  by  IV.  K.  Grigaitis 

Dziarska  Chlopcy  Mazur  

Arr.  by  W.  K.  Grigaitis 

Polish  Dance  Medlej;  No.  1  

I.  Polonez  Kosciuszki 
II.  Cieszmy  Bracia  Nadzieja 
Polish    Dance   Medley    No.   '2 .....  . 

I.  Mazur    (z  op  Skalmierzanki) 
II.  Mazur    (Zuch  Stach) 
Polish     Christmas     Hymn.  Wsrod 

Nocnej    Ciszy  (Pastoralki)  

RUSSIAN  AND  MALO-RUSSIAN 
1037     (Potpourri-iz-Russkich-Piesen  No.  1) 
Flayed  by  Louis  Dubrow 
(Potpourri  iz-Malo  Ruski-Piesen  No. 

1)   

Played  by  Louis  Dubrow 
HEBREW 
Mazel    Tov    Mechutonim  (Hebrew- 

Bulgar  Dance)   

Die        Frehliche  (Hebrew-Bulgar 

Dance)   

Chupeh  Tanz  (Hebrew  Dance)  

Kolomeika  Tanz  (Hebrew  Dance) .  .  . 
A  Russiche  Schehr  No.  2  (Hebrew 
Dance)   


M  1041 


M  1042 


1038 


1030 

1031 

1032 
1033 
1034 


.75 
.75 
.75 
.75 
.75 
.75 
.75 
.75 
.75 
.75 
.75 
1.25 
.75 
.75 
.75 
.75 
.75 
,75 
.75 
.75 
.90 

.90 

1.00 
1.75 

1.75 

1.00 

.75 
.75 
1.00 

1.10 


MADE  BY 

THE  ROSE  VALLEY  COMPANY 

55th  Street  &  Hunter  Avenue    -      -    Philadelphia,  Pa. 

New  York  Office— 1367  Broadway— SAM  H.  SPECK,  Manager. 


208 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


1 


From  motor  Board  to  Caster 

The  DELPHEON  is  all  quality  and  will  be 
**The  Ultimate  Choice*'  as  your  leading  line 

THE  living  tone  of  the  Delpheon — the  complete  lack 
of  the  mechanical  quality  —  is  as  amazing  as  it  is 
charming.  The  "True  Form"  Rounded  Amplifier  which 
gives  to  the  Delpheon  its  rich,  humanly  vibrant,  appealing 
naturalness  is  the  result  of  years  of  experimentation  and 
is  used  exclusively  on  the  Delpheon.  The  Delpheon 
Automatic  Stop  and  the  "  Ready-at-Hand"  Record  File 
are  other  of  the  Delpheon's  features  that  are  not  to  be 
found  elsewhere. 

The  Far-seeing  Dealer  Will  Inquire  Now 


THE 


BAY  CITY 


*eo/i  CO. 


MICHIGAN 


New  York  Office,  25  Church  Street 
Phonograph  Sale*  Co.,  27-28  Court  Street,  Boston,  Ma»s. 

Delpheon  Shop,  Peachtree  Arcade,  Atlanta,  Ga. 
Walter  Verhalen  Co.,  703  Busch  Building,  Dallas,  Texas 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


209 


WM.  J.  HAUSSLER  "IN  THE  AIR"       EMERSON  SHOP  FORMALLY  OPENED 


Treasurer  of  Bruno  &  Son  Looks  Down  on 
Greater  New  York  From  an  Aeroplane 


Artistic  Establishment  on  Fifth  Avenue  Opened 
This  Week — Will  Benefit  Emerson  Dealers 
Considerably — Newspapers  Announce  Opening 


Finding  the  view  too  restricted  from  the  upper 
floor  of  a  modern  loft  building,  W.  J.  Haussler, 
treasurer  of  C.  Bruno  &  Son,  Victor  distributor 
and  musical  merchandise  wholesaler,  enlarged 
his  vista  on  last  Saturday  in  accepting  an  invita- 
tion from  Monsieur  Gaubert,  the  eminent  French 
flier,  who  during  the  war  tested  hundreds  of 
planes  for  the  French  Government,  for  a  Far- 
man  aeroplane  flight  over  Greater  New  York. 
Mr.  Haussler  states  that  the  speed  of  125  miles 
an  hour  at  which  he  traveled  prevented  his  lo- 


Plane  in  Which  Mr.  Haussler  Journeyed 

eating  any  carloads  of  Victrolas  that  may  have 
gone  astray  while  enroute  to  Bruno's,  but 
learned,  nevertheless,  during  the  brief  stops 
made  at  other  planets,  that  the  same  acute  short- 
age in  Victor  goods  prevails  with  the  dealers 
there  as  it  does  here. 


DELPHEON  MAKING  PROGRESS 


Bay  City,  Mich.,  October  7. — C.  J.  Bonsfield, 
president  of  the  Delpheon  Co.  of  this  city,  manu- 
facturers of  the  Delpheon  phonograph,  states 
that  the  outlook  for  Fall  business  is  very  en- 
couraging, and  that  during  the  past  few  weeks 
there  has  been  renewed  activity  all  along  the 
line.  The  Delpheon  factor}'  is  now  working  to 
capacity,  and  many  new  accounts  have  been 
opened  in  important  trade  centers. 

The  Phonograph  Sales  Co.,  of  Boston,  Mass., 
formerly  known  as  the  Rosen  Phonograph  Sales 
Co.,  which  distributes  the  Delpheon  line  in  New 
England  territory,  has  forwarded  substantial  or- 
ders to  the  factory,  indicating  that  the  Delpheon 
is  making  rapid  progress  in  New  England  ter- 
ritory. 


The  Emerson  Shop,  one  of  the  most  artistic 
and  unique  talking  machine  establishments  in  the 
country,  was  formally  opened  a  few  weeks  ago, 
and  during  the  past  month  has  been  visited  by 
Emerson  dealers  from  the  metropolitan  territory 
and  from  many  out-of-town  points.  The  new 
shop  is  located  at  206  Fifth  avenue  and  1126 
Broadway,  New  York,  and  no  expense  was 
spared  to  make  this  establishment  worthy  of  the 
prestige  of  the  Emerson  product. 

Full  pages  were  used  in  all  of  the  leading 
newspapers  recently  announcing  the  opening  of 
the  new  Emerson  Shop  and  inviting  the  public 
to  visit  the  warerooms  where  the  new  Emerson 
phonograph  and  Emerson  records  would  be 
played  for  their  convenience.  Several  of  these 
full  pages  appeared  in  rotogravure  sections  of 
the  newspapers,  and  illustrations  were  used 
which  added  materially  to  the  effectiveness  of 
the  advertising. 

A  complete  line  of  Emerson  phonographs  is 
on  display  at  the  Emerson  Shop,  and  in  the 
full  pages  appearing  in  the  newspapers  the 
Queen  Anne  model  was  featured.  There  were 
also  portrayed  exterior  and  interior  views  of 
the  new  warerooms,  and  particular  attention 
was  devoted  to  the  presentation  of  the  Music 
Master  horn,  which  is  one  of  the  exclusive 
features  of  the   Emerson  phonograph. 

E.  M.  Latham,  who  was  appointed  manager 
of  the  Emerson  Shop,  is  enthusiastic  regarding 
the  value  of  this  establishment  to  Emerson  deal- 
ers. Mr.  Latham  has  built  up  an  efficient  or- 
ganization which  is  co-operating  with  the  Emer- 
son clientele  in  every  possible  way,  and  the 
success  of  this  new  shop,  which  is  maintained 
in  the  interests  of  Emerson  dealers  in  the  Met- 
ropolitan district,  is  assured. 


VICTROLAS  IN  RURAL  SCHOOLS 


Educational  Department  of  the  Victor  Co.  Doing 
Excellent  Work  Just  Now  Among  the  Rural 
Schools  Throughout  the  Country 


Store  lighting  is  an  essential  which  is  some- 
times overlooked  by  the  busy  dealer,  but  he  will 
find  that  improved  lighting  will  mean  improved 
business. 


The  Educational  Department  of  the  Victor 
Talking  Machine  Co.,  under  the  direction  of  Mrs. 
Frances  E.  Clark,  has  for  some  time  past  been 
devoting  particular  attention  to  educational  work 
via  the  Victrola  in  the  rural  schools  of  the 
country,  operating  with  the  close  co-operation 
of  State  and  county  music  supervisors  in  many 
instances. 

The    work   has    been    very    successful,  and 


Standing  still  is 
going  backward. 
That  explains 
the  "Forward 
March!"  attitude 
of  every  Victor 
dealer. 

BRUNO 


those  in  charge  of  the  music  of  the  various  rural 
schools  have  become  enthusiastic  regarding  the 
assistance  offered  by  the  Victor  booklet,  "Ten 
Lessons  for  Rural  Schools,"  which  was  issued 
some  time  ago,  and  has  been  distributed  widely. 
The  practical  value  of  the  book  has  been  quickly 
1  ecognized,  and  Mrs.  Clark  has  received  a  num- 
ber of  letters  of  commendation  regarding  it.  A 
State  Supervisor  in  the  East,  for  instance,  wrote: 
"I  have  been  studying  your  'Ten  Lessons  in 
Practical  Music  for  Rural  Schools.'  The  further 
I  read  the  better  I  like  it.  I  wish  that  this 
course  of  lectures  might  be  given  before  every 

county  institute  in  ■  .    The  advantage  to 

teachers  would  be  enormous  and  the  profit  to 
thousands  of  children  in  rural  schools  beyond 
computation.  I  shall  urge  the  incorporation  of 
':he  course  in  institute  programs  wherever  I 
can." 

The  book,  "Music  Appreciation  for  Little  Chil- 
dren," issued  recently  by  the  Educational  De- 
partment of  the  Victor  Co.,  has  also  had  a  wide 
appeal,  with  the  result  that  a  second  edition 
of  the  book  has  already  become  necessary  to 
meet  the  demand. 


J.  A.  Silberberg,  a  furniture  dealer  of  Mem- 
phis, Tenn.,  has  taken  on  the  Pathe  agency  in 
that  city.  He  plans  to  have  an  attractive  de- 
partment. 


When  Harding  is  Elected— 

And  business  picks  up  you  will  want  on  your  floors  a  machine  such  as  the 

which  because  of  its  popular  pricing  in  popular  sizes,  its  quality  both  in 
tone  and  cabinet  work  and  its  other  special  features  satisfies  the  big  demand 
that  stands  for  good  profits. 

Do  you  know  the  Adora  proposition  ? 

We  distribute 

United  States  Player  Rolls 
Puritan  Records  and  Supplies 

Adora  Phonograph  Co. 

242  E.  Jefferson  Ave.  Detroit,  Mich. 


45"  HIGH 
MODEL  No.  6,  $75 


210 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


IMPORTANT  NOTICE 

TO  THE 

AMERICAN  TRADE 


The  Sterno  Manufacturing  Company 

19  CITY  ROAD  -  -  -  LONDON,  E.  C.  ENGLAND 

Manufacturers  of  the  world  known  GOMPACTOPHONE— the  most 
complete  portable  gramophone  extant — beg  to  announce  the  conclusion 
of  arrangements  for  the  EXCLUSIVE  SELLING  RIGHTS  IN 
THE  UNITED  STATES  OF  THE 


High  Grade  Motors  ^^t;^"''  Mermod  Freres 


St.  Croix 
Switzerland 


WONDERFUL  MECHANISM 

These  motors  represent 
the  acme  of  workman- 
ship and  quality.  Each 
part  is  made  to  the  finest 
gauge  limits  and  as- 
sembled to  run  with  the 
precision  of  a  watch  — 
silent  and  true.  Messrs. 
Mermod  Freres  is  an 
old  established  Swiss 
manufacturer.  Back  of 
their  motors  are  years 
of  hard  practical  experi- 
ence. The  experimental 
stage  was  left  behind  a 
decade  or  more  ago.  Re- 
liability and  quality  are 
therefore  assured. 


DIFFERENT  MODELS 

Mermod  Freres  motors 
comprise  several  types — 
single  and  double  spring 
worm  and  pinion-geared 
drive,  the  very  latest  and 
scientific  method  of  con- 
struction. 

CONSULT  US 

Before  placing  your 
orders  elsewhere  consult 
us  as  to  prices  and  terms 
of  trading.  We  are  out 
for  quick  shipments 
and  prompt  delivery 
direct  from  the  factory 
to  the  buyer. 

SPECIAL  TERMS  TO  JOBBERS 


Within  the  near  future  it  is  proposed  to  establish 
A  CENTRAL  DISTRIBUTING  DEPOT  IN  NEW  YORK 
Meanwhile  trade  inquiries  should  be  directed  to 

THE  STERNO  MANUFACTURING  CO. 

19  CITY  ROAD  LONDON,  E.  C,  ENGLAND 


iiiliiliiii 

iliii 

ii 

ill 

■1 

ill 

III 

October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


211 


CELEBRATED  EDISON  ARTISTS  HEARD 

Frieda  Hempel  and  Arthur  Middleton  Score 
Great  Success  at  Concert  Recently  Given  to 
Celebrate  Centennial  of  Jenny  Lind's  Birth 


Frieda  Hempel  and  Arthur  Middleton,  both 
of  the  Metropolitan  Opera  Co.  and  both  noted 
Edison  artists,  scored  a  great  success  at  Car- 
negie Hall  on  October  6,  where  was  celebrated 
the  one  hundredth  anniversary  of  the  birth  of 
Jenny  Lind,  the  famous  Swedish  soprano. 

So  far  as  it  was  possible  to  make  it  so,  the 
concert  was  an  exact  replica  of  the  first  concert 
given  by  Jenny  Lind  in  America  in  1850  in 
Castle  Garden,  the  program  being  repeated  in 
every  detail,  with  the  exception  of  one  number, 
the  music  of  which  at  present  seemed  to  be  un- 
obtainable. Miss  Hempel  was  chosen  to  repre- 
sent Jenny  Lind  because  her  voice,  her  art  and 
her  personality  most  strikingly  resemble  those 
of  the  earlier  Queen  of  Song.  She  was  a 
golden-haired  vision,  very  much  like  the 
Swedish   Nightingale,  in  white   satin  crinoline. 


MELODIA 

The  Phonograph  Played  and 
Endorsed  by 

Gino  Marinuzzi 

Composer  and  Musical  Director 
of  the 

Chicago  Opera  Company 


Its  natural  rendition,  attained  after  years 
of  laborious  experiments,  has  won  for  the 
Melodia  a  place  of  prominence  in  the  hearts 
and  homes  of  music  plovers. 

All  agree  that  the  voices  of  Caruso,  Galli- 
Curci  and  other  famed  artists  are  reproduced 
in  a  most  life-like  manner  by  The  Melodia. 

It  is  artistically  designed  and  scientifically 
constructed.  Its  equipment  is  the  best  ob- 
tainable. 

Dealers  interested  in  something  new  and 
better  write  for  further  information. 

The  Melodia  Phonograph  Co. 

400-406  N.  Sangamon  St.         Chicago,  III. 


garlanded  with  flowers.  Arthur  Middleton,  who 
represented  the  baritone,  Signor  Belletti,  ap- 
peared in  a  colored  dress  coat,  high  collar  and 
stock. 

The  actual  program  was  an  exact  copy,  even 
to  the  artists'  names,  of  that  of  the  concert  in 
Castle  Garden  in  1850.  Miss  Hempel  sang  bril- 
liant airs  by  Bellini,  Rossini  and  Benedict,  with 
finished  art  and  spontaneous  ease.  Mr.  Middle- 
ton  did  extremely  well  in  the  florid  air  from 
"Maometto  Secundo,"  and  was  also  heard  in 
Rossini's  "Sorgette"  and  "Largo  al  Factotum," 
bringing  delight  to  a  fine  audience. 

Following  the  concert  it  was  announced  from 
the  stage  that  the  prima  donna  had  received  a 
message   of   congratulation   from    the   King  of 


Frieda  Hempel  as  Jenny  Lind 

Sweden,  who  was  represented  at  the  concert  by 
the  Swedish  .Ambassador. 

Altogether,  Jenny  Lind  gave  nearly  100  con- 
certs in  this  country.  Everywhere  audiences 
fought  like  angry  mobs  to  gain  entrance  to  the 
concert  hall  and  extra  concerts  had  to  be  given 
to  satisfy  the  throngs — and  Jenny  Lind  added 
more  extra  concerts  for  charity  herself.  In- 
cidentally, the  proceeds  of  the  centennial  con- 
cert are  to  go  to  the  same  charitable  institu- 
tions which  Jenny  Lind,  on  the  advice  of  the 
mayor  of  New  York,  selected  as  the  beneficiaries 
of  her  first  American  concert. 

There  is  no  record  of  Jenny  Lind's  voice — 
nothing  to  perpetuate  it  for  the  coming  genera- 
tions— and  no  one  can  tell  whether  Miss  Hempel 
approached  Jenny  Lind  in  her  airs  and  songs. 
Fortunately,  the  same  is  not  true  of  the  voice 
of  either  Frieda  Hempel  or  Arthur  Middleton. 
Both  have  sung  for  the  New  Edison  repeatedly, 
and  it  is  exceedingly  gratifying  to  know  that 
their  Re-Creations  will  cause  delight  to  future 
generations,  even  as  it  does  to  those  of  the 
present  day. 


ACQUIRES  BUSINESS  OF  C.  A.  KITZ 

Milwaukee,  Wis.,  October  9. — The  Singer  Talk- 
ing Machine  Co.  has  been  incorporated  here  with 
a  capital  of  $150,000,  divided  into  75,000  shares  of 
preferred  stock  with  a  par  value  of  $100,  and 
7,500  shares  of  common  stock  having  no  stated 
value.  The  new  company  has  been  organized  to 
assume  the  business  of  C.  A.  Kitz.  Mr.  Kitz, 
however,  will  remain  in  active  control  and  man- 
agement of  the  corporation.  The  transfer  of 
interests  takes  place  on  October  18. 


QODOWSKY'S  BRUNSWICK  RECORDS 

Announcement  has  been  made  by  the  Bruns- 
wick-Balke-Collender  Co.  that  the  famous 
pianist,  Leopold  Godowsky,  will  now  record  his 
art  on  Brunswick  records.  The  acquisition  of 
this  noted  artist  makes  an  important  addition  to 
the  number  of  Brunswick  artists. 


A  warm  store  is  a  good  asset  these  cool  Fall 
days  and  will  attract  customers. 


WARNING 

WALL  KANE  STEEL  NEEDLES 
are  the  standard  trade-marked  needles 
of  the  phonograph  industry.  Like  any 
article  that  is  a  proven  success,  WALL 
KANE  STEEL  NEEDLES  are  being 
imitated. 

The  genuine  WALL  KANE 
NEEDLES  are  manufactured  by  in- 
tricate, chemical  processes,  by  which 
the  point  is  improved  to  such  an  ex- 
tent that  we  guarantee  them  to  pos- 
sess the  quality  of  playing  ten  rec- 
ords perfectly,  the  last  one  as  well 
as  the  first. 

WE  GUARANTEE  THAT  EVERY 
WALL  KANE  NEEDLE,  HAS  BEEN 
AND  WILL  BE  IN  THE  FUTURE, 
THE  HIGHEST  GRADE  ORDINARY 
STEEL  NEEDLE  OF  DOMESTIC 
MANUFACTURE. 

BEWARE  OF  IMITATIONS 

A  package  of  50  WALL  KANE 
NEEDLES  is  superior  to  500  ordinary 
steel  needles. 

WALL  KANE  NEEDLES  improve  the 
tone  and  preserve  the  life  of  your  records. 

A  package  retails  at  ISc. — costs  the 
dealer  7j^c. — 8c.  in  the  Far  West. 


This  handsome  metal  enamel  display  stand  holds  60 
packages.  2  doz.  extra  loud,  I  doz.  medium,  and  2  doz. 
loud;  each  package  containing  50  WALL  KANE 
NEEDLES,  retailing  for  ISc.  Price  of  Stand  to  dealers, 
$4.60;  $4.90  Far  West.  Single  packages,  71/20;  80  In 
the  Far  West. 


Attractive  display  containers,  each  holding  100  paokages 
of  a  tone  of  WALL  KANE  Needles,  cost  the  dealer 
$7.50;  $8.00  in  the  Far  West 

SOME    JOBBING    TERRITORY    STILL  OPEN 

Progressive  Phonographic  Supply  Co.,  Inc. 

145  West  45th  Street,  New  York 


212 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


SIX  OF  THE  EIGHT  NEW  PERIOD  VICTROLAS  RECENTLY  INTRODUCED  TO  THE  TRADE 


NEW  PERIOD  VICTROLAS  NOW  READY 


Victor  Co.  Sends  to  Trade  Special  Half-Tone 
Illustrations  of  Eight  Leading  Styles  of  Period 
Models — Should  Prove  Most  Appropriate  for 
•  the  Coming  Holiday  "Trade 


of  the  ordinarj'  cabinet  Victrola  have  been  ob- 
served in  the  period  models,  however,  which  in 
a  sense  lends  to  their  distinctiveness  and  value. 


be  obtained  hy  dealers  on  request  from  the 
Udell  Works. 


TWO  NEW  UDELL  FOLDERS  ISSUED 


J.  C.  RAY  TO  PACIFIC  COAST 


'  The  Victor  Talking  Machine  Co.  has  just  is- 
sued to  the  trade  an  attractive'  series  of  eight 
illustrations,  showing  as  many  different  period 
models  of  Victrolas  which  are  now  ready  for 
shipment.  These  period  Victrolas  have  been 
awaited  by  the  trade  with  a  great  deal  of  in- 
terest, and  the  fact  that  they  are  now  ready 
proves  most  gratifying  to  dealers  who  cater  to 
the  better  class  of  customers. 

The  models  illustrated,  each  one  on  a  sep- 
arate sheet,  include  the  Gothic,  Louis  XVL 
Sheraton,  Sheraton  with  ivory  finish,  Queen 
Anne,  William  and  Mary,  Adam  and  Chippen- 
dale. Each  of  the  models  is  offered  in  two 
types,  one  with  spring  motor,  and  the  other 
with  electric  equipment,  the  prices  for  the  vari- 
ous models  ranging  from  $1,000  to  $1,340. 

In  announcing  the  fact  that  the  new  period 
Victrolas  are  ready  the  Victor  Co.  emphasizes 
particularly  that  these  new  models  will  undoubt- 
edly prove  appropriate  for  the  Christmas  trade, 
and  that  the  company  has  endeavored  to  save 
time  by  simply  sending  out  half  tone  reproduc- 
tions of  the  models  rather  than  have  an  elaborate 
catalog  prepared. 

The  supply  of  these  period  models  will,  of 
course,  be  somewhat  limited,  inasmuch  as  in- 
struments of  the  type  cannot  be  manufactured 
in  great  volume,  but  there  will  be  enough  avail- 
able to  take  care  of  the  pressing  needs  of  the 
dealers. 

The  several  period  types  have  already  been 
brought  to  the  attention  of  the  trade  through 
the  medium  of  articles  in  "The  Voice  of  the 
Victor"  and  the  general  designs  have  met  with 
wide  favor. 

The  decorative  treatments  are  absolutely  true 
in  their  details  and  follow  the  various  period 
styles  closely.    A  number  of  distinctive  features 


The  Udell  Works,  Indianapolis,  has  just  sent 
out  to  dealers  throughout  the  country  folders 
Nos.  69  and  70,  one  devoted  exclusively  to  music 
roll  cabinets,  and  the  other  to  talking  machine 
record  cabinets.  Several  of  the  leading  styles 
in  each  tj'pe  of  cabinet  are  shown  in  the  folders 
which  should  prove  of  particular  value  to  dealers 
in  building  up  an  increased  business  in  cabinets 
-during  the  Fall.    Extra  copies  of  the  folder  may 


J.  C.  Raj-,  of  the  executive  staff  of  the  Colum- 
bia Graphophone  Co.,  and  connected  with  the 
Organization  for  the  past  ten  years,  left  town 
last  week  for  the  Pacific  Coast.  Mr.  Ray  is  plan- 
ning to  take  a  three-months'  rest,  and  around 
the  first  of  the  3'ear  will  probably  join  the  Los 
Angeles  branch  of  the  companj'. 

A.  P.  Anderson,  of  the  statistical  division  of 
the  Columbia  Graphophone  Co.,  succeeds  Mr. 
Rav  at  the  executive  offices. 


Superior  Workmanship 
Superior  Finish 
Superior  Service 


Trade 


^"SUPERCAST" 


Mark 


DIE  CASTINGS 


THE  SUPERIOR  DIE  CASTING  CO. 

411  FRANKFORT  AVE.  CLEVELAND,  OHIO 


MAGNET  DECALCOMANIE  NAMEPIATE 


POP  TALKING  MACHINE 
^      CABINETS  Et( 


IIUIITEAIi.wii.l»MS&CO~ 

MONTRtAL    OTTAWA 


Pamphlets  with  fac-simile  illus- 
trations and  prices  mailed 
on  request. 

SMITH-SCHIFFLIN  CO. 

149  Church  Street  New  York  City 


03IKSOnKS)I>3IB,m« 

^— iui«s  ova ,  «A .  — • 


October  IS,  1920 


THE   TALKING   MACHINE  WORLD 


213 


INTRODUCING  THE  PICTURE  RECORD 

New  Emerson  Invention  Should  Prove  to  Be 
an  Interesting  Novelty  for  Children 


A  new  invention  of  considerable  importance 
is  announced  by  the  Emerson  Phonograph  Co., 
Inc.,  in  its  new  Picture  Record  to  be  placed  on 
the  market  at  an  early  date.  Such  famous 
artists  as  Will  Pogany,  creator  of  the  scenic 
effects  in  the  original  production  of  "Le  Coq 
d"  Or"  at  the  Metropolitan  Opera  House,  and 
Catherine  Burd,  whose  magazine  covers  and 
paintings  of  babies  and  children  have  won  wide 


needle  coming  in  contact  with  grooves  on  rec- 
oid,  the  covers,  of  course,  being  sufficiently  loose 
on  bushing  to  prevent  their  revolving  with 
record.  This  holds  covers  stationary  while 
record  plays. 

The  first  releases  will  consist  of  children's 
stories  and  nursery  rhymes,  and  kindred  sub- 
jects, in  order  to  provide  dealers  with  this  new 
Emerson  product  in  time  for  holiday  business. 
Rapidly  following  will  come  Picture  Records  of 
popular  songs,'  monologues  by  vaudeville  head- 


liners,  with  drawings  by  well-known  cartoonists, 
"travelogues"  showing  scenes  in  different  coun- 
tries, etc.,  etc.  Not  to  be  overlooked  either  are 
its  educational  possibilities.  For  instance,  the 
foreign  language  student  will  be  able  to  hear 
the  voice  of  his  "teacher"  and  at  the  same  time 
have  in  front  of  him  the  printed  translation  of 
his  lesson  together  with  its  spelling  in  the  orig- 
inal tongue.  In  fact  it  does  not  require  much 
imagination  to  foresee  the  ramifications  which 
this  new  development  will  cover. 


NEW  DEALERS'  SERVICE  ROOM 


CELEBRATES  FIRST  ANNIVERSARY 


Miss  M.  A.  Cloud,  Once  in  Charge  of  Victor  Idea 
Shop,  Now  With  Putnam-Page  Co. 


Strand  Temple  of  Music  Meets  With  Great  Suc- 
cess in  Albany,  N.  Y. 


Peoria,  III.,  October  9. — Work  has  been  nearly 
completed  on  the  new  dealers'  service  room,  in- 
stalled by  the  Putnam-Page  Co.  in  the  recently 
added  quarters  in  its  building  on  South  Adams 
street.  The  room  is  being  equipped  with  modern 
Unico  Booths,  record  racks  and  sales  counter  and 
modern  sales  and  service  helps  will  be  installed. 

On  the  same  floor  will  be  quarters  set  apart 
for  the  convenience  of  visiting  dealers  and  the 
trade  generally.  The  service  room  will  be  in 
charge  of  Miss  M.  A.  Cloud,  who  joined  the  Put- 
nam-Page Co.  after  an  experience  in  charge  of 
the  Idea  Shop  at  the  Victor  factory. 


How  Picture  Record  Operates 

recognition,  will  illustrate  the  stories  and  songs 
carried  by  the  records  themselves. 

Extremely  ingenious  and  practically  simple  is 
this  latest  product  of  the  brain  of  V.  H.  Emer- 
son. It  consists  of  a  double  face  record,  placed 
between  handsomely  illustrated  covers  which  are 
clamped  to  either  side  of  the  record  by  a  brass 
bushing  coming  through  the  center  hole  of 
record.  The  hole  in  center  of  record  itself  has 
been  reamed  slightly  so  that  the  bushing  will 
fit  the  spindle  of  turntable  on  machine  when 
record  is  played.  The  playing  is  accomplished 
through  a  grooved  slot  in  cover,  to  admit  of 


ELECTRIC  ILLUSION  IS  PUZZLER 

In  the  north  show  window  of  Killea's  Leading 
Phonograph  Shop,  35  South  Pearl  street,  Albany, 
N.  Y.,  there  is  displayed  a  mirror,  in  a  hand- 
some gold  frame.  Ladies  who  have  stopped  to 
see  themselves  in  this  mirror  have  been  mysti- 
fied to  see  their  own  reflection  disappear  from 
the  face  of  the  mirror  and  another  face,  that  of 
the  beautiful  Brunswick  girl,  appear.  The  illu- 
sion is  brought  about  by  the  use  of  an  electrical 
device  and  the  rights  to  its  exclusive  use  in  ad- 
vertising talking  machines  belongs  to  the  Bruns- 
wick. 


The  Strand  Temple  of  Music,  Albany,  N.  Y., 
of  which  Al.  Edelstein  is  manager,  recently  cele- 
brated its  first  business  anniversary  with  appro- 
priate ceremonies,  including  an  elaborate  con- 
cert. The  Strand  Temple  of  Music  has  enjoyed 
a  large  volume  of  business  since  the  day  it  was 
opened,  with  the  result  that  the  quarters  have 
been  remodeled  several  times.  At  present  im- 
provements are  under  way  that  will  give  the 
shop  a  battery  of  seventeen  Unico  booths,  and  a 
rack  capacity  for  over  15,000  records.  The  Victor 
line  is  featured  exclusively,  and  special  attention 
is  given  to  elaborate  window  displays  and  daily 
newspaper  advertising. 


BRUNSWICK  SHOP  IN  MT.  STERLING 


Mt.  Sterling,  III.,  October  9. — M.  P.  Perry, 
who  for  some  time  past  has  been  handling  the 
Brunswick  line  of  phonographs  and  records,  to- 
gether with  his  clothing  and  men's  furnishings, 
has  opened  a  new  store  which  he  calls  the 
Brunswick  Shop.  This  is  the  only  music  store  in 
Mt.  Sterling,  and  in  fact  in  the  county,  and  should 
prove  very  successful  under  Mr.  Perry's  ener- 
getic direction.  In  addition  to  phonographs  the 
shop  will  also  handle  pianos,  players,  etc.,  with 
Robert  F.  Perry  and  Homer  Cox  in  charge. 


THE  EMERSON  RECORD 
SALES  COMPANY 

Take  pleasure  in  announcing 
that  they  are  distributing  agents 

for  the 


ME\0DWE 


for  New  York  City  and  all  met 
ropolitan  districts. 

THE  EMERSON  RECORD 
SALES  COMPANY 


206  Fifth  Avenue 


New  York  City 


214 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


Edison  Amberola  Message  No.  10 


A  quality  product— manufac- 
tured by  a  responsible  concern 
— marketed  at  a  fair  profit  to 
all — and  sold  at  an  uninflated 
price — will  not  be  affected 
by  "squalls"  of  business  de- 
pression. 


THOMAS  A.  EDISON,  Inc. 

AMBEROLA  DEPARTMENT 

ORANGE,  N.  J. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


215 


ACTIVITIES  OF  EMERSON  STAFF 


Executives  and  Travelers  Visiting  Jobbers  and 
Dealers  Throughout  Country — ^Co-operating 
With  Trade  in  Development  of  Phonograph 
Business — Some  Interesting  Reports 


H.  T.  Leeming,  vice-president  and  general 
manager  of  the  Emerson  Phonograph  Co.,  New 
York,  returned  recently  from  a  visit  to  the 
Southern  States  Phonograph  Co.,  Atlanta,  Ga., 
where  the  new  Emerson  factory  is  located.  This 
plant  has  made  splendid  progress,  and  Mr. 
Leeming  was  also  gratified  to  find  that  Emer- 
son products  are  gaining  daily  in  popularity 
in  Southern  territory, 

W.  H.  Shire,  field  sales  manager  of  the  com- 
pany, spent  a  month  on  the  Pacific  Coast,  where 
he  found  the  trade  optimistic  regarding  the  fu- 
ture for  the  new  Emerson  phonograph.  Mr. 
Shire  spent  most  of  his  time  in  Los  Angeles, 
Seattle,  Spokane  and  San  Francisco,  working 
and  co-operating  with  the  jobbers  in  that  terri- 
tory. In  San  Francisco,  Los  Angeles  and 
Seattle,  the  Western  Jobbing  &  Trading  Co.  is 
making  plans  for  a  banner  Fall  trade,  and  in 
Spokane  the  Northwest  Phonograph  Jobbers, 
Inc.,  is  leaving  nothing  undone  to  give  ef- 
ficient service  to  the  dealers. 

Joseph  I.  Carroll,  sales  manager  of  the 
Emerson  Phonograph  Co,  visited  Pittsburgh 
and  the  Pittsburgh  district,  making  his  head- 
quarters at  the  warerooms  of  the  Clarke  Musi- 
cal Sales  Co.,  jobbers  in  that  territory.  This 
enterprising  concern  advised  the  trade  in  its 
district  that  the  complete  line  of  Emerson 
phonographs  would  be  displayed  for  several 
days  in  the  Fort  Pitt  Hotel,  and  invitations 
were  "extended  to  the  dealers  in  western  Penn- 
sylvania to  inspect  the  line  at  their  convenience. 
As  a  result  of  this  invitation  practically  every 
Emerson  dealer  in  that  territory  visited  the  Fort 
Pitt  Hotel  during  the  exhibition ,  and,  what  is 
even  more  gratifying,  placed  orders  calling  for 
immediate  delivery  of  the  Fall  line. 

H.  E.  Morrison,  assistant  sales  manager  of 
the  company,  has  just  completed  a  trip  which 
included  a  visit  to  Chicago,  Duluth,  Omaha, 
Kansas  City,  St.  Louis,  Oklahoma,  Houston 
and  Dallas.  Mr,  Morrison  concentrated  his  ac- 
tivities entirely  on  the  Emerson  phonograph 
line,  and  through  his  many  years'  experience  in 
the  industry  was  able  to  give  the  jobbers  in 
these  trade  centers  valuable  service  and  sug- 
gestions in  their  merchandising  plans.  He 
states  that  the  Emerson  phonograph  is  meet- 
ing with  success  far  beyond  the  highest  ex- 
pectations   of    the    company    and   its  jobbers. 

L.  J.  Bourgette,  of  the  Emerson  wholesale 
traveling  stafif,  recently  spent  a  short  time  in 
Minneapolis  and  St.  Paul,  opening  up  new  ac- 
counts for  the  Emerson  phonograph  in  behalf 
of  the  Marshall-Wells  Co.,  of  Duluth,  jobbers 
in  this  territory.  Mr.  Bourgette  left  for  St. 
Louis  a  few  days  ago,  where  he  will  do  similar 
work  for  the  Murmann  Phonograph  Co.,  of  that 
city,  who  are  laying  plans  for  an  intensive  cam- 
paign featuring  the  Emerson  phonograph. 

Robert    McMacken,   of   the    wholesale  stafif, 


also  spent  a  few  weeks  with  the  Marshall- Wells 
Co.  doing  development  work  among  the  dealers 
in  this  jobber's  territory.  Mr.  McMacken  is 
now  co-operating  with  the  Carpenter  Paper  Co., 
of  Omaha,  Neb.,  where  he  is  working  with  this 
jobber's  sales  staff  along  practical  lines. 

Charles  F.  Usher,  of  the  Emerson  sales  stafif, 
recently  returned  from  a  two  weeks'  trip  spent 
among  the  dealers  of  the  New  England  Supply  & 
Equipment  Co.,  Emerson  jobbers  in  Massa- 
chusetts and  Connecticut.  He  states  ,  that  busi- 
ness conditions  in  this  territory  are  very  gratify- 
ing, and  that  the  dealers  are  placing  substantial 
orders  for  the  complete  Emerson  line. 


EIGHT  VICTOR  ARTISTS  IN  PEORIA 


Putnam-Page  Co.  Books  Famous  Aggregation  on 
Tour  Through  Central  Illinois 


Peoria,  III.,  October  9. — The  Eight  Famous  Vic- 
tor Artists  made  their  first  appearance  here  Oc- 
tober 2,  under  the  auspices  of  the  Victor  dealers 
served  by  the  Putnam-Page  Co.,  who  has  booked 
the  artists  on  a  tour  through  Central  Illinois. 
One  of  the  largest  audiences  gathered  in  the 
Shrine  Temple  and  witnessed  an  unusual  per- 
formance, and  the  interest  aroused  in  the  artists' 
records  was  unusual.  They  appeared  on  Monday 
night  in  Galesburg,  III,  on  Tuesday,  Burlington, 
Iowa;  Wednesday  at  Springfield,  111.;  Thursday 
at  Decatur,  111.,  and  Friday  at  Urbana,  111.,  mak- 
ing one  of  the  most  successful  week's  tours  they 
have  ever  experienced. 


LAMPAGRAPH  AT  ELECTRICAL  SHOW 

The  Lainpagraph,  manufactured  by  the  Lamp- 
agraph  Co.,  St.  Louis,  Mo.,  was  on  display  the 
past  week  at  the  Electrical  Show,  which  was 
held  at  the  Grand  Central  Palace,  New  York. 
This  show  was  a  tremendous  success,  and  capac- 
ity crowds  visited  the  various  booths  every  day. 

The  Lampagraph  was  greatly  admired  by  all 
visitors  to  the  show  who  were  enthusiastic  re- 
garding i/ts  handsome  appearance  and  its  pleas- 
ing tone  quality.  This  instrument  has  many 
exclusive  features  which  offer  the  Lampagraph 
jobbers  and  dealers  extensive  sales  arguments, 
and  the  exhibit  at  the  Electric  Show  gave  this 
product  valuable  prestige.  The  exhibit  was  in 
charge  of  Miss  Foss. 


NEW  LANSING  DISTRIBUTORS 


Boston,  Mass.,  October  7. — The  Lansing  Sales 
Co.,  of  this  city,  manufacturer  of  Lansing  Khaki 
moving  covers,  announces  the  appointment  of 
F.  A.  Kohler  &  Co.,  Chicago,  III,  and  O.  J. 
DeMoll  &  Co.,  Washington,  D.  C,  as  additional 
distributors  for  the  company's  products.  Both 
of  these  companies  have  an  extensive  clientele  in 
their  respective  territories,  and  they  are  prepar- 
ing to  feature  the  Lansing  covers  in  their  sales 
campaigns.   

A  few  flowers  now  and  then  will  add  a  touch 
of  freshness  to  the  store  and  will  impress  youi 
women  customers  favorably. 


No.  8 


AMERICAN 

The  American  line  will 
bring  you  success.  Nine 
models  made  in  the  pop- 
ular finishes. 

Also  Cabinets  in  quantities. 

Write  for  Catalog. 

American  Phonograph  Co. 

17  No.  Ionia  Ave.,  Grand  Rapids,  Mich. 


I 


ARTo  RECORDS 


ARTo  WORD  ROLLS 

Into  the  Home — 

ARTo  Music  Rolls  bring  JOY 
ARTo  Phonograph  Records  bring 
AMUSEMENT 
ARTo  Profit-Sharing  Certificates 
bring  PROSPERITY 


A  DT  'NCH 

AtviO  PHONOGRAPH 


RECORDS 

THE  LATEST  SONG  AND  DANCE  HITS 

for  NOVEMBER,  1920 


VOCAL  RECORDS 

Chile    Bean.    (L.    Brown-A.    von   Tilzer     Baritone  ^ 

Solo,  Ornh.  accomp  Ernest  Hare  L902I 

Pretty  Kitty  Kelly.     (E.  Nelson-H.  Pease)     Tenor  C 

Solo,    Orch.    ancomp  Arthur  Hall-' 

I'll  Be  With  You  in  Apple  Blossom  Time.  Tenor 

Solo,    Orch.    accomp  Arthur    Hall  Lq--, 

Marion,    You'll   Soon    Be    Marryin'    Me.     (M(?Con-     f  ^^^^ 

nell)      Male    Voices  ARTo    Trio  ^ 

Tired    of    Me.      (G.    Clark-W.    Donaldson)     Tenor  . 

Solo,   Ornh.    ac(^omp  James  Price  I 

When    I    Looked   in   Your  Wonderful   Eyes.     Tenor  >-9020 

Solo.    Orcli.    accomp  James  Price ) 

DANCE  RECORDS 

Avalon.    Fux-trot.     (A.  Jolson-V.  Hose).  \ 

Selvin's    Novelty    Orch.  LgQig 
Alice    Blue    Gown    (From    "Irene").    Waltz    (H.  [ 

Tierney)   ARTo    Dance  Orch. 

W hispering.     Fox- trot.     (J.   Sdionberger ) .  ~j 

Selvin's  Novelty  Orch.  Lontq 
In  Old  Manila.    Fox-trot.     (M.  Earl).  ( 
Selvin's  Novelty  Orch.' 
Swanee.    One-step.     (G.  Gershwin). 

ARTo    Dance   Orch.  [9022 
On   Miami   Shore.     Waltz.     (V.   Jacob!) ,  r 

ARTo   Dance  Orch.i 

STANDARD  INSTRUMENTAL 
AND  VOCAL  RECORDS 

Irish     Reels.    Medley  ARTo  Military  Band) 

Irish  Jigs.     Medley  ARTo  Military  Band]  ^"^4 

Poet    and    Peasant.     Overture.     Part    1    (F.    von  "j 
Suppe)   ARTo  Military  Band  L3039 

Poet    and    Peasant.     Overture.     Part   2    (F.    von  [ 
Suppe )   A  RTo   M  i  litary  Band  * 

Dear  Old   Girl.     (R.   Buck-Theo.  Morse), 

Peerless  Quartet  L3043 

Where  the   River  Shannon   Flows.     (J.   I.   Russell)  [ 
Tenor    Solo   Henry  Burr-* 

The  American  Patrol.     (F.  W.  Meanham).  -v 

ARTo   Military   Band  L3044 
The  Thunderer  March.     (J.  P.   Sousa),  ( 
ARTo   Military   Band  ^ 
Faust  Selection.     (Chas.  Gounod), 

ARTo    Military    Band  L3045 
Pilgrims'    Chorus.      From    "Tannhauser"     (Rich-  f 

ard  Wagner)   ...ARTo  MItary  Band-' 

La  Boheme.     Aria:  My  Name  Is  Mirai.  Soprano, 

Orch.  accomp  Mme.  Genie  Fonoravia  L 

La  Boheme.     Aria:  Farewell  May  You  Be  Happy.     f  3046 
Soprano   ..Mme.  Genie  Fonoravia-' 

Ask  for  the  Complete  Catalog  of  ARTo 

Records 

THE  ARTo  CO. 

Factories:  Orange,  N.  J. 
New  York  Office:  1604  Broadway 


216 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


NO  PRICE  CUT  ON  EDISON  PRODUCTS 

Wm.  Maxwell,  Vice-President,  Announces  That 
Present  Prices  Will  Be  Maintained 


The  attitude  of  Thomas  A.  Edison,  Inc.,  to- 
ward an3'  reduction  in  prices  on  Edison  phono- 
graphs is  set  forth  in  no  uncertain  manner  in  a 
telegram  sent  to  K.  R.  Moses,  sales  manager  of 
Shultz  Bros.,  Edison  jobbers  of  Omaha,  Nebr., 
b3'  William  Maxwell,  vice-president  of  the  Edi- 
son Laboratories,  just  made  public. 

Jilr.  Moses  wired  the  Edison  Laboratories  from 
Omaha  on  September  25,  as  follows: 

"Enough  dealers  have  indicated  a  belief  that 
there  may  possibh-  be  a  reduction  in  Edi'on 
phonograph  prices  to  indicate  that  possiblj-  more 
think  the  same  way  about  it  and  have  not  given 
voice  to  their  thoughts.  If  in  harmony  with 
your  policies,  will  you  please  send  me  a  telegram 
which  I  can  incorporate  into  a  bulletin  which 
will  indicate  or  assure  dealers  that  there  will  be 
no  decline  in  Edison  prices  within  the  next  six 
months?" 

^Ir.  Maxwell,  on  behalf  of  the  Edison  Labora- 
tories, replied: 

"You  can  bet  j-our  life  that  the  prices  of  Edi- 
son phonographs  are  not  going  to  be  reduced 
during  the  next  six  months.  I  will  bet  that  none 
of  the  present  models  will  ever  be  reduced  in 
price.  We  are  going  to  be  luckj-  if  we  don't  have 
to  increase  our  prices  during  the  next  six 
months." 


Edison  phonograph  prices  have  formed  the 
subject  matter  of  a  large  part  of  the  Edison 
trade-magazine  advertising  for  some  time  and, 
quite  recently,  were  introduced  into  the  national 
magazine  advertising  as  well.  Despite  the  pres- 
ent trend  of  industrial  conditions,  therefore,  Edi- 
son dealers  may  feel  confident  over  the  future 
Edison  business  and,  in  order  that  this  confidence 
may  be  conveyed  to  prospective  Edison  phono- 
graph purchasers  also,  dealers  have  been  fur- 
nished with  a  large  window  sheet,  on  which  is 
printed  a  facsimile  reproduction  of  the  afore- 
mentioned  telegraphic  correspondence. 


SALE  OF  WORLD  PHONO.  CO.  .ASSETS 

On  October  5  bids  were  opened  for  the  sale 
of  the  assets  of  the  World  Phonograph  Co.  of 
Chicago,  recent]}'  bankrupt.  Included  in  the 
assets  are  the  factor}',  stock  of  phonographs, 
motors,  supplies,  lumber,  veneers,  woodworking 
machiner}-.  patents,  trade-marks,  good  will,  real 
estate,  etc.  The  Central  Trust  Co.  of  Illinois 
is  the  receiver  for  the  bankrupt  company.  The 
opening  of  bids  was  made  in  response  to  the 
order  of  the  District  Court  of  the  L'nited  States. 


A  special  meeting  of  stockholders  of  Columbia 
Graphophone  Mfg.  Co.  has  been  called  for  Oc- 
tober 27  to  vote  on  increase  in  authorized  com- 
mon capital  from  1,500,000  to  3,000,000  shares.  It 
is  not  intended,  according  to  President  Whitten, 
to  issue  any  of  the  stock  at  this  time. 


AN  EFFECTIVE  WINDOW  DISPLAY 

Wiley  B.  Allen  Co.  Features  "The  Love  Nest" 
'  to  Great  Advantage  in  Portland 


Portland,  Ore.,  October  8. — Among  the  most  at- 
tractive music  store  display  windows  in  this  city 
are  those  of  the  Wiley  B.  Allen  Co.,  at  Morrison 
and  Broadway.  The  window  displays  are  changed 


Featuring  "The  Love  Nest" 


frequently,  and  each  new  arrangement  is  most 
artistically  and  carefully  prepared.  A  window 
that  attracted  much  attention  recently  was  that 
featuring  "The  Love  Nest,"  which  is  a  hit  here, 
as  well  as  in  every  other  section  of  the  country. 
In  the  window  there  was  shown  a  small  cottage 
with  a  loving  couple  gazing  longingly  at  it,  and 
reflecting  in  every  detail  the  spirit  of  the  song. 

It  is  reported  that  the  window  display  proved 
effective  in  stimulating  record  sales,  not  only  of 
"The  Love  Nest,"  but  of  other  timely  record 
numbers  carried  by  this  house. 


R.  A.  YOUNG  APPOINTED  MANAGER 

Takes  Charge  of  Retail  Victor  Department  of 
Philip  Werlein,  Ltd,  in  New  Orleans 


New  Orleans,  La.,  October  7. — J.  D.  Moore, 
manager  of  the  Victor  division  of  Philip  Wer- 
lein, Ltd.,  announced  this  week  the  appointment 
of  Ralph  A.  Young  as  manager  of  the  company's 
retail  Victor  department.  Mr.  Young  recently 
completed  the  Red  Seal  salesmanship  class  at  the 
Victor  factories  in  Camden,  N.  J.,  and  Philip 
Werlein,  Ltd.,  are  confident  that  he  will  attain 
signal  success  in  his  new  work. 

Mr.  Young  entered  the  Victor  business  J^bout 
six  years  ago,  when  he  became  associated  with 
the  "\'ictor  department  of  the  Lion's  Store,  To- 
ledo, O.,  which  was  under  Mr.  Moore's  manage- 
ment at  that  time.  He  was  later  appointed  man- 
ager of  the  Victor  department  of  Batterman  & 
Co.,  Brooklyn,  N.  Y.,  and  was  so  successful  in 
that  position  that  he  joined  the  organization  of 
Stewart  &  Co.,  Baltimore,  where  he  has  been 
located  for  the  past  three  years,  during  which 
time  he  acquired  a  thorough  knowledge  of  every 
phase  of  the  ^'ictor  business. 


Trade  Commissioner  Lynn  W.  Meekins  reports 
that  a  Pekin  agency  has  been  established  for 
an  American  talking  machine  company.  The 
most  popular  instruments  in  this  Chinese  city  are 
the  cabinet  models,  he  says. 


Cabinets  for  Sale 

ALSO  COMPLETE -MACHINES 

500  for  Immediate  Delivery 

$160.00  and  $350.00  MODELS 

Dimensions:  46J  in.  high,  231  in.  deep,  22  in.  wide 

We  are  open  for  contracts  for  the  manufacture  of  Cabinets 
of  every  description.    Moulding,  Grills  and  other  special 
material.    Large  stock  of  Motors  and  Tone  Arms  for  sale. 
Prices  are  very  attractive — call  and  convince  yourself. 


Monarch  Cabinet  Mfg.  Co.,  Inc. 

TELEPHONE:  HARLEM  2879 

2074  SECOND  AVE.  (Bet.  lOGth  and  lOTth  Sfs.)  NEW  YORK  CITY 


October  15,  1920  THE    TALKING    MACHINE    WORLD  217 


CRITERION  RECORDS,  Inc. 

MANUFACTURERS  OF  RECORDS  FOR  THE 
PHONOGRAPH 


IT  is  a  recognized  principle  that  the  fulfillment 
of  a  promise  made  by  a  new  firm  to  produce 
good  merchandise  depends  almost  entirely  on  the 
knowledge,  experience  and  calibre  of  the  men  at 
the  head  of  the  organization. 

Phonographic  record  manufacturing  is  of 
such  a  highly  technical  nature  mechanically,  elec- 
trically and  chemically  that  men  with  a  complete 
mastery  of  their  art  are  of  vastly  greater  im- 
portance than  in  most  industries. 

We  believe  for  the  first  time  in  the  history 
of  the  phonographic  industry  a  new  organization 
has  been  completed  in  which  the  head  of  each 
major  department — research,  recording,  music, 
manufacturing,  business  and  sellings— is  a  man  of 
marked  attainment  in  his  individual  field. 

When  the  time  comes  to  reveal  the  personnel 
back  of  CRITERION  RECORDS,  Inc.,  the  trade 
will  be  in  no  doubt  as  to  the  high  standard  of 
excellence  which  will  be  attained  in  the  phono- 
graph world  by  CRITERION  RECORDS. 


TWELVE  JWENTY-SEVEN  BROADWAY 
NEW  YORK 


THE    TALKING    MACHINE    WORLD                             October  is,  1920 
GOETTINQ   


Your  National  Advertising 
and  the  Dealer's  Window — 

must  be  "tied  up"  logically,  forcefully  and  irresistibly  to  get  the  full  value 
of  your  appropriation. 

Back  of  a  successful  "tie  up"  with  the  dealer's  window  (and  the  dealer's 
interest)  there  must  be  a  well-thought-out,  definite  plan — a  purpose  and  a 
policy. 

Einson  Litho,  Inc.,  have  been  the  most  successful  exponents  of  this  new 
method  of  localizing  a  national  advertising  campaign  and  securing  real  dealer 
co-operation. 

From  original  conception  to  written  plan;  from  plan  to  art  work;  from  art 
to  lithography  and  printing — %vith  the  1  0  1  mechanical  details,  the  assembling, 
packing  and  shipping  monthly  to  each  local  dealer — every  phase  of  the  work 
is  carried  out  by  this  specialized,  completely  equipped  organization. 

We  shall  be  glad  io  discuss  rviih  ipou,  in  person  or  ly^ 
mail,  our  experiences  in  securing  dealer  co-operaiion. 

EIN70N  LITHO 

INCORPORATED 

Executive  Offices  Factory  &  Plant  Chicago  Offices 

and  Art  Studios  327  East  29th  St.         1306  Auditorium  Tower  Bldg. 

71  W.  23rd  St.,  N.  Y.  New  York,  N.  Y.  Chicago,  111. 


218 


DEATH  OF  AUGUST  H. 

Prominent  Music  Publisher  and  Jobber  of 
Springfield,  Mass.,  Passes  Away  in  Sixty- 
fourth  Year — A  Leading  Figure  in  Politics 


Springfield,  Mass.,  October  4.— Col.  August  H. 
Goetting,  one  of  the  prominent  figures  in  the 
music  publishing  and  sheet  music  jobbing  trade 
of  the  country,  died  at  his  home  here  yesterday 
morning  of  heart  trouble.  Col.  Goetting  was 
born  in  New  York  in  1856,  and  came  to  Spring- 
field iu  the  early  80's,  where  he  engaged  in  the 
music  jobbing  business,  in  which  he  met  with 
unusual  success.  In  the  course  of  years  he 
branched  out  and  secured  control  of  concerns 
in  the  sheet  music  field  in  New  York  and  other 


Col.  August  H.  Goetting 
cities,  and  was  also  interested  in  the  following 
well-known  houses  in  the  talking  machine  trade: 
Mutual  Talking  Machine  Co.,  Inc.;  Progressive 
Phonographic  Supply  Co.,  Inc.;  the  Manhattan 
Phono  Parts  Co.;  the  Supreme  Phono  Parts  Co., 
and  the  Concert  Record  Mfg.  Co.  As  a  mark 
of  respect  to  Mr.  Goetting,  these  various  enter- 
prises remained  closed  on  Thursda3f  afternoon, 
October  7. 

Despite  the  demands  of  his  business  Col. 
Goetting  found  time  to  engage  in  politics  to  a 
considerable  extent,  and  in  1913  was  candidate 
for  Lieutenant  Governor  of  Massachusetts, 
being  defeated  for  that  office. 


A.  H.  MAYERS  HAS  FORMAL  OPENiNG 

Well-known  New  York  Dealer  Now  Operates 
Great  Victrola  Establishment  on  the  West  Side 
— Elaborate  Program  Marks  Occasion 


The  big  feature  in  musical  circles  on  New 
York's  West  Side  recently  was  the  formal  open- 
ing of  the  enlarged  store  of  A.  H.  Maj^ers,  at 
781-83  Ninth  avenue,  corner  Fifty-second  street, 
which  occurred  on  the  evening  of  October  6. 
At  the  present  time  Mr.  Ma3-ers  has  one  of  the 
largest,  if  not  the  largest,  Victor  stores  in  that 
section  of  the  city. 

In  realitj',  the  business  occupies  two  double 
stores  and  a  basement,  the  comer  store,  781 
Ninth  avenue,  having  recentl3-  been  taken  over 
b}-  Mr.  !Ma3-ers  as  an  addition  to  his  quarters 
next  door,  and  the  two  stores  thrown  into  one. 
The  quarters  have  been  remodeled  and  redeco- 
rated throughout,  and  there  have  been  installed 


twent3'-one  soundproof  demonstrating  rooms  all 
finished  in  ivor3-  with  mahogan3'  trimming.  The 
steady  increase  in  the  size  of  the  establishment 
is  a  distinct  tribute  to  the  aggressive  business 
methods  of  Mr.  Mayers  and  his  sons,  Willie 
and  Archie  ]\Ia3'ers,  who  are  associated  with  him 
in  the  business. 

The  formal  opening  was  marked  by  an  elab- 
orate concert,  for  which  attractive  in\-itations 
were  sent  out  and  which  served  to  attract  dur- 
ing the  evening  over  3,500  people,  packing  the 
store  and  congesting  the  sidewalk.  The  program 
included  several  dance  numbers  by  Lochers'  Jazz 
Orchestra  and  some  of  the  latest  songs  by  repre- 
sentatives of  the  leading  music  publishing  houses. 
A  feature  was  the  dancing  of  /  Miss  Thelma 
Wilkening,  who  is  at  present  appearing  in 
"Mecca"  at  the  Centur3'  Theatre.  The  concert 
was  followed  b3^  dancing. 

Each  guest  was  presented  with  a  souvenir  of 
the  occasion,  the  souvenirs  including  mirrors, 
^"ictor  dogs,  fans,  etc.,  and  a  great  percentage 
of  the  visitors  were  registered  on  cards  prepared 
for  the  purpose.  It  was  announced  that  those 
who  signed  the  cards  would  receive  regularly 
"Mayers'  Monthly  Messenger,"  a  bulletin  listing 
the  new  records  and  other  timely  information 
of  interest  to  those  who  own  or  contemplate 
purchasing  Victor  machines.  Another  card  was 
provided  for  those  who,  as  customers  of  the 
Mayers'-  store,  desired  to  introduce  their  friends. 

A  number  of  local  jobbers  and  business  friends 
of  Mr.  Ma3'ers  sent  floral  pieces  for  the  opening, 
and  the  trade  generall3'  was  well  represented  at 
the  reception.  Mr.  Ma3'ers  incidentally  operates 
another  store  at  1983  Broad%\"a3%  which  also  will 
be  enlarged  when  the  opportunit3'  occurs. 


INTER=M0UNTA1N  DEALERS  MEET 

The  convention  of  the  Inter-Mountain  Victor 
dealers,  which  was  held  in  Salt  Lake  City,  Oc- 
tober 7th,  under  the  auspices  of  John  Elliot  Clark 
Co.,  was  a  great  success.  An  interesting  paper, 
under  the  caption  "The  Future,"  prepared  by 
J.  J.  Rockwell,  advertising  counselor  of  the 
Reincke-Ellis  Co.,  Chicago,  was  read  at  this 
gathering. 

Grey  Gull  Records 

All  the  latest  popular  numbers  in  stock 
for  prompt  delivery.     List  price  $1.00. 
Big  dealers'  discount.    Write  for  record 
list  and  Dealers'  discount. 
JOS.  BARNETT  &  CO.,  Cedar  Rapids,  Iowa 


Hundreds  of  Records  Played 
With  One  Steel  Needle 

Tone  improved.    Life  of  record  prolonged.  Ordinary 
steel  needle  can  be  used  over  and  over  again.    Satis-  ^  _ 

faction  of  always  having  perfectly  pointed  needles       r^%lj      ^  '■i<i^ 


Needle 
Pointer  Is 
Operated 
Easier 
Than 
Pointing 
a  Pencil 


Bj'  using 

Hobson's 

Steel  Needle  Pointer 

It  is  attached  to  any  disc  record  machine. 
Merely  insert  the  needle  in  pointer  and  hold  it 
in  place  a  few  seconds.  The  revolving  disc 
on  the  phonograph  operates  the  pointer. 

RETAIL  PRICE,  $2.50  EACH 

Jobbers  and  dealers,  ivrite  for  our  liberal  offer. 


Hobson-Miller  Manufacturing  Co. 


LANCASTER,  PA. 


Needle  Pointer  Attached,  Ready  for  Uae 


October  IS,  1920  THE    TALKING    MACHINE  WORLD 


THE  LAMPAGRAPH  NOW  REPRESENTED  IN  KANSAS  CITY 

Company  Established  at  813  Walnut  Street— Business   Outlook  Favorable— Steinola  Co.'s  New 
Plant— Columbia  and  S.  N.  Henley  Co.'s  New  Quarters— Schmelzer  Co.  News— Other  Items 


Kansas  City,  Mo.,  October  8.— This  territory 
IS  vastly  better  in  buying  ability  than  it  has 
been  for  some  time  as  a  result  of  the  unusually 
good  production  of  crops.  Farmers  are  realiz- 
ing financially  upon  their  investment  and  this 
circulation  of  cash  throughout  the  territory  has 
brought  about  an  increase  in  the  demands  for 
talking  machines  and  records.  Fall  is  rapidly 
advancing  and  there  is  evident  in  many  places  an 
increase  in  trade,  although  the  increase  has  not 
been  as  marked  as  was  expected.  This  is  the 
month  of  conventions  and  a  steady  stream  of 
people  come  into  the  city,  and  they  come  to  buy 
and  buy  heavily,  according  to  our  leading  mer- 
chants. The  talking  machine  trade  is  getting 
its  share. 

C.  V.  Bissell,  district  manager  of  the  Starr 
Piano  Co.  here,  says  the  business  is  far  in  ad- 
vance of  the  expectations  for  the  season  of  the 
year,  and  that  the  demand  is  growing  steadily. 

Harry  Wunderlich,  of  the  Wunderlich  Music 
Co.,  has  a  good  coating  of  tan  as  a  reminder 
of  his  Summer  on  Northern  Lakes.  Mr.  Wun- 
derlich says:  "This  is  to  be  one  of  the  banner 
years  for  Fall  and  Winter  business  in  talking 
machines  and  records.  The  theatres  are  partly 
responsible  for  the  demand  for  music  and  it 
looks  as  though  a  goodly  percentage  of  the 
population  intended  to  dance  through  the  Fall 
and  Winter  months  without  a  pause;  that  is 
the  reason  the  demand  for  dance  music  is  in- 
creasing to  enormous  proportions. 

Kansas  City  has  a  brand  new  establishment 
at  813  Walnut  street  in  the  Lampagraph  Co., 
now  in  the  old  location  of  the  S.  M.  Henley 
Music  Co.  Z.  D.  Brown,  owner  of  the  Brown 
Building  and  the  Brown  Fur  Co.,  is  the  pro- 
prietor of  the  new  store.  The  company,  besides 
doing  a  letail  business,  acts  as  distributor 
throughout  the  State  of  Kansas  and  the  west- 
ern half  of  Missouri.  The  company  confines 
its  business  solely  to  the  Lampagraph,  a  com- 
bination library  lamp  and  phonograph,  using 
a  General  Electric  motor,  with  Johnstone 
mechanism  and  Empire  tone  arms.  Mr.  Brown 
has  been  assisted  in  opening  the  new  establish- 
ment by  Jolm  J.  Valentine,  a  factory  representa- 
tive, and  has  built  a  sales  staff  around  Miss 
Renabelle  Wilson,  who  is  managing  the  retail 
sales  department.  Miss  Wilson  is  well  known 
in  the  trade  in  Kansas  City  and  thoroughly  ex- 
perienced, having  had  several  years  with  the 
Wunderlich  Music  Co.  and  the  J.  W.  Jenkins' 
Sons  Music  Co.  J.  C.  Telfair,  for  five  years 
with  the  Edison  headquarters,  is  also  a  mem- 
ber of  the  sales  staff.  The  company  does  not 
maintain  a  record  department,  although  one  is 
operated  in  the  store — it  is  a  branch  of  the 
Columbia  agency  of  S.  M.  Henley  Music  Co. 

The  Steinola  Phonograph  Co.  has  succeeded 
in  thoroughly  organizing  its  new  factory  at  the 
old  armory  at  Fourteenth  street  and  Michi- 
gan avenue.  Upon  moving  there  the  company 
more  than  trebled  its  capacity,  and  according 
to  G.  W.  Gist,  secretary  of  the  company,  the 
increase  in  demand  has  brought  production  to  a 
point  where  the  increased  capacity  and  floor 
space  gives  every  indication  of  being  taxed  to 
the  utmost. 

E.  S.  Hall,  proprietor  of  the  Hall  Music  Co. 
and  a  well-known  Victor  dealer  in  this  city, 
has  moved  to  1004  Grand  avenue. 

The  Schmelzer  Co.,  Victor  distributor  in  this 
territory,  has  finally  succeeded  in  separating 
its  wholesale  business  from  the  retail  estab- 
lishment and  the  department,  the  special  protege 
of  Arthur  A.  Trostler,  general  manager  of  .the 
company,  is   in   the  new  wholesale  building. 

The  local  branch  of  the  Columbia  also  re- 
cently moved  its  wholesale  department  from 
1019  McGee  street  to  Twentieth  and  Wyan- 
dotte streets.  E.  A.  McMurtry,  manager  of  the 
wholesale  branch,  declares  that  the  business  has 
developed  remarkably  in  this  territory  during 
the  past  few  weeks  and  that  he  expects  such 
an  increase  in  demand  for  machines  and  rec- 


ords during  the  coming  months  that  will  sur- 
prise even  many  old  heads  in  the  business. 

The  S.  M.  Henley  Music  Co.  has  moved 
nearer  the  heart  of  the  business  district  from  813 
Walnut  street  to  1127  Walnut  street,  upon  en- 
larging its  scope  of  activity  by  taking  the 
agency  for  the  Aeolian-Vocalion  and  at  the 
same  time  continuing  its  Columbia  connection. 
The  .A.eolian-Vocalion  has  had  one  of  the  best 
receptions  in  Kansas  City  accorded  a  machine, 
being  for  i'ears  a  well-known  make  here,  al- 
though without  an  agency. 

The  Columbia  Grafonola  Shop,  the  retail  Co- 
lumbia store,  also  moved  last  month  from  its 
former  location  just  two  doors  south  to  1112 
Grand  avenue.  O.  D.  Standke,  manager,  says: 
"This  has  been  the  best  Summer  season  that  1 
have  had  in  this  city;  business  is  not  only  ex- 
ceedingly good,  but  is  increasing  in  every  de- 
partment and   most  especially  in   the   sale  of 


2id-a 


higher-priced  machines.  This  has  made  me  very 
optimistic  in  regafd  to  the  prospects  for  Fall 
and  Winter  business.  It  is  my  belief  that  only 
unforeseen  influences  can  deter  the  trade  to 
such  an  extent  that  the  coming  season  will  fail 
to  be  the  best  that  the  industry  has  ever  had 
in  this  territory." 

Myrtle  M.  Paul,  of  the  Paul  Talking  Machine 
Shop,  reports  that  business  has  shown  a  splen- 
did development  during  the  past  few  weeks.  The 
Paul  Shop  has  built  up  a  large  Columbia  trade, 
which  Mrs.  Paul  declares  has  been  in  a  large 
measure  due  to  the  fact  that  she  keeps  her 
store  open  until  10  o'clock  every  evening. 


CROOKSTON  MUSIC  HOUSE  MOVES 

The  Crookston  Music  House,  which  was  re- 
cently opened  in  Crookston,  Minn.,  has  moved 
from  its  old  location  in  the  Collings  block  and  is 
now  on  Second  street,  in  the  modern  McKenzie 
block. 


The  Brunswick  Phonograph  Shop  of  Dubuque 
la.,  has  organized  with  $25,000  capital. 


Ornamental!       Practical!  Artistic! 


Model  260 


RETOLA 


ART  AND  SERVICE:    This  model   represents  both.    A  combination 

■  phonograph  and  lamp  of  rare  distinction  that 
will  add  to  the  beauty  of  any  home. 

Made  of  flat  American  reed  and  stands  six  feet  11  inchec  high.  Equipped  with  Stephenson 
Gold  Motor,  plus  turntable  and  gold  plated  metal  furnishings.  Furnished  with  seven 
electric  bulbs.  Interior  of  cabinet  lined  with  Chinese  silk.  Extra  long  horn  produces  a 
tone  of  remarkable  beauty.    Price  (including  war  tax)  $260. 


AUSONIA  REED  FURNITURE  CO., 


844  GERARD  AVENUE 
NEW  YORK  CITY 


218-5 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


JAZZ  AIDS  THE  FEEBLE  MINDED 

Phonograph  Placed  in  Every  Ward  of  Mil- 
waukee County  Home  for  Mental  Diseases 
and  Plays  Popular  Airs  for  the  Patients 


MlLW  AUKZE,  ^\  IS.,  October  9. — In  view  of  the 
wide  discussion  being  carried  on  in  music  trade 
circles  relative  to  the  value  and  in  fact  the  real 
status  of  jazz  music,  it  is  interesting  to  learn 
that  at  the  Milwaukee  County  Home  for  Mental 
Diseases  there  is  a  phonog:raph  in  every  ward, 
and  the  music  is  considered  one  of  the  greatest 
aids  in  the  cure  of  the  unfortunate  patients. 

In  the  treatment  of  mental  ailments  one  of 
the  most  important  factors  is  the  soothing  of 
the  nerves,  and  this  necessarj'  quiet  is  induced 
by  the  sounds  of  music,  according  to  Dr.  A.  F. 
Young,  superintendent  of  the  institution. 

"Music  has  almost  always  a  soothing  effect 
on  an3'^one,  especially  those  suffering  from  ner- 
vous diseases,"  said  Dr.  Young.  "It  quiets  the 
nerves  and  relaxes  the  S3'stem,  and  the  needful 


calm  has  a  beneficial  effect  on  mental  disorders. 
For  our  less  serious  nervous  patients  we  find 
the  phonograph  an  important  help,  and  even  in 
v;hat  we  call  our  'disturbed'  wards,  the  sound 
of  music  will  reduce  the  most  violent  of  patients 
to  a  condition  of  quiet.  Manj'  of  these  we  al- 
low to  operate  the  machines  themselves,  and  they 
take  great  pride  in  it. 

"I  do  not  know  that  there  is  an}'  choice  of 
selection  that  we  use,  but  I  find  that  popular 
songs,  especially  what  are  called  jazz  tunes,  are 
greatlj-  liked  hy  patients. 

"I  believe  that  the  phonograph  is  a  most  im- 
portant aid  to  the  treatment  of  mental  diseases." 

At  the  frequent  dances  which  are  held  for  the 
patients  at  the  institution  the  phonograph  is 
used. 


John  M.  Ta3-lor,  of  Columbia,  Mo.,  has  re- 
centlj'  leased  the  August  Meyer  Building  in 
that  citi'  on  North  Washington  street  and  will 
open  there  a  music  store  handling  a  general 
line  of  musical  goods.  ~ 


READER  GIVES  EDISON  TONE=TESTS 

Novelty    of    Virginia    PovyeU's  Performance 
Makes  Strong  Impression  on  Audiences 


Excellent  success  is  attending  the  series  of 
unique  Edison  tone-test  recitals  being  given  by 
Virginia  Powell,  the  well-known  reader,  accord- 
ing to  reports  received  by  the  Edison  Labora- 
tories from  dealers  located  in  towns  where  she 
has  appeared. 

Giving  an  Edison  tone-test,  stripped  of  its 
natural  color  by  the  absence  of  flowing  tones  of 
music,   presents   a  remarkable  accomplishment 


Virginia  Povyell 


and  never  fails  to  make  an  indelible  impression 
upon  an  audience.  Her  recitations  and  piano- 
logues  also  add  a  distinct  novelty  to  the  recitals 
in  which  she  appears  and  add  greatly  to  their 
effectiveness. 

Miss  Powell  is  now  touring  the  State  of  New 
York  and  is  appearing  in  joint  recital  with 
Leola  Luce}-,  widely-known  soprano. 


NEWS  GLEANINGS  FROM  CHARLESTON 

Charleston,  S.  C,  October  6.— Activity  pervades 
the  talking  machine  field  in  this  city.  Under  the 
management  of  Sidney  Tesky,  the  well-known 
orchestra  leader,  the  talking  machine  department 
at  Haverty's  is  one  of  the  musical  centers  of  the 
city.  A  recent  addition  is  a  bungalow  Grafonola 
department. 

With  A.  G.  Rhodes  &  Son  this  is  Victrola  Week." 
A  very  attractive  window  in  which  talking  ma- 
chines, records  and  famous  Victor  dogs  are 
utilized  in  a  suitable  design  has  greath'  interested 
the  public. 

Siegling's  Music  House  is  making  a  verj'  at- 
tractive display  of  Victrolas  and  Brunswicks. 

The  Jordan  Music  House,  the  largest  Edison 
store  in  the  Carolinas,  is  now  carrying  a  very 
complete  line  of  Edisons  and  Aeolian-\'ocalions. 
Every  one  in  the  trade  seems  optimistic  over 
business  prospects. 


INTRODUCES  NEW  ART  MODEL 

There  has  just  been  added  to  the  extensive 
line  of  period  designs  manufactured  by  the 
Sonora  Phonograph  Co.  an  attractive  Hepple- 
white  model.  This  instrument  has  been  on  dis- 
play at  the  Sonora  sales  offices  for  the  past  fort- 
night, and  has  won  the  approval  of  the  jobbers 
and  dealers  who  have  visited  the  offices.  The 
many  distinctive  characteristics  of  this  new 
Hepplewhite  model,  the  design  of  which  is  ex- 
tremely simple,  will  undoubtedly  appeal  to  con- 
noisseurs in  home  furnishings. 


The  Dorn  Music  Co.,  West  New  York,  N.  J., 
held  a  formal  opening  of  its  new  show  rooms  last 
week.  The  Edison,  Sonora  and  Brunswick  are 
carried  by  this  house. 


Always  First  with  the  Hits 

NEW  RELEASES^ 

"J.\PAIfESE  SAND5L4N,"  Fo.v-trot  SeUnn's  Xovflt.v  Orchestra 

"Granada,"  Fo.v-trot  "Waldorf- .\storia  Orchestra 

"The    Cat    Step,"    Fo.x-trot  _  Jos.  Samutrls  Dance  Orchestra 

"When  I  Found  Vou,"  WaJtz  from  the  "Poor  Little  Ritz  Girl"  Jos.  Samuels  Dance  Orchestra 

**.\n.v  Time,  .\ny  Day  Any  Where,"  Fox-trot  Yerkes*  Jazzariniba  Orchestra 

"Oh!  Joe,  With  Your  Fiddle  and  Bow,"  One-step  Louisiana  Five 

"Land  of  Creole  Girls,"  X'ox-trot  Louisiana  Five 

"Tired  of  .Me,"  Tenor  Sam  Ash 

"Pretty  Little  CinderelUi."  Duet  Helen  Clark  and  Helen  Bell  Rush 

"Broadway  Blues,"  Tenor  Billy  Jones 

"Don't  Take  Those  Blues,"  Baritone  Ernest  Hare 

Write  for  Dealers'  Terms  and   Prices.      Immediate  Deliveries 

Lyraphone  Co.  of  America 

117  Mechanic  Street  Newark,  N.  J. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


218-c 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

THETALKINGMACHINEWORLDSERVICE  I 

A  DEPARTMENT  DEVOTED  TO  PROMOTING  RETAIL  SALES 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 


Sales  Ideas,  Ad  Ideas,  Window  and  Other  Ideas 


Sparks  That  Will  Start  Your  Engine  Turning  Over 


OCTOBER — November — December — and  Christmas  ! 
These  three  months  will  tell  the  story  of  your  success  or 
failure  in  the  race  for  profits.  You  are  like  the  mile  racer,  who 
has  been  pacing  round  the  track,  saving  his  supreme  effort  for  the 
final  sprint  to  the  tape.  You  have  been  plugging  along  through  the 
year.  Now  is  the  time  to  sprint,  to  put  on  extra  steam,  ginger,  pep, 
enthusiasm — whatever  you  wish  to  call  that  vital  force  which  inspires 
your  organization  with  life  and  activity. 

The  time  to  catch  fish  is  when  the  fish  are  biting.  The  time  to 
go  after  business  is  when  business  is  most  plentiful.  That  time  is  now. 

"Speak  now,  or  forever  hold  your  peace."  So  said  our  friend 
the  preacher.  Perhaps  he  never  managed  a  music  store,  but  nathe- 
less  he  spake  sooth.  Advertise  now,  or  else  quit  advertising  for- 
ever. For  if  ever  there  was  a  time  when  all  the  advertising  and 
sales  effort  possible  were  needed,  now  is  the  time.  The  advertising, 
the  canvassing,  the  aggressive  salesmanship  you  use  now,  will  count 
heavily  when  your  holiday  season  comes  along. 

Father  Time  is  a  miser.  He  won't  allow  you  a  fraction  of  a  split 
second  more  than  your  allowance.  Don't  waste  a  minute,  an  hour, 
or  a  day  of  the  slender  store  of  time  you  have  in  your  treasury. 
To-day  is  the  day  to  put  in  that  large  display  ad.  To-day  is  the  day 
to  dress  up  your  window  with  a  fresh  trim.  To-day  is  the  day  to 
prepare  that  circular,  announcing  your  offer  to  exchange  small  ma- 
chines, or  your  sale  of  used  pianos,  or  your  newly  received  shipment 
of  talking  machines.  To-day  call  that  salesmen's  meeting,  to  map 
out  your  campaign,  marshal  your  forces,  and  permeate  your  sales 
staff  with  the  spirit  of  "up-and-at-'em."  To-day  is  the  day  to  send 
out  a  strong  circular  letter,  featuring  your  instruments,  or  the  size 
of  your  record  stock,  or  your  convenient  location,  or  the  new  dance 
hits  and  best  old  dance  records,  for  Hallowe'en,  Thanksgiving,  and 
Christmas  festivities.  If  you  wait  till  the  last  minute,  it  is  too  late 
to  start.  By  that  time  the  other  fellow  has  already  begun  to  "sprint." 
He  is  bound  to  win  the  race  and  leave  you  in  the  ruck. 


Q. — "What  shall  I  write  my  next  ad  about?" 

Ans. — Repairing. 

Get  Music  From  a  Music  Store. 

Our  Knowledge  of  the  Record  Catalog  Helps  You  Find 
the  Ones  You  Like. 

Special  List  of  "Hard-To-Get"  Records,  Now  in  Stock. 
Accessories  You  Need  For  Your  Talking  Machine. 
Records  Your  Children  Will  Like. 
Favorite  Dance  Records. 

Exchange  Your  Small  Machine  in  Part  Payment  for  a 
Cabinet  Model. 

Q. — What  shall  T  put  in  my  window  now? 

Ans. — A  Hallowe'en  display,  with  Jack-o'-Lanterns, 
against  an  orange  background,  showing  witches  riding  brooms, 
in  silhouette. 

An  "educational"  display,  contrasting  the  talking  machine 
with  a  heap  of  text  books  and  dictionaries,  and  explaining  that 
the  t.  m.  is  a  great  educator. 

A  children's  display,  with  small  machines,  children's 
records,  an  imitation  "Bean-Stalk,"  and  a  cardboard  figure  of 
"Jack"  preparing  to  climb  it. 

A  display  of  Old  Time  Songs — in  the  center,  a  beaver 
hat  and  old-fashioned  poke  bonnet — grouped  about  records  . 
with  cards  reading,  "When  You  and  I  Were  Young,  Maggie," 
"In  the  Gloaming,"  "Silver  Threads  Among  the  Gold,"  etc. 

A  "Cheer-Up"  display,  showing  comic  records,  recitations, 
and  dance  tunes,  with  appropriate  signs. 


EVERY  month,  about  the  time  the  new  records  are  released,  comes 
the  question,  What  kind  of  a  form  letter  shall  we  send  out  with 
our  bulletin  ?  Shall  the  letter  be  general,  boosting  the_  records,  but 
not  featuring  individual  titles?  Shall  we  feature  two  or  three  indi- 
vidual records  ?   Shall  we  talk  about  the  educational  value  and  interest 


of  the  bulletin,  and  urge  that  it  be  read?  Shall  we  enlarge  upon  our 
store  service,  our  comfortable  booths,  our  knowledge  of  the  record 
catalog  ? 

All  of  these  topics  are  good — IF  skillfully  handled.  But  the 
letter  which  gets  best  results  seems  to  be  the  one  which  features  two  - 
or  three  individual  hits  from  the  monthly  list,  singling  out  the  best 
record  of  the  Red  Seal  class,  the  best  popular  song,  and  the  best 
dance  tune — following  each  with  an  enthusiastic,  well-written  descrip- 
tion. 

Most  record  buyers  come  in  because  there  is  a  definite  record 
which  they  want.    So  if  you  give  them  definite  records  to  think- 
about,  they  are  more  apt  to  come  in  than  if  you  merely  present  in 
general  terms,  the  desirability  of  having  some  new  records. 


STYLE  is  another  moot  question,  in  writing  form  letters.  There 
are  successful  letters  of  breezy,  chatty  style;  there  are  successful 
letters  of  conservative,  formal  style.  But  while  the  formal  style  is 
more  appropriate  when  you  are  selling  securities,  real  estate  or  in- 
surance, the  entertaining,  friendly  letter  is  more  in  keeping  with  the 
idea  of  music  and  all  that  music  implies.  Don't  be  afraid  to  unbend 
a  bit. 


FORM  letter  experts  all  know  that  a  form  letter,  like  a  short  story, 
is  made  or  marred  in  the  first  paragraph.  It  must  have  a  hook, 
a  kink,  a  catch  in  it  that,  with  the  dexterity  of  sleight-of-hand,  will 
grasp  the  reader's  attention,  and  hold  on  to  it.  In  your  newspaper 
ad,  you  are  helped  by  display  type,  cuts  and  borders.  In  your  form 
letter,  you  have  no  such  resources.  You  must  depend  solely  upon 
the  sharpness  of  your  wits.  If  the  first  paragraph  is  dull  and 
ordinary,  the  reader  goes  no  farther.  In  the  last  paragraph  you 
might  offer  him  a  ten-dollar  bill  in  exchange  for  a  canceled  two- 
cent  stamp — he  wouldn't  even  find  it  out.  The  letter  "died 
a-bornin'."  In  your  first  sentence,  say  something  unexpected,  make 
a  statement  that  arouses  curiosity,  start  to  tell  a  funny  story.  Put  it 
over  in  the  first  paragraph — or  tear  the  letter  up  and  save  your 
postage. 


THE  psychology  of  collecting  money  is  delicate.  Nobody  relishes 
dunning  letters;  everybody  resents  the  implication  that  their 
credit  is  not  good  or  their  honesty  questionable.  You  can  touch  a 
man  on  almost  any  other  point  with  less  risk  than  on  the  subject  of 
money.  Therefore,  collection  letters  have  to  be  very  carefully 
worded.  The  most  successful  ones  are  a  combination  of  firmness 
with  friendliness.  They  avoid  threatening,  blaming  or  scolding,  and 
appeal  to  the  debtor's  sense  of  fairness  and  honesty  in  a  friendly 
but  forcible  manner. 

There  are  many  collection  letters  which  have  to  be  worded  indi- 
vidually to  fit  the  circumstances  of  the  case.  Here  is  a  form  letter 
which  has  proven  very  successful  and  is  an  example  of  the  type  of 
letter  now  favored  for  general  use : 

Dear  Mr.  Jones  : — ■ 

Did  you  ever  stop  to  think  what  would  happen  to  us  if 
all  our  customers  neglected  to  make  their  payments? 

Guess  we'd  be  in  jail,  or  some  place  like  that.   We  cer- 
tainly wouldn't  be  in  business  very  long  anyway. 

Because  we  can't  do  business  without  money.    And  our  ^ 
only  income  is  from  our  customers, — mostly  those  whom 
we  have  accommodated  by  extending  the  privilege  of  making 
time  payments. 

So  we're  just  sending  this  letter  along  to  ask  you  if  you 
won't  try  to  co-operate  with  us  by  "coming  across."    If  you 

can't  pay  the  entire  amount  of  $         now,  send  along  what 

you  can,  and  tell  us  when  you  can  send  the  rest. 

We  certainly  will  appreciate  your  effort.    Thanking  you 
in  advance,  we  are. 

Yours  very  truly, 


EDITOR'S  NOTE — Mr.  Gordon,  who  writes  this  monthly  page,  is  also  director  of  "The  Talking  Machine  World  Service." 
Mr.  Gordon  will  publish  on  this  page  any  good  ideas  submitted  by  you  for  the  benefit  of  the  trade,  and  also  answer  any  ques- 
tions you  ask  him  concerning  merchandising  problems.    Use  this  department  as  much  as  you  like.    It  is  intended  to  serve  you. 


2l8-d 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


The  Cathedral  Reproducer 

A  SLIGHT  turn  automatically  adjusts  the  Cathedral 
Reproducer  so  that  it  plays  all  records  perfectly. 
This  is  one  of  the  features  that  give  the  Cathedral 
leadership  in  sales.    Illustration  shows  position  for 
diamond  point  record. 


"POPULARITY  measures  phonograph  sales.  Im- 
mediate  public  acclaim  has  greeted  the  wonder- 
ful Cathedral. 

The  reasons  are  many.  There  are  the  exclusive 
mechanical  specifications. 

The  full,  natural  tone.  The  exquisite  wood  work 
designs  reminiscent  of  famous  cathedrals.  Unlim- 
ited choice  of  records,  all  played  scientifically 
correct. 


"pESIDES  the  Cathedral  Reproducer  other  me- 

chanical  features  are: 
Counterbalance    Valve.    Causes  needle  point  to 
ride  at  perfect  equilibrium  and  with  exact  contact. 
Adds  to  record  life. 

Cathedral  Amplifier.  Eliminates  sympathetic  vi- 
brations. Reflects  natural  tone  waves  with  perfect 
distinctness. 

Automatic  Stop  and  the  Cathedral  Motor,  de- 
pendable, precise  and  well  balanced. 


h  I  ill- 


€athfbral 

Alert  Dealers  appreciate  what 
the  Cathedral  offers  in  in- 
creased sales. 

Write  for  further  details. 


Cathedral  Reproducer  playing  lateral  cut  (Victor 
type)  record. 


Cathedral  Reproducer  playing  sapphire  ball  record 
(Pathe  type). 


Catfjebral  gfjonograpl)  Co. 


GENERAL  OFFICES:  OMAHA,.  NEB. 


MARION,  0. 


Factories: 
CHICAGO,  ILL. 


GRAND  RAPIDS,  MICH. 


MILAN  MODEL 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


219 


"TALKERS"  IN  FURNITURE  STORES 

15,510  Furniture  Stores  in  U.  S.  Handle  Talking 
Machines— 75  Per  Cent  of  These  Have  Record 
Departments — 3,780  Have  None 


The  Grand  Rapids  Furniture  Record  has  com- 
piled some  very  interesting  statistics  on  the 
number  of  furniture  stores  in  the  United  States 
and  the  kind  of  merchandise  handled  by  them. 
Exclusive  of  stores  dealing  in  second-hand 
goods  there  are  23,000  stores  which  may  rightly 
be  called  furniture  stores.  But  furniture  is  by 
no  means  the  only  product  handled  by  these 
houses.  Stores  such  as  these  offer  a  distributing 
outlet  for  many  other  lines  of  merchandise,  in- 
cluding everything  that  might  possibly  be  of  use 
in  furnishing  a  home.  It  is  to  be  expected  that 
musical  instruments  such  as  talking  machines, 
pianos,  as  well  as  talking  machine  records 
would  find  a  place  in  these  establishments. 

It  is  estimated  that  out  of  these  23,000  furni- 
ture stores,  13  per  cent,  or  2,990,  handle  pianos. 
Talking  machines  are  carried  by  a  much  larger 
number  of  stores,  the  percentage  being  67  per 
cent,  or  15,510.  The  number  of  stores  carrying 
records  is  11,730,  or  51  per  cent.  From  these 
figures  it  may  be  seen  that  out  of  the  15,510 
stores  handling  talking  machines,  there  are  but 
3,780  which  have  no  record  departments.  The 
talking  machine  is  evidently  recognized  as  a 
part  of  the  equipment  of  the  home,  and  it  will 
be  seen  that  about  75  per  cent  of  the  stores 
carrying  talking  machines  also  have  their  record 
departments. 

NEW  SERENADO  PERIOD  MODEL 

"Folk  Lore"  Model  Made  by  This  Company 
Has  Been  Greatly  Admired  by  the  Trade 


Cedar  Rapids,  Ia.,  October  6. — The  Serenade 
Mfg.  Co.,  of  this  city,  manufacturer  of  the  Sere- 
nade talking  machine,  has  advised  its  trade  of 
the  addition  to  the  Serenade  line  of  console  and 
period  models.  The  company  has  been  perfect- 
ing this  line  for  some  time  past  in  order  to  fur- 
nish its  dealers  with  a  group  of  period  models 
that  will  meet  with  a  ready  sale  and  which  will 


Serenade  "Folk  Lore"  Model 


be  faithful  reproductions  of  the  periods  they  rep- 
resent. 

The  first  one  of  these  models  to  be  produced 
is  the  Serenade  model  lOO  or  the  "Folk  Lore" 
model,  designed  particularly  for  club-rooms  and 
large  music  rooms.  This  instrument  is  made 
of  walnut  with  handsome  hand-carved  folk  lore 
subjects.  The  cabinet  is  electrically  equipped 
throughout,  having  an  electric  motor,  electric 
lights  in  the  record  racks,  etc.  It  has  met  with 
the  enthusiastic  approval  of  Serenade  dealers. 


IMPORTANT  TRADE  ANNOUNCEMENT 

Emerson  Phonograph  Co.  Will  Protect  Its  Dis- 
tributors Against  Any  Price  Fluctuations — 
Letter  Sent  to  Trade  by  H.  T.  Leeming 


The  Emerson  Phonograph  Co.,  New  York, 
sent  out  to  its  distributors  this  week  a  very 
important  communication  relative  to  the  present 
price  situation  and  the  outlook  for  the  future. 
The  company  has  adopted  a  very  broadminded 
spirit  whereby  its  distributors  and  dealers  will 
be  protected  on  any  price  fluctuations  that  may 
arise,  but  the  executives  of  the  company  advised 
the  distributors  that  there  is  no  likelihood  of 
any  price  change,  in  view  of  the  high  cost  of 
labor  and  raw  materials. 

This  letter  to  the  distributors,  which  was 
signed  by  H.  T.  Leeming,  vice-presid'ent  and 
general  manager  of  the  company,  read  as'  fol- 
lows: 

"It  occurs  to  us  that  in  these  times,  when  raw 
materials    and    manufactured    products    are  in 


may  be  somewhat  apprehensive  as  to  whether 
or  not  ithe  Emerson  line  of  phonographs  and 
records  will  continue  at  the  present  level  of 
prices  and  we  wish  to  take  this  opportunity  of 
stating  that  so  far  as  we  can  ascertain,  after  a 
careful  canvass  of  the  entire  situation,  there  is 
no  likelihood  of  any  price  fluctuation  for  many 
months  to  come. 

"However,  until  further  notice  from  us,  we 
v/ill  protect  you  against  price  decline  on  both 
Emerson  phonograph  and  Emerson  record  ship- 
ments made  from  this  day  on  providing  you 
correspondingly  protect  your  dealers  and  ad- 
vise us  to  that  effect." 


KURTZMANN  INCORPORATES 

The  Kurtzmann  Phonograph  Co.,  Buffalo, 
N.  Y.,  has  been  incorporated  under  the  laws  of 
New  York  State.  There  are  500  shares  of  pre- 
ferred stock,  valued  at  $100  each,  and  5,000 
shares  of  common  stock  having  no  par  value. 
The  active  capital  is  $75,000.  The  incorporators 
are  M.  Kimball,  M.  T.  Sullivan  and  C.  Folts,  all 


many   cases   subject   to   decline   in   price,   you     of  Bufifalo. 

THE 

Fletcher  Alltones  Needle 

Each  Needle  Plays  Loud,  Medium  or  Soft 

This  is  the  only  semi-permanent  needle 
made  which  has  ALL  TONES  in  one 


PatentXPending 

Retail  Price  per  card  of  four  needles  .  .  25c. 
Boxes  of  100  cards  to  dealers  ....  $15.00 

Valuable  Selling  Helps  Free  to  Dealers 


Soft  Medium  Loud 

POSITIONS  FOR  PLAYING 


Territory  Still  Open  For 

Responsible  Jobbers 

For  samples  and  information  write  to 
T.  FLETCHER  care  of  our  NEW  YORK  JOBBER 

ANDREW  H.  DODIN,  Inc. 

28  SIXTH  AVENUE,  NEW  YORK 

Fletcher  Alltones  Needle  Co. 

205  Travis  Street       :       :       San  Antonio,  Texas 


220 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


RECORDS  FOR  THE  OKEH  LIBRARY 


"Mamie"  Smith,  Whose  "Blues"  Songs  Are  So 
Popular,  Joins  General  Phonograph  Corp. 
Roster  of  Artists — Many  Jobbers  Make  Calls 


sales,  and  that  Okeh  dealers  are  delighted  with 
the  tone'  qualitj'  of  the  selections  and  their  un- 
limited sales  possibilities. 


J.  N.  BLACKMAN  VISITS  TRADE 


The  General  Phonograph  Corp.  announced 
recently  the  addition  to  its  list  of  recording 
artists  of  "Mamie"  Smith,  whose  rendition  of 


Well-known  Victor  Wholesaler  Calls  on  New 
England  Trade — Reviews  Business  Situation 


REPAIRS 

TALKING  MACHINE  TROUBLES  AND 
HOW  TO  REMEDY  THEM 


Conducted  by  Andrew  H.  Dodin 


Mamie  Smith 
the  "Blues"  tj'pe  of  song  has  won  her  countrj-- 
wide  renown.    Miss  Smith  has  recorded  several 

_  records  for  the  Okeh  library  and  the}'  have  met 

'.with  a  ready  sale  everywhere. 

During  the  past  few  weeks  quite  a  number  of 
Okeh  jobbers  visited  the  executive  offices  of  the 
company  and  were  delighted  to  learn  that  Miss 
Smith  had  arranged  to  record  additional  records 
which  will  be  announced  in  the  near  future. 
They  advised  John  Cromelin,  general  sales  man- 
ager of  the  compan}',  and  W.  C.  Fuhri,  general 
sales  manager  of  the  Okeh  record  division,  that 
these  "Blues"  records  had  attained  exceptional 


J.  Newcomb  Blackman,  president  of  the 
Blackman  Talking  Machine  Co.,  Xew  \ork, 
Victor  wholesalers,  returned  recently  from  an 
automobile  trip  to  New  England.  He  was  ac- 
companied by  Mrs.  Blackman  and  Mr.  and  Mrs. 
Louis  Buehn,  Victor  jobber  in  Philadelphia. 

During  his  trip  Mr.  Blackman  visited  Victor 
dealers  and  also  spent  some  time  with  retailers 
of  various  other  lines  of  merchandise  in  order 
to  acquire  an  intimate  knowledge  of  general 
conditions.  In  a  chat  with  The  World,  Mr. 
Blackman  comriiented  as  follows: 

"We  found  that  hesitancy  to  buy  was  a  gen- 
eral condition  reflected  in  all  lines  of  merchan- 
dise. This  is  to  be  expected  when  a  consumer 
seems  to  realize  that  the  peak  of  high  prices 
has  been  reached.  Almost  daily  announcements 
of  price  reductions  in  necessities,  as  well  as  so- 
called  luxuries,  such  as  automobiles,  naturally 
excite  the  question  whether  a  purchase  can  be 
made  without  securing  a  line  through  a  lower 
price  a  few  daj^s  later. 

"Statements  to  the  contrary  notwithstanding, 
it  is  my  opinion  that  the  reason  for  price  cut- 
ting has  been  based  on  a  refusal  to  buy  at  ex- 
cessive prices.  From  now  on  it  will  not  be 
'have  you  the  goods'  with  prices  as  the  second 
consideration,  but  instead,  'have  you  goods 
which  by  reputation  are  known  to  be  depend- 
able and  sold  by  concerns  of  reputation?' 

"Everj-where  it  is  apparent  that  the  inevit- 
able has  happened.  The  law  of  supply  and  de- 
mand is  still  'on  the  job'  and  the  survival  of  the 
fittest  will  bring  comfort  to  those  employes  and 
concerns  who  have  actuallj'  earned  success  and 
good  will." 


The  Repair  of  Springs 

Haddam,  Kan.,  September  25,  1920. 
A.  A.  Dodin,  care  Talking  Machine  iVorld: 

I  am  informed  that  3'ou  can  give  me  some  very 
valuable  advice  on  how  to  repack  phonograph 
springs  with  grease,  take  them  apart,  etc.  I  wish 
3  ou  would  give  me  this  information.  If  j'ou 
have  a  book  treating  on  phonograph  repairing, 
kindly  send  it  to  me.  Bertha  Rosamoxd. 

Answer. — If  \-ou  will  give  me  a  little  more 
definite  information  as  to  what  makes  of  motors 
you  are  repacking  with  graphite  I  will  be  very 
pleased  to  go  into  details  as  to  their  construc- 
tion and  repair.  As  to  the  book  on  repairing, 
I  expect  to  have  my  book  ready  during  the 
coming  winter  and  will  be  pleased  to  inform 
you  when  it  is  available. 

Making  Motor  Repairs 
Baltimore,  Md.,  September  20,  1920. 
Editor,  Talking  Alachine  World: 

Kindly  advise  me  if  it  is  possible  to  get  a 
book  on  repairs  to  all  makes  of  talking  ma- 
chines, and  if  not,  whether  I  can  get  catalogs 
from  makers  of  different  machines  giving  the 
number  and  names  of  all  parts  of  machines. 

I  am  a  toolmaker  hy  trade  and  have  gone  into 
the  talking  machine  business  and,  wishing  to 
build  up  a  repair  business,  would  like  to  have 
some  literature  in  case  I  get  up  against  some- 
thing that  I  do  not  quite  understand. 

H.  F.  ElLER. 

Answer. — There  is  no  reason  why  anj'  of  the 
manufacturers  of  talking  machines  would  re- 
fuse to  send  you  their  repair  part  catalogs,  and 
I  am  sure  if  you  will  communicate  with  them 
the}-  will  give  you  information  desired  on  the 
repair  and  upkeep  of  their  products. 


STODART 


you. 


A  P   

The  sign  of  a  quality  phonograph 

A  high  grade  instrument  appealing  to  high  grade  prospects 
Exemplifies  its  superiority — in  Case  Design,  Tone  and  Equipment 

Five  handsome  and  distinctive  models  in  mahogany. 

Stephenson  Precision-made  motor  with  velour  turn-table. 
Universal  Tone  Arm. 

Its  remarkable  reproducing  device  creates  extraordinary 
tonal  volume  and  tonal  beauty.    Tone  modifying  rod. 

The  Stodart  Phonograph  is  distinguished  for  the  identical 
quality  which  has  made  the  Stodart  Piano  famous  for  a  century. 

A  constantly  growing  demand  is  reported  by  our  enthusi- 
astic chain  of  nationally  distributed  Dealers. 


Find  out  how  and  why  this  Leader  can  make  money  for 
Write  right  now. 


STODART  PHONOGRAPH  CO.,  Inc. 


'PHONOGRAPHS  WITH  A  PEDIGREE" 

GEORGE  H.  BEVERLY,  General  Manager 


Bush   Terminal  Sales  Building 


130-132  West  42nd  Street 


NEW  YORK 


October  IS,  1920 


THE    TALKING    MACHINE  WORLD 


221 


PHONOGRAPH 

^iThe  Aristocrat  of  Phonographs 


D 


EALERS  tell  us  that  the  Widdicomb  appeals  to  all  and 
everyone  alike.    Primarily,  this  is  due  to  two  main  facts : 


First :  In  the  Widdicomb  Phonograph  the  Mel-o-tone  Amplifier 
does  full  justice  to  the  lower  as  well  as  to  the  higher  musical 
tones.  When  playing  an  orchestral  record  on  the  Widdicomb, 
-  the  deeper,  richer  tones  are  given  equal  prominence.  And  be- 
cause the  Mel-o-tone  Amplifier  is  vibrationless  there  is  no  sug- 
gestion of  metallic  harshness. 

Second:  The  simple  grace  of  all  Widdicomb  cabinetwork  de- 
picts the  fine  art  of  true  period  interpretation.  In  this  character 
of  workmanship,  where  genuine  knowledge  of  art  and  decoration 
is  essential,  the  fame  of  Widdicomb  cabinetmakers  is  known 
broadcast.  Yet  so  subtle  is  the  adaptation  that  the  Widdicomb 
is  at  home  in  any  furniture  setting.  Write  for  latest  catalog 
showing  the  many  styles  of  Widdicomb  Art  Phonographs. 

The  Widdicomb  Furniture  Co. 

GRAND  RAPIDS  -  MICHIGAN 


Established  1865 — America's  Finest  Furniture  Designers 


12 


\ 


222 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


ACTIVITIES  OF  TALKING  MACHINE  TRADE  IN  PORTLAND 

Edison  Re-creation  Concert  a  Success — Soiile  Bros.'  Expansion — Symphony  for  Leo  Shetney — 
Aeolian-Vocalion  Publicity — W.  E.  Dodds  Returns — Home  Drug  Co.  Incorporates — Other  News 


Portland,  Ore.,  October  4. — The  Edison  re-crea- 
tion concert  given  at  the  White  Temple  last 
month  was  attended  by  1,500  people,  who  en- 
thusiastically expressed  their  appreciation  of  the 
unique  performance.  The  concert  was  given  by 
the  Reed-French  Co.,  who  presented  Alice  Ver- 
let,  the  Belgian  coloratura  soprano;  Robert  Vel- 
ton,  violinist,  and  Victor  Young,  pianist. 

George  Hughes,  assistant  manager  of  the 
Wiley  B.  Allen  Co.  and  Laurence  Lindsay, 
auditor  of  the  San  Francisco  house,  were  Port- 
land visitors  recently  and  were  warmly  wel- 
comed by  Frank  M.  Case,  manager  of  the  local 
house,  and  his  assistants.  Mr.  Hughes,  in  an 
interview,  expressed  the  opinion  that  this  will 
be  a  year  of  unparalleled  prosperity  for  the 
whole  Pacific  Coat.  California,  Oregon,  Wash- 
ington, all  are  having  wonderful  crops  and  the 
crops  are  being  harvested.  The  grape  and  other 
fruit  crops  are  enormous  in  California. 

The  talking  machine  department  of  the  Sei- 
berling-Lucas  Music  Co.  is  growing  under  the 
able  management  of  W.  A.  Hodecker.  Addi- 
tional help  has  been  secured  in  the  record  de- 
partment and  V.  S.  Davis  has  been  engaged  to 
look  after  the  outside  trade. 

New  demonstration  rooms  are  being  added  to 
the  talking  machine  department  of  Soule  Bros.' 
music  house.  The  business  of  this  house  has 
grown  rapidly.  A  number  of  additional  im- 
provements will  be  made  shortly. 

Leo  Shetney,  of  the  Aeolian-Vocalion  office 
in  San  Francisco,  recently  arrived  in  Portland 
and  accepted  a  position  in  the  Meier  &  Frank 
phonograph  department,  as  assistant  to  Donald 
Peyton,  manager,  who  is  also  from  the  Aeolian 


Co.  He  had  only  been  here  three  days  when  he 
received  a  telegram  from  New  York  informing 
him  that  his  brother  had  been  killed  in  an  auto- 
mobile accident.  Mr.  Shetney  left  at  once  for 
New  York  and  from  there  went  to  his  home  in 
Maine,  where  his  mother  is  living.  Mr.  Shet- 
ney's  friends  all  extend  to  him  their  deepest 
sympathy. 

The  Meier  &  Frank  Co.  is  extensively  adver- 
tising the  Aeolian-Vocalion,  which  is  being 
demonstrated  daily.  A  $700  model  has  been 
purchased  by  the  manager  of  the  Seaside  Hotel 
at  Seaside,  Ore.;  and  a  great  interest  is  shown 
by  the  public  in  the  machine.  Fine  window 
displays  of  the  Aeolian-Vocalion  are  a  feature 
of  this  house  and  are  attracting  attention. 

It  is  surprising  to  know  the  effect  movie 
houses  have  upon  the  sales  of  records.  Portland 
has  some  of  the  finest  movie  houses  west  of  the 
Mississippi  River  and  the  quality  of  music  pre- 
sented is  second  to  none.  This  has  increased 
the  sales  of  records  to  a  remarkable  extent.  Red 
Seal  and  other  classic  music  records  also  be- 
come more  frequently  purchased  by  what  is 
sometimes  called  the  non-musical  element  after 
some  of  the  best  numbers  have  been  given  on 
one  of  the  magnificent  organs  or  played  by  one 
of  the  orchestras. 

The  Scotti  Grand  Opera  Co.,  which  is  appear- 
ing in  Portland  this  week,  is  the  occasion  of 
special  advertising  of  records.  A  very  interest- 
ing advertisement  of  Vocalion  records,  giving 
cuts  of  Florence  Easton  and  Marie  Sundelius, 
prima  donna  sopranos,  is  a  feature  of  the  lead- 
ing newspaper  advertising  pages.  Victor  deal- 
ers are  advertising  records  by  Scotti  and  Harold. 


The  G.  F.  Johnson  Piano  Co.  and  the  Seiber- 
ling-Lucas  Music  Co.  are  exhibiting  at  the  State 
Fair  at  Salem.  The  Cheney  and  Victor  phono- 
graphs shown  by  the  Johnson  Co.  and  the  Victor 
machines  exhibited  by  the  Seiberhng-Lucas  Co. 
make  a  fine  showing.  Mr.  Johnson  is  assisted 
by  J.  F.  Matthews  and  Mr.  Lucas  and  Mr. 
Hodecker  are  looking  after  the  Seiberling-Lucas 
exhibit. 

H.  M.  Hull,  of  the  San  Francisco  branch  of 
the  Aeolian-Vocalion,  was  a  Portland  visitor 
recently  and  called  at  the  Meier  &  Frank  phono- 
graph department  and  expressed  himself  as 
highly  pleased  with  the  success  of  the  Vocalion. 

The  "Call  of  the  Coast"  is  a  strange  one. 
W.  E.  Dodds,  who  for  several  years  was  man- 
ager of  the  phonograph  department  of  Powers 
furniture  store  in  this  city  and  who  left  Port- 
land to  reside  in  his  old  home  in  Worcester, 
Mass.,  found  the  call  too  insistent  for  him  and 
has  returned  to  this  section,  being  now  in  the 
talking  machine  department  of  the  Standard 
Furniture  Co.  of  Seattle.  Mr.  Dodds  is  well  and 
favorably  known  to  phonograph  dealers  and  is 
warmly  welcomed  back  to  the  Far  West. 

The  Home  Drug  Co.,  of  Burns,  Ore.,  has  been 
incorporated  with  a  capital  stock  of  $14,000  and 
will  deal  in  phonographs  in  addition  to  drugs. 

The  marriage  of  Mrs.  Olga  Binder  and  Carl 
Norberg  has  recently  been  announced.  Mrs. 
Norberg  is  well  known  to  the  talking  machine 
fraternity,  having  been  in  the  record  depart- 
ment of  the  Wiley  B.  Allen  Co.  for  some  time. 

A  woodsman  was  recently  arrested  for  steal- 
ing a  phonograph  from  a  First  street  store,  but 
was  paroled  and  permitted  to  return  to  the 
woods  when  he  explained  that  he  had  been 
drinking  too  much  bay  rum  and  cider  and  being 
intoxicated  thought  a  little  jazz  music  would 
liven  up  things  in  the  lumber  camp.  He  prom- 
ised to  save  his  money  and  buy  a  phonograph. 


ForVictor  Service 

PhilipWerlein  .Ltd. 

OF  New  Orleans 
The  Leading  Southern  Wholesalers 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


223 


WORLD'S  CLASSIFIED  ADVERTISING 

Any  member  of  the  trade  may  forward  to  this  office  a  "Situation"  advertisement 
intended  for  this  Department  to  occupy  a  space  of  four  lines,  agate  measure,  and  it  will 
be  inserted  free.  Replies  will  also  be  forwarded  without  cost.  Additional  space  will 
be  at  the  rate  of  25c.  per  line.  If  bold  faced  type  is  desired  the  cost  of  same  will  be 
25c.  per  line.    Rates  for  all  other  classes  of  advertising  on  application. 


MASTER  RECORDER,  with  thorough  tech- 
nical training,  conversant  with  best  modem 
methods  of  lateral  recording  solicits  engage- 
ment. Clear  balanced  recording  full  of  detail 
with  minimum  surface  noise.  Is  familiar  with 
every  phase  of  phonograph  business  and 
competent  to  design,  organize  and  manage  re- 
cording and  plating  laboratory.  "Box  863,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

POSITION  WANTED— I  have  sold  the  two 
leading  makes  of  phonographs  for  past  ten 
years,  and  am  at  present  managing  the  sales  of 
a  corporation  manufacturing  a  high-class  in- 
strument, but  desire  a  change  in  position. 
Preferably  with  a  concern  starting  in  the 
phonograph  game  to  whom  I  would  impart  my 
experience  regarding  organizing,  manufactur- 
ing, advertising,  etc.,  etc.,  or  with  reliable  firm 
already  established  where  concentration  of  ef- 
fort will  be  recognized  and  i^ewarded.  Address 
M.  R.  S.,  care  The  Talking  Machine  World,  373 
Fourth  Ave.,  New  York  City. 

WANTED — Man  or  woman,  Bohemian  or 
Polish  preferred,  capable  of  managing  Victrola 
Shop.  Victor  experience  only.  Good  salary  and 
interest  in  business  with  no  investment  to  right 
party.  Give  full  details  of  experience.  Cor- 
respondence strictly  confidential.  Address 
O.  C.  5,  care  The  Talking  Machine  World,  209 
South  State  St.,  Chicago,  111. 

WANTED — Position  as  foreman  or  manager 
of  phonograph  record  matrix  plant.  Address 
H-9148-92nd  St.,  Woodhaven,  L.  I. 

WANTED — Salesman  covering  New  York 
State,  Connecticut  and  Long  Island  on  high- 
class  accessory.  Live  wires  can  make  big 
money  as  side  line.  Andrew  H.  Dodin,  28  Sixth 
Ave.,  New  York  City. 

WANTED — Phonograph  salesman  for  New 
York  City  and  Brooklyn.  Unusual  opportunity 
for  good  man.  Apply  Mr.  Reinherz,  Kimberley 
Phonograph  Co.,  287  Broadway,  New  York  City. 

GENERAL  MANAGER  with  executive  abil- 
ity wanted  to  take  complete  charge  of  one  of 
the  leading  retail  phonograph  and  piano  stores 
in  New  York  City.  Salary,  $5,000,  and  a  per- 
centage on  sales.  Splendid  opportunity  for  one 
who  can  qualify.  Call  between  9  and  11  a.  m. 
Saul  Bims,  111  Second  Ave.,  New  York  City. 

WANTED— Salesmen  in  every  State,  to 
handle  one  of  the  best  phonograph  accessories 
as  a  side  line  on  a  liberal  commission  basis. 
See  our  advertisement  on  page  143  of  this  issue. 
Address  Alto  Mfg.  Co.,  3801  Rokeby  St., 
Chicago,  111. 

HIGH-CLASS,  aggressive  piano  and  phono- 
graph manager,  showing  an  increase  of  178  per 
cent  over  1919  business  in  present  position,  de- 
sires position  as  manager  of  either  piano  or 
phonograph  store  within  thirty  miles  of  New 
York.  Address  "Box  858,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 

WANTED — Young  man  familiar  with  talking 
machine  business,  with  some  executive  ability 
and  thorough  knowledge  of  Spanish.  "Box  857," 
care  The  Talking  Machine  World,  373  Fourth 
Ave.,  New  York  City. 

CAPABLE  young  lady,  thoroughly  experi- 
enced in  full  Columbia  and  Victor  lines,  desires 
position  with  I'eliable  phonograph  concern. 
"Box  853,"  care  The  Talking  Machine  World, 
373  Fourth  Ave..  New  York  City. 


WANTED — Furniture  and  phonograph  sales- 
men to  handle  our  line  on  commission  basis. 
American  Talking  Machine  Co.,  Inc.,  Blooms- 
burg,  Pa. 

WANTED — Repair  men,  experienced  and  re- 
liable. Permanent  position.  Salary,  $40  per 
week  and  commission.  Saul  Bims,  111  Second 
Ave.,  New  York  City. 

WANTED  immediately,  experienced  salesman 
tc  take  full  charge  of  an  established  department. 
Apply  stating  full  particulars.  Post  Office  Box 
1,  2,  3,  Hoboken,  N.  J. 

A  DANDY  side  line  for  talking  machine 
salesmen.  Entirely  new.  Popular  price.  Lib- 
eral commission.  Vest  pocket  sample.  Cor- 
respondence confidential.  J.  A.  Coates  &  Sons, 
Ltd.,  589  Main  St.,  East  Orange,  N.  J. 

WANTED — Experienced  Victor  machine  and 
record  saleswoman,  age  from  thirty  to  forty- 
five.  Write  stating  experience,  references,  etc. 
Earl  Sheppard  Co.,  Klamath  Falls,  Oregon. 

POSITION  WANTED— A  twenty  years 
production  manager  in  talking  machine  field 
is  open  for  engagement.  Experienced  in  every 
line  of  production  and  an  expert  on  "Masters" 
and  "Mothers"  in  one  of  the  largest  companies 
in  the  field,  also  a  good  record  of  accomplish- 
ments. Address  "Box  860,"  care  The  Talking 
Machine  World,  373  Fourth  Ave.,  New  York 
City. 

FOREMAN  for  Assembling  Department. 
Manufacturer  of  soimdboxes,  tone  arms,  and 
other  phonograph  accessories,  has  opening  for 
high-grade  man  to  take  charge  of  department. 
Must  be  capable  of  training  help  and  obtaining 
production  equal  to  orders.  He  must  be  judge 
of  plating,  and  be  able  to  guarantee  the  products 
will  be  of  high  quality  in  every  particular,  and 
see  that  orders  are  filled  on  time,  stock  of  mate- 
rials maintained  and  department  kept  in  or- 
derly condition,  writhout  waste  or  excessive  pay- 
roll. In  short,  he  must  be  a  big  man,  and  a  real 
manager  of  the  department.  Location,  Chicago. 
State  salary  required  to  start.  "Box  861,"  care 
The  Talking  Machine  World,  373  Fourth  Ave., 
New  York  City. 

SALESMEN  WANTED,  to  handle  popular- 
priced  talking  machines  on  commission  basis  as 
a  side  line.  See  our  advertisement  in  this  issue. 
The  Charmaphone  Co.,  39  West  32nd  St.,  New 
York  City. 

WANTED— A  good  high-notcher  talking  ma- 
chine salesman  who  can  get  out  and  "mstle"  the 
business  for  a  general  line  of  phonographs.  Ad- 
dress Turner  Music  Co.,  117  W.  Douglas  Ave., 
Wichita,  Kan. 

WANTED — Experienced  salesman  for  phono- 
graph accessories.  Must  have  good  recom- 
mendation and  a  thorough  knowledge  of  field. 
Man  with  personal  contact  with  dealers  prefer- 
able. "Box  847,"  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

OPPORTUNITY  FOR  EXTRA  COMMIS- 
SION. Men  now  selling  phonog^phs  or 
benches  will  find  it  entirely  profitable  to  sell  our 
popular  line  of  pianos  and  players.  Fine  as  side 
line.  Address  Opportunity,  "Box  848,"  care  The 
Talking  Machine  World,  373  Fourth  Ave.,  New 
York  City; 

WANTED — An  experienced  talking  machine 
salesman  with  executive  ability;  good  opportu- 
nity to  the  right  party.  Address  Saul  Bims,  111 
Second  Ave.,  New  York  City. 


German  factory  in  the  Black 
Forest,  with  all  facilities,  man- 
ufacturing talking  machine 
and  clock  parts,  wishes  a  capa- 
ble representative  of  this 
branch  in  the  United  States. 
Address:  F.  P.  L.,  741,  Rudolf 
Mosse,  Frankfort  a.  M.,  Ger- 
many. 


FOUNDRY  FOR  SALE 

PONTIAC,  MICH. 

within  twenty-five  miles  of  Detroit  on  good 
concrete  road— good  rail  facilities.  Fully 
equipped  for  aluminum,  brass  and  bronze 
castmg  work  and  could  readily  be  converted 
to  grey  iron.  Fifteen  thousand  square  feet 
ot  Hoor  space.  One-story  concrete  block 
construction  built  about  two  years  ago 
Four  acres  of  land.  Plant  is  centrally 
located  and  labor  conditions  are  good.  Will 
sell  with  or  without  equipment.  For  par- 
ticulars and  price,  write : 

DRAWER  47,  SYRACUSE,  N.  Y. 


WANTED 

Victor  and  Columbia  records.  Job 
lots  any  quantity.  Spot  cash  paid  for 
them.  Address 

DENINGER  CYCLE  CO., 
Rochester,  N.  Y. 


WANTED 

Columbia  and  Victor  records  in  all  languages 
m  large  lots.  Spot  cash  paid.  Bank  refer- 
ences. Victoria  Record  Exchange,  ISO  East 
59th  St.,  New  York  City.    Phone  280  Plaza 


FOR  SALE 

500  large  size  cabinets  in  golden  oak  and 
mahogany.  Sides,  back  and  front,  S-ply  ma- 
hogany and  quarter  sawed  oak.  Most  of  them 
ready  for  immediate  shipment  and  must  sell 
quick.  Offered  subject  to  prior  sale.  Good 
construction  and  good  finish.  The  Universal 
Cabinet  Co.,  Greenville,  O. 


POSITION  WANTED  by  salesman,   29  years  of  age 
Ihoroughly    experienced    in    selling    and    buying    in  all 
branches  of  the  music  business.    Excellent  references.  Box 
853,  care  The  Talking  Machine  World,  373  Fourth  Ave 
New  York  City. 


REPAIRMAN  on  all  makes  of  motors  would  like  to 
hear  from  phonograph  dealers  who  are  looking  for  a 
repairman  to  keep  their  machines  repaired  in  their  Brook- 
w  u''  17?"4  "°'u'-,  Box  854,  care  The  Talking  Machine 
World,  373  Fourth  Ave.,  New  York  City. 

POSITION  WANTED— Manager  of  successful  Bruns- 
wick department  would  consider  a  good  sales  proposition 
M  ^""^  856,  care  The  Yalking 

Machine  World,  373  Fourth  Ave.,  New  York  City. 

SALESMAN  traveling  the  States  of  Pennsylvania,  Mary- 
land, Delaware  and  District  of  Columbia,  desires  position 
with  manufacturers  of  standard  reliable  talking  machines. 
Knows  trade  in  this  territory.  Is  a  producer.  This  ter- 
ritory preferred,  but  will  accept  any  other.  Best  of  refer- 
ences. Box  855,  care  The  Talking  Machine  World.  373 
Fourth  Ave.,  New  York  City. 


^ALESMAN  wishes  to  carry  phonograph  needles  and 
other  accessories  as  a  side  line.  Territory  Pennsylvania, 
West  Virginia  and  Maryland.  State  full  particulars.  P. 
O.  Box  1353,  Pittsburgh,  Pa. 


POSITION  WANTED— Recording  expert,  have  had 
several  years  experience  and  understand  every  detail  in 
connection  with  the  establishment  of  a  recording  labora- 
tory, can  show  results  in  lateral  or  vertical  work.  Box 
862,  care  The  Talking  Machine  World,  373  Fourth  Ave., 
New   York  City. 


YOUNG  MAN  of  excellent  ability,  with  best  reference, 
wishes  to  connect  with  some  phonograph  concern.  Now 
manager  of  music  department,  wishes  place  either  manager 
or  assistant.  Address  Manager,  care  of  The  Talking  Ma- 
chine World,  373  Fourth  Ave.,  New  York  City. 

(Continued  on  page  224) 


224 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


The  Right  Place  Wants  The 
Right  Man 

Piano  Men,  Wholesale  and  Retail,  Talking  Ma- 
chine Men,  Wholesale  and  Retail,  and  men  and 
women  experienced  in  other  branches  of  the 
trade  who  are  desirous  of  bettering  themselves 
will  find  us  inclined  to  meet  them  half  way.  Proof 
of  accomplishment  and  proof  of  ambition — that's 
all  we  ask.  Correspondence  treated  confidentially. 

Lyon  &  Healy  Chicago 


WANTED 

Victor  and  Columbia  records.  Job  lots,  any 
quantity.  Spot  cash  paid  for  them.  Quote 
lowest  prices. 

STANDARD  PHONOGRAPH  HOUSE 
1414  Franklin  Ave.  St.  Loiiis,  Mo. 


Will  Buy  and  Sell  for  Cash 

Any  make  of  disc  or  cylinder  records,  or 
player  rolls.  Dealers,  tell  us  what  you  have 
to  sell  or  want  to  buy. 

STANDARD  PHONOGRAPH  HOUSE 
1414  Franklin  Ave.  St.  Louis,  Mo. 


FOR  SALE 

Reliable  Motors 

Domestic  Talking  Machine  Com- 
pany's manufacture.  Cast  iron  frame, 
worm  driven ;  also  tone  arms  and 
sound  boxes.  Quantity  price  on  ap- 
plication. 

E.  BAUER, 
723  N.  26th  St.       Philadelphia,  Pa. 


An  Unusual  Opportunity 

Victor  and  Columbia  retail  store  for  sale.  Par- 
ticulars on  request.  If  you  wish  to  sell  or  buy  a 
phonograph  store  or  phonograph  factory,  consult  us. 
Address  Mandell  &  Co.,  Business  Brokers,  88  Riv- 
ington  St,  New  York  City. 


FOR  SALE 

One  new  Magnavox  outfit  for  $150. 
Piano  Co.,  Cortland,  N.  Y. 


Graham 


WANTED 

To  sell  music  store  with  Columbia  franchise. 
Doing  good  business.  Location  Virginia.  Ap- 
ply Guy  F.  Sager,  2  E.  Broad  St.,  Richmond, 
Va. 


WANTED 

Good,  live  man  to  invest  $15,000  and  services 
in  a  growing  business  located  in  the  East. 
Apply  Guy  F.  Sager,  2  E.  Broad  St.,  Rich- 
mond, Va. 


NICKEL  SLOT  MACHINE 

that  plays  disc  records  wanted.  New  or  used 
in  playing  condition,  Gabel's  Entertainer,  or 
anything  similar.  Union  Music  Co.,  1213 
North  Third  St.,  Harrisburg,  Pa. 


Our  best  seller.  Fin- 
ished in  mahogany, 
walnut  or  oak,  ready 
for  installation  of  mo- 
tor and  tone  arm. 

Prompt  deliveries. 
Send  $42.50  for 
sample. 


BADGER  STATE  CABINET  CO. 

387  10th  STREET 
MILWAUKEE,  WIS. 


CABINETS 

Prices  are  right  and  deliveries  will  be 
prompt.  We  have  a  large  stock  for  fall 
trade  in  mahogany,  walnut  and  oak. 
Send  for  circular.  Everett  Hunter 
Mfg.  Co.,  McHenry,  111. 


FOR  SALE 

2  Victrola  XVI,  3  XI,  2  X,  Red  Seal  records, 
Columbia  machines  and  records.  We  also  have 
$270  cabinets  for  $60.  Anything  required  in  the 
phonograph  line  at  reduced  prices.  \M11  also  buy 
anything  you  have  to  sell  in  the  phonograph  line. 
Mandell  &  Co.,  88  Rivington  St.,  New  York  City. 


Cabinets  For  Sale 

W'e  have  se\eral  hundred  large  mahogany 
phonograph  cabinets  in  three  sizes  at  an  at- 
tractive price  for  immediate  sale  in  any 
quantities  for  cash.  United  Distributing  Co., 
10        Forsyth  St.,  Atlanta,  Ga. 


WILL  SELL 

Talking  machines  and  cabinets  to  the  trade ; 
any  stjde  made  to  order.  Best  possible 
2:rade  at  lowest  prices. 

DELAWARE  TALKING  MACHINE  CO., 
Incorporated 
Elsmere        -        -  Delaware 


Phonograph  Cabinets 

Write  for  prices  and  specifications.  You  will  find 
our  designs  very  attractive  and  the  cabinets  well 
made  and  finished.  Orders  now  being  taken  for  fall 
shipment.  Let  us  quote  you  on  your  requirements. 
E.  H.  Stafford  Mfg.  Co.,  Chicago,  111. 


PHONOGRAPH  CABINETS 

46  in.  high,  MVi  in.  wide,  20  in.  deep.  Mahogany 
and  Oak.  In  100  lots,  $26.50.  Sample  cabinet, 
$30.00.  Will  equip  cabinets  if  desired.  .Tos.  Bar- 
nett  &  Co,  Cedar  Rapids,  Iowa. 


WANTED 

Victor  and  Columbia  records  for 
spot  cash.  Any  quantity.  Seminole 
Co.,  Westchester,  N.  Y. 


Will  Buy  and  Sell  for  Cash 

Any  make  of  disc  or  cylinder  records  and  talking 
machines,  new  or  shopworn.  Dealers  fell  us  what 
you  have  to  sell  or  want  to  buy.  Benjamin 
Weil  Co.,  20  South  Second  St.,  Philadelphia,  Pa. 


Monthly  Price  List 

of 

Main  Springs 

2     in.  s  .022  x  16  ft.,  Mels.selbaeh  Xo.  IS.  .Each  §1.30 

1%  in.  s  .027  X  21  ft.,  for  Edison  Disc  Each  1.50 

1 '4  in.  X  .022  X  IT  ft.,    reg.    Victor  Each  0.75 

1%  iu.  X  .022  X  17  ft.,  Victor  new  style... Each  0.73 

1  3/16  in.  X  .025  X  16  ft.,  Heineman  No.  41   0.90 

1     in.  X  .02-5  X  12  ft.,  Heineman  No.  33  &  77. . .  0.30 

1     in.  X  .028  X  10  ft.,  for  Columbia  Each  0.50 

1     in.  X  .020  X  13  ft.,  Victor   Each  0.^0 

1    in.  s  .020  X  13  ft.,  Victor  new  style...  Each  0.30 

%  in.  X  .023  X  10  ft  Each  0.38 

-34  in.  s  .023  X  10  ft.,  oval  hole   Each  0.33 

->i  in.  X  .022  X  8  ft.,  for  Swiss  motor  Each  0.30 

-7i  in.  X  .025  X  11  ft.,  for  Edison   Each  0.30 

MICA  DIAPHRAGMS 

1  23,  32  in.  Victor  Ex.  Box,  first  grade.  Each  0.13 

I'-s  in.,  new  Victor  No.  2,  very  best.. Each  0.18 

1  31/32  in.,  for  Sonora  Each  O.SO 

2  3/16  In.,  for  Columbia  No.  6  Each  0.25 

2  9. 16  in.,  for  Pathe  or  Brunswick  Each  0.45 

SAPPHIRES  AND  STEEL 
NEEDLES 

rathe,  very  best  loud  tone,  genuine  Each  0.15 

Pathe.  soft  tone   Each  0.18 

Edi.son.  very  best,  medium  tone  Bach  0.18 

Edison,  very  best,  loud  tone  Each  0.15 

Edison,  genuine  diamond  Each  1.90 

Steel  needles,  all  tones  Per  1,000  0.50 

ATTACHMENTS 

in  Gold  or  Nickel-plated 

Kent  attachments  for  Victor  arm  Each  o.»5 

Kent    attachments    for    Edison     with  C 

 Each  2.50 

Kent    attachments    without    box    for  Edi- 

^0"   •  Each  1.60 

Victor,   Universal   old   style  Each  I.15 

MOTORS 

No.  1  Single  Spring  with  10-iuch  turntable  2.75 

No.  2  Double  Spring  with  12-ineh  turntable  6.00 

No.  3  Double  Spring  with  12-inch  turntable  9.00 

TONE  ARMS 

No.  K  with  sound  box  Each  §3.25 

No.  E  with  sound  box,  very  loud  Each  6.00 

No.  M  with  sound  box,  very  loud  Bach  4.90 

SOUND  BOXES 

No.  B  1  Bliss  Sound  Box.  fit  Victor. .  .Each  51.75 

No.  B  Balance,  fit  Victor  Bach  0.75 

No.  C  Balance,  fit  Victor  Each  l.OO 

No.  F  Favorite,  fit  Victor  Each  1.90 

No.  F  Favorite,  fit  Columbia  Bach  1.90 

No.  P  Favorite,  fit  Victor  Each  3.00 

No.  G  Glory,  fit  Victor  Each  3.25 

CABINET  HARDWARE 

-Automatic,  nickel-plated  lid  support.  .Each  0.30 

Highly  nickel-plated  needle  cups  Per  100  1.50 

Covers  for  cups   Per  100  0.75 

Highly  gold-plated   Per  100  7.00 

Cover  gold-plated   Per  100  5.00 

Piano  Hinges.   15%-in.   long,  nickel-plated. 

Each  0.25 

REPAIR  PARTS 

Columbia  driving  shaft,  No.  11T7S  Bach  0.50 

Columbia  bevel  pinion.  No.  12333  Each  0.90 

Columbia  bevel  pinion,  latest  style  Each  0.90 

Columbia  bevel  pinion,  No.  31S9  Each  0.35 

Columbia  worm  gear  No.  6409  Each  0.30 

Columbia  Stylus  bar  Each  0.50 

Columbia  driving  gear  ratchet  No.  2152  Each  0.30 

Columbia   cranks   Each  0.45 

Columbia  governor  weights  Each  0.10 

Columbia  governor  shaft.  No.  3004  Each  0.40 

Columbia  governor  bearing,  No.  11923.. Each  0.25 

Columbia    governor    springs  Per  1(X)  1.00 

Columbia    governor   screws  I'er  100  1.00 

Columbia   barrel  screws.   No.  2621.. Per  100  1.00 

Columbia  so'dbox  thumb  screws  Per  100  1.50 

Victor  cranks,  short  or  long...".  Each  0.45 

Victor  Stylus  bar  (.needle  arm)  Each  0.35 

Victor  governor  springs   Per  100  1.00 

Victor  governor  screws   Per  100  1.00 

Victor  governor  balls,  new  style  B-ach  0.10 

Turntable  felts,   10  in.,   round  Each  0.15 

Turntable  felts,   12  in,,   round  Each  0.20 

.Motor  bottom  gear  for  Triton  motor.  .  Each  0.20 
Terms,  Net  Cash — .>lail  Keniittance  With  Order 


FAVORITE  MFG.  CO. 

1506  DeKalb  Ave.,  Brooklyn,  N.  Y. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


225 


[UB.OP[AN  HEADQUARTER 

U  I^^^^^    I      Mm       mil      2GR.ESHAM  BLDG.,BASINGNALLST.,E.C.LONDON  ^ 


W.  LIONEL  STURDY,  MANAGER 


Some  Signs  of  Trade  Awakening  After  Summer 
Lull,  but  Revival  Is  Not  as  Strong  as  Ex- 
pected— Unsettled  Labor  Conditions  Have 
Their  Effect  —  Increased  Transportation 
Charges — The  Development  of  Foreign  Trade 
— What  the  New  Record  Lists  Offer — Gramo- 
phone Music  for  Church — Recent  Association 
Activities— R.  Gordon  Willis  Pleased  With 
Trip  to  States — Harpsichord  Records  Prove 
Successful — Low  Prices  for  Gramophone  Parts 
at  Auction — Some  General  News  Brieflets 


London,  E.  C,  England,  September  30. — At 
this  period  there  should  be  unmistakable  signs 
of  gramophone  trade  awakening  from  its  unduly 
long  Summer  sleep.  Those  signs  are  not  want- 
ing. Activity  is  general  around  the  warehouses 
in  preparation  of  receipt  and  dispatch  of  con- 
signments of  records  and  machines  in  ever-in- 
creasing quantities  as  the  season  advances.  In 
retail  establishments  one  might  discover  an  air 
of  hopefulness  expectant  of  trade  revival,  for 
dealers  are  busy  looking  around  for  new  lines 
and  are  placing  larger  orders  on  monthly  record 
issues. 

Notwithstanding,  factors  tell  me  that  while 
they  are  handling  fair-size  parcels,  retailers'  com- 
m.itments  fall  a  little  short  of  expectations.  The 
consequence  is  that  full  steam  ahead  is  not  yet 
the  order  of  the  day  in  all  gramophone  factories. 
Given  early  settlement  of  the  many  strikes 
threatened  in  several  large  sections  of  indus- 
try, about  which,  doubtless,  my  readers  are  fully 
conversant,  gramophone  men  this  side  are 
optimistic  of  an  exceptionally  good  trading  sea- 
son. Advertising  and  special  publicity  cam- 
paigns are  even  now  under  way,  and  whatever 


the  volume  of  demand  may  be,  it  is  gratifying 
to  know  that  there  is  unlikely  to  be  any  short- 
age of  machines,   parts  and  records. 

There  is  a  measure  of  pride  in  the  knowledge 
that  British  gramophone  dealers,  indeed,  all  sec- 
tions of  the  trade,  are  carrying  on  cheerfully  as 
can  be  under  conditions  never  so  serious  in  out- 
look as  at  the  moment.  This  is  not  the  place 
for  any  expression  of  opinion  anent  the  rights 
or  wrongs  of  the  miners,  railwaymen,  transport 
or  other  labor  organizations'  claims  for  higher 
wages,  etc.,  but  we  know  that  the  non-settlement 
of  their  demands  or  compromise  will  probably 
result  in  general  upheaval — socially  and  indus- 
trially— throughout  this  country.  The  outcome 
of  negotiation  is  still  in  the  balance  as  I  write, 
and  while  this  is  so  trade  development  is  un- 
looked  for.  It  is  a  serious  prospect  that  within 
a  week  or  so  the  whole  trade  of  this  country 
may  be  stagnated  by  the  suspension  of  labor, 
but  so  gigantic  are  the  issues  and  principles  in- 
volved that  thinking  men  are  prone  to  the  belief 
of  finding  out  a  middle  course  culminating  in 
mutual  agreement.  Otherwise,  factories  will 
quickly  come  to  a  stop  for  want  of  fuel  and 
general  unemployment  will  result  not  in  a  scram- 
ble for  gramophones,  but  for  food. 

At  the  moment  of  mailing  this  report  the  out- 
look is  perhaps  a  little  more  hopeful  of  settle- 
ment. Meanwhile,  gramophone  traders  and 
manufacturers  continue  to  put  up  a  good  show, 
which,  under  favorable  circumstances,  will  per- 
mit of  an  immediate  launching  of  the  season's 
business  along  satisfactory  lines. 

Increased  Railway  Charges 

There  has  been  a  general  revision  of  rail  rates 
this  side  which  affects  goods  charges  and  pas- 


senger fares.  As  regards  goods,  the  effect  of  the 
committee's  recommendation  is  to  raise  tolls, 
rates  and  charges  by  100  per  cent  above  the  pre- 
war figures,  with  a  flat  rate  addition  which  in 
some  cases  brings  the  increase  up  to  as  much 
as  150  per  cent.  A  very  substantial  increase  has 
been  made  in  passenger  fares,  including  work- 
m.en's,  season  and  traders'  tickets.  Cloakroom 
charges  are  also  up  by  SO  per  cent. 

For  small  parcels  of  gramophone  records  the 
rail  carriage  rate  is  up  by  ISO  per  cent  over 
pre-war  charges.  It  is  expected  that  this  extra 
cost  will  be  borne  by  the  manufacturers.  At  any 
rate  no  indication  to  the  contrary  has  so  far  been 
announced,  doubtless  because  the  addition  per 
record  is  not  sufficiently  large  to  put  on  the 
retail  figure. 

United  Kingdom's  International  Trade 

It  is  interesting  to  note  that  we  are  importing 
musical  instruments  in  increasing  quantities  each 
month.  Detailed  figures  for  August  are  not 
ascertainable  from  the  general  returns,  but  it  is 
a  fact  that  from  Germany  alone  we  are  taking 
larger  consignments  of  all  classes  of  musical 
goods  each  month.  Unfortunately  our  export 
trade  in  gramophones  does  not  respond  as  favor- 
ably as  could  be  desired,  partly  owing,  it  is 
thought,  to  the  present  high  level  of  prices. 

Official  returns  for  general  trade,  both  export 
and  import,  are  good,  though  compared  with  July 
figures,  there  is  a  slight  falling  off. 

Meeting  of  Creditors 

The  first  meeting  of  the  creditors  of  Ernest 
Jennings,  of  64  Finsbury  Pavement,  London,  was 
held  recently  at  the  London  Bankruptcy  Court. 
The  report  of  the  official  receiver  showed  that  lia- 
(Continiied  on  page  226) 


*His  Master's  Voice' 

— the  trade-mark  that  is  recognized 
throughout  the  world  as  the 

HALL-MARK  OF  QUALITY 


•'His  Master's  Voice" 


Copyright 


This  intensely  human  pic- 
ture stands  for  all  that  is 
best  in  music 

— it  is  the  "  His  Master's  Voice  " 
trade-mark,  and  it  brings  to  you, 
no  matter  where  you  are,  the 
very  best  music  of  every  kind, 
sung  and  played  by  the  world's 
greatest  artists  —  the  greatest 
singers,  pianists,  violinists,  or- 
chestras and  bands — all  enshrined 
in  the  unequalled  "  His 
Master's  Voice  " 
records 


DENMARK:  Skandlnavlsk  Orammophon-Aktl- 
eselskab,  Frlbavne<i.  Copenhagen. 

FRANCB:  Cte.  Francaiae  dn  Oramophone,  116 
Boalevard  Richard  Lenoir,  Place  de  la  B6pab- 
Uque,  Paris. 

SPAIN:  CompaBla  del  Gram6(ono,  66-68  Balmes, 
Barcelona. 

SWEDBN:  Skandlnavlska  Orammophon-Aktle- 
bolagret,  Drottnlng  Oatan  No.  47,  Stockholm. 

KD88IA:  The  Oramophone  Co.,  Ltd.,  46,  NeTSky 
Prospect.  Petrograd  (Petersburg);  No.  1 
Solyanka,  Solyanol  Dvor,  Moscow;  9,  Qolorlnsky 
Prospect,  Tlfflls;  Nowy-Swlat  80.  Warsaw;  11 
Michallovskaya  Ulltea,  Baku. 

INDIA:  The  Oramophone  Co.,  Ltd.,  139.  Bal- 
llaghatta  Road,  Calcutta;  7,  Bell  Lane,  Fort, 
Bombay. 


Great  Britain  : 


AUSTRALIA:  S.  Hoffnang  &  Co.,  Ltd.,  Sole 
Concessionaries  of  The  Gramophone  Company, 
Limited,  168,  Pitt  Street.  Sydney. 

NEW  ZEALAND:  Oramophonlam,  Ltd.,  118- UO 
Victoria  Street,  Wellington. 

SOUTH  AFRICA:  Darter  &  Sons,  Post  Box  174, 
Capetown;  Mackay  Bros.,  Post  Box  251,  Johannes- 
bnrg;  Mackay  Bros.  A  McMabon,  Post  Box 
Durban;  Ivan  H.  Haarbnrger,  Post  Box  100, 
Bloemfonteln ;  Frani  Moeller,  t>ost  Box  108,  Bast 
London;  B.  J.  Bwlns  k  Co.,  Post  Box  88,  Qneens- 
town;  Handel  Honse,  Klmberley;  Laarence 
Cope,  Post  Box  182,  Buluwayo;  The  Argns  Co., 
Salisbury. 

BAST  AFRICA:  Bay  ley  &  Co.,  Lonrenao 
Marques. 

HOLLAND:   American  Import  Co.,  22a,  Amsterd 

Veerkade,  The  Hague. 

ITALY:   A.  Bossl  ft  Co.,  Via  .Oreflel  2,  Milan. 

EGYPT  (Alio  for  the  Soadan,  Oreeee  and  the 
Ottonum  Empire) :  K.  Fr.  Vogel,  Post  Box  414, 
Alexandria. 


The  Gramophone  Company,  Ltd. 


HAYES 


MIDDLESEX 


ENGLAND 


/ 


226 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page'225) 


bilities  totaled  something  like  £733,  and  the 
assets  nil.  The  debtor  was  a  director  of  Mac- 
donald,  Reynolds  &  Malcolm,  Ltd.,  who  carried 
on  business  at  the  above  address  until  it  went 
into  liquidation  in  October  last. 
Super  Catalog  of  "His  Master's  Voice"  Records 

Never  was  such  a  magnificent  record  catalog 
issued  as  that  itemizing  the  gramophonic  musi- 
cal compositions  of  high  character  as  recorded 
by  the  "His  Master's  Voice"  celebrity  artists. 
No  effort  has  been  spared  to  make  this  production 
dignified  and  worthy  of  the  great  art  and  famous 
people  it  represents.  Authentic  biographical 
notes  (in  English  and  French)  of  nearly  a  hun- 
dred of  the  greatest  virtuosi,  vocal  and  instru- 
mental, whose  genius  has  placed  them  in  the 
forefront  of  their  profession,  are  contained  in  its 
255  beautifully  printed  pages,,  which  also  give 
full  particulars  of  the  records  made  by  them  for 
"His  Master's  Voice." 

It  is  profusely  illustrated  with  excellent  por- 
traits, and  comprehensive  indexes  make  it  pos- 
sible to  find  records  whether  under  the  name  of 
the  artist,  the  opera  or  title,  while  an  additional 
feature  of  great  interest  is  the  index  of  operas 
and  operettas  as  originally  produced,  with  the 
place  and  date  of  the  first  production.  This  fine 
publication  is  a  record  of  achievement,  for  it  is 
a  compendium  of  all  that  is  greatest  in  recorded 
musical  art,  and  it  cannot  fail  to  impress  all  music 
lovers  who  see  it. 

Activity  in  Association  Circles 

The  Association  of  Gramophone  and  Musical 
Instrument  Manufacturers  and  Wholesale  Deal- 
ers is  actively  engaged  in  safeguarding  the  inter- 
ests of  its  members  in  regard  to  railway  rates, 
An  attempt  is  being  made  to  secure  modification 
of  the  attitude  of  the  railway  companies  in  de- 
clining to  accept  gramophone  records  for  con- 
veyance by  passenger  train  except  at  the  entire 
risk  of  the  sender. 


Members  are  now  in  receipt  monthly  of  de- 
tailed statistics  of  exports  and  imports  to  and 
from  and  between  the  United  Kingdom  and  for- 
eign countries. 

Another  subject  under  review  is  representa- 
tion of  members  at  the  British  Industries  Fair 
and  steps  are  being  taken  to  secure  early  deci- 
sion on  this  point  for  the  co-ordination  of  plans 
and  general  circumstances. 

Gramophone  Music  in  a  London  Church 

Special  noon-day  arrangements  have  been  made 
at  the  church  of  St.  Mary-at-Hill,  London,  for 
city  workers.  The  large  vestibule  of  this  old- 
fashioned  church,  built  by  Wren,  is  specially  set 
aside  in  the  luncheon  hours  for  those  who  wish 
to  take  their  meals  in  a  quiet  spot.  Typists  and 
clerks  can  bring  their  sandwiches  and  cakes  and 
eat  in  comfort  to  the  pleasant  accompaniment  of 
suitable  selections  and  inspiring  music  played 
by  a  large  gramophone.  The  innovation  is  very 
popular  and  heartity  appreciated  by  hundreds 
of  cityites. 

Official  Export  Credit  Insurance 

Exchange  is  naturally  much  against  the  ex- 
tension of  trade  with  most  European  countries. 
V\^here  the  rate  is  greatly  in  favor  of  this  country 
it  naturally  follows  that  its  adverse  position  from 
the  buyers'  point  of  view  must  make  him  pause. 
He  countermands  orders  in  the  hope  that  the 
exchange  may  soon  be  more  favorable,  and  to 
this  must  be  attributed  the  slow  development  of 
export  credit  insurance.  There  are  two  such 
schemes  in  operation,  one  carried  on  by  the  Gov- 
ernment, under  a  Department  of  the  Board  of 
Trade,  known  as  the  Export  Trade  Department, 
and  an  earlier  scheme  carried  on  by  a  private 
company.  Under  the  Government  plan  the  ex- 
porter of  British  manufactured  goods  to  mer- 
chants in  the  new  States  of  Eastern  and  Central 
Europe  and  Roumania  receives  immediately  a 
certain  portion  of  his  bill,  even  up  to  80  per  cent. 


The  whole  transaction  is  carried  on  directly  with 
this  branch  of  the  Board  of  Trade,  which  has 
arranged  with  the  banks  of  the  United  Kingdom, 
through  their  head  offices  in  London,  to  scruti- 
nize the  shipping  documents  and  report  in  a  note 
as  to  the  reputation  of  the  buyer  as  well  as  the 
seller,  so  far  as  can  be  ascertained.  The  buyer 
is  not  given  open  credit,  but  must  pay  for  the 
goods  in  the  money  of  his  country  at  the  rate 
of  the  pound  sterling  exchange  before  the  goods 
are  delivered  to  him.  The  banks  in  the  United 
Kingdom  do  not  handle  any  of  the  funds,  the 
whole  transaction  being  carried  on  in  the  foreign 
country  through  the  branches  of  the  Government 
Department.  Insurance  is  being  carried  on  by 
the  department,  but  owing  to  the  lack  of  knowl- 
edge as  to  the  actual  value  of  the  currencies  of 
the  countries  with  which  the  business  is  being 
done  it  is  difficult  to  state  what  the  outcome 
will  be.  Another  hindrance  is  the  proviso  that 
only  manufactured  goods  come  under  the  scheme. 
— British  Trade  Journal. 

Compulsory  Early  Closing  Still  in  Force 
The  present  order  compels  the  closing  of 
shops  at  8  p.  m.  on  four  nights  in  the  week, 
and  9  p.  m.  on  Saturdays,  with  the  usual  half- 
holiday  on  one  other  week  day.  Parliament 
proposes  to  legislate  for  a  continuance  until 
the  end  of  this  year,  so  as  to  provide  time  for 
an  examination  of  the  whole  subject  of  early 
closing,  with  a  view  to  the  introduction  of  a  new 
bill.  The  Early  Closing  Association  advocates 
that  shopkeepers  put  up  the  shutters  at  7  p.  m. 
It  is  thought  that  one-man  shops  should,  how- 
ever, be  given  some  latitude.  On  this  question 
the  Association  will  ascertain  the  opinion  of 
the  trade. 

The  Gramophone  Retail  Dealers'  Association 

Much  preliminary  work  has  been  necessary  to 
the  definite  formation  of  the  above  society. 
]ts  aims  and  objects,  rules  and  procedure, 
among  other  topics,  came  under  discussion  at  a 
meeting  held  in  London  about  the  time  of  mail- 


GRAMOPHONES 

Complete — Fittings — Sundries — Repair 

Parts — Needles 

Special  Lines  and  Quotations  for  Export  Trade 


THE  BRITISH  POLYPHON  CO. 


Glasgow,  Scotland 
27  Jamaica  St. 


1,  2  and  3  NEWMAN  STREET 

LONDON,  W.  1,  ENGLAND 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


227 


EDISON  BELL 


CABLE 
•PHONOKINO. 
LONDON" 


ARE  THE  GREATEST  VALUE  FOR  MONEY  PRODUCED  IN  GREAT  BRITAIN 

TEN  INCH  DOUBLE  SIDED  NEEDLE  CUT 

PLAY  ON  ALL  GRAMOPHONES 


Catalogue  contains  4000  Titles  by  the  Premier  Artistes,  Instrumentalists,  Orchestras  and  Bands 

of  the  British  Empire 


DEALERS  PREPARED  TO  DO  BUSINESS  ARE  INVITED  TO  COMMUNICATE  WITH! 


Proprietors  and  Manufacturers,  J.  E.  HOUGH,  Ltd.,  62  Glengall  Road,  London,  S.  E.  15,  England 


ing  this  report.  I  shall  therefore  have  some- 
thing further  to  say  next  month.  Meantime,  it 
is  of  interest  to  note  particulars  of  the  con>- 
prehensive  agenda  dealt  with — amalgamation 
of  existing  associations;  qualification  for  mem- 
bership; the  question  of  agency  agreements;  the 
appointing  of  chairmen,  committee,  secretary, 
etc.;  the  advisability  of  a  distinguishing  badge 
for  manufacturers  and  factors  endeavoring  to 
obtain  better  discounts,  etc.;  to  draw  up  and 
approve  rules.  The  honorary  secretary  of  the 
Association  is  S.  H.  Shand. 

There  is  good  prospect  of  the  success  of  this 
Association  and  The  World  is  out  to  assist  and 
support  it  heartily. 

Columbia  Aids  Conductors  and  Music  Students 

Apropos  the  educational  value  of  records  for 
students  of  music,  etc.,  the  Daily  News  gramo- 
phone expert  says:  "In  my  last  'Notes'  I  wrote 
in  connection  with  the  National  Eisteddfod  that 
records  would  be  very  valuable  to  competitors 
at  such  functions.  I  also  pointed  out  that  some 
of  the  mistakes  made  would  have  been  impossi- 
ble if  the  performers  had  ever  heard  a  good 
rendering  or  a  good  record.  L  now  hear  from 
the  Columbia  Co.  that  the  gentleman  who  con- 
ducts the  orchestra  which  won  the  prize  at 
Barry  last  month  for  a  remarkably  good  per- 
formance of  Schubert's  'Unfinished  Symphony' 
has  written  telling  them  that  shortly  before  the 
Eisteddfod  he  got  a  record  of  the  movement 
as  played  under  .Sir  Henry  Wood.  He  was  thus 
able  to  study  the  details  of  the  rendering  with 
minute  care — indeed,  far  more  carefully  than  he 
could  have  done  at  one  or  two  hearings.  This 
is  an  unsought  testimonial  of  no  little  value  to 
those  interested  in  gramophones,  and  most  in- 
structive for  the  musical  public  at  large.  It  has 
a  moral  for  every  student  who  is  learning  any 
standard  piece  or  song." 

R.  Gordon  Willis  Pleased  With  U.  S.  Trip 
"A  wonderful  paper  is  The  Talking  Machine 
World.    Its  perusal  each  month  had  given  me 


FROM  OUR  LONDON  HEADQUARTERS— (Continued  from  page  226) 


a  good  idea  of  the  magnitude  of  the  gramophone 
business  in  the  States,  at  least  I  so  thought  be- 
fore I  got  there."  Thus  Mr.  Gordon  Willis,  of 
the  British  Polyphon  Co.,  this  city,  to  your  rep- 
resentative who  saw  him  upon  his  return  from 
the  States.  Continuing,  Mr.  Willis  said:  "I  was 
courteously  shown  over  several  of  the  large 
talking  machine  factories,  the  extent  of  which 
simply  amazed  me.  All  preconceived  impres- 
sions were  knocked  on  the  head.  For  the  life 
of  me  I  can  give  you  no  comparison.  We  here 
just  seem  to  have  touched  the  fringe  of  the  busi- 
ness as  regards  size,  policy  and  general  atti- 
tude." With"  regard  to  American  trading  meth- 
ods, Mr.  Willis  assured  me  he  will  benefit  by 
many  good  ideas  brought  to  notice,  and  in  shak- 
ing hands  at  parting,  expressed  a  wish  to  con- 
vey through  the  columns  of  The  World  his 
hearty  thanks  to  all  those  who  so  willingly  con- 
tributed to  making  his  stay  on  your  side  an 
instructive  and  pleasant  one. 
The  Federation  of  British  Music  Industries 
The  more  closely  one  is  acquainted  with  the 
work  of  the  above  organization  the  more  is  it 
evident  that  strenuous  efforts  are  under  way 
for  the  development  of  our  industry  and  to 
assist  those  engaged  therein.  Much  useful  in- 
formation has  already  been  furnished  by  the 
organizing  director  and  in  particular  members 
should  be  grateful  for  the  very  complete  tabu- 
lation of  the  principal  increases  of  the  rail  goods 
rates  on  musical  instruments,  their  parts  and 
accessories. 

Another  publicity  folder  deals  with  the  1921 
British  Industries  Fair,  whereat  every  section 
of  .the  music  trade  will  be  more  strongly  repre- 
sented than  was  the  case  at  this  year's  Crystal 
Palace  show.  Efforts  are  being  made  to  se- 
cure for  the  music  section  a  separate  allocation 
where  it  will  be  a  complete  exhibition  in  itself. 
The  Government  will  spend  a  large  sum  of 


money  in  a  publicity  campaign  abroad  and  for- 
eign buyers  may  therefore  be  expected  to  book 
for  London  in  quite  respectable  numbers.  In- 
tending exhibitors  are  urged  to  co-operate  and 
register  their  space  requirements  at  once. 

Yet  another  advice  to  members  of  the  Federa- 
tion gives  particulars  of  the  arrangements  made 
for  the  examination  of  apprentices,  tuners  and 
craftsmen  in  the  music  instrument  trades.  To 
apprentices  who  pass  the  examination  certifi- 
cates of  merit  will  be  awarded. 

Gradually  getting  into  its  stride,  the  Federa- 
tion may  already  be  said  to  have  justified  its 
existence  and  the  faith  of  its  promoters. 
Harpsichord  Recital  on  "His  Master's  Voice" 

As  reported  last  month,  the  Gramophone  Co., 
Ltd.,  made  arrangements  with  Mrs.  Violet 
Woodhouse,  one  of  our  best  harpsichord  ex- 
perts, to  record  for  them  a  number  of  classical 
masterpieces  of  the  seventeenth  and  eighteenth 
centuries  by  Purcell,  Scarlatti,  Bach,  Rameau, 
etc.  Having  completed  their  present  program, 
the  company  arranged  for  a  private  recital  of 
these  records  to  a  select  audience  at  the  Pic- 
cadilly Hotel,  September  15.  Many  members 
of  the  press  were  present,  also  a  number  of  the 
leading  lights  of  the  musical  world.  The  pro- 
gram was  confined  to  less  than  a  dozen  selec- 
tions, but  these  were  representative  of  the  char- 
acter of  musical  works  of  the  harpsichord  days, 
and  in  listening  to  these  remarkable  records 
one  could  not  fail  of  appreciation  of  both  the 
art  of  Mrs.  Woodhouse  and  the  fidelity  with 
which  the  delicacy  and  tone  beauty  of  the  harp- 
sichord were  reproduced  on  the  "His  Master's 
Voice." 

Gramophone  Goods  at  Auction 

At  a  recent  auction  sale  by  Henry  Butcher  & 
Co.  at  the  Harrow  Works  of  F.  A.  Jennings, 
Ltd.,  some  remarkably  low  bids  were  accepted 
(Continued  on  page  228) 


"POPULAR"  RECORDS 


Double-SIded 
Superb  Needle  Cut 
"Lateral" 

"OUR  POINTS'' 

SET  OUT  BELOW 


LONDON'S  LEADING  VALUE!!! 


Have  Attracted  Keen  Overseas  Houses 


iron  SCANDINAVIA  to  PATAGONIA 
AND  THE  PRINCIPAL 
EAST  and  WEST  MARKETS  oi  the  WORLD 


IMPORTANT 

own  design   Labels    for    LARGE  Parcels 


REMEMBER  You  Can  Have  CLOSE  QUOTATIONS 

For  5.000  Lots  and  up  "Your  Selection"  or  a  Sample  1,000, 
made  up  with  "One  Example"  of  Every  Catalogued  Pairing. 


Address:  SOUND  RECORDING  CO.,  Ltd.  cables  "Grammavox" 
EXPORT  DEPT..  18-19  Swallow  Street  London 

Piccadilly,  London,  England     "QUOTATIONS  CABLED  FREE" 


POINTS 


Repertoire  Approz  2,000  Titles — Covering 

Superb  Selection,  Bands  and  Orchestrals 

Lightning  Shipments 

Packing  by  Experts 

Rock  Quotations  "Always" 

F.  O.  B.  London 

We  attend  to  all  Insurances  "if  Requested' 
to  Bityers  A/c 

Our  Shipping  Services,  this  Side  FREE 


228 


THE    TALKING    MACHINE  WORLD 


October  15,  1920 


FROM  OUR  LONDON  HEADQUARTERS 

{Continued  from  page  227) 

for  gramophone  parts.  For  instance,  I  hear 
that  some  4.000  handles  went  for  £3  5/  the  lot, 
and  for  50/  a  buj-er  secured  over  500  baize-cov- 
ered turntables.  The  bids  totaled  some  thou- 
sands of  pounds  short  of  the  estimated  value 
of  the  goods.  Few  trade  buyers  were  present. 
Apropos,  if  is  sufficient  to  state  that  the  sale 
was  not  advertised  in  anj'  one  of  the  recognized 
organs  of  the  gramophone  trade  press!  Conse- 
quently, competitive  bids  were  absent. 

Brief  Items  of  Interest 

A  new  accessor}'  list  has  been  issued  by  the 
"His  blaster's  Voice"  Co.  It  is  bj-  no  means 
so  complete  as  its  pre-war  contemporary,  but, 
doubtless,  in  time  a  combined  parts  and  ac- 
cessory catalog  (which  is  badly  needed)  will 
make  its  appearance. 

'"The  Hire-Purchase  System;  a  Practical 
Manual  of  Hire  Trade  Law  for  Lawyers  and 
Hire  Traders,"  by  Wm.  H.  Russell  (solicitor) 
is  a  useful  new  work  just  arwiounced  b}-  Stevens 
&  Sons,  the  publishers. 

According  to  The  Voice,, nearlj'  ever}'  Turkish 
harem  is  now  equipped  with  a  gramophone. 
The  Turk  has  found  that  no  present  gives  so 
much  pleasure  to  his  favorite  wife  as  this  mod- 
ern musical  instrument. 

Orders  for  gramophone  goods  were  not  over- 
plentiful  at  the  recent  Leipsic  messe.  Exhib- 
itors of  musical  instruments  did  their  best  to 
book  on  future  deliveries,  it  is  said,  but  home 
and  foreign  bu}'ers  alike  were  rathec  shy. 

New  factories  are  the  order  of  the  day. 
Among  recent  acquisitions  of  note  I  would 
mention  the  new  premises  of  the  Sterno  Mfg. 
Co.,  Barnett  Samuel  &  Sons,  Ltd.,  while  Messrs. 
Pathe  Freres  ma}"-  be  expected  to  make  an  im- 
portant announcement  at  some  future  date  re- 
garding a  new  factor}^-  location. 

The  post  office  has  announced  a  revision  of 
rates.  This  affects  telegrams,  letters,  telegraphed 
letters,  deliver}'  telegram  rates,  abbreviated  ad- 
dresses, newspaper  postage  and  other  items  of 
which  complete  particulars  may  be  obtained  at 
any  post  office. 

1920-21  Season  Discaphones 

A  matter  of  interest  to  oversea  traders  is  the 
recent  issue  of  a  new  machine  catalogue  by 
Messrs.  T.  E.  Hough,  Ltd.  It  comprises  a  more 
than  ordinarilj'  complete  range  of  instruments 
of  all  types,  i.  e.,  exterior  horn  models,  horn- 
less, portable,  table,  pedestal,  cabinet,  period 
and  Duplex. 


Horn,  Hornless  and  Table-Grand 

GRAMOPHONES 

FOR 

EXPORT 

PlecLse  State  Your  RequirementB 

REX  GRAMOPHONE  CO.  2  Elizabeth  Place 
Rivington  Street,  LONDON,  E.C.  2,  England 

Cable  Address  "Lyrecod»c.  London" 


IT 


"PERFECT 
POINTS" 


BRITAIN'S  BEST 

Gramophone  Needle 

(Cuaranieed  made  from  High  Carbon  Steel) 

•  IS  MADE  BY 

W.  R.  STEEL,  of  REDDITCH, 

Head  Office  and  Works— QUEEN  ST. 


Scientifically  pointed,  Hardened  and  Tem- 
pered on  the  latest  up-to-date  machinery  and 
plant  by  skilled  craftsmen  only. 


RESULT: 

A  FIRST  QUALITY  NEEDLE  far  ahead  of 
anything  of  pre-war  quality 

INQUIRIES  SOLICITED 

Special  Quotations  for  Quantities 


Manufacturer  of  all  Kinds  of  Sewing  Needles 


As  far  as  Great  Britain  is  concerned,  the 
company  will  continue  to  pay  carriage  charges 
on  all  machine  orders,  notwithstanding  the  fur- 
ther increase  in  rail  rates  amounting  to  150  per 
cent  above  pre-war  figures  all  told. 

As  the  season  progresses  the  company  plans 
to  issue  increasingly  big  monthly  parcels  of  new 
"Winner"  records,  incorporating  standard  items 
and  up-to-date  musical  hits  by  leading  artists. 
These  issues  will  be  announced  by  the  usual 
publicity  literature,  through  the  trade  press  and 
public  newspaper  advertisements.  Messrs. 
Hough  are  out  to  take  care  of  all  orders  prompt- 
h-  and  efficiently. 


of  his  wives.  Several  of  the  wives  were 
on  the  gaudil}'  painted  wooden  horses 
machine  was  whirling  merrily.  But  it 
tune  that  the  old  calliope  was  blaring 
■got  me,'  as  the  Americans  say. 

"It  wasn't  an  especiallj'  recent  tune, 
parently  it  was   popular   in  Zanzibar, 
power  propelled  the  merry-go-round 
calliope  shrieked: 

'There's  Only  One  Girl  in  This  \\ 
Me'." 


mounted 
and  the 
^vas  the 

out  that 

but  ap- 
Hand- 
and  the 

"orld  for 


VICTROLA  X  FOR  SOLDIER'S  BRIDE 


MUSICAL  TASTE  IN  ZANZIBAR 


Truthful  British  Merchant  Tells  of  Zanzibar 
Sights  and  Song  Most  Popular  in  the  Harem 


The  Sultan  of  Zanzibar  is  a  man  of  rather  ad- 
vanced, or,  at  least  modern,  ideas,  according  to 
a  British  merchant  who  was  the  guest  of  that 
potentate  recently  and  who  saj's  he  was  invited 
to  inspect  the  Sultan's  harem.  Although 
harems  are  not  usuall}'  open  to  visitors,  Brit- 
ish merchants  generally  have  a  reputation  .for 
veracit}",  so  let  this  one  talk. 

"We  went  out  into  a  wonderful  enclosed  gar- 
den, and  there  with  pride  his  nibs  showed  me 
an  ,\merican  merrj'-go-round  that  he  had  had 
imported  at  great  expense  for  the  entertainment 


Officers  of  the  Eighty-first  Field  Artillery,  sta- 
tioned at  Camp  Knox,  near  Louisville,  Ky.,  re- 
cently presented  a  Victrola  X  to  Master  Ser- 
geant Seidler  and  his  bride  as  a  wedding  pres- 
ent. The  sale  of  the  machine  was  made  by  John 
S.  Calveard,  of  L'Harmonie  Compagnie,  Louis- 
ville. The  Victrola  carried  a  silver  plate,  suit- 
ably engraved. 


REPRESENTING  ROSE  VALLEY  CO. 


Sam  H.  Speck,  connected  for  man}'  }-ears  with 
the  music  publishing  and  retail  sheet  music  trade 
in  and  about  New  York  Citj-,  has  been  appointed 
local  representative  of  the  Rose  Valley  Music 
Co.,  of  Philadelphia,  makers  of  Ideal  music  rolls 
and  of  the  Monorolls  of  foreign  music.  Mr. 
Speck  has  established  offices  at  1367  Broadway. 


AUSTRALIA. 

Herbert  G.  Polybl&nk, 
SYDNEY, 

N.6.W, 

BELGIUM. 
P.  Carton, 
Rue  Karel  Ooras,  11, 
ANVERS. 

ITALY. 

O.  Wenaboni, 
,    'Via  S.  Sebastiano  2. 

•5^:xiypRNo. 
Spain:' 

Ernesto  Verdu, 

ALICANTE. 

ENGLAND. 
A.  Waite  &  Co.,  Ltd., 
15-17  Figtrce  Lane, 
SHEFFIELD. 


October  15,  1920 


THE    TALKING    MACHINE  WORLD 


229 


LATEST  PATENTS 
RELATING 


Washington,  D.  C,  October  7. — Phonograph 
Horn.  Fred  C.  Lyon,  Fayette,  Ohio.  Patent 
No.  1,349,286. 

This  invention  relates  to  certain  new  and 
useful  improvements  in  phonograph  horns,  and 
the  primary  object  of  the  invention  is  to  pro- 
vide a  horn  construction  which  is  compact  and 
which  at  the  same  time  afifords  an  increased 
volume  of  sound  and  of  backtone,  color  and 
expression.  A  further  object  of  the  invention 
is  to  provide  a  novel  type  of  sound  regulator. 

The  invention  briefly  described,  resides  in  the 
combined  neck,  throat  and  horn  proper  as  con- 


structed  and  related  in  a  manner  to  be  now  de- 
scribed, so  as  to  afford  a  simple,  economical  and 
eflfective  structure  which  afifords  an  improved 
rendition  of  the  record. 
In  the  drawings: 

Figure  1  is  a  top  plan  view  of  a  cabinet 
equipped  with  the  present  invention;  Fig.  2  is  a 
side  elevation  of  the  horn  per  se,  and  Fig.  3  is 
a  section  on  line  3 — 3  of  Fig.  2. 

Flexible  Tripping  Device  for  Phonographs. 
John  B.  Grififin,  Maple  Hill,  Newington,  Conn. 
Patent  No.  1,348,358. 

This  invention  relates  to  tripping  devices  for 
use  in  conjunction  with  phonograph  repeating 
mechanisms. 

An  object  of  this  invention  is  to  provide  a 
tripping  device  which,  irrespective  of  the  size 
of  the  record  or  curvature  of  the  spiral  groove 
imprinted  thereon,  will  permit  the  needle  carried 
by  the  reproducer  to  follow  accurately  in  the 
groove  of  the  record,  without  side  thrust,  dur- 
ing the  time  that  the  grooved  roller  carried  by 
the  repeating  mechanism  is  in  engagement  with 
the  wedge-shaped  tripping  head  of  the  device. 

In  the  drawings — 

Figure  1  is  a  plan  view  of  the  device  in  con- 
junction with  a  record  and  reproducer  arm,  part 
of  the  record  and  turntable  being  cut  away. 
Fig.  2  is  a  side  elevation  of  the  device  attached 
to  the  axle  of  the  record,  showing  the  record 
and  turntable.  Fig.  3  is  a  side  elevation  of  the 
wedge-shaped  tripping  head.  Fig.  4  is  a  section- 
al view  taken  on  the  line  IV — IV  of  Fig.  3.  Fig. 
5  is  a  view  of  the  device  partly  in  section  show- 
ing certain  parts  separated  from  each  other  so 


as  to  illustrate  the  manner  of  assembly.  Fig. 
6  is  a  plan  view  of  the  base  plate  15.  Fig.  7 
is  an  enlarged  plan  view  partly  broken  away 
and  partly  in  section.  Fig.  8  is  an  elevation  of 
the  curved  member  18  upon  which  the  tripping 
head  is  mounted.  Fig.  9  is  a  plan  view  of  the 
radial  arm  which  is  carried  by  the  axle  of  the 
record.  Fig.  10  is  an  elevation  of  the  split 
sleeve  which  engages  the  axle  of  the  record  di- 
rect.   Fig.  11  is  an  end  view  of  the  split  sleeve. 

Phonograph.  John  B.  Griffin,  Maple  Hill, 
Conn.    Patent  No.  1,348,357. 


This  invention  relates  to  phonographs.  It 
has  for  its  object  the  automatic  repetition  of 
certain  portions  of  a  record  whether  music, 
speech,  or  song  or  even  a  repetition  of  the  entire 
record  an  indefinite  number  of  times.  It  con- 
sists in  the  application  of  mechanism  whereby 
such  a  record  or  such  portion  of  a  record  may 
be  repeated  automatically  at  will  in  combination 
with  the  record  and  driving  mechanism. 

In  the  drawings: 

Figure  1  is  a  plan  view  of  a  portion  of  a 
record  and  means  for  automatically  reproducing 
as  stated.  Figs.  2  and  3  are  diagrammatic  views 
indicating  how  the  amount  of  the  record  repro- 
duced is  determined.  Figs.  4  and  5  are  sectional 
diagrams  of  a  portion  of  the  sustaining  bar  for 
holding  the  indicating  roller  and  the  means 
whereby  it  is  allowed  to  oscillate.  Fig.  5  is  at 
right  angles  to  that  of  Fig.  4.  Fig.  6  is  an  eleva- 
tion showing  the  repeating  mechanism  in  its 
active  position.  Fig.  7  is  also  the  same  figure 
except  that  the  mechanism  is  shown  in  a  posi- 
tion to  begin  the  repeating  action.    Fig.  8  is  a 


detail  figure  of  the  mechanism  which  controls 
the  raising  and  lowering  of  the  needle  and  is 
also  a  mechanism  for  shifting.  Fig.  9  is  a  de- 
tail of  the  joint  mechanism  separated  so  as  to 
show  the  construction  and  operation  thereof. 
Figs.  10  and  11  are  details  of  the  extension  trip 
mechanism.  Fig.  12  is  a  section  on  the  line  12 — 
12  of  Fig.  12.  Similar  indices  refer  to  similar 
parts. 

Phonograph  Cabinet.  Edward  J.  Schaefer, 
Hespeler,  Ontario,  Canada.  Patent  No.  1,349,- 
439. 

The  present  invention  relates  to  talking  ma- 
chines and  has  particular  reference  to  new  and 
useful  amplifying  means  associated  with  said 
machines. 

The  object  of  the  invention  is  to  effect  cer- 
tain improvements  in  the  construction  of  talk- 
ing machines  whereby  a  more  faithful  reproduc- 
tion of  the  recorded  sound  is  obtained.  To  this 
end  the  machine  is  so  constructed  that  the  re- 
produced sounds  are  sweeter,  more  mellow  and 


to  a  greater  extent  free  of  foreign  sounds  such 
as  is  the  case  with  machines  of  the  construction 
heretofore  commonly  employed. 

Another  object  is  to  provide  a  device  of  the 
class  described  having  a  plurality  of  compart- 
ments, having  the  sound  amplifying  means  in 
a  compartment  above  one  containing  the  sound 
producing  device,  thus  permitting  the  sound 
to  travel  upwardly. 

Another  object  is  to  provide  a  phonographic 
cabinet  of  the  class  described  which  is  simple 
m  construction,  that  may  be  manufactured  at  a 
small  cost  and  to  provide  improved  amplifying 
means. 

Figure  1  is  a  front  elevation  of  the  imoroved 


cabinet;  and  Fig.  2  is  a  side  elevation  thereof 
partly  in  section. 

Offset  Stylus  Arm.  James  W.  Hughes,  Phila- 
delphia, Pa.    Patent  No.  1,349,205. 

This  present  invention  comprehends  a  novel 
construction  of  a  stylus  arm  which  is  adapted 
to  be  employed  in  conjunction  with  a  sound 
box  constructed  to  play  records  of  the  lateral 
cut  type  in  order  to  adapt  them  to  play  records 
in  which  the  impression  groove  is  of  the  hill 
and  dale  type. 

It  further  comprehends  a  novel  construction 
of  an  ofifset  stylus  arm  which  is  constructed  in 
such  a  manner  that  it  can  be  securely  clamped 
to  the  stylus  holder  of  the  stylus  lever  to  en- 
gage the  inner  and  outer  wall  of  the  stylus 
holder. 

It  further  comprehends  a  novel  construction 
of  an  ofifset  stylus  arm  which  is  provided  at  one 
end  with  an  inwardly  inclined  shank  serving  as 
a  fulcrum  to  force  a  portion  of  the  arm  against 
the  outer  face  of  the  stylus  holder  when  such 
shank  is  fastened  in  position  with  the  stylus 
holder. 

It  further  comprehends  a  novel  construction 
of  an  offset  stylus  arm  having  a  novel  means  to 
clamp  it  to  the  stylus  holder  and  novel  means 
to  secure  with  respect  to  it  a  jewel  stylus. 

For  the  purpose  of  illustrating  the  invention 
there  are  shown  in  the  accompanying  drawings 
typical  embodiments  of  it  which  are  at  present 
time  preferred,  since  they  will  be  found  in 
practice  to  give  satisfactory  and  reliable  re- 
sults. It  is,  however,  to  be  understood  that  the 
various  instrumentalities  of  which  the  invention 
consists  can  be  variously  arranged  and  organ- 
ized and  that  the  invention  is  not  limited  to  the 
precise  arrangement  and  organization  of  these 
instrumentalities  as  herein  set  forth. 

Figure  1  represents,  in  side  elevation  and 
partly  in  section,  a  sound  box  for  a  sound  re- 
producing machine  in  conjunction  with  which  an 


ofifset  stylus  arm,  embodying  the  invention,  is 
employed.  Fig.  2  represents  a  top  plan  view 
of  the  stylus  arm  seen  in  Fig.  1. 
Fig.  3  represents  an  end  view  of  the 
construction  seen  in  Fig.  2.  Fig.  4  represents 
a  top  plan  view  of  another  embodiment  of  the 
invention.  Fig.  5  represents,  in  side  elevation, 
the  construction  seen  in  Fig.  4.  Fig.  6  repre- 
sents in  side  elevation  and  partly  in  section, 
another  embodiment  of  the  invention.  Fig.  7 
represents  a  top  plan  view  of  the  construction 
seen  in  Fig.  6.  Fig.  8  represents  in  side  eleva- 
tion, another  embodiment  of  the  invention.  Fig. 
9  represents  in  side  elevation,  another  embodi- 
ment of  the  invention.  Fig.  10  represents  a 
top  plan  view  of  the  construction  seen  in  Fig.  9. 
Fig.  11  represents  a  top  plan  view  of  the  con- 
struction seen  in  Fig.  8,  Similar  numerals  of 
reference    indicate   corresponding  parts. 

Tone  Modifier  for  Talking  Machines.  Fred 
W.  Cooley,  Minneapolis,  Minn.  Patent  No. 
1,349,604. 

This  invention  relates  to  phonographs  or  so- 
called  talking  machines  and  is  directed  to  an 
improvement  in  the  tone  arms  thereof,  whereby 
a  clearer,  more  resonant,  more  musical,  and  if 
desired,  louder  tone  will  be  produced. 

In  accordance  with  the  invention  there  is  pro- 
vided one  or  more,  preferably  two,  concentric 
resonant  tubes,  located  so  that  the  sound  waves 
will  pass  there  through  as  they  emerge  from 
{Continued  on  page  230) 


230 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


LATEST  PATENTS  RELATING  TO  TALKING  MACHINES  AND  RECORDS— (Continued  from  page  229) 


the  tone  arm  into  the  sound  box.  These  reso- 
nant tubes  should  be  made  of  wood,  thoroughly 
dried  and  having  good  resonant  quality.  More- 
over, these  wooden  tubes  should  be  made  very 
thin,  so  that  thci'  will  readily  vibrate.  As  an 
important  feature  of  the  invention,  I  provide  a 
so-called  tension  or  straining  device  which  puts 
at  least  one  of  the  resonant  tubes  under  a  nor- 
mal stress  so  as  to  increase  the  resistance 
thereof.    Referring  to  the  drawings: 

Figure  1  is  a  view  chiefly  in  side  elevation, 
but  with  some  parts  in  section  showing  the 
resonant  tube  attachment  applied  to  a  tone  arm 
of  a  phonograph.  Fig.  2  is  a  vertical  section 
taken  actually  through  the  resonant  tube  struc- 
ture on  the  line  2 — 2  of  Fig.  1;  Fig.  3  is  a 
horizontal  section  taken  on  the  line  3 — 3  of  Fig. 
1;  Fig.  4  is  a  sectional  view  corresponding  to 
Fig.  2,  but  illustrating  a  slightly  modified  con- 
struction; Fig.  5  is  a  section  on  the  line  5 — 5 
of  Fig.  4;  Fig.  6  is  a  side  elevation  of  the  inner 
tube  shown  in  Figs.  1,  2  and  3;  Fig.  7  is  a  view 


corresponding  to  Fig.  6,  but  illustrating  the 
slightly  modified  construction;  Fig.  8  is  a  view 
corresponding  to  Fig.  2,  but  illustrating  a  modi- 
fied construction;  Fig.  9  is  a  section  of  the 
line  9—9  of  Fig.  8;  and  Fig.  10  is  a  view  cor- 
responding to  Fig.  9,  but  illustrating  a  still 
further  modified  construction. 

Record  Placer. — Lloyd  N.  Host,  Grand 
Rapids,  Mich.    Patent  No.  1,349,611. 

This  invention  relates  to  improvements  in 
record  placers  for  talking  machines. 

An  important  object  of  this  invention  is  to 
provide  a  record  placer  for  talking  machines 
having  means  for  expeditiously  aligning  the 
opening  in  the  disk  with  the  pin  carried  by  the 
turn-table. 

A  further  object  of  this  invention  is  to  pro- 
vide a  record  placer  for  talking  machines  which 
may  be  stamped  from  a  single  piece  of  metal 
and  which  may  thereby  be  produced  at  a  very 
small  cost. 

A  further  object  of  this  invention  is  to  pro- 
vide a  record  placer  which  may  be  readily  at- 
tached to  a  talking  machine  or  removed  there- 
from. 

Figure  1  is  a  perspective  of  a  record  placer 
embodied  in  the  invention.    Fig.  2  is  a  trans- 


verse view  through  a  talking  machine  turn- 
table and  a  record  showing  the  record  placer  in 
use.  Fig.  3  is  a  plan  view  of  the  turn-table 
and  record,  showing  a  slightly  modified  form 

REPAIRS 


All  Makes  of  Talking  Machines 
Repaired  Promptly  and  Efficiently 


ANDREW  H.  DODIN 

28  Sixth  Avenue  New  York 

TELEPHONE.  SPRING  1194 


of  the  invention  applied,  and  Fig.  4  is  a  frag- 
mentary end  elevation  of  the  turn-table  and 
record  placer,  the  view  showing  the  manner  of 
applying  the  record. 

Tone  Arm  Apparatus  for  Talking  Machines. 
Alfred  J.  Swing,  Cincinnati,  O.  Patent  No. 
1,349,636. 

This  invention  relates  to  improvements  in 
apparatus  for  recording  and  reproducing  sound. 
One  of  its  objects  is  to  provide  an  improved  ar- 
rangement and  means  to  support  and  guide 
the  sound  box  and  stylus  with  reference  to  the 
record  both  in  cutting  or  producing  the  records, 
and  in  reproducing  the  vibrations  therefrom. 
Another  object  is  to  provide  for  guiding  the 
sound  box  and  pivotally  supported  stylus  carry- 
ing member  along  a  substantially  radial  path 
across  the  face  of  the  disc  record,  and  preserv- 
ing the  same  relative,  angular  or  axial  position 
or  relation  of  the  stylus  carrying  member  with 
reference  to  the  record  and  the  point  of  contact 
of  the  stylus  therewith  at  the  various  positions 
of  the  stylus  on  the  record.  Another  object  is 
to  provide  improved  mechanism  to  support  and 


retain  the  sound  box  and  stylus  carrying  mem- 
ber in  proper  relation  to  the  record  in  its  various 
positions. 

Figure  1  is  a  plan  view  of  a  record  and  tone 
arm  illustrating  one  embodiment  of  the  inven- 
tion.   Fig.  2  is  a  side  elevation  of  the  same. 

Sound  Recorder  and  Reproducer.  Eugen 
Steiger,  Zurich,  Switzerland.  Patent  No. 
1,350,246. 

This  invention  relates  to  sound  recorders 
and  reproducers  and  the  object  thereof  is  to 
provide  a  record  which  is  very  cheap  as  com- 
pared with  phonograph  cylinder  records  and 
gramophone  disc  records,  and  which  takes  up  a 
minimum  of  space  in  storage  or  transmission  in 
place  of  communication  by  letter,  with  particu- 
lar advantage  for  secret  transactions  and  trans- 
actions with  the  blind. 

The  invention  also  enables  sound  to  be  re- 
corded or  reproduced  in  a  simple  manner  with 
the  same  device  and  without  experience,  prac- 
tice or  special  preparations,  or  any  substitu- 
tion of  parts.  Moreover  the  device  is  very  sim- 
ple and  cheap  as  compared  with  hitherto  known 
talking  machines  and  compares  particularly 
favorably  with  the  expensive  dictating  machines 
hitherto  known  and  forms  a  cheap  phonograph 


of  the  kind  which  is  within  everyone's  reach 
and  enables  everyone  to  produce  their  own 
records. 

These  and  other  objects  are  attained  by  the 
means  illustrated  diagrammatically  in  the  ac- 
companying drawing  in  which  Figure  1  is  a 
diagrammatic  elevation  with  parts  in  section, 
and  Fig.  2  is  a  partial  elevation  looking  in  a 
direction  at  right  angles  to  Fig.  1. 

Talking  Machine.  Wm.  M.  Holloway,  May- 
wood,  III.,  assignor  to  the  American  Can  Co., 
New  York.    Patent  No.  1,349,759. 

This  invention  relates  in  general  to  talking 
machines  and  has  for  its  object  broadly  the 
improvement  in  the  construction  and  arrange- 
ment of  the  parts  and  their  operation. 

A  principal  object  of  the  invention  is  the  pro- 
vision of  a  talking  machine,  all  parts  of  which, 
with  the  exception  of  the  handle  for  winding  the 
.same,  will  he  inclosed  within  the  rasing  and 


the  shortest  possible  route  consistent  with  the 
production  of  sound  of  the  desired  volume  will 
be  provided  to  and  through  the  amplifier. 

Another  object  is  the  provision  of  a  talking 
machine  having  an  amplifier  provided  within 
the  casing  and  this  without  requiring  that  the 
casing  be  made  of  materially  greater  depth  to 
accommodate  said  amplifier. 

Further  objects  are  the  provision  of  a  talk- 
ing machine  adapted  for  use  with  records  hav- 
ing sound  undulations  in  the  side  wall  or  walls 
of  the  record  groove  and  also  with  records  hav- 
ing sound  undulations  in  the  bottom  of  the 
record  groove;  and  also  to  provide  a  talking 
machine  well  adapted  to  produce  sounds  of  de- 
sired quality  and  volume  which  will  be  cheap  to 
manufacture,  which  will  be  relatively  small  and 
compact  and  which  will  present  a  pleasing  ap- 
pearance.   On  the  drawings: 

Figure  1  is  a  front  elevation  of  a  talking 
machine  embodying  invention;  Fig.  2  is  a  top 
plan  view  of  the  same;  Fig.  3  is  a  partial  sec- 
tion on  the  line  3 — 3  of  Fig.  2;  Fig.  4  is  a  sec- 
tion of  the  line  A — 4  of  Fig.  2  with  the  cover 


partly  lifted;  Fig.  5  is  a  section  on  the  line 
5 — 5  with  the  amplifier  removed;  Fig.  6  is  a 
partial  view  similar  to  Fig.  3  and  showing  differ- 
ent adjustment  of  the  parts;  Fig.  7  is  a  section 
taken  on  the  line  7 — 7  of  Fig.  6,  and  Fig.  8  is  an 
enlarged  partial  detail  view  of  the  stylus  carry- 
ing arm  and  sound  box. 


THE  CROMWELLIAN  ACTUELLE 

The  Cromwellian,  the  newest  model  of  the 
Actuelle  line,  has  just  been  announced  from  the 
headquarters  of  the  Pathe  Freres  Phonograph 
Co.  in  Brooklyn.    This  model,  as  well  as  the 


The  Pathe  Cromwellian 

other  models  of  the  Actuelle  line  is  a  faithful 
reproduction  of  the  period  it  follows.  The 
Cromwellian  has  a  pronounced  dignity  of  de- 
sign and  will  doubtlessly  be  one  of  the  most 
popular  models  in  the  Actuelle  line.  The  dis- 
tinctive cabinets  and  entirely  original  method 
of  sound  reproduction  have  aroused  much  pop- 
ular interest.  First  deliveries  of  the  Actuelle 
were  made  in  August  and  many  rc-orders  are 
being  received  at  Pathe  headquarter.^. 

LESLEY'S 
PATCHING  VARNISH 

dries  in  10  seconds,  flows  without  showing  the  lap. 
With  it  damaged  varnish  can  be  repaired  invisibly 
and  permanently.  Complete  Repair  Outfit,  $3.50; 
I  quart,  $1.90;  1  pint,  $1.00. 

LESLEY'S  CHEMICAL  CO.,  MFR. 

10  So.  New  Jersey  Street,  Indianapolis,  Ind. 
DISTRIBUTORS: 


MOONEY-MUELLER-WARD  CO. 
BALDWIN-MILLER  CO. 
SONORA  DISTRIBUTING  CO. 
LANSING  SALES  CO. 


Indianapolis,  Ind. 
Indianapolis.  Ind. 
Dallas,  Texas 
Boston  11,  Mass. 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


231 


^RECORD 


November,  1920 


COLUMBIA  GRAPHOPHONE  CO. 


12 


49858  Carmen — "Habanera"   Jeanne  Gordon 

49782  Rigoletto  (Quartet),  Bella  Figlia  Dell'  Amore, 

Barrientos-Gordon-Hackett-Stracciari 
A6163  Romeo    et    Juliette     (Waltz    song),    Je  Veux 

Vivre  Dans  le  Reve  Florence  Macbeth 

Villanelle  (O'ft  Have  I  Seen)  . Florence  Macbeth 

79196  Dear  Old  Pal  of  Mine  Charles  Hackett 

78099  Until   Riccardo  Stracciari 

A6164  Coronation  March  from  "The  Prophet," 

Gino  Marinuzzi  and  His  Symphony  Orch. 
Pomp  and  Circumstance  March, 

Gino  Marinuzzi  and  His  Symphony  Orch. 

79154  Kathleen   Mavourneen  Pablo  Casals 

A2983  Cocoanut    Dance  Fred  Van  Eps  Banjo  Solo 

Persiflage   Fred  Van  Eps  Banjo  Solo 

A2974  A   Matrimonial    Mix-up.     Intro.    "The  Nigger 

and  the  Bee"  Golden-Hughes 

The  Bell   Boys  Golden-Hughes 

A2985  That  Naughty  Waltz,  „       ,  .  . 

Frank  Ferera-Anthony  Franchmi 
Pcnsacola  Waltz, 

Frank  Ferera-Anthony  Franchmi 

A2987  Repasz  Band  March  Prince's  Band 

The  American  Legion  March  Prmce's  Band 

E4753  Cupid's  Dream.  .Viennese  Instrumental  Qumtet 

Colibri   Viennese  Instrumental  Quintet 

A2988  Macushla  Asthore    (from  "Macushla"), 

Chauncey  Olcott 

'Tis  an  Irish  Girl  I  Love  and  She's  Just  Like 

You  (from  "Macushla")  Chauncey  Olcott 

POPULAR  HITS 
A2976  I   Love  the  Land  of  Old  Black  Joe, 

Van-Schenck 

So  This  Is  Paris!  Van-Schenck 

A2978  I'm  in  Heaven  When  I'm  in  My  Mother's  Arms, 

Henry  Burr 

There's  a  Vacant  Chair  at  Home,  Sweet  Home, 

Canvpbell-Burr 
A2984  You're  the  Only  Girl  That  Made  Me  Cry, 

Henry  Burr 

Drifting  Peerless  Quartet 

DANCE  RECORDS 
A2986  Somebody — One-step.    Introducing  "Just  for  To- 
day"  Prince's  Dance  Orch. 

Susan — Fox-trot.    Introducing  "Till  the  Swanee 

River   Runs   Dry"  Prince's  Dance  Orch. 

A6166  Marion  (You'll  Soon  Be  Marryin'  Me) — Medley 
Fox-trot.     Introducing  "They  Called  It  Dixie 

Blues"  Yerkes  Jazarimba  Orch. 

My  Man — Medley  Fox-trot  (from  Ziegfeld  "Mid- 
night Frolic  of  1920").  Introducing  "Any 
Place  Would  Be  Wonderful  With  You," 

Yerkes  Jazarimba  Orch. 
NEW   EDUCATIONAL   RECORDS   FOR   THE  HOME 
KINDERGARTEN  AND  PRIMARY  GRADES 
MARCHES 

A3100  March  from  Opus  27,  No.  3  (Schubert)  and 
Entrance  March  "Christmas  Tree"  (Gade). 
Supervised  by  Ethel  M.  Robinson, 

Columbia  Miniature  Orch. 
March  from  Opus  40,  No.  5  (Schubert)  and 
Soldiers'  March  (Schumann).  Supervised  by 
Ethel  M.  Robinson.  .Columbia  Miniature  Orch. 
A3096  Parting  March,  "Leonore"  (Excerpt)  (Raff)  and 
March  (Excerpt)  (Bach-Macdowell).  Super- 
vised by  Helene  Kneip, 

Columbia  Miniature  Orch. 
Soldiers'   March    "Faust"    (Excerpt)  (Gounod) 
and  March,  "Nutcracker"   (Excerpt)  (Tschai- 
kovsky).    Supervised  by  Helene  Kneip, 

Columbia  Miniature  Orch. 
SKIPPING 

A3099  Trio  from  "March  Heroiques,"  Op.  40,  No.  2 
(Schubert)    and   Etude,   Opus  75,   No.   4  (L. 

Schytte)   Columbia  Miniature  Orch. 

Idyll,  Opus  11  (Koschat)  and  Allegretto  from 
"March  Heroiques,"  Opus  40,  No.  3  (Schu- 
bert)  Columbia  Miniature  Orch. 

BAND 

A3097  "Fantasy  Piece,"  Opus  26  (Schumann)  and 
"With  Castanets"  (Reinecks).     Supervised  by 

Helene  Kneip  (Columbia  Miniature  Orch. 

Gavotte,  "Circus  Renz"  (Fliege)  and  Gavotte, 
"La  Migonne,"  Opus  79  (De  Koven).  Super- 
vised by   Helene  Kneip, 

Columbia  Miniature  Orch. 
INTERPRETATION 
A3098  Minuet,  "Don  Juan"   (Excerpt)    (Mozart)  and 
Swiss  Maid.    Supervised  by  Ethel  M.  Robin- 
son  Columbia  Miniature  Orch. 

Scherzo,  Opus  27,  No.  1,  Allegretto  and  Trio 
(Schubert),  and  Waltz  No.  1  Opus  26  (Kos- 
chat).    Supervised  by  Ethel  M.  Robinson, 

Columbia  Miniature  Orch. 
LULLABIES 

A3095  Lullaby  (Mozart)  and  Cradle  Song  (Schubert). 
Supervised   by   Louise  Birch, 

Columbia  Miniature  Orch. 
Sleep,  Baby,  Sleep,  and  Rock-a-Bye  Baby.  Sup- 
ervised by  Louise  Birch, 

Columbia  Miniature  Orch. 
APPRECIATION 
A3094  Prelude    in    A    Major    (Chopin)    and  Morning 
Mood     (Excerpt)     (Grieg).      Supervised  by 

Louise   IJirch  Columbia   Miniature  Orch. 

Minuet  (Excerpt)  (Boccherini)  and  Andantino 
"Raymond"  (Thomas).     Supervised  by  Louise 

Birch   Columbia  Miniature  (Drch. 

A3093  Berceuse  (Delbruck)  and  Berceuse,  Ojius  22, 
No.    3    (Karganoff).     Supervised    by  Louise 

Birch   Columbia  Miniature  Orch. 

Minuet  in  G  (Excerpt)  (Beethoven)  and  An- 
dance  Celebre,  O'pus  14,  No.  2  (Beethoven). 
Supervised  by  Louise  Birch, 

(^lumbia  Miniature  Orch. 
THE  MID-MONTH  RECORDS 
A2980  Sally  Green  (The  Village  Vamp).. Nora  Bayes 
The  Argentines,  the  Portuguese  and  the  Greeks, 

Nora  Bayes 

A2981  My  Little  Bimbo  Down  on  the  Bamboo  Isle, 

Frank  Crumit 
She  Gives  Them  All  the  Ha-Ha-Ha, 

Frank  Crumit-Lew  Brown 

A2979  Save  a  Little  Dram  for  Me  Bert  Williams 

Lonesome    Alimony    Blues  Bert  Williams 

A2977  The  Love  Nest  (from  "Mary")  .  Sascha  jacobsen 

Blue  Diamonds   Sascha  Jacobsen 

DANCE  RECORDS 
A2982  Cuban  Moon — Fox-trot.     Intro.  "When  Alexan- 
der Blues  the  Blues"... Art  Hickman's  Orch. 
In    Old    Manila — Song    Fox-trot.  Incidental 
singing  by  Frank  Crumit, 

Art  Hickman's  Orch. 
A297S  Idol  Eyes — Fox-trot  Paul   Biese  Trio 


12 

12 
12 
10 
10 

12 

12 
10 
10 
10 

10 
10 

10 

10 
10 
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10 
10 

10 

10 


12 


12 


10 


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10 

10 
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10 


In  the  Land  of  Rice  and  Tea — Fox-trot, 

Paul  Biese  Trio 

A6165  Let   the   Rest  of  the  World   Go  By— Medley 
waltz.     Intro.  "Dear  Little  Boy  of  Mine," 

'  Prince's  Dance  Orch. 
The  Love  Boat — Medley  waltz.    Intro.  "I  Want 
You",  and  "The  Wooing  of  the  Violin"  (from 
"Ziegfeld  Follies  of  1920"), 

Prince's  Dance  Orch. 


18691 
18692 
18693 

35701 
18690 

45200 
45199 

64908 

64875 

64883 
88623 

74643 
64904 
64909 
64905 

64890 

64900 
74645 

64907 


10 


12 


12 


EDISON  RE=CREATIONS 


VICTOR  TALKINO  MACHINE  CO. 

POPULAR  SONGS 
My  Little  Bimbo  Down  on  the  Bamboo  Isle, 

Aileen  Stanley  10 

The  Broadway   Blues  Aileen  Stanley  10 

Tired  of  Me  Henry  Burr  10 

I'd  Love  to  Fall  Asleep  and  Wake  Up  in  My 

Mammy's  Arms   Peerless   Quartette  10 

I'll  Be  With  You  in  Apple  Blossom  Time, 

Charles  Harrison  10 
Tripoli  (On  the  Shores  of  Tripoli), 

Louise  Terrell-William  Robyn  10 
DANCE  RECORDS 
Avalon — Just  Like  a  Gypsy — Medley  Fox-trot, 

F.  Grassy  Elias-F.  M.  Alvarez  12 
Best  Ever  Melody — One-step, 

Paul  Whiteman  and  his  Ambassador  Orch.  12 
Whispering — Fox-trot, 

Paul  Whiiteman  and  his  Ambassador  Orch.  10 
The  Japanese  Sandman — Fox-trot, 

Paul  Whiteman  and  his  Ambassador  Orch.  10 
BLUE  LABEL  RECORDS 

Drowsy  Baby   Olive  Kline-Elsie  Baker  10 

In   the  Afterglow  Elsie  Baker  10 

Waiting  for  the  Sun  to  Come  Out, 

Lambert  Murphy  10 
I  C)annot  Sleep  Without  Dreaming  of  You, 

Lambert  Murphy  10 
RED  SEAL  RECORDS 
Frances  Alda,  Soprano 
By  the  Waters  of  Minnetonka  (An  Indian  Love 

Song)   Cavanass-Lieurance  10 

Gabriella  Besanzoni,  Contralto — In  Italian 
Trovatore — Stride  la  Vampal  (Fierce  Flames  are 

Soaring)   Verdi  10 

Sophie  Braslau,  Contralto 
Ever  of  Thee  I'm  Fondly  Dreaming,  Linley-Hall  10 

Enrico  Caruso,  Tenor — In  Spanish 
A  Granada  (To  Granada), 

F.  Gras  y  Elias-F.  M.  Alvarez  12 
Mischa  Elman,  Violinist 
(Piano  accompaniment  by  Josef  Bonime) 

Nocturne  (Op.  54,  No.  4)  Grieg-Elman  12 

Amelita  Galli-Curci,  Soprano — In  Spanish 

Clavelitos   (Carnations)   Valverde  10 

(>RviLLE  Harrold,  Tenor 

When  Your  Ship  Comes  In  Lily  Strickland  10 

Edward  Johnson,  Tenor — In  Italian 
Fedora — amor  ti  Vieta  di  non  araar  (My  Love 

Compels   Thy   Love)  Giordano  10 

Fritz  Kreisler,  Violinist 
Chanson    Indoue    (A    Song   of    India)  (From 

"Sadko")   Rimsky-Korsakow-Kreisler  10 

John  McCormack,  Tenor 

Thank  God  for  a  Garden  Teresa  Del  Riego  10 

Sergei  Rachmaninoff,  Pianist 
Prelude  in  G  Major  (Op.  32,  No.  5), 

Rachmaninoff  12 
Renato  Zanelli,  Baritone — In  Italian 
Zaza — Zaza,  piccola  zingara  (Zaza,  Little  Gypsy), 

Leoncavallo  10 


AEOLIAN  CO. 

OPERATIC  SELECTION 

30108  Don  Giovanni — La  ci  darem  la  mano  (Thy 
little  hand,  love)  (Mozart).  Soprano  and 
baritone.    Vocalion  orch.  accomp., 

Rosa  Raisa  and  Giacomo  Rimini  10 
STANDARD  SELECTIONS 
48000  Ah,  Moon  of  My  Delight— Persian  Garden  (Leh- 
man).   Tenor,  Vocalion  orch.  accomp., 

Colin  OMore  12 
Come  Into  the  Garden,  Maud  (Balfe).  Tenor, 
Vocalion  orch.  accomp  Cx)lin  O'More  12 

30109  My  Old  Kentucky  Home  (Foster).  Soprano, 
Vocalion  orch.  accomp.. 

May  Peterson  and  Quartet  10 

30110  In  the  Gloaming  (Harrison).  Baritone,  Vocalion 
orch.  accomp., 

John  Charles  Thomas  and  Quartet  10 
INSTRUMENTAL  SELECTION 

30111  Souvenir  (Drdla).    Violin,  piano  accomp., 

Sasha  Culbertson  10 

HAWAIIAN  SELECTIONS 
14101  Naughty  Waltz  (Sol  Levy),  Ferera  and  Franchini  10 
Sweet  Hawaiian  Moonlight  (Klickman), 

Ferera  and  Franchini  10 
POPULAR  SELECTIONS 
10      14102  Japanese  Sandman  (Egan  and  Whiting).  Orch. 

accomp  Crescent  "Trio  10 

Sweetie  O'Mine  (Van  Alstyne).    Orch.  accomp., 

Sam  Ash  10 
My  Little  Bimbo  Down  on  Bamboo  Isle  (Don- 
aldson).   Orch.  accomp  Ernest  Hare  10 

When  I  See  the  Love  Thiey  Waste  on  Babies 

(Art  Johnson).     Orch.  accomp.  .  .Ernest  Hare  10 
Sally  Green  (The  Village  Vamp)    (Jerome  and 

White).    Orch.  accomp.  .Harmonizer's  Quartet  10 
You  Tell  'Em  (Nat  Osborne).     Orch.  accomp., 

Billy  Jones  10 

Cohen's  New  Automobile  (Silver), 

Monroe  Silver  10 
The  Face  on  the  Bar-room  Floor  (Silver), 

Monroe  Silver  10 
DANCE  SELECTIONS 
Can  You  Tell  (Sullivan-Miller-Handman).  Fox- 
trot from  "The  Ed.  Wyno  Carnival."  Played 
by  Ray  Miller's  Black  and  White  Melody  Men  10 
Rose  of  Spain  (Miller-Brown-Fazioli).  Fox-trot. 
Played  by, 

Ray  Miller's  Black  and  White  Melody  Men  10 

14107  Granada  (Norman  Spencer).  Fox-trot. 
Played  by  Harry  A.  Yerkes'  Dance  Orchestra  10 

Wond'ring  (David).  Fox-trot. 

Played  by  Harry  A.  Yerkes'  Dance  Orchestra  10 

14108  Mystic  Nile   (Green   and  Pierce).  Fox-trot. 
Played  by  Harry  A.  Yerkes'  Dance  Orchestra  10 

Just  Like  the  House  Jack  Built  (Grant  and 
Atterbridge).  Fox-trot  from  "Cinderella  on 
Broadway." 

Played  by  Harry  A.  Yerkes'  Dance  Orchestra  10 


14103 


14104 


14105 


10 
10 

10  14106 


50400 
50667 

50669 

50670 

50671 

80544 
80547 

80548 

82571 

82193 
82194 


Raggylug    (Adapted   from   Seton-Thompson).  A 

bed-time  story  Alice  Goddard 

The   First  Woodpecker    (North  Amerian  Indian 

Myth).    A  bed-time  story  Alice  Goddard 

Backyard  (x)nversation  Between  Mrs.  Reilly  and 

Mrs.   Finnegan  Ada  Jones  and  Steve  Porter 

Cohen  On  His  Honeymoon  Monroe  Silver 

The  Rosary   (Nevin).  Xylophone, 

Creatore  and  His  Band 
Miserere — II  Trovatore  (Verdi).    With  duet  for 

cornet  and  trombone  Creatore  and  His  Band 

Barcarolle — Tales  of  Hoffmann  (Offenbach-"Fris- 

coe").  Xylophone. .  (Signor)  Lou  Chiha  "Friscoe" 
The  Rosary   (Nevin).  Xylophone, 

(Signor)  Lou  Chiha  "Friscoe" 
Hawaiian  Smiles  (M.  Earl), 

Waikiki  Hawaiian  Orchestra 
Wailana  Waltz  (Drowsy  Waters)  (Old  Hawaiian 

Melody).  Guitar  duet. ..  .Toots  Paka's  Hawaiians 
Semper  Fidelis  March  (Sousa), 

New  York  Military  Band 
Trumpeters'  Carnival— March  Militaire  (Losey), 

New  York  Military  Band 
Come  Into  the  Garden,  Maud  (Balfe).  Tenor, 

Hardy  Williamson 
In  the  Afterglow  (Grey).  Contralto .. Marie  Morrisey 
When  I'm  Alone,  I'm  Lonesome  (Brett-Jacobs). 

Soprano   Leola  Lucey 

The  Quilting  Party.  Baritone, 

Thomas  Chalmers  and  Mixed  Chorus 
Morning,  Noon  and  Night  in  Vienna  Overture 

(Von  Suppe).  Xylophone.  .George  Hamilton  Green 
A    Spring    Morning— Intermezzo  (Ring-Hager). 

Whistling   Sibyl  Sanderson  Fagan 

Morte    d'    Otello    (Death    of    Othello)— Otello 

(Verdi).    Tenor,  in  Italian. ...  Giovanni  Zenatello 
Pur  ti  riveggo,   mia  dolce   Aida   (I   See  Thee 
Again,  My  Sweet  Aida) — Aida  (Verdi).  So- 
prano and  tenor,  in  Italian, 

Marie  Rappold  and  Giovanni  Zenatello 
They  All  Love  Jack    (Adams).  Bass-baritone, 

Arthur  Middleton 
The   Warrior's    Song    (Ryder).  Bass-baritone, 

Arthur  Middleton 
Spanish  Dance  (Granados-Kreisler) .  Violin, 

Albert  Spalding 

Romance    (Svendsen).     Violin  Albert  Spalding 


29062 
29063 


4103 
4104 

4105 

4106 

4107 

4108 

4109 

4110 

4111 

4112 
4113 

4114 

4115 

4116 
4117 

4118 

4119 

4120 
4121 

4122 

4123 

4124 
4125 


EDISON  AMBEROL  RECORDS 


ROYAL  PURPLE  RECORDS 
Scherzo — Tarentelle  (Wieniawski).  Violin,  piano 

accomp.   by   Andre  Benoist  Albert  Spalding 

Hear    Mel    Ye    Winds    and    Waves! — Scipio — • 
Recitative   from  Julius  Caesar    (Handel,  arr. 

by  A.  L.)  Arthur  Middleton 

REGULAR  LIST 

Chili  Bean  (A.  Von  Tilzer)  ....Billy  Murray 

That  Old  Fashioned  Mother  of  Mine  (Nicholls). 

Tenor  ,  Talbot  O'Farrell 

Your    Voice    Came    Back    to    Me  (Keithley). 

Soprano   Gladys  Rice 

Manyana  (Fier).    Fox-trot,  for  dancing, 

Lenzberg's  Riverside  Orchestra 
When  the  Harvest  Moon  Is  Shining  (H.  Von 

Tilzer).  Tenors. ...  Charles  Hart  and  Lewis  James 
Alice  Blue  Gown — Irene   (Tierney).  Contralto, 

Helen  Clark 

What's  the  Good  of  Kicking,  Let's  Go  'Round 

With  a  Smile  (Donaldson)  Maurice  Burkhart 

Bound  in  Morocco  (Herscher).    Fox -trot. 

Green  Brothers'  Novelty  Orchestra 
Homeward  March  (Kimmel).    Accordion,  Piano- 
forte by  Joe  Linder  John  J.  Kimmel 

Polly  (Richmond).  Male  voices. ...  Premier  Quartet 
Valse  Caprice,  No.  1   (Frosini).  Accordion, 

P.  Frosini 

Tired  of  Me  (Donaldson).  Tenor, 

George  Wilton  Ballard 
Dance-O-Mania   (Gilbert-Cooper).     Fox-trot,  for 

dancing  Lenzberg's  Riverside  Orchestra 

Mississippi  Bound  (Straight)  Al  Bernard 

Love  Nest — Mary  (Hirsch).  Contralto  and  tenor, 

Louise  Terrell  and  George  Wilton  Ballard 
Mammy's  Good-Night  Lullaby  (H.  Von  Tilzer). 

Male  voices  Crescent  Trio 

Missy  (Introducing  "Rainbow  of  My  Dreams"). 

Medley    Fox-trot,    for    dancing.  Saxophone, 

accordion  and  piano.. Rudy  Wiedoeft's  Palace  Trio 
Washington  Grays  March  ((Jrafulla),  C)onway's  Band 
Wailana  Waltz  (Drowsy  Waters).    Guitar  duet. 

Toots  Paka's  Hawaiians 
It  Pays  to  Serve  Jesus  (Huston).    Soprano  and 

tenor  Mr.  and  Mrs.  George   E.  Nhare 

Pretty   Little   Cinderella    (Vincent).  Contralto 

and  tenor, 

Louise  Terrell  and  George  Wilton  Ballard 
I'm  in  Heaven  When  I'm  in  My  Mother's  Arms 

(Ager).     Contralto  Helen  Clark 

Fantasia    from    "Simon    Boccanegra"  (Verdi). 
Flute  and  clarinet, 

Pietro  Caso  and  Anthony  Giammatteo 


PATHE  FRERES  PHONOGRAPH  CO. 


10 
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POPULAR  SUPPLEMENT  NO.  38 
POPULAR  VOCAL 
20466  The  Body's  Upstairs  (Feldman).    Baritone,  piano 

accomp  Jack  Norworth 

Lonesome     Alimony      Blues      (Tracy-Hanley) . 
Baritone,  piano  accomp  Jack  Norworth 

22435  Sally  Green  (The  Village  Vamp)  (Kalmar-Ruby- 

Jerome-White).      Comedienne  Patricola 

What   Cha   Gonna   Do   When  There   Ain't  No 
Jazz?   (Leslie-Wendling) .  Comedienne, 

Patricola 

22436  In  Babyland  (Perkins).  Baritone ..  .Ernest  Hare 
Down    in    Chinatown     (Meyer-Hulton).  Male 

quartet  The  Harraonizers 

22437  Jingia.-Bula-Jingjjing  (Lewis-Young-Jerome). 

TenoT   Billy  Jones 

Read    'Em    and    Weep,    from    "Come  Seven" 
(Bernard- Haenschen).     Tenor.... Al  Bernard 

22438  Old  Pal  (Why  Don't  You  Answer  Me?  (Lewis- 

Young- Jerome).     Tenor  Lewis  James 

(Continued  on  page  232) 


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232 


THE   TALKING   MACHINE  WORLD 


October  IS,  1920 


ADVANCE  RECORD  BULLETINS  FOR  NOVEMBER— (Continued  from  page  231 ) 


Boys 
Fox- 


My    Dear    Old   Rose    (Robe-Winne) .  Baritone, 

-     Elliott  Shaw 

22439  Whispering  (Schonberger).     Male  trio. 

Crescent  Trio 

Let  Your  Sadness  Turn  to  Gladness  (Creamer- 
Layton) .     Tenor  duet, 

Lewis  Tames  and  Charles  Hart 

22336  Oh!  My  Lady   (Perkins)"  Sterling  Male  Trio 

22336  Put  Me  To  Sleep  in  Your  Heart,  Dear  (L*vis- 

Young-Grant).    Baritone  Turner  Roe 

HAWAIIAN 
22428  On  Hilo  Bay   (Levy).    Hawaiian  guitars, 

Ferera  and  Franchini 
Sweet  Luana  (Burt-Zamecnik).  Hawaiian  guitars, 
Ferera  and  Franchini 

DANCE 

20467  Anytime,  Any  Day,  Anywhere  (Kortlander). 
Fox-trot.    Piano  duet. 

Max  Kortlander  and  Victor  Arden 
12th   Street  Rag    (Bowman).     Fox-trot.  Piano 

duet   Max  Kortlander  and  Victor  Arden 

40212  Sudan   (Pollack).  Fox-trot, 

Joseph  Samuels'  Music  Masters 
When   I   Found   You,    from   "Poor   Little  Ritz 
Girl"  (Romberg).  Waltz, 

Joseph  Samuels'  Music  Masters 

22440  Avalon  (Jolson).  Fox-trot, 

Hatzy  Natzy's  Orchestra,  Hotel  Biltmore,  N.  Y. 
Will    You   Remember    (Ambrose-Hewitt).  Fox- 
trot  Nicholas  Orlando's  Orchestra 

22441  Fair  One  (Lewis).  Fox-trot, 

Eddie  Kuhn  and  His  Orch.,  Kansas  City,  Mo. 
When  You  Are  Mine    (Samuels-Briant).  One- 
step   Joseph  Samuels'  Music  Masters 

22442  You're  Just  Like  a  Rose,  from  "Good  Times," 

N.   Y.  Hippodrome   (Hubbell).  Fox-trot, 
Eddie  Kuhn  and  His  Orch.,  Kansas  City,  Mo. 
Toodles  (Green).  One-step, 

Green  Brothers'  Novelty  Band 
22427  Rose   of    Spain,    from   Ed.    Wynn's  "Carnival" 
(Brown- Fazioli-Miller) .  Fox-trot, 
Ray   Miller's  Black  and  White  Melody 
Can  You  Tell  (SuUivan-Miller-Handman) . 
trot, 

Ray   Miller's  Black  and  White  Melody   Boys  10 

Regtdar-Pathe  November  List 

CAPTIVATING  OLD  NEGRO  FOLK  SONGS 

22415  Who'll  Be  a  Witness  (Negro  Folk  Song), 

Biddle  University  Quintet,  unaccomp. 
Heaven  (Neg:ro  Folk  Song), 

Biddle  University  Quintet,  unaccomp. 
STANDARD  SONGS   SUNG  IN  ENGLISH 

27031  The  Lass  With  the  Delicate  Air  (Spicker-Arne). 

Soprano   Helen  Yorke 

O  Little  Songs  (Lowrey-Silberta).  Soprano, 

Helen  Yorke 

25044  A  Southern  Lullaby  (Terry).  Baritone, 

Percy  Hemus 
Roses  of  Memory  (Hamblen).  Baritone, 

Percy  Hemus 

25045  O   For   the   Wings  of   a   Dove  (Bartholoinew- 

Mendelssohn).     Soprano  Alice  Godillot 

At  Parting  (Peterson-Rogers).  Soprano, 

Alice  Godillot 

WONDERFUL  INSTRUMENTAL  NOVELTIES 

27032  Shepherd's  Hey  (Grainger).    Piano  solo, 

Rudolph  Ganz 

Country  Gardens,  No.  22  (Grainger).  Piano  solO', 

Rudolph  Ganz 

22417  Medley  of  Country  Reels.  Introducing  "Keltons 
Reel,"  "The  Devil's  Dream,"  "Arkansas  Trav- 
eller," "Old  Zip  Coon,"  "Chicken  Reel," 
"Half-Penny    Reel."     Violin,    piano  accomp., 

Joseph  Samuels 

Medley  of  Country  Jigs.  Introducing  "St.  Pat- 
rick's Day  in  the  Morning,"  "Mysteries," 
Moll  in  the  Wad,"  "Tivoli,"  "Jackson  Fancy," 
"Garry    Owens,"    "Haste    to    the  Wedding." 

Violin,  piano  accomp  Joseph  Samuels 

NEW  BAND  AND  ORCHESTRA  RECORDS 
40203  Maritana  Overture,  Part  I  (Wallace) 

Versailles  Military  Band 
Maritana  Overture,  Part  II  (Wallace), 

Versailles  Military  Band 

22416  Summer  Showers  (Logan).  Intermezzo, 

Pathe  Concert  Orchestra 
'Carnations  (Albers) ...  .Pathe  Concert  Orchestra 
NEW  OPERATIC  RECORDS 

54052  La  Sonnarabula  (Bellini)  "Prendi  I'anel  ti  dono" 

(Take  Now  This  Ring).    Tenor,  in  Italian, 

Tito  Schipa 

54053  Ernani   (Verdi)   "Efnani,  Involami"    (Fly  with 

Me,   Ernani).     Soprano,    in  Italian, 

Claude  Muzio 

54054  The  Bird  of  the- Wilderness  (Tagore-Horsman). 

Soprano   Yvonne  Gall 

TENOR  AND  BARITONE  SACRED  DUETS 
22401  Jesus   I   Come    (Sleeper-Stebbins).     Tenor  and 
baritone  duet.. Lewis  James  and  Harold  Wiley 
Leaf  by  Leaf  the  Roses  Fall   (Bishop).  Tenor 
and  baritone  duet, 

Lewis  James  and  Harold  WileylO 


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12 


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9072 


9073 


9074 


9075 


9076 


9077 


9078 


9079 


GENNETT  LATERAL  RECORDS 

Down  the  Trail  to  Home,  Sweet  Home  (Ernest 
R.  Ball).    Tenor-Baritone  duet,  orch.  accomp., 

Bell-Sharpe 

When  Honey  Sings  an  Old  Time  Song  (Carey). 
Tenor-Soprano  duet,   orch.  accomp., 

Ballard-Lennox 
The  Simple  Simon  Party  (Montgomery).  Tenor 

solo,   orch.   accomp  Billy  Murray 

A  Hundred  Years  Ago  (Ringle-Schofer-Bennett). 

Tenor,  orch.  accomp  .^rthur  Hall 

Souvenir  of  Switzerland  (Liberati).  Cornet 
solo,  accompanied  by  Floridia's  Orch., 

Pietro  Capodiferro 
0>lumbia    (Polka).     Cornet    solo,  accornpanied 

by   Floridia's   Orch  Pietro  Capodiferro 

Rose  of  Spain  (Brown-Fozioli-Miller), 

Ray  Miller's  Black  and  White  Melody  Boys 
June  Medley — Fox-trot.    Intro:  "Can  You  Tell." 
(Miller-Brown-Sullivan), 

Ray  Miller's  Black  and  White  Melody  Boys 
Aloha  Land   (Walter  Herzer), 

Honolulu    Trio,    Ferera,     Franchini    and  Green, 
Hawaiian  Guitars  and  Xylophone. 
Hawaiian     Twilight — One-step  (Sherwood-Van- 
dersloot), 

Ferera  and  Franchini,  Hawaiian  Guitars 

The  Broadway  Blues  (Morgan-Swanstrom) . 
Tenor,  orch.  accomp  Al  Bernard 

Read  'Em  and  Weep  (Bcrnard-Haenschen). 
■fcnor,  orch.  accomp  Al  Bernard 

My  Little  Bimbo  (Donaldson-Clark).  Tenor, 
orch.  accomp  Billy  De  Rex 

You  Ought  to  See  Her  Now  (Pease-Nelson-Rus- 
sak).     Tenor,   orcli.    accomp  Arthur  Hall 

Nearer  My  God  to  Thee  (Mason).  Tenor-Bari- 
tone duet,  orch.  accomp.  .Charles  Hart-Elliott  Shaw 


Where  Is  My  Wandering  Boy  To-night  (Lowry). 
Tenor   solo,    orch.    accomp  Chas.  Hart 

9080  Only  a  Little  Word  (Sacred).     Contralto,  orch. 

accorap  ■  Ethel  Toms 

So    Near    the    Kingdom    (Sacred).  Contralto- 
Baritone  duet,  orch.  accomp., 

Robert  Carr-Ethel  Toms 

9081  Stars  and  Stripes  Forever — March  (Sousa), 

His  Majesty's  Scots  Guards  Band 
Bells  of   Victory    (With   Chimes)  (Gay), 

His  Majesty's  Scots  Guards  Band 

9082  Beautiful  Birds,  Sing  On  (J.  Howe).  Baritone, 

orch.  accomp  Robert  Carr 

Two   Eyes  ol   Grey   (Daisey  McGeoch).  Tenor 
solo,    Harold    Elliott;    violin    obligato,    by  Franz 
(jerkin;  piano,  by  Hugo  Manself. 

9084  Miserere   (11  Trovatore)    (Verdi).     Violin,  flute 

and  harp   jVlozart  Trio 

Barcarolle    (Tales    of    Hoffmann)  (Offenbach). 
Violin,    flute   and   harp  Mozart  Trio 

9085  Deep  Blue   Sea   (Breuer).     Piccolo   solo,  violin 

and  piano  accomp  W.  G.  Walker 

Scherzo  Sylvia  (Le  Thiere).    Piccolo  solo,  violin 
and  piano  accomp  W.  G.  Walker 

9083  On    the    Lake     (Whitlock).      Xylophone  solo, 

orch.   accomp  Fred  White 

The  Messengers  March   (Whitlock).  Xylophone 
solo,   orch.  accomp  Fred  White 


20024 

20027 

50033 

20025 
20026 
20028 

33067 


10  33063 
10 
10 
10 


PARAMOUNT  RECORDS 

VOCAL  RECORDS 
Down  the  Trail  to  Home,  Sweet  Home.  Vocal 

solo   Helen  Bell  Rush 

I'm  in  Heaven  When  I'm  in  My  Mammy's  Arms. 

Vocal  solo   Jack  Landauer 

Whatcha  Gonna  Do  When  There  Ain't  No  Jazz. 

Comedienne  with  Orch  Flo  Bert 

Sweet  Mamma.     Comedienne  with  Orch.... Flo  Bert 

A  Dream.     Tenor  solo  Ernest  Davis 

The  Rosary.     Tenor  solo  Ernest  Davis 

DANCE  RECO'RDS 
Love  Boat.  For  dancing.  . Selvin's  Novelty  Orchestra 

Bells.     For  dancing  Newport  Society  Orchestra 

Whispering.      Fox-trot ....  Newport  Society  Orchestra 

Avalon.     Fox-trot  Selvin's   Novelty  Orchestra 

Fair    One.     Fox-trot  Real  Art  Trio 

Gra-Na-Da.     Fox-trot  Real  Art  Trio 

INSTRUMENTAL  RECORDS 
Kiss  Me  Again.    Violin,  saxophone,  piano. 

Old  Homestead  Trio 
A  Perfect  Day.    Violin,  saxophone,  piano. 

Old  Homestead  Trio 
69th  Regiment  March.     Military  Band, 

Lt.  Ridgely's  69th.  Reg.  Band 
Rainbow  March.     Military  Band, 

Lt.  Ridgely's  69th.  Reg.  Band 


4148 
4169 

4170 
4173 
4174 
4175 

4176 
4177 

4163 

4164 

4165 

4166 
4167 

4168 

4171 

4172 

4178 


OKEH  RECORDS 

I'm   Waiting   for   Ships   That   Never   Come  In. 

Baritone,   with  Orch  Elliott  Shaw 

I'm   On    My   Way.     Male   quartet,    with  Orch. 

Shannon  Four 
Crazy  Blues.     Popular  "Blues"  song, 

Mamie  Smith  and  tier  Jazz  Hounds 
It's  Right  Here  For  You  (If  You  Don't  Get  It— 

'Taint  No   Fault  o'    Mine).    Popular  "Blues" 

song  Mamie  Smith  and  Her  Jazz  Hounds 

My    Little    Bimbo   Down    on   the   Bamboo  Isle. 

Tenor,   with   Orch  Billy  Jones 

Chili     Bean     (Eenie-Meenie-Minie-Mo).  Tenor, 

with  Orch  Billy  Jones 

When  I  Look  in  Your  Wonderful  Eyes.  Male 

Trio,  with  Orch  Crescent  Trio 

I'd  Be  Good,  Yes,  For  &3od.  For  a  Good  Girl. 

Male   quartet,   with   Orch  Shannon  Four 

That  Old  Irish  Mother  of  Mine.    Male  trio,  with 

Orch  Sterling  Trio 

Ev'rything   About    You   Tells   Me   That  You're 

Irish.     Contralto,  with  Orch  Ada  Jones 

Just    Like   a    Gypsy    (From    the    musical  play, 

"Ladies  First").    Male  trio,  with  Orch., 

Sterling  Trio 

Good-bye,  Sunshine,  Hello,  Moon!  CFrora  the 
musical  show,  "Ed.  Wynn's  Carnival").  Tenor, 
with   Orch  Sam  Ash 

Norah  Acushla!  Tenor,  with  Orch.  .Will  Oakland 

Little  Town  in  the  Ould  County  Down.  Tenor, 
with    Orch  "...Henry  Burr 

Mauna  Kea  o'  Hawaii  (The  High  Peaks  of 
Hawaii).  Hawaiian  yodeling.  Tenor,  accomp. 
by   ukulele  Prince   Lei  Lani 

Mahina  Malamalamala.     Hawaiian  guitar  duet, 

Ferera- Franchini 

The  Love  Nest.  Introducing  chorus  of  "Mary," 
from  musical  play,  "Mary."  Fox-trot, 

Rudy  Wiedoeft's  Palace  Trio 
Bells   (F^rom  "Ziegfeld  Follies  of  1920").  Fox- 
trot  Rega  Dance  Orchestra 

A  Young  Man's  Fancy.  Fox-trot, 

Rega  Dance  Orchestra 
Scandal    Walk.      Introducing    chorus    of  "Idle 
Dreams,"   from   "George   White's   Scandals  of 
1920."    Fox-trot ..  Rudy  Wiedoeft's  Palace  Trio 
Cuban  Moon.  Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boys 
Granada.  Fox-trot, 

Green  Brothers'  Novelty  Band 

June.  Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boy? 
Hold  Me.  F"ox-trot.  .Joseph  Samuels'  Jazz  Band 
Whispering.  Fox-trot, 

Ray  Miller's  Black  and  White  Melody  Boys 
Dreaming    Blues    (From    "Ziegfeld's  Midnight 
Frolic").  Fox-trot.  .Joseph  Samuels'  Jazz  Band 
The    Japanese     Sandman.      Fo.x-trot.  Nathan 
Glantz,    Saxophone,    with    Rega    Dance  Orch. 
In  the  Land  of  Rice  and  Tea.  Fox-trot, 

All  Star  Trio  ( Arden-Green-Wadsworth) 
Don't  You  Remember  the  Time?  Waltz, 

Rega  Dance  Orchestra 

Take  Me.  Fox-trot, 

Joseph  Knecht's  Waldorf-Astoria  Dance  Orch. 
Will  You  Remember  or  Will  You  Forget?  Fox- 
trot  Joseph  Knecht's 

Waldorf-Astoria  Dance  Orchestra 
Romance.  Waltz. 

Jos.  Knecht's  Waldorf-Astoria  Dance  Orch. 
That   Cat  Step    (A   Modern   Polonaise — The  Cat 

Step)   Rega  Dance  Orchestra 

I'm  a  Jazz   Vampire.  Fox-trot, 

Rega  Dance  Orchestra, 
with  Incidental  Saxophone  by  Bennie  Krueger 


10 
10 
10 

10 
10 
10 
10 
10 
10 
10 

10 


10 
10 


10 


10 
10 


10 
10 


10 


10 
10 


10 


10 
10 


10 
10 


10 
10 


10 
10 


10 
10 


10 


10 


10257  Cuban  Moon  (Spencer-McKiernan).  Fox-trot, 

All  Star  Trio 
I'll  Buy  the  Blarney  Castle   (And  Raise  a  Lot 
of    Shamrocks    for    You)     (Curtis  Gordon). 
One-step   Green  Bros'.  Novelty  Band 

10258  Hold  Me    (Hickman-Black).   Fox-trot. All   Star  Trio 
Silver  Water   (Harry  Von  Tilzer).  Fox-trot, 

Plantation  Dance  Orch. 

10245  Tell   Me  Little   Gypsy.     Medley.     Intro.  "Girl 

of    My    Dreams,"     From     "Ziegfeld  Follies 
of  1920"   (Irving  Berlin).    Fox-trot.  .Vernon  Trio 
Sunny  Tennessee    (Ted   Fiorito).  Waltz, 

Sanford's  Famous  Dance  Orch. 

10259  In  the  Land  of  Rice  and  Tea  (Straight-Biese). 

Fo.x-trot   All   Star  Trio 

Sudan    (Lew  Pollack).  Fox-trot, 

Green  Bros'.  Novelty  Band 

10261  Chili     Bean     (Eenie-Meenie-Minie-Mo)  (Albert 

Von  Tilzer).     Fox -trot, 

Josej)h  Samuels'  Music  Masters 
When   You   Are   Mine    (Samuels-Briant).  One- 
step   Wiedoeft-Waasworth  Trio 

10246  Fair  One  (George  Mallon).  Fox-trot, 

Eddie  Kuhn's  Dance  Specialists 
Rose  of  Bagdad   (Morton  Roslyn).  Fox-trot, 

Eddie  Kuhn's  Dance  Specialists 

10260  You're    Just    Like    a    Rose.     Medley.  Intro.: 

"Hello  Imagination,"  From  "Good  Times," 
Hippodrome,     N.     Y.      (Raymond  Hubbell). 

Fox-trot   Ruby  Wiedoeft's  Palace  Trio 

Take  Me   (Senua-C^rio).  Fox-trot, 

Rudy   Wiedoeft's  Palace  Trio 

10247  Ragadora    (Abe  Olman).  One-step, 

Merry    Melody  Men 
Bow-Wow   (Wadsworth-Albert).  One-step, 

Saxi  Holtsworth  Harmony  Hounds 

10248  Slumberland   (Jesse  Winne).  Waltz, 

Sanford's   Famous   Dance  Orchestra 
Susan    (Dave   Kaplan).  Fox-trot, 

Green  Brothers'  Novelty  Band 

10249  Liver   and   Bacon    (Rudy   Wiedoeft).  Fox-trot, 

Wiedoeft-Wadsworth  Trio 
Don't    Take    Away    Those    Blues  (McKiernan- 
Spencer).  Fox-trot, 

Eddie  Kuhn's  Dance  Specialists 
SONG  HITS 

10243  That  Naughty   Waltz    (Stanley-Levy).  Soprano 

and  Contralto  duet,  orch.  accomp., 

Vivian  Holt-Lillian  Rosedale 
Moonlight    in    Mandalay    (Yellen-Olman) .  So- 
prano and  Contralto  duet,  orch.  accomp., 

Vivian  Holt-Lillian  Rosedale 

10255  Ding-A-Ring     (Wilson-Bibe-Schuster) .  Comedy 

song,   orch.  accomp  Fred  Hillebrand 

Let's  Fill  the  Old  Oaken  Bucket  With  a  Rag- 
time Melody  (Jack  Stern).  Baritone  solo, 
orch.   accomp  Arthur  Fields 

10244  You  Tell   'Em   (Osborne- Dunkerly).  Character 

song,^  orch.  accomp  Billy  Jones 

How  Did  I  Overlook  You  (Jack  Stern).  Tenor 
solo,  orch-  accomp  Irving  Kaufman 

10256  You're  the  Only  Girl  That  Made  Me  Cry  (Fred 

Fisher).     Tenor  solo,   orch.  accomp., 

Irving  Kaufman 
I  -Want  to  Go  to   the  Land  Where  the  Sweet 
Daddies  Grow   (Moran-Von  Tilzer).  Novelty 

song,  orch.  accomp  Irving  and  Jack  Kaufman 

STANDARD  AND  NOVELTY  SELECTIONS 

10250  Hawaiian  Twilight  (Carl  D.  Vandersloot).  Ha- 

waiian Guitars   Ferrari-Franchini 

Mahina  Malamalamala.     Hawaiian  Guitars, 

Ferrari-Franchini 

10262  Witch    of    the    Waves.      Medley,    intro.  "Half 

Penny,"    "Parnell's,"    "Temperance,"  "Blod- 
gett's"  Irish  Reels.  ..  .Joseph  Samuels-Larry  Briers 
Miss    Johnson's    Party.      Medley,    intro.  "Mis- 
sissippi,"    "Fischers,"      "Ladies'  Triumph," 
"Saratoga."     Irish  hornpipes, 

Joseph  Samuels-Larry  Briers 

10251  Armorer's  Song.     From  "Robin  Hood"  (Smith- 

DeKoven).    Bass  solo,  orch.  accomp. .  Charles  Laird 
Asleep  in  the  Deep   (Petrio-Lamb).     Bass  solo, 
orch.  accomp  Charles  Laird 

10252  Sweet  and  Low   (Joseph  Barnby).     Male  quar- 

tet  Stellar  Quartet 

Sweet  Genevieve  (Henry  Tucker).  Male  quar- 
tet   Stellar  Quartet 

10253  The  Wedding  of  Uncle  Josh  and  Aunt  Nancy. 

Humorous  sketch  C!al  Stewart  and  (Company 

Evening  Time  at  Pun'kin  Centre.  Humorous 
sketch   Cal  Stewart  and  Company 


21185 

21186 
21187 

21188 

31163 

31164 
31165 

31166 
71110 


EMERSON  PHONOGRAPH  CO. 

LATEST  DANCE  RECORDS 
10254  Avalon  (Al  Jolson).   Fox-trot .  Plantation  Dance  Orch. 
Go  To  It  (Curtis  (^rdon).  One-step, 

Gpeen  Bros'.   Novelty  Band 


OPERAPHONE  CO.,  INC. 


POPULAR  VOCAL 
The  Japanese  Sandman  (Egan-Whiting).  Orch. 

accomp  Orpheus  Trio 

Moonlight  in  Mandalay  (Yellen-Ohlman).  Tenor 
and  baritone  duet,  Shaw  Orch.  accomp., 

Lewis  James  and  Elliott  Shaw 
Yum-I-Ytim-I-Yum    (Simpson-Bennett).  Tenor, 

Orch.  accomp  Billy  Jones 

Marcelle      (Kalmar-Ruby).       Baritone,  Orch. 

accomp  George  J'essel 

When  I  Looked  in  Your  Wonderful  Eyes  (Os- 
borne-Dunkerley).     Baritone,  Orch.  accomp., 

Ernest  Hare 

The  Love  Boat,  from  "Ziegfeld  Follies  of  1920" 
(Buck-Herbert).    Baritone,  Orch.  accomp., 

Elliott  Shaw 

Pretty    Kitty    Kelly    (Pease-Nelson).  Soprano, 
Orch.  accomp  Marjie  Dow 

When  I   See  All   the  Loving  They  Waste  on 
Babies      (DeRob-VVard-Johnson).  Baritone, 

Orch.  accomp  John  Young 

DANCE 

Whispering    (Schonberger).  Fox-trot, 

Ted  Gilberts'  Dance  Orchestra 
Cuban  Moon   (Spencer-Kiernan).  Fox-trot, 

Joe  Johnson's  Novelty  Dance  Orchestra 
Kiss  a  Miss  (Baron).  Waltz.. Rega  Dance  Orchestra 
When  You  Are  Mine  (Samuels-Briant).  One-step, 

Ted  Gilberts'  Dance  Orchestra 
Creole  Blues  (Norworth).  Fox-trot, 

Ted  Gilberts'  Dance  Orchestra 
Ev'rybody  Calls  Me  Honey.    Introducing  "Bam- 
boola"     (Lyonsi,    Straight-Wenrich) .  Medley 

One-step   Stellar  Novelty  Band 

Toodles  (Green).    One-step. ..  .Stellar  Novelty  Band 
Tell    Me    Little   Gypsy    (Berlin).  Introducing 
"The    Girl    of    My    Dreams"    from  "Ziegfeld 
Follies  of  1920."    Medley  Fox-trot, 

Ted  Gilberts'  Dance  Orchestra 
SACRED 

I^af  By  Leaf  the  Roses  Fall  (Bishop).  Tenor 
and  baritone  duet,  Orch.  accomp., 

Lewis  James  and  Harold  Wiley 
Excelsior    (Balfe).     Tenor   and   baritone  duet, 

Orch.  accomp  Lewis  James  and  Elliott  Shaw 

STANDARD  VOCAL 
O   For   the   Wings  of   a    Dove  (Bartholomew- 
Mendelssohn).    Soprano,  Orch.  accomp., 

Marie  Clark 


« 


October  15,  1920 


THE   TALKING   MACHINE  WORLD 


233 


Some  Leading  Jobbers  ol  Talking  Machines  in  America 


RECORD  BULLETINS  FOR  NOVEMBER 

{Continued  from  page  232) 

The     Want     of     You      (Gillespie- Vanderpool). 

Baritone,  OtcH.   accomp  George  Craig 

INSTRUMENTAL 

51141  Valse    Bluette     (Drigo).      Violin    solo.  Piano 

accomp  Josephine  Simpson 

Le  Coucou  (The  Cookoo)   (Daquin).    Piano  solo, 

George  Winfield 

51142  Solid  Men  to  the  Front  (Sousa).  March, 

Operaphone  Band 
Hail  to  the  Spirit  of  Liberty   (Sousa).  March, 

Operaphone  Band 


LYRIC  RECORDS 


4229 
4230 

4231 
4232 

4233 

5225 
5226 
5227 

5228 

4805 
4704 
4904 

6215 
6216 

4224 
4225 

4226 
4227 

4228 


5222 
5223 
5224 

4803 
4804 

7203 
6214 


DANCE  RECORDS 
Japanese  Sandman.    Fox-trot.  ..  Selvin's  Novelty  Orch. 

Granada.     Fox-trot  Waldorf  Astoria  Dance  Orch. 

Sally  Green,  the  Village  Vamp.  Fox-trot, 

Jos.  Samuels  Dance  Orch. 
I   Want   to   Go   to   the   Land   Where   the  Sweet 

Daddies  Grow   .Jos.  Samuels  Dance  Orch. 

The  Cat  Step.  Fox-trot ....  J^os.  Samuels  Dance  Orch. 
When  I   Found  You.     Waltz.     From  "The  Poor 

Little  Ritz  Girl"  Jos.   Samuels  Dance  Orch. 

Snap  Your  Fingers  at  Care.    "Introducing  Tam." 
Medley     one-step     from     "Greenwich  Village 

Follies"   Yerke's   Jazzarimba  Orch. 

Anytime,   Anyday,   Anywhere.  Fox-trot, 

Yerke's  Jazzarimba  Orch. 
Oh!  Joe,  With  Your  Fiddle  and  Bow.  One-step, 

Louisiana  Five 

Land  of  Creole  Girls.     Fox-trot  Louisiana  Five 

POPULAR  SONGS 

Tired  of  Me.     Tenor  Sam  Ash 

Whispering.    Tenor   Sam  Ash 

Avalon.     Baritone   Ernest  Hare 

In  the  Dark.    Tenor   James  Price 

Pretty  Little  Cinderella.  Duet, 

Helen  Clark  and  Helen  Bell  Rush 

Rockabye   Lullaby  Mammy   Hart  and  Shaw 

Broadway  Blues.     Tenor  Billy  Jones 

Don't  Take  Away  Those  Blues.    Baritone.  .Ernest  Hare 
POPULAR  INSTRUMENTALS 

American   Patrol   Lyric   Military  Band 

Lights  Out.     March  Lyric  Military  Band 

Aloha  Land   Ferera  and  Franchini 

Honolulu  March   Ferera  and  Franohini 

Paddy  on  the  Turnpike.     Irish  reel, 

Peter  Conlon,  Irish  Accordeonist 
The  Black  Thornstick.     Irish  set, 

Peter  Conlon,  Irish  Accordeonist 
STANDARD  SONGS 

I  Hear  You  Calling  Me  Charles  Harrison 

Mother  Machree   Charles  Harrison 

Proch's  Air  and  Variations.    Soprano  solo, 

Regina  Vicarino 

Blue  Danube  Waltzes.     Soprano  solo. Regina  Vicarino 
DANCE  RECORDS 

Avalon.     Fox-trot   Selvin's  Novelty  Orchestra 

Cuban    Moon.      Fox-trot.  ..  Selvin's  Novelty  Orchestra 
Scandal   Walk.     Fox-trot. ..  Selvin's  Novelty  Orchestra 
Tell   Me,    Little   Gypsy.     Intro.    "Bells."  (Med- 
ley Fox-trot  from  "Ziegfeld  Follies  of  1920"), 

Selvin's  Novelty  Orchestra 
Whispering.       Fox-trot.  .Waldorf-Astoria  Dance  Orch. 

Romance.     Waltz   Waldorf-Astoria  Dance  Orch. 

Fair  One.     Fox-trot  Waldorf-Astoria  Dance  Orch 

I  Love  the  Land  of  Old  Black  Joe.    Medley  one- 
step.     Intro.  "Bimbo" .  .Jazzarimba  Dance  Orchestra 
Tickle  Me.    Medley  fox-trot.    Intro.  "If  a  Wish" 
and  "We've  Got  Something," 

Jazzarimba  Dance  Orchestra 
Greenwich     Village     Follies.       Medley  fox-trot. 
Intro.    "I'll   be    Your    Valentine"    and  "Sweet 

Sixteen"   Jazzarimba  Dance  Orchestra 

POPULAR  SONG  HITS 

Pretty  Kitty  Kelly.     Tenor  solo  Charles  Harrison 

That  Old  Irish  Mother  of  Mine.    Tenor  solo, 

Charles  Harrison 
When  I  Look  in  Your  Wonderful  Eyes.  Tenor 

solo   Charles  Hart 

Tripoli.    Tenor  and  baritone  .'...Hart  and  Shaw 

Bimbo   (Of  the  Bamboo  Isle).     Baritone  solo, 

Ernest  Hare 

Read  'Em  and  Weep.     Tenor  solo  Al  Bernard 

INSTRUMENTAL  RECORDS 
Comrades  of  the  Legion.    March.. Lyric  Military  Band 
General  Mix-Up  of  the  U.  S.  A.  March, 

Lyric  Military  Band 
Imp.  March.  Accordeon  duet.  . .  .Peppino  and  Perry 
Flower  of  Italy.    Waltz.     Accordeon  duet, 

Peppino  and  Perry 
OPERATIC  AND  STANDARD  SONGS 
Flower  Song.    "Carmen."    Tenor  solo. Theodore  Kittay 
Questa  O  Quella.     "Rigoletto."     Tenor  solo, 

Theodore  Kittay 
The  Last   Rose  of  Summer.     Soprano  solo, 

Regina  Vicarino 
All  Through  the  Night.     Soprano  solo, 

Regina  Vicarino 


S.  E.  KALMUS  WITH  REMINGTON 

The  Remington  Phonograph  Corp.  has  added 
an  additional  member  to  its  sales  organization 
in  the  person  of  S.  E.  Kalmus,  a  man  of  ability, 
who  will  shortly  call  upon  the  trade  in  the 
interests  of  the  Remington  phonograph  line. 
The  headquarters  of  the  Remington  Phonograph 
Corp.  in  New  York  City  are  in  receipt  of  a 
number  of  enthusiastic  letters  from  dealers  rela- 
tive to  the  first  shipments  that  have  been  re- 
ceived. Two  of  the  most  flattering  phases  of 
the  company's  sales  experiences  so  far  is  the 
fact  that  of  the  initial  orders  sent  out  70  per 
cent  of  the  dealers  have  re-ordered.  The  Rem- 
ington family  now  numbers  350  dealers. 


The  Hollebrands  Drug  Co.,  New  Sharon,  Wis , 
has  secured  the  agency  for  the  Sonora  talking 
machine. 


TEST  IT. 

OUR  VICTOR 

Record  Service 

has  a  reputation  for  efficiency. 
Suppose  you  try  it. 

E.  F.  DROOP  &  SONS  CO. 

1300  G.  STREET.  WASHINGTON.  D.  C. 
231  N.  HOWARD  STREET.  BALTIMORE.  MD 


Where  Dealers  May  Secure 

COLUMBIA 


Product 


Ready,  Full  Stocks,  and  Prompt  Deliveries 
from  Convenient  Shipping  Centers 
all  over  the  United  States. 

Distributors 

Atlanta,  Ga.,  Columbia  Graphophone  Co.,  63  N. 
Pryor  St. 

Baltimore,  Md.,  Columbia  Graphophone  Co.,  16 
South  Howard  St. 

Boston,  Columbia  Graphophone  Co.,  lOOO  Wash- 
ington St. 

BufTalo,  N.  Y.,  Columbia  Graphophone  Co.,  737 
Main  St. 

Chicago,  111.,  Columbia  Graphophone  Co.,  325  W. 
Jackson  Blvd. 

Cincinnati,  C,  Columbia  Graphophone  Co.,  317- 
321  Bast  8th  Street. 

Cleveland,  C,  Columbia  Graphophone  Co.,  1812 
East  30th  St. 

Dallas,  Tex..  Columbia  Graphophone  Co.,  316 
North  Preston  St. 

Denver,  Colo.,  Columbia  Stores  Co.,  1608  Glen- 
arm  Ave. 

Detroit,  Mich.,  Columbia  Graphophone  Co.,  115 
State  St. 

Indianapolis,  Ind.,  Columbia  Graphophone  Co., 
209  W.  Washington  St. 

Kansas  City,  Mo.,  Columbia  Graphophone  Co., 

2006  Wyandotte  St. 

Los  Angeles,  Cal.,  Columbia  Graphophone  Co., 

809  S.  Los  Angeles  St. 
Minneapolis,  Minn.,  Columbia  Graphophone  Co., 

18  N.  3rd  St. 

New  Haven,  Conn.,  Columbia  Graphophone  Co., 
206  Meadow  St. 

New  Orleans,  ta.,  Columbia  Graphophone  Co., 
517-525  Canal  St. 

New  VTork  City,  Columbia  Graphophone  Co.,  121 
West  20th  St. 

Omaha,  Neb.,  Columbia  Graphophone  Co.,  Eighth 
and  Jackson  Sts. 

Philadelphia,  Pa.,  Columbia  Graphophone  Co., 
40  N.  6th  St. 

Pittsburgh,  Columbia  Graphophone  Co.,  632-640 

Duquesne  Way. 
Salt   Lake   City,    Utali,   Columbia    Stores  Co., 

221  .South   West  Temple. 

San  Francisco.  Cal.,  Columbia  Graphophone  Co., 
130-150  Sutter  St. 

Seattle,  Wash.,  Columbia  Graphophone  Co.,  911 
Western  Ave. 

Spokane,  Wash.,  Columbia  Stores  Co.,  161  South 
Post  St. 

St.  Louis,  Mo.,  Columbia  Graphophone  Co.,  1127 
Pine  St. 

Tampa,  Ila.,  Tampa  Hardware  Co. 

Headquarters  for  Canada: 
Columbia    Graphophone    Co.,    54-56  WslllnKton 
St.,  West.  Toronto  Ont. 


Executive  Office 

COLUMBIA  GRAPHOPHONE  CO. 
Woolworth  Building  New  York 


Standard  TAi-KiiVG  MACfiiNfi  Co 

PlTTSBUK&fi 


W.  J.  DYER  &  BRO. 

DYER  B'LD'G.  ST.  PAUL,  MINN. 

NORTHWESTERN  DISTRIBUTORS 


OF  THE 


VICTOR 

Machines,  Records  and  Supplies 

Shipped  Promptly  to  all 
Points  in  the  Northwest 


Mickel  Bros.  Co. 

Omaha,  Nebraska 
Des  Moines,  Iowa 

Victor  Distributors 


Sherman.^ay&  Go* 

San  Francisco,  Los  Angeles.  Portland.  Seattle,  Spokane 
PACIFIC  COAST  DISTRIBUTORS  OF 
VICTOR  PRODUCTS 


The  PERRY  B.  WHITSIT  CO. 

Distributor!  o{ 

Victrolas  and  Victor  Records 

COLUMBUS,  OHIO 


William  Volker  &  Co.,  T:rL?nZ»  cT''' 


DISTRIBUTORS 
Complete  Pathephone  and  Pathe  Record  Stocks. 
The  belt  proposition  for  the  progressive  dealer. 


Wholesale  Exclusively 

EASTERN  TALKU^  MACHINE  CO. 

85  Essex  Street,  Boston 

VICTOR  DISTRIBUTORS 


234 


THE   TALKING   MACHINE  WORLD 


October  15,  1920 


Q-S- 


INDEX -lO  ADVERTISERS 


^  V  -  9 


A 

Acme  Die   Casting   Corp   42 

Acme  Enaineering  &  Mfg.  Co   149 

Adora  Phono.  Co  ,   209 

Aeolian  Co   114 

Aeolian   Co.,   Chica-o    145 

Aeolian  Co.,  Cincinnati    20 

Alto   Mfe.   Co   143 

Altschul,  Frederick  P   166 

American  Mica  Works    92 

American  Phono.   Co   215 

American  Talking  Machine  Co   168 

American  Walnut  Mfrs.   Ass'n    187 

Andrews,  W.  D.,  &  C.  N   101 

Armstrong  Furn.  Co   55 

Arto  Co   215 

Astoria  Mahoganv   Co   50 

Ausonia  Reed  Mfg.  Co   218a 

Automatic  Container  Co   147 

B 

B  &  H  Fibre  Co   161 

Badger  State  Cab.  Co   223 

Badger  Talking  Machine  Co   189 

Bagshaw  Co.,  W.  H   84 

Bahr,  W   82 

Bamhardt  Bros.  &  Spindler  29,  153 

Beecroft,    Clement    193 

Bell  Hood  Needle  Co.   92 

Blackman  Talking  Machine  Co   172 

Blue  Bird  T.  M.  Co   167 

Bond's  Graphophone  Shoo    43 

Bon-Ton  Mfg.  Co  '   77 

Booth  Felt  Co.,  Inc   82 

"Brilliantone  Steel  Needle  Co   33 

British  Polyphon  Co   226 

Brooks  Mfg.  Co   194 

Bruno  &  Son,  Inc.,  C  52,  104,  108.  129,  163,  209 

Brunswick-Balke-Collendcr  Co... Insert  following  page  18 

Bubble  Book  Sales  Corp   14 

Buegeleison  &  Jacobsou    38 

Buehn  Co.,  Louis    98 

Buffalo  T.  M.  Co   35 

Bush  &  Lane    80 


c 

Cabinet  &  Accessories  Co   189 

Cardinal  Phono.  Co,    198 

Carpenter  Paper  Co   62 

Cathedral  Phono.   Corp   218d 

Celina  Spec.  Co   129 

Central  Music  Sales  Co   189 

Charmaphone  Co   203 

Cheney  Talking  Machine  Co   17 

Cherington  Mfg.  Co   152 

Chicago  Talking  Machine  Co   138 

Cirola  Phono.  Co   16 

Classified  Want  Ads  223,  224 

Columbia  Graphophone  Co.. 12,  13,  18,  27,  31,  32,  43,  55, 

62,  71,  116,  168,  190,  200 

Commercial  Art  Shop    53 

Commonwealth  Phono.  Co   87 

Compton-Price  Co   179 

Consolidated   Music  Co   131 

Consolidated  Talking  Machine  Co   152 

Cressey  &  Allen    89 

Criterion  Records,  Inc   217 

Curry,  Frank  B   85 

Curtis-Leger  Fixture  Co  _  ^   147 


D 

Dalion  Talking  Machine    28 

Delpheon  Co   208 

DeMoU  &  Co.,  O.  T   47 

Deterling  Mfg.  Co   171 

Ditson  Co.,  Oliver    71 

Doctorow,  D.  R   42 

Dodin,     Andrew  H   230 

Doehler  Die-Casting  Co   81 

Droop  &  Sons  Co.,  E.  F   233 

Drying  Systems,  Inc.    144 

Duo-Tone  Co   104 

Dyer  &  Bro.  W.  J   233 


E 

Eastern  Phono.  Corp  163,191 

Eastern  Sales  &  Export  Office   171 

Eastern  Talking  Machine  Co  83,233 

Eclipse  Musical  Co  40,  106,  107 

Edison,  Inc.,  Thos  Back  Cover,  22,  184,  214 

Efficiency  Electric  Co.    .   132 

Eight  Famous  Victor  Artists    61 

Einson  Litho,  Inc   218 

Eject-O-File  Co  45,  121 

Electric  Phono.  Co   58 

Elyea  T.  M.  Co   23 

Emerson  Philadelphia  Co   95 

Emerson  Phonograph  Co   64 

Emerson  Record  Sales  Co  11,213 

Empire  Phono.   Parts  Co   26 

Empire    Talking  Machine  Co   156 

Esco  Music  &  Accessories  Co   129 

Everybody's  Talking  Machine  Co   98 

Excel  Cabinet  Co   126 


F 

Faultless  Caster  Co   42 

Favorite   Mfg.   Co   234 

Federal  Electric    Co   34 

Feist,  Leo    160,206,216,222 

Ferro  Phono  Parts  Co   SI 

Fcrn-O-Grand  Co   188 

Fisher  Co.,  Fred    204 

Fletcher  All  Tones  Needle  Co   219 

Fletchcr-Wickes   Co   31 

Fox  Pub.  Co.,  Sam    205 

Franklin   Phono.  Co   99 

Fuehr  &  Stemmer  Piano  Co   66 

Fulton  Talking  Machine  Co   197 


G 

General  Phonograph  Corp., 

Inserts  following  pages  26,  58,  66,  82 

General  Phonograph  Mfg.  Co  177,  185 

General  Sales  Corp.   118 

Gibson-Snow  Co   37 

Globe  Decalcomanie  Co   32 

Glynn,  W.  B.,  Distributing  Co   37 

Gramophone  Co.,  Ltd   225 

Granby  Phono.   Corp   102 

Grande  Phono.   Co   157 

Grand  Rapids  Brass  Co   116 

Gray  Co.,  Walter  S   81 

Gray  &  Dudley  Co  "   119 

Gretsch  Mfg.  Co.,  Fred   117 

Grey  Gull  Records   192 

Gritfith   Piano   Co   37 

H 

Hallet  &  Davis  Piano  Co   85 

Handy  Mfg.  Co   155 

Harper  &  Bro   14 

Harponola  Co   59 

Hessig-Ellis  Drug  Co   37 

Hey  wood  Bros.   &  Wakefield  Co   93 

Hiawatha   Phono.    Co   122 

Hillman   &  Son  Phonograph   Co   37 

Hinds,   Hayden   &   Eldredge   205 

Hobson-Miller  Mfg.  Co   218 

Hoffay  Phono.  Co   200 

Horton-Gallo-Creamer    Co   87 

Hough,  J.  E.,  Ltd   227 

Hough,  L.  W   85 

Howe  &  Co.,  C.  W   56 

Hunt,  J.  D.,  Mfg.  Co    53 

I 

Ilsley,  Doubleday  &  Co   79 

Independent  T.  M.  Co   162 

International  Mica  Co  66 

J 

Jewel  Phonoparts   Co  150,151 

Jones-Motrola,    Inc  •■•  111 

K 

Kennedy-Green  Co   190 

Kent  Co.,  F.  C   72 

Keystone  Die  Casting  Co   99 

Keystone  Minerals  Co   58 

Kiefer-Stewart  Co   37 

Kirkman  Engineering  Corp   19 

Knickerbocker  T.  M.  Co   39 

Kraft,  Bates  &  Spencer,  Inc   88 

L 

Lakeside  Supply  Co.,  Inc   155 

Lampagraph  Co  Insert  following  page  34 

Lansing  Co   89 

Law-son  Piano  &  Phono.  Corp   197 

L'Artiste  Distributing  Co   164 

Lee-Coit-Andreesen  Hdw'e.   Co   37 

Lesley's    230 

Long  Cabinet  Co.,  Geo   130 

Lorentzen,  H.  K   50 

Lucky   13   Phonograph   Co   78 

Lundstrom  Mfg.  Co.,  C.  J   41 

Lyon  &  Healy    140 

Lyons,  W.  H.   149 

Lyraphone  Co.  of  America   218b 

M 

McKinley  Music  Co   206 

Magnavox   Co  37,  76,  77 

Magnola  Talking  Machine  Co  34,  81,  141,  160,  201 

Mandel  Mfg.  Co   60 

Marshall  Co.,  Inc.,  C.  L   37 

Mellor's    46 

Mellowtone  Needle   Co   91 

Mel-O-Dee  Music  Co   196 

Alelodia   Phono    Co   212 

Mercantile   Finance    Co   165 

ilermod    &   Co   59 

Meyercord    Co   143 

ilichigan  Phono.  Co   175 

Mickel  Bros.  Co  199,  233 

Milwaukee  T.  M.  Mfg.   Co   28 

Minneapolis  Drug  Co   37 

Modernola   Co   113 

iloeller-Waters    149 

ilonarch  Phono.  Mfg.  Co   216 

Montagnes,  I.,  &  Co   37 

M.  S.  &  E   37 

N 

National  Co    19 

National  Decalcomania  Co   98 

National  Publishing  Co   6 

Natural  \'oice  Phono.  Co   178 

Neu  &  Co.,  H.  G   75 

New  Comfort  T.  M.  Co   170 

New  England  Piano  &  Phoni).  Co   85 

New  England  Talking  Machine  Co   90 

New  "i  ork  Album  Si  Card  Co   4 

New  York  Talking   Machine  Co   138 

New  York  Tent  &  Tarpaulin  Co   193 

Northwest  Phonograph  Jobbers,  Inc   18 

Nye,  William  F   61 

o 

Ogden  Sectional  Cabinet  Co.,  Inc  123,169 

Ohio  Sales  Co   37 

Operaphone  Co   49 

Ormes,  Inc   21 

Oro-Tone  Co   144,  202 

P 

Paramount  Talking  Machine  Co  Inside  Back  Cover 

Parks  &   Parks    79 

Pathe  Freres  Phonograph  Co...  180,181 

Peabody,  Henry  W.,  &  Co   182 

Pearsall  Co.,  Silas  E   9 

Peckhara  Mfg.  Co   51 


Peerless  Album  Co   6 

Penn  Phonograph  Co   97 

Perfect  Automatic  I5rake  Co   155 

Period  Tone  Arm  Co   67 

Philadelphia    Show    Case    Co  94,96 

Philwey  Mfg.  Co   46 

Phoenix  Trading  Co   200 

Phonograph  Appliance   Co   108 

Piknik  Portable  Phonograph,  Inc   124 

Plywood   Corp   133 

Portable  Phono.   Co   134 

Prescott,  F.  M   65 

Progressive  Phonographic  Supply  Co   211 

Putnam- Page  Co  .•   115 

R 

Racine  Phono.  Co   65 

Reed   Co   82 

Regina  Co   186 

Remington  Phono.  Corp  10,100 

Rene  Manufacturing  Co  58,112 

Repeater  Stop  Co   154 

Rex  Gramophone  Co   228 

Reynalds,  Wm.  H   35 

Robinson,    Pettit   Co.,   Inc   37 

Roemer  Mfg.   Co   201 

Roemer  Sales  Co.,  M.  M   68 

Rose  Valley  Music  Co   207 

Rountree   Corp  ■.  176 

s 

Saal  Co.,  H.  G   148 

Schloss  Bros  ,    108 

Schmelzer  Co   44 

Seaburg  Mfg.  Co   43 

Selle  &  Co.,  H.  W   147 

Serenado  Mfg.  Co   24 

Sharmat  &  Son,  S.  W   90 

Sherman,  Clay  &  Co   233 

Smith  Drug  Co.,  C.  D  ,   37 

Smith,  Kline  &  French  Co   37 

Smith  Laboratories,  H.  J   171 

Smith-SchifBin  Co   212 

Solotone  Mfg.  Co   183 

Sonora  Distr.  Co.  of  Te.Kas   37 

Sonora  Phonograph  Co.,  Inc., 

Inside  Front  Cover,  36,  37,  48 

Soss  Mfg.  Co   173 

Sound  Recording  Co.,  Ltd   227 

Southern   Cal.   Music  Co   75 

Southern  Drug  Co   37 

Southern  Sonora  Co   37 

Southwestern  Drug  Co   37 

Sphinx  Gramophone  Motors  Insert  following  page  74 

Stafford  Mfg.  Co.,  E.  H   155 

Standard  Accessory  Corp   15 

Standard   Talking   Machine    Co   233 

Starr  Piano  Co  ,   30 

Stead  &  Co.,  J  226,  228 

Steel,   W.   R   228 

Steger  &  Sons  Piano  Mfg.  Co   63 

Stein-Burn   Corp   135 

Steinert  &  Sons  Co.,  M   83 

Stephenson,  Inc   110 

Sterno  Manufacturing  Co   210 

Stewart  Phonograph  Corp   128 

Stewart  T.  M.  Co  116,127 

Stodart  Phonograph  Co   220 

Stone  Piano  Co   54 

Stratford  Phono.  Co   25 

Strevell-Paterson  Hardware  Co   37 

Superior  Die  Casting  Co   212 

Supplee-Biddle  Hdwe.  Co   97 

T 

Talking  Machine  Co.,  B'ham,  Ala   158 

Talking  Machine  World  Dealer  Service   109 

Talking  Photo  Corp   173 

Tempco  Mfg.  Co!    147 

Thomas  &  Proetz  Lumber  Co   127 

Toledo  Talking  Machine  Co  ^   103 

u 

Udell  Works    48 

Unit  Construction  Co   125 

United  Mfrs.   &  Dist.  Co   146 

United  Phonograph   Corp   174 

Universal  Fixture  Corp   70 

Universal  Stamping  &  Mfg.  i^o   142 

Usoskin  Litho    50 

V 

Vacuum  Record  Lifter,  Ltd   105 

Val  Accessory  House    160 

\'an  Houten,  C.  J.,  &  Zoon   37 

\'an  \'een  &  Co   162 

Vicsonia  Mfg.   Co.,   Inc   195 

\'ictor  Talking  Machine  Co  Front  cover,  5,  7 

Vitanola  Distributors  Co   27 

\'itanola  Talking  Machine  Co   69 

X'ocalion  Co.  of  Boston   86 

\  olker  &  Co   233 

w 

Wade  Co..  R.  C   57 

Wade  &  Wade    139 

Wade  Talking  Machine  Co   159 

Wade,  W.  H   165 

Walters  &  Barry    74 

Walthall  Music  Co   37 

Ward  Co.,  C.  E   32 

Watson  Bros.  &  Co   90 

Weber-Knapp    Co   74 

Werlein,  Ltd..   Philip   222 

Weymann  &  Son,  H.  A   96 

Whitsit  Co.,  Perry  B   233 

Widdicomb  Furniture  Co   221 

Wimpfheimer  &  Bro.,  A   124 

Winasor  Furniture  Co   73 

Wolf,  Clifford  A   187 

Y 

Yahr  &  Lange  Drug  Co   37 

z 

Ziegler,  Baker  &  Johnson   133 


THE   TALKING   MACHINE  WORLD 


m 


m 


Ml 


A  Complete  Line  of 

Beautiful  Models 


The  complete  Paramount  Line  with  its  exquisite  Console  styles  is  an 
exposition  of  the  beautiful  in  cabinet  making. 

Each  model,  from  the  smallest  in  the  line  up  to  the  pretentious  Console 
C  II,  reflects  the  genius  of  the  skilled,  old-time  cabinet  makers  em- 
ployed by  Paramount. 

Thus,  Paramount  dealers  are  enabled  to  satisfy  their  customers  desire 
for  the  most  beautiful  in  appearance  as  well  as  in  tone  quality. 

Paramount  Products  include  phonographs,  records,  needles  and  acces- 
sories— a  complete  line  of  products  under  one  name  and  one  trade-mark. 

Write  for  our  proposition  and  complete  plan  of  co-operation,  including 
Saturday  Evening  Post  advertising. 

The  Paramount  Company 

Port  Washington,  Wis. 


November  Releases  of  Paramount  Records 


20024 


VocaJ  Records 
Down  the  Traiil  to  Home  Sweet  Home — ^Vocal  Solo, 

Helen  Bell  Rush 

I'm  in  Heaven  when  I'm  in  my  Mammy's  Arms — 

Vocal  Solo  >  .  Jack  Landauer 


20026{'y^'!P^""g 
(.Avalon — r 


(TWhatcha  Gonna  do  when  there  ain't  no  Jazz — 

2002  7<S         Comedienne  with  Orch  Flo  Bert 

[^Sweet  Mamma — Comedienne  with  Orch  Flo  Bert 

cnna^  fA  dream — Tenor  Solo  Ernest  Davis 

iThe  Rosary— Tenor  Solo  Ernest  Davis 


Fox  Trot  Newport  Society  Orch. 

Fox  Trot  Selvins  Novelty  Orch. 

2QQ28iFair  One — Fox  Trot  Real  Art  Trio 

(Gra-na-da — ^Fox  Trot  Real  Art  Trio 

Instrumental  Records 

'Kiss  Me  Again — ^Violin-Saxophone-Piano, 

Old  Homestead  Trio 
A  Perfect  Day — ^Violin-Saxophohe-Piano, 

Old  Homestead  Trio 


33067 


Dance  Records 

 S 

For  Dancing  Newport  Society  Orch. 


(Love  Boat — For  Dancing  Selvins  Novelty  Orch 

^"""^^iBell 


33063 


69  th  Regiment  March — Military  Band, 

Lt.  Ridgely's  69th  Regt.  Band 

Rainbow  March — Military  Band, 

Lt.  Ridgely's  69th  Regt.  Band 


SHIPLET-MASSINGHAM  CO., 
Pittsburgh,  Pa., 
For  Western  Penn.  and  West  Virginia. 

JOEKNS  BROS.  MFG.  CO., 
St.  Panl.  Minn., 
For  Minn..,  So.  Dak.,  No.  Dak. 

E.  B.  GODFREY  &  SONS  CO., 
Milwaukee,  Wis., 
For   Iowa,   Illinois,   Michigan,  Indiana 
and  Wisconsin. 

RICHMOND    HARDWARE  CO., 
Richmond,  Va., 
For  Virginia. 

WIXTB  HARDWARE  CO., 
8t.  Iiouls,  Mo. 
For  Missouri. 


Distributors 


p.  C.  DOBRR  CO., 
New  Orleans,  La., 
For  Mississippi  and  Louisiana. 

WIIiSON  FURNITURE  CO., 
liOuisTllle,  Ky., 
For  Kentucky,  Tennessee  and  Alabama. 

THE  OHIO   PARAMOUNT  CO., 
6101  Euclid  Ave.,  Cleveland,  O., 
For  Ohio. 

BREWER  &  CO., 
Boston,  Mass., 
For  New  England  States. 

A.  J.  HARAVI  HARDWARE  CO., 
Atchison,  Kans,, 
For  Kansas. 

OKLAHOMA  PHONOGRAPH  CO., 
Oklahoma  City,  Okla., 
For  Oklahoma. 


SOUTHERN   PARAMOUNT  CO., 
Atlanta,  Ga., 
For  Georgia,  No.  Carolina,  So.  Carolina 
and  Florida 

PEDEN   IRON   &   STEEL  CO., 
Houston,  Texas. 
For  Texas. 

BRANDON  &  TURNER, 
Little  Rock,  Ark,, 
For  Arkansas. 

H.  D.  TAYLOR  CO., 

Buffalo,  N.  Y., 
For  West  New  York. 

PARAMOUNT   SALES  CO., 
Denver,  Colo., 
For  Colorado,  Wyoming,  New  Mexico, 
Utah,  Arizona,  Eastern  Nevada,  South- 
ern Idaho,  Southern  Montana. 


Mp||^  RES.  U.S.  PAT.  OFF.  ^ 

Paramotiiit 


STYLE  XXX 
Mahogany  and  Oak 


Talldfig  Machines  £  Records 


THE    TALKING    MACHINE  WORLD 


Edison  Message  No,  82 


Edison  Prices 
Cannot  and  Will 
Not  Be  Reduced 

The  reduction  in  the  prices  of  Ford  cars  will  not 
affect  the  prices  of  Edison  Phonographs. 

The  present  price  of  the  Ford  touring  car  is  still 
21%  greater  than  in  1917. 

Edison  Phonograph  prices  today  are  only  1 5  % 
greater  than  in  1914,  including  War  Tax. 

Edison  Phonograph  prices  did  not  advance 
with  [every  increase  in  the  price  of  raw  materials. 
Mr.  Edison,  personally,  absorbed  the  increase  and 
thereby  stabilized  the  Edison  Phonograph  business. 

"Edison  Stood  the  Gaff" 

THOMAS  A.  EDISON,  Inc. 

Orange,  New  Jersey 


JOBBERS  OF  THE  NEW  EDISON,  EDISON  RE-CREATIONS,  THE  NEW  EDISON 

AND  BLUE  AMBEROL  RECORDS 


DIAMOND  AMBEROLA 


CALIFORNIA 
Lo«  Aocelef — ^Edison  Phonograpbs, 
Ltd. 

San  Fnndsoo— Edigon  Pkonographs, 
Ud. 

COLOILADO 
Denver — Denver  Drj  Goodt  Co. 

CONNECTICUT 
New    HaTcn  —  Pardee-Ellenberfer 
C«.,  Inc. 

GEORGIA 
Atlanta — Phonographs,  Inc. 

ILLINOIS 
Chieafo  —  The     Phonograph  Cc. 
Jamei  I.  Lyons  (Amberola  only). 

INDIANA 
Indianapolis — Kipp  Phonofraph  Co. 

IOWA 

Des  Uoinea — Harger    St  BUsh. 
Simui  City — Harger  &  Blish. 


LOUISIANA 
New  Orleans — Diamond  Music  Co., 
Inc. 

MASSACHUSETTS 
Boston — Pardee-Ellenberger  Co. 
iTcr    Johnson    Sporting  Goads 
Co.  (Amberola  only). 

MICHIGAN 
Detroit — Phonograph  Co.  of 
Detroit 

MINNESOTA 
Minneapolis — Laurence  H. 
Lucker 

MISSOURI 
Kansas  City — The  Phonograph  Co. 

of  Kansas  City. 
St.  Louis — SilTerstone  Music 

Co. 

MONTANA 
Helena — Montana  Phonograph 
Co. 

NEBRASKA 
Omaha — SbulU  Bros. 


NEW  YORK 
Albany — ^American  Phonograph 
Co. 

New  York— The  Phonograph 

Corp.  of  Manhattan. 
Syracuse — Frank  E.  Bolway  t  Son, 

Inc.  W.  D.  Andrews  Co. 

(Amberola  only). 

OHIO 

Cincinnati — The  Phonograph  Co. 
(ineveland — The  Phonograph  Co. 

OREGON 
Portland — Edison  Phonographs, 
Ltd. 

PENNSYLVANIA 

Philadelphia — Girard  Phono- 
graph Co. 
Pittsburgh — Buehn  Phonograph 

Co. 

Williamsport — W.  A.  Myers. 

RHODE  ISLAND 
Providence — J.   A.   Foster  Co. 
(Amberola  only). 


TEXAS 

Dallas— Texaa-Oklahoma  Phono- 
graph Co. 

tTTAH 

Ogden — Prondfit  Sporting  Goods 
Co. 

VIRGINIA 
Richmond — The  C.  B.  Haynet 
Co.,  Inc. 

WISCONSIN 
Milwatikee — The  Flioaograph  Co. 
of  Milwaukee. 

CANADA 
Montreal— R    S.   WUliam*  k 

Sons  Co.,  Ltd. 
St.  John— W.  H.  Thome  ft  Co., 

Ltd. 

Toronto — R.   S.   Williams  ft  Son* 

Co..  Ud. 
Vancouver — Kent  Piano  Co.,  Ltd. 
Winnipeg— R  S.  WUliams  ft  Sons 

Co.,  Ltd. 
Babson  Bros.  (Amberola  only). 
Calgary— R.   S.   WilUams  ft  Sooj 

Co.,  Ltd.   


VOL.  XVI.  NO.  11 


SINGLE  COPIES,  25  CENT4 
PER  YEAR.  TWO  DOLLARS 


makers  jd 
selleTs  €f 

madmes 


Published  Each  Month  by  Edward  Lyman  Bill,  Inc.,  at  373  Foucth  Ave.,  New  York,  November  15,  1920 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiniiiiiiiiiiin^ 


The  instrument  by  which 
the  value  of  all  musical 
instruments  is  measured 


This  trademark  and  the  trademarlced  word 
"Victrola"  identify  all  our  products.  Look 
under  the  lid  I    Look  on  the  label  I 

VICTOR  TALKING  MACHINE  CO. 
Camden,  N.  J. 


Victrola  XVI 


^iiiiiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiniiiiiiiiHinliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin   mill  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

Entered  as  second-class  matter  May  2,  1905,  at  the  post  office  at  New  York,  N.  Y.,  under  the  act  of  Congress  of  March  3,  1879. 


THE    TALKING    MACHINE  WORLD 


Curve  showing  steady  and  remarkable  growth  of  Sonora  sales 

More  Popular  Than  Ever 

THIS  is  a  chart  that  will  make  you  think.   It  shows  why  Sonora  is  a 
leader  in  the  phonograph  industry.    It  indicates  a  natural  healthy 
growth  resulting  from  the  public's  confidence  in  the  Sonora.   It  re- 
veals that  Sonora  Sales  of  1920  will  be  over  double  those  of  1919.  It 
gives  you  an  idea  of  how  you  can  build  up  your  business  if  you  handle  the 


TiHii  ii?^STi^yMiiMT  ©IF  Qy^yw 


CLEAl^    AS  A  ©ELL 


The  Highest  Class  Talking  Machine 

in  the  World 

Sonora's  great  popularity  is  due  to  the  extraordinary  merit  of  this  in- 
strument. In  tone,  design  and  important  features,  Sonora  is  supreme. 
You  don't  have  to  worry  about  a  store  full  of  slow  selling  phonographs 
when  you  stock  Sonoras. 

The  Sonora  sells  readily  (without  offering  ''easy''  payments  to  induce 
sales),  keeps  up  your  bank  balances,  and  builds  up  a  substantial  business 
for  you. 

New  dealers  are  being  added.  Write  today  regarding  a  Sonora  agency. 
Magnificent  upright  and  period  models  $75  to  $1800. 

Sonora  ^fjonograpf)  Companp,  3nc. 


George  E.  Brightson,  President 
NEW  YORK:     279  BROADWAY 
Canadian  Distributors:  1.  Montagnes  &  Co.,  Toronto 


Sonora  is  licensed  and  operates  under  BASIC  PATENTS  of  the  phonograph  industry 


The  Talking;  Machine  World 


Vol.  16.   No.  n 


New  York,  November  J  5,  1920 


Price  Twenty-five  Cents 


MISS  CLOUD  WITH  PUTNAiVl-PAGE       BRUNSWICK  CHRISTMAS  DISPLAY     TALKING  MACHINE  EXPORTS  GROW 


Former  Manager  of  Victor  Idea  Shop  Now  in 
Charge  of  Dealers'  Service  Department 


Miss  M.  A.  Cloud,  who  has  been  doing  field 
work  in  record  business  building  for  the  Put- 
nam-Page Co.,  Victor  distributors,  Peoria,  111., 

and  who  was  formerly 
in  charge  of  the  Idea 
Shop,  at  the  Victor 
factory,  has  been  ap- 
pointed manager  of 
the  company's  reor- 
ganized dealers  service 
department.  This  de- 
partment will  be  unique 
in  that  it  comprises  in 
a  suite  of  rooms  on  the 
second  floor  of  the 
Putnam-Page  building 
all  of  the  business  fea- 
Victor  trade,  including 
advertising,  educational  work,  an  Idea  Shop  and 
complete  display  of  dealers'  helps. 

All  of  the  Putnam-Page  staff  will  contribute 
their  experience  to  this  department  and  Miss 
Cloud  will  have  able  assistance,  especially  in  the 
work  of  record  business  building.  The,  depart- 
ment management  will  not  interfere  with  Miss 
Cloud's  field  work,  as  she  will  have  as  a  direct 
assistant  in  the  dealers'  service  Miss  Rose  Hern- 
don,  who  has  bad  an  extensive  experience  with 
the  Putnam-Page  Co.  and  in  the  management 
of  retail  record  departments. 


Attractive  Window  Material  Prepared  for  Use 
of  Dealers  at  Christmas  Season — Bright 
Colors  and  Yuletide  Messages  the  Keynote 


Miss  M.  A.  Cloud 

tares    known    to  the 


The-  Brunswick  Christmas  window  display,  as 
created  for  the  Brunswick-Balke-CoUender  Co. 
by  Einson  Litho,  Inc.,  New  York,  strikes  a 
note  that  is  in  harmony. with  the  spirit  of  the 
Yuletide  season.  As  may  be  seen  from  the  ac- 
companying photograph,  the  central  figure  of  the 
display  is  the  Brunswick  phonograph  with 
Santa  Claus  represented  coming  up  out  of 
the  instrument  as  from  the  top  of  a  chimney, 
hold  ing  in  his  hands  gifts  of  music.  Below  the 
instrument  is  a  large  tag  representing  the  usual 
decorative  gift  tag,  with  the  inscription:  "A  gift 
to  mankind— dedicated  to  add  joy,  beauty  and 
contentment  to  the  family  home.  The  Bruns- 
wick phonograph  is  the  gift  supreme  to  all 
humanity."  Beside  this  tag  is  a  wreath  of  holly, 
bright  with  red  berries. 

The  window  card  at  the  left  of  the  display 
reads:  "The  spirit  of  joy  will  find  a  permanent 


SONORA  DEMAND  CONTINUES  ACTIVE 

President  of  Corporation  Tells  of  Business  In- 
crease—Unfilled Orders  Still  Large— Labor 
Costs  Big  Item  in  Production  at  Present 


In  contrast  to  the  depression  in  sales  reported 
by  some  manufacturers,  the  president  of  the 
Sonora  Phonograph  Co.,  Inc.,  reports  authorita- 
tively that  the  business  done  in  August  and  Sep- 
tember, 1920,  was  over  double  that  done  in  the 
corresponding  months  of  1919,  and  1919  was  the 
largest  year  Sonora  ever  had.  October  up  to 
the  month's  close  was  in  the  same  proportion, 
with  no  lessening  of  the  demand  for  Sonoras. 

Reports  from  Sonora  dealers  throughout  the 
country  show  that  there  is  no  accumulation  of 
stock  and  the  dealers  in  general  are  demanding 
most  of  the  models  in  larger  quantities  than  the 
company  is  able  to  produce  them.  It  is  reported 
that  unfilled  orders  on  record  October  1,  1920, 
were  one-third  greater  than  those  on  the  books 
on  the  corresponding  date  in  1919.  It  is  pointed 
out  further  that  the  Sonora  Co.  is  obliged  to 
use  only  skilled  workmen  and  labor  costs  to-day 
have  a  tendency  to  increase  rather  than  decrease. 
Until  there  is  a  material  reduction  in  labor  costs, 
which  are  the  largest  item_  in  the  manufacture 
of  Sonora  phonographs,  there  will  be  no  reduc- 
tion in  list  prices. 


Brunswick  Christmas  Window  Display 

abiding  place  in  the  home  where  there  is  a 
Brunswick."  At.  the  right  is  an  appropriate  quo- 
tation from  Charles  Dickens:  "I  will  honor 
Christmas  in  my  heart  and  try  to  keep  it  all  the 
year."  Special  provision  is  made  for  the  display 
of  a  number  of  records  around  the  base  of  the 
central  figure.  On  the  whole,  the  display  breathes 
the  spirit  of  Christmas  and  will  be  received 
gladly  by  Brunswick  dealers  throughout  the 
country. 


Exports,  Including  Records,  for  Eight  Months 
Ending  August  30,  1920,  Total  $5,081,872 

Washington,  D.  C,  November  S.--In  the  sum- 
mary of  exports  and  imports  of  the  United 
States  for  the  month  of  August,  1920  (the 
latest  period  for  which  it  has  been  compiled'), 
which  has  just  been  issued,  the  following  figures 
on  talking  machines  and  records  are  presented: 

The  dutiable  imports  of  talking  machines  and 
parts  during  August,  1920,  amounted  in  value 
to  $60,875  as  compared  with  $37,501  worth  which 
■were  imported  during' the  same  month  of  1919. 
The  eight  months'  total  ending  August,  1920, 
showed  importations  valued  at  $608,197  as  com- 
pared with  $292,755  worth  of  talking  machines 
and  parts  during  the  same  period  of  1919. 

Talking  machines  to  the  numher  of  5,411 
valued  at  $209,793,  were  "exported  in  August, 
1920,  as  compared  with  7,041  talking  machines! 
valued  at  $198,702,  sent  abroad  in  the  same 
period  of  1919.  The  eight  months'  total  showed 
that  we  exported  51,403  talking  machines,  val- 
ued at  $2,507,433,  as  against  38,352  talking  ma- 
chines, valued  at  $1,255,920,  in  1919,  and  49,025 
talking  machines,  valued  at  $1,477,222  in  1918. 

The  total  exports  of  records  and  supplies  for 
August,  1920,  were  valued  at  $208,875,  as  com- 
pared with  $252,910  in  August,  1919.  For  the 
eight  months  ending  August,  1920,  records  and 
accessories  were  exported  valued  at  $2  574439- 
in  1919,  $2,232,743,  and  in  1918,  $1,486,191. 

$250,000,000  SPENT  FOR  MUSIC 

Tax  Report  Shows  That  This  Sum  Was  Ex- 
pended in  1919  for  Pianos,  Organs  and  Phono- 
graphs—Luxury Tax  Totals  $22,700,000,000 

World  readers  who  like  statistics  may  be  in- 
terested in  a  report  from  Washington  regard- 
ing luxury  tax  returns.  This  report  declares 
that  in  the  past  year,  that  is,  in  1919,  the  public 
spent  one-quarter  of  a  billion  dollars,  or  $250,- 
000,000,  on  pianos,  organs  and  talking  machines. 
Automobiles  cost  $2,000,000,000,  while  perfum- 
ery and  cosmetics  to  produce  smooth  complex- 
ions and  ruby  lips  cost  $750,000,000.  To  cap  the 
climax  they  tell  us  that  joy  rides,  races  and 
pleasure  resorts  cost  us  $3,000,000,000.  The  total 
sum  represented  by  the  luxury  tax  was  $22,700,- 
000,000,  which  represents  quite  a  little  fortune 
in  itself! 


PRAISE  MICKEL  VICTOR  SCHOOL 

■  Mickel  Bros.  Co  ,  of  Des  Moines,  la.,  has  just 
closed  additional  classes  in  Victor  salesmanship 
under  the  direction  of  Miss  Mayme  Jardine. 
Dealers  from  all  over  the  State  have  been  en- 
thusiastic in  their  praise  of  the  benefit  derived 
from  this  sort  of  service  and  a  number  have  sent 
from  five  to  seven  of  their  employes  to  take  the 
instruction.  Several  hundred  students  have  fin- 
ished the  course  and  other  classes,  both  in  Des 
Moines  and  Omaha,  are  being  arranged  now.  ' 

Among  the  recent  incorporations  in  the  New 
York  City  trade  is  that  of  the  Goormanola 
Phonograph  Co.  with  a  capital  of  $10,000.  H. 
and  V.  Goorman,  B.  Rothblatt,  1785  Sedgewick 
avenue.  Brooklyn,  are  the  incorporators. 


THE  BUSINESSOF  THE  FUTURE 

Genius  of  To-morrow  Will  Go  From  House  to 
House  and  Make  Records  of  the  Family 

Some  genius,  some  day,  says  the  New  Rochelle 
Daily  Star,  will  take  a  picture  camera  and  a 
recording  phonograph  and  start  out  and  make 
a  lot  of  people  in  the  world  very,  very  happy. 
This  genius  will  go  from  house  to  house  and 
make  pictures  and  records.  He  will  take 
father's  and  mother's  voice  and  enshrine  it 
and  their  faces  and  figures  as  they  go  about 
their  tasks.  And  he  will  print  from  the  nega- 
tives for  reproduction  on  the  screen  and  make 
reproducing  records  for  the  phonograph.  And 
then,  many  years  afterward,  maybe,  children  no 
longer  privileged  to  see  the  figures  or  hear  the 
voices  of  the  parents  may,  nevertheless,  recall 
their  shapes  and  voices  and  in  the  hush  ex- 
perience a  new  reverence  for  fatherhood  and 
motherhood  and  for  the  untiring  devotion  which 
made  possible  their  own  place  of  greater  com- 
fort and  opportunity  in  the  world. 


NEW  JERSEY  CORPORATION 

The  Albertone  Phonograph  Co.,  150  East 
State  street,  Trenton,  N.  J.,  was  recently  incor- 
porated with  a  capital  stock  of  $25,000  for  the 
purpose  of  manufacturing  a  new  phonograph 
with  special  exclusive  patented  features.  Most 
of  these  are  related  particularly  to  the  tone. 
The  incorporators  are  Albert  Hughes,  the  in- 
ventor of  the  machine,  Charles  C.  Kulp  and 
Clarence  Connell. 


EDISON  JOBBERS  IN  NEW  HOME 

Portland,  Ore.,  November  3.— Edison  Phono- 
graphs, Ltd.,  Edison  jobbers  in  the  Northwest, 
have  moved  into  the  recently  completed  three- 
story  warehouse  and  office  building  at  the  south- 
west corner  of  Thirteenth  and  Everett  streets, 
a  portion  of  which  they  have  leased  for  a  term 
of  years.  The  structure  is  of  brick  and  cost  in 
the  neighborhood  of  $60,000.  The  two  lower 
floors  occupied  by  the  Edison  jobbers  cover  over 
20,000  square  feet  of  floor  space. 


The  man  who  delays  in  answering  the  tele- 
phone does  not  catch  the  straight  tip.  The 
Lucky  Man  gets  it.    Don't  procrastinate. 


Gibbons  &  Owens,  Brooklyn,  N.  Y.,  have  been 
incorporated  with  a  capital  of  $50,000  to  do  a 
business  in  talking  machines.  The  incorporators 
are  M.  W.  and  E.  A.  Gibbons  and  M.  W.  Owens, 
246  Rutland  road. 


4 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


 1  iiiiniiiiiiiiiiii  liiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiH  iiiiiiiiiiiiiiiii  iiiiii!iiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiintiiH  iiiiiiiiiiiiiiiiiiiiiiiii  Ill  iiiiiiiii  iiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii  iiiiiiiiiiiiiiii  Ill  I  I  iiiiiiii  iiiiiiiiiiiiiiiiiiii  iiiiiiiii  iiiiiiiiiiiiiiiiiiiiiiiiiiiijg 

I  Developing  a  Prospect  List  That  Produces  | 
I  the  Greatest  Results  in  Sales        ::   By  j.  f.  smith  I 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

There  are  almost  as  many  ways  of  compiling 
a  prospect  list  for  talking  machine  and  record 
sales  as  there  are  prospects,  and  it  naturally  fol- 
lows that  most  of  these  varied  methods  are  not 
alone  too  expensive  for  practical  purposes,  but 
are  not  calculated  to  produce  the  greatest  re- 
sults. 

Securing  the  name  and  address  of  every  visitor 
to  the  store  is,  of  course,  the  most  direct  method 
of  building  up  a  prospect  list,  although  fre- 
quently such  a  method  does  not  provide  a  suf- 
ficient number  of  names  to  keep  a  sales  staff 
bllSJ^  The  person  who  enters  a  store  to  make 
a  purchase,  or  even  look  around,  has  given 
direct  indication  of  being  interested  in  talking 
machines  or  records,  and  therefore  offers  the 
best  possibility  for  a  sale.  It  sometimes  hap- 
pens, however,  that  ordinary  visitors  are  a  bit 
chary  about  revealing  their  names  and  addresses 
in  fear  that  they  will  be  annoyed  by  salesmen  or 
find  themselves  on  a  "sucker"  list  to  receive  a 
mass  of  literature  of  all  kinds.  The  proportion 
of  those  who  hesitate  to  give  their  names  and 
addresses  freely  is  sufficiently  large  to  warrant 
the  development  of  some  plan  for  getting  such 
information  without  arousing  suspicion. 

A  dealer  in  New  York  State  has  adt)pted  a 
method  that  appears  to  be  working  out  most 
satisfactorily.  As  the  customer  is  escorted  to 
ihc  booth  to  hear  the  new  records,  and  per- 
haps have  a  machine  demonstrated,  he  or  she 
is  informed  that  it  is  the  policy  of  the  house  to 
permit  the  customers  to  try  out  records  by 
themselves  and  free  from  the  importunities  of 
the  salesman,  unless  the  presence  of  the  latter 
is  really  desired.  The  dealer,  or  his  salesman, 
then  takes  particular  pains  to  explain  to  the 
customer  the  method  of  starting  and  stopping 
the  type  of  machine  which  the  store  handles. 
Here  is  where  the  trick  comes  in.  The  customer 
who  owns  that  same  type  of  machine  imme- 
diately announces  the  fact,  in  order  to  show 
familiarity  with  the  method  of  operation.  Nine 
times  out  of  ten  the  owner  of  another  type  of 
machine  voluntarily  names  the  make  owned  in 
explaining  that  there  is  some  slight  difference 
in  controlling  the  mechanism. 

"Of  course  you  receive  our  monthly  record 
bulletin  regularly?"  inquires  the  salesman,  and 
he  has  a  pad  and  pencil  at  hand  to  take  down 


IllllllllllllllllllllllllillllUIIIIIIII 

the  name  and  address  in  the  event  that  the 
customer  is  not  already  on  the  list.  The  byplay 
regarding  the  starting  and  stopping  of  the  ma- 
chine gives  the  necessary  information  as  to  the 
make  owned,  and  this  is  duly  entered  on  the 
card.  Some  customers  hesitate  about  register- 
ing on  the  basis  that  as  owners  of  other  makes 
of  machines  they  are  not  entitled  to  the  free 
mailing  service.  "But  we  want  you  to  keep 
in  touch  with  the  records  we  receive  and  have  on 
sale,  regardless  of  the  make  of  machine  you 
own,"  states  the  salesman.  "That  is  a  part  of 
our  service  to  the  musical  public."  And  then 
the  name  is  forthcoming. 

Where  outside  makes  of  machines  are  owned 
by  record  customers  there  is  opened  the  way 

ill 


I  A  Prospect  List  That  m 

m  Has  Been  Carefully  J 

I  Built  Up  and  Watched  | 

I  Is  an  Asset  of  Great  J 

■  Value  to  the  Dealer  ■ 


iiiii 

the  telephone  directory  or  other  sources,  proves 
an  expensive  process,  especially  in  view  of  the 
present  high  cost  of  printing. 

It  is,  of  course,  quite  right  to  send  announce- 
ments regarding  a  new  store,  a  change  of  loca- 
tion or  other  matters  of  that  character  to  as 
large  a  list  as  possible,  simply  as  a  matter  of 
record,  but  when  it  comes  to  business-building 
literature  of  the  expensive  sort,  such  as  record 
supplements,  etc.,  there  should  be  some  defi- 
nite reason  for  sending  out  each  piece. 

As  it  is  impossible  to  do  business  with  every 
person  who  enters  the  store,  so  likewise  is  it 
impossible  to  expect  to  list  among  live  cus- 
tomers everyone  on  the  prospect  list.  A  cer- 
tain percentage  of  responses  is  to  be  expected 
as  a  legitimate  return  for  the  effort  expended 
in  following  up  that  list,  and  a  careful  combing 
out  of  the  deadwood  that  makes  itself  apparent 
after  a  short  time  among  the  names  on  the 
prospect  list  will  serve  to  keep  wastage  down 
to  a  minimum. 

Under  present  conditions,  with  the  buyers' 
market  prevailing  and  dealers  finding  it  necessary 
to  actually  go  after  business,  a  prospect  list 
that  has  been  carefully  built  up  and  carefully 
watched  is  an  asset  that  cannot  be  valued  too 
highly.  It  furnishes  the  basis  for  any  aggres- 
sive sales  campaign. 


Plllllllllllllll  Illllllllllllllllllllllllllllllllllllllllllllllllll  Illllillllllllllllllllllllllllllllllllllllllllllllilllllllllllll^^ 

for  the  possible  sale  of  a  larger  or  more  im- 
proved model  from  the  store's  own  stock  at 
a  later  date.  The  monthly  supplement  service 
also  builds  up  a  friendly  feeling  that  is  calcu- 
lated to  make  the  recipient  a  booster  for  that 
particular  dealer  among  his  friends,  and  there  are 
always  in  sight  sufficient  record  sales  to  make 
any  such  attention  well  worth  while. 

In  building  up  the  prospect  list  the  question 
to  be  considered  is  not  simply  the  obtaining 
of  a  great  number  of  names  and  addresses,  but 
rather  the  obtaining  of  selected  names  and  ad- 
dresses of  people  who,  for  some  reason  or  other, 
may  be  legitimately  expected  to  become  pur- 
chasers of  machines  and  records.  To  mail  liter- 
ature to  the  addresses  on  lists  supplied  by  vari- 
ous agencies,  or  to  lists  taken  at  random  from 


■     TO  OPEN  STORE  IN  CEDAR  RAPIDS 


E.  C.  Mittvalsky,  of  Cedar  Rapids,  la.,  will 
soon  open  an  exclusive  Victor  store  in  a  large 
building  adjoining  his  present  place  of  business. 
Miss  Frances  Mittvalsky  has  taken  the  Mickel 
course  in  Victor  merchandising  in  preparation 
of  taking  charge  of  the  store,  which  will  open 
shortly.  Booths,  counters  and  racks  are  being 
installed  and  indications  point  to  one  of  the  pret- 
tiest stores  in  that  section.  Mr.  Mittvalsky  is 
located  in  the  Bohemian  section  and  he  will 
cater  to  that  class  of  trade. 


The  American  Odeon  Corp.,  New  York,  has 
been  incorporated  under  the  laws  of  New  York 
State  to  manufacture  talking  machines  and 
phonographs.  The  capital  is  $5,000  and  the  in- 
corporators are  C.  Hennepan,  W.  Pilgrim  and 
J.  Schlechter,  10  Wall  street. 


Reasons  Why  NYACCO  Albums 

Are  the  BEST 

[In  Six  Ch  apters] 

CHAPTER  V 

The  Fifth  consideration  in  the  making  of 
the  NYACCO  album  showing  the  10"  pocket 
inserted  into  a  12"  cover,  gives  the  cabinet 
a  uniform  appearance  when  equipped,  al- 
though with  10"  and  12"  albums. 

Watch  next  issue  for  the  sixth  Chapter 

New  York  Album  &  Card  Co. 


Executive  Office 
23-25  Lispenard  St. 
New  York,  N.  Y. 


Chicago  Factory 
415-17  S.  Jefferson  St. 
Chicago,  111. 


Boston,  Mass.:    Boston  Talking  Ma- 
chine &  Accessories  Co. 

Chicago,  111.:  T.  J.  Cullen 

Cole  &  Dunas  Music  Co. 

Cleveland,  0.:  Cleveland  Talking  Ma- 
chine Co. 


DISTRIBUTORS : 

Milwaukee,  Wis.:  Yahr  &  Lange  Drug 
Co. 

New  York,  N.  Y.:  Plaza  Music  Co. 
Philadelphia,  Pa. :  Penn  Phonograph  Co. 
Inc. 


Pittsburgh,  Pa.:  C.  C.  Mellor  Co. 

Standard  T.  M.  Co. 

Spokane,  Wash. :  The  Northwest  Phono- 
graph Jobbers,  Inc. 

Washington,  D.C.:  E.  F.  Droop  &  Sons 
Co. 


November  15,  1920 


THE   TALKING   MACHINE  WORLD 


5 


"Will  there  be  a 
Victrola  in  your  home 
this  Christmas?" 


There's  a  lot  in  the  power  of  sugges- 
tion, and  we  are  again  using  this  phrase 
in  our  advertising  to  suggest  the  Victrola 
for  Christmas. 

We  get  the  people  thinking  "Victrola" 
and  every  Victor  retailer  benefits  by^t. 


Victrola     is  the  Registered  Trademark  of  the  Victor  Talking  Machine  Company  designating 
the  products  of  this  Company  only. 
Warning  ;  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talking 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice,    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Wholesalers 


Victrola  VI,  $35 

Mahogany  or  oak_ 


Albany,  N.  Y  Gat«ly-Haire  Co.,  Inc. 

Atlanta,  Oa  .El^ea  Talking  Machine  Co. 

Phillips  &  Crew  Piano  Co. 

Baltimore,  Md  Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

H.  R.  Eisenbrandt  Sons,  Inc. 
Birmingham,  Ala,  ..Talking  Machine  Co. 
Boston,  Uasa  Oliver  Ditson  Co. 

The  Eastern  Talking  Machine 
Co. 

The  M.  Steinert  &  Sons  Co. 
Brooklyn,  N.  T  American  Talking  Mach.  Co. 

G.   T.  Williams  Co.,  Inc. 
Buffalo,  N.  Y  W.  D.  &  C.  N.  Andrews. 

Buffalo  Talking  Machine  Co., 
Inc. 

Burlington,  Vt.   ...American  Phonograph  Co. 
Butte,  Mont   .Orton  Bros. 

Chioagro,  III  Lyon  &  Healy. 

The  Rudolph  Wurlitzer  Co. 

Chicago  Talking  Machine  Co. 
Cincinnati.  O  The  Rudolph  Wurlitzer  Co. 

Ohio  TaUdng  Machine  Co. 

Clev eland,  O  The  Qeveland  Talking  Ma- 

»         chine  Co. 

The  Eclipse  Musical  Co. 

Columbus,  O  The  Perry  B.  Whitsit  Co. 

Dallas,  Tex  Sanger  Bros. 

Denver,  Colo  The   Knight-Campbell  Music 

Co. 

Des  Moines,  la  Mickel  Bros.  Co. 

Detroit,  Dllch  Grinnell  Bros. 

Elmlra,  N.  T  Elmira  Arms  Co. 

El   Paso,   Tex.   W.  G.  WaU  Co. 

Honolulu,  T.  H.  ...Bergstrom  Music  Co.,  Ltd. 

Houston,  Tex  The  Talking  Machine  Co.  of 

Texas. 

Indianapolis,  Ind.  ..Stewart  Talking  Machine  Co. 
Jacksonville,  Fla.  ..Florida  Talking  Machine  Co. 
Kansas  City,  Mo.  ..J.   W.   Jenkins   Sons  Music 
Co. 

The  Schmelzer  Co. 
Los  Angeles,  Cal.  ..Sherman,  Qay  &  Co. 
IVIemphls,  Tenn  O.    K.    Houck    Piano  Co. 


Milwaukee.  Wis.  ...Badger  Talking  Machine  Co. 
Minneapolis,  Minn. .Beckwith,  O'Neill  Co. 

Mobile,  Ala  Wm.  H.  Reynalds. 

Newark,  N.  J  Collings  &  Co. 

New  Haven,  Conn.. The  Horton-Gallo-Creamer 
Co. 

New  Orleans,  La. .. .Philip  Werlein,  Ltd. 

New  York,  N.  Y. . .  .Blackman  Talking  Mach.  Cu 
Emanuel  Blout. 
C.  Bruno  &  Son,  Inc. 
Charles  H.  Ditson  &  Co. 
Knickerbocker    Talking  Ma- 
chine Co.,  Inc. 
Musical  Instrument  Sales  Co 
New  York  Talking  Mach.  Co 
Ormes,  Inc. 
Silas  E.  Pearsall  Co. 

Omaha,  Nebr  Ross  P.   Curtice  Co. 

Mickel  Bros.  Co. 

Peoria,  III  Putnam-Page  Co.,  Inc. 

Philadelphia,  Fa.... Louis  Buehn  Co.,  Inc. 

C.  J.  Heppe  &  Son. 
The  George  D.  Ornstein  Co. 
Penn  Phonograph  Co.,  Inc. 
The  Talking  Machine  Co. 
H.  A.  Weymann  &  Son,  Inc. 

Pittsburgh,  Fa  W.  F.  Frederick  Piano  Co. 

C.  C.  Mellor  Co.,  Ltd. 
Standard  Talking  Mach.  Co. 

Portland,  He  Cressey  &  Allen,  Inc. 

Portland,  Ore  Sherman,  Clay  &  Co. 

Richmond,  Va  The  Corley  Co.,  Inc. 

Rochester,  N.  Y....E.  J.  Chapman. 

Salt  I.ake  City.  U..The  John  Elliott  Qark  Co. 

San  Francisco,  Cal.. Sherman,  Clay  &  Co. 

Seattle,  Wash  Sherman,  Clay  &  Co. 

Spokane,  Wash  Sherman,  Clay  &  Co. 

St.  Louis,  Mo  Koerber-Brenner  Music  Co. 

St.  Paul,  Minn  W.  J.  Dyer  &  Bro. 

Syracuse,  N.  Y  W.  D.  Andrews  Co. 

Toledo,  O  The  Toledo  Talking  Machine 

Co. 

Washington,  D.  C. Cohen  &  Hughes. 

E.  F.  Droop  &  Sons  Co. 

Kogers  &  Fischer 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  XI,  $150 

Mahogany,  oak  or  walnut 


Victrola  XVI,  $275 
Victrola  XVI.  electric,  $337.50 

Mahogany  or  oak 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.  S.  A. 


6 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


ALL  RECORD  CUSTOMERS  ARE  ALBUM  CUSTOMERS 

A  Place  for  Every  Record  and  Every 
Record  in  its  Place 

Albums  are  an  Indispensable  Requisite  in  the 

talking  machine  business  and  wherever  records  are 
sold.  Practical  and  handy.  Save  time  and  records. 
A  profitable  adjunct  to  the  business. 

We  manufacture  disc  Record  Albums  to  fit  cabi- 
nets of  all  sizes  and  styles.  With  the  indexes  they 
are  a  complete  system  for  filing  all  disc  records. 

We  have  unexcelled  manufacturing  facilities,  and 
considering  quality  our  prices  are  the  lowest.  Write 
us,  giving  quantity  you  may  desire,  and  we  will 
quote  prices. 


MAKING  THEIR  SELECTION 


OUR  ALBUMS  ARE   MADE  TO  CONTAIN  VICTOR, 
COLUMBIA,  EDISON,  PATHE,  VOCALION  AND 
ALL  OTHER  DISC  RECORDS 


NATIONAL  PUBLISHING  CO.,  239  S.  American  St.,  PHILADELPHIA,  PA. 


CHICAGO  OFFICE:  508  S.  Dearborn  Street 


THE  PERFECT  PLAN 


H.  C.  TRADER  JOINS  BUEHN  STAFF 

Well-known   Edison    Man    Nov?   With  Buehn 
Phonograph  Co.  in  Pittsburgh 


Pittsburgh,  Pa.,  October  18. — Announcement 
has  just  been  made  that  Harvey  C.  Trader,  who 
is  well  known  throughout  the  Edison  trade  in 


sociated  with  the  Edison  business  have  been  wide 
and  varied.  In  1914  he  joined  the  staff  of  more 
than  one  hundred  field  demonstrators  then  em- 
ployed by  the  Edison  Laboratories  and  shortly 
after  succeeded  in  obtaining  the  permission  of 
the  late  H.  J.  Heinz  to  demonstrate  the  New 
Edison  on  the  famous  H.  J.  Heinz  Pier  at  At- 
lantic City,  N.  J.  Mr.  Trader  also  has  had  ex- 
tensive Edison  retail  experience. 


EFFECTIVE  SIGNBOARD  PUBLICITY 

Des  Moines  Victor  Dealer  Uses  Large  Sign  Op- 
posite His  Store  to  Good  Advantage 


Des  Moixes,  Ja.,  November  5.— Chase  &  West, 
Victor  dealers  of  this  city,  are  using  some  very 
effective  publicity  exploiting  the  merits  of  the 


BAXTER  PUNO  CO.  ENLARGES 


The  Baxter  Piano  Co.,  of  Davenport,  la.,  has 
just  installed  a  complete  equipment  to  handle  its 
rapidly  growing  \'ictor  business.  The  space  de- 
voted to  the  department  is  about  thirty-five  feet 
by  fort}'  feet  in  the  front  part  of  the  store,  with 
ten  booths  arranged  along  each  side.  The  entire 
department  is  carpeted  and  the  furnishings  are 
in  mahoaranv  and  white. 


CARUSO  CONCERT  IN  Oj\UHA 


A  large  crowd  of  music  lovers  of  Des  Moines, 
la.,  took  advantage  of  the  Caruso  concert  given 
ill  Omaha  under  the  auspices  of  Mickel  Bros. 
Co.,  on  October  12.  Special  trains  were  arranged 
in  charge  of  H.  B.  Sixsmith,  of  Mickel  Bros.  Co. 


MISS  EVELYN  ASHBY  IN  CHARGE 


Harvey  C.  Trader 
the  East,  has  rejoined  the  staff  of  the  Buehn 
Phonograph  Co.,  Edison  jobbers  in  this  city, 
and  will  act  in  the  capacity  of  field  representa- 
tive.   Mr.  Trader's  experiences  since  becoming  as- 


Miss  Evelyn  A.  Ashby,  former!}'  of  the  Mor- 
ris Sanford  Co.,  Cedar  Rapids,  la.,  has  been 
given  charge  of  the  Crary  Hardware  Co.,  Boone, 
la.  Miss  Ashby  has  had  a  number  of  years'  ex- 
perience in  Victor  work  and  is  very  popular 
amongst  the  members  of  the  trade  in  the  State. 


Chase  &  West  Sign  Next  to  Theatre 

\'ictrola.  One  of  the  most  notable  features  is 
a  large  sign  painted  in  colors.  This  sign,  which 
is  pictured  herewith,  is  twenty-five  feet  square 
and  is  located  directly  across  the  street  from 
the  Chase  &  West  store  and  next  to  the  Ma- 
jestic Theatre.  The  subject  of  this  sign  is 
changed  every  six  months  and  has  been  found 
most  effective  in  bringing  in  new  business  to 
the  store. 


Most  everybody  in  creation  is  open  to  influ- 
ence by  commonsense  talk 


ECLIPSE 


CONCENTRATE! 


THE  ECLIPSE  MUSICAL  CO. 

Victor  Wholesaler  Cleveland,  Ohio 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


7 


Victrola  IV,  $25 

Oak 


Victrola  VI,  $35 

Mahogany  or  oak 


Victrola  VIII,  $50 

Oak 


Victrola  IX,  $75 

Mahogany  or  oak 


Victrola  X,  W  $125 

Mahogany,  oak  or  walnut 


"Will  there  be  a 
Victrola  in  your  home 
this  Christmas?'' 


The  big  question  that  gives  im- 
petus to  your  hoHday  business — 
that  is  backed  by  the  force  of  Victor 
advertising. 

An  all-important  question  for 
thousands  of  people  all  over  the 
country — and  for  Victor  retailers 
everywhere. 


"Victrola"  is  the  Registered  Trade  mark  of  the  Victor  Talking  Machine  Company  designating 

the  products  of  this  Company  only. 
Warning  :  The  use  of  the  word  Victrola  upon  or  in  the  promotion  or  sale  of  any  other  Talking 
Machine  or  Phonograph  products  is  misleading  and  illegal. 

Important  Notice.    Victor  Records  and  Victor  Machines  are  scientifically  co-ordinated  and 
synchronized  in  the  processes  of  manufacture,  and  should  be  used 
together  to  secure  a  perfect  reproduction. 


Victor  Talking  Machine  Co. 

Camden,  N.  J.,  U.S.A. 


I 
I 


I 

i; 


I 


1 
1 


I 

i 


Victrola  XI,  $150 

Mahogany,  uak  or  walnut 


Victrola  XIV,  $225 

Mahogany,  oak  or  walnul 


8 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


PUBLISHED  BY  EDWARD  LYMAN  BILL,  Inc. 

President  and  Treasurer,  C.  L.  Bill.  373  Fourth  Ave.,  New  York;  Vice-President, 
T.  B.  Spillane,  373  Fourth  Ave.,  New  York;  Second  Vice-President,  Raymond  Bill,  373 
jourth  Ave.,  New  York;  Assistant  Treasurer,  Wm.  A.  Low. 

J.  B.  SPILLANE,  Editor 
RAYMOND  BILL,B.  B.  WILSON,  W.  B,  WHITE,  Associate  Editors 
L.  M,  ROBINSON,  Advertising  Manager 
L.  E.  BOWERS,  Circulation  Manager 

Trade  Representatives:    Wilson  D.  Bush,  C.   Chace,  Edward  Lyman  Bilx,  V.  D. 
Walsh,  E.  B.  MrxcH,  Chas.  A.  Leonard,  'Scott  Kingwill,  A.  J.  Nicklin 

Western  Division:    Republic  Building,  209  So.   State  Street,  Chicago,  111.  Telephone, 

Wabash  5774. 
Boston:    John  H.  Wilson,  324  Washington  Street 
London,  Eng.,  Office:  2  Gresham  Buildings,  Basinghall  St.    W.  Lionel  Sturdy,  Mgr. 

The  Talking  Machine  World  has  regular  correspondents  located  in  all  of  the  principal 
cities  throughout  America.   

Published  the  15th  of  every  month  at  373  Fourth  Ave.,  New  York. 

SUBSCKIPTIOX  (including  postage):  United  States,  Mexico,  $2.00  per  year;  Canada, 
$3.00;  all  other  countries,  $4.00.     Single  copies,  25  cents. 

AIJTERTISE5IENTS:  $5.50  per  inch,  single  column,  per  insertion.  On  quarterly 
or  yearly  contracts  a  special  discount  is  allowed.    Advertising  pages,  $150.00. 

REMITTANCES  should  be  made  payable  to  Edward  Lyman  Bill,  Inc.,  by  check  or 
Post  Office  Money  Order. 

NOTICE  TO  ADVERTISERS— Advertising  copy  should  reach 
this  office  before  the  first  of  each  month.  By  following  this  rule 
clients  will  greatly  facilitate  work  at  the  publication  headquarters. 

Long  Distance  Telephones — Numbers  5982-5983  Madison  Sq. 
Cable  Address:  "Elbill,"  New  York. 


NEW  YORK,  NOVEMBER  15,  1920 


SHAPING  THE  FUTURE  OF  THE  INDUSTRY 

OUTSIDE  influences  may  be  expected  to  have  their  effect  on. 
conditions  in  the  talking  machine  industry  these  days.  In  fact, 
they  always  do  to  a  greater  or  less  extent,  but  it  rests  largely  with 
the  members  of  the  trade  themselves  as  to  what  condition  the 
retail  trade  is  to  be  found  in  after  the  holiday  rush  is  over  and 
things  have  settled  down  for  the  new  year.  The  activity  and  good 
judgment  shown  in  sales  and  advertising  campaigns,  as  well  as  the 
aggressiveness  of  these  campaigns,  will  all  have  weight  in  shaping 
the  future  of  the  industry. 

If  the  retail  advertising  in  the  trade  in  general  is  kept  on  a 
high  plane — if  the  appeal  is  made  through  the  lure  of  music  and 
the  quality  of  the  instrument  rather  than  upon  prices  and  terms — 
the  publicity  may  be  expected  not  only  to  bring  business,  but  to 
keep  the  trade  on  a  high  plane  and  out  of  the  hands  of  the  price- 
cutter  and  the  long-term  specialist.  The  sales  campaign  should  be 
conducted  along  equally  direct  lines,  for  even  though  the  supply  of 
instruments  should  equal  the  demand,  the  practice'  of  selling  goods 
on  a  clean  basis,  with  sales  on  music  and  quality,  instead  of  prices 
and  terms,  will  prove  the  saving  grace. 

The  retailer  who  under  present  market  conditions  quotes  special 
low  prices  and  long  terms  in  an  effort  to  bolster  up  business  is 
doing  a  distinct  injury  to  himself  and  to  the  trade  in  his  immediate 
vicinity,  without  enjoying  any  real  benefit  in  the  long  run.  He  may 
build  up  a  temporary- volume  of  sales,  but  he  does  so  at  a  sacrifice 
of  profits  and  arouses  in  the  public  a  distrust  of  talking  machine 
prices.  The  result  is  not  a  rush  to  buy,  but  rather  the  development 
of  a  tendency  to  wait  a  while  longer  and  see  if  there  will  not  be 
a  reduction  in  other  lines  and  by  other  houses. 

If  the  trade  enters  irto  the  new  year  with  prices  and  terms  firm, 
and  on  a  basis  that  will  produce  the  proper  margin  of  profit  under 
prevailing  buying  and  operating  costs,  then  the  coming  year  may 
be  viewed  with  more  or  less  composure.  If,  on  the  contrarj-,  the 
present  season  sees  a  letting  down  of  the  bars  in  the  matter  of 
retail  selling  standards,  then  the  coming  year  will  find  the  trade  in 
a  chaotic  condition  and  in  a  position  to  suffer  from  any  untoward 
general  business  developments  that  may  appear.  Members  of  the 
trade  generally  can  best  protect  themselves  and  their  industry  by 
holding  tight,  keeping  on  the  right  course  and  maintaining  the 
industry  in  the  high  position  it  has  enjoyed  in  the  past. 


I  ANENT  THE  MAINTENANCE  OF  PRICES 

DURING  the  month  a  number  of  talking  machine  manufacturers 
have  made  it  quite  evident  that  they  cannot  legitimately,  and 
therefore  will  not,  participate  in  any  move  for  price  reduction  at 
this  time,  because  of  the  fact  that  there  has  not  been,  and  apparently 
will  not  be  for  some  time,  any  noticeable  reduction  in  production 
costs.  Official  statemefits  have  been  issued  by  several  manufac- 
turers setting  forth  their  position  and  announcing  that  wholesale 
prices  will  be  maintained. 

Labor  is  the  most  expensive  element  in  production  to-day,  and- 
until  there  is  a  reduction  in  labor  costs,  not  perhaps  through  lower 
pay,  but  through  the  medium  of  increased  efficiency,  there  can  be 
no  material  reduction  in  talking  machine  or  record  production  costs. 
The  human  element  enters  more  largely  into  the  making  of  talking 
macliines  than  it  does  into  the  majority  of  products,  and  therefore 
labor  costs  assume  increased  importance. 

Unlike  other  industries  there  has  been  no  inflation  or  profiteer- 
ing in  the  talking  machine  trade.  It  must  be  remembered  that  the 
manufactured  products  now  on  the  market,  and  those  that  will  be 
on  the  market  for  the  next  six  months,  have  been  made  at  the  highest 
possible  cost  of  production  as  far  as  labor,  lumber,  metals  and  other 
materials  entering  into  the  manufacture  of  machines  and  records 
are  concerned. 

The  present  situation  is  one  that  impels  a  real  campaign  of 
education  on  the  part  of  the  manufacturer,  jobber  and  dealer,  to  the 
end  that  the  public  may  be  competent  to  recognize  that  talking 
machines  of  quality  and  recognized  value  cannot  be  produced  and 
sold  at  lower  prices  than  are  demanded  to-day. 

There  exists  to-day  a  tremendous  purchasing  power  throughout 
the  country  that  is  still  in  a  large  measure  undeveloped,  and  which 
can  be  reached  if  all  the  members  of  the  trade  realize  the  im- 
portance of  getting  after  trade  in  a  vigorous  way  and  bringi  g 
the  merits  of  their  products  to  the  attention  of  the  purchasing  pub- 
lic in  a  manner  that  will  win  consideration.  It  is  a  time  that  calls 
for  strenuous  men — men  who  are  not  aft'ected  psychologically  by  the 
trend  in  other  industries — men  who  possess  absolute  faith  in  the 
business  in  which  they  are  engaged  and  who  like  to  labor  in  the 
sunshine  rather  than  in  the  gloom — men  who  can  plan  and  work 
along  optimistic,  successful  lines. 

PLANS  COMPLETED  FOR  HOLIDAY  BUSINESS 

THE  talking  machine  retailer  who  has  not  yet  completed  bis 
plans  for  holiday  business  may  be  said  to  be  distinctly  out  of 
luck,  for  in  most  localities  Christmas  buying  is  already  in  evidence. 
The  more  aggressive  retailers  have  in  fact  practically  forgotten  about 
their  holiday  campaigns  so  far  as  preparations  go,  for  these  cam- 
paigns have  been  mapped  out  and  launched,  and  the  only  things 
to  bother  about  now  are  the  results.  The  question  of  the  moment 
is  not  Christmas  business,  for  that  will  take  care  of  itself,  but 
rather  the  business  that  is  to  be  gotten  after  Christmas — the  sales 
that  must  be  gone  after  during  the  period  of  reaction  that  usually 
follows  the  holidays. 

The  problems  that  face  this  trade  for  the  most  part  are  prob- 
lems of  next  year  rather  than  of  this.  The  business  buikling 
that  is  going  on  is  for  1921  and  the  years  that  follow.  Campaigns 
cannot  be  inaugurated  successfully  over  night.  They  require  long, 
careful  preparation  to  insure  their  success,  ^^'ith  the  bare  six 
weeks  before  the  New  Year  rolls  around,  the  problems  of  the  coming 
twelve  mcrths  are  close  upon  us.  These  problems  do  not  apparently 
call  for  a  .evolution  of  business  tactics,  but  they  do  call  for  thougli: 
and  preparation. 

TALKING  MACHINE  FAVORED  FOR  DANCING 

SINCE  the  dancing  masters  at  their  recent  convention  in  New 
York  took  occasion  to  condemn  the  prevalence  of  the  craze  for 
"jazz"  music  as  being  the  cause  of  questio-able  forms  of  dancing, 
all  those  interested  in  the  publishing  or  distributing  of  nnisic  have 
been  busy  "passing  the  buck"  and  endeavoring  to  evade  responsi- 
bility for  .the  naughty,  naughty  music.  The  discussion  has  now 
reached  the  point  where  the  talking  machine  record  has  been  credited 
with  being  the  real  cause  for  the  popularity  of  the  fox-trot  and  its 
companion  dance,  the  "shimmy." 

Instead  of  being  to  the  discredit  of  the  talking  machine,  the  fact, 
in  a  sense,  proves  flattering,  for  it  is  an  admission  that  the  talking 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


9 


machine  record  is  the  greatest  medium  in  the  country  for  bringing 
dance  music  into  the  home.  The  melody  and  rhythm  offered  by 
the  average  dance  record,  played  by  some  noted  orchestra,  are  in  the 
main  far  superior  to  the  work  of  local  aggregations  of  musicians. 
The  record,  too,  brings  orchestral  dance  music  into  the  home  and 
offers  a  dance  tempo  that  is  correct,  quite  in  contrast  to  the  ordinary 
pounding  of  a  piano,  even  where  a  pianist  can  be  found  who  is  willing 
to  offer  himself,  or  herself,  as  a  sacrifice  that  others  may  indulge  in 
the  light  fantastic. 

Dance  music  with  so-called,  "jazz"  elaborations  is  offered 
through  the  medium  of  the  talking  machine  record  because  the  danc- 
ing public  demands  this  music.  The  heavy  sales  of  such  records 
proye  that  point,  for  in  the  catalogs  there  are  to  be  found  many 
records  of  less  lively  dance  music  that  frequently  remain  upon  the 
shelves  of  the  dealers.  Certainly  the  talking  machine  cannot  be 
responsible  for  the  sort  of  dancing  that  certain  types  of  citizens 
select  to  indulge  in  to  the  accompaniment  of  records.  Even  the 
stately  waltz  is  to-day  used  as  an  accompaniment  for  forms  of 
dancing  that  would  have  given  grandma  .heart  failure. 

To  condemn  the  makers  of  records  for  the  wave  of  so-called 
vulgar  dancing  is  as  logical  as  to  condemn  hardware  manufacturers 
because  burglars  use,  for  lawbreaking  purposes,  the  tools  they 
have  made  legitimately.  The  great  trouble  is  that  the  reformers 
classify  all  the  popular  dance  airs  as  "jazz,"  and  yet  many  of  the 
popular  numbers  of  the  day  are  anything  but  jazzy  in  character. 
They  forget  that  "jazz"  describes  a  method  of  orchestration  and  of 
playing  rather  than  of  a  type  of  song.  Some  mighty  staid  old  classic 
melodies  have  been  "jazzed"  to  a  point  where  they  make  the  product 
of  the  present-day  song  writer  seem  tame  and  innocuous. 


THE  BUYER'S  MARKET  IS  NOW  HERE 


THE  business  tide  is  on  the  turn.  The  seller's  market  is  giving 
way,  and  in  many  cases  has  given  way,  to  the  buyer's  market, 
but  it  is  gratifying  to  note  that  so  far  the  talking  machine  trade 
has  in  all  essentials  stood  firm,  to  the  credit  of  both  those  who 
make  and  those  who  sell  machines  and  records.  There  have  been 
cases  of  price  cutting,  and  in  several  cities,  particularly  in  the 
West,  this  practice  has  been  generally  indulged  in.  Investigation 
proves  that  this  backsliding  has  been  due  generally  to  purely 
local  conditions  and  not  to  any  general  wave  of  price  recession. 
There  may  come  emergencies  that  demand  action  in  the  form  of 
readjustments  that  shall  prove  to  the  disadvantage  of  the  trade, 
but  no  such  emergency  exists  at  the  present  time. 

Conditions  that  have  aft'ected  other  industries  are,  many  of  them, 
conditions  that  in  no  sense  relate  to  the  talking  machine  or  music 
business  and  only  their  indirect  effect  will  be  found  in  this  industry 
of  ours.  It  is  time,  however,  for  clear  thinking  and  for  putting 
the  business  house  in  order.  Careful  preparation  to  meet  any 
eventuality  is  a  sign  of  good  business  and  not  of  a  panic.  The  public 
is  buying  advertised  lines  of  machines  and  records — not  so  rapidly 
liiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiip 


as  a  few  months  ago  perhaps — but  nevertheless  in  sufficient  quan- 
tities to  keep  business  going  along  nicely.  It  will  be  found  in  many 
cases  that  if  the  money  which  would  ordinarily  be  sacrificed  in 
price  shavings  were  put  into  stronger  advertising  and  sales  cam- 
paigns business  would  benefit  materially  thereby. 


READJUSTMENT  OF  WARTIME  TAXATION 


ONE  of  the  factors  that  have  contributed  in  no  small  measure  to 
increased  selling  cost  of  talking  machines  and  records  is  the 
continuance  of  wartime  taxation,  and  it  is  felt  generally  by  business 
men  of  the  country,  and  for  that  matter  by  the  public,  that  the  time 
has  come  for  a  readjustment  of  Federal  taxes  in  order  to  lighten 
the  burden  on  the  people  as  a  whole. 

The  talking  machine  trade  has  suffered  more  than  some  other 
industries  under  the  war  taxation  program,  because  of  the  excise 
taxes  that  have  been  levied  upon  machines  and  records.  These  taxes 
are  in  addition  to  the  income  and  excess  profits  taxes  and  other  levies 
made  upon  the  business.  The  prospects  are  that  during  the  next 
session  of  Congress,  which  convenes  in  December,  the  question  of 
having  these  wartime  taxes  either  materially  redurrd.  or  eliminated 
altogether,  will  be  fought  out  to  a  finish.  In  this  fig,,;  the  members 
of  the  talking  machine  trade  will  have  to  do  the'r  sl-jre  and  present 
an  organized  front  to  make  their  demands  eni;-r'  -  i'^. 

The  Music  Industries  Chamber  of  Commerce  is  already  planning 
a  campaign  to  render  assistance  in  the  fight  before  the  next  Con- 
gress, and  it  might  be  well  for  talking  machine  interests  not  already 
affiliated  with  the  Chamber  to  seek  some  means  for  participating  in 
the  work  of  that  organization  in  tax  matters  at  least. 

With  the  war  at  an  end  two  years  ago,  it  is  about  time  the 
business  men  of  the  country  found  out  why  wartime  taxation  is 
still  necessary  and  why  further  economies  in  Governmental  depart- 
ments cannot  be  effected  to  the  end  of  making  extraordinary  reve- 
nues unnecessary. 


GREATER  RECOGNITION  FOR  MUSIC 


THAT  the  daily  press  of  the  country  is  displaying  a  keener  and 
more  friendly  appreciation  of  music,  and  of  the  interest  held  by 
the  majority  of  readers  in  matters  musical  when  presented  under- 
standingly,  is  constantly  becoming  more  evident.  Not  only  have 
several  scores  of  newspapers  adopted  the  policy  of  conducting  regular 
"Music  in  the  Home"  pages  for  the  purpose  of  treating  musical 
matters  in  a  popular  vein,  but  many  newspapers  have  found  it  worth 
while  to  devote  sections  of  their  editorial  pages  at  intervals  to  a 
discussion  of  music,  and  particularly  of  a  new  phase  of  music  and 
its  relation  to  industrial  efficiency  and  the  welfare  of  the  public  as 
a  whole. 

This  new  attitude  of  the  press  is  particularly  significant  as  it 
is  to  be  accepted  as  reflecting  a  new  appreciation  of  music  on  the 
part  of  the  general  public.  If  there  were  no  public  interest  in  music 
newspapers  would  quickly  cease  to  feature  the  art. 


iii 


Fur  Lined  Victrolas 

I'm  all  bundled  up  for  helping  the  winter  Victrola 
circulation.  So  remember  to  keep  your  body  tem- 
perature at  98°;  your  Victrola  sales  at  100°  and  have 
your  bank  account  boiling  at  212°. 

Pearsall  Service  gives  you  everything  for  winter 
profits  except  fur  lined  Victrolas. 


SILAS  E.  PEARSALL  COMPANY 


Copyright,  1920,  Silas  E.  Pearsall  Co.,  New  York 


WHOLESALE  ONLY 
Victrolas  and  Victor  Records  10  East  39th  Street,  New  YorU 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 


III? 


10 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


liiminiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 

I  The  Dealer  Who  Doesn't  Hold  His  Home 
j  Trade  Should  Know  the  Reason  Why 


In  the  world  to-daj'  one  seldom  receives  some- 
thing for  nothing  and  all  things  are  usuallj^ 
bought  and  paid  for.  Especially  is  this  true  in 
merchandising.  The  man  who  does  business 
with  all  his  energj-  and  vim  doesn't  expect  to 
have  his  neighbors  come  to  him  simply  because 
they  are  neighbors.  The  local  talking  machine 
dealer  to-da}-  realizes  that  he  has  a  product  that 
is  valuable,  and  it  is  up  to  him  to  see  to  it  that 
he  impresses  this  fact  upon  the  community  in 
which  he  lives.  There  is  good  reason  why  the 
local  dealer  should  be  given  preference — whj- 
people  at  home  should  trade  at  home  before 
going  elsewhere — but  there  never  was  and  never 
will  be  a  good  reason  why  people  should  do 
business  with  their  home  dealer  if  he  is  one  of 
those  individuals  who  howl  whenever  they  find 
that  thej-  are  not  patronized  by  everybody.  The 
dealer  who  is  on  the  job  every  minute  has  no 
time  to.  dream  over  what  might  have  been  He 
gets  out  and  works. 

If  he  doesn't  get  the  volume  of  trade  he  thinks 
he  should  have,  then  he  knows  that  something 
is  wrong  with  his  methods.  He  does  not  begin 
to  complain  like  a  spoilt  child — he  sets  his  brain 
to  work  to  remedy  the  fault.  Instead  of  allow- 
ing his  grouch,  if  he  has  any,  to  get  the  best 
of  his  intellect  and  make  him  rave  over  the  fact 
that  his  friends  are  going  elsewhere  with  their 
dollars,  he  'sets  to  work  to  head  off  this  straying 
business  and  find  out  just  what  the  matter  really 
is.  Take  a  simple  illustration  of  childhood  which 
ever5'one  vn\l  remember.  Who  is  there  who  does 
not  remember  and  condemn  the  "cry  baby"  of 
his  younger  daj-s.  who,  if  he  did  not  get  what 
he  wanted  immediatelj%  began  to  wail  and  refuse 
to  pla3'-  any  more?    That  sort  of  baby  is  the 


lllllllllll!llllllllllllll!llllllllll!lllllllllllll!llllllllllllllllllllllllllllllin^ 
forerunner  of  the  retailer  who  makes  the  loudest 
noise  about  the  trade,  going  awaj-  from  home. 

The  dealer  must  sit  down  and  look  into  his 
business.  If  his  goods  and  prices  are  right,  then 
his  trade  is  wandering  awaj-  from  him  for  some 
other  reason.  Perhaps  he  has  made  no  effort  to 
convince  the  people  that  his  goods  and  prices 
are  just  and  equitable.  He  maj^  have  neglected 
some  small  items  of  service  which  would  have 


M  If  People  at  Home  Do  | 
I  Not  Buy  of  the  Home  | 
I  Merchant,  Something  | 
I  /5  Wrong  With  His  | 
I  Merchandising  Plans  | 


saved  the  da}'.  At  any  rate,  there  is  some  fault 
somewhere  and  he  is  the  one  who  must  find  it 
out.  The  majority  of  people  will  not  go  away 
from  home  to  trade  if  thej'  are  convinced  that 
the}-  are  getting  a  fair  return  for  their  money  at 
the  local  store.  There  are  always  a  few  who 
will  trade  in  other  places,  but  the  percentage  is 
so  small  that  they  should  not  cause  the  dealer 
any  concern. 

To  tell  your  home  people  that  they  should 
trade  with  you  because  vou  are  a  home  institu- 


tion, because  }-ou  pay  taxes  there,  because  you 
support  the  church,  the  town  hall,  and  so  on,  is 
not  the  better  part  of  wisdom.  Your  argument 
only  strengthens  them  in  their  belief  that  you 
expect  to  get  their  money  without  giving  full 
value  in  return.  Such  talk  is  not  business.  Peo- 
ple buy  where  they  can  find  the  best  market  and 
they  are  not  disposed  to  support  the  shirking 
merchant.  Realizing  this  the  live  dealer  will  do 
everything  possible  to  make  his  store  radiate  his 
own  personality  and  beliefs.  He  will  have  his 
windows  attract  the  attention  of  the  public,  and 
he  will  have  h's  sales  force  reflect  his  attitude- 
He  will  make  his  friends  realize  by  experience 
that  his  store  is  the  place  where  they  will  get  con- 
siderate treatment.  Experience  is  the  greatest 
teacher  and  one  or  two  little  things  which  im- 
press the  customer  because  they  are  examples  of 
real  service  will  do  more  than  anything  else  to 
win  that  person's  trade.  Likewise,  if  the  first 
impression  is  an  unfavorable  one,  the  chances  of 
eradicating  it  and  winning  back  the  trade  are 
very  small. 

So  the  local  dealer  can  remember  this:  if  the 
people  at  home  do  not  buy  of  the  home  mer- 
chant, there  is  something  wrong  with  his  mer- 
chandising. 


A  NOVEL  VICTOR  DELIVERY  TRUCK 


Mark  W.  Duncan,  ^''ictor  dealer  of  Albia,  la., 
has  lately  purchased  a  new  delivery  truck  and 
built  a  large  Victrola  which  can  be  fastened  to 
the  rear  for  delivering  instruments.  The  Vic- 
trola is  thoroughly  padded  and  can  be  adjusted 
to  hold  any  size  instrument  together  with  a 
large  supply  of  records. 


I 

Sound  travels  round 


(always  has  and  always  will) 


A  UTHORITIES  in  acoustics  have 
-long  recognized  that  sound  travels 
in  spiral  or  circular  waves. 

In  making  the  Emerson  Music  Master 
Horn  round  the  'makers  of  the  new 
Emerson  Phonograph  have,  therefore, 
simply  gone  back  to  first  principles. 
They  have,  so  to  speak,  taken  a  tip  from 
Xature. 

Not  only  have  they  'fashioned  the 
Emerson  Music  Master  Horn  perfectly 
round.  They  have  taken  another  tip 
from  Nature,  and  fashioned  it  of  spruce 
— solid  spruce. 

From  the  earliest  times  spruce  has 
lieen  recognized  as  the  most  resonant — 
tlie  most  vibrant — the  most  sound-am- 
])lifying  of  woods. 

The  Emerson  Music  Master  Horn  is 
made  of  specially-selected,  kiln-dried. 


.MODEL  No.  20 


Emerson  Record  Sales  Company y  Inc. 

ExcluBive  distributors  of  Emerson  Standard  JO-inch 
Gold   Seal   Records    in    the   Metropolitan  territory 

206  Fifth  Avenue,  New  York  City 


rounded^  resonant  spruce — solid  spruce 
— not  veneered. 

It  is  worth  while  calling  attention  to 
the  fact  \hdi.t  every  Emerson  Phonograph 
— from  the  sturdy  table  model  to  the 
most  luxurious  period  model — has  this 
built-in,  solid-spruce,  round  sound  cham- 
ber or  horn — the  acoustically  correct 
Emerson  Music  Master  Horn 

Hear  the  Emerson  Phonograph  at 
your  earliest  opportunity.  Note  how 
the  Emerson  ]\Iusic  ^Master  Horn,  by 
virtue  of  its  peculiar  construction, 
brings  out  the  little  musical  details  so 
often  slighted  in  reproducing. 

Send  for  loose-leaf  catalog  describ- 
ing the  new  line  of  Emerson  Phono- 
graphs, and  explaining  the  scientific 
principle  of  the  round  Emerson  ]\lusic 
Master  Horn. 

*  Elements  of  .^coustics  {Lees),  pages  lO^-ll. 


II 


^mersoTi, 

Records  and 
Phonographs 


I 


Tlic  Talking  Machine  World,  New  York,  November 


jjjjjiiiiiiii.iiiiiaVuuiit  ^^^m(;-P ) 


Stewart 
Road  Signs 

Greet  the  travelers  through  your  city  with  this 
declaration  of  Victor  Supremacy.  Let  the  roadsides 
reflect  your  name  as  an  established  dealer  in  the 
world's  greatest  musical  instrument.  Hundreds  of 
Victrola  prospects  travel  the  highways  in  your 
county  daily.  Appeal  to  them  through  this  full- 
color,  impressive  but  inexpensive  road  sign ! 


^CTOR  rSori^  exclusively 

Lookinside  the  lid 

If  it  basnttliistrddeinarK: 
it  Isnt  a 

Themild's  Greatest 

Ho^al  Instrument 


Make  Your  Name  Noted  for 
3  Years 

Measuring  48  inches  by  48  inches  with  the  top 
panel  standing  8  inches  above  the  board,  each  of 
these  signs  is  the  most  impressive  advertisement 
of  its  size  to  be  met  on  the  road.  The  display 
surface  is  of  the  toughest  known  sign  metal, 
weather-proofed  with  a  patented  preparation 
called  STABRIGHT.  Similar  signs  are  known 
to  keep  bright  and  clear  for  THREE  YEARS. 
The  price  of  each  sign  is  only 

$16.95 

F.  O.  B.  our  factory 
at  Kokomo,  Indiana 


ORDERS  FOR  LOTS  LESS  THAN  lo  NOT 
DESIRED.  AT  THIS  RATE  lo  SIGNS 
IV  ILL  FOR  3  YEARS  PREACH  YOUR 
MESSAGE  TO  THE  DRIVING  PUBLIC 
AT  THE  COST  OF  NOT  MORE  THAN 
50  CENTS  A  MONTH. 

Stewart  Road  Signs  are  only  a  part  of  the 
Stewart  Sales  Service.  All  forms  of  sales  pru- 
motion  known  in  modern  advertising  methods 
available  here  for  Victor  Dealers-. 


Address  all  orders  promptly  to 

Stewart 
Talking  Machine  Co. 

Exclusive  Victor  Jobbers 

Indianapolis       -  Indiana 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


11 


ART  DISPLAYED  IN  STORE  ARRANGEMENT  AND  EQUIPMENT 

The  Newly  Opened  Victrola  Shop  of  the  Baldwin  Co.,  Cincinnati,  Emphasizes  How  the  Classic 
or  Modern  Store  Makes  a  Wide  Appeal  to   Discriminating  Purchasers 


Cincinnati,  O.,  November  5. — The  classic  and 
modern  store  for  the  sale  of  talking  machines 
and  records  has  become  a  very  important  part 
of  the  retailer's  endeavors  to-day.  An  artistic 
environment  associated  with  tliis  phase  of  retail- 
ing appeals  to  a  distinctly  desirable  class  of 
trade.  The  dealer  desiring  to  make  a  direct  ap- 
proach to  a  class  of  customers  that  will  be  of 
value  to  him  should 
consider  that  the  more 
attractive  his  store  is 
made  the  larger  will  he 
the  appeal  to  the  real 
people  who  are  buying 
machines  and  records. 
There's  a  reason. 

The  Victrola  Shop  of 
the  Baldwin  Co.,  the 
newest  store  selling 
talking  machines  and 
records  in  this  city,  and 
which  was  recently 
opened  to  the  public,  as 
referred  to  in  The 
World  last  month,  is 
an  ideal  retail  sales- 
room and  demonstra- 
tion parlor.  As  the 
name  implies,  it  will 
handle  Victor  records 
and  Victrolas  exclu- 
sively. The  decora- 
tians,  as  can  be  noted  General  View  of 

by  the  two  views  herewith,  are  not  only 
attractive,  but  they  are  also  artistic.  The 
tixtures  of  the  Adam  period  are  of  the 
most  pleasing  design  and  are  finished  in 
old  ivory.  The  sales  section,  for  records, 
is  fitted  up  with  a  counter  and  rack,  and 
has  easy  chairs  and  a  most  inviting  appearance. 
There  are  eleven  booths,  three  of  them  being 
set  aside  for  the  demonstration  and  sale  of  Vic- 
trolas, and  the  others  for  the  demonstration  of 
the  records.  There  is  a  most  complete  stock 
of  these  carried  here,  and  a  specialty  is  being 


made  of  carrying  at  all  times  any  records  that 
might  be  called  for. 

There  is  a  reception  room  in  the  rear  of  the 
store  and  here  one  may  rest  and  find  comfort 
while  being  shown  a  machine,  or  enjoy  a 
little  rest  while  on  a  shopping  tour.  The  in- 
terior has  been  made  "different"  from  many 
other  stores  of  this  kind,  and  an  air  of  refine- 


Baldwin  Victrola  Shop — Booths  in  Rear 

ment  and  coziness  prevails  that  is  soothing  and 

at  the  same  time  an  inviting  one  to  the  public. 

One  feature  noted  here  is  the  display  in  glass 
closed  panels  of  the  records  issued  for  the 
past  three  months,  so  that  the  customers  can 
teil  at  a  glance  what  has  been  issued  by  the 
manufacturers  in  the  present  and  two  preceding 
months.  The  entire  setting  is  artistic  and  of- 
fers a  place  of  cheery  surroundings  for  the  trade 
aside  from  being  the  last  word  in  interior  set- 
ting. 

.Something  in  the  way  of  an  innovation  has 


been  adopted  in  the  selection  of  the  members 
of  the  salesforce.  They  are  educated  in  music 
and  are  familiar  with  the  operas  and  other  classic 
selections.  In  this  way  they  are  able  to  tell 
the  customers  something  of  the  history  of  the 
pieces  being  demonstrated  or  asked  for,  and  are 


Baldwin  Reception  or  Rest  Room 

able  to  assist  in  the  choice  of  any  high-class 
record  that  is  called  for.  This  is  an  idea  that 
can  be  made  to  bear  fruit,  as  the  salesforce  is 
fully  equipped  with  the  essential  knowledge  to 
help  the  customer  make  an  intelligent  selection. 

The  store  is  under  the  management  of  Sher- 
man B.  IVIcLaughlin,  who  has  recently  come 
from  New  York,  where  he  was  identified  for 
four  years  with  the  John  Wanamaker  establish- 
ment. Some  years  ago  he  was  employed  by  the 
Baldwin  Co.,  and  is,  therefore,  familiar  with  the 
methods  employed  here.  The  store  adjoins  the 
piano  house  of  the  above  company  on  Fourth 
street. 


THREE  ELEMENTS  IN  EVERY  SALE 


Ever}'  sale  is  composed  of  three  parts: 

1.  — The  approach. 

2.  — The  demonstration. 

3.  — The  close. 

It  doesn't  make  any  difference  whether  the 
approach  consists  of  two  words,  "Good  morn- 
ing," and  the  demonstration — "Here's  the  goods, 
you  need  them,"  and  the  closing — "Sign  vour. 
name  here,"  these  three  elements  are  in  ^very 
sale  of  talking  machines  or  records. 


Warren  G.  Pollard  has  just  entered  partner- 
ship with  Harry  Clarke,  Victor  dealer  at  Ana- 
mosa,  la. 


/ <L I N r o N & B £ Av k n  rrs.  .  ■-:    .  piu>>  h ui i d i n d . - MtwAii U.n  j. ' 


12 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


Doubly  Welcome 

Now  we  have  special  Christmas 
envelopes,  with  an  appropriate  and 
beautiful  design  in  color,  in  which  to 
enclose  the  Columbia  Records  your 
customers  buy  as  Christmas  gifts.  Our 
wide,  effective  Christmas  advertising 
in  the  newspapers  and  magazines  is 
your  surety  and  guarantee  that  Co- 
lumbia Records  as  Christmas  gifts 
are  now  recognized  and  welcomed 
from  coast  to  coast.    Put  some  of 


NOTOMBER  15,  1920 


THE    TALKING    MACHINE  WORLD 


13 


Christmas  Gifts 

these  Christmas  envelopes  filled  with 
your  choicest  Columbia  Records  on 
your  counters  and  in  your  windows 
where  they  can  be  seen.  Their 
cheery  colors  will  stimulate  trade 
and  clinch  many  extra  sales  this 
holiday  season.  If  you  display  these 
envelopes  you'll  find  that  many 
strangers  and  regular  customers  will 
do  all  their  Christmas  shopping 
right  inside  your  store. 

Cqlumeia  Graphophone  Company 

.  _      '  New  York 

J^^.  Canadian  Factory:  Toronto 


14 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


received 
by  us 
from  en- 
thusiastic 
Jobbers 
and 

Dealers 
It 

will 
pay 
you 


"tf^ith  the  desire  to  trrre  our  commitnity  in  rrery 
posnble  ipay.  TPf  dedicate  Ais  department 

Store  to  you. " 

H.  H.  SCHROEDER,  presideTnt 
R.  W,   HALBACH,  viCE-PReSiDE*4T 
E.    F.  HALBACH.  SECRETARY 
GEORG  E  GAB  Rt  EL,  manager 


STooc'y-QUivu'nr- 

CBUlNCY.lLt^ 


May  28,  1920. 


Cole  &  Druias  Co., 

54  W.  Lalce  St. , 

Chicago,  HI. 


Gentlemen: 


tVe  received  your  box  of  \8#flexo  Blue  Steel  needles 
and  to  say  the  least  we  believe  them  to  be  far  better 
than  anything  we  have  yet  tried. 

We  bdlieve  you  will  make  no  mistake  in 
handling  them  as  they  have  only  been  on  our  counter 
two  hours  and  we  have  sold  over  a  dozen  paclcages. 


Kindly  send  us  another  box. 

Yours  very  truly, 


HAIMCH  SCHEOEDBB 


EHW/HKl 


Manager  Sales  and  Service  Department 

for  Brunswick. 


X.'U 

STOCK  RI 
BLUE  STEEL  NEEDLES 


(Write  for  Samplet  and  Prices 
of  Reflexo  Needles  and  Polish) 


REFLEXO  PRODUCTS  CO.,  Inc. 

347  Fifth  Avenue 


BlueSteel^Needie 

iharHolds  the 

Record*'{6r 
^opvdaviiu 

PLAYS 
TEN 


At  34th  Street       New  York  City 


Suite  1003 


Tg^LUE  STEEL 

SClE^TlFiCAll-V  PERFECT 


Canadian  Distributors:  The  Musical  Mdse.  Sales  Co.,  Toronto 
Foreign  Export:  Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


November  15,  1920 


THE   TALKING    MACHINE  WORLD 


15 


Single  Idea  Window  Display  Most  Effective 
in  Selling  Machines  and  Records  -  By  waiter  Fay 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy 

It  would  not  do,  of  course,  for  the  talking 
machine  dealer  to  inform  his  customers  and 
prospects  that  they  had  one-track  minds,  unless 
he  was  desirous  of  quitting  business  suddenly, 
but  the  fact  remains  that  in  presenting  his  ma- 
chines and  records  for  the  consideration  of  pro- 
spective customers  through  the  medium  of  win- 
dow displays  or  newspaper  advertising,  the 
dealer  who  works  on  the  theory  that  the  ma- 
jority of  people  have  one-track  minds  and  there- 
fore presents  for  ti;eir  consideration  only  one 
type  of  machine  and  one  special  record  at  a 
time,  will  be  surprised  at  the  results. 

There  is  a  distinct  tendency  among  those  in 
the  trade  who  give  particular  thought  to  their 
advertising  and  window  displays  to  concentrate 
on  one  article  or  upon  one  thought,  for  by  so 
doing  they  find  that  they  are  able  to  drive  a  par- 
ticular idea  home  with  greater  force.  A  dozen 
or  two  of  the  popular  records  may  be  placed  in 
a  window,  and  a  number  of  sales  result.  If 
only  one  record  is  featured,  however,  it  will  be 
found  that  the  sales  of  that  particular  record 
will  jump  to  big  proportions,  and  proper  sales- 
manship can  be  relied  upon  to  keep  the  other 
records  on  the  list  moving  at  the  same  time. 

It  seems  as  though  the  average  person  hates 
to  take  the  time  and  trouble  of  reaching  a  de- 
cision in  the  matter  of  making  a  purchase,  and 
when  a  dozen  or  so  records  are  displayed,  each 
with  some  strong  advertising  matter,  the 
passer-by  may  stop  to  look,  but  does  not  take 
the  trouble  to  select  from  the  dozen  a  record 
that  makes  a  special  appeal  and  then  go  in  and 
buy  it.  If,  however,  one  of  the  popular  records 
from  the  current  month's  list  is  made  the  center 
of  an  effective  window  arrangement,  the 
passer-by  has  only  one  thing  to  think  about  and 
is  more  inclined  to  come  in  and  buy.  This  is 
not  a  matter  of  theory,  but  an  established  fact, 
and  the  result  is  that  a  surprisingly  large  num- 
ber of  talking  machine  retailers  go  to  consider- 
able trouble  to  feature  one  record  with  par- 
ticular emphasis  in  their  advertising,  depending 
upon  that  record  to  bring  the  customer  into  the 
store  where  he  can  be  approached  on  other 
numbers. 

There  are  some  records,  of  course,  that  lend 
themselves  most  happily  to  special  window  dis- 
plays. The  latest  of  these  perhaps  is  "The  Love 
Nest,"  and  scores  of  dealers  took  occasion  to 


iiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^^ 

place  in  their  windows  their  own  conceptions 
of  what  the  song  is  supposed  'to  typify.  But 
there  are  others  just  as  adaptable. 

There  is  hardly  a  talking  machine  salesman 
who  has  not  had  the  experience  of  playing  over 
fifteen  or  twenty  records  for  a  customer  who 
came  in  Undecided  as  to  just  what  was  wanted, 
and  then  found  that  with  so  many  records  at 
hand  the  customer  could  not  make  a  final  de- 
cision. Where  the  range  of  selection  was  limited 
to  half  a  dozen  records  or  so  he  found  that  the 
proportion  of  sales  was  much  higher,  there  being 
less  room  for  debate. 

To  declare  in  advertising  that  machines  range 
in  price  from  a  few  dollars  to  several  hundred 


iiiiiiiiiiiiiiiiii!iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiyiiiiiiiiiiiiiiiiiii!i^^ 

cravats.  The  salesman  knows  that  he  can  se- 
lect one  from  the  three  in  a  few  minutes,  but 
to  select  one  from  the  entire  stock  might  re- 
quire an  hour.  The  shoe  salesman  never  dumps 
his  entire  stock  in  front  of  the  customer.  He 
first  finds  out  the  sort  of  shoe  favored  and  then 
brings  out  one  pair  at  a  time.  The  same  rule 
holds  good  with  the  tailor  if  he  knows  his  busi- 
ness. 

In  selling  merchandise,  as  in  anything  else, 
the  wise  way  is  to  strive  to  please  the  majority, 
therefore  working  on  the  basis  that  the  majority 
of  people  have  one-track  minds  when  it  comes 
to  selecting  their  purchases  means  following  the 
line  of  least  resistance. 


■  Concentration  in  the  m 

■  Window  Display  Helps  | 

■  Customer MakeUp His  ■ 
M  Mind  and  Saves  Dealer  B 

■  Much  Time  and  Effort  ■ 


dollars  means  nothing  to  the  prospect  unless  he 
can  see  what  machines  are  offered  at  the  price 
he  is  able  to  pay.  Here,  too,  it  is  found  that 
the  attractive  featuring  of  one  type  of  machine, 
with  the  price  and  terms  plainly  stated,  and  its 
appropriateness  for  certain  surroundings  and 
purposes  explained,  proves  more  effective  than 
the  indiscriminate  advertising  of  a  poor  line. 
With  the  machines  featured  one  at  a  time,  the 
prospect  is  pretty  sure  in  the  long  run  to  have 
brought  to  his  attention  one  particular  model 
that  in  size,  price  and  general  adaptability  is 
calculated  to  meet  his  individual  requirements. 
For  the  dealer  who  does  not  believe  in  concen- 
tration,, a  study  of  the  merchandising  efforts  in 
other  lines  should  prove  profitable. 

In  haberdashery  he  is  shown  many  cravats, 
but  as  soon  as  he  indicatesi  the  type  he  prefers, 
he  finds  offered  him  for  selection  two  or  three 


JOSEPH  SHEA  NOW  A  BENEDICT 


Editor  of  The  Tonearm  Marries  Miss  Angela 
Campana  in  Bridgeport,  Conn. 


Bridgeport,  Conn.,  November  4. — The  wedding 
of  Miss  Angela  Campana,  daughter  of  Mr.  and 
Mrs.  Charles  N.  Campana,  of  Myrtle  avenue,  and 
Joseph  Shea,  editor  of  The  Tonearm,  published 
by  the  Columbia  Graphophone  Co.,  took  place 
yesterday  at  the  Sacred  Heart  Church  at  9 
o'clock. 

Mrs.  Anthony  Gallagher,  nee  Miss  Elsie  Cam- 
pana, attended  her  sister  and  Mr.  Gallagher  acted 
as  best  man.  Following  the  ceremony,  a  break- 
fast was  served  at  the  Campana  residence  for 
the  immediate  families  and  a  few  friends.  After 
a  honeymoon  trip  the  couple  will  make  their 
home  on  Haddon  street. 


CHANGED  TO  PIERINGER  &  BENEDICT 


The  firm  of  J.  S.  Fieringer,  Bedford,  la.,  has 
been  changed  to  Fieringer  &  Benedict.  The 
Victor  business  has  been  growing  to  such  pro- 
portions that  Mr.  Fieringer  found  it  necessary 
to  have  assistance  in  order  to  give  the  business 
the  attention  it  deserves.  Mr.  Benedict  is  with 
the  Benedict  Fiano  Co.,  which  conducts  store-^ 
in  Clarinda  and  branches  in  a  number  oi  towns 
in  southwestern  Iowa. 


Slipshod  management  begets  slipshod  help, 
and  carelessness  even  in  the  smallest  details  is 
never  unnnticrd  by  the  employer. 


The  Sort  of  Service 


THAT  MAKES  FOR 


Better  Victor  Merchandising 


VICTOR  EXCLUSIVELY 


OLIVER  DITSON  CO. 
Boston    -    -    -  Mass. 


CHAS.  H.  DITSON  &  CO. 
New  York    -    -    -     N.  Y. 


16 


THE   TALKING   MACHINE  WORLD 


November  15,  1920 


Hear  Al  Jolson  dream  ol  "Avalon."  When 
you  do,  you're  going  to  long  to  travel  with 
him  to  see  his  new  love  in  Avalon.  If  ever 
there  was  a  hit -this  is  it.  A-2995. 


Columbia  Graphophone  Co.  k 

NEW  YORK 


OPENS  VICTOR  SHOP  IN  DALLAS 


SUGGEST  N0ON=H0UR  CONCERTS      McCOY'S  A  GENERAL  MUSIC  HOUSE 


Corpus  Christi  Talking  Machine  Man  Now  Has 
Attractive  Dallas  Establishment 


Spare  Half-hour  After  Lunch  Might  Be  Utilized 
by  Dealer  for  DaUy  Record  Concerts 


Hartford  Establishment  Carries  Out  Beliefs  of 
Manager  A.  P.  McCoy  in  Attractive  Manner 


Dallas,  Tex.,  November  5. — The  Lester  Gunst 
Co.  has  opened  an  exclusive  Victor  shop  here  at  * 
1018  Elm  street  with  Lester  Gunst  in  charge. 
Mrs.  Waskom  and  Miss  Darnell  are  assistants, 
both  of  whom  have  had  valuable  experience  in 
their  chosen  line  and  large  personal  acquaint- 
ance in  Dallas.  Mr.  Gunst  comes  from  Corpus 
Christi,  where  for  a  number  of  years  he  was 
engaged  in  musical  merchandising.  He  has 
fitted  his  shop  in  especially  good  taste,  dis- 
tinctive in  design  and  in  color  treatment. 

The  architectural  design  of  the  interior  fit- 
tings is  a  mixture  of  the  Colonial  and  Gothic. 
The  woodwork  is  paneled  and  the  tops  of  the 
panels  are  in  base  relief.  Several  pillars  carry 
out  the  Colonial  efifect. 

The  general  color  scheme  is  old  English 
ivory  and  the  new  shade  of  French  lemon.  The 
hangings  are  taupe  and  Bavarian  blue  and  beige 
and  the  carpet  taupe.  The  electric  fixtures  con- 
sist of  side  brackets  and  assist  materially  in 
creating  a  beautiful  harmony  of  light  and  color. 

There  are  six  demonstrating  salons  furnished 
ill  wicker  with  cretonne  covers,  and  the  entire  es- 
tablishment has  a  most  artistic  atmosphere. 


NOW  TESLOW  MUSIC  HOUSE 


Kellogg  Music  House  at  Cresco,  la.,  Sold  to 
Herman  A.  Teslow 


In  the  '"Suggestion  Department"  of  System 
for  October  T.  F.  Moriarity  presents  the  follow- 
ing "tip"  for  dealers  who  desire  to  expand 
their  business: 

"I  would  arrange  for  two  or  three  entertain- 
ments each  week,  starting  at  12.30  p.  m.  and 
ending  at  2  o'clock.  Some  of  the  latest  records 
would  be  played,  as  well  as  those  that  might 
be  requested  from  the  audience. ' 

''To  attract  a  crowd  I  would  send  announce- 
ments around  to  the  manufacturing  plants,  busi- 
ness offices  and  stores  and  would  invite  all  music 
lovers  to  be  present  for  the  entertainments. 

"Since  most  people  lunching  out  at  noon  have 
half  an  hour  or  more  to  spend  after  the}'  have 
eaten,  I'm  certain  that  my  store  would  be  well 
filled  at  each  performance  by  people  really  in- 
terested in  records;  people  who  had  come  to 
buy,  provided  I  could- present  the  proper  incen- 
tive to  buy. 

''When  the  public  could  be  certain  that  there 
would  be  an  entertainment  each  rainy  noontime 
they  would  depend  on  my  store  as  a  pleasant 
place  to  pass  their  spare  time.  Instead  of  wait- 
ing impatient!}''  at  their  eating  place  or  going 
back  early  to  their  work  they  could  take  advan- 
tage of  my  invitation  and  pay  my  store  a  visit. 

"It's  only  natural  that  these  little  performances 
would  attract  extra  business  for  me  and  would 
advertise  my  place  throughout  the  city.  And, 
best  of  all,  my  investment  would  not  need  to 
be  large." 


Herman  A.  Teslow  has  just  purchased  the 
business  of  the  Kellogg  Music  House,  Cresco, 
Iowa,  and  in  the  future  the  business  will  be 
known  as  the  Teslow  Music  House.  Both  Mr. 
and  Mrs.  Teslow  are  graduates  of  the  Mickel 
School  of  Victor  Salesmanship.  The  store  has 
been  completely  renovated  and  is  considered  the 
best  equipped  music  store  in  Northwestern  Iowa. 


J.  M.  ROSS  IN  IOWA  TERRITORY 


James  M.  Ross,  of  the  traveling  department 
of  the  Victor  Co.,  has  been  assigned  to  Iowa  for 
this  season.  His  work  will  keep  him  in  Iowa  for 
a  few  weeks  before  he  leaves  for  a  short  visit 
with  the  Nebraska  dealers. 


Hartford,  Conn.,  November  S. — A.  P.  McCoy, 
manager  of  McCoy's,  of  this  cit}^  is  an  ardent 
enthusiast  over  the  general  music  house  idea. 
The  warerooms  on  Asylum  street  carry  out  this 
theme  in  a  striking  manner.  McCoy's  carries 
Victor  talking  machines,  Kranich  &  Bach, 
Knabe,  Mehlin,  Estey,  Ludwig,  Lauter  and 
Kurtzmann  pianos  and  also  conducts  large  sheet 
music  and  player  roll  departments  as  well.  The 
musical  merchandise  department  is  advanta- 
geously situated  immediately  at  the  right  of  the 
main  entrance  and  faced  by  the  sheet  music  de- 
partment. The  balance  of  the  main  floor  is 
given  over  to  the  talking  machine  department. 
Unico  demonstration  rooms  and  record-filing 
equipment  have  been  installed  throughout  and 
this,  together  with  tasteful  hangings  and  deco- 
rations, gives  a  very  pleasing  efifect.  The  piano 
saloas  occupy  the  entire  second  floor  and  vie 
with  the  talking  machine  department  in  their 
attractiveness.  The  third  floor  is  devoted  to  the 
player-piano  and  music  roll  departments.  Three 
sound-proof  demonstration  rooms  have  been  in- 
stalled. The  fourth  floor  is  devoted  to  the  re- 
pair department.  The  lighting  efifects  on  each 
floor  are  a  strong  contributing  factor  in  the 
general  attractive  appearance  of  the  warerooms. 

Manager  McCoy  reports  that,  although  these 
v.arerooms  were  opened  only  a  few  months  ago. 
they  have  been  firmly  established  in  the  fore- 
most ranks  of  the  music  trade  of  this  city. 
Their  patronage  already  includes  some  of  the 
most  influential  people  in  the  cit>»  and  the  vol- 
ume of  business  transacted  has  passed-  all  ex- 
pectations. Mr.  McCoy  is  very  enthusiastic 
over  the  future  and  is  planning  an  energetic 
campaign  to  cover  the  holiday  season. 


W.  P.  Moore  has  opened  a  modern  mu.sic 
store  in  Plartsville,  S.  C. 


Ill 

Mr.  Dea/er  are  you  selling  the  Record  Flasher?  It  is 
very  much  in  demand  and  invariably  sold  when  properly 
presented  to  your  customers. 

The  Record  Flasher  is  easily  attached  to  any  phonograph;  it 
gives  an  abundance  of  illumination,  it  makes  cumbersome 
operations  easy  and  simple  in  darkest  corners  where  phono- 
graphs are  usually  placed. 

Beautifully  finished  in  Nickel  and  Gold. 

Packed  (12)  to  a  unit  package  may  be  assorted. 

f  Nickel  finish  without  battery  -  $2.25 
RETAIL  PRICES  \  Gold       "  "  "       -  $3.00 

(  Batteries  each  -  $  .75 

Regular  Trade  Discounts  to  Dealers. 
When  writing  always  mention  your  distributor. 

Manufactured  by 

STANDARD  ACCESSORY  CORPORATION 

Milwaukee,  Wis.,  U.  S.  A. 


Illlllllllllllllllllllllliillllllllllllllllillllllllllllllllllllllllllllllll^ 


SHOULD  BE  ONIEVERY  TALKING  MACHINE 


355-357  East  Water  St. 


ORDER  FROM  YOUR  JOBBER 


IT'S  NECESSARY— VERY  NECESSARY 


MUUIIIUII 


iiimiiiiiii 


illllllllllllllllllllllUIIIIIIIIIIIIIIIIIllllllllllllllllllllllllllllllllllllllllll»^   IIIIIIIUII 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


17 


>t  T  Christmas,  more  than  at  any  other 
/-I   time,  a  multitude  of  shoppers  are 
JL  seeking  for  something  that  is  dif- 
ferent and  beautiful. 

In  the  Heywood- Wakefield  your  cus- 
tomers will  find  an  instrument  with  a  rare 
beauty  of  tone  and  remarkable  decorative 
qualities. 

Its  cushioned  reproducer,  built  to  par- 
allel the  human  organs  of  sound,  brings 
out  every  detail  of  a  record,  no  matter 
how  delicate,  with  perfect  ease.    Its  non- 


resonant  cabinets  of  reed  are  artistically 
fashioned,  and  finished  m  many  different 
color  schemes.  Your  customers  may  choose 
any  cabinet  colored  to  harmonize  perfectly 
with  their  own  style  of  furniture. 

Progressive  merchants  realize  the  advan- 
tage of  having  this  instrument  in  their 
Christmas  line. 

The  Heywood-Wakefield  is  made  under 
the  Perfek'tone  patents.  For  details  of 
models,  prices  and  specifications,  address 
today  the  nearest  ofiice  of 


HEYWOOD   BROTHERS  AND  WAKEFIELD  COMPANY 

New  York      Philadelphia      Boston      Baltimore      BuflFalo      Chicago      Portland,  Ore.      San  Francisco      Los  Angeles 

Factories:  Gardner,  Mass.;  Chicago;  Wakefield,  Mass. 
When  you  visit  Atlantic  City  see  all  models  of  the  Heywood-Wakefield  at   the  Perfek'tone  Store,  517  Boardwalk 


18 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


liniiiiiiiiiiiiiiiiiiiiiiiiiiiiii{iiiii!iiiiiii»iininiiiii»iiiiiiiiiiiiiiii»^ 

I  Sales  of  Music  in  Combination  With  Records  | 
I  Prove  Most  Successful  With  Many  Dealers  I 


llllllllllllilDllllllllllllllllllilllllllllllllllllllllllllUIIIIIIIIIIIIIU 

Some  time  ago  an  article  appeared  in  The 
Talking  Machine  World  anent  an  inquiry  from 
a  dealer  who  suggested  that  it  would  be  a  good 
plan  to  furnish  the  words  of  the  songs  demon- 
strated on  records  in  the  talking  machine  stores. 
It  was  pointed  out  at  that  time  that  the  words 
of  the  songs  are  usually  copj'righted  and  their 
unauthorized  use  would  make  the  dealer  liable 
to  a  heavy  penalty.  Considering  the  subject  in 
a  broader  waj',  the  idea,  however,  has  much 
merit,  and  in  commenting  upon  it,  The  Puritan 
describes  the  plan  of  one  dealer  as  follows: 

"Still,  the  advantage  of  having  the  words, 
exactlj'  as  engraved  in  the  record,  clearh-  print- 
ed and  available  for  anyone  who  wanted  them, 
so  strongly  impressed  a  Kansas  music  dealer 
that  he  obtained  the  names  of  the  publishers 
of  ever}'  vocal  selection  represented  by  the  new- 
records  he  received,  and  the  price  of  the  sheet. 
With  this  list  before  him  he  was  able  to  direct 
buyers  of  records  to  the  publishers  of  the  words 
and  music. 

"Some  people  would  think  that  it  would  have 
been  better  to  obtain  the  printed  words  and 
music  and  sell  them  direct,  but  the  dealer  be- 
lieved that  this  would  involve  the  carrj^ng  of  a 
great  quantity  of  sheet  music  for  which  he 
might  not  have  a  read}'  sale,  and  he  contented 
himself  with  the  list  referred  to,  as  a  starter. 

"In  the  music  stock  of  this  store,  however, 
the  dealer  had  the  vocal  score  of  many  of  the 
best  operatic  selections  and  well-known  songs. 
He  listed  these  to  correspond  with  his  record 
stock  list,  and  when  a  person  bought  a  record 
of  which  he  had  the  printed  words  it  was  a 
very  easy  matter  to  sell  both  the  record  and 
the  words  and  music. 


"There  is  no  doubt  that  the  enjoyment  of  a 
new  song  (or  an  old  one,  for  that  matter)  is 
consideraibly  increased  by  knowing  the  words  as 
the  record  is  played.  It  is  a  great  temptation 
also  for  the  listener  to  'sing  it'  with  the  talk- 
ing machine,  if  he  can  sing  at  all.  It  is  a 
delightful  pastime  also  for  a  few  members 
of  a   family  to   follow  the   singing   of   a  fine 


I  Handling  the  Music  of  | 

I  the  Records  Opens  Up  M 

I  a  Trade  Field  That  Is  J 

I  Not  Only  Interesting  J 

I  But  Often  Profitable  | 


rniiiiiiiiiiiiiiiiiiiiiiyiiiiiiiiiiiiiiniiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

quartet,  duet  or  chorus,  and  it  is  well  worth  the 
dealer's  while  to  introduce  this  agreeable  diver- 
sion in  his  store,  because  it  leads  to  sales  of 
both  record  and  music. 

"It  needs  very  little  explanation.  W"hen  a 
record  is  chosen  by  a  customer  the  sales  person 
consults  his  list,  and  finding  that  he  has  the 
nmsic,  informs  the  customer  that  'W  e  also  have 
the  words  and  music  of  this  record;  would  you 
not  like  to  have  it  so  that  you  can  follow  the 
words  exactly?'  Or,  when  a  piece  of  music  is 
being  sold,  tell  the  buyer  that   'This  piece  has 


IllllUlllllllllllllllllillilllllllllllllllllllllllllllillllllllllllllllllllllllllll^^ 

been    reproduced    on   the    phonograph, 

would  you  like  to  hear  it?'  If  the  party  owns 
a  machine  the  chances  are  good  that  he  will  buy 
the  record. 

"It  requires  some  intelligent  work  to  carry 
out  this  plan,  because  the  maker  of  the  records 
must  give  the  name  of  the  publisher  of  the 
exact  words  sung  in  the  particular  record,  unless 
it  is  a  standard  selection,  when  it  can  be  found 
through  the  usual  trade  lists  kept  in  every  well- 
managed  music  store.  Other  talking  machine 
dealers  will,  of  course,  have  to  do  more  hunt- 
ing but  it  will  repay  them  for  the  trouble." 

This  is  a  species  of  service  that  involves  some 
trouble  to  the  dealer  or  salesman,  but  it  means 
the  opening  up  of  a  wide  sphere  of  knowledge 
and  where  the  dealer  installs  sheet  music  it 
means  the  development  of  a  very  nice  and  profit- 
able side  line  without  the  investment  of  a  great 
deal  of  money. 

The  talking  machine  record  to-day  is  an  edu- 
cator. It  virtually  brings  the  singers  of  songs 
into  the  home,  and  those  who  hear  them  are 
just  as  anxious  to  have  the  words  and  music  of 
these  songs  as  if  they  had  heard  these  same 
artists  in  the  flesh  in  grand  opera  or  a  vaude- 
ville theatre.  The  possession  of  the  music 
makes  the  record  more  interesting  and  at  the 
same  time  it  often  affords  an  opportunity  to 
the  buyer  of  the  music  to  accompany  the  singer 
of  the  record  on  the  piano  in  his  own  home. 
Thus  the  handling  of  sheet  music  in  conjunc- 
tion with  records  opens  up  a  field  that  is  most 
interesting.  . 


The  man  who  forgets  to  call  loses  the  largest 
order.    The  Lucky  Man  gets  it.    Be  mindful. 

Illllilillllllll! 


t  r  at  f  n  t  h 

THE    SHAKESPEARE    OF  PHONOGRAPHS 


Natural  and  Perfect  Reproduction 

is  an  outstanding  feature  of  the  STRATFORD.  With  it  you 
are  assured  of  natural  quahty  and  volume;  of  purity  and  clear- 
ness of  tone;  of  the  actual  reproduction  of  the  original  selection. 

No  foreign  tone  is  added;  no  natural  tone  is  eliminated — but 
there  is  reproduced — 

exactly  what  is  on  the  record. 

It  is  the  phonograph  the  trade  has  wanted — because  it  is  the 
phonograph  which  satisfies  the  desire  for  the  best. 


DEALERS  ' 

GET  OUR  PROPOSITION 
IT  WILL  INTEREST  YOU 


THE   STRATFORD   PHONOGRAPH  COMPANY 

MANUFACTURERS  ^ 
ASHLAND  OHIO 


lllllllllllllllllllllllllillllilllilillllllllllllllllllllllll 


The  Talking  Machine  World,  New  York,  November  15,  1920 


Records 


Mr.  Public  Opinion 


4113 
10  in. 
$1.00 


'Ts  heard  Blues,  but  Fs 
telling  you  Mamie's 
beats  'em  all.  O!  man, 
her  voice  is  as  sweet  as 
honey!  It  jes  flows  and 
flows  and  ev'ry  note 
gets  richer  and  richer 
until  I  can  just  sit  back 
and  expire  with  joy." 


SITH  BLUES 


THAT  THING  CALLED  LOVE    .    .     .     .     .     .     .  . 

Mamie  Smith  with  Orchestra 

YOU  CAN'T  KEEP  A  GOOD  MAN  DOWN   .     .     .  . 

Mamie  Smith  with  Orchestra 


4169 
10  in. 
$1.00 


CRAZY  BLUES 


Mamie  Smith  and  Her  Jazz  Hounds 


IT'S  RIGHT  HERE  FOR  YOU  (If  You  Don't  Get  It— 
'Taint  No  Fault  O'Mine)  .  Mamie  Smith  and  Her  Jazz  Hounds 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 

25  West  45th  Street  New  York  City,  N.  Y. 

Factories:      Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  III.      Toronto,  Can.      London,  Eng. 


I 


November  IS,  1920 


THE    TALKING    MACHINE  WORLD 


19 


VICTOR  ARTISTS  WIN  ST.  LOUIS 


"Best  Sellers"  in  Personal  Appearance  Attract 
Immense  Audience  in  Saintly  City — Local  Vic- 
tor Dealers  Pleased  at  Success  Attained 


St.  Louis,  Mc,  November  3. — The  Victor  dealers 
of  this  cit}'  scored  most  emphatically  in  the  ap- 
pearance recently  in  this  city  of  the  "Eight  Vic- 
tor Artists"  in  person.  A  huge  audience  heard 
these  artists,  so  popular  with  the  users  of  Victor 
records  at  the  Odeon,  and  the  story  of  "how 
they  were  made  to  work  overtime"  is  so- well  told 
by  the  well-known  critic,  Alfred  C.  Wegman,  in 
one  of  the  local  papers  that  it  is  worth  repeating 
in  part.  Mr.  Wegman  pointed  out  that  this  en- 
tertainment made  St.  Louisans  aware  of  the  fact 
that  the  "open  season"  for  concerts  is  now  on, 
and  added: 

"Talking  machine  devotees  put  down  $2.20  per 
seat  at  the  box  office  much  in  the  same  spirit 
in  which  the  movie  fan  pays  a  high  price  to  see 
the  screen  favorite  on  the  stage. 

"The  artists  may  be  heard  quite  as  well  at 
home  by  means  of  the  Victor  record,  but  evi- 
dently, as  when  screen  stars  are  under  considera- 
tion, the  people  seized  the  opportunity  to  come 
into  closer  contact  with  their  favorite.  Some  of 
the  enthusiasts  were  not  content  to  merely  hear 
their  pet  records  personally  delivered,  but  flocked 
'back  stage'  during  the  intermission  to  shake 
by  the  hand  these  'best  sellers.' 

"Billy  Murray,  tenor,  who  puts  over  the 
'snappy  stufif,'  and  who,  on  this  occasion,  intro- 
duced all  the  'artists,'  himself  included,  seemed  to 
be  the  prime  favorite,  on  and  ofT  the  stage. 

"He  held  an  impromptu  reception  'behind,' 
while  on  the  stage  he  held  'em  in  the  hollow  of 
his  hand.  He  scored  especially  big  when  he 
celebrated  in  song,  and  by  expressive  movements, 
the  charms  of  his  'Little  Bimbo  Down  on  the 
Bamboo  Isle,'  and  he  won  'em  also  with  tin 
'A  B  C  D  Blues'  and  other  lively  ditties. 

"For  all  of  the  singers,  and  for  the  instru- 
mentalists, the  numbers  programmed  served 
merely  as  starters.  Two  or  three  numbers  had 
to  be  added  by  everybody  to  satisfy  the  clam- 
orous crowd. 

"Henry  Burr's  mellifluous  tenor  pleased  par- 
ticularly in  'Blue  Diamonds,'  which  was  one  of 
the  several  sentimental  ballads  with  lilting  re- 
frain delivered  by  him.  He  came  together  with 
another  tenor,  Albert  Campbell,  in  'Feather  Your 
Nest,'  and  the  two  had  to  sing  the  refrain  at 
least  three  times  before  Monroe  Silver  was  al- 
lowed to  come  on  for  his  famous  Cohen  songs 
and  stories. 

"Campbell,  Burr  and  John  Meyer,  baritone, 
m.ake  up  the  Victor's  'Sterling  Trio,'  and  with 
Frank  Croxton  added  they  become  the  Victor's 
'Peerless  Quartet.'  These  singers  submitted  late 
favorites,  and  'Swanee'  was  so  riotously  received 
that  they  followed  it  up  with  more  quartets  of 
the  same  kind. 

"Frank  Croxton  used  his  rich  bass  in  negro 
songs  of  a  religious  flavor,  of  which  'Dah's 
'Gwinter  Be  a  Lan'slide'  was  the  one  pro- 
grammed. 

"The  excitement  created  by  the  singers  was 


evidently  not  unexpected,  as  the  'boys'  all  had 
extra  numbers  ready,  which  they  seemed  very 
willing  to  contribute. 

"The  instrumentalists,  however,  also  came  in 
for  a  big  share  of  the  enthusiasm.  Fred  Van 
Eps  showed  what  can  be  done  with,  and  to,  a 
banjo,  and  Frank  Banta,  in  the  words  of  Mr. 
Murray,  'stepped  on  the  dominos.' 

"Mr.  Banta's  accompaniments  were  always 
sufficient  and  never  spilled  over  in  the  least.  He 
showed  rare  discrimination  and  repression  when- 
ever he  formed  the  background  for  the  singers, 
but  cut  loose  with  much  spirit  in  a  'futuristic 
rag,'  entitled  'Cubist.'  The  success  this  won 
brought  forth  more  piano  solos — jazzy  tunes  in- 
terlarded with  what  is  the  popular  idea  of  mod- 
ern harmonies,  and  all  in  syncopated  rhythm. 
It  all  lasted  two  hours  or  more,  but  nobody 
made  a  move  to  leave  the  hall  until  the  curtain 
fell  on  the  last  number." 


TO  REPRESENT  THE  'ELECTROPHONE' 

H.  K.  Lorentzen  of  New  York  Appointed  East- 
em  Distributor  of  This  Electric-Driven  Phono- 
graph— Speaks  of  New  Connection 


H.  K.  Lorentzen,  60  Grand  street.  New  York 
City,  who  for  a  number  of  years  has  specialized 
in  an  exclusive  line  of  talking  machine  cabinet 
hardware,  was  recently  appointed  Eastern  dis- 
tributor of  the  ''Electrophone,"  manufactured  hyg 
the  Lakeside  ,Supply  Co.,  Inc.,  Chicago,  111. 
'I'he  Electrophone  is  a  cabinet  machine  with  an 
electrie-driven  motor,  perfected  in  a  manner  so 
as  to  allow  the  mechanism  to  be  driven  on  any 
current.  The  new  distributor  has  made  arrange- 
ments in  his  local  plant  to  demontraste  the  va- 
rious "Electrophone"  models,  and  a  large  num- 
ber of  machines  have  been  placed  with  repre- 
sentative dealers  in  the  metropolitan  districts. 

H.  K.  Lorentzen,  head  of  the  above  firm,  in 
speaking  of  the  Electrophone,  said:  "These 
machines  are  of  the  highest  quality,  and  the 
motor  is  exclusive  and  meets  the  requirements 
of  all  technical  experts.  Our  decision  to  take 
over  this  line  was  only  made  after  a  thorough 
investigation  of  its  merits.  The  success  the 
manufacturers  have  already  had  with  this  ma- 
chine demonstrates  it  as  a  product  having  great 
salability.  The  holidays  are  close  upon  us,  and 
we  expect  to  realize  a  large  volume  of  business 
from  the  distribution  of  this  machine  in  con- 
nection with  our  already  well-known  line  of^ 
cabinet  hardware  and  accessories." 


INSTALLS  UNICO  EQUIPMENT 

The  Arnold  Jewelry  &  Music  Co.,  of  Ottumwa. 
la.,  has  just  installed  a  complete  Unico  equip- 
ment consisting  of  four  booths,  record  racks  and 
record  counters.  A  space  approximately  twenty 
feet  by  fifty  feet  has  been  devoted  to  the  depart- 
ment and  Miss  Nellie  Kirkhart  has  been  placed 
in  charge  of  the  department.  Carl  Dalin  is  man- 
ager of  the  store. 


The  Cheshire  Music  Co.,  Rockford,  111.,  has  in- 
creased its  booth  capacity  to  ten,  all  of  which 
are  handsomely  equipped. 


AUTOMATIC  STOPS 

The  simplest  and  most  efficient  Auto- 
matic Stop  on  the  market. 
They  give  excellent  service, 
are  easily  installed  and  are 
absolutely  guaranteed. 


Send  SO  cents  for  Sample  Stop 


KirkmanEngineeringCorporatioD 

484-490  Broome  St.,  New  York 


TOYS 


for 


CHRISTMAS 

Immediate  Shipments 


Something  for  the  Children 
at  Christmas  That  Brings  in 
the  Parents  and  Makes  You 
New  Customers 


It  will  pay  you  to  show  these  novel- 
ties dancing  in  your  windows  from 
Thanksgiving  to  Christmas. 


R  AGTI  ME    R  ASTUS 

PATENTED  MARCH   16.  1915. 

An  Automatic  Dancing  Darky  Doll  for 
Talking  Machines 

Rastus  does  one  hundred  different  steps 
while  the  music  is  playing.  Delights  Chil- 
dren and  amuses  the  older  people,  too. 
The  funniest  dancing  toy  ever  made. 

Attractively  painted  in  four  colors. 

Ragtime  Rastus,  Item  lOOA  $1.65 


THE  BOXERS 
Patented  March  16,  1915 

Amusing  Novelty  for  Talking  Machines 

These  little  Boxers  are  very  realistic  and 
create  lots  of  fun.  They  do  all  the  different 
blows  and  steps  known.  Put  on  a  good 
lively  record  and  these  little  figures  box 
away  in  lively  fashion 

Boxing  Darkies,  Item  lOOB  $1.75 
Combination  Rastus  and  Boxer 

Two   Toys  in  One —  Our  Biggest  Seller 

Dancing  Rastus  and  Boxing  Darkies,  the 
two  sets  of  figures  combined  with  one 
dancing  mechanism.  All  in  one  box.  Very 
popular. 

Combination  Rastus  and  Boxers 
Item  lOOAB  $2.00 


NOTE  :  These  toys  fit  standard  machines  and  can 
be  put  on  or  taken  off  in  five  seconds  and  do  not 
injure  record  or  mar  machine.  Fit  all  Columbia 
and  Victor  models.  Edison  machine  requires  special 
disc,  25c.  extra. 


Wholesale  and  Export  discount  in 
dozen  lots  of  one  kind  or  assorted 
33  1/3%.  1  n  3  doz.  lots  of  one  kind 
or  assorted  40%. 

NATIONAL  COMPANY 

Mechanical  Specialty  Manufacturers 
Cambridge  39        BOSTON,  MASS. 


20 


THE    TALKING    MACHINE  WORLD 


November  IS,  1920 


KM 


mm 


Announcing   a  New    Victor  Sales   Promotion  Service 

Two  Victor  Windows 

Each  Month 

for  $122  per  day 

Window  trims  worked  out  by  experts  and  distributed  exclusively  by  "Standard" 
in  this  territory.  Spectacular,  brilliant  windows  that  dovetail  with  the  Victor 
national  and  local  advertising,  and  attract  to  your  store  the  business  created  by  this 
advertising. 

Does  not  require  a  window  expert  to  erect.  Anyone  can  set  up  or  change 
trim  in  half  hour.  Each  display  comes  to  you  absolutely  complete — all  material 
supplied — with  full  instructions,  selling  talks  for  your  salespeople,  newspaper  copy 
and  suggestions  for  direct  mail  literature. 

This  service  begins  with  the  effective  Christmas  window  shown  below,  and  is 
followed  by  a  new  and  original  display  every  two  weeks. 

Get  This  Xmas  Display  in  Time  for  the  Holiday  Season  . 


jUAe  All  Jkar  Pm&it  that  Pleases  tveryone 


Imagine  These  Displays  in  Your  Show  Windows! 


Exterior  View  of  Metropolitan 
*  Opera  House,  New  York 


Interior  View  of  Metropolitan 
Opera  House,  New  York 


I'risi  u  Scene  from 
IL  TROVATORE 


Ask  for  complete  information 

STANDARD  TALKING  MACHINE  CO 

PITTSBURGH,  PA. 


Territorial  Representatives  of 
REINCKE  -  ELLIS  COMPANY 
Exclusive  Selling  Agents  for  the 
BINGER  COMPANY 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


21 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy^ 

I  Four  Fundamental  Points  Necessary  for  the  | 
I  Successful  Conduct  of  a  Business  - 


By  R.  S.  Baas  | 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiu^ 

In  the  talking  machine  business  there  are  four 
fundamental  points  necessary  for  the  successful 
conduct  of  your  business;  namely,  the  line  of 
merchandise  you  handle,  store  location,  interior 
equipment  and  service,  and  it  is  along  the  line  of 
store  equipment  that  I  wish  to  say  a  few  words. 

Is  your  store  a  cheery,  comfortable  and  in- 
viting place  in  which  to  make  a  purchase?  Does 
it  win  the  confidence  of  your  customer  as  soon 


llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllillllllllll^^ 
rooms  should  be  about  9  x  12,  which  will  permit 
of  displaying  several  different  models  without 
too  much  crowding,  and  these  should  be  in  the 
rear.  If  your  store  space  permits,  by  all  means 
have  the  booths  arranged  on  both  sides  of  the 
store,  as  it  adds  greatly  to  the  general  appear- 
ance. And  be  sure  to  have  enough  booths  to 
care  for  the  rush  trade. 

Youir  record  stock  is  one  of  your  best  adver- 


phere  to  your  store.  Tastily  decorated  walls 
and  ceiling,  floor  coverings  that  are  at  once  at- 
tractive as  well  as  serviceable,  furniture  that  in 
addition  to  being  substantial  should  be  of  good 
taste;  all  so  arranged  and  blended  in  color  as 
to  make  your  store  the  show  place  of  your  com- 
munity— such  a  store  will  prove  your  best  busi- 
ness getter. 

Above  all  things,  keep  your  store  clean  and 


Two  views  of  the  installations  in  R.  S.  Baas's  store  in  Rock  Island,  111.,  following  the  lines  laid  down  in  this  article.  '1  he  equipment  sho\sn  costs  upward  of  $10,000  and  is 

entirely  in  keeping  with  the  stock  handled  in  the  store.     The  reception  room  shows  attention   to   details   of   comfort.     The  demonstration   booths   are   seen   on   either   side   of  the 

main  aisle  and  the  record  rack  is  placed  just  behind  the  first  booth,  the  idea  being  to  bring  the  customer  far  enough  into  the  store  to  see  what  it  is  really  like.  The  close-up 
of  the  record  rack  and  counter  shows  arrangement  of  record  stock. 


as  he  enters?  Is  it  arranged  to  afiford  the  ut- 
most in  convenience  and  quick  service  to  your 
patrons?  If  not,  then  you  are  behind  the  times 
in  the  field  of  talking  machine  merchandising. 
Because  the  first  impression  counts  the  most, 
I  would  suggest  having  the  front  part  of-  your 
store  furnished  somewhat  on  the  order  of  a 
cozy  living  room  of  a  home.  Do  not  use  it  for 
a  machine  4isplay  if  you  can  avoid  it.  A  ma- 
chine buyer  never  objects  to  going  to  one  of  the 
rear  booths  for  a  demonstration. 

Necessarily  you  must  have  demonstrating 
rooms  for  the  machine  as  well  as  the  rec- 
ord customers.  Naturally  record  rooms  do  not 
need  to  be  as  large  as  machine  rooms,  but  be 
careful  not  to  get  them  too  small,  as  very  few 
customers  enjoy  hearing  records  in  too  small 
a  room.  I  believe  record  rooms  should  be  at 
least  6x9,  and  if  you  have  sufficient  room,  9  x  9, 
w'ith  a  Tyi   or  8-foot  ceiling.     Your  machine 


tisements.  Have  it  as  near  the  front  of  your 
store  as  is  consistent  with  appearances.  Some 
dealers  have  it  immediately  in  the  front,  but  I 
believe  putting  it  just  behind  the  first  booth  is 
best,  as  in  this  way  your  customers  come  far 
enough  in-to  your  store  to  get  a  good  impres- 
sion at  every  visit,  yet  it  is  not  asking  them  to 
go  too  far  to  be  served.  Be  sure  to  have  a 
service  counter  in  front  of  your  record  stock. 
It  saves  time  both  lor  your  customers  and  your 
clerks.  A  record  stock  so  placed  in  the  stOTe 
will  save  many  steps  and  permit  of  quicker 
and  better  service.  Providing  your  store  proper 
is  not  too  long,  say  not  over  seventy-five  feet, 
have  the  office  in  the  rear.  Your  customers  will 
not  object  to  going  to  the  rear  to  pay  their  bills, 
and  the  longer  you  can  keep  them  in  the  store  the 
greater  are  the  chances  for  additional  sales. 

All  this  must  be  worked  out  in  a  color  scheme 
that  gives  a  cheery,  restful  and  pleasant  atmos- 


bright.  Don't  have  a  dirty  floor  or  dusty  ma- 
chines and  furniture.  Remember  you  are  doing 
business  mostly  with  women,  and  they  will  go 
to  the  store  that  is  best  kept  every  time.  You 
are  selling  a  product  that  is  the  finest  merchan- 
dising proposition  in  the  world.  Give  it  a 
proper  setting  and  the  business  will  come  to 
you. 


BUYS  THOS.  J.  PERRY  BUSINESS 

The  Star  Drug  Co.  has  just  purchased  the 
business  of  Thos.  J.  Perry,  Williamlsburg,  la. 
This  concern  handles  both  the  Victor  and  Edi- 
son lines  and  will  continue  to  work  the  com- 
munity with  the  same  activity  as  before. 


The  retail  business  of  the  Florida  Talking 
Machine  Co.  in  Jacksonville  has  been  purchased 
by  W.  E.  Arnold. 


SOUTHERN  DISTRIBUTORS 


i PHONOGRAPHS 
a.a  RECORDS 


GRAY  &  DUDLEY  CO. 

Write  Today  for  Agency  Proposition 
NASHVILLE         -         -         -  TENNESSEE 


22 


THE    TALKING    MACHINE  WORLD 


KovEUBES  15,  1920 


Edison  Message  No,  SI 


Edison  Phonograph  prices,  since  1914, 
have  increased  only  15%,  including  War 
Tax. 

The  increased  price  of  raw  materials 
since  1914  has  been  absorbed  by  Mr. 
Edison,  and  the  Edison  Phonograph 
business  has  been  made  stable  because 
of  his  action. 


''Edison  Stood  the  Gaff 


THOMAS  A.  EDISON,  Inc 

ORANGE,  N.  J. 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


23 


Ponselle  and  Hackett  can't  be  beat.  You'll 
say  so  when  you  hear  their  duet  from 
Aida — "0  terra  addlo."  Your  trade  will 
agree  with  all  of  us  on  this  record.  Colum- 
bia-49734. 


Columbia  Graphophone  Co. 

NEW  YORK 


CLAUDIA  MUZIO  WITH  EDISON 


Celebrated  Dramatic  Soprano  of  Metropolitan 
Opera  Co.  Joins  the  Ranks  of  Exclusive  Edi- 
son Artists — Announcement  by  Edison  Co. 


Claudia  Muzio,  of  the  MetropoHtan  Opera  Co., 
and  one  of  the  leading  dramatic  sopranos,  has 
joined  the  ranks  of  exclusive  Edison  artists,  it 


chorus  and  her  father  was  stage  manager  for 
many  years.  While  she  was  still  in  her  teens 
this  young  artist  knew  by  heart  the  different 
scenes,  plots  and  stage  settings  and  was  letter- 
perfect  in  every  detail  long  before  she  ever 
began  to  think  of  singing.  Now,  though  still  in 
her  twenties,  she  has  become  inseparable  from 
the  artistic  history  of  the  Metropolitan  and  has 
a  repertory  of  more  than  thirty  different  operas. 

Miss  Muzio  has  made  sensational  hits  at  the 
Metropolitan  Opera  House  in  "Tosca,"  "Aida," 
"Trovatore,"  "La  Traviata"  and  other  operas, 
and  has  also  appeared  in  the  principal  French 
and  Italian  operas  in  Italy,  France,  England, 
Cuba  and  the  North  and  South  Americas. 

Announcement  as  to  the  probable  date  on 
which  the  first  of  Miss  Muzio's  Re-creations  on 
the  New  Edison  are  to  appear  has  not  yet  been 
definitely  made. 


VOCALION  ARTISTS  IN  FAR  WEST 

Miss  Easton  and  Mme.  Sundelius  Call  on  Vocal- 
ion  Dealers  While  Touring  Pacific  Coast 


Seattle,  Wash.,  November  1. — Florence  Easton 
and  Marie  Sundelius,  well-known  opera  artists, 
who  have  recently  been  touring  the  Pacific 
Coast  with  the  Scotti  Grand  Opera  Co.,  have 
taken  occasion  to  call  upon  a  number  of  dealers 
in    the    Aeolian-Vocalion,    inasmuch    as  both 


KNOWS  RECORDS  BY  NUMBER 


Dealers' 


Ability  to  Supply  Correct  Number  for 
AU  Songs  Amazes  Layman 


Miss  Claudia  Muzio 

has  just  been  announced  by  the  Edison  Labora- 
tories. 

Although  still  at  the  beginning  of  her  career. 
Miss  '  Muzio  already  is  credited  with  many 
triumphs  and  her  art  publicly  recognized  on  three 
continents.  Throughout  the  entire  Edison  trade 
it  is  considered  a  matter  of  pride  that  Miss 
Muzio  should  have  allied  herself  with  the  Edi- 
son phonograph  and  the  announcement  has  been 
greeted  with  considerable  enthusiasm. 

Since  her  sixth  year  Miss  Muzio  has  lived  and 
grown  up  among  operatic  surroundings.  Her 
mother  was  once  a  member  of  the  Metropolitan 


"Talk  about  lightning  calculators  and  human 
adding  machines,"  remarked  a  man  who  had 
just  purchased  a  record  in  a  downtown  store, 
"it  strikes  me  that  none  of  them  has  anything 
on  these  talking  machine  men  when  it  comes 
to  a  test  of  memory. 

"Go  into  any  of  the  phonograph  stores  and 
ask  for  a  certain  record.  It  may  be  'Peeping 
Through  the  Knothole  in  Papa's  Wooden  Leg' 
or  'Why  Did  They  Build  the  Ocean  So  Close 
to  the  Shore?' 

"You  ask  for  the  record  by  name,  of  course, 
but  he  says,  'you  want  77,136,'  and  he  never 
even  looks  at  the  catalog  to  refresh  his  memory. 

"This  strikes  me  as  remarkable,  for  there  are 
hundreds  in  stock  and  the  record  man  seems 
to  have  at  his  finger  tips  the  number  of  them 
all.  How  he  does  it  is  a  mystery  to  me,  but 
I  suppose  that  is  part  of  the  business." 


Marie  Sundelius  at  Standard  Co.  Store 

artists  make  Vocalion  records.  Both  Miss  Eas- 
ton and  Mme.  Sundelius  called  upon  the  Simon 
Piano  Co.,  Vocalion  dealer  in  Spokane,  and 
when  the  company  reached  Seattle,  Mme.  Sun- 
delius not  only  called  upon  the  Standard  Fur- 
niture Co.,  local  Vocalion  dealer,  but  took  oc- 
casion to  have  her  picture  taken  while  listening 
to  one  of  her  late  records.  While  a  guest  of 
the  Standard  Co.  Mme.  Sundelius  was  enter- 
tained by  Herbert  Schonfeld  and  E.  C.  Johnston, 
manager  of  the  phonograph  department. 

The  progress  of  the  Scotti  Grand  Opera  Co. 
along  the  Pacific  Coast  has  been  marked  by  a 
stimulated  demand  for  the  Vocalion  records. 


Our  Complete  Stocks  of 

Fmerxan  Rfeoprdy 

assure  prompt  service  and  quick  deliveries 

Western  Iowa  and  Nebraska  Dealers 
Write    TODAY  for  this  Agency 

CARPENTER  PAPER  COMPANY 


OMAHA 


Distributors 


NEBRASKA 


24 


THE    TALKING    MACHINE  WORLD 


No\t:mber  15,  1920 


The  Most  Rapidly  Growing 
Phonograph  Business 

in  the  World 


Partial  view  of  the  Pathe 
Grand  Avenue  plant,  de- 
voted exclusively  to  the 
production  of  Pathe 
Records. 


♦♦♦♦♦♦♦♦ 


These  two  factories,  both 
of  which  are  in  Brooklyn, 
are  Pathe  Headquarters. 


♦♦♦♦♦♦♦♦ 


In  addition  Pathe  Phono- 
graphs are  manufactured 
in  twenty  other  plants 
adjacent  to  Pathe  Dis- 
tributing points  through- 
out America. 


Pathe  Cabinet  Plant,  Metro- 
politan and  Flushing  Ave- 
nues, Brooklyn,  covers  6 
acres  of  ground  space. 


PATHE  FRERES  PHONOGRAPH  CO. 


10-56  GRAND  AVENUE 


BROOKLYN,  N.  Y. 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


25 


Mr.  Phonograph  Dealer: 


Don't  tie  up  with  anybody  that  is  standing  still  or  going  back. 

If  you  haven't  handled  phonographs,  or  you  contemplate  taking  on 
another  one,  join  forces  with  Pathe. 

Pathe  is  coming  fpister  than  anyone  else  in  the  business — Pathe  is 
progressive,  live  and  up-to-date,  and  has  made  money  for  Pathe 

dealers. 

Pathe  has  put  over  $5,000,000  into  this  business  in  the  last  year 
in  order  to  take  care  of  its  expanding  business.  Note  chart  below 
how  its  sales  are  growing. 

Profits  in  the  last  twelve  months  were  over  $  1 ,000,000  as  certified 
to  by  Ernst  &  Ernst,  Public  Accountants.  Pathe  has  jobbers  all  over 
the  United  States.  Pathe  has  a  few  places  open — 5////  room  for  progres- 
sive dealers. 

COMMUNICATE  WITH  THEM  AT  ONCE. 


Comparative  Increase  by  Years 


1918 
1919 
1920 


207%  Increase 


419%  Increase 


Sales  Increase  1920  over  1915=2125% 


♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦ 


PATHE  FRERES  PHONOGRAPH  CO. 


10-56  GRAND  AVENUE 
BROOKLYN 


26 


THE    TALKING    MACHINE  WORLD 


November  IS,  1920 


WALLACE  BROWN  NOW  WHOLESALE  VOCALION  MANAGER  URGES  LARGER  UNITED  STATES  AID 


Accomplished  Talking  Machine  Executive,  Prominently  Associated  With  the  Wholesale  and  Retail 
Trade  in  Detroit,  Appointed  to  Important  Post  in  the  Aeolian  Co.'s  Organization 


The  Aeolian  Co.  announced  recently  the  ap- 
pointment of  Wallace  Brown,  formerly  of  De- 
troit, as  manager  of  the  wholesale  Vocalion 
department  of  the  company,  with  headquarters 
at  Aeolian  Hall,  New  York,  Mr.  Brown  assum- 
ing his  new  duties  on  October  18. 

Mr.  Brown,  be  it  said,  is  well  known  in  the 
talking  machine  trade,  with  which  he  has  been 


Wallace  Brown 

actively  connected  for  over  six  years,  first  as 
manager  of  the  Edison  Shop  in  Detroit  and 
more  recently  as  proprietor  of  four  Brunswick 
phonograph  shops  in  that  city.  For  a  time,  too, 
he  also  served  as  district  manager  for  the  Bruns- 
wick in  the  Detroit  territory. 

Mr.  Brown's  experience,  both  in  the  wholesale 
and  retail  fields,  shovdd  prove  of  distinct  value 


to  him  in  his  work  of  distributing  the  Vocalion, 
for  he  not  only  understands  the  problems  of 
wholesale  distribution,  but  likewise  the  problems 
of  the  local  dealers. 

With  an  increased  output  of  both  machines 
and  records  to  support  it,  the  campaign  on  the 
Vocalion  has  developed  rapidly,  and  the  Aeo- 
lian Co.  has  built  up  a  wide  system  of  distribu- 
tion for  that  product.  With  Mr.  Brown  in 
charge  the  campaign  will  be  enlarged  mate- 
rially. 


TAKE  OVER  CANTON  MUSIC  STORE 


Canton,  O.,  November  3. — Samuel  Mirkin,  for- 
merly manager  of  the  International  department, 
Cleveland,  O.,  branch  of  the  Columbia  Grapho- 
phone  Co.,  and  H.  Horwitz,  complaint  manager 
oi  the  Ohio  Sample  Furniture  Co.,  of  Cleveland, 
have  taken  over  the  operation  of  the  Mirkin 
Music  Store,  122  Cherry  avenue,  S.  E.,  it  is  an- 
nounced. The  store  was  formerly  operated  by 
Mirkin  Bros.  Mirkin,  who  will  be  manager,  is 
a  native  of  Springfield,  111. 


NEW  MANAGER  APPOINTED 


Charles  W.  Hughes,  Mechanicville,  N.  Y.,  has 
just  announced  the  appointment  of  R.  C.  Mc- 
Dougall  to  take  charge  of  his  retail  phonograph 
department.  This  department  is  groviang  rapidly 
and  Mr.  Hughes  expects  to  do  a  big  business 
between  now  and  Christmas  with  the  Aeolian- 
Vocalion,  for  which  he  is  the  agent  in  Mechanic- 
ville. 


It  will  pay  any  man,  no  matter  how  big  his 
store,  to  see  as  many  customers  personally  as 
his  time  will  allow.  People  like  to  do  busi- 
ness with  the  head  of  the  concern. 


J.  H.  Tregoe  Says  United  States  Should  Aid  in 
Development  of  Foreign  Trade  in  a  Practical 
Way — Benefits  Are  Manifold 


The  Government  should  devote  a  larger  share 
of  its  income  to  the  promotion  of  foreign  trade, 
J.  H.  Tregoe,  secretary-treasurer  of  the  Na- 
tional Association  of  Credit  Men,  says  in  a  mes- 
sage to  members  of  that  institution.  Compari- 
son of  the  appropriation  for  agricultural  pur- 
poses and  that  expended  for  cultivation  of  for- 
eign trade  shows  a  disparity  hardly  warranted 
by  the  difference  in  importance  of  the  two,  he 
argues.  More  money  spent  intelligently  on  for- 
eign trade  would  help  agriculture  as  well  as 
business  generally  is  the  credit  men^s  opinion. 
Mr.  Tregoe  also  says  in  his  communication: 

"The  magnificent  distances  of  our  country, 
giving  us  the  greatest  free  trade  zone  in  the 
world,  have  led  to  a  sharp  distinction  in  the 
public  mind  between  domestic  and  export  busi- 
ness. Foreign  trade  has  not  been  necessary  to 
us  and  we  have  not  been  compelled  to  think 
in  terms  of  foreign  trade. 

"Now  we  must  change  the  drift  and  grasp 
the  fact  that  the  increase  in  our  population  and 
the  attraction  of  proper  immigration  are  depend- 
ent upon  a  continuous  development  of  our  in- 
dustries, and  this  development  calls  for  more 
than  a  broadening  of  our  market  beyond  domes- 
tic bounds,  if  prosperity  is  to  be  kept  at  a  high 
standard.  The  market,  both  at  home  and  abroad, 
should  be  kept  continually  in  mind  and  all  re- 
sources and  powers  of  the  nation  devoted  to 
their  development. 

"Side  by  side  with  the  increase  in  export  trade 
there  should  be  a  development  of  foreign  credit 
technique,  that  we  may  be  able  to  do  business  on 
credit  terms  and  in  competition  with  other  com- 
mercial nations." 


Nights  are  getting  longer — but  days  until 
Christmas  are  getting  shorter! 


1  III    1  uiKiiiy  i\iucniin   i  v  uiiu,  i\ l  lv  i  ui  k,  l\  uct  inucr  ij,  ly-yj 


>'()-«^»()-^M'<)'^f»<>-«a»(>4M»()'«H»<>'«M»<>'«H»'(>'«H»()-«H»(>H»<)'«H»()'^^»<)-4iM'<)-M»()4M»>(>'4Ha»()-«»-()-«B»-<)-«^»'()-«H»-(l-4 


The  Sensation  of  the  New  York 
Electrical  Show 


We  are  now  ready  to  make  deliveries  of  the  Lampagraph — the  most 
artistic  instrument  ever  presented  to  the  trade. 

Jobbing  territory  now  being  allotted. 

WRITE  OR  WIRE  TODAY 


Hampagrap!)  Companp 


TButltiine 


CHICAGO  OFFICE:  Republic  Building 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


27 


§iiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

I  Various  Methods  of  Increasing  Talking  Ma- 1 
I  chine  Sales  Interestingly  Described  wm.  bhss  stoddard  | 


rllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^ 

A  merchant  need  not  be  located  in  a  big  city 
to  get  excellent  results  from  his  talking  machine 
department.  A.  E.  Robertson,  situated  in  the 
thriving  little  town  of  Carberry;  Man.,  says  that 
talking  machines  sell  well  at  all  seasons  if  the 
dealer  has  sense  enough  to  play  them  up  prop- 
erly and  adopt  the  right  appeal  for  each  season. 
This  Fall  the  autoists  and  all  lovers  of  the  open 
are  taking  to  the  woods  on  Saturdays  and  Sun- 
days so  Mr.  Robertson  has  arranged  a  campfire 
window.  There  is  a  background  of  branches, 
and  in  the  foreground  a  camp  fire  all  ready  to 
light.  Various  guns,  sweaters,  and  other  outing 
paraphernalia  are  scattered  about,  and  on  a  box 
is  placed  a  portable  phonograph.  To  the  box 
is  attached  a  card: 

IjilllllllllllllllillllllllllllNlllllllllllllllNIIHIIIIIIIIinillllllllllllllllllllllllllllllllllllllllllU 

I  HAVE  SOME  GOOD  MUSIC  WITH  YOUR  BIG  1 
I  CAMP  FIRE  I 

1  A  Phonograph  takes  little  room  and  furnishes  lots  j 
s     of  enjoyment.  E 

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

His  advertising  complemented  his  display,  and 
was  addressed  directly  to  week-enders  and  picnic 
parties: 

IJIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIINIIIIIIIIIIIIIII^ 

1     MIGHTY    FEW    PEOPLE    CAN  .  AFFORD    TO  | 

I           TAKE  AN  ORCHESTRA  OR  BAND  TO  | 

I                             THEIR  PICNICS  I 

1        But   anyone   can   afford   band  and   orchestral    se-  | 

=     lections,  as  well  as  music  for  games  and  dancing,  = 

g     if  they   take   along   a   portable  phonograph.     Make  E 

=     your   picnics    happy    milestones    in    your    children's  = 

=     lives.  M 

I  TAKE  ALONG  A  PORTABLE  MACHINE  | 

M  It  is  easy  to  carry  and  its  tone  is  ample  in  vol-  1 

^  ume  for  outdoor  games  and  dancing.     Come  in  and  = 

H  let  us  demonstrate  it  to  you.  : 


Advertising  Quality  Goods 

So  much  is  being  said  about  "prices"  these 
days,  and  so  many  are  laying  much  stress  on 
lower  prices,  that  it  is  interesting  to  get  the 
views  from  another  angle — and  from  a  small 
town  dealer  at  that.  Lawn's  Music  Store,  San 
Juan,  Cal.,  has  a  well  arranged  window  display. 
It  is  set  to  represent  the  corner  of  a  music  room, 
with  a  rug,  a  tall  palm,  a  floor  lamp  with  spread- 
ing shade,  and  an  easy  chair  drawn  up  beside  a 
Victrola.  Several  records  are  placed  on  the 
chair  and  on  the  floor — and  the  whole  atmos- 
phere is  that  of  a  home  where  ease  and  comfort 
abound.  The  window  is  of  the  open  back  va- 
riety, and  on  the  floor  behind  the  window  there 
is  spread  a  large  rug,  several  palms,  and  three 
or  four  easy  chairs,  while  against  the  wall  is  a 
talking  machine  cabinet  with  a  large  selection  of 
records.  The  machine  is  kept  in  operation  con- 
tinually, and  a  card  in  the  window  says: 
giiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiniiiiiniiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiirii^ 

I  MUSIC  ADDS  TO  THE  COMFORT  OF  EVERY  | 

I  WELL   REGULATED   HOME  I 

=  Drop   in   whenever   you   have  time  and   listen   to  - 

j  some  beautiful  records  played  on  the  Victrola.  Then  1 

1  pick    out    at    your    leisure,    from    our    large    stock,  1 

-_:  others  you   would  like  to  have  played.  s 


The  newspaper  advertising  of  the  firm  is 
equally  dignified  in  tone  and  stresses  quality 
above  all.  A  recent  double  column  ad,  with  an 
abundance  of  white  space,  advised: 

glllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll   hi;  i| 

1  The  merchant  who   is  always  talking  about  the  1 

g  cheapness  of  his  wares  is  apt  to  be  selling  cheap  = 

=  goods.  = 

I  WE  TALK  QUALITY  | 

1  when  talking  about  our  Talking  Machines  1 

=  Come!                        Look!                        Judge!  s 

=  At  the  same  time,  if  you  want  to  compare  prices  = 

s  for  like  quality,  we  are  not  afraid  of  results.  1 


"You  will  note  that  we  do  not  quote  prices, 
either  in  our  printed  ads  or  in  our  displays,"  said 
the  manager.  "We  aim  to  impress  upon  pro- 
spective patrons  first  of  all  that  it  is  best  to  get 
a  GOOD  machine,  one  that  is  in  harmony  with 
the  furnishings,  and  that  it  will  be  a  pleasure  to 
hear  day  after  day.  Then,  when  we  have  thor- 
oughly sold  them  on  quality,  we  quote  the  price, 
and  this  is  usually  an  agreeable  surorise,  as  we 


are  no  higher  than  other  firms  who  are  con- 
tinually harping  on  prices." 

Windmill  Display 

Anything  in  motion  always  attracts,  and  this 
fact  led  McNeil  &  Co.,  Stockton,  Cal.,  to  orig- 
inate a  window  display  that  gained  them  con- 
siderable publicity.  In  the  background  were 
placed  branches,  and  in  front  of  them  a  card- 
board windmill  with  arms  three  feet  in  length. 
To  each  arm  was  fastened  a  number  of  the  late 
records,  with  the  name  and  price  of  each,  and 
as  the  arms  slowly  revolved,  half  a  dozen  new 
records  were  brought  into  view.  Down  the 
front  of  the  window  was  a  border  of  rocks,  and 
between  them,  each  record  elevated  at  an  angle 
of  less  than  forty-five  degrees,  were  two  long- 
rows  of  vocal  and  instrumental  records,  which 
presented  the  appearance  of  rippling  waters  of 
a  stream.  To  each  record  was  fastened  a  card 
with  the  name  and  price,  and  a  card  suggested: 

^IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIlll!NIIIIIIIIIIIII1lllll|l||:lllliI!'llllin 

I  THE  MILL  WILL  NEVER  GRIND  WITH  THE  | 

I  WATER  THAT  HAS  PASSED  | 

-  ^   Don't  continue  to  grind  out  old  records,  but  come  1 

^  in  and  look  over  our  big  assortment,  and  stock  up  E 

=  with  a  new  and  fresh  line.  M 

^lllll!lllllll|i|llllllllllllllllllllllllll!lllllllllllllllllllllllllnllllllllllllllllllllllll|ll||l||ll|||||||||||||||N 

Publicity  Through  Old  Machines 

A  very  effective  plan  for  increasing  his  talking 
machine  sales  was  recently  inaugurated  by  a 
Philadelphia  music  dealer.  He  inserted  an  ad- 
vertisement in  the  papers,  and  backed  it  up 
with  a  large  card  in  his  show  windows,  offer- 
■  g  one  of  his  latest  model  talking  machines  to 
the  person  owning  the  oldest  machine.  There 
were  scores  of  responses — which  showed  that 
there  were  lots  of  people  who  needed  new  ma- 
chines.   The  name  and  address  of  each  contender 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ 

was  taken,  and  when  the  oldest  machine  had 
been  determined,  a  full  history  of  its  purchase 
was  obtained.  The  machine,  together  with  the 
new  model  given  as  a  prize,  was  displayed  in 
the  show  window,  and  a  cut  of  the  two,  together 
with  a  human  interest  story  regarding  the  old 
machine,  was  worked  into  a  very  effective  news- 
paper ad.  The  list  of  people  having  old  ma- 
chines made  very  good  prospects,  and  to  each 
of  them  was  sent  literature  specializing  on  the 
good  points  of  the  later  .models,  together  with 
the  ofifer  to  send  them  a  new  machine  on  three 
days'  trial,  in  order  that  they  might  compare  it 
with  the  one  in  their  possession.  "Comparisons 
are  odious,"  truly  said  the  manager  of  the  talk- 
ing machine  department,  "and  it  was  surprisi-ig 
the  number  of  machines  that  were  sold  by  this 
plan.  People  had  become  so  used  to  their 
wheezy  and  cracked  machine  that  they  didn't 
realize  how  good  the  new  ones  were  until 
brought  into  direct  comparison.  It  was  the  best 
sales  stunt  we  have  pulled  off  this  season.  At 
least  we  think  so." 


INSTALL  OGDEN  RECORD  RACKS 


C.  E.  Bomberger,  of  Dallas  Center,  la.,  has 
just  installed  a  complete  outfit  of  Ogden  sec- 
tional record  racks.  Mr.  Bomberger  is  also 
Mayor  of  Dallas  Center  and  "His  Honor"  re- 
ports an  unusual  demand  for  Victrolas  and 
records.  Miss  Louise  Cartano,  Victor  dealer  at 
Spring^ille,  la.,  has  also  completely  remodeled 
her  Victor  department  and  installed  several 
sections  of  Ogden  cabinets.  Both  dealers  are 
pleased  with  the  business  outlook. 


<  275 

Telephones  -<    276  }►  Morningside 
(  6890 


METROPOLITAN  VICTOR 
WHOLESALERS 


REPAIRING 
POLISHING 

ADVERTISING 

SALES-PROMOTION 

WINDOW-DRESSING 
SIGN  MAKING 


Ua  MA.aTE.RS  VOii 
<lay.U.S.Pat.0^f.        M.deF.        Marca  industrial  Rc^trftda 


KNICKERBOCKER 

TRADE  SERVICE  DEPARTMENT 

138-140  West  124th  Street  ~  New  York  City 

Connect  your  store  with  the  Victor  Advertising  Cam- 
paign on  Tungs-tone  stylus  by  using  this  slogan 

"FOR  PERFECT  SOUND  REPRODUCTION 

Play  Your  VICTOR-RECORDS  on  the  VICTROLA 
with  a  VICTOR  TUNGS-TONE  STYLUS" 

The  most  valuable  Advertising  Slogan  to  every  Victor 
Retailer.  Use  it  on  the  bottom  of  your  letters,  on  your 
record  delivery  bags,  on  your  supplement  envelopes,  on 
signs  in  your  show  windows  and  inside  your  store,  on 
billboards,  newspaper  ads,  theatre  curtains,  and,  in  fact, 
on  any  other  medium  available. 

YOURS  FOR  SERVICE 

Knickerbocker  Talking  Machine  Co 


OTfrfiiFBiimTaiiTfiifrrtifraitTriiff^irRiriiirffirrgiir^^^ 


28 


THE    TALKING    MACHINE  WORLD 


No\t:mber  15,  1920 


50 


'A 


I 


t 


|^linllUliVBnHnuimimBflm»«nurB«enania>k«s*a9rB3a5s>iiK3n»r- — -a;"9r=sr3«cas3BaMtnBaiitmiiflffi^ 


■■iiUHaiBBi«iiiniiiBiiitiB«iaaBUBsiimiM«aiU«>B«««aBaii«p«as«vvwiBUiiHVM 


^  T^istindtve  Service 
on  the  famous 


AEOLIAN-VOC  ALIGN 


Service  to  dealers  by  return  express,  freight  or  parcel 
post  shipments  of  these  distinguished  products.  The 

VOCALION  RECORD 

Playable  on  All  Standard  Makes  of  Phonographs 

Service  in  the  fulness  of  its  meaning  is  characterized  by 
our  distinctive  "lNSTANTSERviCE"onallshipments.  The 

MEL'O-DEE  MUSIC  ROLL 


O.  J.  DEMOLL  &  CO. 

ff^holesale  Distributors 
WASHTNCTON.  D.  C. 


Instant  Service 


Orders  sent  by  return  express, 
Irfight  or  mail,  day  received 


7. 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


29 


liiiiyiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiii^ 

I  In  Salesmanship  the  First  Question  Counts  I 
I  Most— Make  It  Win  Confidence  •= 


By  W.  Edgar  Bates  | 

Reading,  Pa.  = 


aiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

Not  long  ago  a  salesman  came  into  the  store 
and  said  to  me,  "You  wouldn't  be  interested  in 

the    talking  machine,   would  you?"  A 

perfectly  simple  question,  and  the  easiest  in  the 
world  to  answer.  A  short  "No"  fitted  right  in 
with  the  question— in  fact  it  seemed  to  be  ex- 
pected! 

The  mental  condition,  the  spirit  in  which  we 
approach  a  prospect,  has  much  to  do  with  the 
success  with  which  we  handle  that  prospect.  If 
we  tackle  a  sale  prepared  or  expecting  to  be 
turned  down,  why,  of  course,  we'll  be  turned 
down!  Many  people  are  naturally  backward 
upon  any  point  requiring  a  definite  decision. 
They:  may  want  a  talking  machine,  may  desire  it 
abov^  all  things,  but  are  too  prone  to  consider 
the  expense  or  some  sacrifice  involved.  If  we 
put  the  question  to  them  half-heartedly,  so  that 
their  answer  is  prepared  for  them,  the  sale 
naturally  will  not  be  made.  We  have  made  up 
the  prospect's  mind  for  him,  have  helped  him  to 
decide  the  question  along  the  line  of  least  re- 
sistance. 

If  the  salesman  had  said,  "This    talk- 
ing machine  is  just  the  thing  for  Reading,  etc.," 
and  then  had  led  up  to  the  point  of  closing  the 
sale,  my  refusal  would  not  have  been  so  simple 
a  matter.  I  should  have  had  to  exercise  my  gray 
matter  thinking  up  reasons  why  Reading  did 
NOT  need  this  particular  make.  The  chances 
are,  if  it  were  a  really  good  proposition,  I  might 
not  have  been  able  to  think  up  a  single  reason. 
As  a  matter  of  fact,  I  never  had  a  chance  to 
learn  the  merits  of  this  instrument.  But  the  big 
question  had  been  answered  before  it  was  asked 
— right  in  the  salesman's  own  mind! 

'  Someone  has  said',  "Faith  is  the  lever  that 
moves  mountains."  How  true  this  is — the  red, 
virile  faith  that  says,  "You  should,"  instead  of 
"Would  you?"  ,  V 

This  faith  has  two  sides.  First  is  your  faith 
in  the  merchandise  you  are  selling,  and  then 


il!illllllll1lll!llll!lllllllllillllll!llllllllllllilllllllllllllll!lllll!lllllllllllllllliy^ 
there  is  that  great  big  confidence — I  do  not  mean 
over-self-assurance — in  your  ability  to  put  it 
across.  After  all,  true  salesmanship  is  making 
the  other  fellow  feel  as  you  do  about  the  goods 
that  you're  selling.  You  are  assured  that  he 
should  buy — make  him  see  it  that  way,  too!  I 
do  not  mean  that  you  should  appear  to  dictate, 
but  should  state  your  proposition  and  lead  up 
to  the  closing  so  that  the  easiest  answer  is  a 
"Yes,"'  or  its  equivalent.  That  is  the  right  kind 
of  a  sale— a  sale  that  sticks. 

There  is  no  room  in  the  brotherhood  of  sales- 
men for  the  fellow  who  sells  a  man  something 
which  that  man  should  not  have  at  that  par- 
ticular time.  That  is  simply  unloadiiTjg  goods — ■ 
not  selling.  It  may  be  clever,  may  be,  the  result 
of  a  lot  of  brilliant  talking— but  it  is  not  sales- 
manship. After  that  man  has  bought  what  he 
does  not  want,  what  he  cannot  use  or  cannot 
afford,  how  is  he  going  to  feel  toward  the  fel- 
low who  put  something  over  on  him?  Is  he 
coming  back  again,  is  he  going  to  send  his 
friends  to  buy?    Not  by  a  long  shot! 

Salesmanship  often  partakes  more  or  less  of 
hypnotism,  and  how  are  you  going  to  hypnotize 
when  you  yourself  are  not  under  the  spell  of 
what  you  are  selling?  If  we  have  the  utmost 
faith  in  our  goods,  a  great  big  enthusiasm  for 
our  line,  more  often  than  not  we  virtually  will  a 
"Yes"  from  duf  prospect.  It  would  be  impossible 
to  get  stirred  up  watching  a  ball  game  played  by 
a  half-hearted  set  of  players.  One  would  much 
rather  leave  the  grounds  and  go  home!  If  I 
see  the  salesman  before  me  has  little  or  no  faith 
in  his  line,  why,  of  course,  I  am  going  to  see 

-very  little  attractive  about  it. 

However,  watch  our  step  as  we  will,  how  easy 
it  is  to  tumble!  Only  the  other  day  I  found 
myself  saying  to  a  customer,  "You  don't  know 
of  anyone  who  is  thinking  of  buying  a  talking 
machine,  do  you?"  There  it  was  again!  the  same 
old  question,  requiring  no  effort  to  answer.  After 


II 

all,  it's  only  a  habit,  this  asking  of  negative*  ques- 
tions. By  close  application  a  habit  can  be  over- 
come. It  requires  watching  and  a  right  about 
face  when  we  slip. 

Let's  study  our  method  of  selling,  remember 
and  repeat  the  good  points — correct  and  forget 
the  bad  features.  We  can  also  learn  a  lot  from 
the  other  fellow — guard  against  his  mistakes,  and 
copy  him  v^hen  he  does  well. 

Above  all,  let  us  approach  our  prospect  with 
faith  and  confidence,  so  that  we  do  not  put  a  re- 
fiisal  into  his  mouth! 


BRUNSWICK  SOCIAL  CLUB  CONCERT 

Prominent  Artists  Heard  at  Initial  Meeting  of 
Brimswick  Men  Employes 


The  first  get-together  meeting  of  the  Bruns- 
wick Social  Club,  which  was  held  early  last 
month  in  the  company  offices  in  Chicago, 
proved  to  be  the  start  of  a  series  of 
very  interesting  gatherings  for  the  men  em- 
ployes of  the  Brunswick-Balke-CoUender  Co. 
The  first  meeting,  was  a  complimentary  evening 
of  music  given  by  well-known  artists.  Wives 
and  friends  were  invited  and  the  evening  was 
enjoyed  by  all.  Among  the  artists  appearing 
at  the  affair  were  Miss  Mary  Welsh,  contralto; 
Arthur  Boardman,  tenor,  of  the  Chicago  Grand 
Opera  Company;  Day  Williams,  'Cellist,  for- 
merly with  the  Chicago  Symphony  Orchestra; 
Carl  Marcus,  interpretive  reader,  and  Henry 
Purmont  Fames,  musical  director  of  Brunswick 
records.  It  is  planned  to  hold  meetings  weekly, 
and  the  enrollment  of  the  club  is  growing 
rapidly. 


It  is  better  to  be  an  active,  well-paid  can- 
vasser than  a  poorly  paid,  inactive  salesman  in 
the  wareroom. 


Distributors  for  the 
Paritao  Phonograph 
in  Western  Penn- 
sylvania, So.  W. 
New  York,  Western 
Maryland,  Virginia 
and  West  Virginia 


3  for  $1:00 


Special — Player  Rolls  and  Records 

Melodee  and  Universal  Player  Rolls  and  Opera- 
phone  Records.  Latest  popular  dance  numbers, 
songs,  waltzes,  etc. — also  standard  favorites  and 
Hymns  while  they  last— $33.33  per  lOO,  either 
records  or  rolls.  Order  now  for  your  Christmas 
trade.   


BRILLIANTONE 


NEEDLES 

WALL  KANE  TONOFONE  VIOLAPHONE  VALLORBES  VELVETONE 
Record  Brushes — Repeater-stops — Record  Albums 


Reed  Efficiency  Furniture 


Demonstrating  Rooms 


Counters 


Racks 


Our  Specialty — Write  for  catalog 


Eight  beautiful  models,  ready  for  Immediate  ship- 
ment. 

Each  unit  manufactured  in  Puritan's  own  fac- 
tory and  every  part  Is  guaranteed. 

The  Puritan  Phonograph  (the  phonograph  whinh 
literally  speaks  for  itself).  There  is  richness  and 
purity  in  the  reprodur.tion — quite  dilTerent  from 
other  instruments — that  invariably  pleases  the 
listener.  The  most  critical  musin  lovers  declare 
that  such  smootlmess,  clearness  and  volume  of  tone 
has  never  been  produced  by  ordinary  phonograph. 
(Write  us  for  catalog  and  dealership.) 


UNIVERSAL  DISPLAY  FIXTURES  FOR  YOUR  EVERY  NEED-40%  OFF  LIST 


THE  REED  COMPANY  ^^^^ 


5748-50  Ellsworth  Avenue 


Pittsburgh,  Pa. 


The  Cheney  Orchestral  Chambers 


^he  ofales  Value  ofdhe  Cheney 

Music  dealers  who  sell  The  Cheney  accredit  a  large  portion  of  their 
sales  success  to  the  fact  that  the  complete  instrument  is  built  in  the 
Cheney  factories,  where  unvarying  quality  and  accuracy  of  construe 
tion  are  maintained.  The  period  style  cabinets  are  fashioned  with 
rare  beauty  and  skill.  Matching  this  is  the  perfection  of  the  tonal 
system  and  the  purity  of  the  tones  it  plays.  These  facts,  set  forth  by 
distinctive  advertising,  have  given  The  Cheney  unusual  sales  value 


THE         C  H  E  N  U  Y         TALKING         MACHINE  COMPANY 


CHICAGO 


N  E  W  YORK 


DEALERS  EVERYWHKRI 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


31 


FOR  the  information  of  the  trade 
in  general,  we .  take  pleasure  in 
announcing  that  plans  for  reaching  a 
broader  market  have  now  been  matured. 

As  the  result  of  our  long  continued 
efforts  to  meet  the  tremendous  demand 
for  Cheney  Phonographs  and  our  rapid 
development  of  plans  for  their  future 
manufacture  and  marketing,  we  now 
feel  in  position  to  assure  the  trade 
an  uninterrupted  supply  of  Cheney 
instruments  at  all  times. 

We  take  this  occasion  to  acknowledge 
our  appreciation  of  the  public's 
unqualified  approval  and  acceptance 
of  The  Cheney. 


e Cheney 

ALL     MUSIC     FINDS      FULL      AND      TRUE      EXPRESSION      IN      ITS      MELLOW  TONES 


CHENEY     TALKING     MACHINE     COMPANY   •    CHICAGO    •    NEW  YORK   •    DEALERS  EVERYWHERE 


32 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


Fair  One'*  and  "Gypsy  Moon"  arc  two  ol  the 
catchiest  fox-trots  that  Ted  Lewis'  Jazz  Band 
ever  unloosened.  Everybody's  going  to 
hum  them  after  they  hear  them.  A-299S. 


Columbia  Graphoptaone  Co. 

NEW  YORK 


I  WhyNotTurn  the  Spotlight  on  Your  Efforts?  | 

I  Written  for  The  World  by  B.  J.  MAY  | 

illllllllllllilllllllillllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^   Illlllllllllllllllll  iiiiIf. 


"Something-  for  you?"  That  '!s  heard  every 
day,  and  undoubtedly  heads  the  list  of  foolish 
questions.  Of  course  the  customer  wants 
"something'"  or  why  should  he  come  into  your 
store? 

Close  cousin  to  the  above  is  the  query,  "What 
kin  I  do  for  you?"  If  customers  wish  to  reply 
in  the  same  strain  they  would  say,  "You  can't  do 
nothing  for  I."  Why  not  say,  "Good  morn- 
ing', can  I  be  of  service  to  you?"  or  "What  is 
your  pleasure  to-day?" 

The  expression  (supposed  to  be  a  clinching 
argument),  "I  like  that  machine  myself,"  or,  "I 
have  that  very  same  model  in  my  home,"  is 
the  height  of  poor  salesmanship^  for  the  cus- 
tomer is  not  buying  to  suit  your  taste,  but  his 
own.  What  may  please  you  may  not  appeal  to 
him. 


Sure  death  to  sales  efiforts  is  the  cocksure  air 
some  storekeepers  assume  when  a  customer  en- 
ters. Their  very  air  seems  to  say:  "Now  get 
ready  to  buy  and  buy  quickly,  for  I  have  not 
much  time  to  waste  on  triflers." 

Remember  you  will  find  two  sorts  of  cus- 
tomers— those  who  rely  on  their  own  knowl- 
edge of  merchandise  and  those  who  depend  upon 
the  sales  person. 

How  are  you  going  to  recognize  them?  Some- 
times the  customer  tells  you  by  asking  a  ques- 
tion. Sometimes  you  find  out  for  yourself  by 
volunteering  information. 

After  the  sale  has  been  made  and  you  have 
handed  the  customer  the  change,  comes  the  mo- 
mentary gap  in  the  conversation,  that  lull  in  the 
bargaining  sense  which  always  reminds  one  of 
a  ship  whose  engines  have  stopped  and  which. 


UDELL 


The 
Standard 

of 
Catinet 
Quality 


The 

Udell  Works 

1205  28tli  Street 
Indianapolis,  Indiana 


momentarily,  seems  without  a  guiding  hand. 
Watch  his  face  as  you  wait  upon  a  customer 
and  notice  the  eflect  of  your  talk  and  the  man- 
ner in  which  you  display  your  goods.  Put  your- 
self in  the  customer's  place  and  see  if  you 
would  be  satisfied  with  the  way  you  have  made 
the  sale. 


LIVE  NEW  VOCALION  DEALER 

Ginsberg  Furniture  Store,  Des  Moines,  la.,  Plans 
a  Strong  Campaign  on  That  Line 


Among  the  many  new  agencies  for  the 
Aeolian-Vocalion  recently  established  in  the 
Middle  West  is  the  Ginsberg  Furniture  Store  in 
Des  Moines,  Iowa. 

This  business  was  originated  by  L.  Ginsberg 
thirty-two  years  ago  in  a  very  small  way.  As 
the  sons  grew  up  they  entered  the  business  and 
in  1915  the  firm  was  incorporated  as  L.  Gins- 
berg &  Sons.  In  1916  the  present  building  on 
Walnut  street  was  erected  with  a  foundation 
constructed  to  hold  twelve  stories. 

The  firm  is  what  is  called  a  close  corporation, 
as  all  stock  is  owned  by  L.  Ginsberg  and  four 
sons.  Their  volume  of  sales  has  increased  400 
per  cent  in  four  years.  They  are  enthusiastic 
about  the  Vocalion  and  have  an  elaborate  cam- 
paign on  the  way  for  this  Fall  and  Winter. 


NEW  "LUCKY  13"  CATALOG 

The  Lucky  13  Phonograph  Co.,  whose  execu- 
tive offices  are  now  at  503  East  Nineteenth  street, 
and  whose  factory  is  at  314  Avenue  A,  New 
York  City,  has  just  forwarded  to  the  trade  a 
new  catalog  covering  the  various  products 
manufactured  and  distributed  by  that  organiza- 
tion. 

The  "Clear  tone"  line  of  machines,  which  the 
company  manufactures,  is  given  a  prominent 
position  in  the  new  booklet,  and  reproductions 
of  the  various  models  appear.  Illustrations  also 
of  a  number  of  talking  machine  motors  are 
shown,  as  well  as  some  representative  tone  arms 
and  sound  boxes.  Talking  machine  accessories 
as  well  as  small  parts  are  included  in  the  list, 
and  the  prices  of  the  products  also  appear. 


APPOINTED  ARTO  DISTRIBUTOR 

The  Fulton  Talking  Machine  Co.,  255  Third 
avenue,  New  York,  has  just  been  appointed  a 
distributor  of  Arto  records,  manufactured  by  the 
.Vrto  Co.,  Inc.,  Orange,  N.  J.  These  records  are 
distributed  in  conjunction  with  the  Arto  word 
rolls,  a  product  of  the  Standard  Music  Roll  Co. 
of  the  same  city. 

The  Fulton  Talking  Machine  Co.  has  s6mc 
special  sales  plans  which  are  being  forwarded 
to  the  trade.  In  addition  samples  of  the  products 
are  sent  to  interested  dealers. 


SEND  FOR  ILLUSTtATID  PRICI  LIST 
AND  FREE  SAMPLE 

"GLOBE"  TRANSFER  NAME  PLATES 

DEALERS  EVERYWHERE  APPLY  THEM 
ON  PHONOGRAPHS.  PIANOS.  ETC. 

GLOBE    DECALCOMANIE  CO. 

263  SUSSEX  ST..  NEWARK.  N.  J. 


November  15,  1920 


THE   TALKING   MACHINE  WORLD 


33 


No  Change  in  Quality 
The  very  quality  that  made 

BRILLIANTONE  NEEDLES 

the  world  standard  by  which  all 
steel  needles  are  judged  is  the 
exact  same  quality  that  is  being 
put  into  them  to-day. 

W  .......„■■   7|/  The  fact  that  W.  H.  BAGSHAW  CO.  are 

llBRlLLjjTONE^  the  manufacturers  of  BRILLIANTONE 

I  l|  ||j  I  I  STEEL  NEEDLES  is  certification  of  their 

II       I  high  quality  and  superior  workmanship.  Our 

II    _  I  confidence  in  the  satisfaction  to  both  dealer 

x^raj'l^p/  and  customer  is  best  evidenced  by  our 

MONEY  BACK  GUARANTEE. 

Write  for  samples  and  prices  to  your  nearest  distributor 
If  he  cannot  supply  you,  write  direct  to  us 

SALES  AGENTS 

BRILLIANTONE 

Steel  NEEiDIi£  OO.Inc^oratedl 


AT  34lh  STREET 


347  FIFTH  AVENUE, 

New  York 


SUITE  1003 


Canadian  Distributors:   The  Musical  Mdse.  Sales  Co.,  79  Wellington  St.  W.,  Toronto 
Foreign  Export:   Chipman  Ltd.,  8-10  Bridge  St.,  New  York  City 


34 


THE   TALKING    MACHINE  WORLD 


November  15,  1920 


gtcioiiiimiDimimiiEiimiimniinmnimiiMininnimmnmniiiimiiiiniraniinnnm 

I    Electric  Signs  Are  a  Vital  Business  Asset  | 

I  By  EINER  GRAFF  ■ 

iuimimiimimininimnminjinnniuinimmiuiiinraniiiiuiiiimiimniinmmnmiiu^ 


With  some  electric  fans  still  buzzing  to  relieve 
the  oppressiv^e  heat  and  humidity  during  Oc- 
tober we  will  frankly  admit  that  it  requires  ef- 
fort to  imagine  a  street  filled  with  men,  women 
and  children  wrapped  in  furs  and  heavy  over- 
coats, their  breath  freezing,  all  carrj-ing  bundles, 
hurrj-ing  to  and  fro  to  purchase  Christmas  gifts. 

Christmas  shopping  differs  from  general  shop- 
ping in  that  it  is  not  confined  chiefly  to  women. 
The  fact  that  the  things  bought  are  to  be  gifts — 
pleasant  surprises  for  friends  or  relatives — 
malces  it  imperative  for  men  as  well  as  women  to 
shop.  Most  men  are  emplo3-ed  during  the  da}- 
and  have  little  time  to  shop  except  during 
evenings.  In  order  to  accommodate  them  most 
stores  remain  open  several  wrecks  before  Christ- 
mas. 

Christmas  has  alwaj's  been  a  period  of  good 
cheer.    Long  before  the  advent  of  Christianitv 


festivities  v^'ere  held  at  Christmas  time  in  North- 
ern Europe.  It  is  a  brief  period  of  the  year 
when  our  unselfish  and  generous  impulses  are 
supposed  to  dominate  our  actions  and  thoughts. 
The  spirit  is  "good  will  towards  men." 

Our  aim  is  to  make  others  happy.  Our  psy- 
chological make-up  is  such  that  we  associate 
cheer  with  light  and  brightness.  Places  for 
merry-making  are  brilliantly  lighted.  We  al- 
ways have  more  courage  and  cheer  on  a  bright 
morning  when  the  sun  has  risen  than  after  the 
sun  has  set 

If  there  is  not  an  attractive  electric  sign  in 
front  of  your  place  of  business  now  you  are 
losing  the  advertising  value  that  an  electric  sign 
could  give  you.  This  may  mean  the  loss  of 
many  dollars  in  potential  profits.  An  electric 
sign  would  draw  to  your  store  the  Christmas 
crowds  bent  on  purchasing  goods.    They  would 


FAULTLESS 


PIVOT  BEARING 


CASTERS 


Casters  that  roll  easily  across  the  floor — and 
smoothly.    No  clatter — no  unsteadiness. 

Simple  construction— no  complicated  parts  to 
get  out  of  order,  nothing  to  retard  easy 
movement.  Strong — plenty  of  metal  in 
required  places  to  resist  strains. 

Silent — neat  appearing — a  real  necessity  to 
YOUR  talking  machine,  these  FAULTLESS 
CASTERS. 


Made  with  leather,  fibre,  felt,  steel 
and  lignum  vitae  wheels.  A  word 
from  you  puts  all  our  caster 
experience  at  your  service  and 
brings  you  a  copy  of  Faultless 
Catalog  '*G". 

FAULTLESS 
CASTER  COMPANY 

EVANSVILLE,  INDIANA 


"Move  the  FAULTLESS  Way" 

Eastern  Sales  Office: 
Geo.  Mittleman,  200  Fifth  Avenue.  N.  Y. 


be  attracted  to  it  by  brilliancy  of  the  illuminated 
sign. 

Blue  and  white  porcelain-enameled  steel  signs 
can  be  seen  satisfactorily  either  by  day  or  by 
night.  They  are  visible  at  a  considerable  dis- 
tance- from  your  place  of  business  and  will  at- 
tract the  attention  of  hundreds  of  persons.  The 
sign  also. serves  to  identify  j'our  business  place 
— it  acts  as  a  guide  post.  It  is  not  uncommon 
for  persons  in  giving  direction  for  finding  a  place 
to  advise  to  "look  for  the  sign."  Porcelain  blue 
and  white  enameled  steel  signs  do  not  fade  and 
they  last  indefinitely. 

Re  prepared  for  the  crowds  of  Christmas  shop- 
pers. Add  to  the  Christmas  cheer.  Brighten 
your  business  front  with  an  electric  sign. 


PENN=VICTOR  DOGS  SAVED  THE  DAY 

Crowds  at  Mayer  Opening  Get  Souvenirs,  Due 
to  EfBciency  of  Knickerbocker  Service 


The  Penn-Victor  miniature  dogs  through  the 
medium  of  the  Knickerbocker  Talking  Machine 
Co.  came  to  the  rescue  of  A.  H.  Mayer  at  the 
recent  opening  of  his  attractive  new  warerooms 
at  Fifty-second  street  and  Ninth  avenue,  New 
York  City,  which  was  referred  to  in  last  month's 
World.  About  8:30  p.  m.  on  the  opening  day 
,the  place  was  crowded  to  the  sidewalk,  and, 
although  souvenirs  to  commemorate  the  open- 
ing had  been  ordered,  they  had  not  arrived.  It 
luckily  happened  that  A.  Davega,  vice-presi- 
dent of  the  Knickerbocker  Talking  Machine  Co., 
Victor  wholesaler,  and  M.  Berlow  of  the  sales 
staff  of  that  company  paid  their  respects  to 
Mr.  Mayer  at  that  time  and  the  latter  confided 
his  trouble  to  the  two  representatives  of  the 
Knickerbocker  Talking  Machine  Co.,  who  im- 
mediately demonstrated  Knickerbocker  service 
by  jumping  into  their  auto  and  returning  to 
Knickerbocker  headquarters,  where  they  loaded 
up  the  car  with  Penn-Victor  dogs.  They  ar- 
rived back  at  Mayer's  warerooms  at  9:15  and 
found  the  crowd  bigger  than  ever.  In  order  to 
keep  the  crowd  moving  and  allow  the  others 
to  inspect  the  new  warerooms,  the  reverse  of 
the  usual  procedure  was  followed  and  Mr. 
Mayer  announced  that  everyone  would  receive 
a  Penn-Victor  dog  as  they  left  the  warerooms. 
The  opening  was  a  huge  success  and  the  service 
of  the  Knickerbocker  Talking  Machine  Co.  in 
the  emergency  was  much  appreciated  bj^  Mr. 
Mayer. 


Why  Break  Records? 
Just  File  Them! 

That  is  if  ^ou  hare  Cbe  wonderful  Record  filing  tys- 
tem  which  i>  a  feature  of 

The  Marvelous  MAGNOLA 


Wi.tchir\J  tKe  /^usic  Come  Out 


This  is  only  one  feature  of  many  that  will  command 
your  interest  and  attention.  Let  us  send  you  hand- 
some illustrated  catalog  and  information  as  to  our 
flans  for  helfing  you  to  make  money  with  MAGNOLA. 


MAGNOLA  TALKING  MACHINE  COMPANY 

OTTO  8CHULZ,  PrMMut 
SHarat  OAmi  Seuthtn  WbtleuU  Braaak 

711   MILWAUKEE  AVENUE  ISM  CANDLER  BLDS. 

CHICAQO  ATLANTA.  SA. 


Why  Brunswick  dealers 
are  optimistic 

Because  they  realize  that  they  have  by  far  the  most 
profitable  phonograph  and  record  franchise  obtainable  to- 
day, and  the  one  with  the  greatest  future. 

Because  in  the  Brunswick  Ultona,  the  Brunswick  Oval 
Tone  Amplifier,  and  the  unrivalled  excellence  of  the  Bruns- 
wick cabinet,  they  realize  that  they  have  the  most  exclusive 
and  the  most  compelling  selling  arguments  in  the  phono- 
graph world. 

Therefore  they  are  looking  forward  to  a  record  volume 
of  business  this  season.  And  so  we  look  for  those  Bruns- 
wick dealers  who  are  fully  prepared,  who  have  taken  ad- 
vantage of  our  various  co-operative  sales  helps,  and  who 
are  willing  to  go  out  after  the  business,  to  have  the  biggest 
year  they  have  ever  had. 

Times  have  changed.  There  is  no  longer  a  seller's 
market.  Business  must  be  solicited,  but  there  is  lots  of  it 
there  for  the  aggressive  dealer. 

THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,  Canadian  Distributors:  Musical  Merchandise  Sales  Co., 

Mexico  and  Canada  79  Wellington  St.,  West,  Toronto 

New  England  Distributors;  Kraft,  Bates  and  Spencer,  156  Boylston  St.,  Boston,  Mass. 


The  Talking  Machine  World,  New  York,  November  15,  1920 


The  ULTONA 

Playing  a  Brunswick  Record 


In  these  two  exclusive  betterments  Bruns- 
wick achieved  what  all  phonograph  makers 
have  sought  for  years. 

The  first,  the  Ultona,  is  a  playing  arm 
which  enables  you  to  play  any  make  of  rec- 
ord with  equal  facility.  It  plays  all  records 
just  as  they  should  be  played,  including,  of 
course,  Brunswick  Records. 

It  can  be  said,  with  truth,  of  several  phono- 
graphs, that  they  can  play  any  make  of 
record.  But  in  all  cases  except  that  of  The 
Brunswick  this  statement  implies  some  both- 
ersome attachment. 

The  Ultona  is  an  integral  part  of  The 
Brunswick.  There  is  nothing  to  take  ofiF  or 
put  on.  And  the  Ultona  is  counterbalanced, 
doing  away  w^th  those  defects  in  reproduc- 
tion which  come  from  too  much  rigidity. 

The  second  big  feature,  the  Brunswick 
Oval  Tone  Amplifier,  is  an  all-wood  tone 
chamber,  seasoned  and  moulded  by  a  special 
process.  It  is  made  light  and  resonant,  like 
a  violin.  It  allows  sound  waves  to  expand 
and  amplify  in  a  natural  manner,  because  it 
obeys  laws  of  acoustics  not  thoroughly  con- 
sidered by  old-time  methods. 

These  two  improvements  combine  to 
make  the  Brunswick  Method  of  Reproduc- 
tion unique  in  the  phonograph  field.  They 
bring  new  tone  standards.  Harshness  and 
metallic  noises  are  effectually  banished. 
Tones  are  clear,  sweet  and  penetrating.  Syl- 
lables are  distinct  and  the  most  delicate 
shadings  of  tone  are  faithfully  reproduced. 

The  Brunswick  is  the  last  evolution  of  the 
phonograph,  the  instrument  of  today  and 
tomorrow.  Brunswick  dealers  are  building 
a  business  upon  unshakable  foundations. 


The  Talking  Machine  World,  New  York,  November  15,  1920 


56  Publications 

24,000,000  readers  every  month 


Ask  the  average  man  to  name  all  the 
phonographs  he  ever  heard  of.  He  will 
probably  name  half  a  dozen.  They  are 
the  well-advertised  phonographs. 

Those  in  the  trade  know  that  there  are 
a  hundred  or  more.  But  the  people  have 
never  heard  of  them. 

People  nowadays  have  many  things  to 
claim  their  attention.  Many  are  naturally 
inclined  to  delay  and  forget.  They  re- 
quire some  incentive  to  prompt  action  and 
decisions. 

Brunswick  advertising  gives  them  that 
incentive.  It  moves  them  before  they  hear 
The  Brunswick.  Brunswick  advertising 
has  always  been  educational.  It  explains 
just  how  finer  tone  is  obtained  in  The 
Brunswick. 

People  are  constantly  interested  in 


something  better.  The  betterments  in  The 
Brunswick  are  of  such  a  radical  nature, 
the  differences  are  so  great,  that  people 
are  quickly  fascinated  by  The  Brunswick 
story. 

And  The  Brunswick  lives  up  to  its  ad- 
vertising. The  superior  quality  of  Bruns- 
wick tones  is  evident  to  anyone  who 
makes  a  comparison. 

Behind  every  Brunswick  Phonograph 
and  Brunswick  Record  stands  the  force  of 
our  tremendous  advertising  campaign. 

The  Brunswick  dealer  begins  business 
with  a  proved  proposition.  There  are  no 
elements  of  uncertainty.  His  success  is 
assured  by  the  success  of  The  Brunswick. 

Brunswick  has  never  been  associated 
with  the  ordinary.  Brunswick  could  do  no 
less  than  make  a  super-phonograph. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  OfBces:  623-633  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,         Canadian  Distributors:  Musical  Merchandise 
Mexico  and  Canada  Sales  Co.,  79  Wellington  St.,  West, Toronto 

New  England  Distributors:  Kraft,  Bates  and  Spencer,  156  Boylston  St.,  Boston,  Mass. 


Tlic  Talking  Machine  World,  Nezv  York,  November  15,  1920 


\\\\  \  \  \  \ 


<i  \  \  \\\\\ 


Brunswick  Record  Plant,  Jersey  City,  N.  J. 


Artists  and  organizations  making 
Brunswick  Records 


Mario  Archer  Chamlee 
Leopold  Godowsky 
Max  Rosen 
Virginia  Rea 
Theo.  Karle 
Dorothy  Jardon 
Marie  Tiffany 
Richard  Bonelli 
Elizabeth  Lennox 
Irene  Pavloska 
Elias  Breeskin 
Irene  Williams 
James  Sheridan 


Al  Bernard 
Ernest  Hare 
Ida  Heydt 
James  Congdon 
Elliott  Shaw 
Fred  Van  Eps 
Rudy  Wiedoeft 
Arthur  Fields 
Thorneiy  Crane 
Chas.  Hare 
William  Robyn 
All  Star  Trio 


Brunswick  Records  themselves  will  show 
you  how  the  Brunswick  Studios  have  overcome 
scientific  and  mechanical  difficulties  in  securing 


Isham  Jones  Rainbo  Orchestra 
Green  Bros.  Novelty  Band 
Vernon  Trio 
Criterion  Male  Quartette 
Collegiate  Choir 
Shannon  Four 
Toots  Paka  Hawaiians 
Elshuco  Trio 
Carl  Fenton's  Orchestra 
Palace  Trio 
Brunswick  Military  Band 
Green  Bros.  Xylophone  Orchestra 
Paul  Biese's  Novelty  Orchestra 
Rodemich's  Orchestra 

faithful  reproduction  of  the  talent  of  the  artist. 

They  can  be  played  on  any  instrument 
using  steel  or  fibre  needles. 


THE  BRUNSWICK-BALKE-COLLENDER  COMPANY 

General  Offices:  623-63  3  South  Wabash  Avenue,  Chicago 

Branch  Houses  in  Principal  Cities  of  United  States,      Canadian  Distributors:  Musical  Merchandise  Sales  Co., 
Mexico  and  Canada  79  Wellington  Street,  West,  Toronto 

New  England  Distributors:  Kraft,  Bates  and  Spencer,  156  Boylston  Street,  Boston,  Mass. 


November  15,  1920 


THE   TALKING   MACHINE  WORLD 


35 


FEATURES  PERIOD  DESIGNS 

November    Edison    Display    Material  Links 
Period  Cabinets  With  Fine  Furniture 


McLOQAN=PEARCE  CO.'S  NEW  STORE 

Clyde  Trowbridge  to  Manage  Third  Store  of 
Peninsular  Music  House 


In  their  national  magazine  advertising  for  No- 
vember, the  Edison  Laboratories  depart  from 
their  interesting  series  of  eyents  proving  the 
realism  of  the  New  Edison,  and  say  something 
about  good  furniture  and  Edison  cabinets. 

Interlocking  wilth  this  very  seasonable  adver- 


Edison  Window  Features  Period 

tising  subject,  the  November  Edison  window 
display  sets  forth  the  beauty  of  Edison  cabinets 
and  invites  inspection.  The  center  piece  of  the 
display  resembles  a  wooden  panel  of  oak.  The 
inscription  is  in  imitation  carved  letters  that  ap- 
pear to  be  actually  carved  into  the  background. 
The  side  panels  are  perfect  enlargements  of  the 
very  fine  Davenport  illustrations  used  in  the 
magazine  advertising.  The  coloring  is  a  scheme 
of  light  tints  that  creates  a  delicate  and  very 
unusual  effect.  The  side  panels  of  this  display 
are  exceedingly  ornamental  and  will  probably 
be  preserved  by  Edison  dealers  for  interior 
store  decoration. 


Calumet,  Mich.,  October  18. — The  McLogan- 
Pearce  Music  Co.,  Houghton  County's  well- 
known  music  dealer,  has  announced  that  ar- 
rangements have  been  practically  completed  for 
the  opening  of  the  new  store  at  Iron  Mountain, 
which  will  make  a  chain  of  three  business  places 
conducted  by  this  con- 
cern in  the  upper  penin- 
sula. 

This  new  retail  music 
store  will  occupy  a  build- 
ing on  Ludington  street, 
the  main  business  street 
in  the  city,  and  will  be 
made  the  chief  musical 
center  of  that  district. 
The  store  will  occupy 
two  floors,  thirty  by  sixty 
feet,  and  will  carry  a 
large  line  of  talking  ma- 
cliines  and"  records,  as 
well  as  pianos  and  gen- 
eral musical  merchan- 
dise. 

The  new  store  will  be 
under  the  management 
of  Clyde  Trowbridge,  one 
of  the  most  capable 
piano  men  in  the  upper 
peninsula.  Mr.  Trow- 
bridge, who  has  had 
Cabinets  charge   of  the  Hancock 

store,  will  take  up  his  new  duties  about  the 
lirst  of  November. 


FLORENCE  EASTON  AS  SOLOIST 

Florence  Easton,  the  distinguished  prima 
donna  soprano  of  the  Metropolitan  Opera  Co., 
and  noted  Vocalion  record  artist,  has  been  en- 
gaged by  the  New  York  Symphony  Orchestra 
under  Walter  Damrosch,  as  the  first  soloist  of 
the  season  on  Sunday  afternoon,  November  7. 
Miss  Easton  has  been  winning  triumphant  suc- 
cesses in  leading  roles  with  the  Scotti  Grand 
Opera  Co.,  now  on  tour. 


JACOBS  INCORPORATES  IN  DOVER 


Jacobs  is  the  name  of  a  new  concern  which 
has  been  incorporated  under  the  laws  of  Dela- 
ware to  sell  talking  machines.  The  capital  is 
$75,000  and  the  incorporators  are  Samuel  Shus- 
man,  David  Slumm,  Darby,  Pa.,  and  Joseph 
Jacobs,  Philadelphia. 


The  Victor  talking  machine  dealers  of  Peoria, 
111.,  are  looking  forward  with  a  great  deal  of 
interest  to  the  concert  of  the  Eight  Victor 
Artists,  who  will  be  heard  in  concert  in  that  city 
on  October  25  and  26. 


In  order  to  make  your  advertising  really  pull, 
you  should  see  that  your  salesmen  push. 


A"Sure  Results"  Sale  Plan 

FREE 


aad 


SUPERB  QUALITY 

make  tbs 

LAWSON 


Dealer's  Delight" 


Manufactured  by  piano  makers  of  40  years' 
highest  standing,  experts  in  tone  production 
and  mechanical  detail. 

Every  LAWSON    PHONOGRAPH    is  fin- 
ished and  polished  like  the  finest  pianos. 
LAWSON  dealers  have  exclusive  territory  and 
biggest  direct-from-factory  discounts  as  well  as 
real  service. 

Write  today  to 

Lawson  Piano  and  Phonograph  Corp. 

Office  and  Factory 

2572  Park  Avenue,  New  York  City 


CLAUDIA  MUZIO  BACK  IN  U.  S. 


Prominent  among  those  who  arrived  in  New 
York  on  October  22  on  the  S.  S.  "Martha  Wash- 
ington," from  Rio  de  Janeiro,  was  Claudia  Muzio, 
who,  it  is  said,  has  signed  up  to  sing  exclusively 
for  the  Edison  phonograph. 

Miss  Muzio  has  been  in  South  America  since 
June,  where  she  went  from  Paris.  Her  first 
New  York  appearance  will  take  place  on  Oc- 
tober 31,  at  Madison  Square  Garden,  when  she 
will  participate  in  an  interesting  program. 


Never  wink  at  the  overcharging  of  a  cus- 
tomer. Reprove  an  employe  as  quickly  for  an 
error  in  your  favor  as  for  one  in  favor  of  the 
customer. 


Kansas  Cit;^;  Missouri 

EiQciusivel^^^l^olesaie 


s  aiHl\^r  Reconls 


36 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


Invincible 


Ilalian  Renaissance, 
Verona 


Minuet 


The  instrument  that  holds  the  leadership! 


CONORA  has  more  important 
^  features  of  construction  than 
any  other  phonograph.  Note  for 
example,  that  Sonora  uses  an  ALL 
BRASS  tone  arm  instead  of  an  in- 
ferior-toned cheap,  porous,  brittle, 
zinc-lead-tin  casting.  Also  observe 
that  Sonora  cabinet  sides  are 
thick  instead  of  Vs^  like  most  other 
makes  of  phonographs. 

These  are  two  of  many  details 
on  which  Sonora  is  spending  this 
year  over  one  million  dollars 
more  than  most  other  manufac- 
turers in  order  to  secure  the  very 
highest  quality,  and  Sonora's 
quality  is  never  slighted  in  order 


While  sales  of  other  phonographs 
may  have  lagged,  Sonora  has  never 
had  the  least  difficulty  in  disposing 
of  its  entire  output  and  has  never 
been  able  to  satisfy  completely  the 
waiting  dealers. 

Sonora's  many  models  offer  the 
w^idest  range  of  selection  and 
through  heavy,  continuous  and  dis- 
tinctive advertising,  Sonora  is  fa- 
vorably known  to  millions  of  pro- 
spective buyers. 

This  season's  increased  produc- 
tion may  enable  us  to  add  more 
dealers.  If  you  are  interested  in 
handling  The  Highest  Class  Talk- 
ing Machine  in  the  World  we  sug- 
gest that  you  take  the  matter  up 
to  speed  production.  at  once. 

The  phonograph  that  sells  easily  for  cash  and  keeps  bank  balances  high,  is  the 


THE  INSTRUMENT  OF  QUALITY 
CLEAR    AS   A  BELL 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


Nocturne 


Sheraton  KcnUzvortlt 


Write  today  to  the  jobber  covering  your  territory 

regarding  a  Sonora  agency 


American  Hardware  &  Equip- 
ment Co., 

Charlotte,  N.  C. 
North  Carolina  and  South  Carolina. 

Gibson-Snow  Co., 

Syracuse,  N.  T. 
State  of  New  York  with  the  exception 
of    towns    on    Hudson    River  below 
Poughkeepsie    and    excepting  Greater 
New  York. 

W.  B.  Glynn  Distributing  Co., 

Saxtons  River,  Vt. 
States  of  Maine,  New  Hampshire,  Ver- 
:  mont  and  part  of  Massachusetts. 

Griffith  Piano  Co.. 

605  Broad  St.,  Newark,  N.  J. 
Northern  New  Jersey. 

Hessig-Ellis  Drug  Co., 

Memphis,  Tenn. 

Arkansas,  Louisiana,  Tennessee,  Missis- 
sippi. 

Kiefer-Stewart  Co., 

Indianapolis,  Ind. 

Entire  State  of  Indiana. 

Lee-Coit-Andreesen  Hardware 
Co., 

Omaha,  Nebr. 
State  of  Nebraska. 


MS&E, 


221  Columbus  Ave.,  Boston,  Mass. 
Connecticut,  Rhode  Island  and  Eastern 
Massachusetts. 


The  Magnavox  Co., 

616    Mission    Street,    San  Francisco, 
Cal. 

Washington,  California,  Oregon,  Ari- 
zona, Nevada,  Hawaiian  Islands,  North- 
ern Idaho. 

Sonora    Distributing    Co.  of 

Texas, 

Dallas,  Texas. 

Western  part  of  Texas. 

Sonora  Phonograph  Co.,  Inc. 

279  Broadway,  New  York. 
Distributors  for  Greater  New  York. 

Southern  Drug  Co., 

Houston,  Texas. 

Southea.stem  part  of  Texas. 

Southern  Sonora  Co., 

310-314  Marietta  St.,  Atlanta,  Ga. 
Alabama,  Georgia  and  Florida. 

Southwestern  Drug  Co., 

Wichita,  Kans. 

Southern  part  of  Kansas,  Oklahoma 
(except  5  N.  E.  counties),  and  Texas 
Panhandle. 

C.  L.  Marshall  Co.,  Inc., 

82  Griswold  St.,  Detroit,  Mich. 
409  Superior  St.,  Cleveland,  O. 
Michigan  and  Ohio. 

Minneapolis  Drug  Co., 

Minneapolis,  Minn. 

States  of  Montana,  North  Dakota,  South 
Dakota,  Minnesota. 


I.  Montagnes  &  Co., 

Byrie  Bld^.,  Toronto,  Canada. 

Canada. 

Robinson-Pettet  Co.,  Inc., 

liouisville,  Ky. 
State  of  Kentucky. 

C.  D.  Smith  Drug  Co., 

St.  Joseph,  Mo. 

Missouri,  Northern  and  Eastern  part  of 
Kansas  and  five  counties  of  N.  E.  Okla- 
homa. 

Smith,  Kline  &  French  Co., 

Philadelphia,  Fa. 

States  of  Pennsylvania,  Maryland,  Dela- 
ware, District  of  Columbia  and  New 
Jersey  south  of  and  including  Trentorij 
Virginia  and  West  Virginia. 


Strevell  -  Paterson 
Co., 

Salt  Lake  City,  Utah. 
Utah.  Western  Wyoming 
Idaho. 


Hardware 


and  Southern 


C.  J.  Van  Houten  &  Zoon, 


Marquette  Bldg:., 
Illinois  and  Iowa. 


Chicago,  ni. 


Yahr  &  Lange  Drug  Co., 

Milwaukee,  Wis. 
Wisconsin,  Upper  Michigan. 

Moore-Bird  &  Co., 

1751  California  St.,  Denver,  Colo. 

States  of  Colorado,  New  Mexico 
Wyoming  east  of  Rock  Springs. 


and 


The  Highest  Class  Talking 
Machine  in  the  World 

Licensed  and  operating  under  BASIC  PATENTS  of  the  phonograph  industry 


•  I 

■0^ 


38 


THE   TALKING   MACHINE  WORLD 


November  15,  1920 


Bargain  Competition 

//^•'HE  Stephenson  Precision-Made  Motor 
does  not  enter  into  bargain  competi- 
tion. It  stands  squarely  upon  merit. 
During  this  period  of  reconstruction,  the 
price  of  the  Stephenson  Motor  will  be  de- 
termined by  the  same  policy  that  has  always 
determined  its  price.  A  policy  that  expects 
equitable  return  for  capital  invested  and 
effort  expended;  a  policy  that  demands  that 
one  hundred  percent  value  be  given  for 
money  received;  a  policy  that  states  that 
always  shall  price  be  governed  by  produc- 
tion costs. 

At  present  no  reduction  in  price  of  the 
Stephenson  Motor  is  contemplated.  For 
Stephenson  inventories  today  are  held  at  less 
than  present  day  market  values;  Stevenson 
labor  today  is  paid  a  wage  consistent  with 
present  day  living  costs. 

The  Stephenson  Motor  was  not  designed  as 
a  bargain  motor,  but  rather  as  a  Precision- 
Made  Motor.  It  is  not  manufactured  today 
as  a  bargain  motor  to  meet  bargain  competi- 
tion and  never  shall  be. 


STEPHENSON  DIVISION 

DE  CAMP  AND  SLOAN,  INC. 
1  West  34th  Street 
New  York  City 


MANUFACTURERS  OF  THE  STEPHENSON  PRECISION-MADE  MOTORS  AND  TONE  ARM  AND  SOUND  BOX 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


39 


Catering  Intelligently  to  the  Needs  of  the| 
"Particular"  or  "Fussy"  Customer  : 


By  A.  A.  Shaw  | 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiyiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^ 

It  is  conceded  by  the  majority  of  dealers  and 
salesmen  that  the  record  department  of  their 
business  is  invariably  the  most  "trying."  In  the 
hurry  to  attend  to  many  customers,  it  is  some- 
times a  little  annoying  to  a  dealer  to  meet  one 
who  is  exceedingly  "particular"  about  details. 
He  is  apt  to  style  such  a  person  as  "fussy"  or 
"cranky."  Yet  that  very  customer,  fully  satis- 
fied, may,  and  probably  will,  prove  a  more  valu- 
able asset  to  the  dealer's  business  than  one  who 
is  not  disposed  to  be  "particular." 

The  shrewd  business  man  is  he  who  can  handle 
his  customer's  peculiarities  with  the  utmost  ease, 
deliberation  and  respect.  A  little  study  of 
human  nature  will  show  that  the  "fussy"  indi- 
vidual is  usually  the  most  talkative  one  when 
fully  satisfied  and  that  talk  is  more  than  likely 
to  be  in  praise  of  a  house  that  gave  him,  or  her, 
the  most  careful  consideration. 

A  well-known  and  successful  business  man  in 
New  York  has  instructed  all  of  his  clerks  to 
call  him  whenever  they  get  hold  of  a  "fussy" 
individual.  No  matter  how  busy  he  is  he  ar- 
ranges to  wait  on  the  "particular"  customer,  and 
so  skillfully  does  he  handle  him  that  eventually 
these  "fussy"  customers  are  turned  over  one  by 
one  to  "Mr.  Smith"  or  some  other  patient  sales- 
man (who  realizes  the  difficult,  or  responsible, 
task  of  being  very  considerate)  with  the  result 
that  the  record  business  of  this  house  has  grown 
to  large  proportions  because  of  the  entire  satis- 
faction everyone  receives  who  deals  with  it. 

One  of  the  great  steamship  lines  between  New 
York  and  Southampton  has  issued  a  series  of 
printed  instructions  to  all  its  employes  aboard 
ship',  and  the  dominant  note  is  summed  up  in 
these  significant  words:  "The  patrons  of  this 
line  pay  your  salary  and  mine;  there  could  be 
no  .  .  .  steamship  line  without  patrons, 
therefore  it  behooves  every  employe  from  the 
lowest  to  the  highest  to  treat  every  patron  with 
the  utmost  respect  and  attention,  and  never  enter 
into  any  dispute.  If  a  difficulty  arises  imme- 
diately seek  a  superior  officer  and  introduce  the 
patron  to  him,  and  let  no  word  or  look  show 
anything  but  courtesy  and  respect." 

In  the  talking  machine  industry  it  is  equally 
true  that  a  satisfied  patron  is  a  valued  asset.  It 
pays  to  satisfy  every  customer.  If  you  have 
sold  a  machine,  follow  it  up  and  see  that  it  is 
giving  satisfaction.     If  you  get  a  hurry-up  re- 


llllllllllllllllllllllllllillllllllllllllllllllllllllllllllllllllllllllll 
quest  by  telephone  or  otherwise,  you  should  fol- 
low it  up  yourself  later  in  the  day;  see  that  it 
Ijas  been  filled.  If  the  party  has  a  'telephone, 
call  him  (or  her)  on  the  phone  and  see  that  satis- 
factory service  has  been  given.  If  certain  records 
are  wanted  on  a  particular  day  or  hour  follow 
them  up;  see  that  there  is  no  slip  up  in  the 
service.  Particular  requests  should  never  be  lost 
sight  of  until  satisfaction  is  absolutely  insured, 
and  ever)"-  detail  carried  out  to  the  letter. 

Sometimes  it  may  seem  that  these  little  matters 
are  not  worth  the  care  and  attention  of  those 


II 

ency  on  the  part  of  many  salesmen  to  be  in- 
different to  customers'  needs.  It  was  not  the 
case  of  giving  the  customer  what  he  wanted,  at 
least  in  records,  but  to  supply  what  was  in  stock. 
The  situation  has  now  changed,  and  the  store 
that  is  going  to  hold  trade  and  augment  it  is 
the  one  that  has  made  it  a  point  to  cater  to  the 
needs  of  "particular"  customers,  and  to  cater 
to  them  intelligently. 


I  The  Customer  Who  Is  | 
I  Fully  Satisfied  Will  | 
J  Always  Prove  a  Most  J 
M  Valuable  Asset  to  a  M 
■  Dealer's  Business  ■ 


HAYNES  DISPOSES  OF  INTERESTS 

Richmond  Edison  Jobber  to  Retire  From  Active 
Business — Long  With  Edison  Organization 


who  occupy  responsible  positions  in  the  house, 
particularly  when  the  busy  season  is  on.  But 
that  is  a  mistake — they  are  highly  important.  A 
personal  touch,  a  personal  message  from  some- 
one occupying  a  responsible  post,  makes  the  cus- 
tomer satisfied.  It  creates  a  confidence  in  the 
house  that  nothing  else  can  do. 

Another  feature  that  a  satisfied  customer  ap- 
preciates is  to  have  some  forethought  of  his  or 
her  needs.  If  you  know  of  some  reason  why 
a  certain  record  will  be  acceptable  on  a  specified 
occasion  let  j'our  forethought  be  brought  to  the 
patron's  attention  and  ask  if  it  may  not  be 
included  in  the  order  or  sent  by  special  order. 
In  fact,  there  are  a  hundred  and  one  ways  of 
studying  how  to  make  satisfied  customers,  and 
it  is  just  as  essential  to  the  success  of  a  busi- 
ness as  it  is  to  study  how  to  keep  a  good  balance 
at  the  bank.  The  latter  is  impossible  unless 
your  customers  are  satisfied. 

In  the  rush  of  business  for  the  past  few  years 
when  demand  exceeded  supply,  there  was  a  tend- 


C.  B.  Haynes,  president  of  the  C.  B.  Haynes 
Co.,  Inc.,  Richmond,  Va.,  and  an  Edison  jobber 
of  many  years'  standing,  has  sold  out  his  inter- 
ests in  the  business  to  E.  Bowman,  until  re- 
cently secretary  and  treasurer  of  the  company, 
any  will  retire  from  active  business. 

Many  years  ago  Mr.  Haynes  entered  the  Edi- 
son organization  in  the  capacity  of  traveling 
representative  for  the  National  Phonograph  Co., 
as  the  Edison  Laboratories  were  known  before 
Thomas  A.  Edison,  Inc.,  came  into  being.  In 
1907  he  entered  the  jobbing  business  and  estab- 
lished an  organization  in  Richmond,  which  is 
the  same  from  which  he  now  retires. 

Mr.  Bowman  has  been  associated  with  Mr. 
Haynes  for  a  number  of  years  and  needs  no 
introduction  to  the  Edison  trade  in  his  territory. 


CHANGES  IN  MERIDEN  STORE 

Thos.  H.  Woolley  Adds  New  Booths  for  Colum- 
bia Demonstration — M.  R.  Reinholdt  Now  in 
Charge  of  Repair  Department 


Meriden,  Conn.,  November  3. — The  Grafonola 
store  of  Thomas  H.  Woolley,  71  East  Main 
street,  has  been  undergoing  several  changes. 
On  one  side  of  the  store  a  number  of  sound- 
proof booths  have  been  built,  and  each  com- 
fortably furnished  for  the  convenience  of  cus- 
tomers who  wish  to  select  records  in  private. 

Mr.  Woolley  has  secured  the  services  of  M.  R. 
Reinholdt,  formerly  mechanical  instructor  and 
automatic  stop  expert  of  the  Columbia  Grapho- 
phone  Co.,  to  take  charge  of  the  repair  depart- 
ment of  the  store. 


FLETCHER  UNIVERSAL 
TONE  ARM  and  REPRODUCERi 


Gives  Proper  Playing  Weights  for  all  Records.     No  Adjustment  Screws  or  Springs. 
SAMPLES  $8.00  Specify  8H"  or  9M"  arm 

FLETCHER-WICKES  CO.,  6  East  Lake  Street,  Chicago,  Illinois 

THE  GEORGE  McLAGAN  FURNITURE  CO.,   STRATFORD.    ONTARIO.   EXCLUSIVE  CANADIAN  AGENTS 


40 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


MODERN  QUARTERS  OF  R.  MONTALVO  IN  NEW  BRUNSWICK 

Twenty  Soundproof  Booths,  Commodious  Auditorium,  Children's  Room  and  Rest  Rooms  Among 
Features  of  New  Establishment  in  New  Jersey — A  Story  of  Successful  Business  Building 


What  a  live  dealer  can  accomplish  in  the  de- 
velopment of  a  talking  machine  business  in  a 
moderate-sized  city  is  well  illustrated  in  the  case 
of  Ramon  Montalvo,  of  New  Brunswick,  N.  J., 
who  some  weeks  ago  held  the  formal  opening  of 
his  elaborate  new  Temple  of  Music  in  that  city. 
Mr.  Montalvo  started  in  business  in  New  Bruns- 


eighty  feet,  seating  several  hundred  people,  and 
a  number  of  special  features,  including  a  special 
children's  room  where  the  little  ones  may  hear 
and  select  suitable  records.  There  are  also  two 
attractively  furnished  rest  rooms  on  the  first 
floor,  one  for  men  and  one  for  women. 

Of  the  soundproof  demonstration  rooms  five 


The  Temple  of  Music  features  Victor,  Edison 
and  Vocalion  machines  and  records.  The  Aeolian 
line  of  pianos  and  Pianolas  is  also  handled,  as 
well  as  music  rolls  and  sheet  music.  Frequent 
recitals  are  given  to  acquaint  the  public  with  the 
new  things  in  the  record  and  roll  lists,  and  those 
conducting  musical  affairs  in  general  are  en- 
couraged to  use  the  recital  hall.  Mr.  Montalvo 
has  built  his  business  on  the  basis  of  service, 
and  at  the  present  time  has  a  fleet  of  nine  auto- 
mobiles making  deliveries  in  and  about  New 
Brunswick  and  taking  care  of  the  requirements 
of  his  branch  stores  in  Perth  Amboy  and 
Plainfield,  N.  J. 

Mr.  Montalvo  is  fortunate  in  having  an  effi- 
cient staff  to  assist  him  in  carrying  on  the  busi- 
ness. E.  D.  Coots  is  the  store  manager,  R.  W. 
Cowdrill  is  manager  of  the  sheet  music  depart- 
ment and  Miss  Evelyn  Beel  has  charge  of  the 
record  department. 


ELIZABETH  ASSOCIATION  SUCCEEDS 


Every  Dealer  in  City  Now  a  Member — C.  M. 
Tremaine  Addresses  the  Last  Meeting 


Ramon  Montalvo  in  His  Office 


2.  Auditorium.    3.  Children's  Room. 
5.  Main  Showroom 


4.  The  Store  Proper. 


wick  in  a  very  modest  way  onlj^  a  few  years  ago. 
and  through  the  adoption  of  modern  business 
methods,  and  the  display  of  an  aggressive  spirit, 
soon  found  things  coming  his  way.  Constant 
expansion  has  been  the  result,  and  the  new 
Temple  of  Music  offers  concrete  evidence  of  his 
success. 

The  new  building  at  101-107  Albany  street  has 
an  impressive  front,  and  the  interior  is  equipped 
in  a  most  elaborate  manner  with  a  battery  of 
twenty  soundproof  booths  for  the  demonstra- 
tion of  machines  and  records,  commodious  and 
artistic  display  rooms,^  a  recital  hall,  forty  hy 


are  fitted  up  in  accordance  with  period  styles, 
such  as  Adam,  Colonial.  Gothic,  etc.,  to  be  used 
for  the  display  of  period  model  machines  of 
those  styles.  The  recital  hall  is  so  arranged 
that  the  chairs  can  be  cleared  away  and  the  floor 
used  for  dancing.  Afagnavox  transmitters  have 
been  installed  in  the  auditorium  in  order  to  am- 
plify the  talking  machine  music  for  dancing  pur- 
poses. 

A  well-equipped  repair  department  has  been 
installed  in  the  building  to  take  care  of  the  repair 
work  of  the  main  store  and  branches,  and  this 
with  elaborate  offices  completes  the  equipment. 


Elizabeth,  N.  J.,  October  30. — At  the  last  meet- 
ing of  the  recently  organized  Music  Merchants' 
Association  of  Elizabeth,  it  was  announced  that 
everyone  of  the  seventeen  dealers  in  the  city  had 
become  affiliated  with  the  Association  and  that 
a  constructive  program  of  association  work  was 
being  formulated. 

The  speaker  of  the  evening  was  C.  M.  Tre- 
maine, director  of  the  National  Bureau  for  the 
Advancement  of  Music  of  the  Music  Industries 
Chamber  of  Commerce.  Mr.  Tremaine,  in  the 
course  of  his  talk,  emphasized  particularly  the 
necessity  of  concentrated  effort  on  music  ad- 
vancement just  now  to  counteract  the  effect  of 
the  apparent  slowing  down  of  business. 

Mr.  Tremaine  told  of  the  work  of  his  Bureau, 
and  urged  that  a  music  memory  contest  he 
started  in  Elizabeth.  The  local  music  merchants 
are  at  present  planning  to  make  use  of  the  co- 
operative advertising  campaign  inaugurated  by 
the  Bureau. 


MAKING  PARROTS  MORE  VERSATILE 


Now  they  are  teaching  a  parrot  to  talk  more 
profusely  by  listening  to  a  talking  machine 
record.  When  the  time  comes  and  the  master 
of  the  house  can  no  longer  stand  the  same  old 
parrot  line  of  talk,  he  has  a  new  record  made 
with  appropriate  sentiments  recorded  thereon 
and  places  it  on  his  machine.  The  instrument 
is  then  placed  near  the  parrot's  cage  and  the 
lesson  begins  and  is  repeated  until  the  bird  is 
educated.    What  next? 


aMiiyjiiLaiM!MiM!iy!!MlM!iUiiMii!Jliyi!iLHIiyiliLa!i^^ 


Write  for  details,  prices 
and  exclusive  selling 
arrangements  on  Peer- 
less Big  Ten— send  in 
the  coupon  — today. 


Gentlemen: 

Please  writt 
me  fully  ahout 
Peerless  Big 
and  quote 


.Ten  \ 
prices. 


Name 


N 


N 


Address 

T  n  \\'  n 


N 


ANNOUNCING 

PEERLESS  BIG  TEN 

A  full-sized,*  twelve-inch  album  to  take  ten-inch 
records  and  maintain  uniformity  in  the  record  com- 
partment of  fine  phonographs  that  have  twelve-inch 
shelves. 

Not  an  album  of  ten-inch  leaves  in  a  twelve-inch 
binder  but  one  actually  built  up  to  the  large  size 
throughout,  in  a  scientific  and  practical  manner. 
The  ten-inch  record  sets  into  an  individual  compart- 
ment in  the  twelve-inch  leaf,  fitting  as  snugly  as  a 
lady's  glove. 

Peerless  Big  Ten  lies  perfectly  flat  when  opened  at 
any  page,  is  doubly  reinforced  at  the  backing  ^and  is 
otherwise  typical  of  Peerless  quality. 
DealtTi:  Here  is  your  chance  to  appeal  io  ihe  large  mofority  of 
your  record  customers  who  buy  popular.  Im-wch  records. 
Manufacturers:  Why  not  remove  Ihe  last  objection  to  your 
instruments  which  now  contain  only  the  large  albums? 

PHIL  RAVIS,  President 

Peerless  Album  Company 

43  to  49  BLEECKER  ST.,  NEW  YORK  CITY 


L.  W. 


REPRESENTA  TI VES: 

BOSTON 
Hough,   20  Sudbury  Street 


i 


CHICAGO 
W.  A.  Carter,  57  E.  Jackson  Blvd 


SAN  FRANCISCO 
Walter  S.  Gray  Co.,  942  Market  St. 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


41 


99 


TIME  FLIES 

''thus  sang  Omar  as  he  smote  his  bloomin'  Lyre 

▼  ▼  T 

Are  you  going  to  be  able 
to  meet  competition  this 
Holiday  Season? 

And  will  the  line  you  carry 
be  able  to  give  you  your 
share  of  the  Phonograph 
Business? 


The  new  Vocalion  Lateral  Cut  Records — 
the  new  Vocalion  Period  Models — 
the  prestige  and  the  national  advertising  of 

TAe  AEOLIAN  COMPANY 

all  go  to  make  a  Vocalion  dealer's 
franchise  an  extremely  valuable  one. 


THE  AEOLIAN  COMPANY 

529  South  Wabash  Avenue 
Chicago,  111. 

The  World's  Largest  Manufacturers  of  Musical  Instruments 


/ 


/ 


c^^-^ 


1 


42 


THE   TALKING   MACHINE  WORLD 


November  15,  1920 


WILLIAM  WALTER  DINWIDDIE  DIES 


Was  Associated  for  Thirteen  Years  With  Thos. 
A.  Edison — ^A  Noted  Astronomer  and  En- 
gineer— Born  in  Charlottesville,  Va. 


William  Walter  Dinwiddie,  who  was  asso- 
ciated with  Thomas  A.  Edison  in  experimental 
work  for  more  than  twelve  years  and  who,  at 
one  time,  was  division  manager  of  the  disc  re- 
creation manufacturing  division  at  the  Edison 
Laboratories,  passed  away  early  last  month  at  St. 
Mary's  Hospital,  Orange,  N.  J.,  following  an 
operation. 

Mr.  Dinwiddie  was  also,  at  one  time,  an  ex- 
pert astronomer  in  the  United  States  Naval  Ob- 
servatory at  Washington,  D.  C,  and,  in  1903,  was 
a  member  of  an  official  expedition  to  Sumatra, 
where  instruments  he  devised  were  used  in  mak- 
ing photographs  of  an  eclipse.  He  was  a  mem- 
ber of  a  similar  expedition  to  Spain  in  1904. 

Mr.  Dinwiddie  was  born  in  Charlottesville,  Va., 
and  was  educated  at  the  university  of  that  Stat''. 
He  was  also  a  member  of  the  American  Society 
of  Mechanical  Engineers. 


DIRECT  FACTORY  PRICE— JUST  MENTION  THE  QUANTITY 


MOTORS 
TONE  ARMS 
REPRODUCERS 


CASTINGS  (  TURNTABLES 
„       ,         J  MOTOR  FRAMES 
Ljrey  Iron    "S  TONE  ARMS 

and  Brass  for  (  HORNS  and  THROATS 


Stylus  Bars 

Screw  Machine  Parts 

Talking  Machine  Hardware 


Direct  Quantity  Importations  On 

D.  R.  DOCTOROW 


JEWEL  and  STEEL  (Bulk  or  Packed) 
PHONOGRAPH  NEEDLES 
GENUINE  RUBY  BENGAL  MICA 


EASTERN  REPRESENTATIVE 

CHERINGTON  MFG.  CO 
IRONCLAD  MOTORS 


Fonder bilt  Ave.  Bldg. 
57  East  42nd  St..  NeivYork 
Tel.  Vanderbilt  5462 


CLOSES  QLOVERSVILLE  BRANCH 


Albany   Will   Now   Be   Headquarters    of  the 
American  Phonograph  Co. 


The  American  Phonograph  Co.,  until  recently 
'  Edison  jobber  in  Albany  and  Gloversville,  N.  Y., 
has    permanentl}''    discontinued    its    branch  at 
Glovers^^lle  and  the  entire  business  of  the  job- 
bing organization  hereafter  will  be  conducted 


THE 

Fletcher  Alltones  Needle 

Each  Needle  Plays  Loud,  Medium  or  Soft 

This  is  the  only  semi-permanent  needle 
made  which  has  ALL  TONES  in  one 


Patent  Pending 


Retail  Price  per  card  of  four  needles 
Boxes  of  100  cards  to  dealers   .  . 


.  25c. 
$15.00 


Less  2°o  for  cash  with  order 


Valuable  Selling  Helps  Free  to  Dealers 
Send  order  for  trial  box  of  the  Highest  Class  Needle  Made 


Soft 


Medium  Loud 

POSITIONS  FOR  PLAYING 


Valuable  Territory  Open  For  Responsible  Jobbers 

For  information,  samples  or  orders  address 


In  New  York  Territory 
order  from  our  jobber 

Andrew  H.  Dodin 

Incorporated 

28  Sixth  Ave. 
New  York  City 


Fletcher  Alltones  Needle 
Co.,  Inc. 

205  Travis  Street 
San  Antonio      -      -  Texas 


from  the  Albany  headquarters.  It  is  the  behef 
of  the  company  that  the  consolidation  will  re- 
sult in  improved  service  to  Edison  dealers 
located  throughout  that  section. 


COLUMBIA  DEALERS  IN  NEW  YORK 

Chicago  Representatives  of  Columbia  Grapho- 
phone  Co.  Visit  Eastern  Headquarters — Enter- 
tained at  Banquet  and  Theatre  Party 


Twentj'-seven  Columbia  dealers  from  Chicago 
territory,  accompanied  by  John  McKenna,  man- 
ager of  the  Columbia  branch  in  Chicago;  F. 
Blimke,  of  the  Chicago  sales  staff;  L.  Sebock, 
who  is  in  charge  of  the  international  records  de- 
partment in  Chicago,  and  J.  Kapp,  head  of  the 
record  department,  arrived  in  New  York  Tues- 
day, October  12,  for  a  visit  to  the  Columbia  ex- 
ecutive offices,  factory  and  recording  laboratory. 

The  visitors  spent  Wednesday  at  the  mammoth 
Columbia  plant  i.;  Bridgeport,  and  attended  an 
informal  luncheon  at  the  Hotel  Stratfield  at 
which  brief  addresses  were  made  by  the  factory 
executives.  The  dealers  were  amazed  at  the  tre- 
mendous progress  which  has  been  made  at  the 
Columbia  factories  during  the  past  year,  and 
were  deeply  impressed  with  the  efficiency  which 
characterizes  each  and  every  department  of  the 
Columbia  manufacturing  organization. 

Thursday  was  spent  at  the  Columbia  executive 
offices,  where  George  W.  Hopkins,  general  sales 
manager  of  the  company,  and  the  members  of 
his  department  conferred  with  the  dealers  anent 
the  sales  and  merchandising  situation  in  their 
respective  localities.  The  dealers  also  visited 
the  recording  laboratory,  and  called  at  Widener"s 
Columbia  Shop,  Fifth  avenue  and  Thirtj'-seventh 
street,  one  of  the  finest  retail  esta,blishments  in 
the  country. 

On  Thursday  evening  a  banquet  was  held  at 
the  Hotel  Pennsj'lvania,  at  which  Mr.  Hopkins 
gave  one  of  his  usual  effective  talks,  which  was 
enthusiastically  received  by  the  dealers.  A 
theatre  party  on  Thursday  evening  (vas  the 
closing  number  to  the  dealers'  program,  which 
completed  a  visit  that  was  replete  with  practical 
value  for  every  dealer  who  was  able  to  make 
the  trip. 


HE  SHALL  NOT  PASS 


No  arrogant  man  shall  pass  through  the  por- 
tals of  Mercantile  Success.  He  who  is  an  arro- 
gant employer  shall  have  servile  employes 
^^'hat  a  prize  combination  for  repelling  trade! 


Cultivate  the  idea  of  faith  in  your  own  ability 
to  sell.  Have  quiet  confidence  but  no  cheek  of 
the  brassy  kind. 


ACME-DIE 


-CASTINGS- 

ALlJMINUM-ZINC-TINaLEADALL»IS 

Acme  Die-Castin4  Corp. 

BostoQ  Sochs<t«T  &rooU.jiiN.Y.  Oemnt  Chiosga 


November  IS,  1920 


THE   TALKING    MACHINE  WORLD 


43 


Here's  the  Christinas  song  of  the  year,  "Holy 
Night,  Peaceful  Night,"  sung  by  Jeanne 
Gordon.  It's  the  season's  song  to  round 
out  Christmas  cheer.  Order  today.  Colum- 
bia 79373. 


Columbia  Graphoptione  Co 

NEW  YORK 


NO  PRICE  REDUCTIONS 


OPENS  PATHE  WAREROOMS  FEATURES  "TEN  LITTLE  BOTTLES" 


Columbia  Co.  Notifies  Dealers  That  No  Decrease 
in  Grafonola  Prices  is  Apparent  at  the  Present 
Time — Branch  Managers  in  Town 


Columbia  dealers  were  notified  recently  by  the 
general  sgles  department  of  the  Columbia  Grapho- 
phone  Co.  that  there  was  no  prospect  of  any 
change  in  the  price  of  Grafonolas,  at  least  up  to 
January  1.  This  information  was  given  to  the 
trade  in  response  to  inquiries  received  regarding 
the  company's  plans  for  the  future,  and  the  pres- 
ent cost  of  labor  and  raw  material  makes  any 
price  reduction  unlikely. 

During  the  past  few  days  several  of  the  Co- 
lumbia branch  managers  visited  the  executive 
offices,  and  conferred  with  Geo.  W.  Hopkins, 
general  sales  manager,  as  to  the  business  situa- 
tion in  their  respective  territories.  Among  these 
callers,  all  of  whom  were  optimistic  in  their 
predictions  for  the  future,  were  A.  B.  Creel,  New 
Orleans;  J.  L,.  DuBreuil,  Cleveland;  W.  S.  Parks, 
of  Baltimore,  and  Westervelt  Terhune,  Atlanta. 
Other  callers  at  the  executive  offices  this  week 
were  L.  S.  Blythe  and  E.  R.  Smith  of  the 
Kansas  City,  Mo.,  sales  staff. 


TRADE  EXPANSION  IS  REPORTED 

Ansonia,  Conn.,  November  3. — The  Mellow- 
tone  Needle  Co.,  of  this  city,  manufacturer  of 
the  Superb  semi-permanent  stylus,  has  estab- 
lished many  agencies  for  the  sale  of  its  needle, 
although  this  new  product  was  only  introduced 
to  the  trade  several  months  ago.  As  the  name 
of  the  company  would  indicate  the  tone  of  this 
stylus  is  soft  and  mellow  and  the  needle  has 
found  much  favor  among  owners  of  talking 
machines.  However,  dealers  throughout  the 
country  report  that  an  insistent  demand  is 
manifested  for  loud  tone  needles  for  playing 
dance  records.  In  order  to  meet  this  demand, 
the  Mellowtone  Needle  Co.  is  placing  on  the 
market  this  month  a  new  loud  tone  needle.  This 
company  is  preparing  at  its  factory  in  this  city 
an  attractive  display  card  for  dealers'  counters 
which  is  expected  to  furnish  additional  sales 
Iielp  for  this  needle.  In  the  interest  of  efficient 
distribution  the  Superb  semi-permanent  stylus 
will  be  distributed  through  the  medium  of  job- 
bers. Several  jobbers  have  already  been  ap- 
pointed and  plans  are  well  under  way  for  the 
appointment  of  others  to  territories  still  open. 


REPAIRING 

AND 

REPAIR  P  ARTS 

for  all  makes  of 

Talking  Machines 

BOND'S  GRAPHOPHONE  SHOP 

38  Arcade  ::  Nashville,  Tenn. 


W.  A.  McKenney  Installs  Unico  Demonstration 
Rooms  and  Filing  Equipment  in  His  Estab- 
lishment— Inaugurates  Advertising  Campaign 


Athol,  Mass.,  November  1. — W.  A.  McKenney, 
who  has  been  established  for  many  years  as  a 
jeweler  in  this  city,  has  opened  attractive  Pathe 
warerooms  at  424  Main  street,  this  city.  An 
installation  of  Unico  demonstration  rooms  and 
filing  equipment  has  been  made  which  is  an 
exact  copy  of  the  equipment  found  at  the  head- 
quarters of  the  Commonwealth  Phonograph  Co., 
Pathe  distributors  of  Springfield,  Mass.,  who 
supplies  them.  This  new  dealer  has  already 
effectively  taken  advantage  of  the  Pathe  adver- 
tising campaigns  suggested  from  the  headquar- 
ters of  the  Pathe  Freres  Phonograph  Co.  in 
Brooklyn  and  finds  they  are  bringing  him  ex- 
cellent returns.  .The  Pathe  department  is  under 
the  direct  supervision  of  Mrs.  McKenney,  who 
is  scoring  a  big  success. 

Illlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllliy^ 


Will  A.  Watkin  Co.  in  Dallas  Has  Clever  Dis- 
play of  Columbia  Record 

The  Will  A.  Watkin  Co.,  Dallas,  Tex.,  re- 
cently had  a  very  efifective  window  display 
featuring  Q  R  S  player  rolls  and  Columbia-  rec- 
ords, one  of  them  being  Bert  Williams'  popular 
hit,  "Ten  Little  Bottles."  The  display  showed 
a  player -piano  made  out  of  Q  R  S  rolls,  a  Bert 
Williams  poster  with  ten  bottles  containing  ten 
different  drinks— (so  the  sign  said,  anyway).  The 
window  was  designed  by  W.  R.  Long  of  the 
Grafonola  department. 


VAN  STIQHT JVIADE  MANAGER 

C.  Van  Stight  has  just  been  given  charge  of 
the  talking  machine  department  of  the  David- 
son Co.,  Waterloo,  la.  Mr.  Van  Stight  was  for- 
merly manager  of  the  Des  Moines  Talking  Ma- 
chine Co.,  and  has  had  a  number  of  years'  ex- 
perience in  Victor  merchandising. 

lllllllllllllllllllllllllllllllllllllllllllllllllllllllll 


"LIBROLA 

A  Library  Table  PHONOGRAPH 

This  line  affords  the  dealer  an 
opportunity  to  develop  high- 
class  profitable  business. 

The  "Librola"  is  being  handled 
by  progressive  dealers  every- 
where. Write  for  prices  and 
open  territory. 


Immediate 
Delivery  in 
Mahogany 


We  are  ready  to  make  immediate 
deliveries.  Send  in  your  orders  today. 

SEABURG  MANUFACTURING  COMPANY 

JAMESTOWN,  NEW  YORK 

llllllllllllllllllllllllllllllllllllllllilllllllllllllllllllllllllllllllllllllllllll^^ 


44 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


TED  LEWIS  SCORES  IN  INDIANAPOLIS 


Columbia  Dealers  Take  Advantage  of  Appear- 
ance of  Famous  Jazz  Aggregation  to  Feature 
Records  Made  by  the  Band  Grafonola. 


Indianapolis,  Inc.,  November  5. — The  Ted  Lewis 
Jazz  Band,  which  appeared  recently  at  the  Shubert 
Murat  Theatre  in  this  city,  has  been  making  history 

o 


bia  artist  to  use  extensive  publicity  in  the  news- 
papers. Several  concerts  were  held  in  Columbia 
establishments,  and  this  timely  publicity  pro- 
duced splendid  results. 

The  Indianapolis  News  contained  a  full-page 
advertisement  featuring  Ted  Lewis'  Jazz  Band 
and  the  Columbia  records  made  by  this  interna- 
tionally famous  organization.  On  one  after- 
noon during  its  engagement  at  the  Shubert 
Mnrat  Theatre,  Widener's 
Grafonola  Shops  secured 
the  services  of  Ted  Lewis' 
Jazz  Band  and  gave  a  con- 
cert at  their  store,  which 
attracted  a  very  large  crowd 
and  which  succeeded  in  sell- 
ing a  large  quantity  of  Co- 
lumbia records  made  by  this 
band.  In  addition  this  en- 
terprising Columhia  dealer 
carried  a  special  advertise- 
ment in  the  Indianapolis 
News  featuring  the  Ted 
Lewis  concert  to  be  held  in 
his  store. 

All  of  the  Columbia  deal- 
ers in  Indianapolis  pre- 
sented a  special  Ted  Lewis 
window  display  during  the 
week  of  his  engagement  in 
this  city,  and  this  concen- 
Ted  Lewis  and  His  Jazz  Band  trated  advertising  stimulated 

for  Columbia  dealers,  who  took  advantage  of  the  the  sale  of  Ted  Lewis  records  far  beyond  all 
appearance  of  this  popular  and  exclusive  Colum-  expectations. 


RUSSIAN  PEASANTS  LIVE  IN  STYLE 


Bring  Food  to  "Town  and  Trade  It  for  Pianos, 
Silks  and  Fine  Clothes 


"One  of  the  peculiarities  of  our  topsy-turvy 
life  in  Russia  now,"  says  a  letter  from  Petrograd, 
mailed  in  a  roundabout  way  a  few  months  ago, 
"is  that  the  peasant  villagers  are  assuming  all 
the  refinements  that  were  found  only  in  the  cities 
heretofore,  and  are  acquiring  all  the  luxuries, 
silks,  ribbons  and  even  grand  pianos,  that  once 
belonged  to  the  city,  exchanged  now  by  the  city 
for  food. 

"The  peasants  come  to  the  city  bringing  food, 
and  bringing  also  their  list  of  the  things  they 
want.  They  examine  the  quarters  of  the  bour- 
geoisie critically;  they  demand  nickel-plated  beds 
of  spacious  proportions  and  with  spring  mat- 
tresses; they  will  consider  none  but  those  made 
of  the  softest  wool;  they  select  the  finest  dresses 
and   one  ambitious   villager   specified   that  the 


piano  which  he  wanted  must  be  a  baby  grand 
to  fit  the  corner  in  his  kitchen,  while  talking 
machines  of  expensive  type  are  also  demanded. 

"Moving  picture  houses,  theatres  and  music 
halls  have  been  built  hurriedly  in  the  villages,  and 
are  flourishing,  while  those  in  the  city  are  fall- 
ing into  ruin." 


TWO  OPTIMISTIC  WESTERNERS 


C.  E.  Goodwin,  manager  of  the  Phonograph 
Co.,  Chicago,  and  M.  M.  Blackman,  manager  of 
the  Phonograph  Co.,  Kansas  City,  both  promi- 
nent Edison  jobbers,  were  visitors  at  the  Edi- 
son Laboratories  recently.  Both  Mr.  Goodwin 
and  Mr.  Blackman  are  highly  optimistic  over 
the  prospects  for  the  future  and  expressed  com- 
plete satisfaction  over  the  outlook  for  a  record- 
breaking  holidaj'  business. 


Advertise  the  truth,  for  the  truth  is  big  enough 
to  stand  without  any  camouflage. 


Buying  and  Selling 

The  choice  of  Phonograph  and  Furniture  buyers  is  influenced 
by  distinctively  designed  parts  and  trimmings.  Purchasing 
agents  can  co-operate  with  their  own  sales  departments  by 
supplying  accessories  and  fittings  that  quicken  the  dealer 
turnover. 

Phonograph  Accessories 

For  Immediate  Delivery — Needle  Cups  and  Double  Spring 
Motors,  capable  of  playing  three  12-inch  records. 

Also — Lid  Supports,  Automatic  Stops,  Tone  Rods,  Knobs, 
Escutcheons,  Sockets,  etc. 

Furniture  Trimmings 

A  complete  offering  in  all  the  Period  and  Commercial 
Furniture  Lines. 

Refrigerator  Hardware 

All  sized  Locks  and  Hinges. 

Samples  and  complete  information  on  request 

Grand  Rapids  Brass  Company 


\ 


Grand  Rapids,  Michigan 


New  York:  7  E.  42nd  St. 


is.' 


STMt  IMSTRUHENT  OF  OUALtTY 
CLEAR   AS  A   BELL  ^ 

Semi -Permanent 

NEEDLES 


are  recognized  as  being  the 
leaders.  They,  play  many 
times,  do  away  with  the  in- 
convenience of  frequent 
needle  changing,  and  having 
parallel  sides  they  do  not  in- 
crease in  diameter,  thereby 
increasing  the  life  of  the  rec- 
ords by  reducing  wear  to  a 
minimum. 

Sonora  Semi-Permanent 
Needles  are  steadily  adver- 
tised, they're  in  demand,  they 
give  the  utmost  satisfaction 
and  each  sale  brings  you  a 
good  profit. 

Load,  Mediant,  Soft 
25c  per  card  of  5        40c  in  Canada 


FREE! 


Write  us  and  learn  how  you  can 
obtain  tbis  handsome  needle  con- 
tainer free. 


Qlnrapang.  ilttr. 

GEORGE  E.  BRIGHTSON.  President 
New  York,  279  Broadway 

Canadian  Distributors:  I,  Montagnes  &  Co. 
Toronto 


CAUTION ! 

ISeware  of  similarl.v  oonstrmtcil 
needles   of   inferior  quality. 


jfit-'ftrftiMW-.  -ifltlHiin-'-ih. 


46 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


FREEPORT  STORE  HOLDS  OPENING 

Effig  &  Ives  Launch  Victor  Store  in  Thriving 
Long  Island  Town — Biltmore  Hawaiian  Or- 
chestra the  Feature  of  the  Musical  Concert 
Program  on  the  Opening  Day 


The  Freeport  Music  Store,  now  under  the  di- 
rection of  Effig  &  Ives,  held  its  formal  opening 
on  October  23  in  Freeport,  L.  I.  The  opening 
event  was  marked  by  a  notable  musical  con- 
cert given  b}'  prominent  artists,  the  featured 
group  being  the  Biltmore  Hawaiian  Orchestra. 
Many  guests  "took  advantage  of  the  opportunity 
and  invitation  and  attended,  which  helped  to 
make  the  affair  a  great  success.  The  new  store 
has  most  attractive,  quarters  and  on  the  opening 
night  the  decorations  and  flowers  lent  a  festive 
air  to  the  occasion.  The  Victor  dog  had  his 
share  in  the  ceremonies  and  was  in  evidence  on 
all  sides.  This  exclusive  Victor  shop  has  had 
a  good  introduction  to  the  people  and  under  its 
efficient  management  its  trade  will  grow  rapidly. 
Officials  of  the  American  Talking  Machine  Co. 
and  the  Xew  York  Talking  Machine  Co.,  Victor 
jobbers,  and  others  attended. 


BLUE  RIBBON  GOES  TO  EMERSON 


Wins  Highest  Award  at  Fresno  County  Fair 
and  Exposition  Last  Month 


Los  Angeles,  Cal.,  November  1. — With  I.  Les- 
sor, the  energetic  special  representative  of  the 
Western  Jobbing  &  Trading  Co.,  in  charge  of 
the  exhibition  booth  at  the  Fresno  County  Fair 
Jind  Exposition,  Emerson  phonographs  and  rec- 
ords were  not  allowed  to  hide  their  light  or 
music  under  a  bushel.  The  judges  were  so  im- 
pressed by  the  exhibit  and  the  excellence  of  the 
product  in  appearance  and  tone  that  they 
awarded  the  first  prize  to  those  products. 


NEW  J0NES=MOTR0LA  PRICES 


Manufacturers  Make  Cut  in  Response  to  Ex- 
pressed Opinion  of  Jobbers 


Jones-Motrola,  Inc.,  New  York  City,  manufac- 
turer of  the  well-known  electric  winding  de- 
vice of  that  name,  recently  completed  a  careful 
canvass  of  various  jobbers  situated  in  differ- 
ent trade  centers  of  the  country  regarding  future 
sales  plans.  It  was  the  general  consensus  of 
opinion  among  these  jobbers  that  any  reduction 
in  the  retail  price  of  the  Motrola  would  have 
a  very  favorable  effect  upon  increased  sales. 
Jones-Motrola,  Inc.,  has  completed  the  exten- 
sive addition  to  its  factory  equipment  which  has 
allowed   a    substantial   increase    of  production. 


Victor  Dealers 


will  find  in  our  new  whole- 
sale store  every  facility  for 
the  marketing  of 

VICTROLAS 

and  RECORDS 

Our  A^en;  Location  at 

Penn  Avenue  and  12th  Street 

brings  our  wholesale  department 
to  within  one  block  of  the 
Pennsylvania  Station. 

Be  Sure  to  visit  the  Model  Victor 

Sales  Room  on  the  first  floor. 


PITTSBURGH,  PA. 


Figuring  the  production  costs  now  possible 
with  these  increased  facilities  and  anticipating 
the  large  increase  of  sales  which  will  be  pos- 
sible, the  Jones-Motrola  Co.  has  decreased  the 
price  of  the  Motrola  to  $30. 


SMALL  GOODS  INCREASE  SALES 


Talking  Machine  Dealers  Find  a  Line  of  Musi- 
cal Merchandise  a  Paying  One 


BAXT  PHONOGRAPH  CO.  FORMED 


The  Baxt  Phonograph  Co.,  Inc.,  of  Boston, 
has  incorporated  to  deal  in  talking  machines 
and  phonographs.  The  capital  is  $50,000  and 
the  incorporators  are  Oscar  Sterman  and  Celia 
Sterman,  of  Cambridge;  Morris  Shapiro,  Wil- 
liam Baxt,  Alexander  Shapiro, -Maurice  Gordon, 
Morris  Levinson,  Louis  Kalis,  Pauline  Shapiro 
and  Abraham  Adler,  of  Dorchester,  and  Harry 
Tarlow,  of  Brockton. 


INCORPORATED  IN  BOSTON 


George  B.  Stone  &  Son,  Inc.,  Boston,  Mass., 
have  incorporated  with  a  capital  of  $50,000  to  do 
a  general  business  in  musical  instruments.  The 
incorporators  are  George  B.  Stone  and  Paulina 
R.  F.  Stone,  of  Everett,  and  Charles  E.  Law- 
rence, of  Belmont. 


Buegeleisen  &  Jacobson,  New  York  City, 
musical  merchandise  wholesalers,  report  that 
their  campaign  to  interest  the  talking  machine 
dealer  in  musical  merchandise  has  brought  forth 
many  favorable  responses.  These  dealers  have 
found  that  the  addition  of  a  line  of  musical  mer- 
chandise has  not  only  induced  new  trade  to  en- 
ter their  warerooms,  but  has  produced  additional 
sales  from  their  regular  customers.  One  dealer 
reports  that  he  has  found  musical  merchandise 
of  particular  interest  to  the  younger  folks 
through  such  instruments  as  the  harmonica, 
ukulele,  violin  and  banjo.  These  young  folks, 
he  finds,  not  only  need  supplies,  but  are  a  natural 
approach  to  the  older  folks  to  buy  talking  ma- 
chines and  records.' 


If  you  expect  your  employes  to  be  enthusias- 
tic about  the  store  and  the  business  see  that  you 
give  them  some  reason  to  be.  Nothing  will 
starve  to  death  much  quicker  than  enthusiasm. 


11 


Is  an  Indispensible  Requisite  in  the 
Modern  Phonograph  of  Today 


IT  embodies  all  the  good  features  necessary  in  a  practical  and  serviceable  phono- 
graph record  file. 

The  keys  are  numbered  from  one  (1)  to  the  number  of  record  spaces  con- 
tained in  the  file,  and  are  placed  at  an  angle  so  the  numbers  are  seen  at  a  glance. 

The  Partitions  are  metal  bound,  dampness 
will  not  affect  them,  they  will  protect  the  rec- 
ords from  scratching  and  warping.  The  parti- 
tions are  alternately  light  and  dark,  so  as  not 
to  confuse  the  eye  when  returning  the  records 
to  their  proper  spaces. 

No  wires  or  springs  are  used  in  its  construction, 
and  there  is  only  ONE  moving  part. 

The  Philwey  "  Rekord  Phile  "  will  be  a  big  asset  to  your 
business,  as  the  possibilities  of  increase  in  sales  are  practically 
limitless.  U  liv  not  fi'o  into  details  iritli  us  !\OJl  ? 


PHILWEY  MFG.  CO.  Inc.  75  South  Ave.  Rochester,  N.  Y. 


November  IS,  1920 


THE   TALKING   MACHINE  WORLD 


47 


Queen3l 


iouisXVf 


/^phoTiojropli 


^=  I  I'll 


34^ 

THOKOGMPH. 
perfect 

^yt     a  WuAaIuI,  well  mafU 
made  (h)  a'^Slvwv  ivIuJ)  joi  35  lfM\^ 

^L/llliii  h^i)^\A^lMm  (Wi  'mack 


fe^oulS  XV. 


Chicago,  11. S.'R.  . 


48 


THE    TALKING   MACHINE  WORLD 


November  15,  1920 


Disc  Record 
Manufacturers 

ATTENTION 


If  you  are  not  satisfied  with 
your  product — 

If  some  part  of  the  manu- 
facture needs  perfection — 

Let  me  help  you. 

I  was  the  pioneer  to  intro- 
duce the  present  disc  rec- 
ord into  Europe  in  1  90 1 . 
Successful  factories  were 
erected  in  England,  France, 
Spain,  Germany,  Austria, 
and  Brazil  under  my  man- 
agement. I  know  the  record 
business  from  A  to  Z,  and 
can  straighten  out  your 
difficulties. 

The  present  system  of  per- 
manent masters  was  per- 
fected in  my  laboratories  in 
1904  and  has  never  been 
improved  upon. 

The  double  -  sided  record 
was  my  patent  and  brought 
out  in  1903. 

If  you  want  the  best  to  be 
had  in  recording  machines; 
if  you  want  the  latest  devel- 
opment in  pressing  records 
from  shells;  if  you  want  in- 
creased record  production 
in  power  -  driven  presses 
— I  can  help  you. 


Complete  installations 
taken  charge  of 


F.  M.  PRESCOTT 

RIVERDALE,  N.  J. 


Phone 
No.  2  Pompton  Lakei 
N.  J. 


Telegrams 
Preicott,  Pompton  Lakei 
N.  J. 


PROMINENT  ARTISTS  APPEAR  AT  AEOLIAN  DEDICATION 

Official  Opening  of  New  Factories  of  the  Aeolian  Co.,  in  Meriden,  Conn.,  Marked  by  Elaborate 
Concert  by  VocaUon  Artists — New  Plants  Are  the  Acme  of  Efficiency 


Meriden,  Conn.,  November  3. — An  event  of  un- 
usual importance  recently  was  the  formal  dedi- 
cation of  the  two  new  additions  to  the  large 
plant  of  the  Aeolian  Co.  in  this  city,  one  of  the 
new  buildings  being  devoted  to  the  manufacture 
and  storage  of  Melodee  music  rolls  and  the 
other  to  the  production  of  Vocalion  records. 

The  dedication  ceremonies  were  participated 
in  by  over  1,000  Aeolianites  who  gathered  -  to 


departments.  The  printing  department  is  most 
modern  in  equipment,  and  in  addition  to  furnish- 
ing labels  for  music  rolls  also  takes  care  of 
much  of  the  company's  stationery. 

The  new  Vocalion  record  factory  is  a  two- 
story  building,  42  x  60,  also  of  reinforced  con- 
crete. The  installation  of  a  mezzanine  floor 
provides  additional  space.  The  new  building  was 
designed  especially  to  meet  the  demands  of  rec- 


Artists  Who  Appeared  at  Dedication  of  New  Aeolian  Co.  Factories  in  Meriden,  Conn.,  Recently 

Left  to  right:  Oscar  Adler,  Edward  Falck,  Charles  Hart,  May  Peterson,  Wilfred  Glenn,    Elliot  Shaw  and  Gino  Baldini 


enjoy  an  elaborate  concert  by  Vocalion  record 
artists,  among  them  May  Peterson,  the  prima 
donna  soprano;  Wilfred  Glenn,  basso;  Charles 
Hart,  tenor;  Elliot  Shaw,  baritone,  and  Oscar 
Adler,  violinist.  The  program  was  arranged  by 
Gino  Baldini,  of  the  Vocalion  recording  studio, 
and  was  in  charge  of  Edward  Falck,  musical 
director  of  the  recording  studio.  The  concert 
was  given  on  the  top  floor  of  the  new  music 
roll  building,  which  was  spacious  enough  to  hold 
the  large  audience  without  crowding.  Dancing 
followed  the  concert. 

The  new  buildings  will  prove  welcome  addi- 
tions to  the  Aeolian  Co.  plant,  and  provide  the 
desired  facilities  for  increased  production.  The 
larger  of  the  buildings,  a  four-story  reinforced 
concrete  structure,  is  120  feet  long  by  fifty  feet 
wide,  and  each  floor  is  connected  with  the  old 
plant  by  a  direct  doorway.  The  first  floor  will 
be  used  for  the  storage  of  music  rolls  and  has 
a  capacity  of  250,000  rolls.  The  remaining  three 
floors  will  be  used  for  the  manufacture  of  rolls, 
and  will  house  the  finishing,  printing  and  cutting 


ord  manufacturers,  and  is  equipped  with  a  venti- 
lating system  that  removes  every  particle  of 
dust  through  special  flues.  Grinding  machinery 
and  record  presses  are  now  being  installed.  The 
equipment  when  entirely  completed  will  enable 
the  company  to  increase  its  record  output. 


DEATH  OF  RICHARD  COLLINOS 


Richard  Collings,  one  of  the  founders  of  Col- 
lingswood,  N.  J.,  and  a  relative  of  L.  W.  Col- 
lings, president  of  Collings  &  Co.,  the  Victor 
distributors  of  Newark,  N.  J.,  died  recently  at 
his  home  in  Collingswood,  N.  J.,  at  the  age  of 
seventy-eight.  He  was  a  member  of  the  New 
Jersey  Bridge  and  Tunnel  Commission. 


THROWING  LIGHT  ON  TIMELY  TOPIC 

The  candle  loses  nothing  of  its  light  by  light- 
ing another  candle.  Just  so  with  us — we  do  not 
lose  but  rather  increase  our  capacity  for  friend- 
ship by  being  friendly. 


EQUIP  YOUR  TURNTABLES  WITH 

A.  W.  B.  BOULEVARD  VELVETS 

ADD  TO  THEIR  QUALITY  AND  ATTRACTIVENESS 


VELVETS 


GRAND  PRIZE-GOLD  MEDAL,  ST.  LOUIS  EXHIBITION 

VELVETS,  VELVETEENS,  PLUSHES 

WRITE  FOR  SAMPLES  AND  PRICES 

A.  WIMPFHEIMER  &  BRO.,  Inc. 
450-460  Fourth  Avenue,  New  York 

ESTABLISHED  184S 


November  15,  1920 


THE    TALKING    MACHINE  WORLD 


49 


The  Widdicomb  Phonograph 
is  made  in  Art  Models,  both 
upright  and  console  types,  in 
the  more  popular  and  better 
known  styles  of  period  con- 
ception. Dealers  should  write 
for  the  facts  of  the  Widdicomb 
franchise. 


PHONOGRAPH 

Qrhe  Aristocrat  of  Phonographs 


PHONOGRAPH  men  who  have 
heard- the  Widdicomb,  say  that  the 
Widdicomb  Amplifier  marks  a  new 
epoch  in  the  musical  development  of 
the  phonograph. 

For  the  first  time  in  phonograph  history 
the  Widdicomb  Amplifier  does  full 
justice  to  the  lower  as  well  as  to  the 
higher  musical  tones. 

When  playing  an  orchestral  record  on 
the  Widdicomb  the  deeper,  richer  tones 
are  given  equal  prominence. 

This  is  a  feature  readily  appreciated  by 
music  lovers.  It  is,  in  a  large  measure, 
responsible  for  the  growing  and  ever 
widening  popularity  of  the  Widdicomb. 

Let  us  give  you  the  details  of  the  Wid- 
dicomb franchise.  You  will  find  this 
information  worth  having. 

The  Widdicomb  Furniture  Co. 


Gv'and  Rapids 


Michigan 


Established  1865 — America's  Finest  Furniture  Designers 


(19) 


50 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


orentzen. 


Manufacturer  of 

Exclusive  Cabinet  Hardware  and  Accessories 

60  Grand  Street  New  York  City 


Eastern  Distributor  for  the 

ELECTROPHONE 

The  machine  with  the  SILENT  electric  driven  motor 

Dealer  s'  Terms  on  Request 


BECK  WITH  PLATT  MUSIC  CO. 

Popular  Talking  Machine  Man  Welcomed  Back 
to  Coast  Trade  Circles 


Los  AxGELES,  Cal.,  November  1. — P.  H.  Beckj 
one  of  the  most  popular  talking  machine  men  in 
southern  California,  has  returned  to  this  city 
after  an  absence  of  about  six  months.  Mr.  Beck, 
who  was  at  one  time  president  of  the  Retail 
Talking  Machine  Men's  Association,  has  be- 
come manager  of  the  Victrola,  small  goods  and 
sheet  music  departments  of  the  Piatt  Music  Co. 
He  was  welcomed  back  to  Los  Angeles  b3'  a  host 
of  friends. 


OPENS  STORE  IN  HEMPSTEAD 

John  Bieling,  Well  Known  in  Talking  Machine 
Trade,  Opens  Exclusive  Victor  Store 


John  Bieling,  formerlj'  of  the  Haydn  and 
American  Quartets  and  also  for  some  time  with 
the  New  York  Talking  Machine  Co.,  has  opened 
an  exclusive  Victor  store  in  Hempstead,  L.  I. 
His  experience  in  the  trade  and  in  the  Victor 
line  will  be  of  great  assistance  to  him  in  his 
new  venture  and  his  friends  have  expressed  their 
best  wishes  for  his  success.  Numerous  guests 
attended  the  opening,  among  them  being  repre- 
sentatives of  the  New  York  Talking  Machine 
Co.  and  C.  Bruno  &  Son,  Inc. 


PRODUCE  CLEVER  ACROSTIC 


A.  J.  Levine,  a  Pathe  dealer  of  Brooklyn,  has 
suggested  the  following  arrangement  evolved 
from  the  word  "phonographs"  which  is  worthy 
of  notice: 

P — atience  in  consummating  sales. 

H — ouse-to-house  canvass  and  follow-up. 

O — rderliuess  in  stock-keeping. 

N — ovel  in  display  and  "Newsy"  in  advertising. 

O — ne  specialty  for  each  sale  and  for  each,  advertisement. 

G — ood-will  is  a  silent  salesman. 

R — eciprocits'  between  dealer  and  customer. 

A — dvertise  to  proSt  from  its  cumulative  effect. 

P — opularize  Music — propaganda  is  subtly  effective. 

H — onesty — You  can't  fool  some  of  the  people  even  some 

of  the  time. 
S — ell  phonographs,  for  nothing  sells  itself! 


The  successful  man  to-day  is  the  practical 
man.  If  you  are  not  already  familiar  with  the 
working  side  of  your  business,  begin  the  study 
of  it  nov.-. 


A  Welcome  Visitor 

To  Victor  Dealers 

THE  USOSKIN  MONTHLY  WIN- 
DOW CARD  SERVICE  is  a  welcome 
visitor  each  month  in  the  store  of  hun- 
dreds of  Victor  dealers.  They  greet  its 
arrival  as  they  would  the  acquisition  of 
a  top-notch  salesman. 

That's  just  what  this  service  is,  too — 
a  salesman  that  is  on  the  job  for  you 
from  morn  'till  night  for  thirty  days. 
Ask  us  to  tell  you  more  about  it. 

Photographs  and  details  gladly  sent  upon 
request. 

USOSKIN  LITHO,  Inc. 

230  WEST  17th  ST..  NEW  YORK  CITY 


COLUMBIA  AGENCY  IN  LANCASTER 


-  L.\XCASTER,  Pa.,  November  5. — The  Keystone 
Furniture  Co.,  West  King  street,  has  been  ap- 
pointed Columbia  representative  for  this  city, 
according  to  an  announcement  recently  made  by 
the  company.  In  the  handsome  showrooms  the 
<ntire  line  of  Columbia  instruments  is  on  dis- 


pla}-.  One  of  the  features  of  the  Keystone 
Grafonola  service  is  the  department  where  all 
accessories  for  Grafonolas  and  phonographs  maj' 
be  purchased.  Special  introductory  offers  are 
being  announced  in  the  daily  newspapers.  A 
large  record  library  is  maintained  and  this  part 
of  the  Columbia  service  is  carefully  kept  up  to 
date. 


I  urn  off -iKe  Sign  Joe 
Our  iiocWs  sold  ou+'' 


9  Months  to  Pay 

The  first  payment  brings  you  the  sign — you  have  the  9  months 
to  make  the  final  payments.    Pays  for  itself  many  times  over — 

—Draws  Trade  Like  a  Magnet 

Sparkling  at  night  and  glistening  in  the  daytime,  it  tells  the 
people  for  blocks  in  each  direction  that  you  are  up-to-date  and 
modern.  It  tells  j-our  name  and  business  day  and  night — it  draws 
prospective  customers  past  less  attractive  stores  to  you.  It  works 
for  you  as  an  energetic  salesman,  while  your  competitors  are  lost 
in  darkness. 

Note  the  beautiful  embossed  letters.  The  entire  sign  is  made 
of  porcelain  enameled  steel — brilliant  white  letters  on  a  blue  back- 
ground. Practically  indestructible — will  not  rust,  peel,  rot  or  fade 
— never  needs  refinishing.  Costs  only  a  few  cents  a  daj'  for  elec- 
tricitj- — There  is  no  other  maintenance  expense.  An  occasional 
washing  keeps  it  like  new. 

Gain  a  step  on  comi)etition — get  your  sign  up  now.  Send  the 
coupon  for  full  information — no  obligation. 

Tear  Off  and  Mail  Coupon  Now 


FEDERAL  ELECTRIC  COMPANY 

Representing  Federal  Sign  System  (Electric)         :         8700  South  State  St.,  Chicago,  III. 

Please  send  me  full  information  on  Porcelain-enameled  Stfeel  Sign  for  my  business. 
Explain  your  9-months-to-pay  Plan 


>iame . 


.City. 


.State. 


Street  and  No  Business  

Store  Frontage   ....No.  of  Floors. 


T.  M.  W.  11 


The  Talking  Machine  World,  New  York,  November  15,  1920 


DECEMBER  RELEASES 

Records 


4183 

10-in. 

$1.00 


THE  LOVE  NEST  (Intro.  Chorus  of 
"Mary,"  from  musical  play  "Mary") 
(Tenor  with  Orch.)  Lewis  James 

I  WOULD  LIKE  TO  HAVE  A  GIRL  LIKE 
YOU  LIKE  ME  (Tenor  with  Orch.) 

Sam  Ash 


rA  PICTURE  OF  MOTHER  (Tenor  with 
4184  J     Orch.)   Henry  Burr 

IJ^Ool  WAIT'N  FOR  ME  (Male  Trio  with  Orch.) 
*     t  Sterling  Trio 


4185 

10-in. 

$1.00 


4186 

10-in. 

$1.00 


FEATHER  YOUR  NEST  (Tenor  Duet  with 
Orch.)   Campbell-Burr 

WHEN  I  FOUND  YOU  (From  musical 
comedy,  "Poor  Little  Ritz  Girl")  (Con- 
tralto-Baritone Duet  with  Orch.) 

Helen  Clark-Joseph  Phillips 

MOONLIGHT  IN  MANDALAY  (Tenor- 
Baritone  Duet  with  Orch.)  .  .  .  .James-Shaw 

SWEET  LUANA  (Vocal  Duet  with  Ha- 
waiian Guitar  Accom.) 

Jane  Neilson-Lewis  James 


4187 
10-in 


fKENTUCKY  (Baritone  with  Orch.) 


Ernest  Hare 


$1.00 !  "^N^'-^^^   EYES    (Vocal  Duet  with 

L    Orch. )  Jane  Neilson-Lewis  James 

4188  rDRIFTING  (Tenor  with  Orch.) .  Henry  Burr 

10-in.]  WHEN  YOUR  SHIP  COMES  IN  (Tenor 
$1.00  L    Duet  with  Orch.)  Campbell-Burr 

rROCK  OF  AGES  (Contralto-Baritone  Duet 

4189  with  Orch.)  .  .  .Helen  Clark- Joseph  Phillips 

10-in.^I  NEED  THEE  EVERY  HOUR  (Vocal 
$1.00  j     Duet  with  Orch.) 

L  Cheu-les  Henry-James  Jordon 

rLEAD,  KINDLY  LIGHT  (Vocal  Quartet) 
j  Peerless  Quartet 

Ji^Oq!  JESUS,  SAVIOUR,  PILOT  ME  (Tenor 

L    with  Orch.)   Henry  Burr 


4191 
10-in.  ^ 
$1.00 


4192 

10-in. 

$1.00 


WHEN  YOU  AND  I  WERE  YOUNG, 
MAGGIE  (Tenor  with  Orch.) 

Henry  Burr  with  Peerless  Quartet 

THE  OLD   OAKEN   BUCKET  (Vocal 
Quartet)  Shannon  Four 

ALONG  THE  WAY  TO  WAIKIKI  (Ha- 
waiian  Guitar  Duet)  Ferera-Franchini 

HAPA  HAOLE  HULA  GIRL  (Hawaiian 
Guitar  Duet)  Ferera-Franchini 


rTHE  TEDDY  BEARS    PICNIC  (Char- 
i     acteristic)   Conway's  Band 


4193 

|l  00  I  MARCH  OF  THE  TOYS  (From  musical 

i    show,  "Babes  in  Toyland")  Conway's  Band 

^LAUGHING  VAMP  (Fox-trot) 
4179  I     Rega  Dance  Orchestra  with  Incidental 
10-in.  <|  Saxophone  by  Nathan  Glantz 


$1.00 


4180 

10-in. 

$1.00 


4181 

10-in. 

$1.00 


4182 

10-in. 

$1.00 


KAMEL-LAND  (Fox-trot) 

Green  Brothers'  Novelty  Band 

^THE  BLACKSMITH  RAG  (With  the  "An- 
vil Chorus")  (Fox-trot) 

Green  Brothers'  Novelty  Band 

BOW-WOW  (Puppy  Love)  (One-step) 
L  All  Star  Trio 

[SILVER  WATER  (Fox-trot) 

Rega  Dance  Orchestra  with  Incidental 

Saxophone  by  Bennie  Krueger 

IN  OLD  MANILA  (Fox-trot) 

Green  Brothers'  Novelty  Band 

TELL  ME,  PRETTY  GYPSY  (From  "Zieg- 
feld  Follies  of  1920")  (Medley  Fox-trot) 
Rega  Dance  Orchestra 

ROCK  ME  IN  A  CRADLE  OF  LOVE  (Fox- 
trot) 

Ray  Miller's  Black  &  White  Melody  Boys 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN  President 

25  West  45th  Street,  New  York  City,  N.  Y. 

Factories:       Newark,  N.  J.      Elyria,  Ohio      Putnam,  Conn.      Springfield,  Mass.      Kitchener,  Ont. 
Branch  Offices:      Chicago,  III.      Toronto,  Can.      London,  Eng. 


I 


1 


I 


November  15,  1920 


THL    TALKING    MACHINE  WORLD 


51 


FIRST  BIRTHDAY  OF  THE  ARTO  CO.  TOSCANINI  AND  ORCHESTRA  TO  RECORD  FOR  VICTOR  CO. 


Company  Has  Developed  With  Great  Rapidity 
During  First  Year  of  Existence 


Famous  La  Scala  Orchestra,  Which  Is  Coming  to  the  United  States  This  Fall  for  a  Concert  Tour 
With  Toscanini  as  Director,  Will  Be  Heard  Later  Through  Medium  of  Victor  Records 


The  Arte  Co.,  of  Orange,  N.  J.,  manufacturers 
of  the  Arto  talking  machine  record,  recently 
celebrated  its  first  anniversary.  The  company 
has  just  forwarded  ito  the  trade  data  concerning 
the  history  of  the  progress  of  the  organization  in 
one  year's  time.  It  already  has  a  factory  which 
has  reached  quantity  production  in  the  pressing 
of  both  talking  machine  records  and  music  roll 
flanges,  and  in  addition  it  will  shortly  break 
ground  for  a  new  wing  to  the  plant,  which  will 
be  closely  followed  by  a  large  building,  tower- 
ing far  above  the  other  structures  in  the  neigh- 
borhood. 

The  company  states  its  records  are  stocked 
by  hundreds  of  dealers  and  the  trade  has  taken 
kindly  to  its  specialty  of  quick  releases  of  cur- 
rent hits.  Besides  the  executive  offices  at  the 
main  factory,  29  Central  avenue.  Orange,  N.  J., 
the  Arto  Co.  also  has  a  New  York  office  at  1604 
Broadway. 


Through  arrangements  just  concluded  by  of- 
ficials of  the  Victor  Talking  Machine  Co.  with 
the  managers  of  Maestro  Arturo  Toscanini  and 
the  La  Scala  Orchestra  of  Milan,  Italy,  it  is 
expected  that  a  series  of  Victor  records  will  be 
made  by  these  artists  this  Winter.  Toscanini 
and  the  La  Scala  Orchestra  will  tour  the  United 
States  this  coming  Winter  and  will  appear  in 
all  the  principal  musical  centers.  During  this 
visit  a  number  of  records  will  be  made  by  the 
La  Scala  Orchestra,  under  the  direction  of 
Maestro  Toscanini. 

Few  men  have  had  a  more  brilliant  career 
than  Signor  Toscanini,  who  is  recognized  as  one 
of  the  foremost  conductors  of  the  day.  Dur- 
ing the  time  he  was  conductor  of  the  Metropoli- 
tan Opera  Co.  he  gained  an  enviable  reputation 
both  for  the  quality  of  the  productions  and  the 
rare  skill  displayed  in  interpreting  and  direct- 
ing the  musical  masterpieces.    His  return  to  the 


United  States  will  be  awaited  with  interest  by 
all  lovers  of  music.  Further  announcements  as 
to  the  final  details  of  the  arrangements  for 
making  these  special  records  will  be  given  in 
the  near  future. 


CHANGE  TITLE  OF  COMPANY 


The  Emery  Dry  Goods  Co.,  which  has  been  in 
business  in  Orange,  Mass.,  for  over  thirty  years, 
will,  after  November  1,  be  known  as  E/mery's 
Music  Store,  with  Fred  C.  Emery  as  sole  owner, 
as  before.  This  firm  carries  a  fine  line  of  Vic- 
trolas,  pianos,  sheet  music,  etc.  -  -  ■  • 


WINDOW  DISPLAY  OPPORTUNITIES 


The  Christmas  season  offers  almost  unlimited 
possibilities  for  original  thought  and  treatment 
in  windbw  display. 


In  your  neighborhood,  many  of  the  million  and  a  half  readers 
of  these  magazines  have  been  sold  the  Motrola  idea.  Well? 


1620   iml^m  1920 


^^^^ 


YY/E'VE  got  'em  interested  by 
advertising — the  rest  is  up  to 
you  Remember  that  a  Motrola  dis- 
play in  your  window^  or  store  w^ill 
act  as  the  reminder  that  completes 
the  sale. 

We  furnish  all  the  window  cards,  counter 
cards,  booklets  and  sales  boosters  you  can 
use.  Write  for  folder  showing  the  news- 
paper ads  we  have  prepared  for  advertis- 
ing your  store  and  information  on  what  we 
can  do  to  boost  your  profits. 

Realizing  that  every  live  dealer  wants  a 
few  Motrolas  on  hand  since  the  Motrola 
has  become  the  vogue  in  the  public  inter- 
est, we  are  prepared  to  do  our  part  in  the 
way  of  deliveries. 


Jones-Motrola,  Inc. 

29  West  35th  Street 
New  York 


57  E.  Jackson  Blvd. 

Chicago 
6019  Hollywood  Blvd. 
Los  Angeles 


226V2  Peachtree  St. 
Atlanta 
83  E.  Woodbridge  St. 
notroit 


52 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


GAS  vs.  ELECTRICITY 

The  Old  versus  The  New 

Not  so  long  ago  people  who  electrified  their  houses  kept 
gas  there  too.    They  weren't  quite  sure  of  electricity. 


ONE  of  the  "Big  Four"  phonograph  companies 
had  the  same  doubts  about  electricity  when  they 
decided  to  try  TRU-TIME  MOTORS  on  a  few 
machines.  The  original  purchase  was  one  thousand 
motors.    But  when,  of  the  initial  order 

Not  one  was  returned* 

this  company,  thoroughly  convinced,  placed  a  second 
order  for  TEN  THOUSAND  additional  motors. 


mm 


mop 


Reg.  U.  S.  Pal.  Off. 


has  swept  aside  all  objections  to  electric  phonograph 
drives.  Can  you  think  of  anything  more  an  electric 
phonograph  drive  should  do  than  is  contained  in 

Our  Guarantee 

To  maintain  constant  turntable  speed  at  any  voltage  from  70 
to  140  volts,  alternating  or  direct  current,  through  every  vari- 
ation in  current  on  commercial  lighting  circuits. 

To  run  without  heating  up. 

To  maintain  the  exact  speed  intended  for  the  record. 

To  need  no  adjustment,  oiling  or  attention  for  at  least  two 
years  and  to  function  satisfactorily  under  any  condition  of 
proper  usage  if  the  seals  of  the  motor  remain  unbroken. 

To  be  invisible — no  unsightly  mechanism  outside  the  instrument. 

When  you  are  offered  a  motor — any  make,  any  type — ask  the 
manufacturer  to  give  vou  the  same  guarantee  and  have  him  PUT 
IT  IN  WRITING. 

THE  TRU-TIME  MOTOR  IS  TO  THE  PHONOGRAPH 
WHAT  THE  CONDUCTOR  IS  TO  THE  OPERA 

Manufacturers — Write  for  Complete  Description 

EFFICIENCY  ELECTRIC  CORP. 


149  Broadway,  New  York 


Factory:  Lowell,  Mass. 


•  This  is  a  strong  statement  made  in  a  conservative  ix'ay.  It  means  that  not  a  single 
motor  has  been  returned  to  us,  the  phonograph  manufacturer  or  the  dealer,  for  any  cause. 
It  means  that  the  TRU-TIME  MOTOR  has  given  absolute  satisfaction. 


AFewTRU-TIME 
MOTOR  Points: 

Reasonable   in  price. 

Now   in  production. 

Never    needs  oiling. 

Never  changes  speed. 

Silent   and  invisible. 

3  point  suspension  in 
mounting. 

Driving  spind'.e  to  fit 
any  make  of  turn- 
table. 

Speed  control  can  be 
placed  any  desired 
location. 

Only  2  revolving 
parts. 


November  15,  1920 


THE   TALKING   MACHINE  WORLD 


53 


"The  Japanese  Sandman''  is  an  Oriental  Lullaby, 
the  latest  vaudeville  hit  crooned  by  Nora  Bayes. 
Coupled  with  "You're  Just  as  Beautiful  at  Sixty  as 
You  Were  at  Sweet  Sixteen."  Both  of  these  songs 
show  Nora  Bayes  to  be  better  than  the  best.  Order 
big.  A-2997. 

Columbia  Graphopbone  Co, 

NEW  YORK 


"TREMENDOUS  ASSETS  IN  DEVELOPING  MUSICAL  TASTE" 

Thus  the  Boston-American  Refers  to  the  Talking  Machine  in  an  Editorial  of  Unusual  Force,  and 
Adds:  "If  They  Make  It  Well  and  Truly  the  Makers  Are  Honest  Servers  of  Humanity" 


"And  exactly  so  the  makers  of  so-called  'can- 
ned music'  If  they  make  it  well  and  truly,  they 
are  honest  servants  of  humanity  and  worthy 
of  their  reward." 


The  editorial  writers  of  the  daily  papers 
throughout  the  country  are  displaying  in- 
creased appreciation  of  the  value  of  the  talk- 
ing machine  as  a  great  educational  factor. 
Their  tributes  are  especially  well  worth  empha- 
sizing inasmuch  as  practically  a  few  years  ago 
the  talking  machine  was  ignored  by  the  editorial 
writers  and  featured  almost  exclusively  by  the 
cartoonists. 

We  have  recently  quoted  extracts  from  a 
number  of  daily  papers,  in  which  the  musical 
possibilities  of  the  talking  machine  were  dilated 
upon,  and  it  is  a  pleasure  to  clip  the  following 
editorial  comment  from  the  Boston  American 
of  recent  date: 

"It  is  the  fashion  of  the  supercilious  to  sneer 
at  the  talking  machine  and  the  player-piano. 
There  is  no  field  where  the  snob  rages  more 
unchecked  than  the  field  of  art.  People  who 
do  not  know  anything  else  about  music  and  pic- 
tures or  letters  know  how  to  turn  up  their  noses. 
They  forget  that  the  act  of  all  aots  of  which  the 
human  mind  is  capable,  requiring  the  least 
brains  and  the  minimum  of  culture,  is  ridicule. 

"As  a  matter  of  fact,  the  innumerable-  discs 
of  talking  machines  flying  over  the  land  like  so 
many  Ezekiel  wheels  are  the  most  tremendous 
assets  in  developing  musical  taste.  For  taste, 
or  culture,  or  whatever  you  call  maturity  and 
sophistication  in  the  finer  arts  of  life,  is  entirely 
a  matter  of  saturation. 

"You  cannot  learn  to  judge  pictures  by  at- 


tending lectures  and  listening  to  someone  tell 
you  what  to  think.  The  only  way  is  to  go  to 
the  galleries  or  private  collections  where  the 
masterpieces  are  and  look  at  them,  and  go 
again  and  again.  You  like  what  you  know.  And 
familiarity  weeds  out  the  commonplace  and 
breeds  the  love  of  perfection. 

"As  life  becomes  stabilized  we  t4irn  more  and 
more  to  the  world  of  beauty  for  our  satisfac- 
tions. And  in  this  turning  of  the  national  soul 
away  from  the  earth  toward  the  sun,  canned 
music  has  no  inconsiderable  part. 

"Democracy  has  a  soul  as  well  as  a  system. 
Democracy  has  a  spiritual  purpose;  it  is  not 
organized  altogether  for  the  purpose  of  giving 
to  every  man  a  cow  and  an  acre.  And  the 
spiritual  purpose  of  democracy's  soul  is  to  spread 
the  opportunity  for  the  best  things  to  all  of  the 
people. 

"In  this  sense  the  truest  culture  and  the  most 
wholesome  is  not  to  carve  grotesque  statues  for 
the  Summer  gardens  of  millionaires  or  the  dim 
interiors  of  art  galleries,  but  to  make  the  sur- 
roundings of  the  common  people  beautiful. 

"Monarchy  serves  God  by  exalting  the  king. 
Democracy  serves  God  by  exalting  the  people. 

"Whoever,  then,  will  make  'beautiful  chairs, 
tables,  bedsteads,  carpets,  plates,  tea  cups, 
houses,  shops  and  other  things  that  have  to  do 
with  the  daily  life  of  the  people;  whoever  will 
accustom  them  to  beauty  and  good  taste  is  the 
truest  artist. 


VICTOR  CONTRACT  FOR  QIQLl 


New  Italian  Tenor  Coming  for  American  Tour 
and  Will  Record  for  Victor  Records 

Beniamino  Gigli,  a  new  Italian  tenor,  who  has 
made  a  wonderful  success  in  Europe  and  South 
America,  and  who  will  make  his  debut  at  the 
Metropolitan  Opera  House  in  the  early  part  of 
the  coming  season,  is  under  contract  to  record 
for  the  Gramophone  Co.,  Ltd.,  London,  Eng- 
land, in  which  tlie  Victor  Talking  Machine  Co. 
has  recently  acquired  a  half  interest.  The  terms 
of  the  agreement  with  the  new  artist  provide  for 
a  certain  amount  of  his  services  for  recording  in 
this  country.  Consequently,  the  trade  may  ex- 
pect some  remarkable  records  to  be  added  to 
the  Victor  catalog  this  Winter  or  in  the  Spring. 


NEW  SALES  MANAGER  ON  COAST 

F.  L.  Valentine  has  been  appointed  sales  man- 
ager of  the  retail  phonograph  department  of  the 
Starr  Piano  Co.,  Los  Angeles,  Cal.  Mr.  Valen- 
tine was  well  known  in  San  Francisco,  where, 
until  recently,  he  was  sales  manager  for  the 
Hauschildt  Music  Co. 


Can  you  teach  others  about  the  things  you 
yourself  do  not  know?  That  is  why  the  man  at 
the  head  of  the  business  should  know  how  to 
do  the  things  at  its  foot. 


JUST  THINK 

WHAT  IT  MEANS  TO  USE  A 

DE-LUXE-NEEDLE 

Plays  ]  00-200  Records  Without  Changing 
Absolute  Reproduction  of  Tone 
Positively  No  Wear  on  the  Record 
Will  Play  ^  Any  Record  Using  Steel  Needles 
Let  the  De  Luxe  speak  for  itself  and  send  for  samples 


Full  Tone 


Medium  Tone 


Three  for  30  cents 


DUO  TONE  COMPANY,  Inc. 

Sole  Manufacturers  of  De  Luxe  Needles 

ANSONIA,  CONN. 


Liberal  Discounts 


54 


THE    TALKING    MACHINE  WORLD 


November  15,  1920 


ENTERTAINMENT 


PUBLIC  SPEAKING 


Music  and  Voice  Telemegafones 


Columbia  Beach  Park, 
Portland,  Ore.,  May  29,  1920. 

The  Magnavox  Company, 
2701  East  14th  Street, 
Oakland,  Cal. 

Gentlemen :  You  have  no 
doubt  been  informed  that  we 
purchased  one  of  your  Telemeg- 
afones through  Sherman  Clay  & 
Company  of  Portland.  This  sale 
was  brought  about  through  our 
effort  to  locate  something  that 
would  amuse  our  patrons  on  the 
afternoons  when  the  crowds 
were  light.  The  writer  and  Mr. 
Addis  of  Sherman  Clay  &  Com- 
pany went  to  the  Beach  yester- 
day and  made  a  sort  of  a  trial 
of  the  machine,  which  seems 
in  every  way  satisfactory'.  It  is 
really  marvelous  the  distance 
which  your  machine  will  carry 
soimd  on  our  beach.  For  your 
information,  the  Columbia  River 
is  more  than  a  mile  wide.  We 
placed  this  machine  on  our 
Boardwalk  with  the  horn  throw- 
ing the  sound  across  the  ri^^er, 
300  feet  from  the  shore  line. 
We  walked  down  the  Beach  not 
less  than  700  or  800  feet  and 
could  hear  the  records  played  as 
clearly  as  if  they  were  in  one's 
own  home. 

Yours  very  truly. 

Sand  Island  Amusement  Co., 
By  (Signed)  Joseph  M.  Rieg. 


Type  MV-1 

Outfit  does  not  include  phonograph,  or  battery 


^MAGNAVOX 

^  22  INCH  HORN 


TELEMEGAFONE-.^ 

THAT  REPRODUCES 
MUSIC  ANDVOICE 
FAITHFULLY 


MUSIC  TRANSMITTED 
ELECTRICALLY 
FROM  TONE-ARM 

li3  '  ^ 


.TWO  WIRES  CONNECT  TO 
6-VOLT STORAGE  BATTERy 


OGDEN  CITY  PUBLIC 
SCHOOLS 

Ogden  Utah,  May  24,  1920 

Glen  Brothers-Roberts  Piano  Co., 
Ogden,  Utah. 

Gentlemen:  As  Superintendent 
of  the  Ogden  City  Public  Schools, 
I  congratulate  you  on  your  won- 
derful demonstration  of  the 
JIAGNAVOX  in  Lester  Park  on 
Monday  last. 

At  one  time  there  were  three 
Hay  Pole  sets  of  little  tots — 
about  seventy-five  in  all — dancing 
to  the  clear,  bell-like  music  of 
the  MAGNAVOX,  and  every 
one  of  the  thirteen  hundred  spec- 
tators heard  the  music  as  clearly 
and  distinctly  as  the  children 
dancers. 

For  school  .work  and  dancing 
purposes  the  MAGNAVOX  is  a 
complete  success. 

With  my  hearty  endorsement 
for  school  work  with  this  new 
invention,  I  beg  to  remain. 

Sincerely  yours, 

(Signed)    W.  Kakl  Hopkins, 

Superintendent. 


Increase  the  Volume  of  Any  Phonograph  Many  Times 


For 

Entertainment  In 

THE  HOME 
THEATRES  AND  PARKS 
BLOCK  PARTIES 
MUNICIPAL  PLAYGROUNDS 
DANCE  HALLS  AND 
ON  SHIPBOARD  OR 
ANY  PLACE  WHERE 
NOVELTY  ENTERTAINMENT 
IS  DESIRED 


For 

Public  Speaking  and 
Announcing  In 

HOTELS  AND  CLUBS 
SCHOOLS  AND  COLLEGES 
PARKS,  CAMPS  AND 
SUMMER  RESORTS 
OR  ANY  PLACE  WHERE 
THE  UNAIDED  HUMAN 
VOICE  IS  INSUFFICIENT 
TO  TALK  TO  ALL 


Dealers    and  Distributors 


BOSTON,  MASS.— Musical  Supply  and  Equipment  Co. 
DALLAS,  TEXAS— Sonora  Distributing  Co. 
DAYTON,  OHIO— J.  W.  Sands  Co. 
DETROIT,  MICH.— C.  L.  Marshall  Co. 
INDIANAPOLIS,  IND— Kiefer-Stewart  Co. 


MINNEAPOLIS,  MINN.— Minneapolis  Drug  Co. 
NEWARK,  N.  J.— Griffith  Piano  Co. 
NEW  YORK— Electrical  Supply  and  Equipment  Co. 
PHILADELPHIA,  PA.— Philadelphia  Showcase  Co. 
TORONTO,  CAN.— I.  Montagnes  &  Co. 


WICHITA,  KAN.— Southwestern  Drug  Co. 


THE  MAGNAVOX  COMPANY 

2701-2765  East  14th  Street  Oakland,  California 

Pacific  Coast  Distributors  of  Sonora  Phonographs 


November  IS,  1920 


THE    TALKING    MACHINE  WORLD 


55 


I  wonder  what  some  clever  cartoonist  who  is 
just  a  buyer  of  records  could  do  with  his  ex- 
periences with  a  record  salespeople's  mistakes. 
I  wonder  what  he  would  have  done  with  the  girl 
who,  when  asked  by  a  family  man  for  orchestra 
records  for  his  boys,  said  that  about  the  only 
thing  they  had  was  Joseph  C.  Smith's;  or  the 
girl  who  says  "Pagleeachee"  and  rests  her  weary 
elbow  on  the  top  of  a  beautifully  finished  ma- 
hogany machine  and  chews  gum  fervently  while 
she  remarks  "Ain't  it  hot?" 

I  am  talking  in  this  paper  to  dealers  and  man- 
agers, not  to  salespeople,  for  in  the  end  if  your 
clerk  says  Pagleeachee  it  is  your  fault  much 
more  than  hers.  Just  what  chance  have  you  given 
her  to  learn,  or  what  inspiration  have  you  been 
to  her?  Have  you  ever  stopped  to  explain  to  your 
people  why  it  is  to  their  interest  to  work  for 
the  interest  of  the  house?  Have  you  impressed  it 
upon  them  that  a  satisfied  customer  .who  buys 
one  record  is  a  better  investment  than  the  cus- 
tomer who  buys  two  but  carries  away  a  feeling, 
perhaps  subconscious,  of  having  been  poorly 
waited  on? 

Have  confidence  in  your  manager.  If  she  de- 
serves the  name  she  deserves  your  confidence  that 
she  is  doing  it  right,  without  explaining  each 
step.  Give  her  more  responsibility.  Ordinarily 
she  is  in  touch  with  the  situation,  especially  the 
record  situation,  as  you  cannot  be  if  you  have 
other  interests,  as  most  of  you  have.  If  at  the 
end  of  a  given  period  financial  results  are  what 
you  expect  she  has  proved  worthy  of  the  respon- 
sibility.   If  not  it  is  then  time  to  inquire  why. 

Then  there  is  the  matter  of  salary.  The  time  is 
coming,  in  fact,  is  upon  us,  when  the  public  who 
buy  our  goods  are  going  to  demand  record 
salespeople  who  fit  the  merchandise,  who  can 
intelligently  discuss  their  goods.  And  unless  you 
supply  that  type  of  person  the  public  is  going 
to  the  place  where  they  do.  And  you  can't  get 
that  type  for  bargain  square  prices. 

Salesmanship  is  the  ability  to  influence  people. 
It  is  mental.  No  one  can  become  the  highest  type 
of  salesman  who  cannot  think  constructively- — 
that  is,  in  a  logical  manner.  Ability  is  acquired, 
grown,  developed.  No  person  is  a  natural  born 
salesman.  Some  of  your  people  will  acquire  this 
knowledge  without  your  help,  outside  of  office 
hours.    But  the  ma,jority  will  not.    What  are  you 


lllllllllllllllllllllillllllllllllllllilllllllllllllllllllllllllllllllll 
going  to  do  with  them?  Let  them  drift,  finally 
discharge  them,  to  try  again?  You  are  wast- 
ing a  lot  of  raw  material — a  pretty  expensive 
proposition  these  days. 

The  knowledge  of  your  salespeople  is  either 
organized  or  disorganized,  systematic  or  hap- 
hazard, which  decides  whether  or  not  they  are 
scientific  salesmen. 

Science  is  organized  knowledge,  the  accidental 
use  of  a  scientific  principle  is  haphazard  knowl- 
edge. Moreover,  selling  power  begins  with 
knowledge  of  the  goods  you  wish  to  sell.  If  you 
do  not  know  the  goods  you  have  for  sale,  how 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ 

I  Putting  the  Selling  of  Talking  Machine  Rec- 1 
I  ords  on  a  Scientific  Basis       -      -  By  miss  g.  Airy  | 

=  Koerber-Brenner  Co..  St.  Louis  ^ 

iiyiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii 

records  for  discussion,  I  have  had  this  comment: 
"Here  is  one  that  nobody  ever  asks  for."  If 
your  salespeople  are  playing  only  records  asked 
for  they  are  a  detriment  to  you.  The  record 
clerk  needs  to  know  and  then  to  think  faster 
than  the  customer.  Give  information  before  it 
is  asked  for. 

Now  comes  the  question,  "How  am  I  to  do  it? 
How  can  I  get  my  salespeople  to  increase  their 
knowledge?"  Give  them  time.  Lend  them  the 
inspiration  of  your  presence  once  a  week.  See 
that  they  have  all  the  literature  that  comes  into 
the  house  at  their  disposal.  I  know  one  girl 
supposed  to  be  the  manager  of  her  department 
who  had  never  seen  any  of  the  suggestions  for 
using  the  artist  post  card  that  we  have  been 
sending  out  for  several  months.  How  can  she 
manage  a  department  if  she  does  not  get  the 
literature  belonging  to  it?  Systematize  their 
study  so  that  they  will  waste  no  time.  This 
business,  more  than  any  I  know  of,  calls  for 
calmness  of  manner,  dignity  and  self-possession. 

Moreover,  the  study  of  records  requires  con- 
centration, a  certain  amount  of  research,  seclu- 
sion from  interruption.  The  feeling  that  you 
are  going  to  be  called  any  minute  must  be  absent. 
Next  consideration  is,  can  we  spare  the  time? 
Among  the  questions  sent  out  to  these  same 
salespeople  was,  "What  do  you  do  during  the 
first  hour  in  the  morning?"  I  found  that  about 
one-fourth  of  the  time  was  taken  in  cleaning  and 
filing  records,  slightly  more  than  that  in  book- 
keeping, about  the  same  in  waiting  on  customers. 
The  rest  of  the  hour  was  spent  in  answering  the 
'phone,  dusting,  and  other  trivial  things.  What 
I  wish  to  show,  and  what  I  know  you  will  dis- 
cover if  you  will  give  it  a  thorough  trial,  is  that 
anything  done  that  first  hour  can  and  will  be 
done  just  as  easily  at  a  later  time.  Dusting, 
filing  records,  book  work  can  be  interrupted 
without  disastrous  results.  Hearing  records  can- 
not. 

I  challenge  you  to  try  this  for  one  month  be- 
ginning this  week.  Get  your  salespeople  together 
and  tell  them  that  until  further  notice  they  are 
to  be  ready  at  the  opening  hour  to  spend  one 
hour  in  getting  ready  for  the  business  of  the 
rest  of  the  day.  Divide  your  force  and  let  half 
of  them  use  this  hour  for  one  week,  the  other 
(Continued  on  page  56) 


M  Comments  and  Sug-  | 

I  gestions  on  Successful  m 

I  Record  Selling  of  m 

M  Direct  Interest  to  Tall^-  | 

M  ing  Machine  Dealers  M 

lllillilillllllllliilililllllilillllill 

do  you  hope  to  make  others  know  them  well 
enough  to  want  to  buy  them? 

One  of  the  first  mistakes  made  by  salespeople 
is  to  play  the  same  records  for  everybody. 

Another  mistake  on  the  part  of  salespeople  is 
to  play  the  same  kind  of  record  for  everyone 
regardless  of  the  type  of  customer.  This  is 
illustrated  by  a  list  of  slow-moving  records 
posted  by  a  manager  one  morning.  One  ener- 
getic young  lady  decided  that  she  would  head 
the  list  in  the  number  of  these  sold  and  she 
played  all  of  them  for  anyone  who  would  listen. 
I  think  that  she  did  more  harm  than  good.  The 
fault,  of  course,  lay  primarily  in  the  list  itself. 
They  were  all  the  same  kind  of  records,  when 
they  should  have  been  so  varied  as  to  have  at 
least  one  to  fit  any  kind  of  customer.  But  to  do 
this  each  salesperson  must  know  the  contents  of 
the  records  as  well  as  the  numbers  and  names. 

In  visiting  record  departments  and  asking 
members  of  the  force  to  pick  out  slow-selling 


Choose  Wisely  and  Succeed 

Dealers  who  sell  the  Brooks  Automatic  Repeating  Phonograph  are  making  money_  because 
they  have  an  instrument  that  combines  all  the  good  features  of  every  other  machine  with 
many  points  of  value  not  found  on  any  other. 

The  Brooks  plays  and  repeats  automatically  any  make  of  record  any  desired  number  of 
times,  then  stops  automatically  with  the  tone  arm  suspended  in  the  air. 

It  plays  six  to  eight  ten-inch  records  with  one 
winding. 

It  has  a  tone  quality  not  excelled  by  any  other 
machine,   regardless  of  price. 

It  has  the  most  accessible  working  mechanism. 
It  can  be  removed  for  oiling  by  loojening  four 
thumb  screws. 


It  has  large,  easy-rolling  casters. 
It  has  doors  equipped  with  ball  catches. 
It  is  finished  equally  well  back,  front,  sides  and 
top. 

It  has  ample  space  back  of  the  shelves,  accessible 
through  rear  door. 

It  has  an  efficient  tone  volume  regulator. 

It  is  equipped  with  a  lever  device  permitting  use 
with  or  without  automatic  repeating  feature. 


It  has  a  counterbalanced  lid  support  (no  braces 
needed) . 


Dealers  in  Ne<w  York  State  and  immediate  vicinity  are  advised  to  communicate 
with  us  very  quickly  if  they  are  interested  in  a  big  sale  of  phonographs  this  season. 

Cfje  WdiXtx^  $c  ^wcxv  Corporation 

256  Main  Street  BUFFALO,  N.  Y. 

We  are  the  LARGEST  Distributors  of  Brooks  Automatic  Repeating  Phonographs  in  the  United  States. 


rlie  First  Reallij  ComplelePhonoqrapli 


56 


THE    TALKING    MACHINE  WORLD 


No\'EMBER  15,  1920 


PUTTING  SELLING  OF  RECORDS  ON  A  SCIENTIFIC  BASIS 

(Conti)uied  fro)u  page  55) 


half  this  next  week.  Be  sure  that  each  group 
hears  the  same  records  and  does  the  same  study- 
ing, if  possible  under  the  direction  of  one  of  the 
older  members  of  the  stafif.  To  be  sure  that  this 
is  done  make  out  an  outline  for  them  to  follow, 
listing  the  records  to  be  heard,  articles  or  books 
to  be  read,  talks  to  be  heard.  But  first  of  all  de- 
mand that  it  is  to  be  systematic.  If  you  start 
out  to  do  it  everj'  daj-,  let  nothing  interfere,  no 
matter  how  important  it  may  seem. 

Just  a  word  to  the  salespeople  in  the  trade. 
Sometimes  I  find  that  it  is  hard  for  proprietors 
to  co-operate  with  their  salesforce  because  the 
salesperson  does  not  take  criticism  kindly.  If 
an  effort  is  made  to  try  to  remedy  things  which 
perhaps  you  cannot  see,  meet  your  employer  half 
way.  Show  that  j-ou  welcome  criticism  as  a 
means  to  growth.  The  average  employer  has  not 
time  to  spend  cutting  rotten  spots  out  of  bad 
■  apples.    A  criticism  is  a  compliment.     He  has 


noticed  you  and  thinks  you  worth  saving.  If 
you  have  a  "grouch  at  the  boss"  demand  a  con- 
ference with  him  and  thrash  it  out.  It  will  create 
less  disturbance  and  you  will  feel  better  than  if 
you  had  told  the  stor}'  to  half  a  dozen  sympa- 
thetic hearers. 

To  summarize,  my  plea  is  for  better  salesman- 
ship resulting  in  more  records  sold.  To  ac- 
complish it: 

1.  Send  one  or  more  of  your  salespeople  to  Cam- 
den for  two  weeks.    Demand  results. 

2.  If  that  is  financially  impossible  at  the  time 
send  them  to  St.  Louis  for  a  week.  Demand 
results. 

3.  Observe  an  "improvement  hour"  systemat- 
icallJ^ 

4.  Pay  your  record  clerks  in  proportion  to  the 
work  you  expect. 

5.  '  Give  of  your  own  time  and  personality  to  your 

clerks. 


THE  "SUN"  LIGHTS  THE  WAY  ON  SALESMANSHIP  PROBLEM 

Discusses  in  Its  Usual  Interesting  Way  G.  W.  Hopkins'  Remarks  That  the  Brunette  Salesman 
Succeeds  Best  in  the  South  and  the  Blond  Salesman  in  the  North — What  Do  World  Readers  Think? 


That  b'.ack-haired  salesmen  succeed  better 
in  the  South  and  light-haired  salesmen  in  the 
Xorth  was  the  statement  of  George  .  Hop- 
kins, general  sales  manager  of  the  Columbia 
Graphophone  Co.,  New  York,  in  his  address  be- 
fore the  Executive  Club  of  Chicago  at  its  lunch- 
eon at  the  Hotel  Sherman  on  October  22.  "Sales- 
manship is  simply  the  ability  to  read  human 
nature,"  he  said.  "The  business  man  of  to-day 
to  be  successful  must  know  the  relative  value 
of  the  shady  or  the  sunny  side  of  the  street. 
Modern  business  is  built  on  the  platform  of  serv- 
ice to  the  other  fellow." 

The  statement  concerning  the  relation  of 
color  of  hair  and  salesmanship  proved  so  inter- 
esting to  one  of  the  editorial  writers  of  the 
Sun,  New  York,  that  he  stole  enough  time  from 


his  political  spellbinding  to  compose  the  follow- 
ing editorial: 

"The  ability  of  the  dealer  in  so-called  'canned 
music'  to  sell  his  assorted  stock  of  machines 
and  records,  the  male  and  female  of  the  phono- 
graph species,  has  long  challenged  the  admira- 
tion of  the  professors  of  salesmanship.  Pos- 
sibl}^  because  so  many  people  enjoy  a  noise 
even  if  the)'  do  not  understand  music,  the  phono- 
graph dealer  has  a  deep  lake  in  which  to  cast  his 
nets.  The  actual  and  undisputed  beauties  of  the 
best  quality  of  mechanically  reproduced  music 
are  so  efficiently  supplemented  by  the  vast  quan- 
tity of  cheerfully  nois3'  records  that  the  receipts 
of  these  dealers  have  long  been  the  envy  of  the 
mere  banker  or  bricklaj'er. 

"Xaturally.  any  hints  as  to  the  way  the  phono- 


graph dealer  does  it  command  attention  and  re- 
spect. One  of  these  princes  of  salesmanship,  a 
general  sales  manager,  in  fact,  made  a  speech 
latel)'  in  Chicago  upon  his  own  learned  profes- 
sion and  gave  the  information — quite  as  valu- 
able because  it  was  casual  and  'contributory' — ■ 
that  black-haired  salesmen  did  better  in  the 
South  and  light-haired  salesmen  in  the  Xorth. 
This  is  one  of  the  magic  bits  of  concrete  infor- 
mation which  are  worth  more  than  all  the  pro- 
fessional essaj-s  in  the  world.  This  general 
manager  defined  salesmanship  as  'the  ability  to 
read  human  nature,'  and  said  a  successful  busi- 
ness man  'now  needed  to  know  the  relative  value 
of  the  shady  or  the  sunny  side  of  the  street.' 
What  are  synthetic  paradoxes  like  those  state- 
ments worth  compared  with  the  information 
about  the  proper  regional  distribution  of  black- 
haired  and  light-haired  salesmen? 

"It  is  a  fact  that,  while  enormous  numbers 
of  woman  buy  phonographs  and  records,  a  very 
great  number  of  men  also  buy  them.  The 
phonograph  salesman  cannot  hope  to  depend  on 
any  sex-complex  to  fill  his  order  sheet,  and  the 
general  fact  seems  to  be  that  since  there  is 
more  black  hair  than  light  hair  in  the  South  the 
black-haired  salesman  does  better  there,  be- 
cause the  salesman's  personality,  being  more 
like  that  of  everybody  else  in  the  neighborhood, 
does  not  take  the  public's  attention  away  froin 
the  goods  to  be  sold;  thus  the  goods  get  sold 
with  less  effort.  Whatever  the  process  by 
which  the  result  is  arrived  at,  this  sales  man- 
ager's statement  of  fact  is  the  most  interesting 
which  has  been  heard  of  late.  Does  this  classi- 
fication apply  onlj"-  to  the  phonograph  buisness? 
Let  other  sales  managers  be  heard  from,  in  or- 
der to  swell  the  volume  of  general  business; 
everybody  would  profit  by  it."- 


NEW  MONTREAL  COLUMBIA  DEALER 


R.  E.  Bennet,  Montreal,  Can.,  has  recently 
opened  Grafonola  parlors  at  3  St.  Viateur  street, 
and  will  handle  the  Columbia  Grafonolas  and 
records. 


J  fFALNUT  TALKING  MACHINE  CABINET 


The  finest  phonograph  is 
appropriately  encased  in 

The  Cabinet-wood  Superlative." 

AN  "added  attraction"  to  the  rich  beauty 
of  AMERICAN  WALNUT  as  an 
appropriate  encasement  for  such  a  fine 
example  of  a 

Phonograph  Cabinet 

as  is  illustrated  here,  is  that  of  permanence 
— or,  "fidelity  to  fashioned  form."  AMER- 
ICAN WALNUT  does  not  warp,  shrink  or 
swell. 

The  doors  or  drawers  in  an  AMERICAN 
WALNUT  Cabinet  will  never  stick  or  refuse 
to  slide.  It's  an  impressive  selling  argument 
— a  clincher.  * 

•  Manufacturers  of  high  grade  cabinets  and  phonographs  appreciate  this  fact. 

Send  for  valuable  data  for  manufacturers — or  data  for 
deahrs.  Also  the  WALNUT  BOOK  de  luxe,  an  in- 
structive treatise  on  Walnut  and  Jf'alnut  Furniture,  Free. 

Write  to  the  producers  of  American  Walnut  Lumber,  the 

American  Walnut  Manufacturers'  Association 

Room  1022  616  So.  Michigan  Boulevard  Chicago. 


November  IS,  1920 


THE    TALKING    MACHINE  WORLD 


57 


IS  NOT  A  SUBSTITUTE- IT  HAS 
NO  EQUAL— NO  OTHER  IS  LIKE 
IT  — IT   IS  "TRIED  AND  TRUE" 


No  more  need  for  *'Loud,"  '*Soft"  and  ** Medium" 
needles — no  more  need  for  changing  needles  after 
playing  one  record 


THE  NEEDLE  WITH  THE  FLEXIBLE  POINT 


HAS  SOLVED  THE  PROBLEM 


One  TONOFONE  will  play  20  to  50  REC- 
ORDS- -any  disc  records  ON  ANY  PHONO- 
GRAPH and  reproduce  the  ORIGINAL  TONE 
PITCH  and  volume,  be  it  LOUD,  MEDIUM, 
or  SOFT. 


THE  POINT  being  FLEXIBLE  and  SOFTER 

than  the  RECORDS,  will  neither  WEAR  NOR 
INJURE  THEM  — in  fact 

THE  NEEDLE  WEARS     —     THE  RECORDS  DON'T 


A  Very  High  Authority  Writes: 

"I  have  found  no  needle  which  transmits  the 


Tonofone.    Its  elimination  of  surface  noise 


Our  Wholesale  Distributors  Cover  the  Earth 


They  Reach  Every  City,  Town  and  Hamlet  All  Over  the  World 


and 


full  tone  value  of  the  record  as  does  the 


and  accurate  reproduction  makes  it  supreme 
for  demonstrating  purposes." 


If  you  are  not  already  using  and  selling  this  needle 
that  everybody's  talking  about,  ask  us  for  full  partic- 
ulars and  the  address  of  our  nearest  distributor. 


NVENTORS    AND   SOLE  MANUFACTURERS 


R.  C.  WADE  CO. 


110  SOUTH  WABASH  AVENUE 


CHICAGO 


58 


THE    TALKING    MACHINE  WORLD 


November  45,  1920 


Do  You  Throw  Money  Away? 

It  is  not  a  popular  pastime — but  still  it  is 
unconsciously  done  by  many  who  just  don't 
know  that  Repair  Parts  can  be  bought  for  less 

RENE  MADE  SPRINGS  AND  PARTS  LAST  LONGER 

COST  LESS 

RENE  MFG.  CO.  Montvale,  N.  J. 


BUSINESS  PROGRESS  IN  ALBANY 

Method  by  Which  the  Strand  Temple  of  Music 
Has  Won  Quick  Success  in  That  City 


Albany,  N.  Y.,  November  6. — The  Strand  Temple 
of  Music,  121  North  Pearl  street,  this  city, 
which  recently  celebrated  its  first  business  an- 
niversary, is  at  present  in  the  hands  of  the 
carpenters  and  decorators,  and  w^hen  the  altera- 
tions are  completed  there  will  be  made  avail- 
able a  number  of  additional  demonstration 
booths  to  take  care  of  the  growing  trade. 

The  success  of  the  Strand  Temple  of  Music, 
which  features  the  Victor  line  exchisively,  ha*; 


Interior  of  Strand  Temple  ot  Music 


been  due  both  to  good  salesmanship  and  good 
advertising,  for  Al.  Edelstein,  manager  of  the 
shop,  is  a  firm  believer  in  service  and  publicity 
in  getting  and  keeping  trade. 

The  advertising  campaign  is  so  arranged  that 
some  particular  subject,  or  some  particular 
group  of  records,  is  featured  in  each  advertise- 
ment. Recently  the  Strand  celebrated  what  was 
termed  Dance  Week,  and  throughout  the  week 
the  fact  was  emphasized  in  specially  designed 
advertisements  that  had  a  strong  appeal. 

Window  displays  of  elaborate  and  expensive 
character,  and  changed  frequently,  also  consti- 
tute a  means  of  publicity  that  is  not  in  any  sense 
overlooked.  The  various  big  holidays,  such  as 
Easter,  Fourth  of  July,  Labor  Day,  Thanks- 


giving, etc.,  are  always  featured  in  special  win- 
dow displays,  as  are  local  events  of  timely  in- 
terest. 

A  recent  window  arrangement  emphasizing 
Victor  supremacy  is  reproduced  herewith,  to- 
gether with  a  view  of  the  main  salesroom  of  the' 
store  just  before  the  decorators  went  to  work 
(in  the  alterations. 


The  selling  plan  adopted  by  the  Strand  serves 


A  Typical  Strand  Window  Display 


to  put  the  record  customer  at  ease  and  to  stim- 
ulate self-service  in  some  measure.  Unless  other- 
wise desired,  the  customer  is  given  a  half-dozen 
records  or  so,  some  of  which  have  been  asked 
for  particularly,  perhaps,  and  is  then  escorted 
to  one  of  the  booths.    The  customer  is  then 


mvited  to  try  over  the  records  at  leisure.  This 
plan  is  found  to  work  better  than  that  of  having 
a  sales  person  constantly  in  attendance,  as 
though  anxious  to  get  the  customer  out  of  the 
store,  and  has  brought  results  and  increased 
lecord  sales.  Of  course,  the  point  is  made  of 
getting  the  name  and  address  of  each  visitor  so 
that  the  name  can  be  put  on  the  record  pros- 
pect list  regardless  of  the  make  of  machine 
owned  by  the  customer. 

SCOTTI  VISITS  PHONOGRAPH  SHOP 

San  Francisco  Dealer  Secures  Visit  From  Noted 
Tenor  Diu-ing  His  Appearance  There 


San  Francisco,  Cal.,  November  3. — During  the 
appearance  here  of  Antonio  Scotti  in  grand 
opera  the  Phonograph  Shop,  Victor  dealer,  at 
109  Stockton  street,  secured  the  presence  of 
this  distinguished  artist  at  the  store,  where  he 
spent,  an  hour  with  the  sales  force,  telling  them 
about  his  records  and  his  work.  The  Phono- 
graph Shop  made  good  use  of  this  fact  by  an- 
liouncing  in  excellent  advertisements  that  its 
sales  force  was  ready  to  inform  the  public  as 
to  Signor  Scotti's  choice  of  recordings  and  as- 
sist anj^one  in  the  selection  of  their  favorite 
records.  James  L.  Loder,  manager  of  the  shop, 
found  this  a  very  fine  bit  of  publicity  and  said 
that  the  sale  of  Red  Seal  records  was  greatly 
stimulated  by  it. 

NEW  ARTO  RECORD  DISTRIBUTORS 

The  Fulton  Talking  Machine  Co.,  253  Third 
avenue,  New  York,  was  recently  appointed  dis- 
tributor of  Arto  records  and  Arto  music  rolls. 
The  company  has  forwarded  to  the  trade  an  an- 
nouncement of  a  specially  arranged  sales  plan, 
which  has  already  brought  numerous  responses. 
In  addition  to  handling  the  above  product  man- 
ufactured by  the  Arto  Co.,  Inc.,  and  the  Stand- 
ard Roll  Music  Co.,  of  Orange,  N.  J.,  the  Ful- 
ton Talking  Machine  Co.  also  carries  a  com- 
plete line  of  motors,  tone  arms,  needles  and 
accessories,  as  well  as  several  models  of  talk- 
ing machines. 

Any  method  of  telling  people  the  advantages 
of  your  store  is  advertising.  The  method  that 
tells  the  most  people,  most  effectively,  at  the 

least  price  is  the  best  advertising. 


Ward*s  Khaki 


Distributors 

BRISTOL  &  BARBER,  INC. 
Ill  E.  14th  St.,  New  York  City 


Grade  "D"  Cover  with  No.  3  Straps. 


The  C.  E.  Ward  Co. 

(Well-Known  Lodge  Regalia  House) 

101  William  St.,  New  London.  Ohio 

Also  Manufacturers  of  Rubberized  CoT.r. 
and  Dust  CoT.rs  for  the  WarerooBi 


Moving  Covers 

YAHR  &  LANCE  DRUG  CO. 
207-215  E.  Water  St.,  Milwaukee,  Wis. 

COHEN  &  HUGHES.  INC. 
Washington,  D.  C. 

BECKWITH-O'NEILL  CO. 
Minneapolis.  Minn. 

STREVELL-PATERSON  HARDWARE  CO. 
Salt  Lake  City,  Utah 

C.  L.  MARSHALL  CO.,  INC. 
Beckman  Bldg.,  Cleveland,  O. 
Butler  Bldg.,  Detroit,  Mich. 

THE  REED  CO. 
237  Fifth  Avenue,  Pittsburgh,  Pa. 

C.  J.  VAN  HOUTON  &  ZOON 
140  S.  Dearborn  St.,  Chicago,  III. 

SONORA  DISTRIBUTING  CO.  OF  TEXAS 
Dallas,  Texas 

CHAS.  H.  YATES 
311  Laughlin  Bldg.,  Los  Angeles,  Cal. 

W.  D.  &  C.  N.  ANDREWS 
Buffalo,  N.  Y. 

SACHS  &  CO. 
425  So.  Wabash  Ave.,  Chicago 

SHERMAN,  CLAY  &  CO. 
741  Mission  St.,  San  Francisco,  Cal. 

JOHN  A.  FUTCH  CO. 
35  Auburn  Ave.,  Atlanta,  Georgia 
1500  South  Boulevard,  Charlotte,  N.  C. 
630  Washington  St.,  Jacksonville,  Fla. 

ORTON  BROTHERS  MUSIC  HOUSE 
Butte,  Mont. 

GRAY  &  DUDLEY  CO.,  Nashville,  Tenn. 


ASSOCIATED  FURNITURE  MFRS. 
St.  Louis,  Mo. 

W.  J.  DYER  &  BRO.,  St.  Paul,  Minn 

AMERICAN  PHONOGRAPH  CO. 
Burlington,  Vt. 

JOSEPH  BARNETT  &  CO.,  Cedar  Rapids,  la. 


ROiraSTONE 

We  are  the  only  miners  and  manu- 
facturers in  this  country  of  Rotten 
Stone  for  use  in  Phonograph  Record 
making.  Our  product  is  now  in  use 
by  practically  every  record  manu- 
facturer in  this  country.  We  are  also 
headquarters  for  all  other  minerals 
for  record  making  and  everything  we 
handle  is  made  especially  for  this  pur- 
pose and  absolutely  guaranteed.  Ex- 
pert advice  given  upon  any  formula. 

KEYSTONE  MINERALS  CO. 

41  Union  Square,  New  York  City 


The  Talking  Machine  World,  New  York,  November  15,  1920 


CHICAGO 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO 


LONDON,  ENG. 


SATISFACTION 

Oar  Silent  Salesman 

1921  Meisselbach  Models 

NOW  READY 


The  Last  Word  in  MOTOR  Perfection 

QUALITY~Our  Slogan 
SERVICE— Our  Watchword 


GENERAL  PHONOGRAPH  CORPORATION 

OTTO  HEINEMAN,  President 
25  West  45th  Street      -       -       New  York 

FACTORIES:—  NEWARK,  N.  J.  ELYRIA,  O. 

PUTNAM,  CONN.    SPRINGFIELD,  MASS.     KITCHENER,  ONT. 

TORONTO 


CHICAGO 


LONDON.  ENG. 


1 


I 


November  IS,  1920 


THE   TALKING   MACHINE  WORLD 


59 


DONALD  BANNA'S  IMPORTANT  POST 


Popular  Salesman  Now  Covering  Virginia  and 
West  Virginia  for  Philadelphia  Show  Case 
Co.,  Selling  This  Company's  Line 


Donald  Hanna,  who  for  five  years  was  con- 
nected with  the  Sonera  Phonograph  Co.,  Inc., 
is  now  covering  the  States  of  Virginia  and  West 
Virginia  for  the  Philadelphia  Show  Case  Co., 
which  is  a  division  of  the  Smith,  Kline  &  French 
Co.  After  being  with  Sonora  for  several  years, 
Mr.  Hanna  served  with  the  A.  E.  F.  in  France 


•  Donald  Hanna 

and  on  his  return  represented  the  Hillman 
Phonograph  Co.,  of  Wheeling,  W.  Va. 

The  Philadelphia  Show  Case  Co.  now  repre- 
sents Sonora  in  Virginia  and  West  Virginia  and 
in  his  new  position  Mr.  Hanna  will  have  the 
advantages  of  a  thorough  familiarity  with  the 
territory  and  a  personal  acquaintance  with  the 
men  who  sell  Sonoras  in  these  States.  Besides 
handling  Sonoras,  he  sells  Okeh  records  and 
Melodee  music  rolls.  Mr.  Hanna  will  have  the 
backing  and  co-operation  of  an  extremely  ef- 
ficient jobbing  organization  which  can  be  relied 
on  to  give  exceptionally  satisfactory  service  to 
dealers  in  the  territory  covered. 


Lester  D.  Leverich,  advertising  manager  of 
the  Columbia  Co.,  returned  recently  from  a  visit 
to  the  Toronto  branch  of  the  company,  where 
he  conferred  with  A.  E.  Landon,  Canadian 
branch  manager,  regarding  publicity  plans  for 
the  coming  year. 


The  Victor 
product  is  like  the 
Rock  of  Gibral- 
tar. It  is  para- 
mount to-day, 
and  will  always 
remain  so. 

BRUNO 


The  Way  to 
Make  a 

Profit 


in  the  talking  machine 
business  is  to  get  a  ma- 
chine that  is  absolutely  re- 
liable from  a  mechanical 
standpoint,  with  a  sw^eet, 
full  tone,  and  encased  in 
a  rich,  substantial  cabinet 
— and  get  it  at  the  right 
price. 

The  Harponola,  with  its 
alluring  golden  spruce 
horn,  provides  exactly 
what  we  mention  above. 

Such  a  machine  will  turn 
you  a  good  profit  if  you 
display  and  demonstrate 
it  to  a  percentage  of  your 
trade  daily. 

There  is  nothing  intricate 
about  the  proposition.  It 
is  a  matter  of  straight 
commonsense. 


THE  HARPONOLA  CO. 

101  MERCELINA  PARK 

CELINA,  OHIO 

EDMUND  BRANDTS.  President 

A  limited  amount  of  jobbing  territory 
now  open.  Get  our  combination  prop- 
osition on  Harponolas  and  OkeH 
Records. 


Wifh.  the 


60 


THE    TALKING    MACHINE  WORLD 


November  IS,  1920 


PHOJVOGK.APII  COR.POR.AJ'lOgJ 


Manufacturers  of  Phonographs  &  Records 


Phiuo  E-Reminctton 
presi  dent 

James  S.  Holmes 

vice  -  president 

Marc  B.Thomas 

secretary-treasurer 


Executive  Offices 
1662- I664M666  Broadway 
New  York 


Telephone  Circle  2700 


OFFICE  OF  THE 
SALES  MANAGER 


/  O  O  O    C  9  O 


Co 


^Ct/<£^   ^\<no^  Jiyiht/t^^  i£2^VT-^p££^^  f'iJtA.-<MJ3.xL^    yCcr  ^^^'■>^^<^tolL. 


CL^LA.^  ^XaS^ 


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November  IS,  1920 


THE    TALKING    MACHINE  WORLD 


61 


INTERMOUNTAIN  VICTOR  DEALERS  FORM  AN  ASSOCIATION 

Recent  Gathering  in  Salt  Lake  City  Attended  by  Dealers  From  Utah,  Idaho,  Colorado  and  Else- 
where— Association  Elects  Alvin  Beesley  President — ^J.  Elliott  Clark  Co.  Entertains  Assemblage 


Salt  Lake  City,  Utah,  November  1. — All  who 
attended  the  convention  of  Intermountain  Vic- 
tor dealers  last  month  at  the  Hotel  Utah,  this 
city,  are  enthusiastic  over  its  success.  It  was 
one  of  the  liveliest  and  most  interesting  conven- 
tions ever  held  here.  Dealers  from  Utah,  Idaho, 
Colorado  and  other  Intermountain  States  were 
present.  From  the  early  opening  hour  until 
the  wee  , hours  of  the  morning  after  there  was 
a  continuous  round  of  education  and  pleasure. 
Splendid  talks  were  given  by  prominent  figures 
on  the  varigus  phases  of  the  Victor  business. 
Following  the  morning  session  a  proposal  from 
one  of  the  dealers  was  made  that  the  gathering 
be  made  an  annual  affair  and  that  an  association 
of  all  Intermountain  dealers  be  formed.  This 
suggestion  met  with  the  hearty  approval  of  all 
present,  with  the  result  that  a  committee  was 
named  to  nominate  officers  and  draw  up  by-laws 
for  the  organization.  The  meeting  adjourned  for 
luncheon  as  guests  of  John  Elliott  Clark. 

The  afternoon  session  opened  with  a  report 
from  the  nominating  committee  who  named  as 
officers  the  following:  President,  Alvin  Beesley, 
Beesley  Music  Co.,  Salt  Lake  City;  vice-presi- 
dent, H.  W.  Vorbeck,  Grand  Junction,  Colo.; 
treasurer,  Thomas  J.  Holland,  Glen  Bros.- 
Roberts  Piano  Co.,  Ogden,  Utah;  secretary, 
Fred  A.  Bain,  John  Elliott  Clark  Co.,  Salt  Lake 
City.  Executive  committee:  C.  B.  Sampson, 
Sampson  Music  Co.,  Boise,  Idaho;  R.  K.  Logan, 
Logan  Music  Co.,  Twin  Falls,  Idaho.  All  mem- 
bers were  in  accord  with  the  selection  of  names 
and  accepted  them  as  officers  for  the  first  year 
of  the  organization. 

Following  this  election  the  program  was  con- 
tinued. Very  interesting  talks  were  given  by 
Francis  W.  Kirkham,  director  of  vocational  edu- 
cation, State  of  LUah,  and  Eugene  Giles,  vice- 
president  of  the  National  Copper  Bank,  Salt 
Lake  City,  and  others.  During  the  afternoon 
business  session  the  ladies  were  entertained  at  a 
theatre  party. 

In  the  evening  the  entire  assemblage  was  the 
guest  of  the  John  Elliott  Clark  Co.,  Victor 
wholesalers,  at  a  banquet  and  dance  on  the  Hotel 


The 

;G.&B.  REPRODUCER! 

WORLD'S  FINEST  REPRODUCER 


WILL  FIT 
28  M.M. 
[HUB 


SAMPLE  $1.25 
Nickel-plated 

Send  for  quantity  price 


I  GEIER  &  BLUHM  | 

I  ESTABLISHED  1906  | 

1  Manufacturers  of  Scientific  and  Mechanical  | 

1  Instruments  1 

i  Die  Casting  and  Plating  1 

I  TROY,  NEW  YORK  | 

s  = 

e  = 

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiM 


Utah  roof.  Gilbert  N.  Swett,  traveling  repre- 
sentative of  the  Victor  Talking  Machine  Co., 
the  speaker  of  the  evening,  gave  an  interesting 
talk  on  the  Victor  business  of  the  past  and 
future. 

Dealers  were  strong  in  their  praise  of  the  fine 
entertainment  provided  and  are  all  looking  for- 
ward to  the  1921  session. 

The  subjects  discussed  and  the  speakers  as- 
signed during  the  various  sessions  were  as  fol- 
lows : 

"Better  Music  for  the  Home" — L.  R.  Taylor, 
Provo;  Alvin  Beesley,  Salt  Lake. 

"Increasing  Record  Sales  in  Spite  of  Short- 
age"—T.  J.  Holland,  Ogden;  Fred  A.  Bain,  Salt 
Lake. 

"Repair  Demonstration,"  Fred  A.  Bain,  John 
Elliott  Clark  Co. 

"Advertising" — Albert  Skankey,  Salt  Lake. 

"Clinching  the  Sale" — Albert  Kirk,  John 
Elliott  Clark  Co. 

"Merchandising  From  the  Jobbers'  Stand- 
point"— John  Ellio^tt  Clark. 

"Stock  Keeping  and  Ordering" — C.  R.  Pike, 
Salt  Lake;  T.  J.  Holland,  Ogden;  R.  K.  Logan, 
Twin  Falls. 

"The  Victrola  in  the  Schools" — Francis  W. 
Kirkham,  director  vocational  education,  State  of 
LTtah;  Ellis  Johnson,  Manti;  Beth  Erickson. 

"Accounting" — ^Lincoln  J.  Kelly,  Salt  Lake 
City. 

"Canvassing" — ^C.  L.  Nielson,  John  Elliott 
Clark  Co. 


Made  in  Our 
Watch  Oil 

DEPARTMENT 

which  for  half  a  century 
has  made  80%  of  all  the 
watch,  clock  and  chronom- 
eter oil  used  in  America. 


The  Best  Oil  For  Any  Talking  Machine 

In  refining,  Nyoil  is  given  the  same  care  as  our 

famous  watch  oil  receives.    Ali  gums  and  impuri- 
ties are  removed,  leaving  it 

Colorless,  Odorless  and  Stainless. 

Houselceepers  say  they  would  not  be  without 
Nyoil  because  it  is  best  for  phonographs  and  sew- 
ing machines — for  polishing  furniture  and  wood- 
work and  is  odorless  and  will  not  stain.  It  is  free 
from  acid  and  will  not  gum,  chill  or  become 
rancid.  Sportsmen  find  it  best  for  guns  because  it 
prevents  rust. 

NYOIL  is  put  up  in  1-oz.,  314-oz.  and  8-oz.  Bottles 

and  in  Quart  and  Gallon  Cans. 
For  Sale  by  all  Talking  Machine  Supplies  Dealers 

WILLIAM  F.  NYE,  New  Bedford,  Mass.,  U.S.A 


"Factory  and  Jobbers'  Sales  Classes" — L.  R. 
Taylor,  Provo;  Fred  A.  Bain,  John  Elliott  Clark 
Co. 

"The  Financial  Situation" — Eugene  Giles, 
vice-president  National  Copper  Bank,  Salt  Lake 
City. 

"From  the  Factory  Standpoint" — Gilbert  N. 
Swett,    traveling  representative   Victor  Co. 


NEW  SERVICE  CATALOG  FOR  DEALERS 


Ross  P.  Curtice  Co.  Issues  a  Unique  and  Most 
Convenient  Volume  for  Use  of  Retail  Trade 
in  the  Ordering  of  Various  Accessories 


A  service  catalog  of  distinctly  unique  char- 
acter intended  for  the  use  of  Victor  dealers 
has  just  been  compiled  and  issued  by  the  Ross 
P.  Curtice  Co.,  Victor  wholesalers,  Omaha,  .Neb. 
The  new  volume  of  twenty-eight  pages  is  com- 
pletely filled  with  illustrations  and  descriptive 
matter  relative  to  the  various  accessories  which 
the  Victor  dealer  has  occasion  to  order  from 
time  to  time,  these  accessories  including  out- 
door signs,  various  forms  of  display  material, 
Unico    store    equipment,    record    racks,  needle 


cutters,  materials  for  window  displays,  pennants, 
various  books  issued  in  connection  with  Vic- 
tor records,  such  as  "Music  Appreciation  for 
Children"  and  "The  Victrola  Book  of  the 
Opera,"  photographs  of  famous  Victor  artists, 
record  cabinets  and  repair  parts.  Each  of  the 
many  items  listed  in  the  book  is  carefully  num- 
bered, and  there  is  provided  for  the  use  of  the 
dealer  a  special  form  of  order  sheet. 

The  new  catalog  represents  a  distinct  advance 
in  the  matter  of  dealer  service  and  gives  the 
retailer  a  complete  and  convenient  list  of  the 
things  he  is  likely  to  need  in  his  business.  Every 
item  is  price  marked,  and  a  fixed  discount  is  an- 
nounced in  order  that  the  dealer  may  know  just 
what  he  is  ordering  and  how  much-  it  will  ac- 
tually cost  him. 


62 


THE    TALKING    MACHINE  WORLD 


November  IS,  1920 


99 


Here  she  is  again— Marion  Harris— in  two  "blue 
songs,  both  ot  different  color,  melody,  and  tone, 
"Sweet  Mamma  (Papa's  Getting  Mad)"  and  "I 
Told  You  So."  Order  while  the  ordering's  good. 
A-3300. 


Columbia  Graphophone  Co. 

NEW  YORK 


FOUR  NOTED  SINGERS  NOW  EXCLUSIVE  VICTOR  ARTISTS 

Albert  Campbell,  Henry  Burr,  John  Meyer  and  Frank  Croxton  Signed  Up  by  Victor  Co. — Have 
Had  Tremendous  Success  in  All  Parts  of  the  Country  in  Recital  and  Concert  Work 


Of  great  interest  to.  all  Victor  dealers  and 
Victor  record  enthusiasts  is  the  announcement 
made  by  the  Victor  Talking.  "Machine  Co